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29 Cards in this Set

  • Front
  • Back
Five steps in purchasing decision
problem recognition
information search
alternative evaluation
purchase decision
post purchase behavior
types of information
personal: sales person/friends
nonpersonal: advertising/public sources
types of problem solving
levels of involvement
high vs low
high -> car
low-> toothpaste
types of situational influences
purchase task
social surroundings
physical surroundings
temporal effects
antecedent states
cognitive dissonance
the feeling of post purchase psychological tension or anxiety
the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.
selective perception
filtering of exposure, comprehension, and retention
selective exposure
people pay attention to messages that are consistent with their attitudes and beliefs and ignore inconsistent messages
selective comprehension
interpreting information so that it is consistent with your attitude and beliefs
selective retention
consumers do not remember all the information they see, read, or hear, even minutes after exposure to it
the energizing force that stimulates behavior to satisy a need
hierarchy of needs
self actualiation needs
personal needs
social needs
safety needs
physiological needs
a learned predisposition to respond to an object or class of objects in a consistently faborable or unfavorable way
a person's cosisten behaviors or responses to recurring situations
self concept
ideal-how people would like to see themselves
actual- the way people see themselves
behavioral learning
process of developing automatice responses to a situation built up through repeated exposure to it
cognitive learning
involve making connections between two or more ideas or simply observing the outcomes of other's behaviors and adjusting your own accordingly
opinion leaders
individuals who exert direct or indirect social influence over others
word of mouth
the influencing of people during conversations
reference groups
are people to who an individual looks as a basis for self appraisal or as a source of personall standards
one to which a person actually belongs
one that a person wishes to be a member of or wishes to be identified with
one that a person wishes to maintain a distance from because of differences in value or behavior
family life cycle
describes the distict phases that a family progresses through from formation to retirement
family decision making
spouse dominant or joint decision making
1)info gatherer
3)decision maker
the mode of living that is identified by how people spend their time and resources, what they consider important in their environment and wht they think of themselves and the world around them
social class
the relatively permanent, homogeneous divisions, in a society into which people sharing similar values, interests, and behavior can be grouped
subgroups withing the larger or national culture with unique values, ideas, and attitudes