Marketing Ch. 6

Front 1

Consumer Behavior

Back 1

Study of processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires.

Front 2

Consumer Decision-Making Process

Back 2

Need recognition, information search, evaluation of alternatives, purchase and postpurchase behavior.

Front 3

Factors that effect decision-making process

Back 3

Cultural, social, individual and psychological factors

Front 4

Routine response behavior

Back 4

type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time.

Front 5

Limited decision making

Back 5

type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category.

Front 6

Extensive Decision making

Back 6

most complex type of consumer decision making, used when buying an unfamiliar, expensive product or an infrequently bought item; requires use of several criteria for evaluating options and much time for seeking information.

Front 7

Need recognition

Back 7

result of an imbalance between actual and desired states.

Front 8

Values

Back 8

Abstract ideas about what a group believes to be good, right and desirable. Emotional significance.

Front 9

Norms

Back 9

Social rules and guidelines that prescribe appropriate behavior in particular situations.

Front 10

Social Class

Back 10

Group of people in society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms.

Front 11

Reference group

Back 11

a group in society that influences an individual's purchasing behavior.

Front 12

Opinion leader

Back 12

individual who influences the opinion of others

Front 13

Reference group

Back 13

group in society that influences an individual's purchasing behavior.

Front 14

Primary membership group

Back 14

direct reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and co-workers.

Front 15

Secondary Membership group

Back 15

direct reference group with which people associate less consistently and more formally than a primary membership group, such as a club, professional group, or religious group.

Front 16

Aspirational reference group

Back 16

indirect group that someone would like to join

Front 17

Nonaspirational reference group

Back 17

group with which an individual does not want to associate

Front 18

Individual Influences

Back 18

Gender, Age Life Cycle, Personality Self-Concept Lifestyle

Front 19

Lifestyle

Back 19

basically how a person lives. How one enacts his or her self-concept

Front 20

Perception

Back 20

Activities by which an individual acquires and assigns meaning to stimuli

Front 21

Selective Exposure

Back 21

process whereby a consumer notices certain stimuli and ignores others

Front 22

Selective distortion

Back 22

process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs.

Front 23

Selective retention

Back 23

process whereby a consumer remembers only that information that supports his or her personal beliefs.

Front 24

Motivation

Back 24

reason for behavior.

Front 25

Motive

Back 25

construct representing an unobservable inner force that stimulates and compels a behavioral response and provides specific direction to that response.

Front 26

Maslow's Hierarchy of Needs

Back 26

Self-actualization needs (top), Esteem needs (next down), Social needs (next down), Safety needs (next down), physiological needs (bottom) bottom is most important.