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42 Cards in this Set
- Front
- Back
Consumer behavior
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Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and product use
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Consumer decision-making process
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A five-step process used by consumers when buying goods or services
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Need recognition
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Result of an imbalance between actual and desired states
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Want
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Recognition of an unfulfilled need and a product that will satisfy it
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Stimulus
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Any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing
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Internal information search
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The process of recalling past information stored in the memory
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External information search
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The process of seeking information in the outside environment
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Nonmarketing-controlled information source
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A product information source that is not associated with advertising or promotion
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Marketing-controlled information source
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A product information source that originates with marketers promoting the product
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Evoked set (consideration set)
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A group of brands, resulting from an information search, from which a buyer can choose
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Cognitive dissonance
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Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions
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Involvement
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The amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior
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Routine response behavior
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The type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time
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Limited decision making
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The 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
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Extensive decision making
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The 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
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Culture
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The set of values, norms, attitudes, and other meaningful symbols that shape human behavior as they are transmitted from one generation to the next
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Value
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The enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct
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Subculture
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A homogeneous group of people who share elements of the overall culture as well as unique elements of their own group
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Social class
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A group of people in a 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
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Reference group
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A group in society that influences an individual's purchasing behavior
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Primary membership group
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A reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and coworkers
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Secondary membership group
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A reference group with which people associate less consistently and more formally than a primary membership group, such as a class, professional group, or religious group
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Aspirational Reference Group
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A group that someone would like to join
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Norm
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A value or attitude deemed acceptable by a group
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Nonaspirational reference group
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A group with which an individual does not want to associate
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Opinion leader
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An individual who influences the opinions of others
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Socialization process
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How cultural values and norms are passed down to children
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Personality
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A way of organizing and grouping the consistencies of an individual's reactions to situations
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Self-concept
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How consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations
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Ideal self-image
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the way an individual would like to be
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Real self-image
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The way an individual actually perceives himself or herself
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Perception
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The process by which people select, organize, and interpret stimuli into a meaningful and coherent picture
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Selective exposure
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The process whereby a consumer notices certain stimuli and ignores others
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Selective distortion
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A process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs
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Selective retention
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A process whereby a consumer remembers only that information that supports personal beliefs
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Motive
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A driving force that causes a person to take action to satisfy specific needs
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Maslow's Hierarchy of Needs
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A method of classifying human needs and motivations into five categories in ascending order of importance: psychological, safety, social, esteem, and self-actualization
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Learning
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A process that creates changes in behavior, immediate or expected, through experience and practice
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Stimulus generalization
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A form of learning that occurs when one response is extended to a second stimulus similar to the first
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Stimulus discrimination
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A learned ability to differentiate among similar products
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Belief
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An organized pattern of knowledge that an individual holds as true about his or her world
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Attitude
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A learned tendency to respond consistently toward a given object
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