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10 Cards in this Set
- Front
- Back
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The Parts of the Consumer Decision Process
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1. Need Recognition
2. Information Search 3. Alternative Evaluation 4. Purchase 5. Post Purchase |
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Functional/Psychographic Needs
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Functional=Performance of the product
Psychographic=personal gratification customer recieves from the product |
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Internal/External Information Search
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Internal=Any personal experiences with the prodyct, company, or related products
External=reserach done with blogs, consumer reports, family/friends, etc. to find out more about the product |
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Factors affecting consumer Search Process (3)
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1. Pervieved Benefit vs. Percieved Cost
2. The locus of control...internal/external 3. Risks (5) 1. Performance 2. Financisl 3. Physiological 4. Social 5. Psychological |
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Compensatory vs. Noncompensatory decision rules
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Compensatory: customer trades off one characteristic with another
Noncompensatory: customer only picks product based on one attribute |
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Needs according to Maslow's Hierarchy
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1. Physiological
2. Safety 3. Love 4. Esteem 5. Self-actualization |
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Social Factors
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Family, Reference Group, and Culture
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Tactics used by stores to influence consumer decision process
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Store Atmosphere, Salespeople, crowding, in-store demonstrations, promotions, and packaging
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Low vs. high customer involvement
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If highly involved, customer will form a strong opinion and pay greater attention to details.
If a customer is low involved, they dont pay much attention to detail and have a weak opinion concerning the product. |
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4 types of problem solving for consumers
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1. Extended
2. LImited 3. Impulse 4. Habitual |
