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28 Cards in this Set
- Front
- Back
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Consumer buyer behavior |
The buying behavior of final consumers—individuals and households that buy goods and services for personal consumption. |
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Consumer market |
All the individuals and households that buy or acquire goods and services for personal consumption. |
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Culture |
The set of basic values, perceptions,wants, and behaviors learned by a member of society from family and other important institutions. |
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Subculture |
A group of people with shared value systems based on common life experiences and situations. |
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Social class |
Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors. |
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Group |
Two or more people who interact to accomplish individual or mutual goals. |
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Word-of-mouth influence |
Personal communications about a product between target buyers and neighbors, friends, family members,and associates. |
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Opinion leader |
A person within a reference group who, because of special skills, knowledge,personality, or other characteristics, exerts social influence on others. |
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Online social networks |
Online social communities—blogs, social networking Web sites,or even virtual worlds—where people socialize or exchange information and opinions. |
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Lifestyle |
A person’s pattern of living as expressed in his or her activities, interests, and opinions. |
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Personality |
The unique psychological characteristics that distinguish a person or group. |
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Motive (drive) |
A need that is sufficiently pressing to direct the person to seek satisfaction of the need. |
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Perception |
The process by which people select,organize, and interpret information to form a meaningful picture of the world. |
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Learning |
Changes in an individual’s behavior arising from experience. |
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Belief |
A descriptive thought that a person holds about something. |
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Attitude |
A person’s consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea. |
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Complex buying behavior |
Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands. |
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Dissonance-reducing buying behavior |
Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands. |
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Habitual buying behavior |
Consumer buying behavior in situations characterized by low-consumer involvement and few significantly perceived brand differences. |
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Variety-seeking buying behavior |
Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences. |
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Need recognition |
The first stage of the buyer decision process, in which the consumer recognizes a problem or need. |
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Information search |
The stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into an active information search. |
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Alternative evaluation |
The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set. |
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Purchase decision |
The buyer’s decision about which brand to purchase. |
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Postpurchase behavior |
The stage of the buyer decision process in which consumers take further action after purchase based on their satisfaction or dissatisfaction with a purchase. |
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Cognitive dissonance |
Buyer discomfort caused by post purchase conflict. |
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New product |
A good, service, or idea that is perceived by some potential customers as new. |
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Adoption process |
The mental process through which an individual passes from first hearing about an innovation to final adoption. |
