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14 Cards in this Set

  • Front
  • Back
Steps in the consumer decision process
problem recognition
information search
evaluation of alternatives
purchase
post-purchase evaluation
consideration set
a group of brands within a particular product category that they buyer views as alternatives for possible purchase
cognitive dissonance
a buyer's doubts shortly after a purchase about whether the decision was the right one

most likely to arise when a person has recently bought an expensive, high-involvement product that lacks some of the desirable features of competing brands
perception
selecting, organizing and interpreting information to produce meaning
situational influences
physical surrounding
social surroundings
time
purchase reason
buyer's mood and condition
psychological influences
perception
motives
learning
attitudes
personality and self-concept
lifestyles
social influences
roles
family
reference groups
opinion leaders
social classes
culture and subcultures
attitudes
cognitive: knowledge
affective: feelings and emotions (do i really care about this?)
the things that are important to people when they buy things, the things that distinguish a product from a similar product
behavioral: actions regarding the object
reference groups
Membership; a group to which an individual belongs
Aspirational; a group to which a person aspires to belong
Dissociative; a group to which a person does not want to belong to
reference group influence in advertisements depends on 3 things:
how effectively the advertisement communicates the message
the type of product
the individuals susceptibility to reference group influence
Behavioral traits and purchase characteristics of different social classes
african americans spend more on
depreciable products such as clothing, entertainment, food
hispanics spend more of their income on
housing groceries, telephone services, and children's apparel, mens apparel, appliances, and shoes while spending less on health care, entertainment, and education
asian culture values
hard work , strong family ties and education