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26 Cards in this Set
- Front
- Back
Consumer Behavior
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Study of processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires.
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Consumer Decision-Making Process
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Need recognition, information search, evaluation of alternatives, purchase and postpurchase behavior.
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Factors that effect decision-making process
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Cultural, social, individual and psychological factors
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Routine response behavior
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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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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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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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Need recognition
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result of an imbalance between actual and desired states.
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Values
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Abstract ideas about what a group believes to be good, right and desirable. Emotional significance.
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Norms
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Social rules and guidelines that prescribe appropriate behavior in particular situations.
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Social Class
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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.
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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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Opinion leader
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individual who influences the opinion of others
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Reference group
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group in society that influences an individual's purchasing behavior.
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Primary membership group
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direct reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and co-workers.
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Secondary Membership group
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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.
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Aspirational reference group
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indirect group that someone would like to join
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Nonaspirational reference group
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group with which an individual does not want to associate
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Individual Influences
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Gender, Age Life Cycle, Personality Self-Concept Lifestyle
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Lifestyle
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basically how a person lives. How one enacts his or her self-concept
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Perception
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Activities by which an individual acquires and assigns meaning to stimuli
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Selective Exposure
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process whereby a consumer notices certain stimuli and ignores others
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Selective distortion
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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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process whereby a consumer remembers only that information that supports his or her personal beliefs.
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Motivation
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reason for behavior.
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Motive
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construct representing an unobservable inner force that stimulates and compels a behavioral response and provides specific direction to that response.
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Maslow's Hierarchy of Needs
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Self-actualization needs (top), Esteem needs (next down), Social needs (next down), Safety needs (next down), physiological needs (bottom) bottom is most important.
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