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25 Cards in this Set

  • Front
  • Back
Consumer behavior
consists of the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions.
purchase decision process
consists of the five stages a buyer passes through in making choices about which products and services to buy: (1) problem recognition, (2) information search, (3) alternative evaluation, (4) purchase decision, and (5) postpurchase behavior.
Evaluative criteria
consist of Factors that represent both the objective attributes of a brand and the subjective ones a consumer uses to compare different products and brands.
consideration set
the group of brands that a consumer would consider acceptable from among all the brands in the product class of which he or she is aware.
Cognitive dissonance
the feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives.
Involvement
the personal, social, and economic significance of the purchase to the consumer
Situational influences
consist of the five aspects of the purchase situation that impacts the consumer’s purchase decision process: (1) the purchase task, (2) social surroundings, (3) physical surroundings, (4) temporal effects, and (5) antecedent states.
Motivation
is the energizing force that stimulates behavior to satisfy a need.
Personality
is a person’s consistent behaviors or responses to recurring situations.
Self-concept
the way people see themselves and the way they believe others see them.
Perception
the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.
Subliminal perception
involves seeing or hearing messages without being aware of them.
Perceived risk
the anxieties felt because the consumer cannot anticipate the outcomes of a purchase but believes that there may be negative consequences.
Learning
consists of those behaviors that result from (1) repeated experience and (2) reasoning.
Brand loyalty
a favorable attitude toward and consistent purchase of a single brand over time.
attitude
a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
Beliefs
a consumer’s subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people
Lifestyle
a mode of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them.
Opinion leaders
individuals who exert direct or indirect social influence over others.
Word of mouth
the influencing of people during conversations.
Reference groups
consists of people to whom an individual looks as a basis for self-appraisal or as a source of personal standards.
Consumer socialization
the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers.
family life cycle
consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors.
Social class
the relatively permanent, homogeneous divisions in a society into which people sharing similar values, interests, and behavior can be grouped.
Subcultures
the subgroups within the larger, or national, culture with unique values, ideas, and attitudes.