Mkt 3000 Ch 5

Front 1

Consumer Buyer Behavior

Back 1

Consumers/individuals/households that buy goods and services for personal consumption

Front 2

Consumer Market

Back 2

All the individuals and households that buy or aquire goods and services for personal consumption

Front 3

Model of Buyer Behavior (Diagram p159)

Back 3

see book

Front 4

Factors Influencing Consumer Behavior (Diagram p 159)

Back 4

see book

Front 5

Social Classes

Back 5

Society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors

Front 6

Social Factors

Back 6

small groups

family

social roles

status

Front 7

Groups

Back 7

Two or more people who interact to accomplish individual or mutual goals, influence a person's behavior

Front 8

Opinion Leaders

Back 8

People within a reference group who bc of special skills, knowledge, personality, or other characteristics, exerts social influence on others

Front 9

Buzz Marketing

Back 9

Involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products.

Front 10

Online Social Networds

Back 10

Online social communities- blogs, networking, etc...where people socialize or exchange info and opinions.

Front 11

Lifestyle

Back 11

Person's pattern of living as expressed in his or her activities, interests, and opinions.

Front 12

Personality

Back 12

Unique psychological characteristics that distinguish a person or group.

Front 13

Brand Personality

Back 13

Specific mix of human traits that may be attributed to a particular brand.

Front 14

Motive (Drive)

Back 14

Need that is sufficiently pressing to direct the person to seek satisfaction.

Front 15

Perception

Back 15

Process by which people select, organize, and interpret info to form a meaningful picture of the world.

Front 16

People can form different perceptions of the same stimulus bc of three perceptual processes...

Back 16

1. Selective Attention

2. Selective Distortion

3. Selective Retention

Front 17

Maslow's Hierarchy of Needs (Diagram p 172)

Back 17

Top

1. Self Actualization

2. Self Esteem

3. Social

4. Safety

5. Physiological

Front 18

Learning

Back 18

Changes in an individual's behavior arising from experience.

Front 19

Motivation Research

Back 19

Qualitative research designed to probe consumers hidden, subconscious motivations.

Front 20

Interpretive Consumer Research

Back 20

Dig deeper into consumer psyches and develop better marketing strategies

Front 21

Selective Attention

Back 21

Tendency for people to screen out most of the info to which they are exposed

Front 22

Selective Retention

Back 22

Consumers are likely to remember good points made about a brand they favor and forget good points made about competing brands.

Front 23

Selective Distortion

Back 23

The tendancy of people to interpret info in a way that will support what they already believe.

Front 24

Subliminal Advertising

Back 24

Advertising without knowing it

Front 25

Drive

Back 25

A strong internal stimulus that calls for action

Front 26

Belief

Back 26

Descriptive thought that a person holds about something

Front 27

Attitude

Back 27

Describes a person's relatively consistent evaluations, feelings, and tendencies toward and object or idea.

Front 28

Complex Buying Behavior

Back 28

Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands.

Front 29

Dissonance-Reducing Buying Behavior

Back 29

Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands.

Front 30

Habitual Buying Behavior

Back 30

Consumer buying behavior in situations characterized buy low consumer involvement and few significant perceived brand differences.

Front 31

Variety Seeking Buying Behavior

Back 31

Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences.

Front 32

Need Recognition

Back 32

First stage of the buyer decision process, in which the consumer recognizes a problem or need

Front 33

Information Search

Back 33

The stage of the buyer decision process in which the consumer is motivated to search for more info.

Front 34

Alternative Evaluation

Back 34

The stage of the buyer decision process in which the consumer uses info to evaluate alternative brands in the choice set

Front 35

Purchase Decisions

Back 35

The buyer's decision about which brand to purchase.

Front 36

Postpurchase Behavior

Back 36

The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction.

Front 37

Cognitive Dissonance

Back 37

Discomfort caused by postpurchase conflict.

Front 38

New Product

Back 38

A good, service, or idea that is perceived by some potential customers as new.

Front 39

Adoption Process

Back 39

The mental process through which an individual passes from first hearing about an innovation to final adoption.

Front 40

Relative Advantage

Back 40

The degree to which the innovation appears superior to existing products.

Front 41

Compatibility

Back 41

The degree to which the innovation fits the values and experiences of potential consumers.

Front 42

Complexity

Back 42

The degree to which the innovation is difficult to understand or use.

Front 43

Divisibility

Back 43

The degree to which the innovation may be tried on a limited basis

Front 44

Communicability

Back 44

The degree to which the results of using the innovation can be observed or described to others.