Mktg 340--Chapter 3: Buyer Behaviors

Front 1

Involvement

Back 1

The extent to which a stimulus or task is relevant to a consumer's existing needs, wants, or values.

Front 2

Need for cognition

Back 2

A personality characteristic an individual displays wen he or she engages in and enjoys mental activities.

Front 3

Enthusiasm for shopping

Back 3

Customers who like to shop will undertake a more in-depth search for details about goods and services.

Front 4

Attitude

Back 4

A mental position taken toward a topic, person, or event that influences the holder's feelings, perceptions, learning processes, and subsequent behaviors.

Front 5

Values

Back 5

Strongly held beliefs about various topics or concepts.

Front 6

Cognitive maps

Back 6

Simulations of the knowledge structures embedded in an individual's brain.

Front 7

Evoked set

Back 7

Consists of the set of brands a consumer considers during the information search and evaluation processes.

Front 8

Inept set

Back 8

Part of a memory set that consists of the brands that are held in a person's memory but that are not considered, because they elicit negative feelings.

Front 9

Inert set

Back 9

Part of a memory set of brands that hold the brands that the consumer has awareness of but has neither negative nor positive feelings about.

Front 10

Affect referral

Back 10

A purchasing decision model in which the consumer chooses the brand for which he or she has the strongest liking or feelings.

Front 11

Buying center

Back 11

The group of individuals who make a purchase decision on behalf of a business.

Front 12

Straight rebuy

Back 12

Occurs when the firm has previously chosen a vendor and intends to place a reorder.

Front 13

Modified rebuy

Back 13

The company buying team considers and evaluates new purchasing alternatives.

Front 14

New task

Back 14

The company buys a good or service for the first time, and the product involved is one with which organizational members have no experience.

Front 15

Derived demand

Back 15

Demand based on, linked to, or generated by the production and sale of some other good or service.

Front 16

Dual channel marketing

Back 16

Selling virtually the same goods or services to both consumers and businesses.

Front 17

Compensatory heuristics

Back 17

A purchasing decision model that assumes that no one single brand will score high on every desirable attribute and that individual attributes vary in terms of their importance to the consumer.

Front 18

Conjunctive heuristics

Back 18

A purchasing decision model that establishes a minimum or threshold rating that brands must meet in order to be considered.

Front 19

Phased heuristics

Back 19

A purchasing decision model that is a combination of the compensatory and conjunctive heuristics models.