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37 Cards in this Set
- Front
- Back
|
buying behavior:
|
the decision processes and
actions of people involved in buying and using products |
|
Consumer buying behavior
|
refers to the buying behavior of ultimate consumers—those who purchase products
for personal or household use and not for business purposes. |
|
consumer buying decision
process |
A five-stage purchase
decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation |
|
Internal search
|
internal
search, buyers search their memories for information about products that might solve their problem. |
|
External search
|
If they
cannot retrieve enough information from memory to make a decision, they seek additional information from outside sources |
|
Consideration set
|
A successful information search within a product category yields a group of brands
that a buyer views as possible alternatives. |
|
evaluative criteria
|
objective characteristics (such as the size) and subjective characteristics (such as style) that
are important to him or her. |
|
Cognitive dissonance
|
doubts in the buyer’s mind about whether purchasing the product was the
right decision. |
|
Situational influences
|
result from circumstances, time,
and location that affect the consumer buying decision process. |
|
Psychological influences
|
Factors that in part determine
people’s general behavior, thus influencing their behavior as consumers |
|
Perception
|
is the process
of selecting, organizing, and interpreting information inputs to produce meaning. |
|
Information inputs
|
sensations received through sight, taste, hearing, smell,
and touch. |
|
Selective exposure
|
The
process by which some inputs are selected to reach awareness and others are not |
|
Selective distortion
|
An
individual’s changing or twisting of information that is inconsistent with personal feelings or beliefs |
|
Selective retention
|
Remembering information inputs
that support personal feelings and beliefs and forgetting inputs that do not |
|
Motive
|
An internal energizing
force that directs a person’s behavior toward satisfying needs or achieving goals |
|
Maslow’s hierarchy of
needs |
The five levels of needs
that humans seek to satisfy, from most to least important |
|
Patronage motives
|
Motives
that influence where a person purchases products on a regular basis |
|
Learning
|
Changes in an
individual’s thought processes and behavior caused by information and experience |
|
Attitude
|
An individual’s
enduring evaluation of feelings about and behavioral tendencies toward an object or idea |
|
Attitude scale
|
A means of
measuring consumer attitudes by gauging the intensity of individuals’ reactions to adjectives, phrases, or sentences about an object |
|
Personality
|
A set of internal
traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations |
|
Self-concept
|
A perception or
view of oneself |
|
Lifestyle
|
An individual’s pattern
of living expressed through activities, interests, and opinions |
|
Level of involvement
|
An
individual’s degree of interest in a product and the importance of the product for that person |
|
Routinized réponse behavior
|
A consumer
problem-solving process used when buying frequently purchased, low-cost items that require very little search-and-decision effort |
|
Limited problem solving
|
when they buy products occasionally or
when they need to obtain information about an unfamiliar brand in a familiar product category. |
|
Extended problem solving
|
occurs
when purchasing unfamiliar, expensive, or infrequently bought products—for instance, a car, home, or college education. |
|
Impulse buying
|
involves no conscious planning but results from a
powerful urge to buy something immediately. |
|
Social influences
|
The forces
other people exert on one’s buying behavior |
|
roles
|
Actions and activities that
a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons |
|
Consumer socialization
|
The
process through which a person acquires the knowledge and skills to function as a consumer |
|
Reference group
|
A group
that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members |
|
Opinion leader
|
A member of
an informal group who provides information about a specific topic to other group members |
|
Social class
|
An open group of
individuals with similar social rank |
|
Culture
|
The accumulation
of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment and passes on to future generations |
|
Consumer misbehavior
|
Behavior that violates generally
accepted norms of a particular society. |
