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28 Cards in this Set
- Front
- Back
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Consumer buyer behavior |
The buying behavior of final consumers - individuals and households that buy goods and services for personal consumption. |
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Consumer market |
All the individuals and households that buy or acquire goods and services for personal consumption. |
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The model of buyer behavior |
The environment --> Buyer's black box --> Buyer responses |
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Factors influencing consumer behavior |
- cultural - social - personal - psychological - buyer |
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Culture |
The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions. |
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Subculture |
A group of people with shared value systems based on common life experiences and situations. |
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Cross-cultural marketing |
The practice of including ethnic themes and cross-cultural perspectives within their mainstream marketing. |
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Social class |
Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors. |
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Group |
Two or more people who interact to accomplish individual or mutual goals. |
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Word-of-mouth influence |
The impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior. |
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Opinion leader |
A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exterts social influence on others. |
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Buzz marketing |
Enlisting or creating opinion leaders to serve as 'brand ambassadors' who spread the word about a company's products. |
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Lifestyle |
A person's pattern of living as expressed in his or her activities, interests, and opinions. |
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Personality |
The unique psychological characteristics that distinguish a person or group. |
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Brand personality |
The specific mix of human traits that may be attributed to a particular brand: - sincerity, excitement, competence, sophistication and ruggedness. |
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Motive (drive) |
A need that is sufficiently pressing to direct the person to seek satisfaction of the need.
A need becomes a motive when it is aroused to a sufficient level of intensity |
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Sigmund Freud |
People are largely unconscious about the real psychological forces shaping their behavior. His theory: a person's buying decisions are affected by subconscious motives that even the buyer may not fully understand. |
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Maslow Hierarchy of needs |
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Perception |
The process by which people select, organize, and interpret information to form a meaningful picture of the world. |
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It is impossible for a person to pay attention to all the stimuli... different kinds of selection |
- selective attention - selective distortion - selective retention |
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Subliminal advertising |
Being affected by marketing messages without even knowing it |
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Learning |
Changes in an individual's behavior arising from experience |
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Belief |
A descriptive thought that a person holds about something |
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Attitude |
A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea. |
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Compex buying behavior |
Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands. |
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Four types of buying behavior |
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The buyer decision process |
1. need recognition 2. information search 3. evaluation of alternatives 4. purchase decision 5. postpurchase behavior |
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Adoption process |
- awareness - interest - evaluation - trial - adoption |
