Details Title: Chapter 5 Description: CCII Total Flash Cards: 38 Created: 11/04/2008 00:18:04		New Users: To study from this flashcard set, or to create your own your own study flash cards, REGISTER HERE. Existing Users: CLICK HERE. Additional Marketing Flashcards
Cards in this set: Term Consumer market Definition purchasers and household members INTEND to consume/benefit from purchased products Don't buy products to make profit Term Buying Behavior Definition decision processes and acts of people involved in buying/using products Term Consumer Buying Behavior Definition decision processes & purchasing activities of people who purchase for personal/home use not business  Term level of involvement Definition Individual's intensity of interest in a product   &   Importance of the product for that person  Term routinized response behavior Definition Consumer Problem-Solving Process   used when buying frequently purchased, low-cost items   *items that require very little "search-and-decision" effort   Term limited problem solving Definition Consumer Problem-Solving process   used when purchasing products occasionally or needing info on unfamiliar brand in familiar category  Term Extended Problem Solving Definition Consumer Problem-Solving process   used when purchasing unfamiliar, expensive, or infrequently bought items Term impulse buying Definition unplanned buying behavior   resulting from powerful urge to buy immediately  Term   Consumer Buying Decision Process Definition                 1) Problem Recognition                 2) Information Search                 3) Evaluation of Alternatives                 4) Purchase                 5) Post Purchase Evaluation Term Problem Recognition Definition buyer aware of a difference between   desired state & actual state  Term Information Search   Internal Search  Definition buyers search memories for info to solve problem(s) Term Information Search   External Search Definition buyers seek info from sources (other than memory) Term Evaluation of Alternatives   Consideration Set  Definition group of brands within product category -buyer views as alternatives for possible purchase  Term Evaluation of Alternatives   evaluative criteria Definition Objective & Subjective characteristics important to buyer  Term Postpurchase Evaluation   Cognitive Dissonance  Definition buyer's doubts shortly after purchase   **buyer's remorse  Term Situational Influences Definition result from circumstances, time, and location   affect the Consumer Buying Decision Process      Physical Social Time Reason Mood  Term Psychological influences Definition determine people's general behavior...influencing behavior as consumer   Perception Motives Learning Attitudes Personality Lifestyle  Term perception Definition selecting, organizing, interpreting information inputs to produce meaning Term information inputs Definition sensations received through: sight taste smell touch  Term selective exposure Definition   (to reach awareness)  some inputs selected, others are not Term selective distortion Definition individual's changing/twisting information that is inconsistent with personal beliefs/feelings    Term selective retention Definition   remembering information inputs that support personal feelings/beliefs & forgetting information inputs that don't  Term Motives Definition internal energizing force   directs person's behavior toward satisying needs or achieving goals  Term Maslow's heirarchy of needs Definition Term patronage motives Definition influence where person purchases product on regular basis   Term attitude Definition three major components: 1) cognitive                                    -knowlege/info about object 2) affective                                    -feelings towards object 3) behavioral                                    -actions regarding object Term attitude scale Definition means of measuring consumer attitudes   gauging intensity of reactions to adjectives phrases sentences (all about the object) Term personality Definition internal traits & distinct behavioral tendencies result in consistent patterns in certain situations    Term self-concept Definition perception/view of oneself Term lifestyle Definition pattern of living seen through activities interests opinions  Term Social Influences Definition forces others exert on one's buying behavior roles family reference group social class culture subculture  Term (social influence)       Roles  Definition Actions/activities person is supposed to perform based on individual & society's expectations  Term consumer socialization Definition process through which a person aquires the knowlege & skills to function as a consumer  Term reference group Definition group person identifies with so strongly that adopt group's values, attitudes, & behavior Term Opinion Leader Definition member of informal group who provides information to other group members  Term Social Class Definition open group of individuals with similar social rank Term Culture Definition accumulation of values, knowlege, beliefs, customs,  objects, & concepts of society  Term subcultures Definition groups of individuals whose values/behavior are similar & different from the surrounding culture