Details Title: chapter 5 Description: consumer behavior Total Flash Cards: 31 Created: 05/07/2009 01:20:29		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 kinds of sociocultural influences on consumer behavior Definition personal influence reference groups family influence social class culture and subculture Term what are sociocultural influences Definition influences that evolve from a consumers formal and informal relationships with other people Term two types of personal influence Definition Opinion leadership Word of mouth Term opinion leaders Definition individuals who exert direct or indirect social influence knowledgeable about particular products or services Term Word of mouth Definition Influencing people during conversation Term reference groups Definition are people to whom an individual looks as a basis for self-appraisal or as a source of personal standard influence on luxary products Term three kinds of family influence Definition 1) consumer socialization 2) family life cycle 3) Family decision making Term consumer socialization Definition the process by which people acquire the skills, knowledge, and attitudes neccessary to function as consumers Term family life cycle Definition distinct phases that a family goes through beginning with formation to retirement Term family life cycle Definition distinct phases that a family goes through beginning with formation to retirement Term family life cycle Definition distinct phases that a family goes through beginning with formation to retirement Term Family decision making Definition joint decision spouse dominated Term Three subcultures Definition hispanic african american asian american Term 5 steps in consumer decision process Definition 1) problem recognition- percieving a need 2) Information search: seeking value 3) Alternative evaluation: Assessing value 4) Purchase decision: buying value 5) Postpurchase behavior: value in consumption or use Term problem recognition Definition perceiving difference between actual and ideal situation Term Two sources of informational search Definition internal external Term three sources of external informational search Definition personal public marketer-dominated Term evaluative criteria Definition finding attributes of product that you want objective attributes- characteristics subjective attributes- prestige Term consideration set Definition the group of brands that a consumer would consider acceptable from among all of the brands in its class Term Purchase decision: buying value Definition Who and where to buy Term Postpurchase behavior: value in consumption Definition satisfied vs. dissatisfied cognative dissonance Term involvement Definition the personal, social, and economic significance of the purchase to the consumer Term extended Problem solving Definition lots of time and effort ex. new car Term routine problem solving Definition little to no involvement ex. buying toothpaste Term what are the psychological influences on consumer behavior? Definition motivation personality perception learning values, beliefs and attitudes lifestyle Term selective perception Definition the way the brain attemts to organize and interpret info. filtering of exposure, comprehension, and retention Term Three kinds of consumer learning Definition behavioral learning cognative learning brand loyalty(habits) Term three types of attitude changes Definition 1) change beliefs of the brands attributes 2) change belief of importance of attributes 3) adding new attributes to the product Term lifestyle Definition a mode of living that is identified by how people spend their time and resources Term psychographics Definition provides insights into consumer needs and wants Term VALS system Definition identifies consumer segments based on 1) their primary motivation for buying certain products and 2) their resources