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
|
Definition
individuals who exert direct or indirect social influence
knowledgeable about particular products or services |
|
|
Term
|
Definition
| Influencing people during conversation |
|
|
Term
|
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
|
Definition
| the process by which people acquire the skills, knowledge, and attitudes neccessary to function as consumers |
|
|
Term
|
Definition
| distinct phases that a family goes through beginning with formation to retirement |
|
|
Term
|
Definition
| distinct phases that a family goes through beginning with formation to retirement |
|
|
Term
|
Definition
| distinct phases that a family goes through beginning with formation to retirement |
|
|
Term
|
Definition
joint decision
spouse dominated |
|
|
Term
|
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
|
Definition
| perceiving difference between actual and ideal situation |
|
|
Term
| Two sources of informational search |
|
Definition
|
|
Term
| three sources of external informational search |
|
Definition
personal
public
marketer-dominated |
|
|
Term
|
Definition
finding attributes of product that you want
objective attributes- characteristics
subjective attributes- prestige |
|
|
Term
|
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
|
|
Term
| Postpurchase behavior: value in consumption |
|
Definition
satisfied vs. dissatisfied
cognative dissonance |
|
|
Term
|
Definition
| the personal, social, and economic significance of the purchase to the consumer |
|
|
Term
|
Definition
lots of time and effort
ex. new car |
|
|
Term
|
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
|
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
|
Definition
| a mode of living that is identified by how people spend their time and resources |
|
|
Term
|
Definition
| provides insights into consumer needs and wants |
|
|
Term
|
Definition
| identifies consumer segments based on 1) their primary motivation for buying certain products and 2) their resources |
|
|
