Details Title: Chapter 8 Description: Consumer Buying Behavior Total Flash Cards: 37 Created: 08/11/2008 13:48:01		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 buying behavior Definition The decison processes and acts of people involved in buying and using products Term consumer buying behavior Definition Buying behavior of people who pruchase products for personal or household use and not for business purposes Term level of involvement Definition An individual's degree of interest in a product and the importance of the product for that person Term routinized buying behavior Definition A type of consumer problem solving process used when buying frequently purchased, low-cost items that require very little search and decison effort Term limited problem solving Definition A type of consumer problem solving process that buyers use when purchasing products occasionally or when they need information about an unfamiliar brand in a familiar product category Term extended problem solving Definition A type of consumer problem solving process employed when purchasing unfamiliar, expensive, or infrequently bought products Term impulse buying Definition An unplanned buying behavior resulting from a powerful urge to buy something immediately Term consumer buying decison process Definition A five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation Term internal search Definition An information search in which buyers search their memories for information about products that might solve their problem Term external search Definition An information search in which buyers seek information from outside sources Term consideration set Definition A group of brands that a buyer views as alternatives for possible purchase Term evaluative criteria Definition Objective and subjective characteristics that are important to a buyer Term cognitive dissonance Definition A buyer's doubts shortly after a purchase about whether the decision was the right one Term situational influences Definition Influences resulting from circumstances, time, and location that affect the consumer, buying decision process Term psychological influences Definition Factors that partly determine people general behavior, thus influencing their behavior as consumers Term perception Definition The process of selecting, organizing, and interpreting information inputs to produce meaning Term information inputs Definition Sensations received through the sense organs Term selective exposure Definition The process of selecting inputs to be exposed to our awareness while ignoring others Term selective distortion Definition An individual's changing or twisting of information when it is inconsistent with personal feelings or beliefs Term selective retention Definition Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not Term Maslow's hierarchy of needs Definition The five levels of needs that humans seek to satisfy, from most to least important Term motive Definition An internal energizing force that directs a person's behavior toward satisfying needs or achieveing goals Term patronage motives Definition Movies that influence where a person purchases products on a regular basis Term learning Definition Changes in an individual's thought processes and behavior caused by information and experience Term attitude Definition An individual's enduring evaluation of, feelings about, and behavioral tendencies toward an object or idea Term attitude scale Definition Means of measuring consumer attitudes by gauging the intensity of individuals' recations to adjectives, phrases, or sentences about an object Term personality Definition A set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior Term self-concept Definition Perception or view of oneself Term lifestyles Definition An individuals's pattern of living expressed through activities, interests, and opinions Term role Definition Actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons Term consumer socialization Definition The process through which a person acquires the knowledge and skills to function as a consumer Term reference group Definition Any group that positively or negatively affects a person's values, attitudes, or behavior Term opinion leader Definition A reference group member who provides information about a specific sphere that interests reference group participants Term social class Definition An open group of individuals with a similar social rank Term culture Definition The values, knowledge, beliefs, customs, objects, and concepts of a society Term subculture Definition A group of individuals whose characteristic values and behavior patterns are similar to each other and differ from those of the surrounding culture Term social influences Definition The forces other people exert on one's buying behavior