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Intro to Marketing
Consumer Buying Behavior
40
Marketing
Undergraduate 3
06/15/2010

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Term
consumer buying behavior
Definition
buying behavior of consumers who purchase products for personal or household use, not for business purposes
Term
level of involvement
Definition
the degree of interest in a product and the importance the individual places on this product
Term
high involvement products
Definition
visible to others; expensive

clothes, furniture, cars
Term
low involvement products
Definition
less expensive; less associated social risk

grocery items
Term
enduring involvement
Definition
when a person's interest in a product/product category is long term
Term
situational involvement
Definition
temporary and dynamic, results from a particular set of circumstances

the need to buy a car after an accident
Term
routinized response behavior
Definition
customer uses this when buying frequently purchased low-cost items requiring little search and decision effort

consumer may prefer a particular brand, but is familiar with several brands in the product class and views more than one as being acceptable
Term
limited problem solving
Definition
when buying products occasionally or when they need to obtain info about an unfamiliar brand in a familiar product category
Term
extended problem solving
Definition
when purchasing unfamiliar, expensive, or infrequently bought products. buyer uses criteria to evaluate brands or choices.

car, home, college education
Term
impulse buying
Definition
involves no conscious planning but results from powerful urge to buy something immediately
Term
consumer buying decision process
Definition
problem recognition
information search
evaluation of alternatives
purchase
postpurchase evaluation
Term
internal search
Definition
buyers search their memories for information about products that might solve the problem
Term
external search
Definition
focus on communication with friends or relatives, comparison of available brands and prices, marketer-dominated sources, and/or public sources
Term
consideration set
Definition
a group of brands that a buyer views as alternatives for possible purchase
Term
evaluation 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
result from circumstances, time, and location that affect the consumer buying decision process
Term
psychological influences
Definition
partly determine people's general behavior, thus influencing their behavior as consumers
Term
perception
Definition
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
process of selecting inputs to be exposed to our awareness while ignoring others
Term
selective distortion
Definition
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
motive
Definition
internal energizing force that directs a person's behavior toward satisfying needs or achieving a goal
Term
Maslow's hierarchy of needs
Definition
the five levels of needs that humans seek to satisfy; from least to most important

psychological (survival) - most basic
safety
social
esteem
self-actualization
Term
patronage motives
Definition
motives 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
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 individual's reactions 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 of oneself
Term
lifestyle
Definition
individual's pattern of living expressed through activities, interests, and opinions
Term
social influences
Definition
the forces other people exert on one's buying behavior
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 info about a specific sphere that interests reference group participants
Term
social class
Definition
an open group of individuals with similar social rank
Term
culture
Definition
values, knowledge, beliefs, customs, objects, and concepts of a society
Term
subculture
Definition
group of individuals whose characteristic values and behavior patterns are similar to each other and differ from those of the surrounding culture
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