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Ch 15 Consumer Decision Making
Final Exam
25
Other
Undergraduate 4
06/10/2013

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Cards

Term
Affect Referral Decision Rule
Definition
Consumers make a product choice on the basis of their previously established overall ratings of the brands considered rather than specific attributes
Term
Compensatory Decision Rules
Definition
Consumer evaluates each brand in terms of each relevant attribute and then selects the brand with the highest weighted score
Term
Conjunctive Decision Rules
Definition
Consumers establish a minimally acceptable cutoff point for each attribute evaluated. Brands that fall below cutoff point, are eliminated from consideration
Term
Consumer Decision Making
Definition
Process of making purchase decisions based on cognitive and emotional influences such as impulse, family, friends, advertisers, role models, moods, and situations that influence a purchase
Term
Consumption Process
Definition
Process consisting of 3 stages: Input stage, process of consuming, and the output stage
Term
Disjunctive Rule
Definition
Consumers establish a minimally acceptable cutoff point for each relevant product attribute. Brands meeting or surpassing the cutoff point is considered an acceptable choice.
Term
Evaluation of Alternatives
Definition
A stage in the consumer decision process, where the consumer appraises the benefits to be derived from each of the product alternatives being considered.
Term
Evoked Set
Definition
Specific brands a consumer considers in making a purchase choice in a particular product strategy
Term
Extensive Problem Solving
Definition
Decision making efforts by consumers who have no established criteria for evaluating a product category or specific brands in that category, or have not narrowed the number of brands to a manageable subset.
Term
Gifting Behavior
Definition
Process of gift exchange that takes place between a giver and recipient
Term
Heuristics
Definition
Procedures adopted by consumers to reduce complexity of making product and brand decisions
Term
Inept Set
Definition
Brands that a consumer excludes from purchase considerations
Term
Inert Set
Definition
Brands that a consumer is indifferent toward because they are perceived as having no particular advantage
Term
Information Overload
Definition
A situation in which the consumer is presented with too much product or brand related information
Term
Lexicographic Decision Rule
Definition
Consumers first rank product attributes in terms of their importance, then compare brands in terms of the attribute considered most important.
Term
Limited Problem Solving
Definition
A limited search by a consumer for a product that will satisfy his or her basic criteria from among a selected group of brands.
Term
Moods
Definition
An individual's subjectively perceived "feeling state"
Term
Need Recognition
Definition
Realization by the consumer that there is a difference between "what is" and "what should be"
Term
Noncompensatory Decision Rules
Definition
A type of consumer decision rule by which positive evaluation of a brand attribute does not compensate for a negative evaluation of the same brand on some other attribute
Term
Postpurchase Evaluation
Definition
An assessment of a product based on actual trial after purchase
Term
Prepurchase Search
Definition
A stage in the consumer decision-making process in which the consumer perceives a need and actively seeks out information concerning products that will help satisfy that need.
Term
Purchase Behavior
Definition
Behavior that involves 2 types of purchases: Trial purchase and repeat purchase
Term
Relationship Marketing
Definition
Aimed at creating strong, lasting relationships with a core group of customers by making them feel good about the company and by giving them some kind of personal connection to the business
Term
Routinized Response Behavior
Definition
A habitual purchase response based on predetermined criteria
Term
Self-Gifts
Definition
Gifts to oneself
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