Term
| 3 Disciplines of Consumer Behavior |
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Definition
1) Psychology
2) Sociology (groups impact behavior)
3) Anthropology/cultural anthropology |
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Term
| Buyer behavior: basic buyer model |
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Definition
- Stimulus --> response
- marketing mixes + other stimuli (influence of friends) --> our brains --> response
- marketing mix and stimuli leads to decision making based on economic needs, psychological variables, social influence, purchase decisions, which leads to the decision process |
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Term
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Definition
1) Discretionary income
- what's left after taxes and necessities
2) Consumer confidence
- will affect spending |
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Term
| Psychological (intra-personal) variables |
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Definition
- Motivation
- Perception
- Learning
- Attitudes and beliefs
- Personality/lifestyles (psychographics) |
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Term
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Definition
- Needs = basic
- PSSP Hierarchy of Needs (personal needs --> social needs --> safety needs --> psychological needs)
- Wants = learned needs
- Drive = internal stimulus
- Benefits satisfy needs and wants |
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Term
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Definition
| Ability of a good or service to satisfy needs |
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Term
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Definition
- gather and interpret info
- selective processes:
1) selective exposure
2) selective perception
3) selective retention |
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Term
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Definition
- Drive (internal stimulus)
- Cues (external stimulus)
- Response
- Reinforcement |
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Term
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Definition
- AKA operant conditioning
- Consequences
- Reward
- Punishment
- Negative reinforcement
- Extinction |
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Term
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Definition
- Attribution theory
- Involvement concept
- Memory |
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Term
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Definition
- A point of view/a global evaluation
- Direction and magnitude
- Work with existing attitudes
- Changing negative attitudes
- Ethics (deception, celebrity endorsements, fear messages)
- Meeting expectations
- Belief = opinion |
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Term
| Personality/Lifestyles - Psychographics |
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Definition
- AIO = activities, interests, opinions (helps form our psychographic makeup)
- Often combined with demographics
- VALS2 = values and lifestyles (marketers use it for segmentation) |
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Term
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Definition
1) functional
- doesn't perform function you expected it to
2) physical
- could be dangerous
3) financial
- could go on sale right after you buy it
4) psychological
- could cause you embarrassment |
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Term
| Social (inter-personal) influences |
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Definition
- family
- reference groups
- social class
- culture |
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Term
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Definition
- major source of socialization
- changes in structure and processes |
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Term
| Family life cycle - determinants |
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Definition
- Age (young, middle aged, older)
- Marital status
- children and their ages |
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Term
| Stages in Family Life Cycle |
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Definition
1) Singles
2) Divorced or separated
3) Newly Married
4) Full nest I (youngest child under 6)
5) Full nest II (youngest child over 5)
6) Full nest III (older couples with dependent children)
7) Empty nest
8) Sole survivor (still working)
9) Senior citizen I (retired)
10) Senior citizen II (sole survivor, retired) |
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Term
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Definition
- sub-categories within stages
- emergent markets (people entering a new life stage for the first time)
- non-family and single households
- married without children (DINKS and empty nesters)
- DINKS = dual income no kids
- spending varies
- accepting new ideas |
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Term
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Definition
- membership
- aspirational (groups you aren't a member of but you want to be)
- dissociative (groups you don't want to be associated with)
- Opinion leaders: individuals consumers go to for info/opinion |
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Term
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Definition
- Determinants: occupation, income, education, possessions, affiliations
- status incongruence (some working class make 6 figures)
- conspicuous consumption |
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Term
| Bipolar income distribution |
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Definition
| - the disparity between the rich and the poor is growing |
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Term
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Definition
- Attitudes, knowledge, and habits of a society
- Core values
- Helps shape lifestyle trends
- Learned
- Sub-cultures |
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Term
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Definition
- Hispanic-American (fastest growing)
- African-American
- Asian-American
- Native American (poorest segment)
- Differences within the segments
- Stereotypes are common and misleading |
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Term
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Definition
- Purchase reason
- Time
- Surroundings |
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Term
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Definition
- Personal
- Family
- Gifting
- Other |
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Term
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Definition
- Time since last purchase (may be irregular)
- Time of day/week/year (ex. Blockbuster knows it's a nighttime activity)
- Time to make purchase |
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Term
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Definition
| - sounds, lighting, aroma, people |
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Term
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Definition
- need awareness
- information on alternatives
- evaluating alternatives
- decision
- post-purchase evaluation |
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Term
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Definition
- drive (internal stimulus)
- cues (external stimulus)
- marketer may aid here |
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Term
| Information on alternatives |
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Definition
- Evoked set (brands consumers know of)
- Found brands (brands consumer discovers on their search)
- Consideration set |
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Term
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Definition
- Evaluative criteria
- Weights |
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Term
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Definition
- Problem solving levels:
1) routinized response behavior (most basic, most used)
2) limited problem solving
3) extensive problem solving (spend a lot of time, gather a lot of info) |
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Term
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Definition
- dissonance (tension caused by the decision) (did I make the right decision?)
- marketers may seek to reduce |
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Term
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Definition
- For new concepts
1) Consumer Awareness
2) Build Interest
3) Evaluation
4) Trial
5) Decision (could be positive or negative)
6) Confirmation |
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Term
| Consumer Behavior international |
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Definition
- Same factors are present
- Interact in different ways
- Avoid stereotypes
- Watch for change |
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