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CONS 543 FINAL
Chap 9
21
Business
Undergraduate 3
12/02/2009

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Cards

Term
Purchase momentum
Definition
Occurs when consumers buy beyond needs satisfaction
Term
Behavioral Influence perspective
Definition
Consumers buy based on environmental cues, such as a sale

1. Experiential perspective
2. Behavioral Influence perspective
Term
Experiential perspective
Definition
consumers buy based on totality of products appeal


1. Experiential perspective
2. Behavioral Influence perspective
Term
Extended problem Solving
Definition
Initiated by a motive that is central to self-concept

a. Habitual Decision making
b. Extended problem Solving
c. Limited problem solving
Term
Limited problem solving
Definition
buyers not as motivated to search for info or to evaluated rigorously

a. Habitual Decision making
b. Extended problem Solving
c. Limited problem soliving
Term
Habitual decision making
Definition
Choices made with little to no conscious effort

a. Habitual Decision making
b. Extended problem Solving
c. Limited problem soliving
Term
Primary Demand
Definition
Encourage consumers to use product category

a. Primary Demand
b. Secondary Demand
Term
Secondary Demand
Definition
persuade consumers to use specific brand

a. Primary Demand
b. Secondary Demand
Term
Need recognition
Definition
Actual state moves downward

A. need recognition
b. Opportunity recognition
Term
Information search
Definition
Process by which consumer surveys the environment for appropriate data to make reasonable decision
Term
Internal Search
Definition
Scanning memory to assemble product alternative info

a. Internal search
b. external search
Term
External Search
Definition
Obtaining info from ads retailers web, ect

a. Internal search
b. external search
Term
Directed learning
Definition
existing product knowledge obtained from previous info search or experience of alternatives

a. direct learning
b. incidental learning
Term
incidental learning
Definition
mere exposure over time to conditioned stimuli and observations of others

a. direct learning
b. incidental learning
Term
Brand Switching
Definition
We select familiar brands when decision situation is ambiguous

a. brand switching
b. Variety seeking
Term
Variety Seeking
Definition
desire to choose new alternatives over more familar ones


a. brand switching
b. Variety seeking
Term
Product positioning
Definition
Convincing customers that product should be considered within a given category
Term
Procedural learning
Definition
cognitive steps before making choice
Term
Heuristics
Definition
mental rules of thumb that lead to a speedy decision

1. Heuristics
2. Product signal
3. Covariation
Term
Product Signal
Definition
Observable product attributes that communicate underlying qualities
-clean and shiny car = good mechanical condition


1. Heuristics
2. Product signal
3. Covariation
Term
Covariation
Definition
Percieved associations among events
- Product types quality and coutnry of origin

1. Heuristics
2. Product signal
3. Covariation
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