Term
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Definition
| the process individuals and groups go through to select, purchase, or use goods, services, ideas, or experiences to satisfy their needs and desires |
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Term
| Three Levels of Problem Solving |
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Definition
- Routinized Response Behavior
- Limited Problem Solving
- Extensive Problem Solving |
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Term
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Definition
| - occurs when a buyer becomes aware of a difference between a desired state and an actual condition |
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Term
Information Search
*Internal Search |
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Definition
| - buyers search their memories for information about products that might solve their problem |
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Term
Information Search
* External Search |
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Definition
| - buyers seek information from outside sources |
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Term
| The amount of external information search done depends on the... |
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Definition
| degree of perceived risk associated with a purchase |
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Term
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Definition
| a group of brands that the buyer views as alternatives for possible purchase |
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Term
| Evaluative Criteria (choice set) |
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Definition
| objective & subjective characteristics that are important to a buyer |
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Term
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Definition
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Term
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Definition
| a buyer's doubts shortly after a purchase about whether the decision was the right one |
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Term
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Definition
| occurs before the customer purchases the object |
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Term
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Definition
| - factors that can influence a buyer's purchase decision and may cause the buyer to short, lengthen, or terminate the process |
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Term
| Major Situational Factors |
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Definition
- physical surroundings
- social surroundings
- time perspective
- reason for purchase
- moods and motives |
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Term
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Definition
| process of receiving, organizing, and assigning meaning to information or stimuli detected by our five senses |
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Term
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Definition
| the process of selecting inputs to be exposed to while ignoring others |
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Term
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Definition
| an individuals changing or twisting of information when it is inconsistent with personal feelings or beliefs |
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Term
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Definition
| remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not |
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Term
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Definition
-needs
-motives
-incentives |
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Term
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Definition
| changes in an individuals thought processes and behavior caused by information and experience |
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Term
| what is the most effective type of learning? |
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Definition
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Term
| What are the five traits of an individual?(personality) |
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Definition
-innovativeness
-self-confidence
-sociability
-materialism
-need for cognition |
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Term
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Definition
| learned predispositions to respond to an object in a consistently favorable or unfavorable way |
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Term
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Definition
1. Affect
2. Behavior
3. Cognitive |
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Term
| What does the attitude predict? |
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Definition
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Term
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Definition
| - the forces other people exert on one's buying behavior |
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Term
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Definition
| - the most important social influence |
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Term
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Definition
| the process through which a person acquires knowledge and skills to function as a consumer |
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Term
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Definition
| - society's expectations regarding appropriate attitudes, behaviors, and appearances for men and women |
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Term
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Definition
| - any group that positively or negatively affects a person's values, attitudes, or behavior |
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Term
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Definition
| people change behavior due to group pressure |
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Term
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Definition
- people who influence others' attitudes or behaviors because other perceive them as possessing expertise about the product
* among the first to buy new products |
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Term
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Definition
| relatively homogeneous divisions within a society that contain people with similar values, needs, lifestyles, and behavior |
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Term
| Four Factors that impact Social Class |
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Definition
- social capital
- credential capital
- income credentials
- investment capital |
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Term
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Definition
| when people in lower classes buy products that are associated with people in a higher social class |
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Term
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Definition
**the foundation for all social influences
- the accumulated values, knowledge, beliefs, customs, objects, and concepts of a society |
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Term
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Definition
| - groups of individuals whose characteristic values and behavior patters are similar and differ from those of the surrounding culture |
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