Term
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Definition
| Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and product use |
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Term
| Consumer decision-making process |
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Definition
| A five-step process used by consumers when buying goods or services |
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Term
| 5 Steps of the consumer decision-making process |
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Definition
1.Need recognition
2.Information search-internal or external
3.Evaluate alternatives
4.Make purchase decision
5.Post-purchase evaluation |
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Term
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Definition
| Result of an imbalance between actual and desired states |
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Term
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Definition
| Recognition of an unfulfilled need and a product that will satisfy it |
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Term
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Definition
| Any unit of input affecting one or more of the five senses |
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Term
| Internal information search |
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Definition
| Recalling past information stored in the memory |
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Term
| External information search |
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Definition
| Seeking information in the outside environment |
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Term
| Nonmarketing-controlled information source |
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Definition
| A product information source that is not associated with advertising or promotion (personal experiences, family/friends, websites like rotten tomatoes) |
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Term
| Marketing-controlled information source |
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Definition
| A product information source that originates with marketers promoting the product |
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Term
| Evoked set (consideration set) |
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Definition
| A group of brands resulting from an information search from which a buyer can choose |
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Term
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Definition
| The amount of time and effort a buyer invests in the search, evaluation, and decision process of consumer behavior |
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Term
| Routine response behavior |
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Definition
| The type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time |
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Term
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Definition
| Requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category |
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Term
| Extensive decision making |
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Definition
| Used when buying an unfamiliar, expensive product, or an infrequently bought item; requires use of several criteria for evaluating options and much time for seeking information |
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Term
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Definition
| All of the formal or informal groups in society that influence an individual's purchasing behavior |
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Term
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Definition
| A reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and coworkers |
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Term
| Secondary membership group |
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Definition
| A reference group with which people associate lest consistently and more formally than a primary membership group, such as a club, professional group, or religious group |
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Term
| Aspirational reference group |
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Definition
| A group that someone would like to join |
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Term
| Nonaspirational reference group |
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Definition
| A group that someone would not like to join |
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Term
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Definition
| An individual who influences opinions of others |
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Term
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Definition
| The way an individual would like to be perceived |
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Term
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Definition
| The way an individual actually perceives him/herself |
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Term
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Definition
| The process whereby a consumer notices certain stimuli and ignores others |
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Term
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Definition
| A process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs |
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Term
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Definition
| A process whereby a consumer only remembers information that supports his personal beliefs |
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Term
| Maslow's hierarchy of needs |
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Definition
1.Physiological
2.Safety
3.Social
4.Esteem
5.Self-actualization |
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Term
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Definition
| A form of learning that occurs when one response is extended to a second stimulus similar to the first |
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Term
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Definition
| A learned ability to differentiate among similar products |
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