Term
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Definition
| buying behavior of consumers who purchase products for personal or household use, not for business purposes |
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Term
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Definition
| the degree of interest in a product and the importance the individual places on this product |
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Term
| high involvement products |
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Definition
visible to others; expensive
clothes, furniture, cars |
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Term
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Definition
less expensive; less associated social risk
grocery items |
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Term
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Definition
| when a person's interest in a product/product category is long term |
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Term
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Definition
temporary and dynamic, results from a particular set of circumstances
the need to buy a car after an accident |
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Term
| routinized response behavior |
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Definition
customer uses this when buying frequently purchased low-cost items requiring little search and decision effort
consumer may prefer a particular brand, but is familiar with several brands in the product class and views more than one as being acceptable |
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Term
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Definition
| when buying products occasionally or when they need to obtain info about an unfamiliar brand in a familiar product category |
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Term
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Definition
when purchasing unfamiliar, expensive, or infrequently bought products. buyer uses criteria to evaluate brands or choices.
car, home, college education |
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Term
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Definition
| involves no conscious planning but results from powerful urge to buy something immediately |
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Term
| consumer buying decision process |
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Definition
problem recognition
information search
evaluation of alternatives
purchase
postpurchase evaluation |
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Term
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Definition
| buyers search their memories for information about products that might solve the problem |
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Term
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Definition
| focus on communication with friends or relatives, comparison of available brands and prices, marketer-dominated sources, and/or public sources |
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Term
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Definition
| a group of brands that a buyer views as alternatives for possible purchase |
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Term
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Definition
| objective and subjective characteristics that are important to a buyer |
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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
| result from circumstances, time, and location that affect the consumer buying decision process |
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Term
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Definition
| partly determine people's general behavior, thus influencing their behavior as consumers |
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Term
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Definition
| process of selecting, organizing, and interpreting information inputs to produce meaning |
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Term
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Definition
| sensations received through the sense organs |
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Term
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Definition
| process of selecting inputs to be exposed to our awareness while ignoring others |
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Term
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Definition
| 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
| internal energizing force that directs a person's behavior toward satisfying needs or achieving a goal |
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Term
| Maslow's hierarchy of needs |
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Definition
the five levels of needs that humans seek to satisfy; from least to most important
psychological (survival) - most basic
safety
social
esteem
self-actualization |
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Term
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Definition
| motives that influence where a person purchases products on a regular basis |
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Term
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Definition
| changes in an individual's thought processes and behavior caused by information and experience |
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Term
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Definition
| individual's enduring evaluation of, feelings about, and behavioral tendencies toward an object or idea |
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Term
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Definition
| means of measuring consumer attitudes by gauging the intensity of individual's reactions to adjectives, phrases, or sentences about an object |
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Term
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Definition
| a set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior |
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Term
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Definition
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Term
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Definition
| individual's pattern of living expressed through activities, interests, and opinions |
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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
| actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons |
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Term
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Definition
| the process through which a person acquires the knowledge and skills to function as a consumer |
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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
| a reference group member who provides info about a specific sphere that interests reference group participants |
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Term
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Definition
| an open group of individuals with similar social rank |
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Term
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Definition
| values, knowledge, beliefs, customs, objects, and concepts of a society |
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Term
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Definition
| group of individuals whose characteristic values and behavior patterns are similar to each other and differ from those of the surrounding culture |
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