Chap 6 Flashcards
Consumer behavior
Process through which buyers make purchase decisions
Culture
Values, beliefs, preferences and tastes handed down from one generation to the next
Need
Imbalance between consumers actual and desired states
Motive
Inner state that directs a person toward the goal of satisfying a need
The interpersonal influence on consumer behavior includes a person’s ________.
Family
________ is an imbalance between a consumers actual and desired state.
Need
The number of alternatives a consumer actually considers when making a decision.
Evoked set
The two types of consumer decision processes:
High involvement and low involvement
High involvement
High levels of potential social and economic consequences
Low involvement
Very routine purchases that pose little risk
Evoked set
The number of alternatives considered before making a decision
Cognitive dissonance
Imbalance among knowledge, beliefs, and attitudes that occurs after action, decision or purchase
