Flashcards in Ch 05 Deck (35):
the energizing force that stimulates behavior to satisfy a need.
a person’s consistent behaviors or responses to recurring situations.
the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.
involves seeing or hearing messages without being aware of them.
behaviors that result from (1) repeated experience and (2) reasoning.
a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
a consumer’s subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people.
individuals who exert direct or indirect social influence over others.
people to whom an individual looks as a basis for self-appraisal or as a source of personal standards.
the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers.
the relatively permanent, homogeneous divisions in a society into which people sharing similar values, interests, and behavior can be grouped.
subgroups within the larger, or national, culture with unique values, ideas, and attitudes.
3 variations of the consumer purchase decision process
routine, limited, and extended problem solving.
Women make ? %of new car buying decisions and influence ? % of decisions
5 stages of the purchase decision process
Problem Recognition- Perceiving a need
Information Search- Seeking value
Alternative Evaluation- Assessing value
Purchase Decision- Buying value
Post-purchase Behavior- Consuming/ using value
Cognitive Dissonance is displaced in
Consumer Purchase Decision Process
Culture and subculture
Values, beliefs, and attitudes
Antecedent states-moods or momentary conditions
Hierarchy of Needs
refers to a person’s consistent behaviors or responses to recurring situations
the filtering process of exposure, comprehension, and retention by the human brain to organize and interpret information.
Strategies to Reduce Perceived Risk
Obtain Seals of Approval
Provide Free Trials/Samples
Give Extensive Instructions
Learning behaviors result from
(1) repeated experience and
PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR LEARNING
VALUES, ATTITUDES AND BELIEFS
What is the first stage in the consumer purchase decision process?
Problem recognition- perceiving a need
The brands a consumer considers buying our of the set of brands in a product class of which the consumer is aware are collectively called the ?
What is the term for post purchase anxiety?
The problem with the Toro Snow Pup was an example of selective ?
Comprehension- consumers perceived the name to mean that Snow Pup was too light to do serious snow removval
What three attitude change approaches are most common?
1 Change beliefs about the extent of which a brand has certain attributes
2 Change the perceived importance of these attributes
3 add new attributes to the produuct
What does lifestyle mean?
Lifestyle is a mode of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them
what are the two primary forms of personal influence?
1 Opinion leadership
2 Word of mouth
Marketers are concerned with which types of reference groups?
1 associative groups- actually belongs
2 aspiration groups- wish to be a member of
2 dissociative groups- distance from