Chapter 6 Flashcards
(21 cards)
The decision processes and actions of people involved in buying and using products
Buying behavior
The decision processes and purchasing activities of people who purchase products for personal or household use and not for business purposes
consumer buying behavior
A five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation
consumer buying decision process
What are the 5 stages of the consumer buying decision process?
Problem recognition Information search Evaluation of alternatives Purchase postpurchase evaluation
An information search in which buyers search their memories for information about products that might solve their problem
Internal search;
I’m hungry- I should eat
An information search in which buyers seek information from other sources other than their memories
External search
A group of brands within a product category that a buyer views as alternatives for possible purchase
Consideration set;
Evoked set
objective and subjective product characteristics that are important to a buyer
Evaluative criteria
A buyer’s doubts shortly after a purchase about whether the decision was the right one
Cognitive dissonance
An individual’s degree of interest in a product and the importance of the product for that person
Level of involvement
A consumer decision making process used when buying frequently purchased, low-cost items that require very little search-and-decision effort
routinized response behavior
A consumer decision making process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category
Limited decision making;
Soda, cereal
A consumer decision making process employed when purchasing unfamiliar, expensive, or infrequently bought products
Extended decision making;
Fridge
an unplanned buying behavior resulting from a powerful urge to buy something immediately
Impulse buying
Influences that result from circumstances, time, and location that affect the consumer buying decision process
Situational influences
The forces other people exert on one’s buying behavior
Social influences
Actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons
Roles
The process through which a person acquires the knowledge and skills to function as a consumer
Consumer socialization
A group that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members
Reference group
A member of an informal group who provides information about a specific topic to other group members
Opinion leader
An open group of individuals with similar social rank
Social class
