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Flashcards in Chapter 7 Deck (37):
1

Buying Behavior

The decision processes and actions of people involved in buying and using products.

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Consumer Buying Behavior

The decision processes and purchasing activities of people who purchase products for personal or household use and not for business purposes.

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Consumer Buying Decision Process

A five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation.

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Internal Search

An information search in which buyers search their memories for information about products that might solve their problem.

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External Search

An information search in which buyers seek information from sources other than their memories.

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Consideration Set

A group of brands within a product category that a buyer views as alternatives for possible purchase.

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Evaluative Criteria

Objective and subjective product characteristics that are important to a buyer.

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Cognitive Dissonance

A buyer's doubt shortly after a purchase about whether the decision was the right one.

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Situational Influences

Influences that result from circumstances, time, and location that affect the consumer buying decision process.

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Psychological Influences

Factors that in part determine people's general behavior; thus influencing their behavior as consumers.

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Perception

The process of selecting, organizing, and interpreting information inputs to produce meaning.

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Information Inputs

Sensations received through sight, taste, hearing, smell, and touch.

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Selective Exposure

The process by which some inputs are selected to reach awareness and others are not.

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Selective Distortion

An individual's changing or twisting of information that is inconsistent with personal feelings or beliefs.

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Selective Retention

Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not.

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Motive

An internal energizing force that directs a person's behavior toward satisfying needs or achieving goals.

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Maslow's Hierarchy of Needs

The five levels of needs that human seek to satisfy, from most to least important.

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Patronage Motives

Motives that influence where a person purchases products on a regular basis.

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Learning

Changes in an individual's thought processes and behavior caused by information and experience.

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Attitude

An individual's enduring evaluation of feelings about and behavioral tendencies toward an object or idea.

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Attitude Scale

A 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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Personality

A set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations.

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Self-Concept

A perception or view of oneself.

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Lifestyle

An individual's pattern of living expressed through activities, interests, and opinions.

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Level of Involvment

An individual's degree of interest in a product and the importance of the product for that person.

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Routinized Response Behavior

A consumer problem-solving process used when buying frequently purchased, low-cost items that require very little search-and-decision effort.

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Limited Problem Solving

A consumer problem-solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category.

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Extended Problem Solving

A consumer problem-solving process employed when purchasing unfamiliar; expensive, or infrequently bought products.

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Impulse Buying

An unplanned buying behavior resulting from a powerful urge to buy something immediately.

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Social Influences

The forces other people exert on one's buying behavior.

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Roles

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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Customer Socialization

The process through which a person acquires the knowledge and skills to function as a consumer.

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Reference Group

A group that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members.

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Opinion Leader

A member of an informal group who provides information about a specific topic to other group members.

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Social Class

An open group of individuals with similar social rank.

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Culture

The accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment and passes on to future generations.

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Consumer Misbehavior

Behavior that violates generally accepted norms of a particular society.