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Flashcards in Consumer Behaviour Deck (16):
1

What are the 4 major consumer theory disciplines?

Psychology, Sociology, Anthropology, Economics

2

What are the 3 buying situations?

Routing problem solving (low involvement)

Limited problem solving (medium involvement)

Extended problem solving (high involvement)

3

Outline the 5-stage decision making process for consumers?

1. Need recognition
2. Information search
3. Information evaluation
4. Purchase decision
5. Post-Purchase evaluation

4

What are the 3 types of need?

Functional

Social

Need for change

5

What are the 4 sources used to carry out information search?

Personal

Commercial

Public

Experimental

6

In what case is the "information evaluation" stage of the decision-making process overlooked?

In the case of impulse buys

7

What are the sub-stages of the "purchase decision" stage of the decision-making process?

Purchase intention (factors can still change the consumers mind)

Purchase decision

8

What happens in the "post-purchase evaluation" stage of the decision-making process?

Comparison of consumers prior expectations and their perceived performance of the product.

9

What are the 3 sociocultural influences on the decision-making process?

Reference groups

Household influences

Culture

10

Outline the 5 primary psychological influences on consumer behaviour?

1. Motivation
2. Personality
3. Perception
4. Learning
5. Attitudes

11

What is Maslow's Hierarchy of Needs? (Do not outline the levels)

A depiction of 5 motivational needs as hierarchical levels within a pyramid

One must satisfy the needs at the lower levels in order to progress to meet higher level needs

12

Outline the levels of Maslow's Hierarchy of Needs from bottom to top...

Example/explanation for each

Physiological (hunger)

Safety (protection)

Social (membership)

Esteem (Status/success)

Self-Actualisation (fulfilment of potential)

13

What two inputs form perception

Physical stimuli

Internal stimuli

14

What is "selective perception"?

How we block out irrelevent information

15

What is "perceptual selection"?

How we subconsciously select which stimuli we use

16

What are the two types of learning?

Incidental
Intentional