marketing mid term ch 5
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| Consumer Behavior | the process individuals or groups go through to select, purchase, use and dispose of goods, services, ideas, or experiences to satisfy their needs and desires
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| Steps in the consumer decision process | 1.Problem Recognition 2.Information Search 3.Evaluation of Alternatives 4.Product Choice 5.Postpurchase Evaluation
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| level of involvement | the relative importance of perceived consequence of the purchase to a consumer: high level - high price, more perceived risk, careful processing; low level - low price, low risk, unimportant decision
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| perceived risk | the belief that choice of a product has potentially negative consequences whether financial, physical, and/or social
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| evaluative criteria | the dimensions consumers use to compare competing product alternatives
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| extended problem solving | when consumers make very important decisions - such as buying a house or car - they carefully go through the steps in the consumer decision process
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| habitual decision making | consumers make little or no conscious effort when buying a product
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| heuristics | a mental rule of thumb that leads to a speedy decision by simplifying the process "price = quality"
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| brand loyalty | when ppl buy from the same company over and over because they believe that the company makes superior products - goal of marketers
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| consumer satisfaction/dissatisfaction | the overall feelings or attitude a person has about a product after purchasing it
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| cognitive dissonance | the anxiety or regret a consumer may feel after choosing from among several similar attractive choices
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| internal influences on consumer decisions *hint* there are 12 | perception, exposure, subliminal advertising, attention, interpretation, motivation, learning, attitudes, self-concept, personality, age, lifestyle
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| perception | the process by which ppl select, organize, and interpret information from the outside world
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| exposure | the extent to which a person's sensory receptors are capable of registering a stimulus
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| subliminal advertising | supposedly hidden messages in marketers' communications
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| attention | the extent to which we devote mental processing activity to a particular stimulus
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| interpretation | the process of assigning a meaning to a stimulus based on prior associations a person has with it and assumptions he makes about it
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| motivation | an internal state that drives us to satisfy needs
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| learning | a change in behavior caused by info or experience
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| attitudes | a lasting evaluation of a person, object, or issue - affect-emotional response, cognition-knowing, and behavior-doing
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| personality | the set of unique psychological characteristics that consistently influence the way a person responds to situations in the environment
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| lifestyle | a pattern of living that determines how ppl choose to spend their time, money, and energy and that reflects their values, tastes and preferences
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| Maslow's hierarchy of needs | an approach that categorize motives according to five levels of importance, the more basic needs being on the bottom of the hierarchy and the higher needs at the top - (B to T) Physiological, Safety, Belongingness, Ego, Self-Actualization
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| behavioral learning | theories of learning that focus on how consumer behavior is changed by external events or stimuli - assumes that learning takes place as the result of connections that form between events that we perceive
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| cognitive learning | theory of learning that stresses the importance of internal mental processes and that views ppl as problem solvers who actively use info from the world around them to master their environment
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| observational learning | learning that occurs when ppl watch the actions of others and note what happens to them as a result
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| affect | the feeling component of attitudes; refers to the overall emotional response a person has to a product
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| cognition | the knowing component of attitudes; refers to the beliefs of knowledge a person has about a product and its important characteristics
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| behavior | the doing component of attitudes; involves a consumers intention to do something, such as the intention to purchase or use a certain product
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| self-concept | an individual's self-image that is composed of a mixture of beliefs, observations, and feelings about personal attributes
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| age groups | many marketing strategies appeal to the needs of different age groups - children, teenagers, middle-aged and the elderly
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| family life cycle | the stages through which family members pass as they grow older
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| psychographics | groups consumers according to psychological and behavioral similarities - AIO Attitudes, Interests, and Opinions
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| situational influences | physical environment - arousal, pleasure (dull or exciting or too much arousal), shopping experience; Time - time of day, season of the year, how much time one has to make a purchase
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| social influences (4) | culture, social class, conformity, reference groups
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| culture | the values, beliefs, customs, and tastes a group of ppl values "society's personality"
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| social class | the overall rank of ppl in a society
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| reference groups | an actual or imaginary group that has a significant effect on an individuals evaluations, aspirations, or behavior
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| conformity | a change in beliefs or actions as a reaction to real or imagined group pressure
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| opinion leaders | a person who influences others attitudes or behaviors because they believe that he possesses expertise about the product
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| gender roles | society's expectations regarding the appropriate attitudes, behaviors, and appearance for men and women
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