Consumer Behavior
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| Culture | calues, beliefs, preferences and tastes handed down from one generation to the next
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| Subcultures | groups with their own distinct modes of behavior. Understanding the differences among subcultures can help marketers develop more effective marketing strategies
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| Acculturation | the degree to which newcomers have adapted to U.S. Culture. Plays a vital role in consumer behavior
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| Norms | the values, attitudes, and behaviors a group deems appropriate for its members. Group members are expected to comply with these norms
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| Status | IS the relative position of any individual member in a group
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| roles | define group behavior that members of a group expect individuals who hold specific positions within that group
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| Asch Phenomenon | individuals conform to majority rule, even when it goes against their own beliefs
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| Reference groups | people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values, and conduct, such as spouse, family, friends, or celebrities
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| Opinion leaders | Trendsetters who purchase new products before others in a group and then influence others in their purchases
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| Social classes | ranking determined by occupation, income, education, family background, and residence location. Can be used to determine spending practices
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| Family Influences | perhaps the most important determinant of consumer behavior because of the close, continuing interactions among family members
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| autonomic role family | when partners independently make equal numbers of decisions. personal-care items would fall into the category of purchase decisions each would make for himself or herself
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| husband-dominant role family | occurs when the husband usually makes purchase decisions. Buying a life insurance policy is an example
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| Wife-dominant role family | wife making most of certain buying decisions. Children's clothing is typical wife-dominant purchase
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| Syncratic role family | refers to joint decisions. The purchase of a house follows a syncratic pattern
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| Need | imbalance between a consumer's actual and desired states
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| Motive | inner state that directs a person toward the goal of satisfying a need
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| Maslow's Hierarchy of needs | Physiological, safety, belongingness, esteem, and self-actualization
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| Perception | Meaning that a person attributes to incoming stimuli gathered through the five senses
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| Stimulus factors | characteristics of the physical objects such as size, color, weight, and shape
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| Individual factors | unique characteristics of the individual, including not only sensory processes but also experiences with similar inputs and basic motivations and expectations
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| Perceptual screens | the mental filtering processes through which all inputs must pass
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| Subliminal perception | the subconscious receipt of incoming information
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| Attitudes | are a person's enduring favorable or unfavorable evaluations, emotions, or action tendencies toward some object or idea
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| learning | knowledge or skill acquired as a result of experience, which changes consumer behavior
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| Drive | which is any strong stimulus that impels action
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| cue | any object in the environment that determines the nature of the consumer's response to a drive
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| response | is an individual's reaction to a set of cues and drives.
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| Reinforcement | is the reduction in drive that results from a proper response. as a response becomes more rewarding, it creates a stronger bond between the drive and the purchase of the product, likely increasing future purchase.
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| Shaping | is the process of applying a series of rewards and reinforcements to permit more complex behavior to evolve
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| self-concept | Person's multifaceted picture of himself or herself
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| High involvement purchase decisions | purchases with high levels of potential social and economic consequences
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| Low involvement purchase decisions | routine purchases that pose little risk to the customer
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| Evoked set | number of alternatives a consumer actually considers in making a purchase decision
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| Evaluative Criteria | Features a consumer considers in choosing among alternatives
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| Cognitive Dissonance | Imbalance among knowledge, beliefs, and attitudes that occurs after an action or decision, such as a purchase
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| Routinized Response Behavior | Consumers make purchase routinely by choosing a preferred brand or one of a limited group of acceptable brands
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| Limited Problem-Solving | Situation where a consumer previously set evaluative criteria for a particular kind of purchase but then encounters a new, unknown brand
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| Extended Problem Solving | Results when brands are difficult to categorize or evaluate. (1) compare items (2)evaluate alternatives
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