Chapter 3 Consumer Behavior - How People Make Buying Decisions
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| Consumer Behavior | The study of when, where, and how people buy things and then dispose of them
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| Search Advertising | Advertising that appears on the Web apges pulled up when online searches are conducted.
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| Evaluation Criteria | Certain characteristics of products consumers consider when they are making buying decisions
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| PostPurchase Dissonance | A situation in which consumers rethink their decisions after purchasing products and wonder if they made the best decision (aka buyers remorse)
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| Planned obsolescense | A deliberate effort by companies to make their products obsolete, after a period of time
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| Impulse buying | Purchasing a product with no planning or forethought.
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| Level of involvement | how personally important or interested you are in consuming a product
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| Low-involvement products | aren’t necessarily purchased on impulse, although they can be. Low-involvement products are, however, inexpensive and pose a low risk to the buyer if she makes a mistake by purchasing them.
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| Routine response behavior | When consumers make automatic purchase decisions based on limited information or information they have gathered in the past.
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| High-involvement products | Products that carry a high price tag or high level of risk to the individual or group making the decision.
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| Extended problem solving | Purchasing decisions in which a consumer gathers a significant amount of information before making a decision.
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| Limited problem solving | Purchasing decisions made based on consideration of some outside information.
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| Atmospherics | the physical aspects of the selling environment retailers try to control.
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| 1.Openness | How open you are to new experiences.
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| 2.Conscientiousness | How diligent you are.
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| 3.Extraversion | How outgoing or shy you are.
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| 4.Agreeableness | How easy you are to get along with.
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| 5.Neuroticism | How prone you are to negative mental states.
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| Personality | An individuals disposition as other people see it
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| Self-concept | How a person sees himself or herself.
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| Ideal self | How a person would like to view himself or herself
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| Chronological Age | persons age in years.
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| Cognitive Age | The age a buyer perceives himself or herself to be
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| Psychographics | Measuring the attitudes, values, lifestyles, and opinions of consumers using demographics
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| Motivation | the inward drive we have to get what we need.
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| Perception | How people interpret the world around them.
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| Selective perception | the process of filtering out information based on how relevant it is to you.
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| Selective retention | the process whereby a person retains information based on how well it matches their values and beliefs.
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| Shock advertising | Advertising designed to startle people so as to get their attention.
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| Subliminal advertising | Advertising that is not apparent to consumers but is thought to be perceived subconsciously by them.
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| Learning | refers to the process by which consumers change their behavior after they gain information or experience a product.
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| Operant conditioning | a type of behavior that's repeated when it's rewarded.
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| Attitudes | “mental positions” or emotional feelings people have about products, services, companies, ideas, issues, or institutions.
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| Culture | the shared beliefs, customs, behaviors, and attitudes that characterize a society.
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| Subculture | a group of people within a culture who are different from the dominant culture but have something in common with one another—common interests, vacations,jobs...
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| Social class | a group of people who have the same social, economic, or educational status in society.
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| Reference groups | groups a consumer identifies with and wants to join.
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| Opinion leaders | people with expertise in certain areas.
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