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Marketing - 7
Consumer Buying Behavior
| Question | Answer |
|---|---|
| Maslow's Hierarchy of Needs | The five levels of needs that humans seek to satisfy, from most to least important. |
| Evaluative Criteria | Objective and subjective product characteristics that are important to a buyer. |
| Motive | An internal energizing force that directs a person's behavior toward satisfying needs or achieving goals. |
| Buying Behavior | The decision processes and actions of people involved in buying and using products. |
| Limited Decision Making | A consumer decision-making process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category. |
| Situational Influences | Influences that result from circumstances, time, and location that affect the consumer buying decision process. |
| Perception | The process of selecting, organizing, and interpreting information inputs to produce meaning. |
| Opinion Leader | A member of an informal group who provides information about a specific topic to other group members. |
| Personality | A set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations. |
| Social Influences | The forces other people exert on one's buying behavior. |
| External Search | An information search in which buyers seek information from sources other than their memories. |
| Routinized Response Behavior | A consumer decisionmaking process used when buying frequently purchased, low-cost items that require very little search-and-decision effort. |
| Attitude Scale | A means of measuring consumer attitudes by gauging the intensity of individuals' reactions to adjectives, phrases, or sentences about an object. |
| Impulse Buying | An unplanned buying behavior resulting from a powerful urge to buy something immediately. |
| Consumer Misbehavior | Behavior that violates generally accepted norms of a particular society. |
| Self-Concept | A perception or view of oneself. |
| Extended Decision Making | A consumer decision-making process employed when purchasing unfamiliar, expensive, or infrequently bought products. |
| Consumer Buying Behavior | The decision processes and purchasing activities of people who purchase products for personal or household use and not for business purposes. |
| Roles | Actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons. |
| Consumer Buying Decision Process | A five-stage purchase decision process that includes problem recognition, information, search, evaluation of alternatives, purchase, and post-purchase evaluation. |
| Selective Distortion | Individual's changing or twisting of information that is inconsistent with personal feelings or beliefs. |
| Consumer Socialization | The process through which a person acquires the knowledge and skills to function as a consumer. |
| Lifestyle | An individual's pattern of living expressed through activities, interests, and opinions. |
| Reference Group | A group that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members. |
| Information Inputs | Sensations received through sight, taste, hearing, smell, and touch. |
| 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. |
| Attitude | An individual's enduring evaluation of feelings about and behavioral tendencies toward an object or idea. |
| Selective Retention | Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not. |
| Selective Exposure | The process by which some inputs are selected to reach awareness and others are not. |
| Subculture | A group of individuals whose characteristics, values, and behavioral patterns are similar within the group and different from those of people in the surrounding culture. |
| Social Class | An open group of individuals with similar social rank. |
| Learning | Changes in an individual's thought processes and behavior caused by information and experience. |
| Psychological Influences | Factors that in part determine people's general behavior, thus influencing their behavior as consumers. |
| Internal Search | An information search in which buyers search their memories for information about products that might solve their problem. |
| Consideration Set | A group of brands within a product category that a buyer views as alternatives for possible purchase. |
| Patronage Motives | Motives that influence where a person purchases products on a regular basis. |
| Cognitive Dissonance | A buyer's doubts shortly after a purchase about whether the decision was the right one. |
| Level of Involvement | An individual's degree of interest in a product and the importance of the product for that person. |
Created by:
ElTioBabalu
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