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Chapter 6
Consumer Buying Behavior, intro to marketing
| Term | Definition |
|---|---|
| buying behavior | the decision processes and actions of people involved in buying and using 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 |
| internal search | an information search in which buyers search their memories for information about products that might solve their problem |
| external search | an information search in which buyers seek information from sources other than their memories |
| consideration set | a group of brands within a product category that a buyer views as alternatives for possible purchase |
| evaluative criteria | objective and subjective product characteristics that are important to a buyer |
| cognitive dissonance | a buyer's doubts shortly after a purchase about whether the decision was the right one |
| routinized response behavior | a consumer problem-solving process used when buying frequently purchased, low cost items that require very little search and decision effort |
| limited decision making | a consumer problem-solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category |
| extended decision making | a consumer problem-solving process employed when purchasing unfamiliar, expensive, or infrequently bought products |
| impulse buying | an unplanned buying behavior resulting from a powerful urge to buy something immediately |
| level of involvement | an individual's degree of interest in a product and the importance of the product for that person |
| situational influences | influences that result from circumstances, time, and location that affect the consumer buying decision process |
| psychological influences | factors that in part determine people's general behavior, thus influencing their behavior as consumers |
| perception | the process of selecting, organizing, and interpreting information inputs to produce meaning |
| information inputs | sensations received through sight, taste, hearing, smell, and touch |
| selective exposure | the process by which some inputs are selected to reach awareness and others are not |
| selective distortion | an individual's changing or twisting of information that is inconsistent with personal feelings or beliefs |
| selective retention | remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not |
| motivation | the inner driving forces or reasons behind an individual's actions and behaviors |
| maslow's hierarchy of needs | the five levels of needs that humans seek to satisfy, from most to least important |
| learning | changes in an individual's thought processes and behavior caused by information and experience |
| attitude | an individual's enduring evaluation of feelings about and behavioral tendencies toward an object or idea |
| attitude scale | a means of measuring consumer attitudes by gauging the intensity of individual's reactions to adjectives, phrases, and sentences about an object |
| personality | a set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations |
| self-concept | a perception or view of ones self |
| lifestyle | an individual's pattern of living expressed through activities, interests, and opinions |
| social influences | the forces other people exert on one's buying behavior |
| 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 socialization | the process through which a person acquires the knowledge and skills to function as a consumer |
| reference group | a group that a person identifies with so strongly that they adopt the values, attitudes, and behavior of group members, regardless of group membership |
| opinion leader | a member of an informal group who provides information about a specific topic to other group members |
| social class | an open group of individuals with similar social rank |
| 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 |
| subculture | a group of individuals who characteristics, values, and behavioral patterns are similar within the group and different from those of people in the surrounding culture |
| consumer misbehavior | behavior that violates generally accepted norms of a particular society |
Created by:
hallie999
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