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BUS301
EXAM II- Chapter three
| Question | Answer |
|---|---|
| what is consumer buying behavior? | The decsions and actions people undertake to buy products or services for personal use |
| what is consumer buying behavior? | The decsions and actions people undertake to buy products or services for personal use |
| what is the consumer purchasing decision (making) process? | Need recognition Information search Evaluation of alternatives Purchase behavior Post-purchase behavior |
| what is need recognition? | The difference between what you really want to buy (desired) and what the product is like (actual) |
| what is information search? | *heightened search and active information search |
| what is heightened search? | You become receptive to information about the product or service. |
| what is an active information search? | You do your research about the product or service |
| what is an active information search? | You do your research about the product or service |
| what is compensatory? | Multi-Attribute Attitude Model (a.k.a. Fishbien’s Model) |
| what is non-compensatory? | that products “ low standing (Score, evaluation) on one attribute cannot make up (compensate) for this position by being better on another attribute * Lexicographic |
| what is lexicographic? | Rank order attributes Evaluate each option on the most important attribute If there is a tie, evaluate each option on the 2nd most important attribute Continue until no tie |
| what is a conjuctive? | Establish “cuts off” for each attribute Select the option that meets or exceeds “cut offs” each attribute: Delay decision Modify “cut offs” |
| what is heurstics? | * Search * Evaluation * Choice |
| what is purchase decision? | - Complex Buying Behavior ~ Dissonance-Reducing Buying Behavior ~ Habitual Buying Behavior ~ Variety-Seeking Buying Behavior ~ Fully planned, Partially planned, Unplanned |
| what are the types of consumer buying? | Types of Consumer Buying Behavior (Albrecht, Green, & Hoffman (2023), pp. 94 –95) is influences by both external and internal factors. |
| what is satisfication? | when the buyer is happy and content with the product or service? |
| what is the GAP Model of Service? | demonstrates that customer satisfaction is essentially a function of perception. In other words, if the service (or product experience) provided meets or exceeds customers’ expectations, they will be satisfied; if not, they will be dissatisfied |
| what is cognitive dissonance? | a torn feeling to see if you made the right decision or not of buying the product or serivce |
| what are the types of buying decisions? | Complex; Dissonance-Reducing; Habitual; Variety-Seeking |
| what is level of consumer involvement? | is the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavio |
| what is perception? | is the way in which people identify, organize, and interpret sensory information |
| what are the three perceputal processes? | selective attention, selective dissortiton, and selective retention |
| what is selective attention? | you cannot pay attention to all of the competing stimuli surrounding you, so you will pay attention to only those stimuli that you consider relevant to your wants and needs at the time and screen out the rest |
| what are selective dissortition? | is the tendency of people to interpret information in a way that fits their preconceived notions |
| what is selective retention? | a bias by which you're more likely to remember messages that are closely related to your interests, values, and beliefs rather than those that are contrary to those values and beliefs |
| what are beleifs? | are consumer perceptions of how a product or brand performs relative to different attributes |
| what are consumer attuides? | a composite of aa consumer’s beliefs, feelings, and behavioral intentions toward a product or service |
| what is motivation? | is the process that initiates, guides, and maintains goal-oriented behaviors. It’s the driving force behind your actions |
| what is maslow's hiechary of needs | If a need is not met, dissatisfaction is experienced. People will try to satisfy their needs. When a need is met, satisfaction is experienced. A need that is satisfied no longer motivates. If the satisfaction of a need is not maintained, the need regains |
| what is learning? | which is the process that creates changes in behavior through experience and practice |
| what is operating conditioning? | Operant condition focuses on the learning of voluntary behaviors due to the consequences associated with the behavior |
| what are consquences? | positive and negative reforienments |
| what is positive reinforcment? | A reinforcer (either positive or negative) makes the connection between the “S” (stimulus or situation) and the “R” (response or reaction or behavior to the stimulus or situation) stronger |
| what is negative reinforcment? | Negative Reinforcement is the “(r)emoval of an unpleasant stimulus after a particular response in order to increase the likelihood that the response will recur |
| what is punishment? | is the process of presenting an undesirable or noxious stimulus, or removing a desirable stimulus, in order to decrease the probability that a preceding response will rec |
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