consists of the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions

Stages of purchase decision process

problem recognition, information search, alternative evaluation, purchase decision, post-purchase behavior

is the personal, social, and economic significance of the purchase to the consumer.

Situational influences

1. Purchase task—reason behind decision. 2. Social surroundings—includes other people. 3. Physical surroundings—décor, music, crowds. 4. Temporal effects—time of day and time available. 5. Antecedent states—consumer’s mood, circumstances, money

is the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes that there may be negative consequences

is a favorable attitude toward and consistent purchase of a single brand over time

is the influencing of people during conversations

are individuals who exert direct or indirect social influence over others

consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors.

Consumer socialization

Children learn to purchase by: 1. Interacting with adults in purchase situations. 2. Their own experiences with purchases and usage.

are the subgroups within the larger, or national, culture with unique values, ideas, and attitudes.

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MKTG 250 Chapter 5

Question	Answer
Consumer Behavior	consists of the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions
Stages of purchase decision process	problem recognition, information search, alternative evaluation, purchase decision, post-purchase behavior
Involvement	is the personal, social, and economic significance of the purchase to the consumer.
Problem solving variations	Extended, limited, routine
Situational influences	1. Purchase task—reason behind decision. 2. Social surroundings—includes other people. 3. Physical surroundings—décor, music, crowds. 4. Temporal effects—time of day and time available. 5. Antecedent states—consumer’s mood, circumstances, money
Perceived risk	is the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes that there may be negative consequences
Brand loyalty	is a favorable attitude toward and consistent purchase of a single brand over time
Word of mouth	is the influencing of people during conversations
Opinion leaders	are individuals who exert direct or indirect social influence over others
Family life cycle	consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors.
Consumer socialization	Children learn to purchase by: 1. Interacting with adults in purchase situations. 2. Their own experiences with purchases and usage.
Subculture	are the subgroups within the larger, or national, culture with unique values, ideas, and attitudes.

Created by: user-2023011

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