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MKC1Collins

Chapter 3 Consumer Behavior - How People Make Buying Decisions

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