Stack #163402
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| Why is the study of consumer behavior important to marketers? | If marketers can understand he behavior of consumers, they can offer he righ products to consumers who want them
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| Describe Kurt Lewin's propositon | Kurt Lewin proposed that behavior (b) is the function (f) ofthe interactions of personal influences (P) and pressures exerted by outside environmental forces (E). This research sheds light on how cnsumers make purchase decisions
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| List the interpersnal determinants of consumer behavior | The interpersonal determinants of consumer behavior are cultural, social, and family influence
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| What is a subculture? | a subculture is a group within a culture that has its own distinct mode of behavior
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| Describe the Asch phenomenon | The Asch phenomenon is the impact of groups nd group norms on individul behavior
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| Identify ht personal determinants of consumer behavior | The personal determinants of consumer behavior are needs and motives, perceptins, attitudes, learning, and self-concept theory
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| What are the human needs categorized by Abraham Maslow? | The human needs categorized by Abraham Maslow are physiological, safety, social/belongingness, steem, and self actualization
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| How do perception and learning differ? | Perception is themeaning that a persn attributes to incoming stimul. Learning refers to immediate or expected changes in behavior as a result of experience
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| Differentiate btween high-involovement decisions ad low-involvement decisions | High involvement decisions have high levels of potential social or economic consequences, such as selecting an Internet service provider. Low-involvement decisions pose little financial, social, or emtional risk t the buyer, such as a newspaper or gallon
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| Catagorize each of the following as a high- or low-involovement product: shamppoo, computer, popcorn, apartment, cell phone service | High-involvement products ar the computer, aprtment and cell phone service. Low-involvement productsare theshampee and popcorn
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| List the steps in the consumer decision process | The steps int he consumer decision process are problem or opportunity recognition, search, alternative evaluation, purchase decision, purchase act, and postpurchase evaluation
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| What is meant by the term evoked set? | The evoked set is he number of alternatives that a consumer actually considers in making a purchase decision
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| What are evaluative criteria? | Evaluative criteria are hte features that consumer considers in choosing among alternatives
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| What is routinized response behavior? | Routinized response behavior is the repeated purchase of the same brand or limited group of products
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| What does limited problem solving require? | limited problem solving requires a modeate amound of a cnsumer's time and effort
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| Give an example of an extended problem solving situation | an extended problem solving situation might involve the purchase of a car or a college education
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| acculteration | process of learning a new culture foreign to one's own
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| Asch phenomenon | impact of groups and group norms on individual behavior, a described by S.E. Asch
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| Attitudes | person's enduring favorable or unfavorable evaluations, emotions, r action tendencies toward some object or idea
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| cognitive dissonance | imbalance among knowledge, beliefs, and attitudes that occurs after an ction or decision, such as a purchase
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| Consumer behaviour | process through which buyers make purchase decisions
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| Cue | any object in the environment that determines the nature of a consumer's response to a drive
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| culture | Values, beliefs, prefereces, and tastes handed down from one generation to the next
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| drive | any strong stimulus that impels a person to act
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| extended problem solving | Situation that involves lengthy external searches and long deliberation; results when brands are difficult to categorize or evaluate
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| High-involvement purchase decision | Buying decision that evokes high levels of potential economic or social consequence
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| learning | knowledge or skill that is acquired a a result of experience, which changes consumer behavior
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| limited problem solving | situation in which the consumer invests a samll amount of time nd energy in searching for and evaluatng alternatives
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| low-involvement purchase decision | Routine purchase that poses little risk to the consumr either economically or socially
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| motive | inner state that directs a person toward the goal of satisfying a need
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| need | imbalance between a consumer's actual and desired states
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| norms | Values, attitudes, and bhaviors that a group deems appropriate for its members
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| opinion leaders | Trendsetters who purchse new products before others in a group and then influence others in their purchases
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| perception | meaning that a person attributes to incoming stilmuli gathered throught the five senses
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| Perceptual screen | Mental filter or lock through which all inputs must pass to be noticed
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| referenc groups | people or institutions whose opinions ar valued an to whom a person looks for guidence in his or her own behavior, values, and conduct, such as family, friends, or celebrities
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| reinforcement | reduction in drive that results from proper response
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| response | individual's reaction to a set of cues and drives
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| roles | behavior that embers of a group expect of individuals who hold specific posistions within that group
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| self-concept (self-image) | person's multifaceted picture of himself or herself
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| shaping | process of applying a series of rewards and reinforcements to permit more complex behavior to evolve
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| status | relative position of any individual member in a group
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| subliminal perception | subconscious receipt of incoming information
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