Recognize a problem
Information Search
Analyze options
Purchase Decision
Postpurchase Behavior
Terms : Hide Images
| 165101286 | Attitude | Learned predispostion to react to a product/ group | |
| 165101287 | beliefs | consumers subjective perception of product performance | |
| 165101288 | brand loyalty | favorable attitude and consistent purchase of product | |
| 165101289 | cognitive dissonance | post purchase anxiety when considering multiple brands | |
| 165101290 | consideration set | group of brands considered acceptable to solve problem | |
| 165101291 | learning | repeated experience/ reasoning | |
| 165101292 | evaluative criteria | objective/ subjective criteria considered when comparing brands | |
| 165101293 | family life cycle | describes the distinct phases that a family progresses through from formation to retirement, each phase possessing identifiable purchasing behaviors | |
| 165101294 | involvement | level of significance in purchase | |
| 165101295 | consumer socialization | process by which people acquire skills to function as consumers | |
| 165101296 | lifestyle | how people spend their time/ resources consider important/ what they think of themselves | |
| 165101297 | motivation | energizing force to make a purchase | |
| 165101298 | opinion leaders | knowledgeable consumers influencing others | |
| 165101299 | perceived risk | consumer cannot predict consequences of purchase | |
| 165101300 | perception | collects organizes and interprets information to create picture of the world | |
| 165101301 | problem recognition information collection Alternative Evaluation purchase decision post-purchase behavior | Purchase Decision Process | |
| 165101302 | reference groups | to whom an individual looks as a basis for self appraisal | |
| 165101303 | situational influences | factors that influence purchasing decisions purchase task physical surroundings social surroundings antecedent states temporal effects | |
| 165101304 | social class | relatively permanent divisions of society sharing similar values interests and behavior | |
| 165104116 | public sources | non company provided consumer reports. (Magazines/ Government Sources) | |
| 165104117 | marketer dominated sources | information provided by the marketer. (salesmen/advertising/ signs) | |
| 165104118 | selective exposure | pay attention to messages consistent w/ own beliefs and ignore others | |
| 165104119 | selective comprehension | interpreting info so it is consistent with consumers beliefs | |
| 165111548 | Selective Perception | A filtering of a consumer's exposure, comprehension, and retention is referred to as | |
| 165111549 | Limited Problem Solving | consumers typically seek some information to help them evaluate alternatives. There is little time or effort used in these situations. In general, several brands might be evaluated using a moderate number of different attributes. You might use this to choose a toaster, a restaurant for lunch, or a pair of sandals. References | |
| 165111550 | Problem Recognition | an individual will perceive differences between his or her ideal and actual situations that are big enough to trigger a decision. Advertisements can activate a consumer's decision process by showing shortcomings of competing or currently owned products. | |
| 165111551 | Extended Problem Solving | exists in high-involvement purchase situations for items such as automobiles and elaborate audio systems. Many models are considered and a wide range of evaluative criteria is considered and compared. | |
| 165111552 | Methods to reduce perceived risk | Marketers have used seals of approval, endorsements, free product samples, and warranties to reduce perceived risk. | |
| 165111553 | Stimulus Generalization | A response elicited by one stimulus (cue) is generalized to another stimulus. Using the same brand name for different products is an application of this concept, such as Tylenol Cold & Flu and Tylenol PM. | |
| 165115195 | External Information Search | Evaluating and considering sources of consumer information outside of one's own subjective beliefs... product reviews | |
| 165115196 | Purchase Decision | Having evaluated alternatives the consumer is ready to make their purchase. the consumer may now just be waiting on the right time to buy which can be influenced by sales/ different purchasing outlets | |
| 165115197 | Consumer Behavior | the actions a person takes in purchasing and using products and services including the social and psychological processes that come before and after purchasing decisions | |
| 165115198 | Purchase Task | the reason for engaging in the purchasing process.. such as perhaps the item is a gift or you are motivated by necessity | |
| 165115199 | Social Surroundings | people present during a purchasing decision. people shopping with kids are more likely to purchase more than those there without kids | |
| 165115200 | Physical Surroundings | decor, music, crowding can influence a purchasing decision | |
| 165115201 | Temporal Effects | the time of day or the amount of time available may influence a purchasing decision | |
| 165115202 | Antecedents States | pre-existing situations: mood/ budget | |
| 165146197 | Routine Problem Solving | virtually habitual purchasing process with little involvement | |
| 165146198 | Physiological needs | needs of necessity for survival: food, water, shelter | |
| 165146199 | safety needs | need for self preservation and financial well being | |
| 165146200 | Social Needs | needs concerned with love and friendship | |
| 165146201 | Personal Needs | need for success, respect, prestige | |
| 165146202 | Self Actualization | need for personal fulfillment... to reach your potential | |
| 165146203 | Self Concept | the way people see themselves and believe others see them | |
| 165146204 | Behavioral Learning | developing automatic responses through repeated exposure to stimulus | |
| 165146205 | How do you change beliefs? | communicate that the product has beneficial attributes | |
| 165146206 | How do you change perception? | communicate the importance of an attribute possessed by the product I.e. pepsi made consumers perceive freshness to be an important attribute for soda which previously wasn't part of many consumers evaluative criteria | |
| 165146207 | How do you change value? | add or take away attributes | |
| 165146208 | Psychographics | the analysis of consumer's lifestyles.. provides insights into consumers needs and wants. what they value what what they find important how they spend their time | |
| 165146209 | VALS Psychographic analysis | based on (1) primary motivations for buying and having certain products (2) their resources | |
| 165146210 | Primary Motivations | ideals, achievement, and self expression.. related to consumers purchasing behavior | |
| 165146211 | Ideals Motivated Group | consumers that are guided by knowledge and principal | |
| 165146212 | Thinkers | consumers defined by their maturity, reason, education, and their valuation of order, knowledge, and responsibility | |
| 165146213 | Believers | conservative, conventional, concrete beliefs, and their valuation of family, religion, community, and nationality | |
| 165146214 | Achievement Motivated Group | Consumers motivated by prestige, respect, success and their placed importance upon communicating that success to their peers | |
| 165146215 | Achievers | busy, goal oriented, and have a deep commitment to career and family. Value their image and purchase prestigous products and services | |
| 165146216 | Strivers | trendy and fun loving/ define success by income/ value style and are impulsive spenders | |
| 165146217 | Self Expression Motivated Group | Consumers that desire an active lifestyle, variety, and risk. | |
| 165146218 | Experiencers | Young enthusiastic and impulsive consumers. Value the new offbeat and risky products and services. | |
| 165146219 | Makers | Consumers that express themselves through creativity. Value skill, self sufficiency but not material objects. | |
| 165146220 | High and Low Resource Groups | two consumer segments that stand alone | |
| 165146221 | Innovators | successful, sophisticated, take-charge people, with high self esteem and possess abundant resources | |
| 165146222 | Survivors | consumers focused on meeting basic physiological needs. loyal to objectively promoted products for they have little resources to be trendy, prestigious, or risky |
