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Terms in this set (26)
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.
Purchase Decision Process
consists of the five stages a buyer passes through in making choices about which products and services to buy: (1) problem recognition, (2) information search, (3) alternative evaluation, (4) purchase decision, and (5) postpurchase behavior.
Evaluative Criteria
are the factors that represent both the objective attributes of a brand and the subjective ones a consumer uses to compare different products and brands.
Consideration Set
is the group of brands that a consumer would consider acceptable from among all the brands in the product class of which he or she is aware.
Cognitive Dissonance
is the feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives.
Involvement
is the personal, social, and economic significance of the purchase to the consumer.
Situational Influences
are the five aspects of the purchase situation that impact the consumer's purchase decision process: (1) the purchase task, (2) social surroundings, (3) physical surroundings, (4) temporal effects, and (5) antecedent states.
Motivation
is the energizing force that stimulates behavior to satisfy a need.
Personality
is a person's consistent behaviors or responses to recurring situations.
Self-Concept
is the way people see themselves and the way they believe others see them.
Perception
is the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.
Subliminal Perception
involves seeing or hearing messages without being aware of them.
Perceived Risk
is the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes that there may be negative consequences.
Learning
consists of those behaviors that result from (1) repeated experience and (2) reasoning.
Brand Loyalty
is a favorable attitude toward and consistent purchase of a single brand over time.
Attitude
is a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
Beliefs
are a consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people.
Lifestyle
is a mode of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them.
Opinion Leaders
are individuals who exert direct or indirect social influence over others.
Word of Mouth
involves the influencing of people during conversations.
Reference Groups
consists of people to whom an individual looks as a basis for self-appraisal or as a source of personal standards.
Brand Community
is a specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of that brand, and the product in use.
Consumer Specialization
is the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers.
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.
Social Class
is the relatively permanent, homogeneous divisions in a society into which people sharing similar values, interests, and behavior can be grouped.
Subcultures
are the subgroups within the larger, or national, culture with unique values, ideas, and attitudes.
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