 | Term | Definition |
| |
Adoption process |
The mental process through which an individual passes from first hearing about an innovation to final adoption |
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Alternative evaluation |
The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set |
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Attitude |
A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea |
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Belief |
A descriptive thought that a person holds about something |
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Brand personality |
The specific mix of human traits that may be attributed to a particular brand |
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Cognitive dissonance |
Buyer discomfort caused by postpurchase conflict |
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Complex buying behavior |
Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands |
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Consumer buyer behavoir |
The buying behavior of final consumers-individuals and households who buy goods and services for personal consumption |
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Culture |
The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions |
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Dissonance-reducing buying behavior |
Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands |
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Groups |
Two or more people who interact to accomplish individual or mutual goals |
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Habitual buying behavior |
Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences |
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Information search |
The stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into active information search |
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Learning |
Changes in an individual's behavior arising from experience |
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Lifestyle |
A person's pattern of living as expressed in his or her activites, interests, and opinions |
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Motive (or drive) |
A need that is sufficiently pressing to direct the person to seek satisfaction of the need |
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Need recognition |
The first stage of the buyer decison process, in which the consumer recognizes a problem or need |
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New product |
A good, service, or idea that is perceived by some potential customers as new |
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Opinion leaders |
Person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others |
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Perception |
The process by which people select, organize, and interpret informaiton to form a meaningful picture of the world |
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Personality |
A person's distinguishing psychological characteristics that lead to relatively consistent and lasting responses to his or her own environment |
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Postpurchase behavior |
The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction |
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Purchase decision |
The buyer's decision about which brand to purchase |
| |
Social classes |
Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors |
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Subculture |
A group of people with shared value systems based on common life experiences and sitrations |
| |
Variety-seeking buying behavior |
Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences |
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