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Consumer Behavior Exam 3
Terms in this set (60)
Value Motivation Emotion
3 elements of decision making and choice
Consumers are rational and they carefully arrive at decisions - EX. Aubrey carefully considers the attributes included with various car stereos
Decision making is often influenced by the feelings associated with consumption- EX. Devin goes rock climbing simply for the fun of it
Behavioral Influence Perspective
Decisions are responses to environmental influences-EX. The soothing music in the store encourages Shelby to browse longer
The degree of personal relevance that a consumer finds in pursuing value from a given act.
Types of risk
Type of Risk- Cost of the product
Type of Risk- How others view the purchase
Type of Risk-Likelihood of the product performing as expected
Type of Risk- Safety of the product
Type of Risk- Search time and time for product to be serviced of maintained
Extended Decision Making
Consumers search for information that will help them reach a satisfactory decision.
Internal Sources, External Sources are used during
Limited Decision Making
Very little search for information.
Decisions based on prior beliefs about products and their attributes.
Cognitive shortcuts, heuristics
Occurs when involvement and risk are relatively low.
Habitual Decision Making
Consumers do not seek information at all when a problem is recognized.
Choice is often based on habit.
Efficient - minimal time/energy
a deeply-held commitment to rebuy a product or service regardless of situational influences that could lead to switching behavior.
consumer simply buys a product repeatedly without any real attachment.
The practice of using decision making shortcuts to arrive at satisfactory, rather than optimal, decisions.
Consumer perceives a difference between an actual state and a desired state.
A consumer perceives a difference between an actual state and a desired state
change in actual state
a consumer's actual state does not change, but their desired state changes.
Need Recognition States
Actual state-a consumer's perceived current state.
Desired state-a perceived state for which a consumer strives.
Ongoing, Pre-purchase, Information Overload, Internal, External (Type of behavior)
Includes the gathering of information from external sources.
Ease of obtaining information from the source.
Objectivity of the source.
Trustworthiness of the source.
How timely the information can be obtained.
(Type of search)
The individual attributes or elements of a product or decision that are used by consumers in making a decision.
Two that are used across almost all consumer decisions:
Information signaling how much potential value may be derived from consuming something.
From a consumer perspective, it represents the perceived overall goodness or badness of some product.
Consumers do not always seek high quality.
Lowers search costs, provides hedonic value, information control
Factors Influencing Amount of Search
Attitudes towards shopping
Value of search effort
Negative emotions that come from a failed search process. When consumers are unable to find a solution to their problems, the decision-making process halts. As a result, consumers may feel the process was a wasted effort.
Pay to Play
A way to introduce new products to consumers is by requiring marketers to pay "slotting fees" to retailers. These fees guarantee that a new product will be placed in a specific location in the store.
revealing lack of perceptiveness or judgment or finesse
without or lacking skill, slow and apathetic
What you get - What you give =
The evaluative criteria that are related to the actual choice that is made.
Allow consumers to select products that may perform poorly on one attribute by compensating for the poor performance by good performance on another attribute.
Strict guidelines are set prior to selection, and any option that does not meet the specifications is eliminated from consideration.
Conjunctive rule,Elimination-by-aspects rule (EBA), Lexicographic rule, Disjunctive rule
non-compensatory decision rule where the option selected must surpass a minimum cutoff across all relevant attributes
non-compensatory decision rule where the option selected surpasses a relatively high cutoff point on any attribute
non-compensatory decision rule where the option selected is thought to perform best on the most important attribute
Elimination-by-aspects rule (EBA)
non-compensatory decision rule where the consumer begins evaluating options by first looking at the most important attribute and eliminating any option that does not meet at minimum cutoff point for that attribute and where subsequent evaluations proceed in order of importance until only one option remains. Combo of Lexicographic and conjunctive.
The process that converts time and goods, services, or ideas into value.
Consumption and Product Classification
Consumption frequency-the number of times a product or service is consumed in a given time period.
Consumed over long periods of time
Situations and Consumer Reactions
Physical environment, Antecedent conditions, Temporal factors
Process through which cultural meaning is transferred to a product and onto the consumer.
American Consumer Satisfaction Index
ACSI stands for_____
A mild, positive emotional state resulting from a favorable appraisal of a consumption outcome.
A mild, negative affective reaction resulting from an unfavorable appraisal of a consumption outcome.
situational characteristics related to time
the external surroundings and conditions in which something exists
Situational Characteristics that a consumer brings to information processing
Proposes that consumers enter into a consumption experience with predetermined cognitive expectations of a product's performance
Positive disconfirmation - performance perceptions are more positive than what was expected - leads to satisfaction.
Negative disconfirmation - performance perceptions do not meet expectations - leads to dissatisfaction.
Confirmation - performance perceptions exactly match what was expected.
Proposes that consumers cognitively compare their own level of inputs and outcomes to those of another party in an exchange.
Focuses on explaining why a certain event has occurred.
Locus - judgments of who is responsible for an event.
Control - the extent to which an outcome was controllable or not.
Stability - the likelihood that an event will occur again.
Lingering doubts about a decision that has already been made.
Sometimes known as buyer's regret
Any packaging that is no longer necessary for consumption to take place or, in some cases, the actual good that is no longer providing value to the consumer.
Recommended textbook explanations
Myers' Psychology for AP
David G Myers
Myers' Psychology for the AP Course
David G Myers
Myers' Psychology for AP
David G Myers
A Concise Introduction To Logic (Mindtap Course List)
Lori Watson, Patrick J. Hurley
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