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26 terms

Kotler, Armstrong, Principles of Marketing, 11th ed ch5 vocab

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