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Chapter 5

Terms in this set (32)

consumer buying behavior
the buying behavior of final consumers- individuals and households that 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 class
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 skills, knowledge, personality, or other characteristics, exerts social influence on others
online social networks
online social communities where people socialize or exchange information and opinions
buyers decision
age and life-cycle stage, occupation, economic situation, lifestyle, and personality and self concept effect this
lifestyle
a persons 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
brand personality
the specific mix of human traits that may be attributed to a particular brand
motive
a need that is sufficiently pressing to direct the person to seek satisfaction of the need
maslow's hierarchy of needs
most pressing at the bottom to the least pressing at the top. physiological needs, safety needs, social needs, esteem needs, self-actualization needs
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 significantly perceived brand differences
variety seeking buying behavior
consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences
the buyer decision process
need recognition, information search, evaluation of alternatives, purchase decision, postpurchase behavior
need recognition
first stage of the buying 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 have heightened attention or go into an active information search
alternative evaluation
the stage in the buyer process in which the consumer uses information to evaluate alternative brands in the choice set
purchase decision
the buyers decision on which brand to purchase
post purchase behavior
the stage of the buyer decision process in which the consumer 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 first hearing about an innovation to final adoption
five stages in the process of adapting a new product
awareness- becomes aware of product, interest- seeks information, evaluation- decides whether to try out product, trial- tries the product, adaption- adopts the product
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