schiffman 15

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  1. Extensive Problem Solving
    A lot of information needed, Must establish a set of criteria for evaluation
  2. limited problem solving
    Criteria for evaluation established, Fine tuning with additional information
  3. routinized response behavior
    Usually review what they already know
  4. economic view
    perfect competition and the consumer makes rational decisions. They are aware of all choices, can rank their benefits, and can choose the best alternative
  5. passive view
    the consumer is passive to the marketer in making their decisions
  6. cognitive view
    the consumer is a thinking problem solver
  7. emotional view
    emotions are reasons consumers make decisions
  8. need recognition
    Usually occurs when consumer has a “problem”, styles: actual state and desired state
  9. pre-purchase search
    internal then external source, maybe with internet. factors include Product factor, Situational factors, Social acceptability, Consumer factors
  10. evoked set
    The specific brands that the consumer considers when looking at the choices available and how they rate and blending the list of brands they have acquired with the list of criteria that they have decided is important. followed by inept set and inert set.
  11. criteria used for evaluating brands
    consumers will establish criteria which are important to evaluate brands.
  12. compensatory decision rules
    evaluates each brand in terms of each relevant attribute and then selects the brand with the highest weighted score.
  13. Noncompensatory decision rules
    the consumer does not balance positive attributes against negative, but every attribute must reach a minimum level or it will be disqualified. Conjunctive, disjunctive, or lexicographic
  14. conjunctive rule
    the consumer will establish a minimally acceptable cutoff point for each attribute evaluated. Brands that fall below the cutoff point on any one attribute are eliminated from further consideration
  15. disjunctive rule
    the consumer will establish a minimally acceptable cutoff point for each relevant product attribute
  16. lexicographic
    a consumer will first rank product attributes in terms of importance, then compare brands in terms of the attribute considered most important.
  17. affect referral rule
    buying a product with the highest overall rating
  18. illiterate consumers
    They tend to base their decisions on less information and use more basic processing tactics.
  19. coping with missing information
    Delay decision until missing information is obtained, Ignore missing information and use available information, Change the decision strategy to one that better accommodates for the missing information, Infer the missing information
  20. purchase behavior
    trial, repeat purchases, long time commitment (house)
  21. postpurchase evaluation
    Actual Performance Matches Expectations–Neutral Feeling, Actual Performance Exceeds Expectations–Positive Disconfirmation of Expectations, Performance Is Below Expectations -Negative Disconfirmation of Expectations
  22. cognitive dissonance
    the feeling a consumer has that they made the wrong choice.
  23. intergroup gift
    A group giving a gift to another group
  24. intercategory gift
    An individual giving a gift to a group or a group giving a gift to an individual
  25. intragroup gift
    a group giving a gift to itself or its members
  26. interpersonal gift
    a individual giving to another individual
  27. intrapersonal gift
    self gift
  28. relationship marketing
    Marketing aimed at creating relationships with core customers by making them feel good about the company and by giving them a personal connection with the business.
  29. external influences on a consumer
    sociocultural factors and marketer’s efforts, input
  30. consumer decision making
    need recognition, prepurchase search, and evaluation of alternatives, process
  31. purchase
    happens after input and process, output
Card Set:
schiffman 15
2013-12-17 20:46:22

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