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Dbadams94
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Consumer behavior is based on how consumers... (MU)
- 1. Make purchase decisions
- 2. Use and dispose of products
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A five-step process used by consumers when buying goods or services.
Consumer decision-making process
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5 steps of the consumer decision-making process. (NIEPP)
- 1. Need recognition
- 2. Information search
- 3. Evaluation of alternatives
- 4. Purchase
- 5. Post-purchase behavior
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Result of an imbalance between actual and desired states.
Need recognition.
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The first stage in the decision-making process.
Need recognition
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Any unit of input affecting one or more of the five senses.
Stimulus
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... helps consumers recognize an imbalance between present status and preferred state.
Marketing
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An excellent way to understand needs is to view them as... or...
job statements, outcome statements.
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Recalling information in memory is part of the... search.
internal information
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Seeking information in outside environment is part of the... search.
external information
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2 types of external information searches. (NM)
- 1. Nonmarketing-controlled
- 2. Marketing-controlled
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Group of brands, resulting from an information search, from which a buyer can choose.
Evoked set
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3 steps in evaluating alternatives and purchases. (ACR)
- 1. Analyze attributes
- 2. Cutoff criteria
- 3. Rank attributes
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Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions.
Cognitive dissonance
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Consumers can reduce dissonance by... (SAR)
- 1. Seeking info that reinforces optimism
- 2. Avoiding information that causes doubt
- 3. Returning the product
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Marketing can minimize dissonance through effective...
communication with purchasers.
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The amount of time and effort a buyer invests in the search,evaluation, and decision processes of consumer behavior.
Involvement
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4 parts of limited decision making. (LLES)
- 1. Low levels of involvement
- 2. Low to moderate cost goods
- 3. Evaluation of a few alternative brands
- 4. Short to moderate time to decide
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5 parts of extensive decision making. (HHELM)
- 1. High levels of involvement
- 2. High cost goods
- 3. Evaluation of many brands
- 4. Long time to decide
- 5. May experience cognitive dissonance
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4 factors Determining the Level of Consumer Involvement. (PIPS)
- 1. Previous experience
- 2. Interest
- 3. Perceived risk of negative consequences
- 4. Social visibility
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6 Components of culture. (LMVCRL)
- 1. Language
- 2. Myths
- 3. Values
- 4. Customs
- 5. Rituals
- 6. Laws
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Culture is... (DPFL)
- 1. Dynamic
- 2. Pervasive
- 3. Functional
- 4. Learned
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An enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct.
Value
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A homogeneous group of people who share elements of the overall culture as well as cultural elements unique to their own group.
Subculture
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A group of people in a society who are considered nearly equal in status or community esteem,who regularly socialize among themselves both formally and informally, and who share behavioral norms.
Social class
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5 social class measurements. (OIEWO)
- 1. Occupation
- 2. Income
- 3. Education
- 4. Wealth
- 5. Other variables
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2 impacts of social class on marketing. (IH)
- 1. Indicates which medium to use for advertising
- 2. Helps determine the best distribution for products
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3 social influences. (ROF)
- 1. Reference groups
- 2. Opinion leaders
- 3. Family members
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3 influences of reference groups. (SAN)
- 1. They serve as information sources and influence perceptions.
- 2. They affect an individual’s aspiration levels.
- 3. Their norms either constrain or stimulate consumer behavior.
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The first to try new products and services out of pure curiosity.
Opinion leaders
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Opinion leaders may be challenging to...
locate.
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Marketers are increasingly using social media to determine and attract...
opinion leaders.
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... differences between men and women result in different needs, such as health and beauty products.
Physiological
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Trends in gender marketing are influenced by the... in society.
changing roles of men and women.
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Consumer tastes in food, clothing, cars, furniture, and recreation are often...-related
age-related
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Marketers define target markets according to... such as “young singles” and “young married with children.”
life cycle stages
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Personality combines... and...
psychological makeup, environmental forces
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Human behavior depends largely on...
self-concept
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Self-concept combines... and...
ideal self-image, real self-image.
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When a consumer notices certainstimuli and ignores others.
Selective exposure
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When a consumer changes or distorts information that conflicts with feelings or beliefs.
Selective distortion
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When a consumer remembers only that information that supports personal beliefs.
Selective retention
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Type of learning when an experience changes behavior.
Experiential learning
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Type of learning that is not through direct experience.
Conceptual learning
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An organized pattern of knowledge that an individual holds as true about his or her world.
Belief
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A learned tendency to respond consistently toward a given object.
Attitude
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The marketing of goods and services to individuals and organizations for purposes other than personal consumption.
Business marketing
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The key in business products is...
intended use
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The use of the Internet to facilitate the exchange of goods, services, and information between organizations.
B-to-B electronic commerce
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B-to-B marketers are behind their B-to-C counterparts in...
social media adoption
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