MKT 5 Consumer Markets and Buyer Behavior

The flashcards below were created by user jo73 on FreezingBlue Flashcards.

  1. Consumer Buying Behavior
    buying behavior of final consumers which are individuals that buy goods and services for personal consumption
  2. Consumer Market
    Final consumers combine to make up this
  3. Marketers need to understand the role played by the buyer's ___, ___, and ___.
    Culture, subculture, and social class
  4. Culture
    One of the most basic cause of a person's wants and behavior
  5. Subculture
    • groups of people which shared value systems based on common life experiences and situations.
    • Group under culture
  6. Cross-cultural marketing
    Practice of including ethnic themes and cross-cultural perspectives within their mainstream marketing.
  7. Social Class
    Society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors
  8. Group
    two or more people who interact to accomplish individual or mutual goals
  9. Word of Mouth influence
    impact of the personal words and recommendations of trusted friends, family, associates, and other consumers on buying behavior
  10. Opinion Leaders
    People within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others
  11. Online social networks
    Online communities where people socialize or exchange information and opinions
  12. A buyer's decisions are influenced by personal characteristics such as... (6)
    • Age and life cycle
    • occupation
    • economic situation
    • lifestyle
    • personality
    • self concept
  13. Lifestyle
    A person's pattern of living as expressed in his or her activities, interests, and opinions
  14. Personality
    The unique psychological characteristics that distinguish a person or group
  15. A person's buying choices are influenced by four major psychological factors
    Motivation, perception, learning, beliefs, and attitudes
  16. Motive
    need that is sufficiently pressing to direct the person to seek satisfaction
  17. Perception
    the process by which people select, organize, and interpret information to form a meaningful picture of the world
  18. Learning
    describes changes in an individual's behavior arising form experience
  19. Belief
    A descriptive thought that a person holds about something
  20. Attitude
    describes a person's relatively consistent evaluations, feelings, and tendencies toward an object
  21. Types of buying decision behavior
    • Complex¬†
    • Dissonance-Reducing
    • Habitual¬†
    • Variety-seeking
  22. Complex buying behavior
    highly involved in a purchase and perceive significant difference among brands
  23. Dissonance-reducing buying behavior
    Occurs when consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands
  24. habitual buying behavior
    occurs under conditions of low-consumer involvement and little significant brand difference
  25. Variety-seeking buying behavior
    situations characterized by low consumer involvement but significant perceived brand differences
  26. What is the buyer decision process?
    • Need recognition
    • information search
    • evaluation of alternatives
    • Purchase decision
    • Post purchase behavior
  27. Need Recognition
    buyer recognizes a problem or need
  28. information search
    stage of the buyer decision process in which the consumer is motivated to search for more information
  29. Alternative evaluation
    the stage of the buyer decision process in which the consumer uses information to evaluate alternative bands in the choice set
  30. Purchase Decision
    Buyer's decision about which brand to purchase
  31. Post purchase behavior
    stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction
  32. Cognitive dissonance
    discomfort caused by post purchase conflict
Card Set:
MKT 5 Consumer Markets and Buyer Behavior
2016-10-07 22:37:23
Show Answers: