5. Consumer Market and Buying Behaviour Flashcards
Customer buyer behavior
The buying behavior of final consumers—
individuals and households that buy
goods and services for personal
consumption.
Customer market
All the individuals and households that
buy or acquire goods and services for
personal consumption.
What is Culture?
The set of basic values, perceptions,
wants, and behaviors learned by a
member of society from family and other
important institutions.
What are the cultural factors influencing consumer behavior?
Culture, Subculture, Social class
What are the social factors influencing consumer behavior?
Groups and social networks, Family, Roles and status.
What are the personal factors influencing consumer behavior?
Age and lifecycle stage, Occupacion, Economic situation, Lifestyle, personality and self-concept.
What are the psychological factors influencing customer behavior?
Motivation, Perception, Learning, Beliefs nad attitudes.
What is Subculture?
A group of people with shared value
systems based on common life
experiences and situations.
What is a Total marketing strategy?
Integrating ethnic themes and cross-
cultural perspectives within a brand’s
mainstream marketing, appealing to
consumer similarities across subcultural
segments rather than differences.
What is Social class?
Relatively permanent and ordered
divisions in a society whose members
share similar values, interests, and
behaviors. A social class is determined by a combination of occupation, income, education, wealth, and other variables.
Group (Social factor)
Two or more people who interact to
accomplish individual or mutual goals.
Word-of-mouth influence
The impact of the personal words and
recommendations of trusted friends,
family, associates, and other consumers
on buying behavior.
Opinion leader
A person within a reference group who,
because of special skills, knowledge,
personality, or other characteristics,
exerts social influence on others.
Online social networks (Social Factor)
Online social communities—blogs, online
social media, brand communities, and
other online forums—where people
socialize or exchange information and
opinions.
Lifestyle (personal influencing factor)
A person’s pattern of living as expressed
in his or her activities, interests, and
opinions.
Personality (personal influencing factor)
The unique psychological characteristics
that distinguish a person or group.
Motive /or drive/ (psychological influencing factor)
A need that is sufficiently pressing to
direct the person to seek satisfaction of
the need.
Perception (psychological influencing factor)
The process by which people select,
organize, and interpret information to
form a meaningful picture of the world.
Learning (psychological influencing factor)
Changes in an individual’s behavior
arising from experience.
Belief (psychological influencing factor)
A descriptive thought that a person holds
about something.
Attitude (psychological influencing factor)
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.
