Ch.5 Flashcards
Consumer behavior
Study of consumers and the processes they use to choose, use, and dispose of products and services, including consumers emotional, mental, and behavioral responses
Economic needs
Needs concerned with making the best use of a consumer’s time and money
Psychological influences
Needs versus wants, pssp hierarchy of needs, lifestyle dimensions
Needs
The basic forces that motivate person to do something
Wants
Needs that are learned during a person’s life
Pssp hierarchy of needs
Psychological needs, safety needs, social needs, personal needs
Lifestyle dimensions
Activities, interest, and opinions
Social influences
The forces other people exert on one’s buying behavior
Social influence forces
Family life cycle, social class, reference group, opinion leader, effects of culture and ethnicity
Family life cycle
A series of stages determined by a combination of age, marital status, and the presence or absence of children
Social class
A group of people who have equal social positions viewed by society
What factors determine social class?
Occupation, education, type, and location of housing
Reference group
Refers to the people to whom an individual looks when forming attitudes about a particular topic
Opinion leader
A person who influences others ( usually famous people )
Effects of culture and ethnicity
Important cultural and ethnic dimensions are preserved which affects a consumer’s actions and purchases
Purchase situation influences
Reason, time, and location
Problem solving continuum
Extensive problem solving, limited problem solving, and routinized response behavior
Extensive problem solving
Much effort and satisfying a need
Limited problem solving
Some effort into satisfying a need
Routinized response behavior
Regularly select a particular way of satisfying a need
High involvement purchases
Purchases that are very important to the customer
Low involvement purchases
Purchases that have little importance or relevance for the customer
Consumer decision process
Need awareness, problem solving, purchase situation, and post purchase experience
