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BUAD 116 > Chapter 3 - Consumer Behavior > Flashcards

Chapter 3 - Consumer Behavior Flashcards

1
Q

What are the 4 situational factors that influence consumers buyer behaviour?

A
  • Social Situations
  • Time
  • Reasons for the Purchase
  • Mood
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2
Q

What are the 3 personal factors that influence consumers buyer behaviour?

A
  • Personality and Self Concept
  • Gender, Age and Stage of Life
  • Lifestyle
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3
Q

What are the 4 psychological factors that influence consumers buyer behaviour?

A
  • Motivation
  • Perception
  • Learning
  • Attitude
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4
Q

What are the 5 societal factors that influence consumers buyer behaviour?

A
  • Culture
  • Subcultures
  • Social Class
  • Reference Groups & Opinion Leaders
  • Family
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5
Q

What is ‘Atmospherics’?

A

Physical factors that firms can control

EX: Layout of a store, music played, lighting, temperature, smells, etc

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6
Q

What is ‘Self-Concept’?

A

How you see yourself—be it positive or negative

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7
Q

What is ‘Ideal Self’?

A

How you would like to see yourself

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8
Q

What are the Big Five Personality Traits?

A
  • Openness
    How open you are to new
    experiences
  • Conscientiousness
    How diligent you are
  • Extraversion
    How outgoing or shy you
    are
  • Agreeableness
    How easy you are to get
    along with
  • Neuroticism
    How prone you are to
    negative mental states
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9
Q

What age group are the huge markets that companies are trying to tap?

A

Empty nesters and baby boomers

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10
Q

What is ‘Psychographics’?

A

Combines the lifestyle traits of consumers and their personality styles with an analysis of their attitudes, activities, and values to determine groups of consumers with similar characteristics.

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11
Q

What one of the most widely used systems to classify people based on psychographic and what does it stand for?

A

The VALS framework
o Values
o Attitudes
o Lifestyles

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12
Q

What is ‘Selective Attention’?

A

The process of filtering out information based on how relevant it is to you

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13
Q

What is ‘Selective Retention’?

A

When people forget information, even if it’s quite relevant to them

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14
Q

What is ‘Selective Distortion’?

A

Misinterpretation of the intended message

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15
Q

What is ‘Shock Advertising’?

A

Using surprising stimuli

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16
Q

What is ‘Subliminal Advertising’?

A

The opposite of shock advertising and involves exposing consumers to marketing stimuli

EX: Photos, ads, and messages by stealthily embedding them in movies, ads, and other media

17
Q

What is ‘Operant/Instrumental Conditioning’?

A

Learning occurs through repetitive behavior that has positive or negative consequences

18
Q

What is ‘Classical Conditioning’?

A

Occurs by associating a conditioned stimulus with an unconditioned stimulus to get a particular response

19
Q

What are ‘Reference Groups’?

A

Groups a consumer identifies with and may want to join

EX: Social groups, work groups, family, or close friends

20
Q

What are ‘Dissociative Groups’?

A

Groups where a consumer does not want to be associated

21
Q

What are ‘Opinion Leaders’?

A

People with expertise in certain areas. Consumers respect these people and often ask their opinions before they buy goods and services

22
Q

What are ‘Low-Involvement Decisions’?

A

Typically, products that are relatively inexpensive and pose a low risk to the buyer if she makes a mistake by purchasing them

23
Q

What is ‘Routine Response Behaviour’?

A

When consumers make automatic purchase decisions based on limited information or information they have gathered in the past

24
Q

What is ‘Impulse Buying’?

A

Purchases are made with no planning or previous thought

25
Q

What are ‘High-Involvement Decisions’?

A

Items are not purchased often but are relevant and important to the buyer. They carry a higher risk to buyers if they fail, are complex, and/or have high price tags

26
Q

What is ‘Extended Problem Solving’?

A

They spend a lot of time comparing different aspects such as the features of the products, prices, and warranties

27
Q

What is ‘Limited Problem Solving’?

A

Limited problem solving when they have some information about a good or service but continue to search for a little more information

  • Falls somewhere between low-involvement and high-involvement decisions
28
Q

What are the 6 Stages in the Buying Process?

A
  1. Need Recognition
  2. Search for Product Information
  3. Product Evaluation
  4. Product Choice and Purchase
  5. Post-purchase use and Evaluation of Product
  6. Disposal of the Product
29
Q

What is ‘Evaluative criteria’?

A

Certain characteristics that are important to you

30
Q

What is ‘Post-purchase Dissonance/Buyers Remorse’

A

Typically, occurs when a product or service does not meet your expectations

31
Q

What is ‘Planned Obsolescence’?

A

A deliberate effort by companies to make their products obsolete, or unusable, after a period of time

BUAD 116 (9 decks)

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