Chapter 4: Consumer Behavior Flashcards

1
Q

process and activities people engage in with relation to products and services to satisfy their needs and desires

A

Consumer Behavior

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2
Q

factors that compel a consumer to take a particular action

A

Motives

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3
Q

lower-level physiological and safety needs must be satisfied before higher-order needs become meaningful

A

Hierarchy of Needs

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4
Q

face-to-face situations in which an interview asks a consumer to talk freely in an unstructured interview using specific questions designed to obtain insights into their motives, ideas, or opinions

A

In-depth Interviews

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5
Q

efforts designed to gain insights into consumers’ values, motives, attitudes, or needs that are difficult to express or identify by having them project these internal states upon some external object

A

Projective Techniques

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6
Q

a technique in which an individual is asked to respond with the first thing that comes to mind when they are presented with a stimulus

A

Association Tests

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7
Q

a small number of people with similar backgrounds and/or interests who are brought together to discuss a particular product, idea, or issue

A

Focus Group

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8
Q

information retrieval that involves recalling past experiences and information regarding various purchases

A

Internal Search

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9
Q

seeking information from external sources (internet, friend, personal experience)

A

External Search

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10
Q

receiving, selecting, organizing, and interpreting information to create meaningful picture of the world

A

Perception

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11
Q

subset of all brands of which consumer is aware of

A

Evoked Set

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12
Q

dimensions or attributes of a product that are used to compare different alternatives (viewed as product or service attributes)

A

Evaluative Criteria

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13
Q

concrete outcomes of product or service usage (tangible and directly experienced by consumers)

A

Functional Consequences

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14
Q

abstract outcomes that are more intangible, subjective, and personal

A

Psychosocial Consequences

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15
Q

beliefs concerning specific attributes

A

Salient Beliefs

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16
Q

combining product knowledge, meanings and beliefs to evaluate alternatives

A

Integration Processes

17
Q

simplified decision rules customers use for purchase decisions

A

Heuristics

18
Q

selection is made on basis of overall impression or emotion towards product (buy the product you like)

A

Affect Referral Decision Rule

19
Q

predisposition to buy a certain brand by matching purchase motives with attrubutes of brands considered

A

Purchase Intention

20
Q

preference for a particular brand that results in repeated purchases

A

Brand Loyalty

21
Q

psychological tension experienced after a difficult purchase choice

A

Cognitive Dissonance

22
Q

based on the stimulus-response orientation, learning occurs as result of responses to external stimuli in the environment

A

Behavioral Learning Theory

23
Q

learning is an associative process with existing relationship between a stimulus and a response

A

Classical Conditioning

24
Q

learning occurs when individual actively operates or acts on some aspect of the environment

A

Operant Conditioning

25
reward or favorable consequence associated with a particular response
Reinforcement
26
reinforcement of successive acts that lead to desired behavior pattern or response
Shaping
27
group whose presumed perspectives or values are being used by an individual as basis for judgements, opinions, and actions (associative, aspirational, or dissociative)
Reference Groups