Chapter 6 Flashcards
apirational reference group
a group that somone would like to join
cognitive dissonance
inner tension
comsumer behavior
uses to make decision
cosumer behavior process
5 steps
evoked set (consideration set)
group of brands
entensive decision making
several criteria
external info search
outside the enviroment
internal information search
recalling past information stored in the memory
involvement
the amount of time and effort a buyer invests in the search, evaluation and decision processes of cnsumer behavior
learning
creates changes in behavior
limited decision making
requires a moderate amount of time
marketing controlled information search
originates with marketors promiting the product
maslow
5 categories P S S E SA
need recognition
imbalance
nonaspirational reference group
doesn’t want to associate with
non marketing controlled information source
not associated with advertising or promotion
norm
deemed acceptably by a group
primary membership group
informal face to face–family-coworkers
refernce group
formal and informal groups that inlfuence
routine response behavior
type a decision making exhibited by consumers buying frequently purchased, low cost goods and services
secondary membership group
club
professional
religious
selective disortion
changes or distors information that conflicts with their feelings or bliefs
selective exporsre
ignored others
selective retention
remembers only their beliefs
stimulus differention
a learned ability to differntiate among similar products
stimulus generalizaiton
when one response is extended to a second stimulus to the first
subculture
homogenous group of people who share elements
involvement
amount of time a buyer invests
consumer involvement
previous experience interest percieved risk of negative consequences situation social visibility
social influences
reference groups
family members
opinion leaders
individual influences
gender
age/lifecycle
personality/selfconcept/lifestyle
pyschological influences
perception
motivation
learning
beliefs/attitudes
