Chapter 6 Flashcards
buying behavior
The decision processes and actions of people involved in buying and using products
Consumer buying behavior
The decision processes and purchasing activities of people who purchase products for personal or household use and not for business purposes
Learning Objective 6-1
Recognize the stages of the consumer buying decision process.
- Problem Recognition
- Information Search
- Evaluation of Alternatives
- Purchase
- Postpurchase Evaluation
consumer buying decision process
A five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation
internal search
An information search in which buyers search their memories for information about products that might solve their problem
external search
An information search in which buyers seek information from sources other than their memories
consideration set
A group of brands within a product category that a buyer views as alternatives for possible purchase
evaluative criteria
Objective and subjective product characteristics that are important to a buyer
cognitive dissonance
A buyer’s doubts shortly after a purchase about whether the decision was the right one
Learning Objective 6-2
Classify the types of consumer decision making and the level of involvement.
routinized response behavior, limited decision making, and extended decision making
enduring involvement and situational involvement
routinized response behavior
A consumer problem-solving process used when buying frequently purchased, low-cost items that require very little search-and-decision effort
limited decision making
A consumer problem-solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category
extended decision making
A consumer problem-solving process employed when purchasing unfamiliar, expensive, or infrequently bought products
Impulse buying
An unplanned buying behavior resulting from a powerful urge to buy something immediately
level of involvement
An individual’s degree of interest in a product and the importance of the product for that person
Learning Objective 6-3
Explain how situational influences may affect the consumer buying decision process.
Situational factors can be classified into five categories: physical surroundings, social surroundings, time perspective, reason for purchase, and the buyer’s momentary mood and condition.
Situational influences
Influences that result from circumstances, time, and location that affect the consumer buying decision process
Learning Objective 6-4
Identify the psychological influences that may affect the consumer buying decision process.
- Perception
- Motivation
- Learning
- Attitudes
- Personality and Self-Concept
- Lifestyles
Psychological influences
Factors that in part determine people’s general behavior, thus influencing their behavior as consumers
Perception
The process of selecting, organizing, and interpreting information inputs to produce meaning
Information inputs
Sensations received through sight, taste, hearing, smell, and touch
selective exposure
The process by which some inputs are selected to reach awareness and others are not
Selective distortion
An individual’s changing or twisting of information that is inconsistent with personal feelings or beliefs
selective retention
Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not
Motivation
The inner driving forces or reasons behind an individual’s actions and behaviors
Maslow’s hierarchy of needs
The five levels of needs that humans seek to satisfy, from most to least important
Learning
Changes in an individual’s thought processes and behavior caused by information and experience
attitude
An individual’s enduring evaluation of feelings about and behavioral tendencies toward an object or idea
attitude scale
A means of measuring consumer attitudes by gauging the intensity of individuals’ reactions to adjectives, phrases, or sentences about an object
Personality
A set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations
Self-concept
A perception or view of oneself
lifestyle
An individual’s pattern of living expressed through activities, interests, and opinions
Learning Objective 6-5
Describe the social influences that may affect the consumer buying decision process.
- Roles
- Family Influences
- Reference Groups
- Digital Influences
- Opinion Leaders
- Social Classes
- Culture and Subcultures
social influences
The forces other people exert on one’s buying behavior
roles
Actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons
Consumer socialization
The process through which a person acquires the knowledge and skills to function as a consumer
reference group
A group that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members, regardless of group membership
opinion leader
A member of an informal group who provides information about a specific topic to other group members
social class
An open group of individuals with similar social rank
Culture
The accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment and passes on to future generations
subculture
A group of individuals whose characteristics, values, and behavioral patterns are similar within the group and different from those of people in the surrounding culture
Learning Objective 6-6
Discuss consumer misbehavior.
Therefore, we will define consumer misbehavior as behavior that violates generally accepted norms of a particular society.
