Chapter 6 Flashcards
What is consumer buyer behavior?
The buying behavior of final consumers - individuals and households that buy goods and services for personal consumption.
What is consumer market?
All the individuals and households that buy and acquire goods and services for personal consumption.
What factors influence consumer purchases?
Consumer purchases are influenced strongly by cultural, social, personal, and psychological characteristics.
What is culture?
The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.
What is subculture?
A group of people with shared value systems based on common life experiences and situations.
What is cross-cultural marketing?
Including ethnic themes and cross-cultural perspectives within a brand’s mainstream marketing, appealing to consumers similarities across cultures rather than differences.
What is a social class?
Relatively permanent and ordered division in a society whose members share similar values, interests, and behaviors.
What is a group?
Two or more people who interact to accomplish individual or mutual goal.
What is word-of-mouth influence?
The impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior.
What is opinion leader?
A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.
What is the online social network?
Online social communities - blogs, social networking websites, and other online communities - where people socialize or exchange information and opinions.
What social factors influence buyers behavior?
Groups and social networks
Family
Roles and status
Which personality factors influence buyers decisions?
Age and life-cycle stage Occupation Economic situation Lifestyle Personality and self-concept
What is a lifestyle?
A person’s pattern of living as expressed in his activities, interests, and opinions.
What is personality?
The unique psychological characteristics that distinguish a person or group.
What major psychological factors influence buyers behavior?
Motivations
Perception
Learning
Beliefs and attitudes
What is a motive?
A need that is sufficiently pressing to direct the person to seek satisfaction of the need.
What is perception?
The process by which people select, orginize, and interpret information to form a meaningful picture of the world.
What is learning?
Changes in an individual’s behavior arising from experience.
What is belief?
A description through that a person holds about something.
What is attitude?
A person’s consistently favorable or unfavorable evaluation, feelings, and tendencies toward an object or idea.
What are the steps in buyer decision process?
1) Need recognition
2) Information search
3) Evaluation of alternatives
4) Purchase decision
5) Post purchase behaviour
What is cognitive dissonance?
Buyers discomfort caused by post-purchase conflict.
What is a new product?
A good, service, or idea that is perceived by some potential customers as new.
What is adoption process?
The mental process through which an individual passes from first hearing about an innovation to final adoption.
What are stages in the adoption process?
1) Awareness
2) Interest
3) Evaluation
4) Trial
5) Adoption
Which product characteristics influence rate of adoption?
Relative advantage Compatibility Complexity Divisibility Communicability
