Chapter 7 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.
Consumer Buying Decision Process
A five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and post-purchase 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 doubt shortly after a purchase about whether the decision was the right one.
Situational Influences
Influences that result from circumstances, time, and location that affect the consumer buying decision process.
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.
Motive
An internal energizing force that directs a person’s behavior toward satisfying needs or achieving goals.
Maslow’s Hierarchy of Needs
The five levels of needs that human seek to satisfy, from most to least important.
Patronage Motives
Motives that influence where a person purchases products on a regular basis.
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 individual’s 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.
Level of Involvment
An individual’s degree of interest in a product and the importance of the product for that person.
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 Problem Solving
A consumer problem-solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category.
Extended Problem Solving
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.
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.
Customer 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.
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.
Consumer Misbehavior
Behavior that violates generally accepted norms of a particular society.
