Chapter Five Flashcards
Consumer buyer behaviour
The buying behaviour of final consumers — individuals and households that buy goods and services for personal consumption.
Consumer market
All the individuals and households that buy or acquire goods and services for personal consumption.
Culture
The set of basic values, perceptions, wants and behaviours learned by a member of society from family and other important institutions.
Subculture
A group of people with shared value systems based on common life experiences and situations.
Social class
Relatively permanent and ordered divisions in a society whose members share similar values, interests and behaviours.
Group
Two or more people who interact to accomplish individual or mutual goals.
Opinion leader
A person within a reference group who, because of special skills, knowledge, personality or other characteristics, exerts social influence on others.
Online social networks
Online social communities — blogs, social networking Web sites, or even virtual worlds — where people socialise or exchange information and opinions.
Lifestyle
A person’s pattern of living as expressed in his or her activities, interests and opinions.
Personality
The unique psychological characteristics that distinguish a person or group.
Motive (drive)
A need that is sufficiently pressing to direct the person to seek satisfaction of the need.
Perception
The process by which people select, organise, and interpret information to form a meaningful picture of the world.
Learning
Changes in an individual’s behaviour arising from experience.
Belief
A descriptive thought that a person holds about something.
Attitude
A person’s consistently favourable or unfavourable evaluations, feelings and tendencies toward an object or idea.
Complex buying behaviour
Consumer buying behaviour characterised by high consumer involvement in a purchase and significant perceived differences among brands.
Dissonance-reducing buying behaviour
Consumer buying behaviour characterised by high involvement but few perceived differences among brands.
Habitual buying behaviour
Consumer buying behaviour characterised by low-consumer involvement and few significantly perceived brand differences.
Variety-seeking buying behaviour
Consumer buying behaviour characterised by low consumer involvement but significant perceived brand
differences.
Need recognition
The first stage of the buyer decision process in which the consumer recognises a problem or need.
Information search
The stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into an active information search.
Alternative evaluation
The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set.
Purchase decision
The buyer’s decision about which brand to purchase.
Postpurchase behaviour
The stage of the buyer decision process in which consumers take further action after purchase based on their satisfaction or dissatisfaction with a purchase.
