Consumer Behavior and B2B EXAM1 Flashcards
Key Term: Feeling of post-purchase psychological tension or anxiety
Cognitive Dissonance
Key Term: The energizing force that stimulates behavior to satisfy a need
Motivation
Key Term: The individual force that guides and directs behavior
Personality
Key Term: Characteristics of personality
Traits
Key Term: The way people see themselves, and the way they believe others see them
Self-Concept
Key Term: Process by which a person selects, organizes, & interprets information to create his/her picture of the world
Perception
Key Term: Filtering of exposure, comprehension, & retention
Selective Perception
Key Term: Seeing or hearing messages without being aware of receiving them
Subliminal Perception
Key Term: Learned predisposition to respond to a stimulus in a consistent way
Attitudes
Key Term: Consumer’s subjective Individual perception of how a product or brand performs on different attributes
Beliefs
Key Term: Society’s personally or socially preferred modes of conduct that tend to persist over time
Values
Key Term: Way of living that reflects how people spend their time and other resources
Lifestyle
Key Term: Individuals who exert direct or indirect social influence over others
Opinion Leaders
Key Term: Influence spread by people during conversations
Word of Mouth
Key Term: Subgroups within a larger culture, showing unique values, ideas and attitudes
Subculture
Key Concept: Favorable attitude toward & consistent purchase of brand over time
Brand Loyalty
Key Concept: People to whom others look for self-appraisal, a source of personal standards, or approval
Reference Groups
Key Concept: Distinct phases through which a family moves, showing distinctive purchasing behaviors
Family Life Cycle
Key Concept: Relatively permanent, homogeneous divisions in society, into which people sharing similar values, interests and behavior, can be grouped
Social Class
Key Concept: The actions taken by an individual to purchase & use products & services
Consumer Behavior
Key Concept: What is the 1st step in the Purchase Decision Process?
Problem Recognition
Key Concept: What is the 2nd step in the Purchase Decision Process?
Information Search
Key Concept: What is the 3rd step in the Purchase Decision Process?
Alternative Evaluation
Key Concept: What is the 4th step in the Purchase Decision Process?
Purchase Decision
Key Concept: What is the 5th step in the Purchase Decision Process?
Post-Purchase Behavior
Key Concept: 1) Problem Recognition (2) Information Search (3) Alternative Evaluation (4) Purchase Decision & (5) Post-Purchase Behavior are the steps in the:
Purchase Decision Process
