Consumer Behaviour Flashcards
What are the 4 major consumer theory disciplines?
Psychology, Sociology, Anthropology, Economics
What are the 3 buying situations?
Routing problem solving (low involvement)
Limited problem solving (medium involvement)
Extended problem solving (high involvement)
Outline the 5-stage decision making process for consumers?
- Need recognition
- Information search
- Information evaluation
- Purchase decision
- Post-Purchase evaluation
What are the 3 types of need?
Functional
Social
Need for change
What are the 4 sources used to carry out information search?
Personal
Commercial
Public
Experimental
In what case is the “information evaluation” stage of the decision-making process overlooked?
In the case of impulse buys
What are the sub-stages of the “purchase decision” stage of the decision-making process?
Purchase intention (factors can still change the consumers mind)
Purchase decision
What happens in the “post-purchase evaluation” stage of the decision-making process?
Comparison of consumers prior expectations and their perceived performance of the product.
What are the 3 sociocultural influences on the decision-making process?
Reference groups
Household influences
Culture
Outline the 5 primary psychological influences on consumer behaviour?
- Motivation
- Personality
- Perception
- Learning
- Attitudes
What is Maslow’s Hierarchy of Needs? (Do not outline the levels)
A depiction of 5 motivational needs as hierarchical levels within a pyramid
One must satisfy the needs at the lower levels in order to progress to meet higher level needs
Outline the levels of Maslow’s Hierarchy of Needs from bottom to top…
Example/explanation for each
Physiological (hunger)
Safety (protection)
Social (membership)
Esteem (Status/success)
Self-Actualisation (fulfilment of potential)
What two inputs form perception
Physical stimuli
Internal stimuli
What is “selective perception”?
How we block out irrelevent information
What is “perceptual selection”?
How we subconsciously select which stimuli we use
