Exam 1 CHP 6 Flashcards
Recognition of an unfulfilled need and a product that will satisfy it.
Want
Group of brands resulting from an information search from which a buyer can choose.
Evoked set
Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions.
Cognitive dissonance
Frequently purchase low-cost goods and services.
Routine Response Behavior
What are the 4 factors that determine the level of consumer involvement?
- Previous Experience
- Interest
- Perceived Risk of Negative Consequences
- Social Visibility
Require extensive and information promotion to the target level.
High-involvement Purchases
Set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the product of that behavior as they are transmitted from one generation to the next.
Functions of culture
Value a customer expects to obtain from a purchase.
Perceived Value
A homogeneous group of people who share elements of the overall culture as well as cultural elements unique to their group.
Subculture
Group of people in a society based on income/personalities.
Social class
Includes all groups with which people interact regularly in an informal manner.
Primary Membership Group
Persons who influence others. Usually the head of a reference group.
Opinion Leaders
Factors such as gender, age, life cycle stage, personality, self-concept, and lifestyle also play important roles in consumer decision-making.
Individual Influences
Process whereby a consumer notices certain stimuli and ignores others.
Selective Exposure
What are the 2 types of changes to behavior/beliefs?
- Experiential
2. Conceptual
The value derived from a product, or service that helps the consumer solve problems and accomplish tasks.
Utilitarian Value
The value that acts as an end in itself rather than as a means to an end.
Hedonic Value
What are the 5 steps to the consumer decision-making process?
- Need Recognition
- Information Search
- Evaluation of Alternatives
- Purchase
- Postpurchase Behavior
Seeking information in the outside environment.
External Information Search
A product information source that is not associated with the promotion.
Nonmarketing-controlled Information Search
A product information source that originates with marketers promoting a product.
Marketing-controlled Information Search
A decision that typically occurs when a consumer has a previous product experience but is unfamiliar with the current brands available
Limited Decision Making
When buying an unfamiliar, expensive product or an infrequently purchased item.
Extensive Decision Making
Require in-store promotion, eye-catching package design, ad good displays.
Low-involvement Purchases
A less consistent interacting group that is more formal.
Secondary Membership Group
A group a person would like to join.
Aspirational Reference Group
A group a person would NOT like to join.
Nonaspirational Reference Group
To decide which stimuli to notice and which to ignore.
Selective Distortion
Remembering only information that supports personal feelings or beliefs.
Selective Retention
Remembering only information that supports personal feelings or beliefs.
Selective Retention
Result of an imbalance between actual and desired states.
Need
