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MARK 3000 > Mark 3000 Chapter 6 > Flashcards

Mark 3000 Chapter 6 Flashcards

1
Q

what are the steps in the consumer decision process?

A

-need recognition
-information search
-alternatives evaluation
-purchase
-post purchase

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2
Q

what does it mean to need recognition?

A

consumers SEE that they have a need for something and decide to fulfill that need

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3
Q

what does it mean to search for information?

A

the consumer tries to figure out how they can fulfill their need through two search options

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4
Q

what are the two search options consumers use to search for information?

A

internal and external

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5
Q

what does external search for information mean?

A

using every thing OUTSIDE their personal knowledge

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6
Q

what does internal search for information mean?

A

using their own personal knowledge

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7
Q

what is internal locus of control?

A

when people they they control the outcomes of their outcomes

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8
Q

what is external locus of control?

A

when people tend to leave everything up to fate

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9
Q

what type of people tend to not do a lot of research ?

A

people who use external locus of control

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10
Q

what is the evaluation of all options available to solve the problem to see which one is best?

A

alternative evaluation

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11
Q

what includes ALL choices?

A

universal set of attributes; literally every single choice of product under the sun that could fulfill a person’s need

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12
Q

what are those brands or stores that can readily brought forth from memory ?

A

retrieval set of attributes

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13
Q

what are brands that are actually considered when trying to make a choice between alternatives?

A

evoked set of attributes

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14
Q

what type of attributes do firms want to get into by maximizing buying potential for their products?

A

evoked set of attributes

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15
Q

what are consumer decision rules?

A

a set of criteria that consumers use to select between alternatives

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16
Q

what are the two types of consumer decision rules?

A

compensatory and non compensatory

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17
Q

what type of decision rule is when the characteristics between goods are traded off so that good characteristics are balance between bad? (the one will more good will beat the bad)

A

compensatory decision rule

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18
Q

what type of decision rule is when there’s one deal breaking characteristic and a product is chose based on how well it fits that characteristic?

A

non compensatory decision rule

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19
Q

which product did you actually buy?

A

purchase

20
Q

do you even buy a product or decide to re-evaluate and do more research?

A

purchase

21
Q

what is the conversion rate?

A

the percent of customers who actually PURCHASE the product after looking at it

22
Q

how do the customers feel after buying the product?

A

post purchase

23
Q

what are the three post purchase scenarios ?

A

-they are satisfied
-they experience buyer’s remorse
-they are NOT happy

24
Q

what psychological factors influence the consumer decision process?

A

-motives
-attitudes
-perceptions
-learning
-lifestyles
-demographics

25
Q

what method is used to classify peoples methods?

A

Maslows hierarchy of needs

26
Q

what are Maslows hierarchy of needs?

A
  1. physiological needs
  2. safety needs
  3. love needs
  4. esteem needs
  5. self actualization
27
Q

what are physiological needs?

A

what you need to just survive

28
Q

what are safety needs?

A

what you need to stay safe

29
Q

what are love needs?

A

needs expressed through interaction with other people

30
Q

what are esteem needs?

A

needs that let you fulfill inner desires

31
Q

what is self actualization?

A

you have no more needs and are completely satisfied

32
Q

what are the 3 types of attitudes?

A

cognitive, affective and behavioral

33
Q

what is cognitive behavior?

A

your beliefs

34
Q

what is affective behavior

A

how do you feel about the issue/brand?

35
Q

what is behavioral attitudes?

A

what moves do you make to solve a problem?

36
Q

what is a change in a persons thought process or behavior that takes place ?

A

LEARNING

37
Q

what are social factors that can influence the consumer decision process?

A

family, reference groups, culture

38
Q

what affect does children have on consumers?

A

children DIRECTLY influenced buying decisions —>especially snacks, foods, clothes, and family cares

39
Q

what are people that are used by marketers as a BASIS for comparison?

A

reference groups

40
Q

what are situational factors influencing the consumer decision process?

A

-purchase situation
-shopping situation
-crowding
-in store demonstrations
-promotions
-packaging

41
Q

how involved is the customer in the buying decision and how interested are they in the product they end up buying?

A

you are either very involved or dont really give a shit, depending on what kind of purchase it is

42
Q

what is high involvement?

A

-you care a lot
- a lot of risk involved in this purchase/ expensive
-messing up this purchase could mean it negatively impacts your life

43
Q

what is low involvement?

A

-low risk purchases
-low cost

44
Q

what are the types of problem solving?

A

extended, limited and habitual

45
Q

what is extended problem solving?

A

you spend a lot of time and effort into analyzing purchase

46
Q

what is limited problem solving?

A

you put in a medium amount of effort

47
Q

what is habitual problem solving?

A

you barely put any thought in to it

MARK 3000 (9 decks)

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