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10 Terms
What are the 5 steps in the consumer decision process?
Identify Need → Search → Evaluate Options → Choose → Evaluate Decision
Functional need vs. psychological need
Functional = what it DOES; Psychological = how it makes you FEEL.
What is Maslow’s hierarchy from lowest to highest?
Physiological → Safety → Social → Esteem → Self-Actualization
What is a heuristic?
A mental shortcut used to simplify a buying decision.
What are the key internal influences?
Perception, motivation, learning, attitudes, personality, and lifestyle.
What are the 3 categories of purchase frequency?
Habitual → Infrequent → Rare
Frequency vs. involvement?
Frequency = how often; Involvement = how important the decision feels.
How does high involvement affect decision-making?
More searching, comparison, time, and effort because the decision has greater importance/risk.
What are the main situational factors?
Physical surroundings, time, purchase reason, and mood/condition.
What are the key external influences?
Family, reference groups, roles, social class, culture, and subculture.