MKT 307 Test 3

buying behavior

The decision processes and actions of people involved in buying and using products

consumer buying behavior

The decision processes and purchasing activities of people who purchase products for personal or household use and not for business purposes

consumer buying decision process

A five stage purchase decision process that includes

problem recognition

When a buyer becomes aware of a difference between a desired state and an actual situation

internal search

An information search in which buyers search their memories for information about products that might solve their problem

external search

An information search in which buyers seek information from sources other than their memories

consideration set

(Evoked set) A group of brands within a product category that a buyer views as alternatives for possible purchase

evoked criteria

Objective and subjective product characteristics that are important to a buyer

Framing

The process of describing the alternatives and their attributes in a certain manner

Satisfaction

Exists when the product’s actual performance meets expectations

Dissatisfaction

exists when the product’s actual performance does not meet expectations

cognitive dissonance

A buyer’s doubt shortly after a purchase about whether the decision was the right one

routinized response behavior

A consumer decision making process used when buying frequently purchased, low cost items that require very little search and decision effort

limited decision making

A consumer decision making process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category

extended decision making

A consumer decision making process employed when purchasing unfamiliar, expensive, or infrequently bought products

impulse buying

An unplanned buying behavior, involving no conscious planning, resulting from a powerful urge to buy something immediately

level of involvement

An individuals degree of interest in a product and the importance of the product for that person

high involvement products

Products that tend to be those that are visible to others and are more expensive

low involvement products

Products that tend to be those that are less visible to others and are cheaper

enduring involvement

Ongoing and long term involvement with a product or product category

situational involvement

Temporary amd dynamic involvement resulting from a particular set of circumstances

situational influences

Influences that result from circumstances, time, and location that affect the consumer buying decision process

psychological influences

Factors that in part determine people’s general behavior, thus influencing their behavior as consumers

Perception

The process of selecting, organizing, and interpreting information inputs to produce meaning

information inputs

Sensations received through sight, taste, hearing, smell, and touch

selective exposure

The process by which some inputs are selected to reach awareness and others are not

selective distortion

An individual’s changing or twisting of information that is inconsistent with personal feelings or beliefs

selective retention

Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not (Self verification theory)

Figure ground

occurs when a portion of the information inputs that reach awareness stands out as the figure and others become the background

Closure

is an organized method in which a person mentally fills in information gaps to make a pattern or statement

Motivation

The inner driving forces or reasons behind an individual's actions and behaviors

Maslow’s Hierarchy of Needs

The five levels of needs that humans seek to satisfy, from most to least important

Learning

Changes in an individual's thought process and behavior caused by information and experience

Attitude

An individual’s enduring evaluation of feelings about and behavioral tendencies toward an object or idea

Affect

Feelings toward the object and idea (ABC)

Cognition

Knowledge and information about the object or idea (ABC)

Behavior

Actions regarding the object or idea (ABC)

attitude towards object model

Product attributes are used to understand, and possibly predict, a consumer’s attitude (Fishbein)

behavioral intentions model

Rather than focus on product attributes, focuses on intentions to act on or purchase

attitude scale

A means of measuring consumer attitudes by gauging the intensity of individuals’ reactions to adjectives, phrases, or sentences about an object

Personality

A set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations

Self concept

A perception or view of oneself

Lifestyle

An individual’s pattern of living expressed through activities, interests, and opinions

social influences

The forces other people exert on one’s buying behavior

Norm

Specifications of behavior which all group members expect of all group members

Role

Actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons

consumer socialization

The process through which a person acquires the knowledge and skills to function as a consumer

reference group

A group that a person identifies with so strongly that they adopt the values, attitudes, and behavior of group members

membership group

A group to which an individual actually belongs

aspirational group

A group to which an individual aspires to belong

disassociative group

A group to which an individual does not want to be associated with

digital influences

Opinions of those on social media, reviews on e

opinion leader

A member of an informal group who provides information about a specific topic to other group members (influencer)

social class

A open group of individuals with similar social rank

Culture

The accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment and passes on to future generations

Subculture

A group of individuals whose characteristics, values, and behavioral patterns are similar within the group and different from those of people in the surrounding culture

consumer misbehavior

Behavior that violates generally accepted norms of a particular society