Marketing: The Core 9th edition (chapter 4)

consumer behavior

consumer behavior

The actions a person takes in purchasing and using products and services

purchase decision process

The stages a buyer passes through in making choices about which products or services to buy

The five stages of purchase decision process:

1. problem recognition
2. information search
3. alternative evaluation
4. purchase decision
5. post purchase behavior

primary sources of external information are:

1. personal sources
2. public sources
3. marketer-dominate sources

Five situational influences:

1. the purchase task
2. social surroundings
3. physical surroundings
4. temporal effects
5. antecedent states

Four variables are:

1. drive
2. cue
3. response
4. reinforcement

reference groups

People to whom an individual looks as a basis for self-appraisal or as a source of personal standards

family life cycle

A family's progression from formation to retirement, each phase bringing with it distinct purchasing behaviors