Ch 5

subcultures

groups of people with unique values, ideas, and attitudes, within the larger national culture

social class

relatively permanent categorization, based on social and economic status, that divides a society into homogeneous groups of people sharing similar values, interests, and behaviors

family life cycle

consists of distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors

reference groups

people that serve as individual's basis for self-appraisal or as a source of personal standards

brand community

specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of the brand, and its product

word of mouth

personal influence of people through conversations

opinion leaders

individuals who exert direct or indirect social influence over others

beliefs

consumer's subjective perception of how a product performs on different attributes

attitude

learned predisposition to respond to something in a consistently favorable or unfavorable way

learning

behaviors that result from repeated experience and reasoning

brand loyalty

consumers' favorable attitude toward and consistent purchase of a particular brand

perceived risk

consumers' anxiety about anticipated negative consequences of a purchase

perception

the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world

personality

a person's consistent behaviors or responses to recurring situations

motivation

energizing force that stimulates behavior to satisfy a need

consumer journey map

a visual depiction of all the touchpoints that a consumer comes into contact with before, during, and after the purchase

consumer touchpoints

points of contact that the product or brand has with the consumer from start to finish in the purchase decision process

involvement

personal, social, and economic significance of the purchase to the consumer

purchase decision process

consists of the 5 stages a buyer passes through in making choices about buying products:
(1) problem recognition
(2) information search
(3) alternative evaluation
(4) purchase decision
(5) postpurchase behavior

consumer behavior

actions involved in purchasing and using products, including the mental and social processes that come before and after