Ch. 6 Consumer Decision making

Need recognition

The result of an imbalance between actual and desired states that activates the consumer decision-making process.

Stimulus

An internal or external factor that triggers need recognition in consumers.

Internal stimuli

Experiences such as hunger or thirst that arise from within the consumer.

External stimuli

Influences from an outside source that trigger need recognition.

Information search

The process where consumers look for information about alternatives to satisfy their needs.

Internal information search

Recalling information stored in memory based on previous experience with a product.

External information search

Seeking information from the outside environment about products and services.

Evaluation of alternatives

The process of examining different products and their attributes to make a decision.

Criteria

Standards or principles used by a consumer to evaluate alternatives when making a purchase.

Cognitive dissonance

Inner tension that arises when individuals recognize inconsistency between their beliefs and behavior.

Consumer involvement

The amount of time and effort a buyer invests in the search, evaluation, and decision processes.

Routine response behavior

The behavior associated with frequently purchased, low-cost goods requiring little decision-making effort.

Limited decision making

Occurs when a consumer has previous experience but is unfamiliar with current brands, requiring moderate effort to decide.

Extensive decision making

Process involving high involvement when buying unfamiliar, expensive, or infrequently purchased items.

Cultural factors

Broad and deep influences that affect consumer decision-making.

Purchase decision

The step where consumers decide whether to buy, when to buy, what to buy, where to buy, and how to pay.

Evoked set

A group of alternative products that a consumer considers when making a purchase decision.

Product attributes

Characteristics or features that consumers consider when evaluating alternatives.

Cost of goods

The price associated with a good or service that can influence buying decisions.

Length of decision-making process

The duration of time involved in the consumer's decision-making journey.

Number of alternatives

The count of different options considered by a consumer before making a purchase.

Consumer buying-decisions

The various types of decisions consumers make regarding the purchase of goods and services.

High involvement

A level of consumer engagement that requires significant time and effort in the buying process.

Low involvement

A level of consumer participation that requires minimal time and effort in decision-making.

Brand awareness

The extent to which consumers are familiar with a brand and its offerings.

Purchase intention

A consumer's plan to buy a particular product.

Post-purchase evaluation

The assessment conducted by consumers after making a purchase to determine satisfaction.

Consumer behavior

The study of how individuals make decisions to spend their resources on consumption-related items.

Influence of technology

The impact that digital advancements have on consumer behavior and decision-making.

Social factors

Influences from family, friends, and social networks that affect consumer purchasing decisions.

Psychological factors

Internal attributes, such as perception and motivation, that influence consumer behavior.