MKTG 3650 Chapter 6 Consumer Buying Behavior

exam 2 review

Problem recognition

The customer notices a gap between their desired and actual situation

Information search

The customer looks for possible solutions. Internal search uses memory; external search uses outside sources.

Evaluation of alternatives

The customer compares options using important criteria. the brands seriously considered form the consideration set.

Purchase

The customer chooses a product and seller

postpurchase evaluation

The customer assesses the purchase

Cognitive dissonance

is doubt about whether the decision was right.

Routinized or habitual

frequent, familiar, low effort purchases

Limited

Some comparison or information search, often for a familiar product category

Extended

More effort for costly, unfamiliar, or higher risk purchases

Impulse

An unplanned purchase prompted by an immediate urge

What is the importance or interest a customer attaches to a product.

Involvement

__ is ongoing

Enduring Involvement

__ is temporary and tied to circumstances

Situational Involvement

Situational factors

Time pressure, surroundings, occasion, or mood

psychological factors

motivation, perception, learning attitudes, personality, self-concept , and lifestyle

Social factors

Family, culture, social class, and reference group

A _ Influences a person’s attitudes or behaviors.

reference group

A __ is one of the person belongs to

membership group

An __ is one they hope to join

aspirational group

a ___ is one they want to avoid being associated with

Dissociative group

What hierarchy is from basic to higher level needs

Maslow’s

what are the needs of Maslow’s hierarchy

Physiological, safety, belonging, esteem, and self-actualization

__ involve accomplishing a task

Utilitarian needs

___ Involve pleasure, enjoyment or stimulation

hedonic needs

__ Violates accepted norms, such as shoplifting or fraud

Consumer misbehavior