Death by definitions
Assess the Situation
Psyching You Out
Socio-Cultural Stuff
Extra! Extra!
100
Actions a person takes in purchasing and using products and services.
What is consumer behavior?
100
The reason for engaging in the purchase decision.
What is purchase task?
100

Physiological, safety, social, personal, and self-actualization

What are the levels in Maslow's Hierarchy of Needs pyramid?

100
An individual who exerts direct or indirect social influence.
What is opinion leader?
100
The mental stress or discomfort felt by having conflicting beliefs about a purchase decision.
What is cognitive dissonance?
200
The processing of information to create a meaningful picture of the world.
What is perception?
200

The other people present influencing your purchase decision.

What are social influencers?

200

The evaluative criteria that relate to the actual choice a consumer makes.

What are determinant criteria or determinant attributes?

200

The group with which a buyer aspires to become a member of.

What is an aspirational group?

200

The theory that states consumers are motivated to maintain perceived consistency in the relation found in a system - when tensions arise between or inside people, they attempt to reduce these tensions through self-persuasion or trying to persuade others.

What is Balance Theory?

300

The stages a buyer goes through when making choices about which products to buy.

What is the Consumer Decision-Making process?

Need Recognition, Search for Information, 

Evaluation of Alternatives, Choice, 

Post-Choice Evaluation

300
The time day affects the time available to shop.
What are temporal effects?
300

Consumer filtering of information based upon their attitudes and beliefs that impact attention and inattention, interpretation, and retention (memory) of information. 

What is selective perception (attention)?

300
The phases a family goes through which lead to identifiable buying behaviors.
What is family life cycle?
300
Spouse dominant and joint decision making.
What are the two styles of family decision making?
400
The energizing force that stimulates behavior to satisfy a need.
What is motivation?
400

The decor, music, crowding, scents in retail stores affecting purchase behavior.

What are physical surroundings?

400

The school of thought that asserts humans learn through their experiences - associating a stimulus with either a reward or a punishment.

What is behavioral learning?

400
A culturally defined group in which a consumer belongs based on resources like prestige, income, occupation, and education.

What is social class?

400
The influencing of people during conversations.
What is word of mouth?
500

An anxiety producing sensation faced by consumer when the outcomes of a purchase are unknown resulting in the belief there may be negative consequences.

What is perceived risk?

500

The situational characteristics that a consumer brings to informational processing.

What are antecedent conditions?

500
The study and classification of people according to their lifestyles, attitudes, aspirations, and other psychological criteria. Used in market research to uncover consumer motivations.

What is psychographics?

500

The process through which young consumers develop attitudes and learn skills that help them function in the marketplace.

What is consumer socialization?

500

The VALS system applies psychographics to marketing  research by dividing consumers into groups based on resources and motivations.

This VALS group has high resources and is a combination of thinkers, achievers, and experiencers.

What are the innovators?

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