Decision- Making Reality
What stage occurs when a consumer realizes a gap between their current state and desired state?
Problem Recognition
What type of thinking is fast, automatic, emotional, and often drives impulse purchases?
System 1 Thinking
What are the formal or informal rules that govern acceptable behavior in a society?
Norms
What marketing approach engages the senses to influence consumer behavior?
Sensory Marketing
What type of marketing focuses on selling to organizations rather than end consumers?
Business-to-Business (B2B) Marketing
What type of decision-making involves little to no conscious effort and relies on routine?
Habitual Decision Making
What psychological discomfort do consumers feel after making a purchase they second-guess?
Cognitive Dissonance
What group represents who a consumer wants to become or be associated with?
Aspirational Reference Group
What decision process compares brands feature-by-feature?
Attribute-Based Choice
What occurs when demand for one product exists because of demand for another product?
Derived Demand
What decision process occurs when consumers know what matters but are unfamiliar with brands or options?
Limited Problem Solving
What process involves selecting, organizing, and interpreting sensory information?
Perception
What non-geographic group forms around shared admiration for a brand?
Brand Community
What choice process relies on overall impressions rather than detailed analysis?
Attitude-Based Choice
What buying situation occurs when an organization purchases a product for the first time?
New Buy
What is the small group of brands a consumer seriously considers before making a purchase?
Evoked Set
What motivational framework explains consumer needs from basic survival to personal fulfillment?
Maslow’s Hierarchy of Needs
Who influences others’ buying decisions due to perceived expertise or credibility?
Opinion Leaders
What type of purchase is triggered by in-store cues or prompts?
Reminder Purchase
What document outlines buyer requirements and evaluation criteria in B2B purchasing?
Request for Proposal (RFP)
What type of decision-making requires the highest level of cognitive effort and research?
Extended Problem Solving
What is the highest level of Maslow’s hierarchy, focused on achieving one’s full potential?
Self-Actualization
What group do consumers actively try not to be associated with?
Dissociative Reference Group
What model breaks attitudes into affective, behavioral, and cognitive components?
ABC Model of Attitudes
What group includes initiators, influencers, gatekeepers, deciders, purchasers, and users?
Buying Center