Death by definitions
Actions a person takes in purchasing, using and disposing of products and services.
What is consumer behavior?
The reason for engaging in the purchase decision.
What is purchase task?
Physiological needs, safety needs, social needs, personal needs, and self-actualization needs.
What are the levels in Maslow's Hierarchy of Needs pyramid?
An individual who exerts direct or indirect social influence.
What is opinion leader?
The mental stress or discomfort felt by having conflicting beliefs about a purchase decision.
What is cognitive dissonance?
The processing of information to create a meaningful picture of the world.
What is perception?
The other people present influencing your purchase decision.
What are social surroundings?
Enduring characteristics within a person or in his/her relationship with others.
What are key traits?
The group with which a buyer aspires to be identified.
What is aspiration group?
A self-perpetuating group of consumers who share common cultural or genetic ties where both its members and others recognize it as a distinct category.
What is an ethnic subculture?
The stages a buyer goes through when making choices about which products to buy.
What is the purchase decision process?
What are temporal effects?
The filtering of exposure, comprehension, and retention because people pay attention to, interpret and remember information that are consistent with their attitudes and beliefs.
What is selective perception?
The phases a family goes through which lead to identifiable buying behaviors.
What is family life cycle?
Spouse dominant and joint decision making.
What are the two styles of family decision making?
The energizing force that stimulates behavior to satisfy a need.
What is motivation?
The decor, music, crowding, scents in retail stores affecting purchase behavior.
What are physical surroundings?
Automatic responses to situation through repeated exposure of the 4 stages - drive, cue, response, reinforcement.
What is behavioral learning?
Relatively permanent, homogeneous divisions in society which group people sharing similar values, interests and behavior determined by occupation, sources of income and education.
What is social class?
The influencing of people during conversations.
What is word of mouth?
The anxiety felt because the consumer cannot anticipate the outcomes of a purchase and believes there may be bad consequences.
What is perceived risk?
Customer's moods, amount of cash on hand and other circumstances that precede the purchasing experience.
What is antecedent state?
Combination of psychology, lifestyle, and demographics used by marketers to uncover consumer motivations.
What is psychographics?
Method with which we learn to purchase as children by observing and interacting with adults in purchase situations.
What is consumer socialization?
In the VALS system, this group has high resources and is a combination of thinkers, achievers, and experiencers.
What are the innovators?