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 needs, safety needs, social needs, personal needs, and self-actualization needs.
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 surroundings?
200
Enduring characteristics within a person or in his/her relationship with others.
What are key traits?
200
The group with which a buyer aspires to be identified.
What is aspiration group?
200
A U.S. subculture group that can be divided into assimilated and non-assimilated.
What is the Asian American group?
300
The stages a buyer goes through when making choices about which products to buy.
What is the purchase decision process?
300
The time day affects the time available to shop.
What are temporal effects?
300
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?
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
Automatic responses to situation through repeated exposure of the 4 stages - drive, cue, response, reinforcement.
What is behavioral learning?
400
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?
400
The influencing of people during conversations.
What is word of mouth?
500
The anxiety felt because the consumer cannot anticipate the outcomes of a purchase and believes there may be bad consequences.
What is perceived risk?
500
Customer's moods and amount of cash on hand.
What is antecedent state?
500
Combination of psychology, lifestyle, and demographics used by marketers to uncover consumer motivations.
What is psychographics?
500
Method with which we learn to purchase as children by observing and interacting with adults in purchase situations.
What is consumer socialization?
500
In the VALS system, this group has high resources and is a combination of thinkers, achievers, and experiencers.