Chapter 5: Consumer Markets and Consumer Buyer Behavior

belief

a descriptive though that a person holds about something

new product

a good, service or idea that is perceived by some potential customers as new

subculture

a group of people with shared value systems based on common life experiences and situations

motive

a need that is sufficiently pressing to direct the person to seek satisfaction of the need

attitude

a person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea

lifestyle

a person's pattern of living as expressed in his or her activities, interests and opinions

personal factors

age and life cycle stage occupation economic situation lifestyle personality and self-concept

consumer market

all the individuals and households who buy or acquire goods and services

add repetition

brand familiarity rather than brand conviction

cognitive dissonance

buyer discomfort caused by postpurchase conflict

consumer's black box

buyers characteristics influence how he or she perceives and reacts to the stimuli buyer's decision process itself affects the buyer's behavior

learning

changes in an individual's behavior arising from experience

complex buying behavior

consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived difference among brands

dissonance reducing buying behavior

consumer buying behavior in situations characterized by high involvement but few perceived differences among brands

variety-seeking buying behavior

consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences- a lot of brand switching

habitual buying behavior

consumer buying behavior in situations characterized by low-consumer involvement and few significantly perceive brand differences

selective retention

consumers are likely to remember good points made about a brand they favor and to forget good points made by competitors

need recognition

first stage of the buyer decision process: in which the consumer recognizes a problem or need

marketing stimuli

four ps: product, price, place and promotion

maslow's theory

human needs are arranged in a hierarchy. physiological, safety, social, esteem and self-actualization

psychological factors

motivation perception learning beliefs and attitudes

online social networks

online social communities- blogs, social networking- where people socialize or exchange information

freud's theory

people are largely unconscious about real psychologial forces shaping behavior. growing up and repressing many urges. buying decisions are affected by subconscious mtoives that even we don't understand

opinion leader

person within a reference group, who because of special skill knowledge, personality or other characteristics exerts social influence on others

perception

process by which people select organize, interpret information to form a meaningful picture of the world

motivational research

qualitative research designed to probe consumers' hidden, subconscious motivations

social class

relatively permanent and ordered divisions in a society whose members share similar values, interest and behaviors combination of occupation, income, education, wealth and other variables

selective distortion

tendency of people to interpret information in a way that will support what they already believe

purchase decision

the buyers' decision about which brand to purchase

consumer buyer behavior

the buying behavior of final consumers-individuals and households that buy goods and services for personal consumption

adoption process

the mental process through which an individual passes from first hearing about an innovation to final adoption

culture

the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions

brand personality

the specific mix of human traits that may be attributed to a particular brand

information search

the stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into an active information search

alternative evaluation

the stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set

post purchase behavior

the stage of the buyer decision process in which the consumers take further action after purchase, based on their satisfaction or dissatisfaction

selective attention

the tendency for people to screen out most of the information to which they are exposed- marketers must work hard to get their attention

personality

the unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment

group

two or more people who interact to accomplish individual or mutual goals

need recognition information search evaluation of alternatives purchase decision post purchase behavior

what are the five stages of a buyer's decision process

awareness interest evaluation trial adoption

what are the stages in the adoption process

family members

who is the most important consumer buying organization in society