marketing 7
motives
an internal energizing force that orients a persons activities toward satisfying needs or achieving goals. Buyers actions are affected by a set of motives rather than by just one motive
buyers monetary mood and or condition
anger, anxiety, or fatigue, illness or possession of lots of cash
dis-associative
group a person does not wish to be associated with, KKK
reference group
group, large, or small that positively or negatively affects a persons values, attitudes, or behaviors. families, friends, church groups, professional groups
post purchase evaluation
the outcome of this state is either satisfaction o dissatisfaction
selective retention
a person remembers information inputs that support personal feelings and beliefs and forget inputs that do not
aspirational
a reference group one aspires to belong to, Hagerty Insurance
culture
accumulation of cultures, knowledge, beliefs, customs, objects and concepts that a society uses to cope with its environment, including food, clothing, furniture, buildings,
purchase
actual purchase which can be influenced by attitudes of othes and unanticipated situational factors
time
amount of time required to become knowledgeable about a product to search for it buy and use it
routinized response
behavior is the type of consumer problem solving process that requires very little search and decision efforts used for products that are low priced and bought frequently, milk and eggs
information search
both internal and external sources
cognitive dissonance
buyers doubt shortly after a purchase of an expensive product about whether it was right decision to make the purchase
learning
changes in a persons thought processes and behavior caused by information and experience
selective distortion
changing or twisting currently received information, it occurs when a person receive information, inconsistent, with personal feelings or beliefs
extended problem solving
consumer problem solving process employed when unfamiliar , expensive or infrequently bought products are purchased,
problem recognition
difference between actual state and desired state
attitudes
enduring evaluation of feelings about something someone, and behavioral tendencies toward an object or idea
subculture
groups of individuals whose characteristic values and behavior patterns are similiar and differ from those of the surrounding culture
lifestyle
individuals pattern of living expressed through activities, interests and opinions. Lifestyle patterns include the ways people spend time, the extent of their interaction with others and their general outlook on life and living, affected by age, income, education and social class
social surroundings
interaction with others including friends, relatives, salespeople, and other customers, buyer may feel pressured to behave in a certain way becasue they are in a public place such as a restaurant, store or sports arena
personality and self concept
internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations. an individuals personality arises from hereditary characteristics and personal experiences that make the person unique
evaluation of alternatives
involves weighing the product attributes and their ability to deliver benefits
impulse buying
is an unplanned buying behavior involving a powerful urge to buy something immediately.
physical surroundings
location, store, atmosphere, aromas, sounds, lighing, weather, physical environment, neighborhood good or bad
selective exposure
process of selecting inputs to be exposed to our awareness while ignoring others, only looking at negative reviews
limited problem solving
purchase products occasionally or need information about unfamiliar brands, in a familiar product category it requires a moderate amount of time for information gathering and deliberation, appliances, computers
purchase reason
questions what exactly the product purchase should accomplish and for whom
membership
reference group is one to which an individual belongs, WEB SXC
consumer buying behavior
refers to the buying behavior of the ultimate consumers, those who purchase products for personal or household use and not for business purposes
family influence
roles, particularly family roles, to some extent influence that persons behavior as a buyer
roles
set of actions and activities that an individual in a particular position is supposed to perform based on expectations of both the individual and surroundings persons daughter, sister, student.
buying behavior
the decision processes and acts of people involved in buying and using products
extended problem
unfamiliar, expensive, infrequently bought products car, home, and college education buyers use many criteria to evaluate brands and spend more time searching for information and deciding on the purchase