Consumer Behavior Vocabulary

Emotional

a feeling experienced by a customer through association with a product, such as social approval, recognition, power, or prestige

Dissonance-Reducing Buying Behavior

behavior in situations characterized by high involvement, but little distinction between brands

Variety-Seeking Buying Behavior

behavior in situations characterized by low consumer involvement but with perceived brand differences

Habitual Buying Behavior

behavior in situations characterized by low involvement and few distinct differences between brands

Personal

Age and life cycle stage, occupation, economic situation, lifestyle, personality & self-concept

Consumer Market

All the individuals and households that buy or acquire goods and services for personal consumption

Early Mainstream or Early Majority

are deliberate, although they rarely are leaders, they adopt new ideas before the average person

Early Adopters

are guided by respect, they are opinion leaders in their communities and adopt new ideas early but carefully

Cross Cultural Marketing

the practice of including ethnic themes and cross-cultural perspectives within their mainstream of marketing.

Late Mainstream or Late Majority

are skeptical, they adopt an innovation only after a majority of people have tried it

Lagging Adopters or Laggards

are tradition bound, they are suspicious of changes and adopt the innovation only when it has become something of a tradition itself.

Patronage

based on loyalty; encourage consumers to purchase from a particular business or to buy a particular brand

Brand Personality

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Innovators

Are venturesome , they try new ideas at some risk

Cultural

Culture, subculture, & social class

Psychological

Motivation, perception, learning, beliefs & attitudes

Consumer Decision Making Process

Need recognition, info search, evaluation of alternatives, purchase decision, post-purchase behavior

Social

Reference groups, family, roles & status

Consumer Buying Behavior

The buying behavior of final consumer- individuals and households that buy goods and services for personal consumption

Rational

a conscious, logical reason for a purchase, such as dependability or time savings

Awareness

The consumer becomes aware of the new product, but lacks info about it.

Evaluation

The consumer considers whether trying the new product makes sense

Adoption

The consumer decides to make full and regular use of the new product

Interest

The consumer seeks info about the new product

Trial

The consumer tries the new product on a small scale to improve his or her estimate of its value

Complex Buying Behavior

consumer behavior in a purchasing situation is characterized by high involvement and significant perceived differences

Cognitive Dissonance/Post Purchase Dissonance

psychological conflict resulting from opposite, conflicting beliefs and attitudes