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