Marketing Chapter 6
Terms
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- Consumer Buyer Behavior
- The buying behavior of final consumers--individuals and households who buy goods and services for personal consumption.
- Consumer Market
- All the individuals and households who buy or acquire goods and services for personal consumption.
- Culture
- The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.
- Subculture
- A group of people with share value systems based on common life experiences and situations.
- Social classes
- Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.
- Group
- Two or more people who interact to accomplish individual or mutual goals.
- Opinion leader
- Person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others.
- Lifestyle
- A person's pattern of living as expressed in his or her activities, interests, and opinions.
- Personality
- A person's distinguishing psychological characteristics that lead to relatively consistent and lasting responses to his or her own environment.
- Brand personality
- The specific mix of human traits that may be attributed to a particular brand.
- Motive (drive)
- A need that is sufficiently pressing to direct the person to seek satisfaction of the need.
- Perception
- The process by which people select, organize, and interpret information to form a meaningful picture of the world.
- Learning
- Changes in an individual's behavior arising from experience.
- Belief
- A descriptive thought that a person holds about something.
- Attitude
- A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.
- Complex Buying Behavior
- Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands.
- Dissonance-reducing buying behavior
- Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands.
- Habitual Buying Behavior
- Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences.
- Variety-seeking buying behavior
- Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences
- Need recognition
- The first stage of the buyer decision process, in which the consumer recognizes a problem or need.
- Information research
- 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 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.
- Postpurchase behavior
- The stage of the buyer decison process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction.
- Cognitive Dissonance
- Buyer discomfort cause by postpurchase conflict.
- New product
- A good, service, or idea that is perceived by some potential customers as new.
- Adoption Process
- The mental process through which an inidivudal passes from first hearing about an innovation to final adoption.