Marketing ch5

a learned predisposition to respond to an object or class of objects in a consistently factorable or unfavorable way.
a consumer’s subjective perception of how a product or brand performs on different attributes.
brand loyalty
the positive reinforcement of previous actions.
cognitive dissonance
post-purchase psychological tension or anxiety
consideration set
the group of brands that you would consider from among all the brands of which you are aware in the product class.
consumer behavior
the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions
consumer socialization
The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers.
evaluative criteria
represent both the objective attributes of a brand and the subjective ones you use to compare different products and brands.
family life cycle
he distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors.
the personal, social, and economic significance of the purchase to the consumer.
behaviors that result from:
Repeated experience
a mode of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them.
the energizing force that stimulates behavior to satisfy a need.
opinion leaders
Individuals who exert direct or indirect social influence over others are called _____ _____.
perceived risk
the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences.
the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.
a person’s consistent behaviors or responses to recurring situations.
purchase decision process
The stages a buyer passes through in making choices about which products and services to buy is the purchase decision process.
This process has five stages.
Problem recognition
Information search
Alternative evaluation
Purchase decision
Postpurchase behavior
reference groups
people to whom an individual looks as a basis for self-appraisal or as a source of personal standards.
the way people see themselves and the way they believe others see them.
situational influences
Five __________ ________ have an impact on the purchase decision process.
The purchase task
Social surroundings
Physical surroundings
Temporal effects
Antecedent states
social class
the relatively permanent, homogeneous divisions in a society into which people sharing similar values, interests, and behavior can be grouped.
Subgroups within the larger, or national, culture with unique values, ideas, and attitudes
subliminal perception
being unaware of seeing or hearing a message.
word of mouth
The influence of people during conversations, the most powerful and authentic information source for consumers because it typically involves friends viewed as trustworthy.
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