Ch 4 - Consumer Buying Behavior (B2C) Flashcards Preview

MOS 2320: Marketing > Ch 4 - Consumer Buying Behavior (B2C) > Flashcards

Flashcards in Ch 4 - Consumer Buying Behavior (B2C) Deck (41)
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1
Q

need recognition

A

beginning of consumer decision process; occurs when consumers recognize they have an unsatisfied need and want to go fro their needy state to a different, desired state

2
Q

functional needs

A

pertain tot he performance of a product or service

3
Q

psychological needs

A

pertain to the personal gratification consumers associate with a product or service

4
Q

internal search for information

A

occurs when buyer examines his or her own memory and knowledge about product or service, gathered through past experiences

5
Q

external search for information

A

occurs when buyer seeks information outside his or her personal knowledge base to help make the buying decision

6
Q

internal locus of control

A

refers to when consumers believe they have some control over outcomes of their actions, in which case they generally engage in more search activities

7
Q

external locus of control

A

refers to when consumers believe that fate or other external factors control all outcomes

8
Q

performance risk

A

involves perceived danger inherent in a poorly performing product or service

9
Q

financial risk

A

risk associate with a monetary outlay; includes the initial cost of the purchase, as well as the costs of using the item or service

10
Q

social risk

A

involves the fears that consumers suffer when they worry others might not regard their purchases positively

11
Q

physiological risk

A

risk associated with fear of an actual harm should the product not perform properly

12
Q

psychological risk

A

associated with way people will feel if the product or service does not convey the right image

13
Q

evaluative criteria

A

consist of set of salient, or important attributes about a particular product that are used to compare alternative products

14
Q

determinant attributes

A

product or service features that are important tot he buyer and on which competing brands or stores are perceived to differ

15
Q

consumer decision rules

A

set of criteria consumers use consciously or subconsciously to quickly and efficiently select from among several alternatives

16
Q

compensatory decision rule

A

is at work when consumer is evaluating alternatives and trades off one characteristic against another, such that good characteristics compensate for bad ones

17
Q

noncompensatory decision rule

A

is at work when consumers choose product or service on basis of subset of its characteristics, regardless of values of its other attributes

18
Q

decision heuristics

A

mental shortcutes that help consumers narrow down choices, examples include price, brand, product presentation

19
Q

ritual consumption

A

refers to pattern of behaviors tied to life events that affect what and how people consumer

20
Q

postpurchase dissonance

A

internal conflict that arises from inconsistency between two beliefs or between beliefs and behavior; buyer’s remoerse

21
Q

negative word of mouth

A

occurs when consumers spread negative information about product, service, or store to others

22
Q

motive

A

need or want strong enough to cause person to seek satisfaction

23
Q

physiological needs

A

relate to basic biologicla necessities of life

24
Q

safety needs

A

pertain to protection and physical well being, ex. vitamins, burglar alarms

25
Q

love (social) needs

A

relate to interactions with others, ex. greeting card, makeup

26
Q

esteem needs

A

allow people to satisfy inner desires, ex. books, yoga

27
Q

self actualization

A

occurs when you feel completely satisfied with your life and how you live

28
Q

attitude

A

person’s enduring evaluation of his or her feelings about and hevioural tendencies toward an object or ide; consists of three components: cognitive, affective, behavioral

29
Q

cognitive component

A

component of attitude reflecting what person believes to be true

30
Q

affective component

A

component of attitude reflects what person feels about issue - his like or dislike

31
Q

behavioural component

A

component of attitude comprises actions person takes with regard to issue at hand

32
Q

perception

A

process by which people select, organize, and interpret information to form meaningful picture of world

33
Q

learning

A

refers to change in person’s though process or behavior arises from experience and takes place throughout consumer decision process

34
Q

lifestyle

A

refers to way consumers spend time and money

35
Q

reference group

A

one or more persons an individual uses as basis for comparison regarding beliefs, feelings, and behaviors

36
Q

situational factors

A

factors affecting consumer decision process; those that are specific to purchase and shopping situation and temporal state that may override, or at least influence, psychological and social issues

37
Q

involvement

A

consumer’s degree of interest or concern in product or service

38
Q

extended problem solving

A

purchase decision process during which consumer devotes considerable time and effort to analyze alternatives; often occurs when consumer percives that purchase decision entails great deal of risk

39
Q

limited problem solving

A

occurs during purchase decision that calls for, at most, moderate amount of effort/time

40
Q

impulse buying

A

buying decision made by customers on spot when they see merchandise

41
Q

habitual decision making

A

purchase decision process in which consumers engage with little conscious effort