Consumer Buying Behavior: A Comprehensive Guide to the 5 Stages of Purchasing Decisions, Quizzes of Principles of Marketing

Download Consumer Buying Behavior: A Comprehensive Guide to the 5 Stages of Purchasing Decisions and more Quizzes Principles of Marketing in PDF only on Docsity! TERM 1 Buying behavior DEFINITION 1 The decision processes and actions of people involved in buying and using products. TERM 2 Consumer Buying Behavior DEFINITION 2 The decision processes and purchasing activities of ultimate consumers, those people who purchase products for personal or household use and not for business purposes. TERM 3 Key element of buying behavior DEFINITION 3 Consumption. The consumption process will determine how much value is created from the purchase. TERM 4 5 stages of consumer buying decision process DEFINITION 4 Problem recognition Information Search Evaluation alternatives Purchase Post-purchase evaluation TERM 5 Problem recognition stage DEFINITION 5 Occurs when a buyer becomes aware of a difference between a desired state and an actual condition. TERM 6 Information Search DEFINITION 6 After recognizing the problem, consumers seek to satisfy their need. TERM 7 2 aspects of information search DEFINITION 7 Internal Search External Search TERM 8 Internal Search DEFINITION 8 An information search in which buyers search their memories for information about products that might solve their problem. TERM 9 External Search DEFINITION 9 An information search in which buyers seek information from sources other than their memories. TERM 10 Consideration Set DEFINITION 10 A group of brands within a particular product category that the buyer views as alternatives for possible purchase. Ex: laptops include alternatives from Dell, Acer, Apple, HP etc. TERM 21 Selective Distortion DEFINITION 21 An individual's changing or twisting of information that is inconsistent with personal feelings or beliefs. TERM 22 Selective Retention DEFINITION 22 Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not. TERM 23 Motive DEFINITION 23 An internal energizing force that directs a person's behavior toward satisfying needs or achieving goals. TERM 24 Patronage Motives DEFINITION 24 Influence where a person purchases products on a regular basis. TERM 25 Learning DEFINITION 25 Changes in an individual's though processes and behavior caused by information and experience. TERM 26 Attitudes DEFINITION 26 An individual's enduring evaluation of feelings about and behavioral tendencies toward an object or idea. TERM 27 Three components of attitude DEFINITION 27 Cognitive: Knowledge and information Affective: Feelings and emotions Behavioral: Actions regarding the object or idea. TERM 28 Personality DEFINITION 28 A set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior. TERM 29 Attitude Scale DEFINITION 29 A means of measuring consumer attitudes by gauging the intensity of individuals' reactions to adjectives, phrases, or sentences about an object. Attitude is positive or negative. TERM 30 self-concept DEFINITION 30 A perception or view of oneself. TERM 31 Lifestyle DEFINITION 31 An individual's pattern of living expressed through activities, interests, and opinions. TERM 32 8 types of people in VALS Program DEFINITION 32 Innovators Thinkers Achievers Experiencers Believers Strivers Makers Survivors TERM 33 Level of Involvement DEFINITION 33 An individual's degree of interest in a product and the importance of the product for that person. TERM 34 Enduring involvement DEFINITION 34 Ongoing and long-term involvement with a product or product category. Ex. someone highly interest in electronics, trends, magazines, and work in that field. TERM 35 Situational Involvement DEFINITION 35 Temporary or dynamic involvement resulting from a particular set of circumstances. The need to buy a new car after being in an accident.