Consumer Behavior Terms and Definitions, Quizzes of Principles of Marketing

Download Consumer Behavior Terms and Definitions and more Quizzes Principles of Marketing in PDF only on Docsity! TERM 1 Need recognition DEFINITION 1 the beginning of the consumer decision process, occurs when consumers recognize they have an unsatisfied need and want to go from their actual, needy state to a different, desired state. TERM 2 Functional Needs DEFINITION 2 pertain to the performance of a product or service TERM 3 Psychological needs DEFINITION 3 pertain to the personal gratification consumers associate with a product or service TERM 4 Internal search for information DEFINITION 4 occurs when the buyer examines his or her own memory and knowledge about the product or service, gathered through past experiences TERM 5 External search for information DEFINITION 5 occurs when the buyer seeks information outside his or her personal knowledge base to help make the buying decision TERM 6 Internal locus of control DEFINITION 6 refers to when consumers believe that fate or other external factors control all outcomes TERM 7 External locus of control DEFINITION 7 refers to when consumers believe that fate or other factors control all outcomes TERM 8 Performance risk DEFINITION 8 involves the perceived danger inherent in a poorly performing product or service TERM 9 Financial risk DEFINITION 9 risk associated with a monetary outlay; includes the initial cost of the purchase, as well as the costs of using the item or service. TERM 10 Psychological risk DEFINITION 10 associated with the way people will feel if the product or service does not convey the right image. TERM 21 Ritual Consumption DEFINITION 21 refers to a pattern of behaviors tied to life events that affect what and how people consume. TERM 22 Postpurchase dissonance DEFINITION 22 the psychologically uncomfortable state produced by an inconsistency between beliefs and behaviors that in turn evokes a motivation to reduce the dissonance TERM 23 Negative word of mouth DEFINITION 23 occurs when consumers spread negative information about a product, service or store to others. TERM 24 Motive DEFINITION 24 a need or want that is strong enough to cause the person to seek satisfaction TERM 25 Maslow's Hierarchy of Needs DEFINITION 25 a paradigm for classifying people's motives. It argues that when lower-level, more basic needs are fulfilled, people turn to satisfying their higher-level human needs TERM 26 Attitude DEFINITION 26 a person's enduring evaluation of his or her feelings about and behavioral tendencies toward an object or idea (cognitive, affective, behavioral) TERM 27 Cognitive Component DEFINITION 27 a component of attitude that reflects what a person believes to be true TERM 28 Affective Component DEFINITION 28 a component of attitude that reflects what a person feels about the issue at hand-- his or her like or dislike of something TERM 29 Behavioral component DEFINITION 29 a component of attitude that comprises the actions a person takes with regard to the issue at hand TERM 30 Perception DEFINITION 30 the process by which people select, organize, and interpret information to forma a meaningful picture of the world. TERM 31 Learning DEFINITION 31 refers to a change in a person's thought process or behavior that arises from experience and take place throughout the consumer decision process TERM 32 Lifestyles DEFINITION 32 a component of psychographics; refers to the way a person lives his or her life to achieve goals TERM 33 Reference group DEFINITION 33 one or more persons whom an individual uses as a basis for comparison regarding beliefs, feelings, and behaviors. TERM 34 Situational factors DEFINITION 34 factors affecting the consumer decision process; those that are specific to the time that may override or at least influence psychological and social issues TERM 35 Involvement DEFINITION 35 consumer's interest in a product or service