Download Consumer Behavior Terms and Definitions and more Quizzes Marketing in PDF only on Docsity! TERM 1 evaluative criteria DEFINITION 1 3nd stage of consumer buying decision process. to assess the products in a consideration set the buyer uses evaluative criteria: objective (such as the size of a calc) and subjective (such as style) product characteristics that are importnat to a buyer. criteria to compare, rate, and rank different products. marketers influence inexperienced consumers by framing alternatives TERM 2 Purchase stage DEFINITION 2 4th stage in comsuming buyers decision process. conusmers select products or brands on the basis of results from the evaluation stage and other dimensions. they also pick who they will buy the product from TERM 3 post purchas evaluation DEFINITION 3 after the purchase, buyers evaluate the product to determine if its actual performance meets expected levels TERM 4 cognitive dissonance DEFINITION 4 Cognitive dissonance is an uncomfortable feeling caused by holding two contradictory ideas simultaneously. ; dissatisfaction brought on by the consumer's doubts as to whether he or she should have bought the product in the first place or would have been better off buying another desireable brand TERM 5 3 major catagories of influences affect the consumer buying decision process DEFINITION 5 1. situational 2. psychological 3. social TERM 6 situational influences DEFINITION 6 affect the consumer buying decision process. ...are external circumstances or conditions existing when a consumer makes a purchas decision. includes surroundings, time, reason for purchase, and the buyer's mood and condition TERM 7 psycholocigal influences DEFINITION 7 affect the consumer buying decision process ...partly determine people's general behavior, thus influencing their behavior as consumers. primary psychological influences on consumer behavior are perception, motives, learning, attitudes, personality and self-concept, lifestyles TERM 8 preception DEFINITION 8 the process of selctiong, organizing an dinterpreting info inputs (sensation recieved trhough sight, taste, hearing, smell and touch) to produce meaning. 3 steps in perception process 1.selection 2. organization 3. interpretation. individuals have numerous perceptions of packages, products, brands, and organizations that affect their buying decision process TERM 9 The primary psychological influences DEFINITION 9 perception, motives, learning, attitudes, personality and self- concept, lifestyles TERM 10 learning DEFINITION 10 refers to changes in a person's thought process and behavior caused by info and experience
