consumer behavior and process
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Consumer Buying Behavior
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ObjectivesUnderstand consumers level of involvement with product & describe consumer problem-solving processesRecognize stages of consumer buying decision processExplore situational influences of consumer buying processUnderstand psychological influences of consumer buying processExamine social influences of consumer buying process
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Consumer MarketPurchasers and household members who intend to consume or benefit from the purchased products and do not buy products to make products.
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Buying BehaviorThe decision processes and acts of people involved in buying and using products.
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Consumer Buying BehaviorThe decision processes and purchasing activities of people who purchase products for personal or household use and not for business purposes.
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Level Of InvolvementAn individuals intensity of interest in a product and the importance of the product for that person.
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Consumer Problem Solving
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Routinized Response BehaviorThe consumer problem-solving process used when purchasing frequently purchased, low-cost items needing very little search-and-decision effort.
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Limited Problem SolvingThe consumer problem-solving process employed when buying occasionally or when they need to obtain information about an unfamiliar brand in a familiar product category.
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Extended Problem SolvingA consumer problem-solving process employed when purchasing unfamiliar, expensive, or infrequently bought products.
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Impulse BuyingAn unplanned buying behavior resulting from a powerful urge to buy something immediately.
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Consumer BuyingDecision ProcessA five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation.
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Consumer Buying Decision Process/Possible Influences on the Process
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Problem RecognitionDifference between desired state and actual condition.
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Aspects Of Information SearchInternal SearchExternal Search
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Internal SearchAn information search in which buyers search their memories for information about their products that might solve their problem.
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External SearchAn information search in which buyers seek information from sources other than memory.
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Cognitive DissonanceA buyers doubts shortly after a purchase about whether the decision was the right one.
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Situational InfluencesInfluences resulting from circumstances, time, and location that affect the consumer buying decision process.
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Categories OfSituational FactorsPhysical SurroundingsSocial SurroundingsTime PerspectiveReason For PurchaseBuyers Mood/Condition
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Psychological InfluencesFactors that in part determine peoples general behavior, thus influencing their behavior as consumers.
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MotivesAn internal energizing force that directs a persons behavior toward satisfying needs or achieving goals.
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Maslows Hierarchy Of Needs
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AttitudeAn individuals enduring evaluation of feelings about and behavioral tendencies toward an object or idea.
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Components Of AttitudeCognitive- knowledge or informationAffective- feelings or emotionsBehavioral- actions regarding object or idea
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Personality And Self-ConceptPersonality internal traits and behavioral tendenciesSelf-Concept perception or view of oneself
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LifestyleAn individuals pattern of living expressed through activities, interests, and opinions.
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Lifestyle Affected By:AgeEducationIncomeSocial Class
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RoleActions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons.
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Consumer SocializationThe process through which a person acquires the knowledge and skills to function as a consumer.
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Types Of Family Decisionmaking
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Reference GroupA group that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members.
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Opinion LeaderA member of an informal group who provides information about a specific topic to other group members.
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Social ClassAn open group of individuals with similar social rank.
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CultureThe accumulation of values, knowledge, beliefs, customs, objects, and concepts of a society.
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SubculturesA group of individuals whose characteristic values (religion, etc.) and behavior patterns are similar and different from those of the surrounding culture.
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