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purchasers and household members INTEND to consume/benefit from purchased products
Don't buy products to make profit |
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decision processes and acts of people involved in buying/using products |
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decision processes & purchasing activities of people who purchase for personal/home use not business |
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Individual's intensity of interest in a product & Importance of the product for that person |
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routinized response behavior |
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Consumer Problem-Solving Process used when buying frequently purchased, low-cost items *items that require very little "search-and-decision" effort |
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Consumer Problem-Solving process used when purchasing products occasionally or needing info on unfamiliar brand in familiar category |
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Consumer Problem-Solving process used when purchasing unfamiliar, expensive, or infrequently bought items |
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unplanned buying behavior resulting from powerful urge to buy immediately |
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Consumer Buying Decision Process |
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1) Problem Recognition 2) Information Search 3) Evaluation of Alternatives 4) Purchase 5) Post Purchase Evaluation |
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buyer aware of a difference between desired state & actual state |
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Information Search Internal Search |
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buyers search memories for info to solve problem(s) |
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Information Search External Search |
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buyers seek info from sources (other than memory) |
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Evaluation of Alternatives Consideration Set |
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group of brands within product category -buyer views as alternatives for possible purchase |
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Evaluation of Alternatives evaluative criteria |
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Objective & Subjective characteristics important to buyer |
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Postpurchase Evaluation Cognitive Dissonance |
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buyer's doubts shortly after purchase **buyer's remorse |
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result from circumstances, time, and location affect the Consumer Buying Decision Process Physical Social Time Reason Mood |
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determine people's general behavior...influencing behavior as consumer Perception Motives Learning Attitudes Personality Lifestyle |
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selecting, organizing, interpreting information inputs to produce meaning |
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sensations received through: sight taste smell touch |
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(to reach awareness) some inputs selected, others are not |
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individual's changing/twisting information that is inconsistent with personal beliefs/feelings |
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remembering information inputs that support personal feelings/beliefs & forgetting information inputs that don't |
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internal energizing force directs person's behavior toward satisying needs or achieving goals |
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Maslow's heirarchy of needs |
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influence where person purchases product on regular basis |
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three major components: 1) cognitive -knowlege/info about object 2) affective -feelings towards object 3) behavioral -actions regarding object |
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means of measuring consumer attitudes gauging intensity of reactions to adjectives phrases sentences (all about the object) |
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internal traits & distinct behavioral tendencies result in consistent patterns in certain situations |
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perception/view of oneself |
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pattern of living seen through activities interests opinions |
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forces others exert on one's buying behavior roles family reference group social class culture subculture |
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Actions/activities person is supposed to perform based on individual & society's expectations |
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process through which a person aquires the knowlege & skills to function as a consumer |
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group person identifies with so strongly that adopt group's values, attitudes, & behavior |
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member of informal group who provides information to other group members |
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open group of individuals with similar social rank |
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accumulation of values, knowlege, beliefs, customs, objects, & concepts of society |
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groups of individuals whose values/behavior are similar & different from the surrounding culture |
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