______ refers to those behaviors that result from repeated experience and reasoning.

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Consumer Behavior
What refers to behaviors that result from repeated experience and reasoning?
What is a learned predisposition to respond to an object or class of objects in a consistently Favourable or Unfavourable way?
Which of the following would be considered a psychological influence on the consumer decision process?
What is defined as the actions a person takes in purchasing and using products and services including the mental?

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Consumer Behavior

Question	Answer
Purchasing Decision Process	1. Problem recognition 2. Information Search 3. Alternative evaluation 4. Purchase Decision 5. Postpurchase behavior
Internal Search	search based on information stored in memory
External Search	Personal, Marketing based input, Public Info.
Evoked Set	the products or brands that the consumer would consider acceptable from the products / brands of which he or she is aware
Evaluative Criteria	product attributes and other factors that one uses to evaluate members of the consideration set
Marketers Goal =	get your brand into the evoked set and match up well against the customer’s evaluative criteria
Compensatory	low evaluated thing can be compensated for other thing
Non-Compensatory	No matter what else that one thing is so low it cant be compensated for
Benefits	Functional, Personal, Social, Experiential.
Costs	Monetary, temporal, psychological, behavioral
Involvement	consists of the personal, social, and economic significance of the purchase to the consumer
Problem Solving Variations	Routine Problem Solving (low involvement), Limited Problem Solving, Extended Problem Solving (High Involvement)
Purchase Decision	maximizing value – What are some ways to “tilt the odds in your favor?”
Postpurchase Behavior	Value in Consumption or Use
Post-Purchase Dissonance	the feeling of postpurchase psychological tension or anxiety consumers may experience when the product fails to meet expectations at some level
Dan Ariely Takeaway	Risk avoidance Cognitive misers Numerical ability “Schein vs Sein”
Influence on Consumer Purchase Decision Process	Psychological Influence, Marketing Mix influences, Sociocultural influences, Situational Influences
Psychological Influences on Purchasing Decision	Motivation, Psychological Needs,Safety Needs, Social/Love needs, Personal/esteem needs, Self-Actualization Needs
Maslow's Hierarchy of Needs (bottom to top)	Physiological Needs, Safety Needs, Social Needs, Person Needs, Self Actualization Needs
Personality	refers to a person’s consistent behaviors or responses to recurring situations.
Learning	refers to those behaviors that result from (1) repeated experience and (2) reasoning.
Psychological Influences on Consumer Behavior	Values, Beliefs, Attitudes
Sociocultural Influences on Consumer Behavior	Personal Influence, Opinion Leadership (opinion leaders, word-of-mouth
Brand Loyalty	a favorable attitude toward and consistent purchase of a
Reference Groups	Membership Group, Aspiration Group, Dissociative Group
Consumer Socialization	The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers
Lifestyle	a mode of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them.
attitude	a "learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way
Beliefs	a consumer's subjective perception of how a product or brand performs on different attributes
Motivation	the energizing force that stimulates behavior to satisfy a need.
Opinion Leaders	Individuals who exert direct or indirect social influence over others
Perceived Risk	represents the anxieties felt because the consumer cannot anticipate the comes of a purchase but believes there may be negative consequences.
Perception	the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world
Subliminal Perception	means that you see or hear messages without being aware of them
Reference groups	people to whom an individual looks as a basis for self-appraisal or as a source of personal standards
Self-Concept	the way people see themselves and the way they believe others see them
Social Class	the relatively permanent, homogeneous divisions in a society into which people sharing similar values, interests and behavior can be grouped
Subcultures	subgroups within the larger, or national, culture with unique values, ideas, and attitudes

What refers to behaviors that result from repeated experience and reasoning?

Learning refers to those behaviors that result from (a) repeated experience and (b) reasoning. Brand loyalty results from learning. Values, beliefs, and attitudes are also learned and influ- ence how consumers evaluate products, services, and brands.

What is a learned predisposition to respond to an object or class of objects in a consistently Favourable or Unfavourable way?

Attitude. A learned predisposition to respond in a consistently favourable or unfavourable manner with respect to a given object.

Which of the following would be considered a psychological influence on the consumer decision process?

Perception. As a psychological factor, perception can significantly influence a consumer's behavior. Perception, or what an individual thinks or understands about a product, may impact whether they purchase the product or dictate how they engage with a brand at all.

What is defined as the actions a person takes in purchasing and using products and services including the mental?

What is consumer behavior? The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions.

______ refers to those behaviors that result from repeated experience and reasoning.

Consumer Behavior

What refers to behaviors that result from repeated experience and reasoning?

What is a learned predisposition to respond to an object or class of objects in a consistently Favourable or Unfavourable way?

Which of the following would be considered a psychological influence on the consumer decision process?

What is defined as the actions a person takes in purchasing and using products and services including the mental?

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