Consumer Behaviour - Ch 4

Process that causes people to behave as they do. An internal states that activates goal-oriented goals.

The extent to which people share a belief system shaped by individual, social , and cultural forces.

The desired end state is the consumer's ....

Degree of arousal

This state activates goal-oriented behaviour that attemps to reduce or eliminate this unplesant state and return to a balanced one, called homeostasis

it suggests that behavior is largely pulled by expectations of achieving desirable outcomes

particular form of consumption used to satisfy a need

is based on the premise that people have a need for order and consistence in their lives and that a state of tension is created when beliefs or behaviours conflict with one another.

• Self-actualization
• Ego needs
• belongingness
• safety
• physiological

A person's perceived relevance of the object based on their iinherent needs, values and interests

Consumption at the low end of involvement

When consumers are truly involved with a produtct, an ad, or a website they enter

command fierce consumer loyalty. devotion, and maybe even worship by consumers who are very highly involved with a brand

Customization and personalization of products and services for individual consumers at a mass production price.

turn public places into advertising stages when they stages events to promote a brand.

Consumers participate in real time promotional compaigns via their cellphones, usually by text messaging entries to on air tv contests.

What set cultures apart is the relative importance, or ranking, of these universal values. This set of ranking constitutes a culture's...

The process of learning the beliefs and behaviours endorsed by one's own culture

Process of learning the value system and behaviours of another culture

it applies to many cultures

Comprise actions needed to achieve these terminal goals.

Through a technique called laddering consumers' associations between specific attributes and general consequences are incovered.

People who believe once basic material needs are met additional income does not add to hapiness.

Consumer's focus on health is merging with a growing interest in global health

Lifestyles of health and sustainability

The impact human activities have on the environment in therms of the amount of greenhouse gases they produce

It refers to the importance people attract to worldly possessions.