Marketing

Process through which buyers make purchase decisions

Values,beliefs,preference, and tastes handed down from one generation to the next

• 1.Cultural Influences
• 2.Social Influences
• 3.Family Influences

Groups with their own distinct modes of behavior

The surprising impact of groups and group norms on individual behavior (Individuals conform to the majority)

People of institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior,values, and conduct, such as a spouse, family, friends, or celebrities (Children are especially vulnerable to the influence of reference groups)

• 1. Upper-upper
• 2. Lower-upper
• 3. upper-middle
• 4. lower-middle
• 5.working class
• 6. lower class

Trendsetters who purchase new products before others in a group and then influence others in their purchases

Imbalance between a consumer's actual and desired states

Inner state that directs person toward the goal of statisfying a need

• 1. Physiological Needs
• 2. Safety Needs
• 3. Social/Belongingness Needs
• 4. Esteem Needs
• 5. Self-Actualization Needs

Meaning that a person attributes to incoming stimuli gathered through the five senses (Two factors that influences a persons perception: Stimulus factors, Individual factors)

The mental filtering processes through which all inputs must pass (A factor that stands out from all the rest; double the size of an ad)

The subconscious receipt of incoming information

Person's enduring favorable or unfavorable evaluations, emotions, or action tendecies toward some object or idea

• 1. Cognitive: Individual's information and knowledge about an object or concept
• 2. Affective: Deals with feelings or emotional reactions
• 3. Behavioral: Tendencies to act in a certain manner

Knowledge or skill acquired as a result of experience, which changes consumer behavior

The process of applying a series of rewards and reinforcements to permit more complex behavior to evolve (Applying to marketing decisions)

Person's multifaceted picture of himself or herself

• 1. Real self
• 2. Self-image
• 3. Looking-glass self
• 4. Ideal self

Purchases with high levles of potential social or economic consequences

Routine purchases that pose little risk to the consumer

• 1. Problem-Opportunity Recognition
• 2. Search
• 3. Evaluation of Alternatives
• 4. Purchase Decision
• 5. Purchase Act
• 6. Postpurchase Evaluation

Number of alternatives a consumer actually considers in making a purchase decision

Features a consumer considers in choosing among alternatives

• 1. Satisfaction
• 2. Cognitive Dissonance

Imbalance among knowledge,beliefs, and attitudes that occurs after an action or decision, such as a purchase

• 1. Routinized Responce Behavior
• 2. Limited Problem Solving
• 3. Extended Problem Solving