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a group that someone would like to join

a learned tendency to respond consistently toward a given object

an organized pattern of knowledge that an individual holds as true about his or her world

inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions

• processes a consumer uses to
• make purchase decisions, as well as to use and dispose of purchased
• goods or services; also includes factors that influence purchase
• decisions and product use

a five–step process used by consumers when buying goods or services

• the set of values, norms,
• attitudes, and other meaningful symbols that shape human behavior and
• the artifacts, or products, of that behavior as they are transmitted
• from one generation to the next

• the set of values, norms,
• attitudes, and other meaningful symbols that shape human behavior and
• the artifacts, or products, of that behavior as they are transmitted
• from one generation to the next

• the most complex type of
• consumer decision making, used when buying an unfamiliar, expensive
• product or an infrequently bought item; requires use of several criteria
• for evaluating options and much time for seeking information

the process of seeking information in the outside environment

the way an individual would like to be

the process of recalling past information stored in the memory

the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior

a process that creates changes in behavior, immediate or expected, through experience and practice

• the type of decision making
• that requires a moderate amount of time for gathering information and
• deliberating about an unfamiliar brand in a familiar product category

a product information source that originates with marketers promoting the product

• a method of classifying human
• needs and motivations into five categories in ascending order of
• importance: physiological, safety, social, esteem, and
• self–actualization

a driving force that causes a person to take action to satisfy specific needs

result of an imbalance between actual and desired states

a group with which an individual does not want to associate

a product information source that is not associated with advertising or promotion

a value or attitude deemed acceptable by a group

an individual who influences the opinions of others

the process by which people select, organize, and interpret stimuli into a meaningful and coherent picture

a way of organizing and grouping the consistencies of an individual’s reactions to situations

• a reference group with which
• people interact regularly in an informal, face–to–face manner, such as
• family, friends, and coworkers

the way an individual actually perceives himself or herself

a group in society that influences an individual’s purchasing behavior

• the type of decision making
• exhibited by consumers buying frequently purchased, low–cost goods and
• services; requires little search and decision time

• a reference group with which
• people associate less consistently and more formally than a primary
• membership group, such as a club, professional group, or religious group

a process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs

the process whereby a consumer notices certain stimuli and ignores others

a process whereby a consumer remembers only that information that supports personal beliefs

how consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self–evaluations

• a group of people in a society
• who are considered nearly equal in status or community esteem, who
• regularly socialize among themselves both formally and informally, and
• who share behavioral norms

how cultural values and norms are passed down to children

any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing

any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing

a form of learning that occurs when one response is extended to a second stimulus similar to the first

a homogeneous group of people who share elements of the overall culture as well as unique elements of their own group

the enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct

recognition of an unfulfilled need and a product that will satisfy it