Consumer Behavior

level of involvement

A knowledgeable, accessible individual who provides information about a specific sphere of interests to followers

#1 Problem recognition includes:

A motive is a need (biogenic or psychogenic) that is sufficiently pressing to drive a person to act.

When do you want to catch your consumer with marketing steering

A buyer’s doubts shortly after a purchase about whether the decision was the right one.

#3 Evaluation of alternatives

The process of selecting inputs to be exposed to our awareness while ignoring others.

#2 Information search includes:

Dissociative - groups that you don’t want to belong to

This is an example of:

Maslows Law -doesn’t account for differences in individualist vs. collectivist cultures

#5 During the post-purchase evalution:

An individual’s changing or twisting of information when it is inconsistent with personal feelings or beliefs.

#4 During the purchase stage factors that may affect the sale:

A membership are groups you currently belong to

Situational surrounding includes:

aspirational - groups you don’t currently belong to, but you want to

Examples of Opinion Leaders

Actions and activities that a person in a particular position is supposed to perform based on expectations

List of cognitive biases (pychological)

Inluences on decision process

Sub-Culture -Groups of individuals whose characteristic values and behavior are similar, but also differ

#3b Evaluation of alternatives - reconsider phase includes:

Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not.

Consumers learn by:

level of involvement

Culture- The accumulated values, knowledge, beliefs, customs, objects, and concepts of a society