Consumer Behavior exam 1
Study online at https://quizlet.com/_jjjfp2
1. Consumer Be- the totality of consumers' decision with respect to the acquisition, consump-
havior tion, and disposition of goods, service, time, places, and ideas by human deci-
sion-makeing units(over time)
2. Steps of con- per-purchase(research on what product or brand and the decision making), pur-
sumer behavior chase(how they are getting the product, buying, renting, stealing, finding, being
gifted, etc.), and post-purchase(how it's used, evaluation of the product, disposal,
and feedback)
3. Need something required to function
4. want a specific product to fill a need, shaped by culture and personality. How someone
decides to satisfy a need
5. Types of needs Functional- for practical and problem-solving (safety, food, shelter, etc)
Symbolic- to fulfill self-expression, status, identity, affiliation (Designer goods,
name brand)
Hedonic- for sensory pleasure, fun, excitement, and enjoyment (Fancy food be-
cause its just yummyer, fancy hotel for the vibes and amenities)
6. Need Conflicts Approach-Approach: two good options to choose between (ice cream or cake for
dessert)
Approach-Avoidence: Each option has both pros and cons (eat yummy food or
diet)
Avoidence-Avoidence: Each option is bad but need to pick one (pay taxes or pay
insurance)
7. High-effort deci- Central-route processing
sion making High MAO
Controlled, conscious, intentional thinking
Researching, evaluation, and comparison before buying
For important, risky, or expensive purchases
1/7
, Consumer Behavior exam 1
Study online at https://quizlet.com/_jjjfp2
8. Low-effort Deci- Peripheral processing
sion Making Automatic, habitual, low attention/cognitive effort
Uses shortcuts(heuristics), habits, brand loyalty, or simple cues before buying
Routine, low-cost, low-risk purchases
9. Types of involve- Enduring: long-term interest in product category (car enthusiast)
ment Situational: temporary interest due to situation (need a laptop so interested in
buying one)
Cognitive: Interest in thinking and learning about an offering (reading re-
views/specs)
Affective: emotional interest, feeling, and response to an offering (love a brand/an
ad)
10. Motivation and Motivation drives involvment
involvment
11. Promotion goals Focused on growth and accomplishments. Consumers seek gains and improve-
ment
12. Prevention goals Focused on safety and avoiding losses. Consumers seek to prevent problems and
maintain the status quo
13. Types of Risk Physical
Psychological
Performance
Financial
Social
Time
14. MAO Motivation
Ability
Opportunity
2/7
Study online at https://quizlet.com/_jjjfp2
1. Consumer Be- the totality of consumers' decision with respect to the acquisition, consump-
havior tion, and disposition of goods, service, time, places, and ideas by human deci-
sion-makeing units(over time)
2. Steps of con- per-purchase(research on what product or brand and the decision making), pur-
sumer behavior chase(how they are getting the product, buying, renting, stealing, finding, being
gifted, etc.), and post-purchase(how it's used, evaluation of the product, disposal,
and feedback)
3. Need something required to function
4. want a specific product to fill a need, shaped by culture and personality. How someone
decides to satisfy a need
5. Types of needs Functional- for practical and problem-solving (safety, food, shelter, etc)
Symbolic- to fulfill self-expression, status, identity, affiliation (Designer goods,
name brand)
Hedonic- for sensory pleasure, fun, excitement, and enjoyment (Fancy food be-
cause its just yummyer, fancy hotel for the vibes and amenities)
6. Need Conflicts Approach-Approach: two good options to choose between (ice cream or cake for
dessert)
Approach-Avoidence: Each option has both pros and cons (eat yummy food or
diet)
Avoidence-Avoidence: Each option is bad but need to pick one (pay taxes or pay
insurance)
7. High-effort deci- Central-route processing
sion making High MAO
Controlled, conscious, intentional thinking
Researching, evaluation, and comparison before buying
For important, risky, or expensive purchases
1/7
, Consumer Behavior exam 1
Study online at https://quizlet.com/_jjjfp2
8. Low-effort Deci- Peripheral processing
sion Making Automatic, habitual, low attention/cognitive effort
Uses shortcuts(heuristics), habits, brand loyalty, or simple cues before buying
Routine, low-cost, low-risk purchases
9. Types of involve- Enduring: long-term interest in product category (car enthusiast)
ment Situational: temporary interest due to situation (need a laptop so interested in
buying one)
Cognitive: Interest in thinking and learning about an offering (reading re-
views/specs)
Affective: emotional interest, feeling, and response to an offering (love a brand/an
ad)
10. Motivation and Motivation drives involvment
involvment
11. Promotion goals Focused on growth and accomplishments. Consumers seek gains and improve-
ment
12. Prevention goals Focused on safety and avoiding losses. Consumers seek to prevent problems and
maintain the status quo
13. Types of Risk Physical
Psychological
Performance
Financial
Social
Time
14. MAO Motivation
Ability
Opportunity
2/7
