Marketing 3000 Exam 2 Mizzou
Study online at https://quizlet.com/_6bn8rb
1. consumer behavior describes how consumers (people who potentially may buy something)
make purchase decisions
2. consumer buying influenced by different cultural, social, personal, and psychological factors.
process
Problem recognition, Information search, Evaluation of alternatives, Pur-
chase decision, Postpurchase behavior
3. See Chart pg 40
4. Need/Problem 1st stage in the buying process
Recognition
there is a need or want that requires satisfaction for primary needs or
secondary needs
marketing mix elements and having a problem cause the stimuli to want to
satisfy it
5. information search 2nd stage in the buying process
a consumer will engage in a search for information about alternatives that
may satisfy that need
can occur internally or externally
internal - recalling information stored in memory(most relatable)
external - seeking information from the outside environment (trial most
valuable)
6. alternative evaluation 3rd stage in the buying process
yields a set of the most preferred alternatives, called the evoked set or
consideration set
consumer weighs the importance of attributes
, Marketing 3000 Exam 2 Mizzou
Study online at https://quizlet.com/_6bn8rb
7. purchase decision 4th stage in the buying process
consumer decides whether to buy as well as where and how to buy
8. post purchase behav- 5th stage in the buying process (most important)
ior
performance - expectations = level of satisfaction
9. Innate needs vs. Ac- I- food, water, shelter, sex "Primary needs"
quired needs A- Prestige, power, affection, "learned"
10. Trio of Needs power, affiliation, achievement
P- need to control environment
Af- need of friendship
Ac- need of personal accomplishment
11. routine decision mak- A type of customer decision making used when a person needs little
ing information about a product he or she is buying. Gum, Milk
12. limited decision mak- the type of decision making that requires a moderate amount of time for
ing gathering information and deliberating about an unfamiliar brand in a
familiar product category. Blender
13. extensive decision the most complex type of consumer decision making, used when buying
making an unfamiliar, expensive product or an infrequently bought item; requires
use of several criteria for evaluating options and much time for seeking
information. Cars
14. cognitive dissonance feeling of tension or anxiety after the purchase, can lead to either a re-
turned purchase or to a negative evaluation of the brand
to combat use: personal selling or advertising communication
Study online at https://quizlet.com/_6bn8rb
1. consumer behavior describes how consumers (people who potentially may buy something)
make purchase decisions
2. consumer buying influenced by different cultural, social, personal, and psychological factors.
process
Problem recognition, Information search, Evaluation of alternatives, Pur-
chase decision, Postpurchase behavior
3. See Chart pg 40
4. Need/Problem 1st stage in the buying process
Recognition
there is a need or want that requires satisfaction for primary needs or
secondary needs
marketing mix elements and having a problem cause the stimuli to want to
satisfy it
5. information search 2nd stage in the buying process
a consumer will engage in a search for information about alternatives that
may satisfy that need
can occur internally or externally
internal - recalling information stored in memory(most relatable)
external - seeking information from the outside environment (trial most
valuable)
6. alternative evaluation 3rd stage in the buying process
yields a set of the most preferred alternatives, called the evoked set or
consideration set
consumer weighs the importance of attributes
, Marketing 3000 Exam 2 Mizzou
Study online at https://quizlet.com/_6bn8rb
7. purchase decision 4th stage in the buying process
consumer decides whether to buy as well as where and how to buy
8. post purchase behav- 5th stage in the buying process (most important)
ior
performance - expectations = level of satisfaction
9. Innate needs vs. Ac- I- food, water, shelter, sex "Primary needs"
quired needs A- Prestige, power, affection, "learned"
10. Trio of Needs power, affiliation, achievement
P- need to control environment
Af- need of friendship
Ac- need of personal accomplishment
11. routine decision mak- A type of customer decision making used when a person needs little
ing information about a product he or she is buying. Gum, Milk
12. limited decision mak- the type of decision making that requires a moderate amount of time for
ing gathering information and deliberating about an unfamiliar brand in a
familiar product category. Blender
13. extensive decision the most complex type of consumer decision making, used when buying
making an unfamiliar, expensive product or an infrequently bought item; requires
use of several criteria for evaluating options and much time for seeking
information. Cars
14. cognitive dissonance feeling of tension or anxiety after the purchase, can lead to either a re-
turned purchase or to a negative evaluation of the brand
to combat use: personal selling or advertising communication
