Term
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Definition
| Occurs when consumers buy beyond needs satisfaction |
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Term
| Behavioral Influence perspective |
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Definition
Consumers buy based on environmental cues, such as a sale
1. Experiential perspective
2. Behavioral Influence perspective |
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Term
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Definition
consumers buy based on totality of products appeal
1. Experiential perspective
2. Behavioral Influence perspective |
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Term
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Definition
Initiated by a motive that is central to self-concept
a. Habitual Decision making
b. Extended problem Solving
c. Limited problem solving |
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Term
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Definition
buyers not as motivated to search for info or to evaluated rigorously
a. Habitual Decision making
b. Extended problem Solving
c. Limited problem soliving |
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Term
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Definition
Choices made with little to no conscious effort
a. Habitual Decision making
b. Extended problem Solving
c. Limited problem soliving |
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Term
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Definition
Encourage consumers to use product category
a. Primary Demand
b. Secondary Demand |
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Term
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Definition
persuade consumers to use specific brand
a. Primary Demand
b. Secondary Demand |
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Term
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Definition
Actual state moves downward
A. need recognition
b. Opportunity recognition |
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Term
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Definition
| Process by which consumer surveys the environment for appropriate data to make reasonable decision |
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Term
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Definition
Scanning memory to assemble product alternative info
a. Internal search
b. external search |
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Term
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Definition
Obtaining info from ads retailers web, ect
a. Internal search
b. external search |
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Term
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Definition
existing product knowledge obtained from previous info search or experience of alternatives
a. direct learning
b. incidental learning |
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Term
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Definition
mere exposure over time to conditioned stimuli and observations of others
a. direct learning
b. incidental learning |
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Term
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Definition
We select familiar brands when decision situation is ambiguous
a. brand switching
b. Variety seeking |
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Term
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Definition
desire to choose new alternatives over more familar ones
a. brand switching
b. Variety seeking |
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Term
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Definition
| Convincing customers that product should be considered within a given category |
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Term
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Definition
| cognitive steps before making choice |
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Term
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Definition
mental rules of thumb that lead to a speedy decision
1. Heuristics
2. Product signal
3. Covariation |
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Term
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Definition
Observable product attributes that communicate underlying qualities
-clean and shiny car = good mechanical condition
1. Heuristics
2. Product signal
3. Covariation |
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Term
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Definition
Percieved associations among events
- Product types quality and coutnry of origin
1. Heuristics
2. Product signal
3. Covariation |
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