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| a component of attitude that reflects what person feels about the issue at hand. his or her like or dislike something |
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| A person's enduring evaluation of his or her feelings about the behavioral tendencies toward an object or idea. Three components, cognitive, affective, and behavioral. |
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| A component of attitude that comprises the actions a person takes with regard to the issue at hand. |
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| A component of attitude that reflects what a person believes to be true. |
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| Compensatory Decision Rule |
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Definition
| At work when the consumer is evaluating alternatives and trades off one characteristic against another, such that good characteristics compensate for bad ones. |
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| the set of criteria that consumers use consciously or subconsciously to quickly and efficiently select from among several alternatives. |
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| percentage of consumers who buy a product after viewing it. |
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| the set of values, guiding beliefs, understandings, and ways of doing things shared by members of a society. |
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| Mental shortcuts that help consumers barrow down choices. Examples include price, brand, and product presentation. |
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| Product or service features that are important to buyer and on which competing brands or stores are perceived to differ. |
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| Needs that enable people to fulfill inner desires. |
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| Consist of a set of salient, or important, attributes about a particular product. |
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| Comprises the alternative brands or stores that the consumer states he or she would consider when making a purchase. |
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| A purchase decision process during which the consumer devotes considerable time and effort to analyzing alternatives . Often occurs when the consumer perceives that the purchase decision entails a lot of risk. |
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| External locus of control |
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Definition
| Refers to when consumers believe that fate or other external factors control all outcomes. |
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| External search for information |
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Definition
| Occurs when the buyer seeks information outside his or her personal knowledge base to help make the buying decision. |
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| Risk associated with a monetary outlay. Includes the initial cost of purchase as well as the costs of using the item or service. |
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| Pertain to the performance of a product or service. |
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| A purchase decision process in which consumers engage with little conscious effort. |
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| A buying decision made by customers on the spot when they see the merchandise |
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Term
| internal locus of control |
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Definition
| Refers to when consumers believe they have some control over the outcomes of their actions. In which case they generally engage in more search activities. |
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| internal search of information |
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Definition
| Occurs when the buyer examines his or her own memory and knowledge about the product or service, gathered through past experiences. |
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| Consumer's interest in a product or service. |
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| Refers to a change in a person's thought process or behavior that arises from experience and takes place throughout the consumer decisions process. |
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| A component of psychographics. Refers to the way a person lives his or her life to achieve goals. |
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| Occurs during a purchase decision that calls for, at most, a moderate amount of effort and time. |
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| Needs expressed through interactions with others. |
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| Maslow's Hierarchy of Needs |
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Definition
| A paradigm for classifying people's motives. It argues that when lower-level, more basic needs are fulfilled, people turn to satisfying their higher-level human needs. |
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| A need or want that is strong enough to cause the person to seek satisfaction. |
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| A compensatory model of customer decision making based on the notion that customers see a product as a collection of attributes or characteristics. The model uses a weighted average score based on the importance of various attributes and performance on those issues. |
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| The beginning of the consumer decision process. Occurs when the consumers recognize they have an unsatisfied need and want to go from their actual, needy state to a different, desired state. |
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| noncompensatory decision rule |
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Definition
| At work when consumers choose a product or service on the basis of a subset of its characteristics, regardless of the values of its other attributes. |
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| The process by which people select, organize, and interpret information to form a meaningful picture of the world. |
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| Involves the perceived danger inherent in a poorly performing product or service. |
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| Those relating to the basic biological necessities of life |
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| The fear of an actual harm should a product not perform properly. |
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| postpurchase cognitive dissonance |
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Definition
| The psychologically uncomfortable state produced by an inconsistency between beliefs and behaviors that in turn evokes a motivation to reduce the dissonance |
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| Pertain to the personal gratification consumers associate with a product or service |
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| Associated with the way people will feel if the product or service does not convey the right image. |
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| One or more persons whom an individual uses as a basis for comparison regarding beliefs, feelings, and behaviors. |
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| Includes those brands or stores that the consumer can readily bring forth from memory. |
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| One of the needs in the PSSP hierarchy of needs. Pertain to protection and physical well-being. |
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| Associated with the way people will feel if the product or service does not convey the right image. |
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| when a person is completely satisfied with his or her life. |
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| Factors affecting the consumer decision process. Those that are specific to the situation that may override, or at least influence, psychological and social issues. |
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| The fears that consumers suffer when they worry others might not regard their purchases positively |
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| Includes all possible choices for a product category. |
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