Management and Organizational Studies 2320A/B Chapter Notes - Chapter 6: Selective Exposure Theory, Cognitive Dissonance, Abraham Maslow

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Consumer buying behaviour: the buying behaviour of final consumers individuals and households that buy goods and services for personal consumption. Consumer market: all the individuals and households who buy or acquire goods and services for personal consumption. Factors affection consumer behaviour: cultural factors. Culture: the set of basic values, perceptions, wants, and behaviours learned by a member of society from family and other important institutions. Marketers are trying to spot cultural shifts. Subcultures: a group of people with shared value systems based on common life experiences: regional subcultures, founding nations, ethnic consumers, mature consumers. Social class: relatively permanent and ordered divisions in a society whose members share similar value, interests, and behaviours (not determined by a single factor) Social factors: small groups, family, social roles, status. Opinion leaders: a person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others. Most important consumer buying organization in society.

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