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BUS 343 (122)
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Chapter 4

BUS 343 Chapter 4 Flashcards

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Business Administration
BUS 343
Jason Ho

The process involved when individuals or groups Consumer behavior select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires The relative importance of perceived Involvement consequences of the purchase ot the consumer The belief that choice of a product has potentially Perceived risk negative consequences, whether financial, physical, and/or social Problem recognition, information search, evaluation The consumer decision making process (5) of alternatives, product choice, post-purchase evaluation The process that occurs whenever the consumer Problem recognition sees a significant difference between his current state of affairs and some desired or ideal state; this recognition initiates the decision-making process The process whereby a consumer searches for Information search appropriate information to make a reasonable decision Marketing strategies that involve the use of internet Search marketing search engines A systematic process of ensuring that your firm Search engine optimization (SEO) comes up at or near the top of lists of typical search phrases related to your business Search engine marketing (SEM) Search marketing strategy in which marketers pay for ads or better positioning Web applications that help online shoppers find what they are looking for at the lowest price and Comparison shopping agents (shopbots) provide customer reviews and ratings of products and sellers The marketing practice by which marketers deliver Behavioral targeting advertisements for products a consumer is looking for by watching what the consumer does online Evaluative criteria the dimensions consumers use to compare competing product alternatives Heuristics a mental rule of thumb that leads to a speedy decision by simplifying the process a pattern of repeat product purchases, accompanied by an underlying positive attitude Brand loyalty toward the brand, based on the belief that the brand makes products superior to those of its competitors overall feelings or attitude a person has about a Customer satisfaction/dissatisfaction product after they purchase it the anxiety or regret a consumer may feel after Cognitive dissonance choosing from among several similar attractive choices Internal: (perception, motivation, learning, attitudes, personalities, age groups, lifestyle), External Influences on consumer decision making [3] influences: [Situational –physical environment, time] [social –culture, subculture, social class, group memberships, opinion leaders, gender roles] The process by which people select, organize, and Perception interpret information from the outside world The extent to which a stimulus is capable of being Exposure registered by a person’s sensory receptors Subliminal advertising Supposedly hidden messaged in marketer’s communications Consideration set The set of alternative brands the consumer is considering for the decision process A means of measuring a website’s success by Clickstream analysis tracking customers’ movement around the site The extent to which a person devotes mental Attention processing to a particular stimulus The process of assigning meaning to a stimulus Interpretation based on prior associations a person has with it and assumptions he or she made about it Motivation An internal state that drives us to satisfy needs by activating goal-oriented behavior stimulus Self-actualization, ego needs, belongingness, Hierarchy of needs (5) safety, physiological A relatively permanent change in behavior caused Learning by acquired information or experience Behavioral leaning theories Theories of learning that f
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