3.1 AMA PCM Consumer Behavior
A positive or negative evaluation or belief held about something, whic
Attitude turn may affect one's behavior; attitudes are typically broken down into
cognitive, affective, and behavioral components.
Forms of learning such as classical conditioning and operant condition
Behavioral Learning
that can be described in terms of stimuli and responses.
Conceptions that people accept as true, concerning how the world
Beliefs
operates and where the individual fits in relationship to others.
Buying Behavior The decisions and actions of people involved in buying and using prod
A state of mental discomfort arising from a discrepancy between two o
Cognitive Dissonance (post-purchase
more of a person's beliefs or between a person's beliefs and overt
dissonance)
behavior.
Form of altering behavior that involves mental processes and may resu
Cognitive Learning
from observation or imitation.
Group of brands that a consumer would consider acceptable from amo
Consideration Set (Evoked Set)
all the brands in the product class of which he or she is aware.
Processes a consumer uses to make purchase decisions, as well as to u
Consumer Behavior and dispose of purchased goods or services; also includes factors tha
influence purchase decisions and product use
, 3.1 AMA PCM Consumer Behavior
The process by which people acquire the skills, knowledge and attitud
Consumer Socialization
necessary to function as consumers.
Cue An action or event that is a signal for somebody to do something.
Mental shortcuts that help consumers narrow down choices; examples
Decision Heuristics
include price, brand, and product presentation.
Product or service features that are important to the buyer and on whi
Determinant Attributes
competing brands or stores are perceived to differ.
Dissociative Group Group to which a consumer does not want to belong.
Need for recognition and respect from others to build sense of
Esteem Needs
achievement, competence and independence.
The product attributes or performance characteristics on which consu
Evaluative Criteria
base their product evaluations
A purchase decision process during which the consumer devotes
Extended Problem Solving considerable time and effort to analyzing alternatives; often occurs wh
the consumer perceives that the purchase decision entails a lot of risk.
Individuals perceive others on control of health decisions and health s
External Locus of Control
External sources may be fate, chance, luck, God, or powerful others.
A positive or negative evaluation or belief held about something, whic
Attitude turn may affect one's behavior; attitudes are typically broken down into
cognitive, affective, and behavioral components.
Forms of learning such as classical conditioning and operant condition
Behavioral Learning
that can be described in terms of stimuli and responses.
Conceptions that people accept as true, concerning how the world
Beliefs
operates and where the individual fits in relationship to others.
Buying Behavior The decisions and actions of people involved in buying and using prod
A state of mental discomfort arising from a discrepancy between two o
Cognitive Dissonance (post-purchase
more of a person's beliefs or between a person's beliefs and overt
dissonance)
behavior.
Form of altering behavior that involves mental processes and may resu
Cognitive Learning
from observation or imitation.
Group of brands that a consumer would consider acceptable from amo
Consideration Set (Evoked Set)
all the brands in the product class of which he or she is aware.
Processes a consumer uses to make purchase decisions, as well as to u
Consumer Behavior and dispose of purchased goods or services; also includes factors tha
influence purchase decisions and product use
, 3.1 AMA PCM Consumer Behavior
The process by which people acquire the skills, knowledge and attitud
Consumer Socialization
necessary to function as consumers.
Cue An action or event that is a signal for somebody to do something.
Mental shortcuts that help consumers narrow down choices; examples
Decision Heuristics
include price, brand, and product presentation.
Product or service features that are important to the buyer and on whi
Determinant Attributes
competing brands or stores are perceived to differ.
Dissociative Group Group to which a consumer does not want to belong.
Need for recognition and respect from others to build sense of
Esteem Needs
achievement, competence and independence.
The product attributes or performance characteristics on which consu
Evaluative Criteria
base their product evaluations
A purchase decision process during which the consumer devotes
Extended Problem Solving considerable time and effort to analyzing alternatives; often occurs wh
the consumer perceives that the purchase decision entails a lot of risk.
Individuals perceive others on control of health decisions and health s
External Locus of Control
External sources may be fate, chance, luck, God, or powerful others.
