FINALS - CONBEH

• Decision Making is one of the complex areas of Human Behavior
• Consumer Decison Making can also involve impulsive decisions, which are taken on the spur of the moment
• Consumer Decision Making - These include the motivation of the

  consumer.
• Impulsive Buying - The consumer just wants to buy the product without going much into the consequences of making the buy.
• Needs and Wants - These are important aspect in Consumer Behavior, because consumer decision making starts with it.
• Mental Activities - It is where the consumer starts to

  think the product he/she wants.
• Physical Activities - These Includes the action of the

  consumer where he/she examines the product goes to the place where he/she thinks of the product he/she

  wants.
• Disposal Activities - It is also regarded as important because of the aspect of environment, and we can also say that it is one of

  the measurements in terms of the life span of certain product.
• Culture - This is something that needs to be dovetailed into the marketing program when consumer decision making is considered.
• Culture - This is the combination of norms, beliefs, lifestyle, and language in a certain place.
• Santi, wants to buy a new cellphone and it is important to him because it will be useful in his everyday life, by that, he has this careful thinking of what brand, price and specification of cellphone he wants to buy. This is an example of? Rational Decisions
• Claire is stressed in a matter of days because of the load of work she

  has, by that to relief her stress she wants to buy sweet foods, because

  when she eats them it relieves her.

  This is an example of? Irrational Decisions
• Automatic Information Processing - It when the consumer has an

  automatic set of behaviors that is concerned with his routine matters.
• Irrational Decisions - Emphasize within quotes because

  it is just not irrational, it is more of an emotional decision where the

  consumer is not given in for rational arguments.
• Rational Decisions - It only means that consumers are

  trained to apply the reason when coming out with a decision-making as we had examined the elaborate decision-making sometime back.
• Motivation - It is the actionable part of the consumer, which propels the consumers into action.
• Motivation along with emotion provides a powerful focus on the consumer.
• Low Involvement - This is with respect to most of the consumers, the consumer would not probably have an active interest with.
• High Involvement - These decisions are closely tied to

  the consumer’s ego and self-image. They also involve some risk to the

  consumer.
• Jeff needs to think and be careful on what car he will purchase because if had a bad choice, it will have a big toil of risk on his part. This is an example of? High Involvement
• Social Judgement Theory - Assumption in this theory is that

  an individual's position with respect to a belief is based on his involvement with respect to an issue.
• Excitation Transfer Theory means when consumers

  experience an involvement with regard to one stimuli, they transfer

  the same involvement and emotion to another stimuli.
• Motivation - It is the internal drive of a consumer.
• Involvement - The degree of personal relevance

  associated with a particular consumer's perception.
• From the viewpoint of motivation a needs and wants is something that

  needs to be rectified as it goes down.
• Perception is all about consumers’ subjective understandings rather than objective realities. Altering subjective “wisdom” is difficult, or even impossible.
• Sensation is the immediate and direct response of the sensory organs to stimuli.
• stimulus is any unit of input to any of the senses.
• Sensory receptors are the human organs (the eyes, ears, nose, mouth, and skin) that receive sensory inputs.
• Human sensory sensitivity refers to the experience of sensation. Sensitivity to stimuli varies with the quality of an individual’s sensory receptors
• As sensory input decreases, however, our ability to detect changes in input or intensity increases, to the point that we attain maximum sensitivity under conditions of minimal stimulation.
• Marketers need to be aware of how a culture influences the interpretation sensory perceptions in order to be able to

  provide products and services that meet the needs of consumers in that culture.
• We are trained by our culture how to interpret our sensory perceptions.
• Research evidence suggests that sensory perception is culturally specific.
• The lowest level at which an individual can experience a sensation is called the absolute threshold.
• The minimal difference that can be detected between two similar stimuli is called the differential threshold, or the just

  noticeable difference (JND).
• Sensory adaptation is a problem that concerns many national advertisers, which is why they try to change their advertising

  campaigns regularly.
• Sensory adaptation is a phenomenon that occurs when the sensory receptors become exposed to stimuli for a prolonged period.