| consumer behavior | | external influences such as culture, social class, reference groups, family, and opinion leaders |
| social factors | | external factors related to the particular circumstances under which a purchase is made |
| psychological factors | | the process through which the ultimate buyer or household consumer makes purchase decisions |
| situational factors | | a person's enduring favorable or unfavorable evaluations, emotions, or tendencies toward some object or idea |
| evoked set | | is an imbalance between the consumer's actual and desired states |
| involvement | | the most complex decision style and occurs for high-involvement products where financial and/or social risk is high |
| routinized response behavior | | the degree of interest an individual has in the product, as well as how important that product is to them |
| limited problem solving | | behavior that occurs for purchases that consumers make less frequently and when their knowledge or experience is limited |
| extended problem solving | | are trendsetters who purchase new products before others in a group, and then influence others in their purchases |
| culture | | immediate or expected changes in consumer behavior as a result of experience |
| subcultures | | inner states that direct a person toward the goal of satisfying a need |
| social class | | a person's view of themselves |
| reference groups | | behavior that occurs for low-involvement products that consumers purchase on a frequent basis |
| opinion leaders | | based upon an individual's occupation, education, income, wealth, and possessions |
| need | | factors internal to the individual |
| motives | | groups with their own distinct modes of behavior |
| perception | | the values, beliefs, preferences, and tastes handed down from one generation to the next |
| attitudes | | people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values, and conduct |
| learning | | the meaning a person attributes to incoming stimuli gathered through the five senses - sight, hearing, touch, taste, and smell |
| self-concept | | the collection of alternatives a consumer considers when making a decision |
