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AUM MKTG 3310D - CH 5
Chapter 5 Vocabulary
45
Marketing
Undergraduate 3
09/03/2008

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Term
Consumer behavior
Definition
The process involved when individuals or groups select, purchase, use, and dispose of goods services, ideas, or experiences to satisfy their needs and desires.
Term
Involvement
Definition
The relative importances of perceived consequences of the purchase to a consumer.
Term
Perceived risk
Definition
The belief that choice of a product has potentially negative consequences, either financially, physically, or social.
Term
Problem recognition
Definition
The process that occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired or ideal state; this recognition initiates the decision-marking process.
Term
Information search
Definition
The process whereby a consumer searches for appropriate information to make a reasonable decision.
Term
Clicksteam analysis
Definition
A means of measuring a Web site's success by tracking customers' movement around the company Web site.
Term
Berhavioral targeting
Definition
The marketing pratice by which marketers deliver advertisements for products a consumer is looking for by watching what the consumer does online.
Term
Evaluative criteria
Definition
The dimensions used by consumers to compare competiting product alternatives.
Term
Heuristics
Definition
A mental rule of thumb that leads to a speedy decision by simplifying the process.
Term
Brand loyalty
Definition
A pattern of repeat product purchases, accompanied by an underlying positive attitude toward the brand, that is based on the belief that the brand makes products superior to those of its competition.
Term
Consumer satisifcation/dissatisfcation
Definition
The overall feelings or attitude a person has about a product after purchasing it.
Term
Cognative dissonance
Definition
The anxiety or regret a consumer may feel after choosing from among similar attractive choices.
Term
Perception
Definition
The process by which people select, organize, and interpret information from the outside world.
Term
Exposure
Definition
The extent to which a stimulus is capable of being registered by a person's sensory receptors.
Term
Subliminal advertising
Definition
Hidden messages in advertising.
Term
Attention
Definition
The extent to which mental-processing activity is devoped to a particular stimulus.
Term
Interpretation
Definition
The process of assigning meaning to a stimulus based on prior associations a person has with it and assumptions he or she makes about it.
Term
Motivation
Definition
An internal state that drives us to satisfy needs by activating goal-oriented behavior.
Term
Hierarch of needs
Definition
An approach that categorizes motives according to the five levels of importance, the more basic needs being on the bottom of the hierachy and the higher needs at the top.
Term
Learning
Definition
A relatively permanent change in behavior caused by acquired information or experience.
Term
Behavioral learning theories
Definition
Theories of learning that focus on how consumer behavior is changed by external events or stimuli.
Term
Classical conditioning
Definition
The learning that occurs when a stimulus eliciting a response is paired with anouther stimulus that initially does not elicit a response on its own but will cause a similar response over time because of its association with the first stimulus.
Term
Operant conditioning
Definition
Learning that occurs as the result of rewards or punshishment.
Term
Stimulus generalization
Definition
Behavior caused by a reaction to one stimulus occurs in the presence of other similar stimuli.
Term
Cognitive learning theory
Definition
Theory of learning that stresses the importance of internal mental processes and that views people as peoblem solvers who actively use information from the world around them to master their environment.
Term
Observational learning
Definition
Learning that occus when people watch the actions of others and note what happens to them as a result.
Term
Attitude
Definition
A learned predisposition to respond favorably or unfavorably to stimuli on the basis of relatively enduring evaluations of people, objects, and issues.
Term
Affect
Definition
The feeling component of attitudes; refers to the overall emotional response a personal has to a product.
Term
Cognition
Definition
The KNOWING component of attitudes; refers to the beliefs or knowledge a person hs about a prodcut and its important characteristics.
Term
Behavior
Definition
The DOING component of attitudes; involves a consumer's intention to do something, such as the intention to purcahse or use a certin product.
Term
Personality
Definition
The set of unique psychological characteristics that consistently infleunces the way a person response to situations in the environment.
Term
Self-concept
Definition
An individual's self-image that is composed of a mixture f beliefs, observations, and feelings about personal attributes.
Term
Family life cycle
Definition
A means of characterizing consumers within a family structure on the basis of different stages through which people pass as they grow older.
Term
Lifestyle
Definition
The pattern of living that determines how people choose to spend their time, money, and energy and that reflects their values, tastes, and preferences.
Term
Psychographics
Definition
The use of psychological, sociological, and anthropological factors to construct market segments.
Term
Culture
Definition
The values, beliefs, customs, and tastes valued by a group of people.
Term
Subculture
Definition
A group within a society whose members share a distinctive set of beliefs, characteristics, or common experiences.
Term
Social class
Definition
The overall rank of social standing of groups of people within a sociaety according to the value assigned to factors such as family background, education, occupation, and income.
Term
Status symbols
Definition
Visible markets that porvide a way for people to flaunt their membership in higher social classes (or at least to make others believe they are members).
Term
Mass-class
Definition
The hundreds of millions of global consumers who now enjoy a level of purchasing power that's sufficient to let them afford high-quality products- except for big-ticket items like college educations, housing, or luxury cars.
Term
Reference group
Definition
An actual or imaginary individual or group that has a significant effect on an individual's evaluations, aspirations, or behavior.
Term
Conformity
Definition
A change in beliefs or actions as a reaction to real or imagined group pressure.
Term
Opinion leader
Definition
A person who is frequently able to influence others' attitudes or behaviors by virtue of his or her active interest and expertise in one or more product categories.
Term
Gender roles
Definition
Society's expectation regarding the appropriate attitudes, behaviors, and appearance for men and women.
Term
Consumer-to-consumer (C2C) e-commerce
Definition
Communications and purchases that occur among individuals without directly involving the manufacturer or retailer.
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