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Consumer Behavior Ch. 4 Key Words
key words and definitions
45
Marketing
Undergraduate 3
01/30/2011

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Term
Acculturation
Definition
the process of learning the beliefs and behaviors endorsed by another culture
Term
Alternate-Reality Game
Definition
an application that blends online and off-line clues and encourages players to collaborate to solve a puzzle
Term
Approach-Approach Conflict
Definition
a person must choose between two desirable alternatives
Term
Approach-Avoidance Conflict
Definition
a person desires a goal but wishes to avoid it at the same time
Term
Avoidance-Avoidance Conflict
Definition
a person must choose between two undesirable alternatives
Term
Carbon Footprint
Definition
the impact human activities have on the environment in terms of the amount of greenhouse gases they produce; measured in units of carbon dioxide
Term
Conscientious Consumerism
Definition
a new value that combines a focus on personal health with a concern for global health
Term
Core Values
Definition
common general values held by a culture
Term
Cosmopolitanism
Definition
a cultural value that emphasizes being open to the world and striving for diverse experiences
Term
Cult Products
Definition
items that command fierce consumer loyalty and devotion
Term
Drive
Definition
the desire to satisfy a biological need in order to reduce physiological arousal
Term
Drive Theory
Definition
concept that focuses on biological needs that produce unpleasant states of arousal
Term
Enculturation
Definition
the process of learning the beliefs and behaviors endorsed by one's own culture
Term
Esteem Need
Definition
prioritizing the needs of the individual above those of the group
Term
Expectancy Theory
Definition
the perspective that behavior is largely "pulled" by expectations of achieving desirable outcomes, or positive incentives, rather than "pushed" from within
Term
Flow State
Definition
situation in which consumers are truly involved with a product, an ad, or a web site
Term
Goal
Definition
a consumer's desired end state
Term
Greenwashing
Definition
inflated claims about a product's environmental benefits
Term
Homeostasis
Definition
the state of being in which the body is in physiological balance; goal-oriented behavior attempts to reduce or eliminate an unpleasant motivational. state and return to a balanced one
Term
Inertia
Definition
the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives
Term
Insourcing
Definition
making things yourself that you used to buy from others
Term
Instrumental Values
Definition
goals endorsed because they are needed to achieve desired end states, or terminal values
Term
Interactive Mobile Marketing
Definition
real-time promotional campaigns targeted to consumers' cell phones
Term
Involvement
Definition
the motivation to process product related information
Term
Laddering
Definition
a technique to uncover consumers' associations between specific attributes and general values
Term
List of Values Scale
Definition
identifies consumer segments based on the values members endorse and relates each value to differences in consumption behaviors
Term
LOHAS
Definition
an acronym for "lifestyles of health and sustainability": a consumer segment that worries about the environment, wants products to be produced in a sustainable way, and who spend money to advance what they see as their personal development and potential
Term
Mass Customization
Definition
the personalization of products and services for individual customers at a mass-production price
Term
Materialism
Definition
the importance consumers attach to worldly possessions
Term
Motivation
Definition
an internal state that activates goal-oriented behavior
Term
Need for Affiliation
Definition
the need to be in the company of others
Term
Need for Power
Definition
the need to control one's environment
Term
Need for Uniqueness
Definition
the need to assert one's individual identity
Term
Physiological Need
Definition
a basic need required to maintain survival of the organism
Term
QR Code
Definition
the next generation of barcodes that activate a browser on a smartphone when photographed
Term
Safety Need
Definition
the need to maintain a secure environment
Term
Self-Actualization
Definition
a higher-order need for self-fulfillment and harmony
Term
Social
Definition
Term
Spectacles
Definition
a marketing message that takes the form of a public performance
Term
Terminal Values
Definition
end states desired by members of a culture
Term
Theory of Cognitive Dissonance
Definition
theory based on the premise that a state of tension is created when beliefs or behaviors conflict with one another, people are motivated to reduce this inconsistency and thus eliminate unpleasant tension
Term
Value
Definition
a belief that some condition is preferable to its opposite
Term
Value System
Definition
a culture's ranking of the relative importance of values
Term
Voluntary Simplifiers
Definition
people who believe that once basic material needs are satisfied, additional income does not lead to happiness
Term
Want
Definition
the particular form of consumption chosen to satisfy a need
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