Term
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Definition
| the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society |
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| Applications of COnsumer Behavior |
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Definition
1) Marketing Strategy
2) Regulatory Policy
3) Social Marketing
4) Informed Individuals |
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Definition
| the application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole; ex: initiate fear |
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Definition
| the difference between all the benefits derived from a total product and all the costs of acquiring those benefits |
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| Marketing Strategy and Consumer Behavior Model |
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Definition
| Market Analysis-->Market Segmentation-->Marketing Strategy-->Consumer Decision Process-->Outcomes |
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Definition
| marketing mix (product features, price, communications, distributions, and services) that is presented to the target market which is engaged in processing information and making decisions designed to maintain or enhance its lifestyle or performance |
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Definition
| understanding current and anticipating future capabilities of the firm and its competitors |
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Term
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Definition
selecting one or more portions of a larger market whose needs differ somewhat from the larger market; 4 steps
1) Identifying product-related need sets
2) Grouping customers with similar need sets
3) Describing each group
4) Selecting an attractive segment(s) to serve |
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Term
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Definition
| HOw will we provide superior customer value to our target market? Requires the formulation of a consistent marketing mix |
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Definition
| the product, price, communications, distribution, and services provided to the target market |
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Definition
| anything a consumer acquires or might acquire to meet a percieved need; in general, they feed satisfaction instead of physical attributes |
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Definition
| advertising, the sales force, public relations, packaging, and any other signal that they firm provides about itself and its products |
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Definition
| the amount of money one must pay to obtain the right to use the product |
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| everything the consumer must surrender in order to receive the benefits of owning/using the product (ex: maintenance prices/costs after purchase) |
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Definition
| having the product available where target customers can buy it |
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Definition
| auxiliary or peripheral activities that are performed to enhance the primary product or primary service |
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Definition
| the most basic outcome of a firm's marketing strategy; an image of the product or brand in the consumer's mind relative to competing products and brands |
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Definition
| occurs when individuals or groups make consumption decisions that have negative consequences for their long-run well-being |
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Definition
| the totality of an individual's thoughts and feelings about him or herself |
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Definition
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Definition
| exporting and importing products, values, lifestyles, and attitudes |
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Definition
| the complex whole that includes knowledge, belief, art, law, morals, customs, and any other capabilities and habits acquired by humans as members or society |
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Definition
| penalties ranging from mild social disapproval to banishment from the group |
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Definition
| reflect a society's view of the appropriate relationships between individuals and groups within that society (individual/collective, youth/age, extended/limited family, masculine/feminine, competitive/cooperative, diversity/uniformity) |
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| Environment-Oriented Values |
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Definition
| a society's relationship to its economic and technical as well as its physical environment (cleanliness, performance/status, tradition/change, risk taking/security, problem solving/fatalistic, nature) |
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Definition
| reflect the objectives and approaches to life that the individual members of society find desirable (active/passive, sensual/abstinence, material/nomaterial, hard work/leisure, postponed gratification/immediate gratification, religious/secular) |
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Definition
| the degree to which people accept inequality in power, authority, status, and wealth as natural or inheret in society |
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Definition
| acquisition of things to enable one to do something |
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Definition
| the acquisition of items for the sake of owning the item itself |
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| Nonverbal Communication Systems |
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Definition
| arbitrary meanings a culture assigns actions, events, and things other than words |
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Term
| Monochronic Time Perspective |
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Definition
| believing that a person does one thing at a time; strong orientation toward the present and the short-term future |
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Term
| Polychronic Time Perspective |
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Definition
| cultures that have an orientation toward the present and the past |
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Term
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Definition
| literally translated as personal connections/relationships on which an individual can draw to secure resources or advantages when doing business as well as in the course of social life |
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Definition
| the closest thing to global culture today |
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Definition
| describe a population in terms of its size, structure, and distribution; a result and cause of cultural values |
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| Purchasing Power Parity (PPP) |
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Definition
| based on the cost of a standard market basket of products bought in each country |
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Term
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Definition
| translate a word or phrase, then re-translate into the original language using a different interpreter; minimixes translation errors |
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Definition
| widely held beliefs that affirm what is desirable; understand value shifts in orer to understand current and future consumer behavior |
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Definition
| consumers' efforts to reduce their reliance on consumption and material possessions |
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Term
| Enviropreneurial Marketing |
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Definition
| environmentally friendly marketing practices, strategies, and tactics initiated by a firm to achieve a competitive differentiation |
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Term
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Definition
| developing products whose production, use, or disposal is less harmful to the environment than the traditional versions of the product; developing products that have a positive impact on the environment; tying the purchase of a product to an environmental organization or event |
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Definition
| the application of marketing principles and tactics to advance a cause, such as a charity, and ideology, or an activity; benefits a cause without glamour to the product |
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Term
| Cause-Related Marketing (CRM) |
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Definition
| marketing that ties a company and its products to an issue or cause with the goal of improving sales or corporate image while providing benefits to the cause; benefits a cause and glamourizing the product |
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Definition
| whether a person is biologically a male or female |
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Definition
| the traits or femininity (express traits such as tenderness and compassion) and masculinity (instrumental traits such as aggressiveness and dominance) |
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Definition
| behaviors considered appropriate for males and females in a given society |
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Definition
| gender roles; based on an attribute over which the individual has little or no control |
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Definition
| based on performance criteria over which the individual has some degree or control |
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Definition
| expanding opportunities for less affluent consumers to afford luxury; ex: consumers cut back on something else in order to purchase something of an expensive price |
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Term
| Subjective Discretionary Income (SDI) |
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Definition
| an estimate by the consumer of how much money he or she has available to spend on nonessentials |
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Term
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Definition
| one's perceived age, a part of one's self-concept; how old you feel; measured by asking people what age they would associate with how they look, feel, and behave |
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Definition
| a group of persons who have experienced a common social, political, historical, and economic environment; produce unique shared values and behaviors, often function as unique market segments |
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Definition
| the process of describing and explaining the attitudes, values, and behaviors of an age group as well as predicting its future attitudes, values, and behaviors |
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Term
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Definition
| 55 yrs and older; now spans three generations (pre-Depression, Depression, and baby boom) and is a large and growing market with numerous subsegments |
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Term
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Definition
| one segmentation approach to the mature market that incorporates aging processes and life events related to the physical health and mental outlook of older consumers |
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Term
| Societal Rank/Class/Standing |
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Definition
| one's position relative to others on one or more dimensions valued by society; a result of characteristics you possess that others in society desire and hold in high esteem |
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Term
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Definition
| hierarchial division of a society into relatively distinct and homogenous groups with respect to attitudes, values, and lifestyles |
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Term
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Definition
| purchasing and using automobiles, homes, yachts, clothes, and so forth primarily to demonstrate their great wealth |
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Term
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Definition
| doing the "in-thing" on a grand scale; high status brands and activities are actively sought; ex: star professional athlete who owns 5 or 10 luxury cars, multiple homes, etc |
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Term
| Working-Class Aristocrats |
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Definition
| dislike the upper-middle class and prefer products and stores positioned at their social-class level; individuals who are proud of their ability to do "real work" and see themselves as the often-unappreciated backbone of America |
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Term
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Definition
| estimate social status on the basis of a single dimension such as education, income, or occupation |
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Term
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Definition
| take into account numerous variables simultaneously and weight these according to a scheme that reflects societal views |
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Term
| Index of Social Position (ISP) |
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Definition
| two-item index that is well developed and widely used; multi-item indexes approach of Hollingshead |
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Term
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Definition
| a segment of a larger culture whose members share distinguishing values and patterns of behavior |
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Term
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Definition
| those whose members' unique shared behaviors are based on a common racial, language, or national background |
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Term
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Definition
| creating or sponsoring an event that has a particular appeal to a market segment (ex: church in African American culture) |
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Term
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Definition
| the degree to which an immigrant has adapted to his or her new culture |
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Term
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Definition
| America; the educational system, government, and political process are not controlled by a religious group, and most people's daily behaviors are not guided by strict religious guidelines |
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Term
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Definition
| characterized by a strong belief in the literal truth of the Bible, a very strong commitment to their religious beliefs, having had a "born-again" experience, and encouraging others to believe in Jesus CHrist |
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Term
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Definition
| a result of climatic conditions, the natural environment and resources, the characteristics of the various immigrant groups that have settled in each region, and significant social and political events |
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Term
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Definition
| a family consisting of a couple, one or both of whom were previously married, their children, and the children from the previous marriage of one or both parents |
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Term
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Definition
| the process by which decisions that directly or indirectly involve two or more family members are made; categorized as husband-dominant, wife-dominant, joint, or individualized |
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Term
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Definition
| the process by which young people acquire skills, knowledge, and attitudes relevant to their functioning as consumers in the marketplace |
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Term
| Piaget's Stages of Cognitive Development |
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Definition
1) Period of Sensorimotor Intelligence (0-2)
2) Period of Preoperational Thoughts (3-7)
3) Period of Concrete Operations (8-11)
4) Period of Formal Operations (12-15)
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Term
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Definition
| those apabilities necessary for purchases to occu such as understanding money budgeting, product evaluation, and so forth |
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Term
| Consumption-Related Preferences |
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Definition
| the knowledge, attitudes, and values that cause people to attach differential evaluations to products, brands, and retail outlets; brands |
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Term
| Consumption-Related Attitudes |
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Definition
| cognitive and affective orientations toward marketplace stimuli such as advertisement, salespeople, warranties, and so forth; value of things |
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Term
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Definition
| occurs when a parent or sibling specifically and directly attempts to bring about certain responses through reasoning or reinforcement |
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Term
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Definition
| occurs when a child learns appropriate, or inappropriate, consumption behaviors by observing others |
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Term
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Definition
| occurs when a parents alters a child's intial interpretation of, or response to, a marketing or other stimulus |
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Term
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Definition
| two or more individuals who share a set of norms, values, or beliefs and have certain implicity or explicity define relationships to one another such that their behaviors are interdependent |
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Term
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Definition
| a group whose presumed perspectives or values are being used by an individual as the basis for his or her current behavior; a group that an individual uses as a guide for behavior in a specific situation |
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Term
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Definition
1) Membership (part of a group or not)
2) Strength of Social Tie (primary or secondary)
3) Type of Contact (direct or indirect)
4) Attraction (dissociative or aspiration) |
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Term
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Definition
| strength of social tie; family and friends; involve strong and frequent interaction; often wield considerable influence |
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Term
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Definition
| strength of social tie; professional and neighborhood associations; involve weaker ties and less frequent interaction |
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Term
| Dissociative Reference Groups |
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Definition
| groups with negative desirability for an individual (ex: teens avoiding older people's clothing styles) |
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Term
| Aspiration Reference Group |
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Definition
| nonmembership groups with a positive attraction; exert a strong influence |
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Term
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Definition
| a consumption-based group; distinctive subgroup of society that self-selects on the basis of a shared commitment to a particular product class, brand, or consumption activity |
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Term
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Definition
| a nongeographically bound community, based on a structured set of social relationships among owners of a brand and the psychological relationship they have with the brand itself, the product in use, and the firm (ex: Harley Davidson) |
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Term
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Definition
| characterized by consciousness of kind, shared rituals and traditions, and a sense of moral responsibility |
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Definition
| a community that interacts over time around a topic of interest on the Internet (ex: Amazon) |
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Term
| Online Social Network Site |
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Definition
| a web-based service that allows individuals to 1)construct a public or sempublic profile within a bounded system, 2)articulate a list of other users with whom they share a connection, and 3)view and traverse their list of connections and those made by others within the system |
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Term
| Reference Group Influences |
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Definition
| informational, normative, and identification influences |
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Term
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Definition
| occurs when an individual uses the behaviors and opinions of reference group members as potentially useful bits of information |
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Term
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Definition
| "utilitarian influence"; occurs when an individual fulfills group expectations to gain a direct reward or to avoid a sanction; ex: Asch Conformity Experiment |
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Term
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Definition
| "value-expressive influence"; occurs when individuals have internalized the group's values and norms |
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Term
| Word-of-Mouth (WOM) Communications |
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Definition
| a way to seek or receive advice and information; individuals sharing information with other individuals in a verbal form, including face-to-face, phone, and the internet |
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| Two-Step Flow of Communication |
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Definition
| the process of one person's receiving information from the mass media or other sources and passing it on to others |
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Term
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Definition
| "go-to-person" for specific types of information; individuals that actively filter, interpret, or provide product and brand-relevant info to their family, friends, and colleagues |
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Term
| Multistep Flow of Communication |
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Definition
| involves opinion leaders for a particular product area who actively seek relevant information from the mass media as well as other sources; they transmit their interpretations to other members; members receive this info and info from mass media and non-leaders |
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Term
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Definition
| the most salient characteristic is greater long-term involvement with the product category than the non-opinion leader in the group; enahnced knowledge about and experience with the product category or activity |
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Definition
| special type of opinion leader; provide significant amounts of information to others across a wide array of products |
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Term
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Definition
| the exponential expansion of WOM |
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Term
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Definition
| an idea, practice, or product perceived to be new by the relevant individual or group |
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Definition
| the manner in which innovations spread (purchase behavior in which the product is purchased with some degree of regularity) throughout a market |
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Definition
| bell curve of adoptions of an innovator over time; innovators, early adopters, early majority, late majority, then laggards |
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