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Marketing Chap 9
Marketing Chap 9
18
Marketing
Undergraduate 1
02/24/2007

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Term
customer behavior
Definition
Buying behavior of individual consumers as well as organizational buyers
Term
attitudes
Definition
One's enduring favorable or unfavorable evaluations, emotional feelings, or pro or con action tendencies
Term
consumer behavior
Definition
Buyer behavior of ultimate consumers
Term
learning
Definition
Changes in behavior, immediate or expected, that occur as the result of experience
Term
culture
Definition
Values, beliefs, preferences, and tastes that are handed down from generation to generation
Term
self-concept
Definition
The real self, self-image, looking-glass self, and ideal self; mental conception of one's self
Term
subculture
Definition
Subgroup of a culture with its own distinctive modes of behavior
Term
evoked set
Definition
Number of brands that a consumer actually considers before making a purchase decision.
Term
reference groups
Definition
Group with which an individual identifies enough that its value structures affects his or her behavior.
Term
evaluative criteria
Definition
Features that a consumer considers in choosing among alternatives
Term
opinion leader’s
Definition
Individual within a group who serves as an information source for other group members.
Term
cognitive dissonance
Definition
Postpurchase anxiety that results when an imbalance exists among an individual's knowledge, beliefs, and attitudes
Term
need
Definition
Discrepancy between a desired state and the actual state; lack of something useful
Term
routinized response behavior
Definition
Type of quick consumer problem solving in which the consumer has already set evaluative criteria and identified available options
Term
motive
Definition
Inner state that directs a person toward the goal of satisfying a felt need
Term
limited problem solving
Definition
Situations in which the consumer knows the evaluative criteria for a product, but has not employed the criteria to assess a new brand.
Term
perception
Definition
Meaning that an individual attributes to an incoming sensory stimulus
Term
extended problem solving
Definition
Situation that results when brands are difficult to categorize or evaluate, and usually involves lengthy external searches.
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