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Definition
| two or more people who interact to accomplish either individual or mutual goals |
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| a group to which a person either belongs or would qualify for membership in |
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| an individual is not likely to to receive membership, despite acting like a member by adopting the group's values, attitudes, and behavior |
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| any person or group that serves as a point of comparison for an individual in forming either general or specific values, attitudes, or a specific guide for behavior |
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| Normative Reference Groups |
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Definition
| reference groups that influence general or broadly defined values or behavior |
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| Comparative Reference Groups |
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| reference groups that serve as benchmarks for specific or narrowly defined attitudes or behavior |
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| Indirect Reference Groups |
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Definition
| consist of those individuals or groups with whom a person does not have direct face-to-face contact |
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| the ability of reference groups to change consumer attitudes and behavior by encouraging conformity |
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| unstructured, lack specific authority levels |
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| two or more people who shop together |
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| provides consumers with assistance in their effort to make the right purchase decisions, consumer products and services in a healthy and responsibly manner, and generally add to the overall quality of their lives |
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| based on personal usage, a celebrity attests to the quality of the product or service |
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| Celebrity lends his or her name and appears on behalf of a product or service with which he or she may or may not be an expert |
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| Celebrity presents a product or service as part of a character endorsement |
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| Celebrity represents the brand or company over an extended period of time |
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| audience's perception of the celebrity's expertise and trustworthiness |
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| two or more persons related by blood, marriage, or adoption who reside together |
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| a husband and wife and one or more children |
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| a nuclear family, together with at least one grandparent living within the household |
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| households consisting of one parent and at least one child |
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| process by which children acquire the skills, knowledge, attitudes, and experiences necessary to function as consumers |
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| provide information to other members about a product or service |
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| control the flow of information about a product or service |
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| power to determine unilaterally or jointly whether to shop for, purchase, use, consumer, or dispose of a specific product or service |
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| make the actual purchase of a particular product or service |
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| transform the product into a form suitable for consumption by oher family members |
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| use or consume a particular product or service |
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| service or repair the product so that it will provide continued satisfaction |
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| initiate or carry out the disposal or discontinuation of a particular product or service |
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Term
| Traditional Family Life Cycle |
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Definition
| progression of stages through which many families pass, starting with bachelorhood, moving on to marriage, then to famlily growth, to family contraction, and ending wiht the dissolution of the basic unit |
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| amount of status the members of that class have in comparison with members of other social classes |
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| individuals are asked to estimate their own social-class positions |
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Term
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Definition
| reflects an individual's sense of belonging or identification with others |
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Term
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| uses one socioeconomic variable to evaluate social-class membership |
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Term
| Chapin's Social Status Scale |
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Definition
| focuses on the presence of certain items of funiture and accessories in the living room and the confition of the room |
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| Index of Status Characteristics |
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Definition
| weighted measure of occupation, source of income, house type, dwelling area |
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| Socioeconomic Status Scores |
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Definition
| comvines three basic variables: occupation, family income, and educational attainment |
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Definition
| availability of free education and opportunities for self-development and self-advancement |
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| young adults find it difficult to do better than their successful parents |
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Term
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| "birds of a feather flock together" |
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| identifies a variety of socioeconomic and demographic factors drawn from U.S. census data |
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| low income, may be more brand loyal |
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| the sum total of learned beliefs, valued, and customs that serve to direct the consumer behavior of members of a particular society |
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| subjective cultural differences that cross national boundaries or can be seen to be present in more than one country |
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| shared cultural characters that uniquely or specificall define the citizens of particular countries |
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| cultural divisions or grouping that contain various collections of individuals |
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| the learning of one's own culture |
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| the learning of a new or foreign culture |
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| focuses on the content of verbal, written and pictorial communications |
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Definition
| select a small sample of people from a particular society and carefuly observe their behavior |
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Term
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| takes place within a natural enviornment, is performed sometimes without the subject's awareness, and it focuses on observation of behavior |
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| participate while observing |
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| self-administered value inventory that is divided into two parts, each part measuring different but complementary types of personal values |
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| values that affect and reflect the character of American society |
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Definition
| religious, ethnic, regional, racial, and economic gropus |
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| posess beliefs, values, and customs that set them apart from other members of the same society |
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| an important suvcultural reference that guides what they value and that they buy |
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| Hispanic American Subculture |
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Definition
| single market, based on a common language and culture, or as separate subcultural markets that correspond to different hispanic countries of origin |
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| Protestant, Roman, Judaism |
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| Caucasian, African American, Asian American, and American Indian |
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| Cross-Cultural Conumer Analysis |
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Definition
| research to determine the extent to which consumers of two or more nations are similar in relation to specific consumption behavior |
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| Cross-Cultural Consumer Research |
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Definition
| research methods designed to find the similarities and differences among consumers in a marketer's domestic market and those it wants to target in a foreign country |
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| Cross-Cultural Psycographic Segmentation |
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Definition
| tailoring marketing strategies to the needs of specific foreign segments |
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Definition
| standardizing both product and communications programs when conducting business on a global basis |
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| customizing both product and communications programs by area or country when conducting business on a global basis |
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| decisions that marketers make on how to reach all potential consumers of their products in countries throughtout the world. |
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Definition
| an orientation for assessing whether to use a global versus local marketing strategy concentrating on a high-tech to high-touch continuum |
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Definition
| products that are manufactured, packaged, and positioned the same way regardless of the country in which they are sold |
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| a sequence of categories that describes how early or late a consumer adopts a new product in relation to other adopters. the five typical adopter categories are innovators, early adopters, early majority, late majority, and laggards |
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Term
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Definition
| the stages through which an individual consumer passes in arriving at a decision to try to continue using a new product. the five stages of the traditional adoption process are awareness, interest, evaluation, trial, and adoption |
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| those among the first to purchase a new product |
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| a new product entry that is an improved or modifies version of an existing product rather than a totally new product. a continuous innovation has the least disruptive influence on established consumption patterns |
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| the framework for exploring the spread of consumer acceptance of new products throughout the social system |
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| the process by which the acceptance of an innovation is spread by communication to members of a social system over a period of time |
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Definition
| a dramatically new product entry that requires the establishment of new consumption practices |
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| Dynamically Continuous Innovaiton |
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Definition
| a new product entry that is sufficiently innovative to have some disruptive effects on established consumption practices |
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Term
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Definition
| a totally new product, new service, new idea, or new practice |
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Definition
| individuals who influence stems from a general knwledge and market expertise that lead to an early awareness of new products and services |
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Term
| Multistep Flow of Communication Theory |
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Definition
| a revision of the traditional two-step theory that shows multiple communication flows |
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Term
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Definition
| a person who informally gives product information and advice to others |
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Term
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Definition
| an individual who either actively seeks product information from others or received unsolicited information |
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Term
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Definition
| individuals who actively seek information and advice about products from others |
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Term
| Two-Step Flow of Communication Theory |
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Definition
| a communications model that portrays opinion leaders as direct receivers of information from mass-media sources who, in turn, interpret and transmit this information to the general public |
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Term
| Affect Referral Decision Rule |
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Definition
| simplified decision rule by which consumers make a product choice on the basis of their previously established overall ratings of the brands considered, rather than on specific attributes |
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Term
| Compensatory Decision Rule |
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Definition
| a type of decision rule in which a consumer evaluates each brand in terms of each relevant attribute and then selects the brand wit the highest weighted score |
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Term
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Definition
| the specific brands a consumer considers in making a purchase choice in a particular product category |
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Definition
| brands that consumers exclude from purchase consideration |
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Definition
| brands that a consumer is indifferent towards because they are perceived as having no particular advantage |
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