Term
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Definition
| a condition where the large number of available options forces us to make repeated choices that may drain psychological energy while it saps our abilities to make smart decisions |
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Term
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Definition
| we calmly and carefully integrate as much information as possible with what we already know about a product, painstakingly weigh the pluses and minuses of each alternative, and make a satisfactory decision |
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Term
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Definition
| occurs when our initial impulse pruchases actually increase the likelihood that we will buy even more (instead of less as we satisfy our needs); it's like we get "revved up" and plunge into a spending spree |
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Term
| Cognitive processing style |
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Definition
| some of us tend to have a rational system of cognition that proceses information analytically and sequentially using roles of logic, while others rely on an experiential system of cognition that processes information more holistically and in parallel |
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Term
| behavioral influence perspective |
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Definition
| the view that consumer decisions are learned responses to environmental cues |
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Term
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Definition
| an approach stressing the Gestalt or totality of the product or service experience, focusing on consumers' affective responses |
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Term
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Definition
| an elaborate decision-making proess, often initiated by a motive that is fairly central to the self-concept and accompanied by perceived risk; the consumer tries to collect as much information as possible, and carefully weighs product alternatives |
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Term
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Definition
| a problem-solving process in which consumers are not motivated to search for information or to rigorously evaluate each alternative; instead they use simple decision rules to arrive at a purchase decision |
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Term
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Definition
| choices made with little or no conscious effort |
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Term
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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-making process |
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Term
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Definition
| people who read at a very low level; tend to avoid situations where they wil have to reveal their inability to master basic consumption decisions such as ordering from a menu |
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Term
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Definition
| the process by which the consumer surveys his or her environment for appropriate data to make a reasonable decision |
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Term
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Definition
| software (such as Google) that helps consumers access information based upon their specific requests |
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Term
| search engine optimization (SEO) |
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Definition
| the process of devising online entries to maximize the likelihood they will appear when consumers search for a term online |
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Term
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Definition
| the desire to choose new alternatives over more familiar ones |
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Term
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Definition
| principles that states that decisions are influenced by the way a problem is posed |
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Term
| incidental brand exposure |
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Definition
| an experimental technique that involves showing product logos to respondents without their conscious awareness |
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Term
| blissful ignorance effect |
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Definition
| states that people who have details about a product before they buy it do not expect to be as happy with it as do those who got only ambiguous information |
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Term
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Definition
| belief that a product has potentially negative consequences |
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Term
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Definition
| those products already in memory plus those prominent in the retail environment that are actively considered during a consumer's choice process |
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Term
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Definition
| the products a consumer actually deliberates about choosing |
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Term
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Definition
| organized system of concepts relating to brands, stores, and other concepts |
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Term
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Definition
| brands that are particularly relevant examples of a broader classification |
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Term
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Definition
| the tendency of manufacturers to add layers of complexity to products that make them harder to understand and use |
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Term
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Definition
| the dimensions used by consumers to compare competing product alternatives |
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Term
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Definition
| the attributes actually sued to differentiate among choices |
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Term
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Definition
| a new technique that uses a brain scanning device called functional magnetic resonance imaging, that tracks blood flow as people perform mental tasks |
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Term
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Definition
| intermediary that helps to filter and organize online market information so that consumers can identify and evaluate alternatives more efficiently |
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Term
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Definition
| states that we need no longer rely solely on big hits (such as block-buster movies or best-selling books) to find profits |
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Term
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Definition
| software programs that learn from past user behavior in order to recommend new purchases |
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Term
| electronic recommendation agent |
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Definition
| a software tool that tries to understand a human decision maker's multiattribute preferences for a product category by asking the user to communicate his or her preferences. Based on that data, the software then recommends a list of alternatives sorted by the degree that they fit with the person's preferences |
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Term
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Definition
| consumers who supply product reviews online |
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Term
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Definition
| a reward system based on recognition of one's expertise by others who read online product reviews |
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Term
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Definition
| the mental rules of thumb that lead to a speedy decision |
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Term
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Definition
| communicates an underlying quality of a product through the use of aspects that are only visible in the ad |
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Term
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Definition
| inflated claims about a product's environmental benefits |
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Term
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Definition
| a consumer's specific beliefs or decision rules pertaining to marketplace phenomena |
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Term
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Definition
| original country from which a product is produced. Can be an important piece of information in the decision-making process |
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Term
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Definition
| the belief in the superiority of one's own country's practices and products |
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Term
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Definition
| the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives |
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Term
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Definition
| repeat purchasing behavior that reflects a conscious decision to continue buying the same brand |
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Term
| noncompensatory decision rules |
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Definition
| decision shortcuts a consumer makes when a product with a low standing on one attribute cannot make up for this position by being better on another attribute |
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Term
| compensatory decision rules |
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Definition
| a set of rules that allows information about attributes of competing products to be averaged in some way; poor standing on one attribute can potentially be offset by good standing on another |
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Term
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Definition
| a feeling of having less time available than is required to meet the demands of everyday living |
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Term
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Definition
| the mathematical study of waiting lines |
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Term
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Definition
| a consumer's general attitudes and motivations regarding the act of shopping |
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Term
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Definition
| a store's "personality," composed of such attributes as location, merchandise suitability, and the knowledge and congeniality of the sales staff |
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Term
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Definition
| the use of space and physical features in store design to evoke certain effects in buyers |
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Term
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Definition
| when a shopper buys merchandise she did not intend to purchase, often because she recognizes a new need while in the store |
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Term
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Definition
| a process that occurs when the consumer experiences a sudden urge to purchase an item that he or she cannot resist |
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Term
| point-of purchase (POP) stimuli |
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Definition
| the promotional materials that are deployed in stores or other outlets to influence consumers' decisions at the time products are purchased |
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Term
| consumer satisfaction/dissatisfaction (CS/D) |
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Definition
| the overall attitude a person has about a product after it has been purchased |
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Term
| expectancy disconfirmation model |
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Definition
| states that we form beliefs about product performance based on prior experience with the product and/or communications about the product that imply a certain level of quality; when something performs the way we thought it would, we may not think much about it. If it fails to live up to expectations, this may create negative feelings. On the other hand, we are satisfied if performance exceeds our initial expectations |
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Term
| total quality management (TQM) |
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Definition
| management and engineering procedures aimed at reducing errors and increasing quality; based on Japanese practices |
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Term
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Definition
| a process in which already-purchased objects are sold to others or exchanged for other items |
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Term
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Definition
| secondary markets (such as flea markets) where transactions are not officially recorded |
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Term
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Definition
| an actual or imaginary individual or group that has a significant effect on an individual's evaluations, aspirations, or behavior |
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Term
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Definition
| the capacity of one person to alter the actions or outcome of another |
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Term
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Definition
| a person or group with the means to provide positive reinforcement |
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Term
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Definition
| the process in which a reference group helps to set and enforce fundamental standards of conduct |
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Term
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Definition
| the process whereby a reference group influences decisions about specific brands or activities |
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Term
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Definition
| a set of consumers who share a set of social relationships based on usage or interest in a product |
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Term
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Definition
| a corporate-sponsored event intended to promote strong brand loyalty among customers |
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Term
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Definition
| group of people who share a lifestyle and who can identify with each other because of a shared allegiance to an activity or a product |
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Term
| tribal marketing strategy |
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Definition
| linking a product's identity to an activity-based "tribe" such as basketball players |
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Term
| membership reference group |
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Definition
| ordinary people whose consumption activities provide informational social influence |
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Term
| aspirational reference group |
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Definition
| high-profile athletes and celebrities used in marketing efforts to promote a product |
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Term
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Definition
| as physical distance between people decreases and opportunities for interaction increase, they are more likely to form relationships |
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Term
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Definition
| the tendency to like persons or things if we see them more often |
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Term
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Definition
| the degree to which members of a group are attracted to each other and how much each values their membership in this group |
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Term
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Definition
| groups of consumers who share a common disdain for a celebrity, store, or brand |
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Term
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Definition
| the process whereby individual identities get submerged within a group, reducing inhibitions against socially inappropriate behavior |
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Term
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Definition
| the tendency for people not to devote as much to a task when their contribution is part of a larger group effort |
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Term
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Definition
| the tendency for individuals to consider riskier alternatives after conferring with a group than if members made their own decisions with no discussion |
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Term
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Definition
| the process whereby individuals' choices tend to become more extreme (polarized), in either a conservative or risky direction, following group discussion of alternatives |
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Term
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Definition
| a gathering where a company representative makes a sales presentation to a group of people who have gathered in the home of a friend or acquaintance |
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Term
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Definition
| a change in beliefs or actions as a reaction to real or imagined group pressure |
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Term
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Definition
| the informal rules that govern what is right or wrong |
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Term
| principle of least interest |
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Definition
| the person who is least committed to staying in a relationship has the most power |
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Term
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Definition
| person who is knowledgeable about products and who frequently is able to influence others' attitudes or behaviors with regard to a product category |
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Term
| two step flow model of influence |
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Definition
| proposes that a small group of influencers disseminate information since they can modify the opinions of a large number of other people |
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Term
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Definition
| a two-way dialogue between participants in a social network and opinion leaders |
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Term
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Definition
| a person who often serves as a source of information about marketplace activities |
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Term
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Definition
| a professional who is retained to evaluate and/or make purchases on behalf of a consumer |
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Term
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Definition
| the nature and potency of the bond between members of a social network |
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Term
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Definition
| product information transmitted by individual consumers on an informal basis |
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Term
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Definition
| the passing on of negative experiences involved with products or services by consumers to other potential customers to influence others' choices |
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Term
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Definition
| an unsubstantiated "fact" that many people accept is true |
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Term
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Definition
| a growing practice whereby Web sties let members post information about themselves and make contact with others who share similar interests and opinions or who want to make business contacts |
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Term
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Definition
| a perspective that argues under the right circumstances, groups are smarter than the smartest people in them; implies that large numbers of consumers can predict successful products |
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Term
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Definition
| promotional strategies that use unconventional locations and intensive word-of-mouth campaigns |
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Term
| virtual community of consumption |
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Definition
| a collection of people whose online interactions are based on shared enthusiasm for and knowledge of a specific consumption activity |
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Term
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Definition
| the strategy of getting customers to sell a product on behalf of the company that creates it |
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Term
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Definition
| immersive 3D virtual environments such as Second Life |
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Term
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Definition
| digital items that people buy and sell online |
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Term
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Definition
| the person who brings up the idea or identifies a need |
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Term
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Definition
| the person who conducts the information search and controls the flow of information available to the group |
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Term
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Definition
| the person who tries to sway the outcome of the decision |
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Term
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Definition
| the person who actually consumes the product or service |
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Term
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Definition
| specialists in meeting the needs of organizations such as corporations, government agencies, hospitals, and retailers |
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Term
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Definition
| in the context of the buyclass framework , a task that requires a great degree of effort and information search |
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Term
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Definition
| internet interactions between two or more businesses or organizations |
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Term
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Definition
| traditional family structure in which several generations live together |
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Term
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Definition
| a contemporary living arrangment composed of a married couple and their children |
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Term
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Definition
| according to the U.S. Census Bureau, an occupied housing unit |
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Term
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Definition
| a rate determined by the number of births per year per 1,000 women of childbearing age |
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Term
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Definition
| acronym for Double Income, No Kids; a consumer segment with a lot of disposable income |
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Term
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Definition
| a description of middle-aged people who must care for both children and parents simultaneously |
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Term
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Definition
| grown children who return to thier parents' home to live |
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Term
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Definition
| a classification scheme that segments consumers in terms of changes in income and family composition and the changes in demands placed on this income |
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Term
| consensual purchase decision |
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Definition
| a decision in which the group agrees on the desired purchase and differs only in terms of how it will be achieved |
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Term
| accommodative purchase decision |
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Definition
| the process of using bargaining, coercion, compromise, and the wielding of power to achieve agreement among group membesr who have different preferences of priorities |
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Term
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Definition
| the definition of a household by family members that it presents to members and to those outside the family unit |
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Term
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Definition
| overprotective mothers who "hover" around their kids and insert themselves into virtually all aspects of their lives |
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Term
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Definition
| when one fmaily member chooses a product for the whole family |
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Term
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Definition
| purchase decision that is made jointly by both spouses |
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Term
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Definition
| blurring of sex roles in modern society; men and women increasingly express similar attitudes about balancing home life and work |
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Term
| family financial officer (FFO) |
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Definition
| the individual in the family who is in charge of making financial decisions |
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Term
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Definition
| working mothers' at tempts to comromise between conflicting cultural ideals of motherhood and professionalism |
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Term
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Definition
| the rituals intended to maintain ties among family members, both immediate and extended |
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Term
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Definition
| a model of spousal decision making in which the husband and wife take a common view and act as joint decision makers, assigning each other well-defined roles and making mutually beneficial decisions to maximize the couple's joint utility |
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Term
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Definition
| the process that occurs when a parental decision maker is influenced by a child's product request |
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Term
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Definition
| the process by which people acquire skills that enable them to function in the marketplace |
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Term
| stage of cognitive development |
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Definition
| the ability to comprehend concepts of increasing complexity as a person matures |
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Term
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Definition
| the values, ethics, rituals, traditions, material objects, and services produced or valued by the members of a society |
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Term
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Definition
| one of Hofstede's cultural dimensions: The degree to which a culture clearly defines sex roles |
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Term
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Definition
| one of Hofstede's cultural dimensions: The extent to which the culture values the welfare of the individual versus that of the group |
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Term
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Definition
| a norm that controls basic behaviors, such as division of labor in a household |
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Term
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Definition
| a custom with a strong moral overtone |
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Term
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Definition
| a set of multiple, symbolic behaviors that occur in a fixed sequence and that tend to be repeated periodically |
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Term
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Definition
| items (consumer goods) used in the performacne of rituals |
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Term
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Definition
| sequences of behaviors that aid in the transition from the private self to the public self or back again |
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Term
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Definition
| the events involved in the selection, presentation, acceptance, and interpretation of a gift |
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Term
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Definition
| a culturally learned obligation to return the gesture of a gift with one of equal value |
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Term
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Definition
| sacred times marked by a change in social status |
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Term
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Definition
| the process of consuming objects and events that are set apart from normal life and treated with some degree of respect or awe |
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Term
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Definition
| the process of consuming objects and events that are ordinary or of the everyday world |
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Term
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Definition
| a process that occurs when ordinary objects, events, or people take on sacred meaning to a culture or to specific groups within a culture |
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Term
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Definition
| when we attribute sacred qualities to mundane items |
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Term
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Definition
| when a place or object takes on sacred qualities because of its association with another sacred person or event |
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Term
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Definition
| the systematic acquisition of a particular object or set of objects |
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Term
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Definition
| unsystematic acquisition of objects (in contrast to collecting) |
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Term
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Definition
| the process that occurs when a sacred item or symbol is removed from its special place, or is duplicated in mass quantities, and becomes profane as a result |
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Term
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Definition
| the process whereby a new product, service, or idea spreads through a population |
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Term
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Definition
| a product or styel that is perceived as new by consumers |
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Term
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Definition
| people who are receptive to new products and adopt them relatively soon, though they are motivated more by social acceptance and being in style than by the desire to try risky new things |
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Term
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Definition
| people who are always on the lookout for novel developments and will be the first to try a new offering |
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Term
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Definition
| consumers who are exceptionally slow to adopt innovations |
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Term
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Definition
| the majority of consumers who are moderately receptive to adopting innovations |
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Term
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Definition
| the process of obtaining exposure for a product by arranging for it to be inserted into a movie, television show, or some other medium |
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Term
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Definition
| a modification of an existing product |
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Term
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Definition
| a new product or service that radically changes the way we live |
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Term
| Dynamically continuous innovation |
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Definition
| a significant change to an existing product |
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