Term
|
Definition
| Describes how consumers make purchase decisions and how they use and dispose of the purchased goods or services;also includes factors that influence purchase decisions and product use |
|
|
Term
| Consumer decision making process |
|
Definition
Need Recognition
Information Search
Evaluation of Alternatives
Purchase
Post-Purchase behavior |
|
|
Term
|
Definition
| Occurs when consumers are faced with an imbalance between actual and desired states that arouses and activates the consumer decision-making process |
|
|
Term
| Need recognition is triggered when |
|
Definition
| a consumer is exposed to either an internal or external stimulus |
|
|
Term
|
Definition
| Occurrences you experience such as hunger or thirst |
|
|
Term
|
Definition
| are influences from outside source such as someone's recommendation of a new restaurant, the color of an automobile |
|
|
Term
|
Definition
| Imbalance between actual and desired states |
|
|
Term
| A way to understand needs and wants |
|
Definition
Job Statements
Outcome statements |
|
|
Term
|
Definition
| Fundamental goal that consumers are trying to accomplish or a problem they are trying to resolve |
|
|
Term
| Application Job Statement |
|
Definition
Prevent mildew
Prepare income taxes |
|
|
Term
|
Definition
| What consumers are seeking from a job |
|
|
Term
| Outcome statement application |
|
Definition
| minimize the time to file an income tax form |
|
|
Term
| Internal Information Search |
|
Definition
| Recalls information stored in memory, previous experience with a product |
|
|
Term
| External Information search |
|
Definition
| Seeks information outside environment |
|
|
Term
| 2 Basic types of external Information |
|
Definition
Non-Marketing Controlled
Marketing Controlled |
|
|
Term
| Non-Marketing Controlled Information source |
|
Definition
Not associated with marketers promoting a product:
Personal experiences |
|
|
Term
| Marketing Controlled Information Source |
|
Definition
| Biased toward a specific product because it originates with marketers promoting that product |
|
|
Term
| External search depends on |
|
Definition
Perceived risks
knowledge
prior experience
level of interest in the good or service |
|
|
Term
| Evoked set or Consideration Set |
|
Definition
| Consumer's most preferred alternatives |
|
|
Term
| Consumers use to compare alternatives |
|
Definition
Environment
Internal Information
External information |
|
|
Term
| Consumer evaluation is made by |
|
Definition
| Alternative advantages and disadvantages of the product attributes |
|
|
Term
|
Definition
| Well-know expected brand name from one product category is extended into other product categories |
|
|
Term
|
Definition
Whether to buy
When to buy
What to buy
Where to buy
how to pay |
|
|
Term
|
Definition
| Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions |
|
|
Term
|
Definition
| The amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior |
|
|
Term
| Routine Response behavior |
|
Definition
| The type of decision making exhibited by consumers buying frequently purchased, low cost goods and services; requires little search and decision time |
|
|
Term
|
Definition
| requires moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category |
|
|
Term
| Extensive Decision Making |
|
Definition
| Consumers practice this when buying unfamiliar products, expensive product or an infrequently bought item, most complex type of consumer buying decisions, associated with high-involvement |
|
|
Term
| Level of involvement in the purchase involves depends on |
|
Definition
Previous experience
Interest
Perceived Risk
Financial Risk
Social Risk
Psychological Risk
Social Visibility |
|
|
Term
|
Definition
Product Involvement
Situational Involvement
Shopping involvement
Enduring Involvement
Emotional Involvement |
|
|
Term
| What factor affects the most in a consumer decision making process? |
|
Definition
|
|
Term
|
Definition
| Essential character of a society that distinguishes it from other cultural groups |
|
|
Term
|
Definition
Pervasive
Functional
learned
Dynamic |
|
|
Term
| Most defining element of culture is: |
|
Definition
|
|
Term
|
Definition
| Enduring belief shared by a society that a specific mode of conduct is personally or socially preferable to another mode of conduct |
|
|
Term
|
Definition
| A group of people in a society who are considered nearly equal in status or community esteem who regularly socialize among themselves both formally and informally, and who share behavioral norms |
|
|
Term
|
Definition
| Homogeneous group of people who share elements of the overall culture as well as elements of cultural elements unique to their own group |
|
|
Term
| Why marketers are interested in social class? |
|
Definition
Indicates which medium to use for advertising
What products appeal to which social classes can help marketers determine where to best distribute their products |
|
|
Term
|
Definition
| Consists of all the formal and informal groups that influence the buying behavior of an individual |
|
|
Term
| Reference groups categorized |
|
Definition
|
|
Term
|
Definition
face-to-face membership groups that touch people's lives directly
Primary or Secondary |
|
|
Term
|
Definition
| Includes all groups with which people interact regularly in an informal, face-to-face manner, such as family, friends |
|
|
Term
| Secondary Reference Group |
|
Definition
| Less consistently and more formally, these groups might include clubs, professional groups, and religious groups |
|
|
Term
|
Definition
Aspirational
Non-Aspirational |
|
|
Term
| Aspiration reference Group |
|
Definition
| A group a person would like to join, at least conform to the norms of that group |
|
|
Term
|
Definition
| Dissociative groups, influence our behavior when we try to maintain distance from them |
|
|
Term
| reference groups have 3 implications |
|
Definition
They serve as information sources and influence perceptions
They affect an individuals aspiration levels
Their norms either constrain or stimulate consumer behavior |
|
|
Term
|
Definition
| person who influences others |
|
|
Term
|
Definition
First to try new products and services
Possess more accurate knowledge and tend to be more innovative |
|
|
Term
|
Definition
| The passing down of cultural values and norms to children |
|
|
Term
|
Definition
| Plant the seed, member of the family |
|
|
Term
|
Definition
| Members of the family whose opinions are valued: Mom |
|
|
Term
|
Definition
| Dad, actually exchanges money |
|
|
Term
|
Definition
|
|
Term
| What is the most influencer on many purchases? |
|
Definition
| Children, most influential in purchase decisions for products with which they will be directly involved or the primary user |
|
|
Term
| Individual Influences on consumer buying |
|
Definition
| A person's buying decisions are also influenced by peronal characteristics thata re unique to each individual, such as gender, age, and life cycle stage, personality, self-concept, and life style |
|
|
Term
|
Definition
| Trends in gender marketing are influenced by the changing roles of men and women in society |
|
|
Term
|
Definition
| Broad concept that can be thought of as a way of organizing and grouping how an individual typically reacts to situations |
|
|
Term
|
Definition
| How consumers perceive themselves, attitudes, perceptions, beliefs, and self-evaluations, define their identity |
|
|
Term
|
Definition
| The way an individual would like to be perceived |
|
|
Term
|
Definition
| How an individual actually perceives himself or herself |
|
|
Term
| Psychological influences on Consumer Buying Decisions |
|
Definition
Perception
Motivation
Learning
Beliefs
Attitudes |
|
|
Term
|
Definition
| How we see the world around us and how we recognize that we need some help in making a purchasing decision |
|
|
Term
|
Definition
| Decide which stimuli to notice and which to ignore |
|
|
Term
|
Definition
| Occurs when consumers change or distort information that conflicts with their feelings or beliefs |
|
|
Term
|
Definition
| Remembering only information that supports personal feelings or beliefs |
|
|
Term
| Threshold level of perception |
|
Definition
The minimum difference in a stimulus that the consumer will notice
Sometimes referred to as just-noticeable difference |
|
|
Term
|
Definition
| Driving force that causes a person to take action to satisfy specific needs |
|
|
Term
| Maslow's Hierarchy of needs |
|
Definition
Physiological
Safety
Social
Esteem
Self-Actualization |
|
|
Term
|
Definition
| Process that creates changes in behavior through experience and practice |
|
|
Term
|
Definition
| Occurs when an experience changes your behavior |
|
|
Term
|
Definition
| Not acquired through direct experience |
|
|
Term
|
Definition
| Occurs when one response is extended to a second stimulus similar to the first |
|
|
Term
|
Definition
| Learning to differentiate among similar products |
|
|
Term
|
Definition
| Organized pattern of knowledge that an individual holds as true about his or her world |
|
|
Term
|
Definition
| Learned tendency to respond consistently toward a given object, such as a brand |
|
|
Term
| Change in attitude to reconcile |
|
Definition
Changing beliefs about the brands attributes
Changing the relative importance of those beliefs
Adding new beliefs |
|
|
Term
|
Definition
| The set of basic values, perceptions, wants, and behaviors learned by members of society and your family are called ___________. |
|
|
Term
|
Definition
| A group of people with shared value systems, based on common life experiences and situations, is called a ______ |
|
|
Term
|
Definition
| Which of the following characteristics is not a measure of social class? |
|
|
Term
|
Definition
| A person within a reference group who, because of special skills, knowledge, personality, and other characteristics, exerts influence on others is called a(n) _____. |
|
|
Term
|
Definition
| Maslow believes that the first need humans must satisfy before all others is _________. |
|
|
Term
|
Definition
| Which of the following is not one of the need levels in Maslow's Hierarchy of Needs? |
|
|
Term
|
Definition
| Which of the following is not one of the stages in the buyer decision process? |
|
|
Term
|
Definition
| Culture is the most basic cause of a person's wants and behavior. |
|
|
Term
|
Definition
| Children can have a strong influence on family buying decisions |
|
|
Term
|
Definition
| Selective attention describes the tendency of people to interpret information in a way that will support what they already believe. |
|
|
Term
|
Definition
| Generally, consumers receive the most information about a product from personal sources, such as family and friends. |
|
|
Term
|
Definition
| The first state in the new product adoption process is evaluation, where the consumer considers whether trying the new product makes sense to them. |
|
|
Term
|
Definition
| Early adopters are the first to adopt an innovation. |
|
|
Term
|
Definition
| Business purchases represent far less revenue than consumer purchases. |
|
|
Term
|
Definition
| Business demand is based on derived demand. |
|
|
Term
|
Definition
| Even with advances of on-line technology, most business buying does not take place on-line. |
|
|
Term
| An opinion leader within a reference group |
|
Definition
| A marketer of a higher priced sports car to middle class males is marketing a status item. In order to influence the buying behaviour of her target market, the marketer may use a formula race car driver to endorse the car in advertising or sponsor the driver in races, an example of using |
|
|
Term
| Consumers tend to buy brands that reflect their own lifestyle and personalities |
|
Definition
| A sophisticated woman purchasing a car is more likely to select a Jaguar than a Corvette. Likewise, a male outdoor enthusiastic is more likely to select a Landrover than a Cadillac SUV. These likelihoods depend on the observed fact that |
|
|
Term
| Reduce the doubt that buyers often experience after making a major purchase |
|
Definition
| User groups, follow up phone calls, special discounts on related products and generous upgrade policies are all tools that marketers use to |
|
|
Term
|
Definition
| A car buyer trying to decide what make of SUV to purchase relies on a number of information sources during the buying process. However, the source most likely to have greatest influence on his decision is |
|
|
Term
| Hear only what they already believe and discount anything else |
|
Definition
| Advertisers face major challenges in getting buyers to behave in certain ways. Perhaps most problematic is the task of getting consumers to pay attention to the ad in the first place. And if the consumer does pay attention, then advertisers still need to overcome the fact that consumers tend to |
|
|
Term
| Why would the many patents that Toyota won while creating the Prius be a competitive advantage to them? |
|
Definition
| Because it prevents other car companies from copying Toyota’s technology and so keeps the Prius brand in the forefront of consumers’ minds longer |
|
|
Term
| What description below best describes the buyer of the Toyota Prius? |
|
Definition
| Those who are practical but adopt new technologies if they offer a clear benefit |
|
|
Term
| A few years ago, tea was a product with relatively little growth and was considered to be a product for the old and the middle-aged. Then tea manufacturers started promoting the health benefits of tea. Since the introduction of the research on how tea provides the body with useful antioxidants, tea consumption has increased by more than 25 percent, and it appears its market share will continue to grow, especially among young women in their twenties. This is an illustration of how promotion can: |
|
Definition
| change beliefs about product attributes |
|
|
Term
|
Definition
| The Belly Cast kit by Proud Body helps an expectant mom to make a cast of her pregnant body, decorate it, and keep it for a lifetime. The primary market segment for the Belly Cast kit is: |
|
|
Term
| demographic and psychographic |
|
Definition
| Redbook magazine targets what it calls “Redbook jugglers,” defined as 25- to 44-year-old women who must juggle family, husband, and job. According to a Redbook ad, “She’s the product of the ‘me generation,’ the thirty-something woman who balances home, family, and career—more than any generation before her, she refuses to put her pleasures aside. She’s old enough to know what she wants. And young enough to get it.” This is an example of _____ segmentation. |
|
|
Term
|
Definition
| E&V Bridal Studios, a wedding consulting business, only works with Eastern Asian customers who want to use their cultural heritage in their wedding ceremonies. What type of segmentation strategy does the wedding consultant use? |
|
|
Term
|
Definition
| Chandler Kumar owns two antique stores. One is in an upscale neighborhood, and its merchandise is artfully arranged and priced to indicate product rarity. The other is in a run-down strip mall and contains some of the same type of merchandise, but the items are left in open boxes and placed haphazardly on shelves. Customers of either store have entirely different perceptions of the stores and would be surprised to know Kumar operates each of them because he uses such differing _____ strategies. |
|
|
