Term
| Consumer purchases are strongly influenced by ________, ________, _________, and ________ characteristics. For the most part, they cannot be controlled by the marketer, but they must be taken into account. |
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Definition
| cultural, social, personal, psychological |
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Term
______ is the most basic determinant of a person
s wants and behavior. It comprises the basic values, perceptions, wants, and behaviors that a person learns continuously in a society. |
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Definition
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Term
| each culture contains smaller subcultures, or groups of people with ______ value systems based on common life experiences and situations |
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Definition
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Term
| Hispanics are very _____ loyal, and they favor companies who show special interest in them. |
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Definition
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Term
| Although more ______ conscious than other segments, blacks are also strongly motivated by quality and selection |
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Definition
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Term
| as a group, asian consumers shop frequently and are the _____ brand conscious of all the ethnic groups. They can be fiercely brand loyal. |
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Definition
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Term
| Although consumers in different countries may have some things in common, their ________, ________, and _______ often vary dramatically. |
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Definition
| values, attitudes, behaviors |
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Term
| marketers must decide on the degree to which they will adapt their products and marketing programs to meet the unique needs of consumers in various markets. They want to __________ their offerings in order to simplify operations and take advantage of cost economies. |
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Definition
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Term
| Marketers are interested in social class because people within a given class tend to exhibit _______ behavior, including buying behavior. |
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Definition
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Term
| groups that have a direct influence and to which a person belongs are called __________ groups |
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Definition
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Term
| people are often influenced by _______ groups to which they do not belong |
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Definition
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Term
| The importance of group influence varies across products and brands. It tends to be ______ when the product is visible to others whom the buyer respects. |
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Definition
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Term
| The ______ remains the most important consumer buying organization in American society and has been researched extensively. |
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Definition
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Term
| Each role carries a status reflecting the general esteem given to it by society. People often choose products that show their _______ in society |
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Definition
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Term
| Instead of throwing more one-way commercial messages at ad-weary consumers, they hope to use social networks to _____ with consumers and become a part of their conversations and lives. |
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Definition
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Term
| The types of goods and services people buy change during their lifetimes. Preferences for leisure activities, travel destinations, food, and entertainment are often _____ related |
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Definition
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Term
| a person's ____________ affects the goods and services bought. For example, construction workers often buy their lunches from industrial catering trucks that come out to the job site |
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Definition
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Term
| companies must take advantage of opportunities caused by economic ________ and take defensive steps when facing economic ________ |
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Definition
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Term
| Lifestyle portrays the "whole person" interacting with his or her ____________. Marketers search for relationships between their products and people who are achievement oriented. |
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Definition
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Term
| Personality can be useful in analyzing consumer _______ for some product or brand choices |
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Definition
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Term
| The role of self-concept has a ________ bearing on the selection of recreational pursuits, including golf, sailing, dirt bike riding, fishing, and hunting |
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Definition
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Term
| A person has many needs at any given time. Some are ________, arising from hunger, thirst, and discomfort. Others are ______, arising from states of tension, such as the need for recognition, esteem, or belonging |
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Definition
| biological, psychological |
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Term
Maslow's hierarchy of needs in order of importance:
a.
b.
c.
d.
e. |
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Definition
physiological
safety
social
esteem
self actualization |
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Term
Herzberg's theory has two implications
a. sellers should do their best to avoid __________ (eg, a poor service policy)
b. although these things will not sell a product, they might easily ________ it. |
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Definition
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Term
| Perception is the process by which an individual _______, ________, and _________ information to create a meaningful picture of the world. |
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Definition
| selects, organizes, interprets |
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Term
| teh key word in the definition of perception is __________ |
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Definition
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Term
| Selective attention means that marketers have to work hard to attract consumers' notice. The real challenge is to explain which _______ people will notice |
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Definition
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Term
| Selective distortion is the tendency to _________ information into personal meanings and interpret information in a way that will fit our preconceptions |
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Definition
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Term
| Because of selective retention, we are likely to remember ______ points mentioned about competing products |
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Definition
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Term
| Learning describes changes in an individual's behavior arising from ___________ |
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Definition
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Term
| Marketers are interested in the beliefs that people have about specific products and services. Beliefs __________ product and brand images. |
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Definition
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Term
| Attitudes put people into a ________ of mind for liking or disliking things and moving toward or away from them. For ex, many people who have developed the attitude that eating healthy food is important perceive chicken as a healthy alternative to beef and pork |
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Definition
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Term
Evaluation of alternative --> purchase intention --> ___________/______________ --> purchase decision
steps between evaluation of alternatives and a purchase decision |
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Definition
attitudes of others
unexpected situational factors |
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Term
| the _________ process starts when the buyer recognizes a problem or need |
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Definition
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Term
| how much searching a consumer does will depende on the ______ of the drive, the amount of __________ information, the ____________ of obtaining more information, the ___________ placed on additional information, and the ______________ one gets from searching. |
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Definition
| strength, initial, ease, value, satisfaction |
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Term
| By gathering information, consumers increase their _________ and knowledge of available choices and product features |
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Definition
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Term
| The set of beliefs held about a particular brand is known as the brand ________ |
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Definition
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Term
| a ________ function shows how the consumer expects total product satisfaction to vary with different levels of different attributes |
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Definition
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Term
| The consumer forms a purchase intention based on factors such as expected family ________, expected _________, and expected ________ from the product |
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Definition
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Term
| Following a purchase, the consumer will be _____ or ______ and will engage in post-purchase actions of significant interest to the marketer. |
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Definition
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Term
| consumers feel uneasy about acquiring the drawbacks of the chosen brand and losing the benefits of the rejected brands. Thus consumers feel some post-purchase ________ with many purchases, and they often take steps after the purchase to reduce dissonance. |
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Definition
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