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Definition
| Commonly held societal beliefs that define what is socially gratifying |
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| Rule that specifies the appropriate consumer behavior in a given situation within a specific culture |
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| Penalty associated with performing a non-gratifying or culturally inconsistent behavior |
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| The specific expectations that are associated with each type of person within a culture or society |
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| Physical characteristics that describe the physical environment and habitat of a particular place |
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| Customs and excepted ways of every day behavior in a given culture |
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| Core societal values (CSV) |
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Definition
| Commonly agreed-upon consensus about the most preferable ways of living within a society, also known as cultural values |
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| Extent to which people are expected to take care of themselves and their immediate families |
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| Extent to which an individual's life is intertwined with a large cohesive group |
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| Role distinction within a group that values assertiveness and control; CSV opposite of femininity |
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| Sex-role distinction within a group that emphasizes the prioritization of relational variables such as caring, conciliation, and community; CSV opposite of masculinity |
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| Extent to which authority and privileges are divided among different groups within society and the extent to which these facts of life are excepted by the people within the society |
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| Extent to which a culture is uncomfortable with things that are ambiguous or unknown |
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| Values consistent with Confucian philosophy and a prioritization of future awards over short-term benefits |
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| Chinese term for a way of doing business in which parties must first invest time and resources in getting to know one another and becoming comfortable with one another before consummating any important deal |
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| The idea that favors given to another are reciprocal and must be returned |
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| acronym that refers to the collective economies of Brazil, Russia, India, and China |
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| Representation of how disparate one nation is from another in terms of their CSV |
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| Acronym that refers to the close similarity in values between Canada, Australia, New Zealand, and the United States |
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| Learning through observation of and the active processing of information about lived, everyday experience |
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| Way people learn their native culture |
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| Process by which consumers come to learn the culture other than their natural, native culture |
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| Degree to which consumers feel a sense of belonging to the culture of their ethnic origins |
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| Belief among consumers that their ethnic group is superior to others and that the products that come from their native land are superior to other products |
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| Four groups responsible for communicating the CSVs through both formal and informal processes from one generation to another: family, school, church, and media |
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| Process of imitating others behavior; a form of observational learning |
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| Transfer of information through either the literal spoken or written word |
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| Variations of a common language |
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| Translational equivalence |
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Definition
| Two phrases share the same precise meaning in two different cultures |
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| Statistical tests used to validate the way people use numbers to represent quantities across cultures |
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| Simplified form of English that reduces the vocabulary to around 1500 words and eliminates grammatical complications |
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| Information passed through some nonverbal act |
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| Nonverbal communication cues signaled by somatic responses |
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| Customary mannerisms consumers use in common social situations |
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Term
| Purchasing power parity (PPP) |
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Definition
| Total size of the consumer market in each country in terms of total buying power |
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Definition
| Combined market and business potential of China and India |
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Definition
| Idea that marketing strategy may be global but the implementation of that strategy at the marketing tactics level should be local |
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Term
| ________ equivalence exists when two phrases share the same precise meaning in two different cultures. |
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| Among all the nations with core societal value (CSV) scores, ________ has the highest power-distance score. |
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Definition
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| Which of nation has the lowest uncertainty avoidance score among all nations with core societal value (CSV) scores? |
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Definition
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| Among all nations with core societal value (CSV) scores, the nation that is the most short-term oriented is ________ . |
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Definition
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| What are the 5 dimensions of CSVs? |
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Definition
• Power distance
• Individualism/collectivism
• Masculinity/femininity
• Uncertainty Avoidance
• Long-term orientation |
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Term
| What are the basic elements of nonverbal communication? |
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Definition
• Time (e.g. punctuality)
• Body language
• Space (i.e. "your bubble")
• Etiquette (e.g. greeting with a kiss)
• Relationships
• Agreement (e.g. head nodding)
• Symbols (e.g. Christian cross) |
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Term
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Definition
| A group of people who share similar values and tastes that are subsumed within a larger culture |
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| A situation involving conflicting expectations based on cultural role expectations |
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| Situation in which consumers choose membership in micro cultures in an effort to stand out |
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| Societal expectations for men and women among members of a cultural group |
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| Term that refers to the reliance on schema based heuristics in making decisions |
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| Term that describes the finding that people of the same age end up sharing many of the same values and develop similar consumer preferences |
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Definition
| Speculation that teenagers around the world are more similar to each other then to people from other generations in the same culture |
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Definition
| A group of people who have lived the same major experiences in their lives |
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Definition
| A situation in which consumers are marked in some way that indicates their place in society |
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| Used to describe immigrants as they face decisions and form preferences based on their old or new cultures |
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| A culturally defined group to which a consumer belongs based on resources like prestige, income, occupation, and education |
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| Mental and cognitive structures through which individuals perceive the world based largely on their standing in a social class |
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| The finding that most marriages comprise people from similar classes |
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| The division of society into classes that have unequal access to scarce and valuable resources |
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| Products or objects that are used to signal ones place in society |
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Definition
| A profile of a consumer group based on their demographics |
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Term
| The Midwest and Southern parts of the United States share a common core societal value priority of: |
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Definition
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Term
| Members of the greatest generation and the silent generation are similar in that they: |
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Definition
| are known for civic duty, conformity, and responsibility. |
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| With respect to cultural groups, consumers belong to: |
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Definition
| a single culture but many microcultures. |
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| Teen consumers across the globe demonstrate dissimilar tastes in ________ . |
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Definition
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Term
| With respect to generational groups in the United States, members of the greatest generation: |
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Definition
| tend to be highly price conscious. |
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Term
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Definition
| Situational characteristics related to time |
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Term
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Definition
| Urgency to act based on some real or self-imposed deadline |
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Definition
| Regularly occurring conditions that vary with the time of year |
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Definition
| Rhythm (level of energy) of the human body that varies with the time of day |
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Definition
| Ad buys that include a schedule that runs the advertisement primarily at times when customers will be most receptive to the message |
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Definition
| Set of value-producing consumer activities that directly increase the likelihood that something will be purchased |
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| Activities oriented toward a specific, intended purchase or purchases |
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Definition
| Activities oriented toward acquiring knowledge about products |
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| Recreationally oriented activities designed to provide interest, excitement, relaxation, fun, social interaction, or some other desired feeling |
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Definition
| Spontaneous activities characterized by diminished regard for consequences, spontaneity, and a desire for immediate self-fulfillment |
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Definition
| Shopping in a city or town to which consumers must travel rather than in their own hometowns |
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Term
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Definition
| Tries to explain how environmental elements can lead to near 180° changes in shopping orientation |
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Term
| Personal shopping value (PSV) |
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Definition
| Overall subjective worth of a shopping activity considering all associated costs and benefits |
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Term
| Utilitarian shopping value |
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Definition
| Worth obtained because some shopping task or job is completed successfully |
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Term
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Definition
| Worth of a shopping activity because the time spent doing the activity itself is personally gratifying |
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Term
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Definition
| Retail positioning that emphasizes tangible things like a wide selection of goods, low prices, guarantees, and knowledgeable employees |
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Term
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Definition
| Retail positioning that emphasizes a unique environment, exciting decor, friendly employees, and, in general, the feelings experienced in a retail place |
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Term
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Definition
| Way a retail store is defined in the mind of a shopper based on the combination of functional and affective qualities |
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Term
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Definition
| Consumption acts characterized by spontaneity, a diminished regard for consequences, and a need for self fulfillment |
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Term
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Definition
| Shopping activity that shares some, but not all, characteristics of truly impulsive consumer behavior; being characterized by situational memory, a utilitarian orientation, and feelings of spontaneity |
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Term
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Definition
| Personality trait that represents how sensitive the consumer is to immediate rewards |
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Definition
| Tendency for consumers to inhibit outside, or situational, influences from interfering with shopping intentions |
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Term
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Definition
| Consumers with a high capacity to self regulate their behavior |
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Definition
| Consumers with a low capacity to self regulate their behavior |
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Definition
| Emotional nature of an environment or the feelings created by the total aura of physical attributes that comprise a physical environment |
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Definition
| Physical environment in which consumer services are performed |
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Definition
| How appropriate the elements of a given environment are |
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Definition
| How consistent the elements of an environment are with one another |
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Definition
| Refers to humans physical and psychological processing of smells |
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Definition
| Music that becomes the focal point of attention and can have strong effects on a consumer's willingness to approach or avoid an environment |
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Definition
| Music played below the audible threshold that would make it the center of attention |
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Term
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Definition
| Density of people and objects within a given space |
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Term
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Definition
| A plot of an effect that does not make a straight line |
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Definition
| The degree to which a source's physical appearance matches a prototype for beauty and elicits a favorable or desirous response |
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Definition
| A naturally occurring mental personal comparison of the self with a target individual within the environment |
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Term
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Definition
| Situational characteristics that a consumer brings to information processing |
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Term
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Definition
| Memory accounting for recent spending |
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Term
| What are the 3 ways that time can affect consumer behavior? |
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Definition
• Time pressure (feeling rushed)
• Time of year (e.g. the holiday season)
• Time of day/cycles (e.g. cereal in the am) |
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Term
| What are the 4 types of shopping activities? |
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Definition
• Acquisitional - getting the items on your list
• Epistemic - researching your options
• Experiential - can include shopping for enjoyment on vacation (outshopping)
• Impulsive - e.g. purchasing something that's on clearance while shopping for a specific gift |
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Term
| ________ represents the worth obtained because some shopping task or job is completed successfully. |
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Definition
| Utilitarian shopping value |
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Term
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Definition
| capture contextual effects like time, place, and conditions. |
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Term
| What are the two key dimensions of PSV? |
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Definition
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Term
| How can compulsive consumer behavior be distinguished from impulsive consumer behavior? |
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Definition
| Compulsive consumer behavior is harmful, uncontrollable, and driven by chronic depression. |
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Term
| ________ is a personality trait that represents how sensitive a consumer is to immediate rewards. |
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Definition
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Term
| What are the major microcultures in the US? |
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Definition
• Regional (Garreau's Nine Nations of North America; not included is the "Borderland Region" in the southwest)
• Sex Roles - the woman is the primary purchaser
• Age-based - includes groups like teens
• Generation - greatest, silent, baby boomer, etc.
• Religious - Christianity makes up nearly 80%
• Ethnic - Hispanic is the largest group
• Social class
• Street - gothic/goth or even virtual communities |
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Term
| Consumers learn culture through ________. |
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Definition
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Term
| What are the steps in the socialization process? |
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Definition
| Social interaction -> modeling -> reinforcement |
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Term
| What are the 2 socialization processes? |
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Definition
| Enculturation and acculturation |
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Term
| The quartet of institutions (through which culture is learned) includes: |
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Definition
| family, school, church and media. |
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