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Principles of Marketing Chapter 5
Philip Kotler Fourteenth Edition
27
Marketing
Undergraduate 2
02/12/2012

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Term
Culture
Definition
Set of basic values learned by member of society
Term
Subculture
Definition
Group of people with shared value systems based on common life experiences
Term
Social Class
Definition
relatively permanent and ordered divisions of society members share similar values,interests, behaviors
Term
Group
Definition
two or more people who interact to accomplish goals
Term
Opinion leader
Definition
person within a reference group who, because of characteristics exert social influence
Term
Online social networks
Definition
online social communities where people socialize or exchange information
Term
lifestyle
Definition
persons pattern of living
Term
motive (drive)
Definition
need that sufficiently pressing to direct the person to seek satisfaction of the need
Term
perception
Definition
process people select, organize, interpret information
Term
Learning
Definition
changes in individuals behavior arising from experience
Term
Belief
Definition
thought person holds about something
Term
attitude
Definition
persons consistently evaluations toward object or idea
Term
Dissonance-reducing buying behavior
Definition
high involvement and few perceived difference among brands
Term
Habitual buying behavior
Definition
low involvement and few differences
Term
Variety-seeking buying behavior
Definition
low consumer involvement, significant differences
Term
Complex buying behavior
Definition
high consumer involvement significant differences
Term
Need recognition
Definition
first stage buyer decision process
consumer recognizes problem or need
Term
Information search
Definition
second stage
consumer aroused to search for information
Term
Alternative evaluation
Definition
third stage
uses information to evaluate alternative brands
Term
purchase decision
Definition
forth stage
buyer decision about which brand to purchase
Term
Post purchase behavior
Definition
further actions after purchase based on satisfaction with purchase
Term
Cognitive dissonance
Definition
buyer discomfort caused by postpurchase conflict
Term
new product
Definition
good service or idea that is perceived by customers as new
Term
Adoption process
Definition
process person passes from hearing about an innovation to final adoption
Term
Personality
Definition
unique psychological characteristics that distinguish a person or group
Term
Consumer buyer behavior
Definition
buying behavior of final consumers- buy for personal consumption
Term
consumer market
Definition
individuals that buy goods services for personal consumption
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