Ch 8 Vocab Flashcards
8-1 Reference Groups
Group of individuals who have significant relevance for a consumer and who have an impact on the consumer’s evaluations, aspirations, and behavior
Reference Groups
8-1 Reference Groups
Ways in which group members influence attitudes, behaviors, and opinions of others within a group
Group Influence
8-1 Reference Groups
Group that a person identifies with as a memebr
Ingroup
8-1 Reference Groups
Group with which a person does not identify
Outgroup
8-1 Reference Groups
Group that includes members who have frequent, direct contact with one another
Primary Group
8-1 Reference Groups
Group to which a consumer belongs, with less frequent contact and weaker influence than that found in a primary group
Secondary Group
8-1 Reference Groups
group of consumers who develop relationships based on shared interests or product usage
Brand Community
8-1 Reference Groups
group in which a consumer formally becomes a member
Formal Group
8-1 Reference Groups
Group that has no membership or application requirements and that may have no code of conduct
Informal Group
8-1 Reference Groups
Group in which a consumer desires to become a member
Aspirational Group
8-1 Reference Groups
Group to which a consumer does not want to belong
Dissociative Group
8-1 Reference Groups
Result of group influence in which an individual yields to the attitudes and behaviors of others
Conformity
8-1 Reference Groups
Ability of a person or group to enforce the obedience of others
Authority
8-1 Reference Groups
Extent to which group members feel pressure to behave in accordance with group expectations
Peer Pressure
8-2 Social Power
Ability of an individual or group to alter the actions of others
Social Power
8-3 Reference Group Influence
Ways in which a consumer uses the behaviors and attitudes of reference groups as information for making his or her own decisions
Informational Influence
8-3 Reference Group Influence
Ways in which a consumer conforms to group expectations in order to recieve a reward or avoid punishment
Utilitarian Influence
8-3 Reference Group Influence
Ways in which a consumer internalizes a group’s value or the extent to which consumers join groups in order to express their own closely held values and beliefs
Value Expressive Influence
8-4 Social Media’s Role in Group and Interpersonal Influence
Media through which communication occurs
Social Media
8-4 Social Media’s Role in Group and Interpersonal Influence
Network of consumers connecting with one another based on common interests, associations, or goals
Social Networks
8-4 Social Media’s Role in Group and Interpersonal Influence
Website that facilitates online social networking
Social Networking Website
8-4 Social Media’s Role in Group and Interpersonal Influence
Mobile application software that runs on devices like smartphones, tablets, and other computer-based tools
Apps
8-4 Social Media’s Role in Group and Interpersonal Influence
An online or app-based game played on a social media platform
Social Gaming
8-4 Social Media’s Role in Group and Interpersonal Influence
Consumer buying behavior that takes place on social networking sites
Social Buying
8-4 Social Media’s Role in Group and Interpersonal Influence
Type of buying where consumers recieve a coupon, or deal, by joining a special social networking website
Social Couponing
8-4 Social Media’s Role in Group and Interpersonal Influence
Individual difference variable that assesses a consumers need to enhance the image others hold of him or her by aquiring and using products, conforming to the expectations of others, and learning about products by observing others
Susceptibility to interpersonal influence
8-4 Social Media’s Role in Group and Interpersonal Influence
Individual difference variable that assesses the extent to which consumers are concerned about how other people react to their behavior
Attention to social comparison information (ATSCI)
8-4 Social Media’s Role in Group and Interpersonal Influence
Self conceptualizaiton of the extent to which a consumer perceives himself or herself as distinct and seperate from others
Seperated Self-Schema
8-4 Social Media’s Role in Group and Interpersonal Influence
Self conceptualization of the extent to which a consumer perceives himself or herself as being an integral part of a group
Connected Self Schema
8-5 Word of Mouth and Consumer Behavior
Information about products, services, and experiences that is transmitted from consumer to consumer
Word of Mouth (WOM)
8-5 Word of Mouth and Consumer Behavior
Practice of using social media to generate consumer interest in a product, service, or idea
Social Media Marketing
8-5 Word of Mouth and Consumer Behavior
Marketing efforts that focus on generating excitement among consumers and that are spread from consumer to consumer
Buzz Marketing
8-5 Word of Mouth and Consumer Behavior
Marketing of a product using unconventional means
Guerilla Marketing
8-5 Word of Mouth and Consumer Behavior
Marketing method that uses online technologies to facilitate WOM by having consumers spread messages through their online conversations
Viral Marketing
8-5 Word of Mouth and Consumer Behavior
Geurilla marketing tactic in which consumers do not realize that they are being targeted for a marketing message
Stealth Marketing
8-5 Word of Mouth and Consumer Behavior
Consumer who has a great deal of influence on the behavior of others relating to product adaptation and purchase
Opinion Leaders
8-5 Word of Mouth and Consumer Behavior
Consumer who spreads information about all types of products and services that are available in the marketplace
Market Maven
8-5 Word of Mouth and Consumer Behavior
Consumer who is hired by another consumer to provide input into a purchase decision
Surrogate Consumer
8-5 Word of Mouth and Consumer Behavior
The way in which new products are adopted and spread throughout a marketplace
Diffusion Process
8-6 Household Decision Making and Consumer Behavior
Process by which decisions are made in household units
Household Decision Making
8-6 Household Decision Making and Consumer Behavior
at least two people are related by blood or marriage who occupy a housing unit
Family Household
8-6 Household Decision Making and Consumer Behavior
A mother, father, siblings
Nuclear Family
8-6 Household Decision Making and Consumer Behavior
Three or more generations of family members
Extended Family
8-6 Household Decision Making and Consumer Behavior
Segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services
Household Life Cycle (HLC)
8-6 Household Decision Making and Consumer Behavior
Young adults between the ages of 18 and 34 who move back home with their parents after they graduate from college
Boomerang Kids
8-6 Household Decision Making and Consumer Behavior
Consumers who must take care of both their aging parents and own children
Sandwich generation
8-6 Household Decision Making and Consumer Behavior
A family’s set of beliefs regarding the ways in which household decisions are reached
Sex Role Orientation (SRO)
8-6 Household Decision Making and Consumer Behavior
Process through which young consumers develop attitudes and learn skills that help them function in the marketplace
Consumer Socialization
