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Marketing > Chapter 5 > Flashcards

Chapter 5 Flashcards

1
Q

consumer behavior

A

the process involved when individuals or groups select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires

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2
Q

involvement

A

the relative importance of perceived consequences of the purchase to a consumer

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3
Q

perceived risk

A

the belief that choice of a product has potentially negative consequences, whether financial, physical, and/or social

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4
Q

problem recognition

A

the process that occurs whenever the consumer sees a significant difference between his current state of affairs and some desired or ideal state; this recognition initiates the decision making process

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5
Q

information search

A

the process whereby a consumer searchers for appropriate information to make a reasonable decision

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6
Q

search marketing

A

marketing strategies that involve the use of internet search engines

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7
Q

search engine optimization (SEO)

A

a systematic process of ensuring that your firm comes up at or near the top of lists of typical search phrases related to your business

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8
Q

search engine marketing (SEM)

A

search marketing strategy in which marketers pay for ads or better positioning

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9
Q

sponsored search ads

A

paid ads that appear at the top or beside the internet search engine results

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10
Q

comparison shopping agents/shopbots

A

web applications that help online shoppers find what they are looking for at the lowest price and provide customer reviews and ratings of products and sellers

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11
Q

behavioral targeting

A

the marketing practice by which marketers deliver advertisements for products a consumer is looking for by watching what the consumer does online

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12
Q

evaluative criteria

A

the dimensions consumers use to compare competing product alternatives

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13
Q

heuristics

A

a mental rule of thumb that leads to a speedy decision by simplifying process

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14
Q

brand loyalty

A

a pattern of repeat product purchases, accompanied by an underlying positive attitude toward the brand, based on the belief that the brand makes products superior to those of its competition

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15
Q

consumer satisfaction/dissatisfaction

A

the overall feelings or attitude a person has about a product after purchasing it

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16
Q

cognitive dissonance

A

the anxiety or regret a consumer may feel after choosing from several similar attractive choices

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17
Q

perception

A

the process by which people select, organize, and interpret information from the outside world

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18
Q

exposure

A

the extent to which a stimulus is capable of being registered by a person’s sensory receptors

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19
Q

subliminal advertising

A

supposedly hidden messages in marketers’ communications

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20
Q

attention

A

the extent to which a person devotes mental processing to a particular stimulus

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21
Q

interpretation

A

the process of assigning meaning to a stimulus based on the prior associations a person has with it and assumptions he or she makes about it

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22
Q

motivation

A

an internal state that drives us to satisfy needs by activating goal oriented behavior

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23
Q

hierarchy of needs

A

an approach that categorizes motives according to five levels of importance, the more basic needs being on the bottom of the hierarchy and the higher needs at the top

24
Q

learning

A

a relatively permanent change in behavior caused by acquired information or experience

25
Q

behavior learning theories

A

theories of learning that focus on how consumer behavior is changed by external events or stimuli

26
Q

classical conditioning

A

the learning that occurs when a stimulus eliciting a response is paired with another stimulus that initially does not elicit a response on its own but will cause a similar response over time because of its association with the first stimulus

27
Q

operant conditioning

A

learning that occurs as the result of rewards or punishments

28
Q

cognitive learning theory

A

theory of learning that stresses the importance of internal mental processes and that views people as problem solvers who actively use information from the world around them to master the environment

29
Q

observational learning

A

learning that occurs when people watch the actions of others and not what happens to them as a result

30
Q

attitude

A

a learned predisposition to respond favorable or unfavorable to stimuli on the basis of relatively enduring evaluations of people, objects and issues

31
Q

affect

A

the feeling component of attitudes; refers to the overall emotional response a person has to a product

32
Q

cognition

A

the knowing component of attitudes; refers to the beliefs or knowledge a person has about a product and its important characteristics

33
Q

behavior

A

the doing component of attitudes involves a consumer’s intention to do something, such as the intention to purchase or use a certain product

34
Q

personality

A

the set of unique psychological characteristics that consistently influences the way a person responds to situations in the environment

35
Q

self concept

A

an individual’s self image that is composed of a mixture of beliefs, observations, and feelings about personal attributes

36
Q

family life cycle

A

a means of characterizing consumers within a family structure on the basis of different stages through which people pass as they grow older

37
Q

lifestyle

A

the pattern of living that determines how people choose to spend their time, money, and energy and that reflects their values, tastes, and preferences

38
Q

psychographics

A

the us of psychological, sociological, and anthropological factors to construct market segments

39
Q

AIOs

A

measure of consumer activities, interests, and opinions used to place consumers into dimensions

40
Q

sensory marketing

A

marketing techniques that link distinct sensory experiences such as a unique fragrance with a product or service

41
Q

time poverty

A

consumers’ belief that they are more pressed for time than ever before

42
Q

cultue

A

the values, beliefs, customs, and tastes a group of people value

43
Q

subculture

A

a group within a society whose members share a distinctive set of beliefs, characteristics, or common experiences

44
Q

microcultures

A

groups of consumers who identify with a specific activity or art form

45
Q

consumerism

A

a social movement that attempts to protect consumers from harmful business practices

46
Q

environmentalism

A

a broad philosophy and social movement that seeks conservation and improvement of the natural environment

47
Q

environmental stewardship

A

a position taken by an organization to protect or enhance the natural environment as it conducts its business activities

48
Q

green marketing

A

a marketing strategy that supports environmental stewardship, thus creating a differential benefit in the minds of consumers

49
Q

social class

A

the overall rank or social standing of groups of people within a society according to the value assigned to factors such as family background, education, occupation, and income

50
Q

status symbols

A

visible markers that provide a way for people to flaunt their membership in higher social classes

51
Q

mass class

A

the hundreds of millions of global consumers who now enjoy a level of purchasing power that’s sufficient to let them afford high quality products except for big ticket items like college, housing, or luxury cars

52
Q

reference group

A

an actual or imaginary individual or group that has a significant effect on an individual’s evaluations, aspirations, or behavior

53
Q

opinion leader

A

a person who is frequently able to influence others’ attitudes or behaviors by virtue of his active interest and expertise in one or more product categories

54
Q

gender roles

A

society’s expectations regarding the appropriate attitudes, behaviors, and appearance for men and women

55
Q

metrosexual

A

a straight urban male who is keenly interested in fashion, home design, gourmet cooking, and personal care

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