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Marketing 210 > Chapter 5 Consumer Markets and Buyer Behavior > Flashcards

Chapter 5 Consumer Markets and Buyer Behavior Flashcards

1
Q

Consumer Buyer Behavior

A

buying behavior of final consumers

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2
Q

Final Consumers

A

Individuals and households who buy goods and services for personal consumption

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3
Q

Consumer Markets

A

All individuals and households who buy goods and services for personal consumption

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4
Q

Stimulus Response Model

A

Marketing and other stimuli enter the buyer’s black box to produce certain choices and purchase responses
They must figure out what is inside the black box and how to turn stimuli into responses

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5
Q

Culture

A

basic set of values learned by a member of society form family or other institutions

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6
Q

Subcultures

A

groups of people within a culture with shared value systems based on common life experiences

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7
Q

Social Classes

A

Society’s permanent and ordered divisions whose members share similar values, interest and behavior

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8
Q

Reference Groups

A

groups that form a comparison or reference in forming attitudes or behavior

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9
Q

Membership Groups

A

Group with direct influence, to which a person belongs

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10
Q

Aspirational Groups

A

Groups an individual wishes to belong to

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11
Q

Opinion leaders (Influentials)

A

people within a specific reference group with specific skills knowledge and personality who exert social influence over others

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12
Q

Lifestyle

A

a person’s pattern of living is as expressed in one’s
Activities Interests and Opinions

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13
Q

Personality

A

person’s unique psychological characteristics leading to consistent and lasting responses to one’s environment

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14
Q

Brand Personality

A

Specific Mix of human traits that may be attributed to a particular brand

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15
Q

Motive (Drive)

A

need that is strong to push the person to seek its satisfaction

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16
Q

Perception

A

process by which people select view interpret information to form a meaningful picture

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17
Q

Selective Attention

A

People ignore most information they are given

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18
Q

Selective Distortion

A

People interpret information in a way that fits their beliefs

19
Q

Selective Retention

A

People remember good things and tend to forget bad things (in a brand)

20
Q

Learning

A

change in behavior through experience

21
Q

Beliefs

A

descriptive thought one has about something, based on knowledge faith or opinions

22
Q

Attitudes

A

consistent evaluations, feelings, tendencies towards an object or idea that are difficult to change

23
Q

Complex Buying Behavior

A

Highly involved, significant perceived brand differences

24
Q

Dissonance-reducing Buying Behavior

A

Highly involved, see little brand differences

25
Q

Habitual Buying Behavior

A

Low involvement, see little brand differences

26
Q

Variety-seeking Behavior

A

Low involvement significant perceived brand differences

27
Q

Internal Stimuli

A

Normal needs become strong enough to drive behavior

28
Q

External Stimuli

A

Ads, comments

29
Q

Purchase Decision

A

buyer’s decision about which brand to purchase

30
Q

Cognitive Dissonance

A

discomfort caused by buyer’s remorse

31
Q

Customer Journey

A

sum of ongoing experiences consumers have with a brand affecting behavior, engagement, and advocacy over time

32
Q

New Product

A

Good, service or idea perceived by some potential customers as new

33
Q

Adoption Process

A

mental process one goes through from first learning about an innovation to final regular use

34
Q

Innovators

A

(2.5%) daring, try new ideas at some risk

35
Q

Early adopters

A

adopt new ideas early, cautiously
are opinion leaders

36
Q

Early Mainstream

A

Deliberate but adopt before average person

37
Q

Late Mainstream

A

Skeptical and adopt only after majority tested it out

38
Q

Lagging Adopters and or Traditionalists

A

Suspicious

39
Q

Relative Advantage

A

Apparent Superiority to existing products

40
Q

Compatability

A

How does it fit values and experiences of potential customers

41
Q

Complexity

A

How difficult is it to understand?

42
Q

Divisibility

A

Can it be tried on a limited basis

43
Q

Communicability

A

can results be observed or described by others?

Marketing 210 (4 decks)

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