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Marketing Exam #2 > Chapter 6 > Flashcards

Chapter 6 Flashcards

1
Q

people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money

A

economic buyers

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2
Q

making the best use of consumer’s time and money- as the consumer judges it.

A

economic needs

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3
Q

Some Economic needs are:

A

1) Economy of purchase or use
2) Efficiency in operation or use
3) Dependability in use
4) Improvement of earnings
5) Convenience

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4
Q

basic forces that motivate a person to do something

A

Needs

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5
Q

are “needs” that are learned during a person’s life

A

Wants

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6
Q

a strong stimulus that encourage action to reduce need.

A

Drives

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7
Q

concerned with biological needs- food, liquid, rest and sex

A

Physiological needs

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8
Q

concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise).

A

Safety needs

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9
Q

concerned with live, friendship, status, and esteem- things that involve a person’s interaction with others

A

social needs

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10
Q

concerned with an individual’s need for personal satisfaction- unrelated to what other think or do

A

Personal needs

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11
Q

how we gather and interpret information from the world around us

A

perception

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12
Q

our eyes and minds seek out and notice only information that interest us

A

Selective exposure

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13
Q

we screen out or modify idea, messages, and information that conflict with previously learned attitudes and beliefs.

A

Selective perception

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14
Q

we remember only what we want to remember

A

Selective retention

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15
Q

a change in a person’s thought process caused by prior experience

A

Learning

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16
Q

products, signs, ads, and other stimuli in the environment- an individual chooses some specific response.

A

Cues

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17
Q

an effort to satisfy a drive

A

response

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18
Q

learning process occurs when the response is followed by satisfaction- that is, reduction in the drive

A

Reinforcement

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19
Q

a persons point of view toward something

A

attitude

20
Q

a persons opinion about something

A

Belief

21
Q

an outcome or even that a person anticipates or looks forward to

A

expectation

22
Q

the confidence a person has in the promises or actions of another person, brand, or company

A

Trust

23
Q

the analysis of a person’s day-to-day pattern of living as expressed in that person’s activities, interest, and opinions- sometimes referred as AIO’s

A

Psychographics/Lifestyle analysis

24
Q

a group of ppl who have aproximately equal social position as viewed by other in the society

A

social class

25
Q

people to whom an individual looks when forming attitudes about a particular topic

A

Reference group

26
Q

a person who influences others

A

opinion leader

27
Q

the whole set of beliefes, attitides, and ways of doing things a reasonably homogeneous set of people

A

Culture

28
Q

Consumer Decision Process

A

1) Need recognition
2) Information search
3) Evaluate alternatives
4) Purchase
5) Post-purchase behavior

29
Q

when consumers put much effort into deciding how to satisfy a need- as is likely for a completely new purchase or to satisfy an important need

A

extensive problem solving

30
Q

used by consumers when some effort is required in deciding the best way to satisfy a need

A

Limited problem solving

31
Q

when the consumer regularly selects a particular way of satisfying a need when it occurs

A

Routinized response behavior

32
Q

purchases that have little importance or relevance for the customer

A

Low-involvement purchases

33
Q

a feeling of uncertainty about whether the correct decision was made

A

Dissonance

34
Q

the steps individuals go through on the way to accepting or rejecting a new idea.

A

adoption process

35
Q

A 5-step process used by consumers when buying goods or services

A

Consumer Decision-Making Process

36
Q

Result of an imbalance between actual and desired states.

A

Need Recognition

37
Q 
Any unit of input affecting one or more of the five senses:
sight
smell
taste
touch
hearing
A

Stimulus

38
Q

Recall information in memory

A

Internal Information Search

39
Q

Seek information in outside environment
Nonmarketing controlled
Marketing controlled

A

External Information search

40
Q

Group of brands, resulting from an information search, from which as buyer can choose

A

Evoked Set

41
Q

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions

A

Cognitive Dissonance

42
Q

the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior

A

Involvement

43
Q

In-store promotion, eye-catching
package design, and good
displays
Coupons, cents-off, 2-for-1 offers

A

Low-involvement purchases require:

44
Q

Extensive and informative promotion to target market

A

High-involvement purchases require:

45
Q

Social Class Measurements

A 
Occupation
Income
Education
Wealth
Other Variables
46
Q

Adoption Process Steps

A

Awareness- wants to know about product but lacks detail
Interest- gathers info
Evaluation- mental trial and apply it to their life
Trial- may buy product to experiment
Decision- decides on either adoption or rejection
Confirmation- adopter continues to rethink the decision and searches for support for the decision, that is further reinforcement

Marketing Exam #2 (5 decks)

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