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Marketing 350 > Exam 3 > Flashcards

Exam 3 Flashcards

1
Q

External factors that impact decision making process at time of purchase

A

Situational Influences

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2
Q

Situational Influences are…

A

Temporary and specific

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3
Q

Ex of Sit Influence

A

To buy an umbrella when raining w/o planning to do so

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4
Q

The complete experience while interacting with a product or service

A

Customer Journey

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5
Q

Stage 1 of customer journey

A

Awareness

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6
Q

Stage 2 of customer journey

A

Consideration

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7
Q

Stage 3 of customer journey

A

Decision

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8
Q

Stage 4 of customer journey

A

Retention

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9
Q

Stage 5 of customer journey

A

Advocacy

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10
Q

Type of situational influence : atmosphere

A

Physical surroundings

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11
Q

The store’s personality is one of 2 qualities:

A

Functional or affective

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12
Q

Type of sit influencal: social

A

Social surroundings

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13
Q

The unwitten rules (social)

A

Social Norms

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14
Q

Descriptive Norms

A

How people actually behave

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15
Q

Injunctive Norms

A

How people should behave

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16
Q

The physical phenomenon when one looks to the actions and behaviors of others to determine their own

A

Social Proof

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17
Q

Type of behavior that creates sense of urgency or scarcity in crowded environments

A

Crowd behavior

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18
Q

Type of environment that creates more relaxed experience but can also lead to the feeling of judgment and leisurely browsing

A

Uncrowded Environment

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19
Q

Less time in store, faster decision making, reduced likelihood of customer returning are all factors of

A

Unpleasant Crowding

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20
Q

Type of sit influence: time

A

Time influence

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21
Q

Effect of Moral in morning but more dishonest in evening, prefrontal cortex strongest in AM

A

Morning Morality Effect

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22
Q

Type of Situational Influence: the temporary state customers experience before interacting with products

A

Antecedent States

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23
Q

People are more conservative with Cash or Card

A

Cash

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24
Q

The emotional discomfort when parting with

A

Pain of payment

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25
Q

Pre payment =

A

Pain minimized

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26
Q

Post payment

A

Pain is increased

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27
Q

Type of planned purchase: chosen before visiting store

A

Specifically Planned

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28
Q

Type of planned purchase: certain product category but will be chosen

A

Generally Planned

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29
Q

Type of planned purchase: switch from general plan to alternative

A

Substitute Purchase

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30
Q

Type of unplanned purchase: true novelty or escape purchase

A

Pure impulse

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31
Q

Type of unplanned purchase: reminder of what we need

A

Reminder impulse

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32
Q

Type of unplanned purchase: purchase based of special ads and deals

A

Planned impulse

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33
Q

Shared expectation within a group to dictate acceptable behavior

A

Norms

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34
Q

Individuals play different roles within groups

A

Roles

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35
Q

A persons standing within a group can influence their consumption choices

A

Status

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36
Q

A group of people we use as a standard to evaluate our own behavior

A

Reference Groups

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37
Q

where an individual currently belongs

A

Membership groups

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38
Q

The tendency for people to form relationships based on physical or physiological proximity

A

Propinquity Effect

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39
Q

Type of membership group: very influential (fam, close friends)

A

Primary membership

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40
Q

Type of membership group: less frequent interaction, social ties

A

Secondary Membership

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41
Q

Group communities who develop relationships based on shared intrests

A

Brand communities

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42
Q

The difference between informal and formal membership groups is

A

Title and membership

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43
Q

Non membership groups: had ideal self appeal

A

Aspirational

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44
Q

Non membership group: avoidance group

A

Dissociative

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45
Q

Ref Group Influences: info comes from trusted individuals or experts

A

Informational

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46
Q

Ref group influences: appeal to social norms

A

Utilitarian

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47
Q

Ref group influences: align with values and beliefs

A

Value expressive

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48
Q

The capacity to alter the actions of others is called

A

Social Power

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49
Q

Power derived from formal position/office

A

Legitimate Power

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50
Q

Because someone has the ability to give someone a reward

A

Reward Power

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51
Q

Power based on fear of the leader

A

Coercive Power

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52
Q

From sources viewed as knowledgeable on a subject

A

Expert Power

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53
Q

Derives from the viewers loyalty, admiration and associated with brands who use admired celebs

A

Referent Power

54
Q

To align attitudes and beliefs with those of group

A

Conformity

55
Q

The desire to fit in

A

Normative Conformity

56
Q

Type of conformity: info

A

Informational conformity

57
Q

The loss of individual identity (concerts, sporting events)

A

Deindividuation

58
Q

People don’t work much due to idea that there is a large group and that others will work

A

Social Loafing

59
Q

More risky in groups rather than alone

A

Risky shift phenomenon

60
Q

Promoting to someone when they don’t realize

A

Stealth Marketing

61
Q

Compensating consumers to promote products

A

Shilling

62
Q

Using fake identities to promote

A

Infiltrating

63
Q

leader with influence in 1 market

A

Monophoric Leader

64
Q

Leader with influence on several markets

A

Polymorphic Leader

65
Q

How content spreads

A

Serial Reproduction

66
Q

Traditional Fam Life Cycle Step 1

A

Bachelorhood

67
Q

Trad Fam Life Cycle step 2

A

Honeymooners

68
Q

Trad Fam life cycle step 3

A

Parenthood

69
Q

Trad fam life cycle step 4

A

Post parenthood

70
Q

Trad fam life cycle step 5

A

Dissolution

71
Q

20 or 30 year old who move back home

A

Boomerang Kids

72
Q

Consumers who take car of their own children or parents

A

Sandwich generation

73
Q

Traditional Sandwich _ generations

A

3

74
Q

Club sandwich _ generations

A

4

75
Q

Process of learning your own groups culture

A

Enculturation

76
Q

Process of learning another group culture

A

Acculturation

77
Q

Norms recognized and viewed as explicit rules

A

Enacted Norms

78
Q

Norms embedded in culture that have developed

A

Crescive Norms

79
Q

The process of increased interconnectedness and interdependence amoung countries

A

Globalization

80
Q

The effect of the influence of a country of manufacture, assembly or design has consumer perception and attitudes (ex German cars)

A

Country of origin effect

81
Q

The fundamental beliefs and ideals within a culture

A

Core societal Values

82
Q

First Hofstede Dimension:

A

Individualismo vs collectivism

83
Q

Individual countries =

A

USA, Australia

84
Q

Collective Countries

A

Japan, China

85
Q

Second Hofstede Dimension:

A

Mascolinità vs femininity

86
Q

Masc countries

A

Japan, Germany

87
Q

Fem Countries

A

Sweden, Norway

88
Q

Third Hofstede dem:

A

Long vs short term orientation

89
Q

Long Term orientation Countries

A

China, Japan

90
Q

Having personal trust and a strong relationship is called

A

Guanxi

91
Q

Reciproco is called

A

Renquing

92
Q

Short term ortentation countries (quick result and gradification)

A

USA, Canada

93
Q

Forth Hofstede Dim

A

Indulgence vs restraint

94
Q

High indulgence country (Hedonic)-

A

USA

95
Q

Low Indulgence (Ultilitarian) countries-

A

Russia, China

96
Q

5th Hofstede dim:

A

Power distance index

97
Q

Low power distance means

A

Authority is challenged and equality valued

98
Q

High power distance means

A

Authority is respected

99
Q

6th Hofstede Dim

A

Uncertainty Avoidence Index

100
Q

High Uncertainty avoidance countries

A

Greece (tradition)

101
Q

Low uncertainty avoidance index countries

A

USA (embraces change)

102
Q

How consumers develop irrational beliefs based on perceived cause and effect relationships

A

Conditioned Superstition

103
Q

Patterns of symbolic and consumption often tied to important events

A

Rituals

104
Q

T/F Rituals and be frequent and infrequent (Thanksgiving-Brewing Coffee)

A

True

105
Q

Objects needed to carry out ritual

A

Ritual Artifacts

106
Q

Sequence of actions needed to carry out ritual

A

Ritual Scripts

107
Q

Brands we link closely to our rituals

A

Fortress Brands

108
Q

Type of consumption: products treated with respect, less price sensitive, impulsive (ex rosaries)

A

Sacred Consumtion

109
Q

Type of consumption- ordinary, more price sensitive

A

Profane Consumtion

110
Q

Area in between profane and scared (depends on person)

A

Sacralization

111
Q

People attribute personal meaning to an object

A

Objectification

112
Q

The desire for objects touch or belong to famous people

A

Contamination

113
Q

US Microculture- nine nations of North America

A

Regional microculture

114
Q

Type of microculture- generational groups who lived same major experiences

A

Generation MC

115
Q

Loyal, Traditional generation

A

Baby Boomers

116
Q

High disposable income, nostalgic generation

A

Gen X

117
Q

Embrace Tech, Biggest generation

A

Gen Y

118
Q

Most educated, diverse, shop online and in person generation

A

Gen Z

119
Q

Expected to be largest, tech savvy, negative social connections due to Covid generation

A

Gen Alpha

120
Q

Type of US micro- determined by life stage

A

Age Based MC

121
Q

Type of microculture- cultural heritage, values, language

A

Ethnic MC

122
Q

The act of ceasing to be ethnic (Sushi)

A

De- ethniciaztion

123
Q

Type of MC- income, education, profession

A

Social Class MC

124
Q

Measure of social class that asks respondents to name own social class

A

Subjective measure

125
Q

Measure of social class that asks respondents to report of class of others in community

A

Reputational measure

126
Q

Measure of social class that measures profession (best indication), income, or education

A

Objective measure

127
Q

The movement of individuals from one social class to another

A

Social mobility

128
Q

Intergenerational Mobility

A

Takes place between generations of family

129
Q

Kid higher social class than parents I’d called

A

Upward intergenerational mobility

130
Q

Parents higher class than kids is called

A

Downward intergen mobility

131
Q

Changes of social status of an individual or group within same Gen

A

Intragenerational mobility

Marketing 350 (3 decks)

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