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Consumer Behavior > Test 1 > Flashcards

Test 1 Flashcards

1
Q

Marketing

A

multitude of value-producing seller activities that facilitate exchanges between buyers and sellers

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2
Q

Market Orientation

A

organizational culture that embodies the importance of creating value for customers among all employees

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3
Q

Consumer Behavior

A

set of value-seeking activities that take place as people go about addressing realized needs

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4
Q

Consumption

A

process by which goods, services, or ideas are used and transformed into value

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5
Q

Costs

A

negative results of consuption

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6
Q

Benefits

A

positive results of consuption

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7
Q

Attributes

A

a product feature that delivers a desired consumer benefit

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8
Q

product

A

potentially valuable bundle of benefits

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9
Q

Quantitative

A

approach that addresses questions about consumer behavior using numerical measurement and analysis tools

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10
Q

Qualitative

A

gathering data in a relatively unstructured way, including case analysis, clinical interviews, and focus groups interviews

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11
Q

Relationship Marketing

A

activities based on the belief that the firm’s performance is enhanced through repeat business

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12
Q

Touchpoints

A

direct contacts between the firm and a customer

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13
Q

Value

A

a personal assessment of the net worth obtained from an activity

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14
Q

Wants

A

way a consumer goes about addressing a recognized need

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15
Q

Differentiated Marketing

A

serve multiple market segments each with a unique product offering

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16
Q

Undifferentiated Marketing

A

plan wherein the same basic product is offered to all customers

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17
Q

Niche Marketing

A

plan wherein a firm specializes in serving one market segment with particularly unique demand characteristics

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18
Q

Consumer

A

Person who uses the product or service

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19
Q

Customer

A

person who buys the product or service

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20
Q

Accommodation

A

state that results when a stimulus shares some but not all of the characteristics that would lead it to fit neatly in an existing category, and consumers must process exceptions to rules about the category

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21
Q

Assimilation

A

state that results when a stimulus has characteristics such that consumers readily recognize it as belonging to some specific category

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22
Q

Attention

A

purposeful allocation of information-processing capacity toward developing an understanding of some stimulus

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23
Q

Behavioral influence decision-making perspective

A

assumes many consumer decisions are actually learned responses to environmental influences

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24
Q

Behavioral Intentions model

A

model developed to improve the ATO model, focusing on behavioral intentions, subjective norms, and attitude toward a particular behavior

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25
Q

Behaviorist approach to learning

A

theory if learning that focuses on changes in behavior due to association, without great concern for the cognitive mechanics of the learning process

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26
Q

Classical conditioning

A

change in behavior that occurs simply through associating some stimulus that naturally causes some reaction; a type of unintentional learning

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27
Q

Comprehension

A

the way people cognitively assign meaning to things they encounter

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28
Q

Conditioned Response

A

response that results from exposure to a conditioned stimulus that was originally associated with the unconditioned stimulus

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29
Q

Conditioned stimulus

A

object or event that does not cause the desired response naturally but that can be conditioned to do so by pairing with an unconditioned stimulus

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30
Q

Explicit Memory

A

memory that develops when a person is exposed to, attends, and tries to remember information

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31
Q

Implicit memory

A

memory for things that a person did not try to remember

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32
Q

Info processing perspective

A

learning perspective that focuses on the cognitive processes associated with comprehension and how these precipitate behavioral changes

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33
Q

Intentional learning

A

process by which consumers set out to specifically learn information devoted to a certain subject

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34
Q

Unintentional Learning

A

Learning that occurs when behavior is modified through a consumer-stimulus interaction without any effortful allocation of cognitive processing capacity toward that stimulus

35
Q

Involvement

A

the personal relevance toward, or interest in, a particular product

36
Q

JMD

A

just meaningful difference; smallest amount of change in a stimulus that would influence consumer consumption and choice

37
Q

JND

A

just noticeable difference; condition in which one stimulus is sufficiently stronger than another so that someone can actually notice that the two are not the same

38
Q

Mere Exposure effect

A

Simply being exposed to something leads to more positive feelings about it

39
Q

Perception

A

customer’s awareness and interpretation of reality

40
Q

Preattentive effects

A

learning that occurs without attention

41
Q

Product placements

A

products that have been placed conspicuously in movies, television shows, music, or video games

42
Q

Selective attention

A

process of paying attention to only certain stimuli

43
Q

Selective Distortion

A

process by which consumers interpret information in ways that are biased by their previously held beliefs

44
Q

Selective exposure

A

process of screening out certain stimuli and purposely exposing oneself to other stimuli

45
Q

Subliminal persuasion

A

behavior change induced by subliminal processing

46
Q

Subliminal processing

A

way that the human brain deals with very low-strength stimuli, so low that the person has no conscious awareness

47
Q

Unconditioned Response

A

response that occurs naturally as a result of exposure to an unconditioned stimulus

48
Q

Unconditioned Stimulus

A

stimulus with which a behavioral response is already associated

49
Q

Weber’s Law

A

law that states that a consumer’s ability to detect differences between two levels of a stimulus decreases as the intensity of the initial stimulus increases

50
Q

Associative Network

A

network of mental pathways linking to all knowledge within memory; sometimes referred to as a semantic network

51
Q

Chunking

A

process of grouping stimuli by meaning so that multiple stimuli can become one memory unit

52
Q

Cognitive Interference

A

notion that everything else that the consumer is exposed to while trying to remember something is also vying for processing capacity and thus interfering with memory and comprehension

53
Q

Comprehension

A

the way people cognitively assign meaning to things they encounter

54
Q

Declarative knowledge

A

cognitive components that represent facts

55
Q

Dual Coding

A

coding that occurs when two different sensory traces are available to remember something

56
Q

Echoic Storage

A

storage of auditory information in sensory memory

57
Q

Iconic Storage

A

storage of visual information in sensory memory and the idea that things are stored with a one-to-one representation with reality

58
Q

Elaboraation

A

extent to which a consumer continues processing a message even after an initial understanding is achieved

59
Q

Retrieval

A

process by which information is transferred back into workbench memory for additional processing when needed

60
Q

Encoding

A

process by which information is transferred from workbench memory to long term memory for permanent storage

61
Q

Episodic Memory

A

memory for past events in one’s life

62
Q

Exemplar

A

concept within a schema that is the single best representative of some category; schema for something that really exists

63
Q

Prototype

A

schema that is the best representative of some category but that is not represented by an existing entity; conglomeration of the most associated characteristics of a category

64
Q

Schema

A

cognitive representation of a phenomenon that provides meaning to the entity

65
Q

Memory

A

psychological process by which knowledge is recorded

66
Q

Priming

A

cognitive process in which context or environment activates concepts and frames thoughts and therefore both value and meaning

67
Q

Paths

A

representations of the association between nodes in an associative network

68
Q

Nodes

A

concepts found in an associative network

69
Q

Factors affecting comprehension

A
  • characteristics of the message
  • characteristics of the message receiver
  • characteristics of the environment
70
Q

Autobiographical Memories

A

cognitive representation of meaningful events in one’s life

71
Q

Consumer Affect

A

feelings a consumer has about a particular product or activity

72
Q

Consumer Involvement

A

degree of personal relevance a consumer finds in pursuing value from a particular category of consumption

73
Q

Types of consumer involvement

A
  • product involvement
  • shopping involvement
  • situational involvement
  • enduring involvement
  • emotional involvement
74
Q

Emotional effect on memory

A

relatively superior recall for information presented with mild affective content compared to similar information presented in an affectively neutral way

75
Q

Emotional Expressiveness

A

extent to which a consumer shows outward behavioral signs and otherwise reacts obviously to emotional experiences

76
Q

Emotional Intelligence

A

awareness of the emotions experienced in a given situation and the ability to control reactions to these emotions

77
Q

Emotions

A

a specific psychobiological reaction to a human appraisal

78
Q

Types of motivation

A

utilitarian vs hedonic

79
Q

Maslow’s Hierarchy

A

a theory of human motivation which describes consumers as addressing a finite set of prioritized needs

80
Q

Mood

A

transient and general affective state

81
Q

Mood-congruent judgments

A

evaluations in which the value of a target is influenced in a consistent way by one’s mood

82
Q

Mood-congruent recall

A

consumers will remember information better when the mood they are currently in matches the mood they were in when originally exposed to the information

83
Q

Motivations

A

inner reasons or driving forces behind human actions that drive consumers to address real needs

84
Q

Schema-based affect

A

emotions that become stored as part of the meaning for a category

Consumer Behavior (3 decks)

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