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32 Cards in this Set
- Front
- Back
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behavior rewarding an individual
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Consummatory motives
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involves the use of general attitudes, summary impressions, intuitions or heuristics; no attribute-by-attribute comparisons are made at the time of choice
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Attitude-based choice
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behavior rewarding an individual
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Consummatory motives
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activate behaviors designed to achieve a second goal
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Instrumental motives
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the various dimensions, features or benefits a consumer looks for in response to a specific problem
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Evaluative criteria
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an attribute used to stand for or indicate another attribute
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Surrogate indicators
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when consumers aren’t informed of the brand name
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Blind test
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a given consumer’s or target market’s perception of all the attribute associated with a retail outlet
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Store image
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the brand is the store; victoria's secret.
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Store brand
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sales of additional items to customers who came to purchase an advertised item
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Spillover sales
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a price presented by a marketer for the consumer to use to compare
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External reference price
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a price or price range that consumer retrieves from memory to compare with a price in the market
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Internal reference price
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used to calculate the level of store attraction based on store size and distance from the consumer
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Retail attractions
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would occur when a consumer sees a candy bar in the store and purchases it with little or no deliberation as the result of a sudden, powerful urge to have it.
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Impulse purchase
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purchases made in a retail outlet that are different from those the consumer planned to make prior to entering that retail outlet.
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Unplanned purchases
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doubt or anxiety after making a difficult, relatively permanent decision
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Post purchase dissonance
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one consumer sells a product directly to another with or without the assistance of a commercial intermediary
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Consumer-to-consumer sale
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the physical functioning of the product
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Instrumental performance
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aesthetic or image-enhancement performance
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Symbolic performance
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continue to buy the same brand though they do not have an emotional attachment to it
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Repeat purchaser
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the costs of finding, evaluating, and adopting another solution
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Switching costs
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a consumer loyalty to a brand
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Committed customer
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turnover in a firm’s customer base
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Churn
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the individuals (representing functional areas and management) within an organization who participate in making a given purchase decision
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Decision-making units
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the evaluation of possible vendors and selection of a given vendor often follow this
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Two-stage decision process
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innovative organizations that derive a great deal of their success from leading change
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Lead users
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process of grouping organizations with distinguishing firmographics into market segments
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Macrosegmentation
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the flow of purchase influence within an industry
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Reference group infrastructure
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involve single transactions are short-lived, involve few investments by the buyer and seller in the relationship, and involve low loyalty
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Transactional exchanges
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a special unit of the National Advertising Division (NAD) of the Council of Better Business Bureaus, that maintains a special unit to review advertising aimed at children
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CARU
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act passed by congress to protect children’s online privacy
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COPPA
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– involve multiple events, occur over an extended period of time, involve significant investments by the buyer and seller, and involve higher levels of loyalty
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Relational exchanges
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