Chapter 5

Front 1

the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions

Back 1

culture

Front 2

a group of people with shared value systems based on common life experiences and situations

Back 2

subculture

Front 3

____ ___ tend to buy more branded, higher quality. Tend to be deeply family oriented, are very rand loyal and favor companies who have interest in them

Back 3

hispanic consumers

Front 4

like to go shopping, growing affluence and sophistication, strongly motivated by quality and selection

Back 4

african american consumers

Front 5

most affluent subculture. Second fasts subsegment, most tech-savvy, fiercely brand loyal

Back 5

asian americans

Front 6

control a large proportion of wealth, income, and consumption than any other generation.

Back 6

mature consumers

Front 7

relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors

Back 7

social class

Front 8

two or more people who interact to accomplish individual or mutual goals

Back 8

group

Front 9

A consumer's behavior is influenced by social factors, such as the consumer's small groups, family, and social roles, and ____

Back 9

status

Front 10

perosn within a reference group who because of special skills, knowledge, personality, or other charachteristics, exerts social influence on others.

Back 10

opinion leader

Front 11

online social communities--blogs social networking web sites, or even virtual worlds--where people socialize or exchange information and opinions

Back 11

online social networks

Front 12

____ is most important consumer buying organization in society, and it has been resarched extensively.

Back 12

family

Front 13

A buyers decisions also are influenced by personal haracteristics such as the buyer's age and life cycle stage, occupation, economic situation, lifestyle, and ___ and self-concept.

Back 13

personality

Front 14

a person's pattern of living as expressed in his or her activities, interests, and opinions.

Back 14

lifestyle

Front 15

The unique psychological characteristics that lead to relatveily consistent and lasting responses to one's own environment.

Back 15

personality

Front 16

specific mix of human traits that may be attributed to a particular brand. Such as sincerity, excitement, competence, sophistication, and ruggedness.

Back 16

brand personality

Front 17

a need that is sufficiently pressing to direct the person to seek satisfaction of the need

Back 17

motive

Front 18

process by which people select, organize, and interpret information to form a meaningful picture of the world

Back 18

perception

Front 19

People can form different percetions of the same stimulus because of the three perceptual processes: _____ ___, ___ ___, ___ ___.

Back 19

selective perception, selective attention, selective distortion

Front 20

tendency for people to screen out most of the information to which they exposed--means that marketers must work especially hard to attract the consumer's attnetion

Back 20

selective attention

Front 21

describes the tendency of people to interpret information in a way that will supoort what they already believe.

Back 21

selective distortion

Front 22

consumers are more likely to remember good points made about a brand and forgetting good points about competing brands

Back 22

selective retention

Front 23

changes in an individual's behavior arising from experience

Back 23

learning

Front 24

a strong internal stimulus that calls for action

Back 24

drive

Front 25

a drive becomes motive when it is directed toward a particular ___ ___

Back 25

stimulus object

Front 26

a descriptive thought that a person holds about something

Back 26

belief

Front 27

a person's consistenly favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea

Back 27

attitude

Front 28

consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands.

Back 28

complex buying behavior

Front 29

consumer buying behavior in situations characterized by high involvement but few perceived differences among brands

Back 29

dissonance-reducing buying behavior

Front 30

consumer buying behavior in situations characterized by low consumer involvement and few significantly perceived brand differences

Back 30

habitual buying behavior

Front 31

consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences

Back 31

variety-seeling buying behavior

Front 32

What are the five stages of the buyer decision process?

Back 32

need recognition, information seach, evaluation of alternatives, purchase decision, postpurchase behavior

Front 33

first stage of the buyer decision process, in which the consumer recognizes a problem or need

Back 33

need recognition

Front 34

stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into an active information search

Back 34

information search

Front 35

The four sources that consumers can obtain information are through:

Back 35

personal, commerical, public, and experiential

Front 36

the stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set

Back 36

alternative evaluation

Front 37

the buyers decision about which brand to purchase

Back 37

purchase decision

Front 38

stage of the buyers decision process in which the consumers take further action after purchase, based on their satisfaction or dissatisfaction

Back 38

postpurcahse behavior

Front 39

buyer discomfort caused by postpurchase conflict

Back 39

cognitive dissonance

Front 40

mental process through which an individual passes from first hearing about an innovation to final adoption

Back 40

adoption process

Front 41

What are the five stages of the adoption process?

Back 41

awareness, interest, evaluation, trial, adoption

Front 42

What are the five adopter groups?

Back 42

innovators, early adopters, early majority, late majority, laggards

Front 43

Whater are the product characteristics on rate of adoption?

Back 43

relative advantage, compatibility, complexity, divisibility, communicability