Chapter 6 And 7

Front 1

Attitude

Back 1

A learned predisposition to repond favorably or unfavorably to stimuli on the basis of relatively enduring evaluations of people, objects, and issues,

Front 2

Causal Research

Back 2

A technique that attempts to understand cause-and-effect relationships.

Front 3

Cognitive Dissonance

Back 3

The anxiety or regret a consumer may feel after choosing from among several similar attractive choices.

Front 4

Consumer Behavior

Back 4

The process involved when individuals or groups select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires.

Front 5

Cookie

Back 5

Text file inserted by a Web site sponsor into a Web surfer's hard drive that allows the site to track the surfer's moves.

Front 6

Culture

Back 6

The values, beliefs, customs, and tastes a group of people values.

Front 7

Customer Relationship Management

Back 7

A systematic tracking of consumer's preferences and behaviors over time in order to tailor the value proposition as closely as possible to each individual's unique wants and needs. CRM allows firms to talk to individual customers and to adjust elements of their marketing programs in light of how each customer reacts.

Front 8

Demographics

Back 8

Statistics that measure observable aspects of a population, including size, age, gender, ethnic group, income, education, occupation, and family structure.

Front 9

Experiment

Back 9

A technique that tests prespecified relationships among variables in a controlled environment.

Front 10

Exploratory Research

Back 10

A technique that marketers use to generate insights for future, more rigorous studies.

Front 11

Hierarchy of needs

Back 11

An approach that categorizes motives according to five levels of importance, the more basic needs being on the bottom of the hierarchy and the higher needs at the top.

Front 12

Insourcing

Back 12

A practice in which a company contracts with a specialist firm to handle all or part of its supply chain operations.

Front 13

Market Fragmentation

Back 13

The creation of many consumer groups due to a diversity of distinct needs and wants in modern society.

Front 14

Marketing

Back 14

An organizational function and a set of processes for creating, communicating, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders.

Front 15

Personality

Back 15

The set of unique psychological characteristics that consistently influences the way a person responds to situations in the environment.

Front 16

Reciprocity

Back 16

A trading partnership in which two firms agree to buy from one another.

Front 17

Resellers

Back 17

The individuals or organizations that buy finished goods for the purpose of reselling, renting, or leasing to others to make a profit and to maintain their business operations.

Front 18

Segmentation

Back 18

The process of dividing a larger market into smaller pieces based on one or more meaningfully shared characteristics.

Front 19

Target Market

Back 19

The market segments on which an organization focuses its marketing plan and toward which it directs its marketing efforts.