Consumer Beh. Ex 2

Front 1

cross cultural analysis

Back 1

act of comparing similarities and differences in behavioral and physical aspects of cultures

Front 2

cued recall

Back 2

type of recall measure in which certain types of retrieval cues are provided

Front 3

cultural artifacts

Back 3

material components of a culture, including such things as books, computers, tools, buildings, and specific products

Front 4

cultural empathy

Back 4

ability to understand the inner logic and coherence of other ways of life and refrain from judging other value systems

Front 5

cutlure

Back 5

set of values, ideas, artifacts, and other meaningful symbols that help individuals communicate, interpret and evaluate as members of society

Front 6

customer-centricity

Back 6

strategic commitment to focus every resource of firm on serving and delighting profitable customers

Front 7

customer intimacy

Back 7

detailed understanding and focus on customer's needs, lifestyles and behaviors in order to create a deep cultural connection w/ them

Front 8

customer lifetime value (CLV)

Back 8

value to company of a customer over whole time the customer relates to company

Front 9

cutoff

Back 9

restriction or requirement for acceptable performance on a product attribute

Front 10

data mining

Back 10

creation of a database of names for developing continuous communications and relationships w/ consumer

Front 11

day-after recall (DAR) measure

Back 11

measure that assesses consumer's ability to recall advertised brand 24 hours after being exposed to an ad

Front 12

decay theory

Back 12

theory proposing that memories grow weaker w/ passage of time

Front 13

demographics

Back 13

size, structure, and distribution of a population

Front 14

desired image

Back 14

image that a company seeks to create in marketplace for its product

Front 15

determinant attributes

Back 15

features of characeteristics (price/convenience) that determine which brand or store consumer choose

Front 16

differential threshold

Back 16

threshold reflecting smallest change in stimulus intensity that will be noticed

Front 17

diffusion

Back 17

process by which innovation is communicated through certain channels over time among members of social system

Front 18

direct marketing

Back 18

strategies marketers use to reach consumers somewhere other than a store

Front 19

direct selling

Back 19

any form of face to face contact between a salesperson and customer away from fixed retail location

Front 20

discontinuous innovation

Back 20

act of introducing entirely new product that significantly alters consumers' behavior patterns and lifestyles

Front 21

discretionary time

Back 21

time during which consumers are not constrained by economic, legal, moral or physical compulsion or obligation

Front 22

disposing

Back 22

how consum get rid of products/package

Front 23

dissatisfaction

Back 23

negative post consumption evaluation that occurs when consumption experience fails to meet expectation

Front 24

dissociative groups

Back 24

groups with which individual tries to avoid association

Front 25

dominance

Back 25

primary type of emotional response representing feelings of being in control

Front 26

dual coding

Back 26

concept proposing that info can be stored in both semantic and visual forms

Front 27

dyadic exchanges

Back 27

exchanges of resources b/w two individuals that influence these individuals' behaviors/beliefs

Front 28

dynamically continuous innovation

Back 28

act of creation either new product or significant alteration of existing one, but doesn't generally alter established purchase or usage patterns

Front 29

early adapters

Back 29

opinion leaders and role models for others with good social skills and respect within larger social systems, who adopt new innovations before masses do

Front 30

early majority

Back 30

consumers who deliberate extensively before buying new products; yet adopt them just before average time it takes the target population as a whole

Front 31

economic demographics

Back 31

study of economic characteristics of nation's population

Front 32

elaboration

Back 32

degree of integration b/w stimulus and existing knowledge

Front 33

elimination by aspects strategy

Back 33

evaluation strategy resembling lexicographic strategy but in which consumer imposes cutoffs

Front 34

emotional advertising appeals

Back 34

type of advertising appeal that attempts to influence consumers' feeling about advertised product

Front 35

emotional elements

Back 35

characteristics of brand (including image, pers, syle, evoked feelings) that create an emotional connection b/w customers and brand

Front 36

endorsements

Back 36

act of celebrity lending his or her name or likeness to product w/o necessarily being expert in area

Front 37

ethnography

Back 37

describing/ understanding consumer behavior by interviewing/observing consumers in real world situ

Front 38

evaluative criteria

Back 38

standards/specifications used to compare different products nd brands

Front 39

expectancy disconfirmation model

Back 39

model that proposes that satisfaction depends on comparison of pre purchase expectations w/ consumption outcomes

Front 40

expectations

Back 40

beliefs about future

Front 41

experience claims

Back 41

advertising claims that can be verified following product consumption

Front 42

experimentation

Back 42

reseearch method that attempts to understand cause and effect relationships by manipulating independent variables to determine how these changes affect dependent variables

Front 43

expert

Back 43

one who possesses unique info or skills that can help consumers make better purchase decisions than other types of spokespersons

Front 44

exposure

Back 44

first stage of info processing in which physical proximity to a stimulus allows one or more of our five senses the opp to be activated

Front 45

expressive roles

Back 45

roles that involve support of family members in decision making process and expression of family's aesthetic or emotional needs

Front 46

extended family

Back 46

nuclear family, plus other relatives such as grandparents, uncles, and aunts, cousins and parents in law

Front 47

extended problem solving

Back 47

problem solving of higher degree of complexity that influences consumer's actions

Front 48

external search

Back 48

act of collecting info from one's environment

Front 49

external search set

Back 49

choice alternatives that consumers gather information about during pre purchase search

Front 50

exurbs

Back 50

areas beyond the suburbs at which consumption may occur and at which population growth is rapidly increasing

Front 51

family

Back 51

a group of two or more persons related by blood, marriage, or adoption who reside together

Front 52

family life cycle

Back 52

series of stages that a family passes through and that change them over time

Front 53

family marketing

Back 53

marketing based on relationships b/w family members based on the roles they assume

Front 54

family of orientation

Back 54

the family established by marriage

Front 55

family of procreation

Back 55

family established by marriage

Front 56

feelings

Back 56

an affective state or reaction that can be positive or negative and from which attitudes are developed

Front 57

fertility rate

Back 57

number of live births per 1,000 women of childbearing age

Front 58

field experiment

Back 58

experiment occurring in a natural setting, such as a home or store

Front 59

focus groups

Back 59

groups consisting of eight to twelve people involved in a discussion led by a moderator skilled in persuading consumers to discuss a subject thoroughly

Front 60

forgetting

Back 60

failure to retrieve something from memory

Front 61

formal groups

Back 61

social aggregations characterized by a defined structure and a known list of members and requirements for membership

Front 62

free recall

Back 62

type of recall measure that does not use any retrieval cues

Front 63

fully planned purchase

Back 63

purchase in which both the product

Front 64

functional elements

Back 64

characteristics of a brand (including performance, quality, price, reliability and logistics) that solve a problem for the consumer

Front 65

"funnel" search strategy

Back 65

when people begin their internet search w/ generic terms but eventually refine their search with terms focusing on specific products

Front 66

gain-framed messages

Back 66

messages that emphasize what is attained by following the messages' recommendations

Front 67

generational change

Back 67

gradual replacement of existing values by those of young people who form the leading generation in terms of value

Front 68

generic need recognition

Back 68

when the need for an entire product category is simulated

Front 69

geodemography

Back 69

socioeconomic factors affecting consumption and purchase, including where people live and how they earn and spend their money

Front 70

habitual decision making

Back 70

decision to buy based on past purchase; least complex of all dec process

Front 71

habituation

Back 71

when stimulus becomes so familiar and ordinary that it loses its attention getting ability

Front 72

haptic info

Back 72

acquired by touch

Front 73

household

Back 73

all persons both related and non who occupy a housing unit

Front 74

household life cycle

Back 74

series of stages that house hold passes through and change over time

Front 75

hypermarket

Back 75

market that incorporates breakthrough tech. , in handling materials from warehouse-operating profile, providing both warehouse feel for consumers and strong price appeal

Front 76

image advertising

Back 76

use of visual components/words to help consumers form expectations about what kind of experience they will have with a particular product, org or store

Front 77

image analysis

Back 77

analysis that examines current set of brand associations that exist in market place

Front 78

impulse buying

Back 78

buying that is unplanned and occurs when consumers unexpectedly experience sudden urge to buy something immediately

Front 79

inbound telemarketing

Back 79

use of toll free number to place orders directly

Front 80

incidental learning

Back 80

learning that occurs despite absence of intention to do so

Front 81

income

Back 81

money from wages and salaries as well as interest and welfare payments

Front 82

inferential belief

Back 82

when consumers use info about one thing to form beliefs about something else

Front 83

informal groups

Back 83

groups that have less structure than formal groups and are likely to be based on friendship or common interests

Front 84

info advertising

Back 84

method of advertising that provides details about products, prices, hours of store operation, locations and other attributes that might influence purchase decisions

Front 85

informational advertising appeals

Back 85

type of advertising appeal that attempts to influence consumers' beliefs about advertised product

Front 86

informational influence

Back 86

act of accepting recommendations or usage by others as evidence about nature of product and using this information in making product or brand decision

Front 87

in-home observation

Back 87

getting inside people's homes to examine exactly how products are consumed

Front 88

info processing

Back 88

process by which info is received, processed, and stored in memory

Front 89

innovation

Back 89

any idea or product perceived by potential adopter to be new

Front 90

innovativeness

Back 90

degree to which an individual adopts an innovation earlier than other members of a social system

Front 91

innovators

Back 91

members of first consumer group to adopt products

Front 92

instrumental roles

Back 92

functional or economic roles that involve financial, performance, and other functions performed by group members

Front 93

IMC- integrated marketing communications

Back 93

systematic, cross-organizational marketing communcation process that is customer-centric, data driven, technically anchored and branding effective

Front 94

intentional learning

Back 94

deliberate learning with the intent of later remembering what is learned

Front 95

intentions

Back 95

subjective judgements by individuals about how they will behave in future

Front 96

interference theory

Back 96

theory proposing that the chances of retrieving a particular piece of info become smaller as interference from other info becomes larger

Front 97

intermarket segmentation

Back 97

indentificaiton of group of customers that are similar in a variety of characteristics that transcend geographic boundaries

Front 98

internal search

Back 98

scanning and retrieval of decision relevant knowledge from memory

Front 99

interviewer bias

Back 99

potential for an interviewer to affect the response of interviewee , perhaps because of desire to please interviewer

Front 100

involvement

Back 100

degree to which object or behavior is personally relevant or of interest, evoked by a stimulus within a specific situation

Front 101

isolation

Back 101

when avoiding clutter in advertising, the act of placing an object in a barren perceptual field, eliminating other objects that may compete for attention