Consumer Behavior Test #3

Front 1

reference group

Back 1

any person or group that serves as a point of comparison or reference for an individual in forming either general or specific values, attitudes, or behavior

Front 2

informational RG influence

Back 2

occurs when an individual uses the behavior or opinions of reference group members as potentially useful bits of information

Front 3

normative RG influence

Back 3

occurs when an individual fulfills groups expectations to gain a reward or to avoid a sanction

Front 4

identification RG influence

Back 4

occurs when individuals have internalized the group's values

Front 5

formal RG

Back 5

organizational structure, membership defined in writing, members easily identifiable and accessible

Front 6

informal RG

Back 6

likely based on friendship or collegial association, important, involved in day-to-day lives, high utalitarian influence

Front 7

primary RG

Back 7

involves direct face-to-face interactions on a regular basis

Front 8

identificational RG

Back 8

groups/individuals who are similar to selves and with whom we can identify

Front 9

aspirational RG

Back 9

groups/individuals with whom we aspire to associate, idealize role models

Front 10

avoidance/negative RG

Back 10

groups/individuals with whom we do want to be associated

Front 11

brand community

Back 11

a specialized, non-geographically bound community based on a structured set of social relationships among admirers of a brand

Front 12

WOM communication

Back 12

information transmitted by individual consumers on an informal basis- non-marketer, personal sources of information

Front 13

guerilla marketing

Back 13

marketing with limited budget using unconventional locations and intensive WOM to push products

Front 14

viral marketing

Back 14

a strategy to get users of the internet to pass on a marketing message to others creating the potential for exponential growth in the message's exposure and influence

Front 15

stealth marketing

Back 15

an unethical practice where a marketer enlists and pays others to chat up a brand and win over unsuspecting consumers

Front 16

blog/weblog/web log

Back 16

website where the author periodically posts news, personal thoughts, links, or picture/audio/video files to which visitors to the site usually can comment/respond

Front 17

negative WOM

Back 17

information regarding poor performance, lack of service, high price, rude salespeople, etc.

Front 18

opinion leaders

Back 18

a consumer who offers advice and has influence on others in his or her social system

Front 19

self-designation method OL

Back 19

members of a social system asked whether they consider themselves to be OL's

Front 20

key informant method OL

Back 20

key informant in a social system asked to identify OL's

Front 21

sociometric method OL

Back 21

members of social system asked to identify to whom they give advice and from whom they seek advice about a product or brand understudy

Front 22

objective method OL

Back 22

involves placing new product info selected individuals and then tracing the resulting "web" of interpersonal communication concerning the relevant products

Front 23

household

Back 23

referring to an occupied housing unit

Front 24

family

Back 24

two ore more people related by blood, marriage, or adoption who reside together

Front 25

nuclear family

Back 25

a family with a husband and wife with 1 or more children residing together

Front 26

extended family

Back 26

family structure in which at least 1 grandparent is also present

Front 27

consumer socialization

Back 27

the process by which young people acquire consumer skills, knowledge, and attitudes relevant to their functioning in the marketplace

Front 28

8 roles in family decision making process

Back 28

influencers, gatekeepers, deciders, buyers, preparers, users, maintainers, disposers

Front 29

role specialization

Back 29

one spouse acting as the dominant factor in purchase of a particular product

Front 30

family life cycle

Back 30

classification scheme that segments consumers in terms of changes in income and family composition and the changes in demands placed upon this income

Front 31

traditional FLC stages

Back 31

bachelorhood, honeymooners, parenthood, post-parenthood, dissolution

Front 32

culture

Back 32

accumulation of shared meanings, rituals, norms, and traditions among members of organization or society

Front 33

enculturation

Back 33

the learning of one's own culture

Front 34

acculturation

Back 34

the learning of a new or foreign culture

Front 35

values

Back 35

widely held beliefs that affirm what is desirable, right and wrong, important and unimportant

Front 36

norms

Back 36

rules that specify or prohibit certain behaviors, derived from cultural values

Front 37

4 categories of norms

Back 37

fads and fashions, folkways, mores, laws

Front 38

rituals

Back 38

sets of multiple, symbolic behaviors that occur in a fixed sequence and that tend to be repeated periodically

Front 39

subcultures

Back 39

identifiable group of consumers that share values, norms, and sanctions that distinguish group from larger culture

Front 40

types of subcultures

Back 40

religion, geographic area, age/generation, race/ethnicity/national origin

Front 41

de-ethnicization

Back 41

the process where a product formerly associated with a specific ethnic group is detached from its roots and marketed to other groups as well

Front 42

country-of-origin effects

Back 42

certain items are strongly associated with specific countries and products from those countries often attempt to benefit from these linkages

Front 43

power distance

Back 43

the extent to which a society accepts the fact that power in institutions and organizations is distributed unequally, authority orientation

Front 44

uncertainty avoidance

Back 44

the extent to which members of a society are uncomfortable with unclear, ambiguous, or unstructured situations, risk orientation

Front 45

masculinity/femininity

Back 45

the degree to which sex roles are clearly delineated, achievement orientation

Front 46

masculinity

Back 46

describes a culture in which men are expected to possess cultural traits such as assertiveness, the acquisition of money and material things, independence, ambition; women fulfill role of nurturer and are concerned with issues such as children's welfare

Front 47

femininity

Back 47

describes a culture in which the social roles of men and women overlap, the sexes are equal, and emphasize interdependence and people relationships

Front 48

individualism/collectivism

Back 48

extent to which the welfare of the individual versus that of a group is valued, self orientation

Front 49

content analysis

Back 49

a method for systematically analyzing the content of verbal and/or pictorial communication

Front 50

field observation

Back 50

a cultural measurement technique that takes place within a natural environment that focuses on observing behavior, sometimes without subject's awareness

Front 51

participant observers

Back 51

researchers who participate in the environment that they are studying without notifying those who are being observed

Front 52

rokeach value survey (RVS)

Back 52

a self-administered inventory consisting of 18 terminal values (personal goals) and 18 instrumental values (ways of reaching personal goals)

Front 53

list of values (LOV)

Back 53

a value measurement that asks consumers to identify their 2 most important values based on a nine-value list that is based on the testimonial values of the RVS

Front 54

values and lifestyles (VALS)

Back 54

a value measurement based on two categories: primary motivation and resources

Front 55

cross-cultural analysis

Back 55

conducting systematic comparisons of the similarities and differences in all aspects of the targeted cultures

Front 56

time perspectives

Back 56

overall orientation toward time

Front 57

monochronic time perspective

Back 57

concentrate on scheduling one thing at a time and commitment to task

Front 58

polychronic time perspective

Back 58

characterized by simultaneous occurrence of many things and by a great involvement with people

Front 59

symbols

Back 59

include colors, numbers, animals, objects

Front 60

globalized (standardized) strategy

Back 60

product has universal appeal, same promotion campaign and product positioning

Front 61

localized strategy

Back 61

substantial differences among cultures in tastes, customs, and product usage

Front 62

flexible standardization (adaptation)

Back 62

overall marketing strategy but leave implementation to local managers who are aware of traits/customs