Marketing Ch. 6

Front 1

Consumer Behavior

Back 1

Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and product use

Front 2

Consumer Decision-making process

Back 2

a five step process used by consumers when buying goods or services

Front 3

Need Recognition

Back 3

Result of an imbalance between actual and desired states

Front 4

Want

Back 4

recognition of an unfulfilled need and a product that will satisfy it

Front 5

Stimulus

Back 5

any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing

Front 6

Internal Information Search

Back 6

The process of recalling past information stored in the memory.

Front 7

External information search

Back 7

the process of seeking information in the outside environment

Front 8

Nonmarketing-controlled information source

Back 8

a product information source that is not associated with advertising or promotion

Front 9

Marketing-controlled information source

Back 9

a product information source that originates with marketers promoting the product

Front 10

Evoked set (consideration set)

Back 10

a group of brands, resulting from an information search, from which a buyer can choose

Front 11

Cognitive Dissonance

Back 11

inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions

Front 12

Involvement

Back 12

the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior

Front 13

Routine Response Behavior

Back 13

The type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision

Front 14

Limited Decision Making

Back 14

the type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category

Front 15

Extensive Decision Making

Back 15

The most complex type of consumer decision making, used when buying an unfamiliar, expensive product or an infrequently bought item; requires use of several criteria for evaluating options and much time for seeking information

Front 16

Culture

Back 16

the set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the artifacts, or products, of that behavior as they are transmitted from one generationto the next

Front 17

Value

Back 17

The enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct

Front 18

Subculture

Back 18

a homogeneous group of people who share elements of the overall culture as well as unique elements of their own group

Front 19

Social Class

Back 19

A group of people in a society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms

Front 20

Reference Group

Back 20

a group in society that influences an individual's purchasing behavior

Front 21

Primary Membership Group

Back 21

A reference group with which people interact regularly in an informal, fact-to-face manner, such as family, friends, and co-workers

Front 22

Secondary Membership Group

Back 22

A reference group with which people associate less consistently and more formally than a primary membership group, such as a club, professional group, or religious group.

Front 23

Aspirational Reference Group

Back 23

A group that someone would like to join

Front 24

Norm

Back 24

A value or attitude deemed acceptable by a group

Front 25

Nonaspirational Reference Group

Back 25

A group with which an individual does not want to associate

Front 26

Opinion Leader

Back 26

An individual who influences the opinions of others

Front 27

Socialization Process

Back 27

How cultural values and norms are passed down to children

Front 28

Personality

Back 28

A way of organizing and grouping the consistencies of an individual's reactions to situations

Front 29

Self-Concept

Back 29

How consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations

Front 30

Ideal Self-image

Back 30

The way an individual would like to be

Front 31

Real Self Image

Back 31

The way an individual actually perceives himself or herself

Front 32

Perception

Back 32

The process by which people select, organize, and interpret stimuli into a meaningful and coherent picture

Front 33

Selective Exposure

Back 33

The process whereby a consumer notices certain stimuli and ignores others.

Front 34

Selective Distortion

Back 34

A process wherby a consumer changes or distorts information that conflicts with his or her feelings or beliefs

Front 35

Selective Retention

Back 35

A process whereby a consumer remembers only that information that supports his or her personal beliefs

Front 36

Motive

Back 36

A driving force that causes a person to take action to satisfy specific needs

Front 37

Maslow's Hierarchy of Needs

Back 37

a method of classifying human needs and motivations into five categories is ascending order of importance: physiological, safety, social, esteem, and self-actualization

Front 38

Learning

Back 38

a process that creates changes in behavior, immediate or expected, through experience and practice

Front 39

Stimulus Generalization

Back 39

A form of learning that occurs when one response is extended to a second stimulus similar to the first.

Front 40

Stimulus Discrimination

Back 40

A learned ability to differentiate among similar products

Front 41

Belief

Back 41

An organizaed pattern of knowledge that an individual holds as true about his or her world.

Front 42

Attitude

Back 42

A learned tendency to respond consistently toward a given object

Front 43

If I am a company which of these would i choose?

Back 43

New Buy
Modififed reBuy
Straight Rebuy

Front 44

B2B

Back 44

Business 2 Business > B2C

- changes on B2C has impact on B2B

Selling B2B = selling to a lot of people