Marketing Chapter 4,5,6

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

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

stimulus

Back 4

any unit of input affecting one or more of the five senses

Front 5

want

Back 5

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

Front 6

internal info search

Back 6

process of recalling past info stored in the memory

Front 7

external info search

Back 7

process of seeking info in the outside environment

Front 8

nonmarketing-controlled info source

Back 8

product info source that is not associated woth advertising or promotion

Front 9

marketing-controlled info source

Back 9

product info source that originates with marketers promoting the product

Front 10

evoked set(consideration set)

Back 10

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

Front 11

cognitive dessonance

Back 11

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

Front 12

involvement

Back 12

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

type of decision makeing exhibited by conssumers buying frequency purchased, low-cost goods and services

Front 14

limited decision making

Back 14

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

Front 15

extensive decision making

Back 15

mose complex type of consumer decison making, used when buying unfamiliar, expensive product or an infrequently bought item

Front 16

culture

Back 16

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

Front 17

value

Back 17

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

Front 18

subculture

Back 18

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

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

Front 20

reference group

Back 20

group in society that influences an individuals purchasing behavior

Front 21

primary membership group

Back 21

reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, or fellow employees

Front 22

secondary membership group

Back 22

reference group with which people associate less consistently and more formally than a primary membership group

Front 23

aspirational reference group

Back 23

group that someone would like to join

Front 24

norm

Back 24

value or attitude deemed acceptable by a group

Front 25

nonaspirational reference group

Back 25

group with which an individual does not want to associate

Front 26

opinion leader

Back 26

individual who influences the opinions of others

Front 27

socialization process

Back 27

how culture values and norms are passed down to children

Front 28

personality

Back 28

way of organizing and grouping the consistences of an individuals reactions to situations

Front 29

self-concept

Back 29

how consumers percieve themselves in terms of attitudes, perceptions, beliefs, and self-evaluations

Front 30

ideal self-image

Back 30

way an individual would like to be

Front 31

real self-image

Back 31

way an individual actually percieves himself

Front 32

lifestyle

Back 32

mode of living as identified by a persons activities, interests, and opinions

Front 33

perception

Back 33

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

Front 34

selective exposure

Back 34

process whereby a consumer notices certain stimuli and ignores others

Front 35

selective distortion

Back 35

process whereby a consumer changes or distorts info that conflicts with his or her feelings or beliefs

Front 36

selective retention

Back 36

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

Front 37

motive

Back 37

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

Front 38

maslows hierarchy of needs

Back 38

method of classifying human needs and notivations into five categories

Front 39

learning

Back 39

process that creatres changes in behaviorm immediate or expected, throughout experience and practice

Front 40

stimulus generalization

Back 40

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

Front 41

stimulus discrimination

Back 41

learning ability to differentiate among sililar products

Front 42

belief

Back 42

organized pattern of knowledge that an individual holds as true about his or her world

Front 43

attitude

Back 43

learning rendency to respond consistently topward a given object

Front 44

buisness marketing

Back 44

marketing of goods and services to individuals and organizations for purposes other than personal consumption

Front 45

strategic alliance(strategic partnership)

Back 45

cooperative agreement between buisness firms

Front 46

keiretsu

Back 46

network of interlocking corporate affiliates

Front 47

original equiptment manufactures

Back 47

individuals and organizations that buy business goods and incorporate then into the products that they produce

Front 48

north american industry classification system(NAICS)

Back 48

detailed numbering system developed by the united states, canada, and mexico to classify north american business establishments by their main production processes

Front 49

derive demand

Back 49

demand for buisness products

Front 50

joint demand

Back 50

demand for two or more items used together in final product

Front 51

multiplier effect(accelerator principle)

Back 51

phenomenon in which a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities and equiptment needed to make the consumer product

Front 52

reciprocity

Back 52

practice where buisness purchasers choose to buy from their own customers

Front 53

major euiptment(installations)

Back 53

capital goods such as large or expensive machines, mainframe computers, blast furnaces, generators, airplanes, and buildings

Front 54

accessory equiptment

Back 54

good, such as portable tools and office equiptment that are less wxpensive and shorter-lived than major equiptment

Front 55

raw materials

Back 55

unprocessed extractive or agricultural products suck as mineral ore, lumber, wheat

Front 56

component parts

Back 56

either finished items ready for assembly or products that need very little processing before becoming part of some other product

Front 57

processed materials

Back 57

products used directly in manufacturing other products

Front 58

supplies

Back 58

consumable items that do not become part of the final product

Front 59

business services

Back 59

expensive items that do not become part of a final product

Front 60

buying center

Back 60

all those persons in an organization who become involved in the purchase decision

Front 61

new buy

Back 61

situation requiring the purchase of a prosuct for the first time

Front 62

modified rebuy

Back 62

situation where the purchaser wants some change in the original good or service

Front 63

straight rebuy

Back 63

situation in which the purchaser reorders the same good or service without looking for new info or investigating other suppliers

Front 64

market

Back 64

people or organizations with need or wants and the ability and willingness to buy

Front 65

market segment

Back 65

subgroup of people or organizations sharing one or more characteristics that cause them to have similar product needs

Front 66

market segmentation

Back 66

process of dividing a market into meaningful, realatively similar, and indentifiable segments or groups

Front 67

segmentation bases(variables)

Back 67

characteristics of individuals, groups, or organizations

Front 68

geographic segmentation

Back 68

segmenting markets by region or a country or the world, market size, market density, or climate

Front 69

demographic segmentation

Back 69

segmenting markets by age, gender, income, ethnic background, and family life cycle

Front 70

family life cycle(FLC)

Back 70

series of stages determined by a combination of age, marital status, and the presence or absence of children

Front 71

psychographic segmentaton

Back 71

segmentation on the basis of personality, motives, lifestyles, and geodemographics

Front 72

geodemographic segmentation

Back 72

segmenting potential customers into neighborhood lifestyle categories

Front 73

benefit segmentation

Back 73

process of grouping customers into market segments according to the benefits they seek from the product

Front 74

usage-rate segmentation

Back 74

dividing a market by the amount of product bought or consumed

Front 75

80/20 principle

Back 75

principle holding that 20% of all customers generate 80% of the demand

Front 76

satisficers

Back 76

business customers who place an order with the first familiar supplier to satisfy product and delivery requirements

Front 77

optimizers

Back 77

business customers who consider numerous suppliers and study all proposals carefully before selecting one

Front 78

target market

Back 78

group of people or organizations for which an organization designs, implements, and maintains a marketing mix intended to meet the needs of that group

Front 79

undifferentiated targeting strategy

Back 79

marketing approach that views the market as one big market with no individual segments and thus uses a single marketing mix

Front 80

concentrated targeting strategy

Back 80

strategy used to select one segment of a market for targeting marketing efforts

Front 81

niche

Back 81

one segment of a market

Front 82

multisegment targeting strategy

Back 82

strategy that chooses two or more well-defined market segments and develops a distinct marketing mix for each

Front 83

cannibalization

Back 83

situation that occurs when sales of a new product cut into sales of a firms existing products

Front 84

one-to-one marketing

Back 84

individualized marketing method that utilizes customer info to build long-term, personalized, and profitable relationships with each customer

Front 85

positioning

Back 85

developing a specific marketing mix to influence potential customers overall perception of a brand, product line, or organization in general

Front 86

position

Back 86

place a product, brand, or group of products occupies in consumers minds relative to competing offerings

Front 87

product differentiation

Back 87

positioning strategy that some firms use to distinguish their products from those of competitors

Front 88

perceptual mapping

Back 88

means of displaying or graphingthe location of products, brands, or groups of products in customers minds