Marketing Chapter 6

Front 1

Consumer behavior

Back 1

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

Front 2

Involvement

Back 2

The relative importance of perceived consequences of the purchase to a consumer.Perceived risk

Front 3

Perceived risk

Back 3

The belief that choice of a product has potentially negative consequences, whether financial, physical, or social.

Front 4

Problem recognition

Back 4

The process that occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired or ideal state; this recognition initiates the decision-making process.

Front 5

Information search

Back 5

The process whereby consumer searches for appropriate information to make a reasonable decision.

Front 6

Evoked set

Back 6

All of the alternative brands of consumer is aware of when making a decision.

Front 7

Consideration set

Back 7

The alternative brands a consumer seriously consider us in making a decision.

Front 8

Comparison-shopping agents (shopbots)

Back 8

Web applications that help online shoppers find what they’re looking for at the lowest price and provide customer reviews and ratings of products and sellers.

Front 9

Determinant attributes

Back 9

The features most important to differentiate and compare among the product choices.

Front 10

Evaluative criteria

Back 10

The dimensions consumers used to compare competing product alternatives.

Front 11

Compensatory decision rules

Back 11

The methods for making decisions that allow information about attributes of competing products to be averaged in some way.

Front 12

Heuristics

Back 12

A mental rule of thumb that leads to a speedy decision by simplifying the process.

Front 13

Brand loyalty

Back 13

A pattern of repeat product purchases, accompanied by an underlying positive attitude toward the brand, based on the belief that the brand makes products superior to those of its competition.

Front 14

Consumer satisfaction/dissatisfaction

Back 14

The overall feelings or attitude a person has about a product after purchasing it.

Front 15

Cognitive Dissonance

Back 15

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

Front 16

Perception

Back 16

The process by which people select, organize, and interpret information from outside world.

Front 17

Exposure

Back 17

Extent to which a stimulus is capable of being registered by a person’s sensory receptors.

Front 18

Subliminal advertising

Back 18

Supposedly hidden messages in marketers’ communications.

Front 19

Attention

Back 19

The extent to which a person devotes mental processing to a particular stimulus.

Front 20

Multitasking

Back 20

Moving back-and-forth between various activities such as emails, TV, instant messages, and so on.

Front 21

Rich media

Back 21

A digital advertising term for an ad that includes advanced features like video and audio that encourage viewers to interact and engage with the content

Front 22

Interpretation

Back 22

The process of assigning meaning to a stimulus based on prior associations a person has with it and assumptions he or she makes about it

Front 23

Motivation

Back 23

An internal state that drives us to satisfy needs by activating goal oriented behavior

Front 24

Hierarchy of needs

Back 24

And 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 25

Gamification

Back 25

Hey strategy in which markers apply game design techniques, often by awarding points, badges, or levels, to non-game experiences to drive consumer behavior.

Front 26

Learning

Back 26

A relatively permanent change in behavior caused by acquired information or experience

Front 27

Behavioral learning theories

Back 27

Theories of learning that focus on how consumer behavior is changed by external events or stimuli

Front 28

Classical conditioning

Back 28

The learning that occurs when a stimulus eliciting a response is paired with another stimulus that initially does not elicit a response on its own but will cause a similar response over time because of its association with the first stimulus

Front 29

Operant conditioning

Back 29

Learning that occurs as a result of rewards or punishments

Front 30

Data brokers

Back 30

Companies that collect information on consumers, use it to create detailed profiles of individuals, and sell or share the information with others.