Marketing Exam 2

Front 1

Define aspirational reference group

Back 1

a group that someone would like to join

Front 2

Define attitude

Back 2

A learned tendancy to respond consitatly toward an object

Front 3

Define belief

Back 3

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

Front 4

Define cognitive dissonance

Back 4

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

Front 5

Define consumer behavior

Back 5

Process in the bran that influence purchase decision, disposal and product use

Front 6

Define consumer decision-making process

Back 6

A five step process used by consumers when buying goods and services

Front 7

Define culture

Back 7

A set of values, norms etc of behavior transmitted from one generation to the next

Front 8

Define evoked set (consideration set)

Back 8

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

Front 9

Define extensive decision making

Back 9

Most complex type of consumer decision making used when buying an unfimiliar, expensive product

Front 10

external information search

Back 10

the process of seeking information in the outside environment

Front 11

Define ideal self-image

Back 11

a way an individual would like to be

Front 12

Define internal information search

Back 12

the process of recalling past information stored in the memory

Front 13

Define involvment

Back 13

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

Front 14

Define learning

Back 14

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

Front 15

Define limited decision making

Back 15

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

Front 16

Define marketing-controlled information source

Back 16

A product information source that orginates with marketers promoting the product

Front 17

What is Maslow's hierarchy of needs

Back 17

A method of classifying human needs and moitvations into five categories in ascending order of importantance
physiological, safety, social, esteem, and self actualization

Front 18

Define motive

Back 18

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

Front 19

Define need recognition

Back 19

result of an imbalance between actual and desired states

Front 20

nonaspirational reference group

Back 20

a group with which an individual does not want to associate

Front 21

Define ideal self-image

Back 21

a way an individual would like to be

Front 22

Define internal information search

Back 22

the process of recalling past information stored in the memory

Front 23

Define involvment

Back 23

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

Front 24

Define learning

Back 24

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

Front 25

Define limited decision making

Back 25

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

Front 26

Define marketing-controlled information source

Back 26

A product information source that orginates with marketers promoting the product

Front 27

What is Maslow's hierarchy of needs

Back 27

A method of classifying human needs and moitvations into five categories in ascending order of importantance
physiological, safety, social, esteem, and self actualization

Front 28

Define motive

Back 28

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

Front 29

Define need recognition

Back 29

result of an imbalance between actual and desired states

Front 30

nonaspirational reference group

Back 30

a group with which an individual does not want to associate

Front 31

Define nonmarketing-controlled information source

Back 31

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

Front 32

Define norm

Back 32

a value or attitude deemed acceptable by a group

Front 33

Define opinion leader

Back 33

an individual who influences the opinion of others

Front 34

Define perception

Back 34

the process by which people select, organize, and interpret stimuli into a meaningful and coherent piicture

Front 35

Define personality

Back 35

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

Front 36

Define primary membership group

Back 36

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

Front 37

Define real self image

Back 37

the way an individual actually perceives himself or herself

Front 38

reference group

Back 38

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

Front 39

routine response behavior

Back 39

type of decision making, buying same thing, low cost goods- requires little search and decision time

Front 40

secondary membership group

Back 40

a reference group, people associate less, more formally such as clubs professional or religious group

Front 41

selective disortion

Back 41

a process whereby a consumer changes or distorts information that conflict with his or her feelings or beliefs

Front 42

selective exposure

Back 42

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

Front 43

selective retention

Back 43

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

Front 44

self-concept

Back 44

how consumers perceive themeselves in terms of attitudes, perceptions, beliefs, and self-evaluations

Front 45

social class

Back 45

share behavioral norms, socialize among themsleves both formally and imformally, equal in status

Front 46

socialization process

Back 46

how cultural values and norms are passed down to children

Front 47

stimulus

Back 47

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

Front 48

stimulus discrimination

Back 48

a learned ability to differentiate among similar products

Front 49

stimulus generalizatoin

Back 49

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

Front 50

subculture

Back 50

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

Front 51

value

Back 51

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

Front 52

want

Back 52

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

Front 53

Why should marketing managers understand consumer behavior?

Back 53

reduces marketing managers uncertainity when defining target market and marketing mix

Front 54

Consumer behavior describes what?

Back 54

1. how consumers make purchases
2. how consumers use and dispose of product

Front 55

How is a consumer decision made?

Back 55

1. need recognition-unfufilled want
2. information search
3. evaluate alternatives
4. purchase decision made

Front 56

What influences consumer decision?

Back 56

cultural psychological individual social