Marketing Exam I Ch 06

Front 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 purchases decisions and product use.

Back 1

Consumer Behavior

Front 2

A five-step process used by consumers when buying goods or services.

Back 2

Consumer Decision-Making Process

Front 3

Result of an imbalance between actual and desired stages.

Back 3

Need Recognition

Front 4

Recognition of an unfulfilled need and a product that will satisfy it.

Back 4

Want

Front 5

Any unit of input affecting one or more of the five senses; sight, smell, taste, touch, hearing.

Back 5

Stimulus

Front 6

The process of recalling past information stored in the memory.

Back 6

Internal Information Search

Front 7

The process of seeking information in the outside environment.

Back 7

External Information Search

Front 8

A product information source that is not associated with advertising or promotion.

Back 8

Non-marketing Controlled Information Source

Front 9

A product information source that originates with marketers promoting the product.

Back 9

Marketing Controlled Information Source

Front 10

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

Back 10

Evoked Set (Consideration Set)

Front 11

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

Back 11

Cognitive Dissonance

Front 12

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

Back 12

Involvement

Front 13

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

Back 13

Routine Response Behavior

Front 14

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

Back 14

Limited Decision Making

Front 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.

Back 15

Extensive Decision Making

Front 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 generation to the next.

Back 16

Culture

Front 17

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

Back 17

Value

Front 18

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

Back 18

Subculture

Front 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.

Back 19

Social Class

Front 20

A group in society that influences an individual's purchasing behavior.

Back 20

Reference Group

Front 21

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

Back 21

Primary Membership Group

Front 22

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

Back 22

Secondary Membership Group

Front 23

A group that someone would like to join.

Back 23

Aspirational Reference Group

Front 24

A value or attitude deemed acceptable by a group.

Back 24

Norm

Front 25

A group with which an individual does not want to associate.

Back 25

Non-aspirational Reference Group

Front 26

An individual who influences the opinions of others.

Back 26

Opinion Leader

Front 27

How cultural values and norms are passed down to children.

Back 27

Socialization Process

Front 28

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

Back 28

Personality

Front 29

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

Back 29

Self-Concept

Front 30

The way an individual would like to be.

Back 30

Ideal Self-Image

Front 31

The way an individual actually perceives himself or herself.

Back 31

Real Self-Image

Front 32

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

Back 32

Perception

Front 33

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

Back 33

Selective Exposure

Front 34

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

Back 34

Selective Distortion

Front 35

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

Back 35

Selective Retention

Front 36

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

Back 36

Motive

Front 37

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

Back 37

Maslow's Hierarchy of Needs

Front 38

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

Back 38

Learning

Front 39

A learned ability to differentiate among similar products.

Back 39

Stimulus Discrimination

Front 40

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

Back 40

Belief

Front 41

A learned tendency to respond consistently toward a given object.

Back 41

Attitude

Front 42

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

Back 42

Stimulus Generalization

Front 43

The person who first suggests making a purchase.

Back 43

Initiator

Front 44

People who influence the buying decision. They often help define specifications and provide information for evaluating options. Technical personnel are especially important.

Back 44

Influencers/Evaluators

Front 45

Group members who regulate the flow of information. Frequently, the purchasing agent views this role as a source of his or her power.

Back 45

Gatekeeper

Front 46

The person who has the formal or informal power to choose or approve the selection of the supplier or brand.

Back 46

Decider

Front 47

The persona who actually negotiates the purchase.

Back 47

Purchaser

Front 48

Members of the organization who will actually use the product.

Back 48

User