Marketing Terms For Chapter 5

Front 1

Consumer Behavior

Back 1

The process individuals or groups go through to select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires.

Front 2

Consumer Decision Making Process

Back 2

-Problem Recognition
-Information Search
-Evaluation of Alternatives
-Product Choice
-Postpurchase Evaluation

Front 3

Involvement

Back 3

The relative importance of perceived consequences of the purchase to the consumer.

Front 4

Perceived Risk

Back 4

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

Front 5

Problem Recognition

Back 5

First step of decision making when a consumer sees a significant difference between his current state and desired or ideal state. Recognition initiates decision making process.

Front 6

Information Search

Back 6

Step 2 where a consumer searches for appropriate information to make a reasonable decision.

Front 7

Evaluative Criteria

Back 7

The dimensions used by a consumer to compare competing product alternatives, in step 3 of the decision making process, Evaluation of Alternatives.

Front 8

Heuristics

Back 8

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

Front 9

Brand Loyalty

Back 9

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

Front 10

Consumer Satisfaction/Dissatisfaction

Back 10

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

Front 11

Perception

Back 11

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

Front 12

Motivation

Back 12

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

Front 13

Hierarchy of Needs

Back 13

An approach that categorizes motives according to 5 levels of importance, the more basic needs being on the bottom ad the higher needs at the top.

Front 14

Learning

Back 14

The relatively permanent change in behavior caused by information or experience.

Front 15

Behavioral Learning Theories

Back 15

Theories of learning focused on how consumer behavior is changed by external events or stimuli.

Front 16

Classical Conditioning

Back 16

The learning that occurs when a stimulus eliciting one response is paired with another stimulus that initially does not elicit a response on its own, but over time becomes response similar to the other stimulus because they are associated. (Pavlov's Dog)

Front 17

Operant Conditioning

Back 17

Learning that occurs as the result of reward or punishment.

Front 18

Stimulus Generalization

Back 18

Behavior caused by a reaction to one stimulus occurs in the presence of another, similar stimuli.

Front 19

Cognitive Learning Theory

Back 19

Theory of learning that stresses the importance of internal mental processes and views people as problem solvers who learn how to control the world around them.

Front 20

Attitude

Back 20

A learned predisposition to respond favorably or unfavorably to stimuli on the basis of relatively enduring evaluations of people, objects, and issues.

Front 21

Personality

Back 21

The psychological characteristics that consistently influence the way a person responds to situations in his environment.

Front 22

Self-Concept

Back 22

An individual's self-image that is composed of a mixture of beliefs, observations, and feelings about personal attributes.

Front 23

Family Life Cycle

Back 23

A means of characterizing consumers within the family structure on the basis of different stages through which people pass as they get older.

Front 24

Lifestyle

Back 24

The pattern of living that determines how people choose to spend their time, money, and energy and that reflects their values, tastes, and preferences.

Front 25

Psychographics

Back 25

The use of psychological, sociological, and anthropological factors to construct market segments.

Front 26

Culture

Back 26

The values, beliefs, customs, and tastes valued by a group of people.

Front 27

Subculture

Back 27

A group within society whose members share a distinctive set of beliefs, characteristics, or common experiences.

Front 28

Social Class

Back 28

The overall rank or social standing of groups of people within a society according to the value assigned to such factors as family background, education, occupation, and income.

Front 29

Reference Group

Back 29

An actual or imaginary individual or group that has a significant effect on an individual's behavior, evaluations, and aspirations. The group we refer to...middle school girls.

Front 30

Conformity

Back 30

A change in beliefs or actions as a reaction to real or imagined group pressure.

Front 31

Opinion Leader

Back 31

A person who is frequently able to influence others' attitudes or behaviors by virtue of his or her active interest and expertise in one or more product categories.

Front 32

Sex Roles

Back 32

(Gender Roles) Society's expectations regarding the appropriate attitudes, behaviors, and appearances of men and women.