Marketing Test 1

Front 1

consumer behavior

Back 1

the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy the needs and the impacts that these processes have on the consumer and society

Front 2

social marketing

Back 2

the application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole.

Front 3

customer value

Back 3

the difference between all the benefits derived from a total product and all the costs or acquiring those benefits

Front 4

total product

Back 4

the entire set of characteristics (determining product features, prices, communications, distribution, and services that will provide customers with superior value)

Front 5

merket segment

Back 5

a portion of a larger market whose needs differ somewhat from the larger market

Front 6

target market

Back 6

that segment of the larger market on which we will focus our marketing effort

Front 7

marketing strategy

Back 7

basically the answer to the question, how will we provide superior customer value to our target market? the answer to this question requires the formulation of a consistent marketing mix

Front 8

marketing mix

Back 8

the product, price, communications, distribution, and services provided to the target market

Front 9

product

Back 9

anything a consumer acquires or might acquire to meet a perceived need

Front 10

marketing communications

Back 10

include advertising, the sales force, public relations,packaging, and any other signal that the firm provides about itself and its products

Front 11

price

Back 11

amount of $ one must pay to obtain the right to use the product

Front 12

consumer cost

Back 12

everything the consumer must surrender in order to receive the benefits of owning/using the product. I.E. cost of owning a vehicle: gas, insurance, etc

Front 13

distribution

Back 13

having the product available where target customers can buy it, is essential to success

Front 14

service

Back 14

refers to auxiliary or peripheral activities that are performed to enhance the primary product or primary service. Thus, we would consider car repair to be a product (primary service), while free pickup and delivery of the car would be an auxiliary service.

Front 15

product position

Back 15

an image of the product or brand in the consumer's mind relative to competing products and brands. this image consists of a set of beliefs, pictorial reps, and feelings about the product or brand

Front 16

injurious consumption

Back 16

occurs when individuals or groups make consumption decisions that have negative consequences for their long-run well-being.

Front 17

conceptual model

Back 17

a model we use to capture the general structure and process of consumer behavior

Front 18

self concept

Back 18

the totality of an individual's thoughts and feelings about him- or herself

Front 19

lifestyle

Back 19

how one lives, including products one buys, how one uses them, what one thinks about them, and how one feels about them.

Front 20

norms

Back 20

rules that specify or prohibit certain behaviors in specific situations

Front 21

cultural values

Back 21

widely held beliefs that affirm what is desirable

Front 22

sanctions

Back 22

penalties ranging from mild social disapproval to banishment from the group

Front 23

other-oriented values

Back 23

reflect a society's view of the appropriate relationships between individuals and groups within that society

Front 24

environment-oriented values

Back 24

prescribe a society's relationship to its economic and technical as well as its physical environment

Front 25

self-oriented values

Back 25

reflect the objectives and approaches to life that the individual members of society find desirable

Front 26

power distance

Back 26

the degree to which people accept inequality in power, authority, status, and wealth as natural or inherent in society.

Front 27

instrumental materialism

Back 27

acquisition of things to enable one to do something

Front 28

terminal materialism

Back 28

the acquisition of items for the sake of owning the item itself

Front 29

nonverbal communication systems

Back 29

the arbitrary meanings a culture assigns actions, events, and things other than words

Front 30

monochronic time perspective

Back 30

believing that a person does one thing at a time, we have a strong orientation toward the present and the short-term future

Front 31

polychronic time perspective

Back 31

people and relationships take priority over schedules, and activities occur at their own pace rather than according to a predetermined timetable. such cultures have an orientation toward the present and past.

Front 32

personal space

Back 32

the nearest that others can come to you in various situations without your feeling uncomfortable

Front 33

guanxi

Back 33

personal connections/relationships on which an individual can draw to secure resources or advantages when doing business as well as in the course of social life.

Front 34

demographics

Back 34

describe a population in terms of its size, structure, and distribution

Front 35

purchasing power parity (ppp)

Back 35

used for marketers to evaluate markets. ppp is based on the cost of a standard market basket of products bought in each country.

Front 36

cultural values

Back 36

widely held beliefs that affirm what is desirable

Front 37

voluntary simplicity

Back 37

consumers' efforts to reduce their reliance on consumption and material possessions

Front 38

enviropreneurial marketing

Back 38

environmentally friendly marketing practices, strategies, and tactics initiated by a firm to achieve a competitive differentiation.

Front 39

green marketing

Back 39

involves (1) developing products whose production, use, or disposal is less harmful to the environment than the traditional versions of the product (2) developing products that have a positive impact on the environment (3) tying the purchase of a product to an environmental organization or event.

Front 40

sustainability

Back 40

involves methods that are (a) profitable for the farmer (b) environmentally sound (c) socially responsible

Front 41

cause-related marketing (CRM)

Back 41

marketing that ties a company and its products to an issue or cause with the goal of improving sales or corporate image while providing benefits to the cause.

Front 42

gender identity

Back 42

refers to the traits of femininity (expressive traits such as tenderness and compassion) and masculinity (instrumental traits such as aggressiveness and dominance)

Front 43

gender roles

Back 43

the behaviors considered appropriate for males and females in a given society

Front 44

ascribed role

Back 44

based on an attribute over which the individual has little or no control

Front 45

achievement role

Back 45

based on performance criteria over which the individual has some degree of control

Front 46

traditional

Back 46

a marriage in which the husband assumes the responsibility for providing for the family and the wife runs the house and takes care of the children

Front 47

modern

Back 47

marriage in which husband and wife share responsibilities. both work and share homemaking and child care responsibilities

Front 48

demographics

Back 48

describe a population in terms of its size, distribution, and structure

Front 49

consumer literacy

Back 49

the ability to find and manipulate text and number to accomplish consumption-related tasks within a specific market context in which other skills and knowledge are also employed

Front 50

subjective discretionary income (sdi)

Back 50

an estimate by the consumer of how much money he or she has available to spend on nonessentials.

Front 51

cognitive age

Back 51

one's perceived age, a part of one's self-concept

Front 52

generation or age cohort

Back 52

a group of persons who have experienced a common social, political, historical, and economic environment.

Front 53

cohort analysis

Back 53

the process of describing and explaining the attitudes, values, and behaviors of an age group as well as predicting its future attitudes, values, and behaviors.

Front 54

mature market

Back 54

often categorized as 55 years of age and over, now spans three generations (pre-depression, depression, and baby boom) and is a large and growing market with numerous subsegments

Front 55

gerontographics

Back 55

one segmentation approach to the mature market that incorporates again processes and life events related to the physical health and mental outlook of older consumers

Front 56

societal rank

Back 56

ones position relative to others on one or more dimensions valued by society

Front 57

social class system

Back 57

hierarchical division of a society into relatively distinct and homogeneous groups with respect to attitudes, values, and lifestyles

Front 58

status crystallization

Back 58

the more consistent an individual is on all status dimensions, the greater the degree of status crystallization for the individual.

Front 59

conspicuous consumption

Back 59

purchasing expensive things to demonstrate ones wealth

Front 60

nouveaux riches

Back 60

star athlete who owns ten cars, and may homes

Front 61

working class aristocrats

Back 61

dislike upper-middle class and prefer products and stores positioned at their social-class level

Front 62

single-item indexes

Back 62

estimate social status on the basis of a single dimension such as education, income, or occupation

Front 63

multi-item indexes

Back 63

take into account numerous variables simultaneously and weight these according to a scheme that reflects societal views.

Front 64

Index of Social Position (ISP)

Back 64

a 2 term index that is well developed and widely used

Front 65

digital savy

Back 65

leading edge digital users who are early adopters and diffusers of information related to technology in terms of (1) technology ownership (2) internet usage (3) cell phone feature usage

Front 66

class to mass

Back 66

when companies expand opportunities for less affluent consumers to afford luxury

Front 67

subculture

Back 67

a segment of a larger culture whose members share distinguishing values and patterns of behavior

Front 68

ethnic subcultures

Back 68

those whose members' unique shared behaviors are based on a common racial, language, or national background

Front 69

event marketing

Back 69

creating or sponsoring an event that has a particular appeal to a market segment

Front 70

hispanic

Back 70

a person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race.

Front 71

secular society

Back 71

the educational system, government, and political process are not controlled by a religious group, and most peoples daily behaviors are not guided by strict religious guidelines

Front 72

religious subcultures

Back 72

different religions in America prescribe differing values and behaviors

Front 73

born-again christians

Back 73

characterized by a strong belief in the literal truth of the Bible, a very strong commitment to their religious beliefs, having had a "born-again" experience, and encouraging others to believe in Jesus Christ

Front 74

regional subcultures

Back 74

arise as a result of climatic conditions, the natural environment and resources, that characteristics of the various immigrant groups that have settles in each region, and significant social and political events

Front 75

acculturation

Back 75

degree to which an immigrant has adapted to his or her new culture

Front 76

household

Back 76

all the people who occupy a housing unit

Front 77

family household

Back 77

one having at least 2 members related by birth, marriage, or adoption, one of whom is the householder

Front 78

a nonfamily household

Back 78

a householder living alone or exclusively with others to whom he or she is not related

Front 79

blended family

Back 79

a family consisting of a couple, one or both of whom were previously married, their children, and the children from the previous marriage of one or both parents

Front 80

traditional family

Back 80

a married couple and their own or adopted children living at home

Front 81

family decision making

Back 81

the process by which decisions that directly or indirectly involve two or more family members are made

Front 82

consumer socialization

Back 82

the process by which young people acquire skills, knowledge, and attitudes relevant to their functioning as consumers in the marketplace

Front 83

Piaget's stages of cognitive development

Back 83

a widely accepted set of stages of cognitive development

Front 84

consumer skills

Back 84

those capabilities necessary for purchases to occur such as understanding money, budgeting, product evaluation, and so forth

Front 85

consumption-related preferences

Back 85

the knowledge, attitudes, and values that cause people to attach differential evaluations to products, brands, and retail outlets

Front 86

consumption-related attitudes

Back 86

are cognitive and affective orientations toward marketplace stimuli such as advertisements, salespeople, warranties, and so forth

Front 87

instrumental training

Back 87

occurs when a parent or sibling specifically and directly attempts to bring about certain responses through reasoning or reinforcement

Front 88

modeling

Back 88

occurs when a child learns appropriate, or inappropriate, consumption behaviors by observing others

Front 89

mediation

Back 89

occurs when a parent alters a child's initial interpretation of, or response to, a marketing or other stimulus

Front 90

group

Back 90

two or more individuals who share a set of norms, values, or beliefs and have certain implicitly or explicitly defined relationships to one another such that their behavior are interdependent

Front 91

reference group

Back 91

a group whose presumed perspectives or values are being used by an individual as the basis for his or her current behavior

Front 92

primary groups

Back 92

such as family and friends, involve strong ties and frequent interaction

Front 93

secondary groups

Back 93

such as professional and neighborhood associations, involve weaker ties and less frequent interaction

Front 94

dissociative reference groups

Back 94

groups with negative desirability, can influence behavior just as do those with positive desirability

Front 95

aspiration reference groups

Back 95

nonmembership groups with a positive attraction, also exert a strong influence

Front 96

consumption subculture

Back 96

a consumption based group- is a distinctive subgroup of society that self-selects on the basis of a shared commitment to a particular product class, brand, or consumption activity

Front 97

brand community

Back 97

a non geographically bound community, based on a structured set of social relationships among owners of a brand and the psychological relationship they have with the brand itself, the product in use, and the firm

Front 98

community

Back 98

characterized by consciousness of a kind, shared rituals and traditions, and a sense of moral responsibility

Front 99

online community

Back 99

a community that interacts over time around a topic of interest on the Internet

Front 100

online social network site

Back 100

a web-based service that allows individuals to (1) construct a public or semipublic profile within a bounded system (2) articulate a list of other users with whom they share a connection and (3) view and traverse their list of connections and those made by others within the system

Front 101

Informational influence

Back 101

occurs when an individual uses the behaviors and opinions or reference group members as potentially useful bits of information

Front 102

normative influence

Back 102

sometimes referred to as utilitarian influence, occurs when an individual fulfills group expectations to gain a direct reward or to avoid a sanction

Front 103

identification influence

Back 103

also called value-expresssive influence, occurs when individuals have internalized the group's values and norms

Front 104

asch phenomenon

Back 104

the naive subject almost always agrees with the incorrect judgment of the others

Front 105

word of mouth (WOM) communications

Back 105

individuals sharing info with other individuals in a verbal form, including face-to-face, phone, and the Internet

Front 106

opinion leader

Back 106

when individuals actively filter, interpret, or provide product and brand-relevant information to their family, friends, and colleagues

Front 107

two-step flow of communication

Back 107

the process of one person's receiving info from the mass media or other sources and passing it on to others

Front 108

multistep flow of communication

Back 108

involves opinion leaders for a particular product area who actively seek relevant information from the mass media as well as other sources

Front 109

enduring involvement

Back 109

greater long-term involvement with the product category than the non-opinion leaders in the group, it leads to enhanced knowledge about and experience with the product category or activity

Front 110

market mavens

Back 110

generalized market influencers-special type of opinion leaders

Front 111

buzz

Back 111

the exponential expansion of WOM

Front 112

innovation

Back 112

an idea, practice, or product perceived to be new by the relevant individual or group

Front 113

adoption process

Back 113

extended decision making when a new product is involved

Front 114

diffusion process

Back 114

the manner in which innovations spread throughout a market

Front 115

adopter categories

Back 115

five groups adopters are divided into based on the relative time in which they adopt

Front 116

innovators

Back 116

venturesome risk takers

Front 117

early adaptors

Back 117

tend to be opinion leaders in local reference groups

Front 118

early majority

Back 118

consumers tend to be cautious about innovations

Front 119

late majority

Back 119

members are skeptical about innovations

Front 120

laggards

Back 120

are locally oriented and engage in limited social interaction