Mkt 231 Test Two

Front 1

Acculturation

Back 1

the process of learning the beliefs and behaviors endorsed by another culture

Front 2

Approach–approach conflict

Back 2

a person must choose between two desirable alternatives

Front 3

Approach–avoidance conflict

Back 3

a person desires a goal but wishes to avoid it at the same time

Front 4

Avoidance–avoidance conflict

Back 4

a person faces a choice between two undesirable alternatives

Front 5

Carbon footprint

Back 5

the impact human activities have on the environment in terms of the amount of greenhouse gases they produce; measured in units of carbon dioxide

Front 6

Conscientious consumerism

Back 6

a new value that combines a focus on personal health with a concern for global health

Front 7

Consumer-generated content

Back 7

a hallmark of Web 2.0; everyday people voice their opinions about products, brands, and companies on blogs, podcasts and social networking sites and film their own commercials they post on Web sites

Front 8

Core values

Back 8

common general values held by a culture

Front 9

Cult products

Back 9

items that command fierce consumer loyalty and devotion

Front 10

Downshifting

Back 10

reducing reliance on possessions and learning to get by with less

Front 11

Drive

Back 11

the desire to satisfy a biological need in order to reduce physiological arousal

Front 12

Drive theory

Back 12

concept that focuses on biological needs that produce unpleasant states of arousal

Front 13

Enculturation

Back 13

the process of learning the beliefs and behaviors endorsed by one’s own culture

Front 14

Expectancy theory

Back 14

the perspective that behavior is largely “pulled” by expectations of achieving desirable outcomes, or positive incentives, rather than “pushed” from within

Front 15

Flow state

Back 15

situation in which consumers are truly involved with a product, an ad, or a Web site

Front 16

Goal

Back 16

a consumer’s desired end state

Front 17

Homeostasis

Back 17

the state of being in which the body is in physiological balance; goal-oriented behavior attempts to reduce or eliminate an unpleasant motivational state and return to a balanced one

Front 18

Inertia

Back 18

the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives

Front 19

Instrumental values

Back 19

goals endorsed because they are needed to achieve desired end states, or terminal values

Front 20

Interactive mobile marketing

Back 20

real-time promotional campaigns targeted to consumers’ cell phones

Front 21

Involvement

Back 21

the motivation to process product-related information

Front 22

Laddering

Back 22

a technique for uncovering consumers’ associations between specific attributes and general values

Front 23

List of Values (LOV) scale

Back 23

identifies consumer segments based on the values members endorse and relates each value to differences in consumption behaviors

Front 24

LOHAS

Back 24

an acronym for “lifestyles of health and sustainability”; a consumer segment that worries about the environment, wants products to be produced in a sustainable way, and who spend money to advance what they see as their personal development and potential

Front 25

Machinimas

Back 25

short films based on scenes from games or events that occur in virtual worlds

Front 26

Mass customization

Back 26

the personalization of products and services for individual customers at a mass-production price

Front 27

Materialism

Back 27

the importance consumers attach to worldly possessions

Front 28

Motivation

Back 28

an internal state that activates goal-oriented behavior

Front 29

Terminal values

Back 29

end states desired by members of a culture

Front 30

Theory of cognitive dissonance

Back 30

theory based on the premise that a state of tension is created when beliefs or behaviors conflict with one another; people are motivated to reduce this inconsistency (or dissonance) and thus eliminate unpleasant tension

Front 31

Value

Back 31

a belief that some condition is preferable to its opposite

Front 32

Value system

Back 32

a culture’s ranking of the relative importance of values

Front 33

Vigilante marketing

Back 33

a practice where freelancers and fans film their own commercials for favorite products and post them on Web sites

Front 34

Voluntary simplifiers

Back 34

people who believe that once basic material needs are satisfied, additional income does not lead to happiness

Front 35

Web 2.0

Back 35

rebirth of the Internet as a social, interactive medium from its original roots as a form of one-way transmission from producers to consumers