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56 Cards in this Set
- Front
- Back
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consumer behavior
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the process involved when individuals or groups select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires
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involvement
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the relative importance of perceived consequences of the purchase to a consumer
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perceived risk
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the belief that choice of a product has potentially negative consequences, whether financial, physical, and/or social.
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problem recognition
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the process that occurs whenever the consumer sees a significant difference between his current state of affairs and some desired or ideal state; this recognition initiates the decision-making process
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information research
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the process whereby a consumer searches for appropriate information to make a reasonable secision
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search marketing
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marketing strategies that involve the use of internet search engines.
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search engine optimization (SEO)
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a systematic process of ensuring that your firm comes up at or near the top of lists of typical search phrases related to your business
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search engine marketing (SEM)
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search marketing strategy in which marketers pay for ads or better positioning.
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sponsored search ads
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paid ads that appear at the top or beside the internet search engine results.
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comparison shopping agents/ shopbots
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web applications that help online shoppers find what they are looking for at the lowest price and provide customer reviews and ratings of products and sellers.
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behavioral targeting
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the marketing practice by which marketers deliver advertisements for products a consumer is looking for by watching what the consumer does online.
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evaluative criteria
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the dimensions consumers use to compare competing product alternatives
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heuristics
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a mental rule of thumb that leads to a speedy decision by simplifying the process
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brand loyalty
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a pattern of repeat product purchases accompanied by an underlying positive attitude toward the brand, based on the belief that the brand makes products superior to those of its competition.
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consumer satisfaction/dissatisfaction
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the overall feelings or attitude a person has about a product after purchasing it.
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cognitive dessonance
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the anxiety or regret a consumer may feel after choosing from among several similar attractive choices.
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perception
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the process by which people select, organize, and interpret information from the outside world.
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exposure
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the extent to which a stimulus is capable of being registered by a persons sensory receptors
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subliminal advertising
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supposedly hidden messages in marketers communications
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attention
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the extent to which a person devotes mental processing to a particular stimulus.
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interpretation
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the process of assigning meaning to a stimulus based on prior associations a person has with it and assumptions he or she makes about it.
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motivation
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an internal state that drives us to satisfy needs by activating goal-oriented behavior
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hierarchy of needs
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most basic- physiological, safety, belongingness, ego needs, self-actualization
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learning
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a relatively permanent change in behavior caused by acquired information or experience
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behavioral learning theories
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theories of learning that focus on how consumer behavior is changed by external events or stimuli
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classical conditioning
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the learning that occurs when a stimulus eliciting a response is paired with another stimulus that initially does not elicit a response on its own but will cause a similar response over time because of its association with the first stimulus.
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operant conditioning
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learning that occurs as the result of rewards or punishments
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cognitive learning theory
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theory of learning that stresses the importance of internal mental processes and that views people as problem solvers who actively use information from the would around them to master their environment
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observational learning
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learning that occurs when people watch the actions of others and note what happens to them as a result
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attitude
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a learned predisposition to respond favorably or unfavorably to stimuli on the basis of relatively enduring evaluations of people, objects, and issues
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affect
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the feeling component of attitudes; refers to the overall emotional response a person has to a product
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cognition
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the knowing component of attitudes; refers to the beliefs or knowledge a person has about a product and its important characteristics
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behavior
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the doing component of attitudes; involves a consumer's intention to do something, such as the intention to purchase or use a certain product
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personality
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the set of unique psychological characteristics that consistently influences the way a person responds to situations in the environment.
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self-concept
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an individual's self-image that is composed of a mixture of beliefs, observations, and feelings about personal attributes.
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family life cycle
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a means of characterizing consumers within a family structure on the basis of different stages through which people pass as they grow older
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lifestyle
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the pattern of living that determines how people choose to spend their time, money, and energy and that reflects their values, tastes, and preferences
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psychographics
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the use of psychological, sociological, and anthropological factors to construct market segments
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AIOs
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measures of consumer activities, interests and opinions used to place consumers into dimensions
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sensory marketing
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marketing techniques that link distinct sensory experiences such as a unique fragrance with a product or service
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time poverty
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consumers belief that they are more pressed for time than ever before
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culture
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the values, beliefs, customs, and tastes a group of people values
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subculture
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a group within a society whose members share a distinctive set of beliefs, characteristics, or common experiences
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microcultures
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groups of consumers who identify with a specific activity or art form
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consumerism
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a social movement that attempts to protect consumers from harmful business practices
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environmentalism
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a broad philosophy and social movement that seeks conservation and improvement of the natural environment
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Kyoto Protocol
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a global agreement among countries that aims at reducing greenhouse gases that create climate change
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environmental stewardship
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a position taken by an organization to protect or enhance the natural environment as it conducts its business activities
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green marketing
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a marketing strategy that supports environmental stewardship, thus creating a differential benefit in the minds of consumers
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social class
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the overall rank or social standing of groups of people within a society according to the value assigned to factors such as family background, education, occupation, and income
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status symbols
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visible markers that provide a way for people to flaunt their membership in higher social classes (or at least to make others believe they are members)
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mass-class
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hundreds of millions of global consumers who now enjoy a level of purchasing power that's sufficient to let them afford high quality products--except for big-ticket items like college educations, housing, or luxury cars
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reference group
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an actual or imaginary individual or group that has a specific effect on an individual's evaluations, aspirations, or behavior
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opinion leader
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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
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gender roles
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society's expectations regarding the appropriate attitudes, behaviors, and appearance for men and women
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metrosexual
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a straight, urban male who is keenly interested in fashion, home design, gourmet cooking, and personal care.
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