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43 Cards in this Set

  • Front
  • Back
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 purchase decisions and the product use:
Consumer Behavior
Any unit of input affecting one or more of the five senses:
Group of brands, resulting from an information search, from which a buyer can choose:
Evoked Set
Result of an imbalance between actual and desired states:
Need Recognition Process
A five-step process used by consumers when buying goods or services:
Consumer Decision-Making Process
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:
An individual who influences the opinion of others:
Opinion Leaders
Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions:
Cognitive Dissonance
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:
Social Class
Enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct:
A group in society that influences an individual’s purchasing behavior:
Reference Group
A homogeneous group of people who share elements of the overall culture as well as unique elements of their own group:
Type of learning where an experience changes behavior:
Experiential Learning
Process by which people select, organize, and interpret stimuli into a meaningful and coherent picture:
An organized pattern of knowledge that an individual holds as true about his or her world:
Perception in which the consumer notices certain stimuli and ignores others:
Selective Exposure
Type of learning that is not learned through direct experience:
Conceptual Learning
Perception in which the consumer changes or distorts information that conflicts
with feelings or beliefs:
Selective Distortion
A method of classifying human needs and motivations into five categories in ascending order of importance:
Maslow’s Hierarchy of Needs
A learned tendency to respond consistently toward a given object:
Perception in which the consumer remembers only
information that supports personal beliefs:
Selective Retention
Amanda's computer is five years old, and she is becoming annoyed by how slowly it operates. This scenario is an example of _____.
Need Recognition
Cosmetic brands such as Revlon or Maybelline use beautiful models to showcase what their product can do. This is an example of marketing based on consumers' ____ self images.
Jon Austin is a staunch Democrat. He was just given a pamphlet about the positive aspects of the Republican party. Jon reads this pamphlet and then throws it away. By the next day, he has forgotten the points made in the pamphlet. This is an example of _____.
Selective Retention
Kyle sees a print ad for a new line of low-fat ice cream and decides he will buy a carton the next time he goes to the grocery store. The print ad is a(n):
External Stimulus
Franco loves his brand of whitening toothpaste because it tastes good and keeps his teeth bright. However, on his next trip to the grocery store, his brand is out of stock. He must select among three other brands, and he carefully reads the product claims to do this. This is an example of ____ decision making.
Darrin buys the same brand of milk every time he goes to the grocery store. This type of buying behavior is called:
Routine response behavior
After searching for information on TVs, Hugh is about to choose one of the following brands: Sony, Toshiba, or JVC. This group of TV brands makes up Hugh's _____.
Evoked Set
A few years ago, Toro introduced a small, lightweight snow blower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name to mean the Snow Pup was a toy or too light to do any serious snow removal. Toro took the Snow Pup off the market and reintroduced it as the Snow Master. Sales surpassed expectations with the new name. The poor sales under one name and the excellent sales under another is one reason why marketers need to study ________ prior to introducing a new product.
Consumer Behavior
Colby is a fourteen-year-old aspiring basketball player. He plays for his school's basketball team and hopes one day to win a sports scholarship to a good college. Every chance he gets, he goes to watch his hometown's professional basketball team. A few team members have even been featured in local TV advertisements. The professional basketball players are examples of Colby's ________ group.
Sarah wants to buy a new computer. She reads a variety of computer magazines and speaks to her computer professor about what she should buy. Sarah is using:
Non-marketing controlled information sources
Dan is a prestige-oriented shopper and will only give his girlfriend jewelry gifts from Tiffany's. This behavior illustrates the:
Satisfaction of a want
Donna feels that the only type of consumer who would wear a fur coat is wasteful and materialistic, and she would never consider owning one herself. The people who typically buy fur coats are in Donna's ________ group for that type of purchase.
Non-aspirational reference
John's purchase behavior is influenced by his hobbies of antique firearms, working out, and computers; his interest in scuba diving, music, and swimming; and his deeply held political and cause related opinions. All of these things are part of the personal influence factor called:
By keeping the blue triangle in the corner and the Nabisco name on several similar Nabisco snack products, Nabisco is attempting to capitalize on _____.
Stimulus generalization
A baby food manufacturer has spent a large amount of money on packaging, advertising, and store displays. After a successful introduction with sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that many babies refused to eat it. The baby food manufacturer forgot that babies also play an important role in the family decision process as a(n):
To encourage consumers to tell the difference between various pain relievers that all perform basically the same function, Tylenol advertises that it "is least likely to interact with your prescriptions." The maker of Tylenol is using:
Stimulus discrimination
Jill, a new junior executive, feels that she is a trendy, upwardly mobile professional woman and wants to project an impression of competence and independence. She carefully shops for suits like the kind worn by the two women vice presidents at her firm. Jill admires the vice presidents and strives to be like them. She is dressing to fit her:
Ideal self image
Sixty percent of drinkers of whisky in Great Britain are over 50. The dangers of an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. If young consumers saw these attempts to influence their purchasing behavior as ridiculous because they believe whisky is an old person's drink, they would miss the advertising message the manufacturers hoped to send. ________ would have occurred.
Selective distortion
When a new video game comes out, the manufacturer generally makes available a demonstration product that stores can use to let consumers try out the product. The video game marketer is trying to encourage:
Julie, an accounting major, reads an article that states that accounting majors receive the highest starting salary offers for business majors. The article also states that marketing majors start with lower salaries but surpass all other majors' salaries within ten years. Julie doesn't remember reading this last part of the article, just the first part. This is an example of:
Selective retention
Taran has used and liked Colgate brand toothpaste for years, so when its manufacturer introduced Colgate brand mouthwash, he bought some. This is an example of:
Stimulus generalization
Tylenol brand pain reliever ran ads in which it claimed it was "least likely to interact with your prescription medicines." In terms of Maslow's hierarchy of needs, the ad is most likely trying to show how it satisfies ________.
Safety needs