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19 Cards in this Set

  • Front
  • Back
Involvement
The extent to which a stimulus or task is relevant to a consumer's existing needs, wants, or values.
Need for cognition
A personality characteristic an individual displays wen he or she engages in and enjoys mental activities.
Enthusiasm for shopping
Customers who like to shop will undertake a more in-depth search for details about goods and services.
Attitude
A mental position taken toward a topic, person, or event that influences the holder's feelings, perceptions, learning processes, and subsequent behaviors.
Values
Strongly held beliefs about various topics or concepts.
Cognitive maps
Simulations of the knowledge structures embedded in an individual's brain.
Evoked set
Consists of the set of brands a consumer considers during the information search and evaluation processes.
Inept set
Part of a memory set that consists of the brands that are held in a person's memory but that are not considered, because they elicit negative feelings.
Inert set
Part of a memory set of brands that hold the brands that the consumer has awareness of but has neither negative nor positive feelings about.
Affect referral
A purchasing decision model in which the consumer chooses the brand for which he or she has the strongest liking or feelings.
Buying center
The group of individuals who make a purchase decision on behalf of a business.
Straight rebuy
Occurs when the firm has previously chosen a vendor and intends to place a reorder.
Modified rebuy
The company buying team considers and evaluates new purchasing alternatives.
New task
The company buys a good or service for the first time, and the product involved is one with which organizational members have no experience.
Derived demand
Demand based on, linked to, or generated by the production and sale of some other good or service.
Dual channel marketing
Selling virtually the same goods or services to both consumers and businesses.
Compensatory heuristics
A purchasing decision model that assumes that no one single brand will score high on every desirable attribute and that individual attributes vary in terms of their importance to the consumer.
Conjunctive heuristics
A purchasing decision model that establishes a minimum or threshold rating that brands must meet in order to be considered.
Phased heuristics
A purchasing decision model that is a combination of the compensatory and conjunctive heuristics models.