Consumer Behavior

Front 1

ch. 15
Culture

Back 1

an entire set of social norms and responses that condition people's behavior

Front 2

ch. 15
cultural values

Back 2

values shared broadly across a society. values that are learned and reinforced

Front 3

ch. 15
6 components of cultural values

Back 3

instrumental(shared beliefs), terminal(desirable outcome), value attitude behavior hierarchy, value measures, consumer ethnocentrism, materialism

Front 4

ch. 15
cultural rituals

Back 4

behaviors that occur in a relatively fixed sequence and that tend to be repeated

Front 5

ch. 15
4 kinds of rituals

Back 5

possession, grooming, divestment, exchange

Front 6

ch. 15
5 guidelines for cultural awareness

Back 6

encompassing, enculturation(grow up and learn), acculturation(accepting another culture), adaptive and dynamic, open system

Front 7

the assumption that there is one true ethical or moral code is

Back 7

ethical absolutism

Front 8

2 properties that characterize today's economy

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custom design, value

Front 9

discipline that delves into people in relation to their culture

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anthropology

Front 10

increasingly, interdependent global economic environment

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global village

Front 11

practice of enlarging the actual size of garments but keeping the same smaller-size designation on the label

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vanity sizing

Front 12

software technology that can sift through mounds of data on customers and identify relationships that are worth noting

Back 12

data mining

Front 13

association test where researchers dispense a list of words one at a time and respondents have to respond immediately with the first word that comes to mind

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free word association

Front 14

data originated by the researcher for the purpose of the investigation at hand is called

Back 14

primary data

Front 15

research investigations where researchers actively manipulate one or more experimental or casual variables

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Experiment

Front 16

corporation that tends to focus its marketing efforts upon consumers who account for the bulk of their sales

Back 16

usage rate segmentation

Front 17

process of establishing an intended and differentiating image for a company's brand, product, or service is

Back 17

positioning

Front 18

activities, interest, and opinions (AIO) are part of

Back 18

psychographic segmentation

Front 19

what strategy essentially views the market as a single large domain with no individual segments

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undifferentiated

Front 20

80% of what we receive from our environment is

Back 20

vision

Front 21

when we ignore media that address unimportant topics, we exhibit

Back 21

selective exposure

Front 22

human tendency to perceive large data chunks rather than small units

Back 22

grouping

Front 23

entails whether or not the purchased product or service will perform as expected

Back 23

functional risk

Front 24

lowest terminal at which an individual can experience a sensation is called

Back 24

absolute threshold

Front 25

encourages behavior with pleasant consequences such as fun, enjoyment, relaxation, or savings

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positive reinforcements

Front 26

theory driven by the consequences of behavior as subjects discover that certain actions produce more desirable outcomes than others

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classical conditioning theory

Front 27

behavior change due to observing others and the consequences of their actions

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vicarious learning

Front 28

storage system in which incoming data undergo preliminary processing

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sensory memory

Front 29

tention state resulting mainly from unfulfilled needs

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arousal

Front 30

individual engaging in behavior for the inherent pleasure of the activity undertaken; behavior is the reward.

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intrinsic motivation

Front 31

aroused through appeals to reason and logic

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rational motives

Front 32

overall image a person holds of him or herself

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self concept

Front 33

the self a person would like to or could become is

Back 33

possible-self

Front 34

what does the "I" in AIO stand for

Back 34

interest

Front 35

social, moral, and ethical components of personality

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superego

Front 36

act of dissecting the overall marketplace into a number of submarkets that require different products or services and thus can be approached with different marketing mix

Back 36

segmenting

Front 37

prizm

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geodemographic

Front 38

a researcher presents a respondent with a picture of a man and woman examining a well-known brand of home electronics at Best Buy. then the respondent is asked to describe what the couple is thinking

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thematic apperception test

Front 39

a researcher presents a respondent with pictures of peoples' faces and asks him/ her to select the faces of those who would most likely own a dog

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picture-sorting technique

Front 40

ethical issues in obtaining information about consumers include

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protecting participants, avoiding deception, informing participants of the research objective, honoring promises of confidentiality

Front 41

the marketing concept

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considers consumers to be the focal point of company activities

Front 42

three properties that characterize today's personalized economy

Back 42

custom-design, immediacy, and value

Front 43

data originated by the researcher for the purpose of the investigation at hand is

Back 43

primary data

Front 44

process of establishing an intended and differentiated image for a company's brand, product, or service

Back 44

positioning

Front 45

research that explores the "why" aspect of human behavior with qualitative rather than quantitative research approaches

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motivational research

Front 46

focusing marketing efforts on one segment of a large market

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concentrated strategy

Front 47

groups of research participants who agree to provide information over time

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consumer panels

Front 48

consumer behavior

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individuals or groups acquiring, using, and disposing of goods, services, ideas, or experiences

Front 49

four emerging trends in consumer behavior

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reserved roles of men and women, telecommuting, growth of information superhighway, focus on safety

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4 methods of collecting primary data

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test market, observation of consumers, focus groups, experiments

Front 51

3 major steps in segmenting consumer markets

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market segmentation, market targeting, positioning

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2 prerequisites for a motivated state to exist

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arousal and direction

Front 53

motivation theories that suggest that behavior is innate

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instinct theory

Front 54

closure refers to a human tendency to perceive a complete object or situation even though some parts are missing

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gestalt psychology

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human tendency to group objects together and to respond to their class membership rather than to their unique characteristics

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perceptual categorization

Front 56

people are rational, intelligent organisms who use their physical and intelligence capacities to fulfill their conscious desires

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cognitive theories

Front 57

freud's psychoanalytic theory is largely based on the assumption that underlie what theory

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instinct theory

Front 58

any process by which changes occur in the content or organization of an individual's long-term memory

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learning

Front 59

driven by the consequences of behavior

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operant conditioning

Front 60

the point beyond which further increments in the intensity of a stimulus cease to produce greater sensation

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terminal threshold

Front 61

ricky is sure the information he read is believable simply because it appeared in the wall street journal. his high level of trust in the credibility of the information is largely explained by

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context

Front 62

incomplete illustrations are used to attract consumers' attention and enhance their recall

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closure

Front 63

individual's current frame of mind

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mood

Front 64

storage system in which incoming data undergo preliminary processing

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sensory memory

Front 65

when we ignore media that addresses unimportant topics

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selective exposure

Front 66

4 elements of motivation

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needs, motives, wants, goals

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4 reasons why we forget

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bias, too much information, distractions, changes in long term memory

Front 68

two kinds of interpretations

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cognitive, emotional

Front 69

situations that take place when decisions are made jointly by the husband and wife

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syncretic

Front 70

an aggregate of people who have undergone similar experiences, passed through cultural milestones and historical events, and shared common memories of events that transpired during a particular time frame

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cohort

Front 71

the mental state of feeling adequately rewarded in a buying situation

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satisfaction

Front 72

degree of personal relevance that a purchase holds for the consumer

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involvement

Front 73

sum total of an individual's inner psychological attributes

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personality

Front 74

3 interactive sources of self-concept

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significant others, material & objects, ideas

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5 emotional response models

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relief, delight, ambivalence, contentment, pleasure

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generational marketing

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cataloging of generations in terms of external events that occurred during their members formative yeas

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5 stages in the consumer decision-making process

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problem recognition, search activity, identifying and evaluating, purchase or commitment, post purchase

Front 78

satisfaction

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mental state of feeling adequately rewarded in a buying situation