Marketing: The Core, Ch. 5

Front 1

What are the 5 steps in the purchase decion process

Back 1

problem recognition, information search, alternative evaluation, purchase decision, postpurchase behavior

Front 2

consumer behavior

Back 2

actions a person takes in purchasing and using products and services.

Front 3

purchase decision process

Back 3

stages a buyer passes through in making choices about which products or services to buy.

Front 4

What are the primary sources of external information?

Back 4

Personal sources, public sources, marketer-dominated sources

Front 5

consideration set

Back 5

the group of brands that a consumer would consider acceptable from among all the brands in the product class of which he or she is aware.

Front 6

How does the information search stage clarify the problem for consumers?

Back 6

Suggesting criteria, providing brand names, and developing consumer value perceptions.

Front 7

evaluative criteria

Back 7

All the factors you might consider when buying a product.

Front 8

involvement

Back 8

personal, social, and economic significance of a purchase to the consumer

Front 9

cognitive dissonance

Back 9

a feeling of postpurchase anxiety

Front 10

Name the three characteristics that high-level involvement purchases usually have.

Back 10

is expensive, can have serious personal consequences, could reflect on one's social image

Front 11

What are the three problem-solving variations?

Back 11

Extended problem solving, limited problem solving, routine problem solving.

Front 12

What are the five situational influences that have an impact on your purchase decision?

Back 12

the purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states.

Front 13

motivation

Back 13

energizing force that stimulates behavior to satisfy a need

Front 14

What are the 5 need classes?

Back 14

physiological, safety, social, personal, self-actualization

Front 15

personality

Back 15

someone's consistent behaviors or responses to recurring situations

Front 16

self concept

Back 16

the way people see themselves and the way people believe others see them

Front 17

perception

Back 17

process by which someone selects, organizes, and interprets information to create a meaningful picture of the world.

Front 18

selective perception & types

Back 18

filters the information so that only some of it is understood or remembered or even available to the conscious mind. Types: Selective exposure, selective comprehension, selective retention, (subliminal perception)

Front 19

selective exposure

Back 19

occurs when people pay attention to messages that are consistent with their attitudes and beliefs and ignore messages that are inconsistent.

Front 20

selective comprehension

Back 20

interpreting information so that it is consistent with your attitudes and beliefs.

Front 21

selective retention

Back 21

consumers do not remember all the information they see, read, or hear, even minutes after exposure to it.

Front 22

subliminal perception

Back 22

seeing or hearing messages without being away of them

Front 23

perceived risk

Back 23

anxiety felt when a consumer cannot anticipate possible negative outcomes of a purchase.

Front 24

learning

Back 24

behaviors that result from repeated eperience or reasoning

Front 25

behavioral learning & cognitive learning

Back 25

is the process of developing automatic responses to a situation built up through repeated exposure to it.
Cognitive learning: learning through thinking, reasoning, and mental problem solving without direct experience.

Front 26

What are the four variables that are central to how consumers learn from repeated experience?

Back 26

drive, cue, respnse, and reinforcement

Front 27

drive

Back 27

a need that moves one to action

Front 28

response

Back 28

the action taken by a consumer to satisfy the drive

Front 29

what two concepts do marketers use from behavioral learning theory?

Back 29

stimulus generalization, stimulus discrimination

Front 30

brand loyalty

Back 30

favorable attitude toward and consistent purchase of a single brand over time

Front 31

attitude

Back 31

tendency to respond to something in a consistently favorable or unfavorable way

Front 32

consumer's perceptions of how a product or brand performs

Back 32

beliefs

Front 33

What three approaches do marketers use to try to change consumer attitudes toward products and brands?

Back 33

changing beliefs about the extent to which a brand has certain attributes, changing the percieved importance of attributes, adding new attributes to the product.

Front 34

psychographics

Back 34

the analysis of consumer lifestyles that provides insights into consumer behavior

Front 35

the VALS system is based on what two consumer characteristics?

Back 35

their primary motivation for buying and having certain products and services, their resources

Front 36

List the eight consumer segments from VALS?

Back 36

innovators, survivors, thinkers, achievers, experiencers, believers, strivers, & makers

Front 37

opinion leaders

Back 37

individuals who have social influence over others

Front 38

What are the sociocultural influences?

Back 38

personal influence, reference groups, the family, culture, and subculture

Front 39

What two aspects of personal influence are important to marketing?

Back 39

Opinion leadership and word of mouth activity.

Front 40

word of mouth

Back 40

people influencing each other in personal conversations

Front 41

buzz

Back 41

popularity produced by consumer word of mouth

Front 42

reference groups

Back 42

people to whom an individual looks as a basis for self appraisal or as a source of personal standards

Front 43

what three reference groups have clear marketing implications?

Back 43

membership group, aspiration group, and dissociative group

Front 44

family life cycle

Back 44

family's progression from formation to retirement, each phase bringing with it distinct purchasing behaviors

Front 45

family influences on consumer behavior result from what three sources?

Back 45

consumer socialization, passage through the family life cycle, and decision making within the family or household.

Front 46

consumer socialization

Back 46

the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers

Front 47

how to children learn to make purchases

Back 47

by interacting with adults in purchase situations and through their own purchasing and product usage experiences.

Front 48

what are the two decision making styles in family decision making?

Back 48

spouse-dominant, joint decision making

Front 49

what are the five roles of family members in the purchase process?

Back 49

information gatherer, influencer, decision maker, purchaser, user

Front 50

subcultures

Back 50

subgroups within a larger culture that have unique values, ideas, and attitudes

Front 51

what are the psychological influences on consumer behavior?

Back 51

motivation and personality, perception, learning, values, beliefs, attitudes, lifestyle

Front 52

hierarchy of needs

Back 52

includes from bottom to top:
physiological needs, safety needs, social needs, personal needs, self actualization needs