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Chapter 5
CCII
38
Marketing
Undergraduate 1
11/04/2008

Additional Marketing Flashcards

 


 

Cards

Term
Consumer market
Definition
purchasers and household members INTEND to consume/benefit from purchased products

Don't buy products to make profit
Term
Buying Behavior
Definition
decision processes and acts of people involved in buying/using products
Term
Consumer Buying Behavior
Definition

decision processes & purchasing activities of

people who purchase for personal/home use

not business 

Term
level of involvement
Definition

Individual's intensity of interest in a product

 

&

 

Importance of the product for that person 

Term
routinized response behavior
Definition

Consumer Problem-Solving Process

 

used when

buying frequently purchased, low-cost items

 

*items that require very little "search-and-decision" effort

 

Term
limited problem solving
Definition

Consumer Problem-Solving process

 

used when

purchasing products occasionally

or

needing info on unfamiliar brand in familiar category 

Term
Extended Problem Solving
Definition

Consumer Problem-Solving process

 

used when

purchasing unfamiliar, expensive,

or infrequently bought items

Term
impulse buying
Definition

unplanned buying behavior

 

resulting from powerful urge to buy immediately 

Term

 

Consumer Buying Decision Process

Definition

                1) Problem Recognition

                2) Information Search

                3) Evaluation of Alternatives

                4) Purchase

                5) Post Purchase Evaluation

Term
Problem Recognition
Definition

buyer aware of a difference between

 

desired state & actual state 

Term

Information Search

 

Internal Search 

Definition
buyers search memories for info to solve problem(s)
Term

Information Search

 

External Search

Definition

buyers seek info from sources

(other than memory)

Term

Evaluation of Alternatives

 

Consideration Set 

Definition

group of brands within product category

-buyer views as alternatives for possible purchase 

Term

Evaluation of Alternatives

 

evaluative criteria

Definition

Objective & Subjective characteristics

important to buyer 

Term

Postpurchase Evaluation

 

Cognitive Dissonance 

Definition

buyer's doubts shortly after purchase

 

**buyer's remorse 

Term
Situational Influences
Definition

result from circumstances, time, and location

 

affect the Consumer Buying Decision Process 

 

 

Physical

Social

Time

Reason

Mood 

Term
Psychological influences
Definition

determine people's general behavior...influencing behavior as consumer

 

Perception

Motives

Learning

Attitudes

Personality

Lifestyle 

Term
perception
Definition

selecting, organizing, interpreting

information inputs to produce meaning

Term
information inputs
Definition

sensations received through:

sight

taste

smell

touch 

Term
selective exposure
Definition

 

(to reach awareness) 

some inputs selected, others are not

Term
selective distortion
Definition

individual's changing/twisting information that

is inconsistent with personal beliefs/feelings 

 

Term
selective retention
Definition

 

remembering information inputs that support

personal feelings/beliefs

&

forgetting information inputs that don't 

Term
Motives
Definition

internal energizing force

 

directs person's behavior toward satisying needs

or achieving goals 

Term
Maslow's heirarchy of needs
Definition
[image][image]
Term
patronage motives
Definition

influence where person purchases product on regular basis

 

Term
attitude
Definition

three major components:

1) cognitive

                                   -knowlege/info about object

2) affective

                                   -feelings towards object

3) behavioral

                                   -actions regarding object

Term
attitude scale
Definition

means of measuring consumer attitudes

 

gauging intensity of reactions to

adjectives

phrases

sentences

(all about the object)

Term
personality
Definition

internal traits & distinct behavioral tendencies

result in consistent patterns in certain situations 

 

Term
self-concept
Definition
perception/view of oneself
Term
lifestyle
Definition

pattern of living seen through

activities

interests

opinions 

Term
Social Influences
Definition

forces others exert on one's buying behavior

roles

family

reference group

social class

culture

subculture 

Term

(social influence)

 

 

 

Roles 

Definition

Actions/activities person is supposed to perform

based on individual & society's expectations 

Term
consumer socialization
Definition

process through which a person aquires the

knowlege & skills to function as a consumer 

Term
reference group
Definition

group person identifies with so strongly that

adopt group's values, attitudes, & behavior

Term
Opinion Leader
Definition

member of informal group who

provides information to other group members 

Term
Social Class
Definition
open group of individuals with similar social rank
Term
Culture
Definition

accumulation of values, knowlege, beliefs, customs, 

objects, & concepts of society 

Term
subcultures
Definition

groups of individuals whose values/behavior are

similar & different from the surrounding culture 

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