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Consumer Behavior
Culture
104
Marketing
Undergraduate 3
11/27/2011

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Term

Culture

Definition

is the complex whole that includes knowledge, belief, art, law, morals, customs, and any other capabilities and habits acquired by humans as members of society.

Term
cultural values
Definition
___give rise to norms and associated sanctions, which in turn influence consumption patterns.
Term
static; slowly
Definition
Cultures are not___ . They typically evolve and change ___ over time.
Term
norms
Definition
the boundaries culture sets on behavior
Term
sanctions
Definition
Caused by violation of cultural norms; penalties ranging from mild social disapproval to banishment from the group
Term
Other-Oriented Values
Definition
reflect a society's view of the appropriate relationships between individuals and groups within that society; consist of individual/Collective,Youth/Age, Extended/ Limited Family, Masculine/ Feminine, Competitive/ Cooperative,
Diversity/ Uniformity
Term
Environment-Oriented Values
Definition
Prescribe a society's relationship to its economic and technical as well as its physical environment; consist of Cleanliness, Performance/Status, Tradition/Change, Risk taking/Security, Problem solving/Fatalistic, Nature
Term
Self-Oriented Values
Definition
reflect the objectives and approaches to life that the individual member of society find desirable; consist of Active/Passive, Sensual gratification/Abstinence, Material/Nonmaterial, Hard work/Leisure, Postponed/Immediate gratification, Religious/Secular
Term
Nonverbal communication systems
Definition
the arbitrary meanings a culture assigns actions, events, and things other than words
Term
cultural values
Definition
widely held beliefs that affirm what is desirable. Norms are derived from these.
Term
monochronic time perspective
Definition
Viewing time as linear, inexcapable, and fixed in nature, and doing one thing at a time with a strong orientation towards the present and short term future
Term
polychronic time perspective
Definition
Viewing time as being less discrete and less subject to scheduling, and viewing simultaneous involvement in many activities as natural
Term
personal space
Definition
the nearest others can come to you without you feeling uncomfortable. largest in n europe, smallest in south america
Term
guanxi
Definition
personal relationships on which an individual can draw to secure resources or advantages when doing business as well as in the course of social life
Term
etiquette
Definition
generally accepted ways of behaving in social situations
Term
Purchasing Power Parity
Definition
is based on the cost of a standard market basket of products bought in each country
Term
instrumental materialism
Definition
acquisition of things to enable one to do something
Term
terminal materialism
Definition
acquisition of items for the sake of owning the item itself
Term
power distance
Definition
the degree to which people accept inequality in power authority, status, and wealth as natural or inherent in society
Term
cultural values
Definition
widely held beliefs that affirm what is desirable
Term
voluntary simplicity
Definition
An effort by consumers to reduce their reliance on consumption and material possessions
Term
cause related marketing
Definition
marketing that ties a company and its products to an issue or cause with the goal of improving sales or corporate image while providing benefits to the cause.
Term
performance
Definition
shifting from status focus to focus on___
Term
risk taking
Definition
americans focus more on ____ than on security
Term
secular
Definition
In terms of religiousness, America is basically a _____ society
Term
green marketing
Definition
(1) developing products whose production, use, or disposal is less harmful to the environment than the traditional versions of the product;
(2) developing products that have a positive impact on the environment; or
(3) tying the purchase of a product to an environmental organization or event.
Term
social marketing
Definition
Marketing done to enhance the welfare of individuals or society, possibly through a non-profit org, without direct benefit to a particular firm.
Term
More
Definition
Members of the gay market tend to be ___ tech savvy compared to the general population
Term
ascribed role
Definition
based on an attribute over which the individual has little or no control
Term
achievement roles
Definition
based on performance criteria over which the individual has some degree of control
Term
traditional gender orientation
Definition
husband is provider, wife is housemaid
Term
modern gender orientation
Definition
husband and wife share family responsibilites (work, raise kids, clean, etc)
Term
gender
Definition
biologically female/male
Term
gender identity
Definition
the traits of femininity or masculinity
Term
gender roles
Definition
the behaviors considered appropriate for males and females in a given society
Term
financial services;social security benefits and estate planning
Definition
Gay couples are concerned about ___ such as __ and ___ since same sex marriages are not recognized under the law
Term
demographics
Definition
describe a population in terms of its size, distribution, and structure
Term
about 3 million
Definition
current u.s. population
Term
steadily
Definition
the population has grown____ since the 1960's
Term
income and education; status and income
Definition
Occupation is strongly associated with ___ and ___, and provides ___ and ___
Term
purchases
Definition
the type of work one does influences what one ____
Term
education
Definition
___ drives income in today's society
Term
doesn't explain/cause them
Definition
Income enables purchases, but ___ ___ ___
Term
SDI subjective discretionary income
Definition
an estimate by the consumer of how much money he/she has available to spend on nonessentials
Term
cognitive age
Definition
one's perceived age, a part of one's self-concept
Term
generation/age cohort
Definition
group of persons who have experienced a common social, political, historical, and economic environment
Term
cohort analysis
Definition
the process of describing and explaining the attitudes, values, and behaviors of an age group as well as predicting its future attitudes, values, and behaviors
Term
mature market
Definition
people in the age of 55+
Term
gerontographics
Definition
one segmentation approach to the mature market that incorporates aging processes and life events related to the physical health and mental outlook of older consumers
Term
80
Definition
there are almost ___ million baby boomers
Term
baby boomers
Definition
self-centered, individualistic, economically optimistic, skeptical, suspicious of authority, focused on the present
Term
generation x
Definition
baby bust generation; born 1965-1976
Term
generation x
Definition
raised mainly in dual careeer households
Term
generation x
Definition
materialistic, impatient; want products designed specifically for their lifestyle; over half have kids under 18
Term
gen y
Definition
born between 1977 and 1994; aka the echo boom
Term
gen y
Definition
event sponsorship and electronic media are used to capture their attention
Term
advergaming
Definition
placing ads in videogames
Term
societal rank
Definition
one's position relative to others on one or more dimensions valued by society
Term
social class system
Definition
a hierarchical division of a society into relatively distinct and homogeneous groups with respect to attitudes, values, and lifestyles
Term
status crystallization
Definition
the more consistent an indiv is on all status dimensions, the greater the degree of ___ for the indiv
Term
conspicuous consumption
Definition
engaged in by lower-upper class. Purchase and use of automobiles, yachts, etc to demonstrate wealth
Term
nouveaux riches
Definition
engage in conspicuous consumption
Term
working class aristocrats
Definition
proud of ability to do real work. dislike upper-middle class.
Term
single item indexes
Definition
estimates social status based on 1-eduction 2-occupation 3-income
Term
multi-item indexes
Definition
holingshead, warner's, census burea index
Term
hollingshead
Definition
weights occupation higher than education
Term
warner's
Definition
weights highest pop. % in upper-lower. based on occupation, source of income, house type, and dwelling area
Term
census bureau
Definition
uses occupation, income and education to index, Socioeconomic Status Scale (SES). weights highest % in upper-middle
Term
subculture
Definition
segment of a larger culture whose members share distinguishing values and patterns of behavior. made of ethnicity, religion, geography, age
Term
ethnic subcultures
Definition
those whose members unique shared behaviors are based on a common racial, language, or national background
Term
african americans
Definition
____ report high use and influence from mass media
Term
event marketing
Definition
creating or sponsoring an event that has a particular appeal to a market segment
Term
african americans
Definition
More than 60% of ___ say respect is an important factor in choosing a shopping venue
Term
hispanics
Definition
a person of cuban, mexican, puerto rican, s american, central american race
Term
hispanics
Definition
now the largest growing subculture in the us
Term
acculturation
Definition
the degree to which an immigrant has adapted to his/her new culture
Term
hispanics
Definition
tend to be highly brand loyal. catholic. traditional. bilingual, like loud music and own language
Term
asians
Definition
highest education and income subgroup. tech savvy. cultural dedication,
Term
secular society
Definition
educational system, govt, etc not influenced by religion
Term
protestant
Definition
similar to catholics. emphasize direct connection w/god. dominant in US. avoid stimulants like alcohol, caffeine.
Term
born-again christian
Definition
strong belief in literal truth of bible. encourage others to believe in jesus christ. lower education against abortion, gays
Term
jewish
Definition
mainly in NE, higher than avearage incomes. used to not date outside religion
Term
muslim
Definition
conservative. avoid pork.
Term
buddhists
Definition
tend to be slightly above average in income and education. concentrated in the west
Term
group
Definition
2+ indivs who share a set of norms, values, or beliefs and have certain implicit or explicitly defined relationships with one another such that their behaviors are interdependent
Term
reference group
Definition
group whose presumed perspectives or values are being used by an indiv as the basis for his/her current behavior
Term
brand community
Definition
nongeographicallly bound community based on a structured set of social relationships among owners of a brand and the psychological relationship they have with the brand itself the product in use and the firm
Term
virtual community
Definition
community that interacts over time around a topic of interest on the internet
Term
informational influence
Definition
occurs when an indiv uses the behaviors and opinions of reference group members as potentially useful bits of info
Term
normative influence
Definition
aka utilitarian influence; occurs when an indiv fulfills group expectations to gain a direct reward or to avoid a sanction
Term
identification influence
Definition
aka value expressive influence; occurs when indivs have internalized the group's values and norms
Term
asch phenomenon
Definition
if most agree, last person will agree, even if wrong.
Term
WOM
Definition
influences 2/3 of consumers
Term
opinion leader
Definition
the “go to person” for specific types of information. This person filters, interprets, and passes along information.
Term
market maven
Definition
a generalized market influencer who provides significant amounts of information about various products, places to shop, and so on
Term
influentials
Definition
10% of population but use broad social networks to influence the other 90%!
Term
Viral marketing
Definition
an online “pass-it-along” strategy, utilizing electronic communication to trigger brand messages (often via email) throughout a widespread network of buyers.”
Term
innovation
Definition
an idea, practice, or product perceived to be new by the relevant individual or group.
Term
Continuous Innovation
Definition
Adoption of this type of innovation requires relatively minor changes in behavior(s) that are unimportant to the consumer
Term
Dynamically continuous Innovation
Definition
Adoption of this type of innovation requires a moderate change in an important behavior or a major change in a behavior of low or moderate importance to the individual.
Term
Discontinuous Innovation
Definition
Adoption of this type of innovation requires major changes in behavior of significant importance to the individual or group.
Term
diffusion process
Definition
the manner in which innovations spread throughout a market
Term
innovators
Definition
1st 2.5% to adopt product; risk takers
Term
early adopters
Definition
next 13.5% to adopt product;opinion leaders in local reference groups
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