MKTG Principles of Marketing 8th edition chapter 6 lamb/hair/mcdaniel – Flashcards
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need recognition
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Result of an imbalance between actual and desired states
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want
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recognition of an unfulfilled need and product that will satisfy it
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stimulus
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any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing
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internal stimuli
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occurrences you experience such as hunger or thirst
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external stimuli
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influences from an outside source such as someones recommendation or color of a car
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consumer decision making process
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Need recognition, information search, evaluation of alternatives, purchase, pospurchase behavior
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internal information search
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The process of recalling past information stored in the memory
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external information search
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The process of seeking information in the outside environment
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nonmarketing controlled information search
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a product information source that is not associated with advertising or promotion
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marketing controlled information source
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A product info source that originates with marketers promoting the product
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evoked set
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a group of brands, resulting from an information search, from which a buyer can choose. also called a consideration set
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fully planned purchase
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when a person is buying an expensive or complex item based on a lot of information
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partially planned purchase
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when they know the product category they want to buy but wait until they get to the store to choose a specific style or brand
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unplanned purchase
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people buy on impulse
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cognitive dissonance
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Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions
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involvement
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the amount of time and effort a buyer invests in the search, evaluation, and decision process of consumer behavior
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routine response behavior
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The type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time
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limited decision making
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the type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category
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extensive decision making
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The most complex type of consumer decision making, used when buying an unfamiliar, expensive product or an infrequently bought item; requires use of several criteria for evaluating options and much time for seeking information.
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culture
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the set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the artifacts or products, of that behavior as they are transmitted from one generation to the next
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Social factors
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reference groups, opinion leaders, family
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individual factors
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gender, age and family life cycle stage, personality, self concept, lifestyle
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cultural factors
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culture and values, subculture, social class
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psychological factors
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perception, motivation, learning, beliefs and attitudes
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value
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the enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct
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subculture
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A homogeneous group of people who share elements of the overall culture as well as unique elements of their own group
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social class
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A group of people in a society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms
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reference group
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all of the formal and informal groups in society that influence an individuals purchasing behavior
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primary membership group
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a reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and co-workers
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secondary membership group
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a reference group with which people associate less consistently and more formally than a primary membership group, such as a club, professional group, or religious group
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aspirational reference group
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A group that someone would like to join.
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norm
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a value or attitude deemed acceptable by a group
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nonaspirational reference group
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a group with which an individual does not want to associate
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opinion leader
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an individual who influences the opinions of others
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socialization process
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how cultural values and norms are passed down to children
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personality
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a way of organizing and grouping the consistencies of an individuals reactions to situations
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self concept
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how consumers perceive themselves in terms of attitude, perceptions, beliefs, and self evaluations
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ideal self image
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the way an individual would like to be perceived
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real self image
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the way an individual actually perceives himself or herself
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perception
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the process by which people select, organize, and interpret stimuli into a meaninful and coherent picture
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selective exposure
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the process whereby a consumer notices certain stimuli and ignores others
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selective distortion
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a process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs
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selective retention
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A process whereby a consumer remembers only that information that supports his or her personal beliefs
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motive
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a driving force that causes a person to take a, A driving force that causes a person to take action to satisfy specific needs
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maslows hierarchy of needs
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a method of classifying human needs and motivations into five categories in ascending order of importance: physiological, safety, social, esteem, and self actualization
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learning
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a process that creates changes in behavior, immediate or expected, through experience and practice
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stimulus generalization
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A form of learning that occurs when one response is extended to a second stimulus similar to the first
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stimulus discrimination
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A learned ability to differentiate among similar products.
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belief
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An organized pattern of knowledge that an individual holds as true about his or her world.
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attitude
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a learned tendency to respond consistently toward a given subject
