GB 214 Marketing Chapter 3 – Flashcards
Unlock all answers in this set
Unlock answersquestion
Consumer Behavior
answer
The process involved when individuals or groups select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires
question
Involvement
answer
The relative importance of percieved consequences of the purchase to a consumer
question
Perceived risk
answer
The belief that choice of a product has potentially negative consequences, whether financial, physical, and/or social
question
Problem Recognition
answer
The process that occurs whenever the consumer sees a significant difference between his current state of affairs and some desired or ideal state, this recognition initiates the decision-making process
question
Information Search
answer
The process whereby a consumer searches for appropriate information to make a reasonable decision
question
Search Marketing
answer
Marketing strategies that involve the use of Internet search engines
question
Search Engine Optimization (SEO)
answer
A systematic process of ensuring that your firm comes up at or near the top of lists of typical search phrases related to your business
question
Search Engine Marketing (SEM)
answer
Search marketing strategy in which marketers pay for ads or better positioning
question
Sponsored Search Ads
answer
Paid ads that appear at the top or beside the Internet search engine results
question
Comparison Shopping Agents or Shopbots
answer
Web applications that help online shoppers find what they are looking for at the lowest price and provide customer reviews and ratings of products and sellers
question
Evaluative Criteria
answer
The dimensions consumers use to compare competing product and alternatives
question
Heuristics
answer
A mental rule of thumb that leads to a speedy decision by simplifying the process
question
Brand Loyalty
answer
A pattern of repeat product purchases, accompanied by an underlying positive attitude toward the brand, based on the belief that the brand makes products superior to those of its competition
question
Consumer Satisfaction/Disatisfaction
answer
The overall feelings or attitude a person has about a product after purchasing it
question
Cognitive Dissonance
answer
The anxiety or regret a consumer may feel after choosing among several similar attractive choices
question
Perception
answer
The process by which people select, organize, and interpret information from the outside world
question
Exposure
answer
The extent to which a stimulus is capable of being registered by a person's sensory receptors
question
Subliminal Advertising
answer
Supposedly hidden messages in marketers' communications
question
Attention
answer
The extent to which a person devotes mental processing to a particular stimulus
question
Interpretation
answer
The process of assigning meaning to a stimulus based on prior associations a person has with it and assumptions he or she makes about it
question
Motivation
answer
An internal state that drives us to satisfy needs by activating a goal-oriented behavior
question
Hierarchy of Needs
answer
An approach that categorizes motives according to five levels of importance, the more basic needs on the bottom, and the higher needs on the top
question
Gamification
answer
A strategy in which marketers apply game design techniques, often by rewarding of points, badges, or levels, to non-game experiences in order to drive consumer behavior
question
Learning
answer
A relatively permanent change in behavior caused by acquired information or experience
question
Behavioral Learning Theories
answer
Theories of learning that focus on how consumer behavior is changed by external events or stimuli
question
Classical Conditioning
answer
The learning that occurs when a stimulus eliciting a response is paired with another stimulus that initially does not elicit a response on its own but will cause a similar response over time because of its association with the first stimulus
question
Operate Conditioning
answer
Learning that occurs as a result of rewards or punishments
question
Cognitive Learning Theory
answer
Theory of learning that stresses the importance of internal mental processes and that views people as a problem solvers who actively use information from the world around them to master their environment
question
Observational Learning
answer
Learning that occurs when people watch the actions of others and note what happens to them as a result
question
Attitude
answer
A learned predisposition to respond favorably or unfavorably to stimuli on the basis of relatively enduring evaluations of people, objects, and issues or how megantreats me
question
Affect
answer
The feeling component of attitudes; refers to the overall emotional response a person has to a product
question
Cognition
answer
The knowing component of attitudes, refers to the beliefs or knowledge a person has about a product and its important characteristics
question
Behavior
answer
The doing component of attitudes; involves a consumer's intention to do something, such as the intention to purchase or use a certain product
question
Personality
answer
The set of unique psychological characteristics that consistently influences the way a person responds to situations in the environment
question
Self-Concept
answer
An individual's self-image that is composed of a mixture of beliefs, observations, and feelings about personal attributes
question
Family Life Cycle
answer
A means of characterizing consumers within a family structure on the basis of different stages through which people pass as they grow older
question
Lifestyle
answer
The pattern of living that determines how people choose to spend their time, money, and energy and that reflects their values, tastes, and preferences
question
Psychographics
answer
The use of psychological, sociological, and anthropological factors to construct market segments
question
AIOs
answer
Measures of consumer activities, interests, and opinions used to place consumers into dimensions
question
Sensory Marketing
answer
Marketing techniques that link distinct sensory experiences such as a unique fragrance with a product or service
question
Sensory Branding
answer
The use of distinct sensory experiences not only to appeal to customers but also to enhance their brand
question
Time Poverty
answer
Consumer's belief that they are more pressed for time than ever before
question
Culture
answer
The values, beliefs, customs, and tastes a group of people value
question
Subculture
answer
A group within a society whose members share a distinctive set of beliefs, characteristics, or common experiences
question
Microcultures
answer
Groups of consumers who identify with a specific activity or art form
question
Consumerism
answer
A social movement that attempts to protect consumers from harmful business practices
question
Social Class
answer
The overall rank or social standings of groups of people within a society according to the value assigned to factors such as family background, education, occupation, and income
question
Status Symbols
answer
Visible markers that provide a way for people to flaunt their membership in higher social classes (or at least to make others believe they are members)
question
Mass Class
answer
The hundreds of millions of global consumers who now enjoy a level of purchasing power that's sufficient to let them afford high-quality products - except for big ticket items like college educations, housing, or luxury cars
question
Reference Group
answer
An actual or imaginary individual or group that has a significant effect on an individual's evaluations, aspirations, or behavior
question
Opinion Leader
answer
A person who is frequently able to influence others' attitudes or behaviors by virtue of his or her active interest or expertise in one or more product categories
question
Gender Roles
answer
Society's expectations regarding the appropriate attitudes, behaviors, and appearance for men and women
question
Business-to-Business (B2B) Marketers
answer
The group of customers that include manufactures, wholesalers, retailers, and other organizations
question
Organizational Markets
answer
Another name for business-to-business markets
question
Derived Demand
answer
Demand for business or organizational products caused by demand for consumer goods or services
question
Inelastic Demand
answer
Demand in which changes in price have little or nor effect on the amount demanded
question
Joint Demand
answer
Demand for two or more goods that are used together to create a product
question
Producers
answer
The individuals or organizations that purchase products for use in the production of other goods and services
question
Resellers
answer
The individuals or organizations that buy finished goods for the purpose of reselling, renting, or leasing to others to make a profit and to maintain their business operations
question
Government Markets
answer
The federal, state, county, and local governments that buy goods and services to carry our public objectives and to support their operations
question
North American Industry Classification System (NAICS)
answer
The numerical coding system that the United States, Canada, and Mexico use to classify firms into detailed categories according to their business activities
question
Buyclass
answer
One of three classifications of business buying situations that characterizes the degree of time and effort required to make a decision
question
Straight Rebuy
answer
A buying situation in which business buyers make routine purchases that require minimal decision making
question
Modified Rebuy
answer
A buying situation classification used by business buyers to categorize a previously made purchase that involves some change and that requires limited decision making
question
New-Task Buy
answer
A new business-to-business purchase that is complex or risky and that requires extensive decision making
question
Buying Center
answer
The group of people in an organization who participate in a purchasing decision
question
Product Specifications
answer
A written description of the quality, size, weight, and other details required of a product purchase
question
Consumer Reference Program
answer
A formalized process by which customers formally share success stories and actively recommend products to other potential clients, usually facilitated through an on-line community
question
Single Sourcing
answer
The business practice of buying a particular product from only one supplier
question
Multiple Sourcing
answer
The business practice of buying a particular product from several different suppliers
question
Reciprocity
answer
A trading partnership in which two firms agree to buy from one another
question
Outsourcing
answer
The business buying process of obtaining outside vendors to provide goods or services that otherwise might be supplied in-house
question
Offshoring
answer
A process by which companies contract with companies or individuals in remote places like China or India to perform work they used to do at home
question
Crowd sourcing
answer
A practice in which firms outsource marketing activities (such as selecting and ad) to a community of users
question
Reverse Marketing
answer
A business practice in which a buyer firm attempts to identify suppliers who will produce products according to the buyer firm's specifications
question
Business-to-Business (B2B) E-Commerce
answer
On-line exchanges between companies and individual consumers
question
Intranet
answer
An internal corporate communication network that uses Internet technology to link company departments, employees, and databases
question
Extranet
answer
A private, corporate computer network that links company departments, employees, and databases to suppliers, customers, and others outside the organization
question
Malware
answer
Software designed specifically to damage or disrupt computer systems
question
Firewall
answer
A combination of hardware and software that ensures that only authorized individuals gain entry into a computer system
question
Encryption
answer
The process of scrambling a message so that another individual (or computer) with the right "key" can unscramble it
