question

alternate reality games

answer

an application that blends online and offline clues and encourages players to collaborate to solve a puzzle

question

asynchronous interactions

answer

message posts that don't require all participants to respond immediately

question

B2C e-commerce

answer

businesses selling to consumers through electronic marketing

question

Big Data

answer

the collection and analysis of extremely large data sets to identify patterns of behavior in a group of consumers

question

C2C e-commerce

answer

consumer to consumer activity through the internet

question

consumer

answer

a person who identifies a need or desire, makes a purchase, and/or disposes of the product

question

consumer behavior

answer

Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and product use

question

consumption communities

answer

Web groups where members share views and product recommendations online

question

culture of participation

answer

the driving philosophy behind social media that includes belief in democracy; the ability to freely interact with other people, companies, and organizations; open access to venues that allow users to share content from simple comments to reviews, ratings, photos, stories, and more; and the power to build on the content of others from your own unique point of view

question

database marketing

answer

tracking consumers' buying habits very closely, and then crafting products and messages to tailored precisely to people's wants and needs based on this information

question

demographics

answer

observable measurments of a population's characteristics such as age, sex, income, location, education, and religion

question

digital natives

answer

young people who have grown up with computers and mobile technology; multitaskers with cell phones, music downloads, and instant messaging on the Internet; people who are comfortable communicating online and by text and IM rather than by voice

question

drive

answer

the desire to satisfy a biological need in order to reduce physiological arousal

question

drive theory

answer

concept that focuses on biological needs that produce unpleasant states of arousal

question

80/20 rule

answer

A marketing rule of thumb that 20 percent of purchasers account for 80 percent of a product's sales.

question

exchange

answer

a transaction in which two or more organizations or people give and receive something of value

question

expectancy theory

answer

the perspective that behavior is largely "pulled" by expectations of achieving desirable outcomes, or positive incentives rather than "pushed" from within

question

goal

answer

a consumer's desired end state

question

heavy users

answer

Consumers who purchase a product or service much more frequently than others

question

Hierarchy of Needs

answer

a framework that specifies different levels of motives that depends upon the consumer's personal situation

question

horizontal revolution

answer

a fundamental change in how consumers communicate via social media, whereby information doesn't just flow from big companies and governments; information flows across people as well

question

interpretivism

answer

As opposed to the dominant positivist perspective on consumer behavior, instead stresses the importance of symbolic, subjective experience and the idea that meaning is in the mind of the person rather than existing "out there" in the objective world

question

market segmentation strategies

answer

targeting a brand only to specific groups of consumers who share well-defined and relevant characteristics

question

megacity

answer

a metropolitan area with a total population of more than 10 million people

question

motivation

answer

an internal state that activates goal-oriented behavior

question

paradigm

answer

A widely accepted view or model of phenomena being studied; the perspective that regards people as rational information processors is currently the dominant paradigm, although this approach is now being challenged by a new wave of research that emphasizes the frequently subjective nature of consumer decision-making

question

pastiche

answer

mixture of images

question

popular culture

answer

the music, movies, sports, books, celebrities, and other forms of entertainment consumed by the masses

question

positivism

answer

a research perspective that relies on principles of the "scientific method" and assumes that a single reality exists; events in the world can be objectively measured; and the causes of behavior can be identified, manipulated, and predicted

question

productivity orientation

answer

a continual striving to use time constructively

question

relationship marketing

answer

the strategic perspective that stresses the long term, human side of buyer-seller interactions

question

role theory

answer

the perspective that much of consumer behavior resembles actions in a play

question

social media

answer

the set of technologies that enable users to create content and share it with a large number of others

question

synchronous interactions

answer

a conversation that requires participants to respond in real-time

question

user-generated content

answer

consumers voice their opinions about products, brands, and companies on blogs, podcasts, and social networking sites such as Facebook and Twitter, and film their own commercials that they post on sites such as YouTube

question

virtual worlds

answer

immersive 3-D virtual environments such as Second Life

question

want

answer

the particular form of consumption chosen to satisfy a need

question

Web 2.0

answer

the current version of the Internet as a social, interactive medium from its original roots as a form of one-way transmission from producers to consumers

question

affect

answer

the way a consumer feels about an attitude object

question

behavioral economics

answer

the study of the behavioral determinants of economic decisions

question

bounded rationality

answer

good enough perspective on decision making because we don't have the time to weigh every factor so we settle for a decent solution

question

brand loyalty

answer

repeat purchasing behavior that reflects a conscious decision to continue buying the same brand

question

category examplers

answer

brands that are particularly relevant examples of a broader classification

question

compensatory decision rules

answer

a set of rules that allows information about attributes of competing products to be averaged in some way; poor standing on one attribute can potentially be offset by good standing on another

question

consideration set

answer

the products a consumer actually deliberates about choosing

question

constructive processing

answer

a thought process in which a person evaluates the effort he or she will need to make a particular choice, and then tailors the amount of cognitive "effort" expended to make this decision

question

consumer satisfaction/dissatisfaction (CS/D)

answer

the overall attitude a person has about a product after it has been purchased

question

counteractive construal

answer

exaggerating the negative aspects of behaviors that will impede the attainment of a goal as a strategy to avoid them and reach the goal

question

country of origin

answer

original country from which a product is produced; it can be an important piece of information in the decision-making process

question

covariation

answer

assumed associations among events that may or may not actually influence one another

question

cult products

answer

items that command fierce consumer loyalty and devotion

question

cybermediary

answer

intermediary that helps to filter and organize online market information so that consumers can identify and evaluate alternatives more efficiently

question

default bias

answer

a tendency in decision making that makes it more likely for people to comply with a requirement than to make the effort not to comply

question

determinant attributes

answer

the attributes actually used to differentiate among choices

question

economies of information

answer

perspective in which advertising is an important source of consumer information emphasizing the economic cost of the time spent searching for products

question

emotional oracle effect

answer

a finding reported by researchers that people who trust their feelings are able to predict future events better than those who do not

question

ethnocentrism

answer

the belief in the superiority of one's own country's practices and products

question

evaluative criteria

answer

the dimensions used by consumers to compare competing product alternatives

question

evoked set

answer

those products already in memory plus those prominent in the retail environment that are actively considered during a consumer's choice process

question

expectancy disconfirmation model

answer

Expectancy Disconfirmation Model states that we form beliefs about product performance based on prior experience with the product/ and or communications about the product that imply a certain level of quality; when something performs the way we thought it would, we may not think much about it. If it fails to live up to expectations, this may cause negative feelings. On the other hand, we are satisfied if performance exceeds our initial expectation

question

feature creep

answer

the tendency of manufacturers to add layers of complexity to products that make them harder to understand and use

question

framing

answer

a concept in behavioral economics that the way a problem is posed to consumers (especially in terms of gains or losses) influences the decision they make

question

habitual decision making

answer

choices made with little or no conscious effort

question

heuristics

answer

the mental rules of thumb that lead to a speedy decision

question

inertia

answer

the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives

question

information search

answer

the process by which the consumer surveys his or her environment for appropriate data to make a reasonable decision

question

information processing perspective

answer

people calmly and carefully integrate as much information as possible with what they already know about the product (weight pros and neg to arrive at a satisfactory decision)

question

intelligent agents

answer

software programs that learn from past user behavior in order to recommend new purchases

question

involvement

answer

the motivation to process product-related information

question

knowledge structure

answer

organized system of concepts relating to brands, stores, and other concepts

question

long tail

answer

states that we no longer need to rely solely on big hits (such as block-buster movies or best selling books) to find profits; instead, companies can also make money if they sell small amounts of items that only a few people want - if they sell enough different items

question

lovemark

answer

a passionate commitment to a brand

question

mass customization

answer

the personalization of products and services for individual customers at a mass-production price

question

maximizing solution

answer

the extensive cognitive decision strategies we use when we want to identify the best possible choice

question

mental accounting

answer

principle that states that decisions are influenced by the way a problem is posed

question

mental budget

answer

consumer's preset expectations of how much they intend to spend on a shopping trip

question

message involvement

answer

properties of the medium and message content that influence a person's degree of engagement with the message

question

narrative transportation

answer

the result of a highly involving message where people become immersed in the storyline

question

neuromarketing

answer

a new technique that uses a brain scanning device called functional magnetic resonance imaging (fMRI) that tracks blood flow as people perform mental tasks; scientists know that specific regions of the brain light up in these scans to show increased blood flows when a person recognizes a face, hears a song, makes a decision, senses deception, and so on; therefore, they are now trying to harness this technology to measure consumers' reactions to movie trailers, choices about automobiles, the appeal of a pretty face, and loyalty to specific brands

question

noncompensatory rule

answer

decision shortcuts a consumer makes when a product with a low standing on one attribute cannot make up for this position by being better on another attribute

question

nudge

answer

a subtle change in a person's environment that results in a change in behavior

question

perceived risk

answer

belief that a product has potentially negative consequences

question

post purchase evaluation

answer

the final stage of consumer decision-making when we experience the product or service we selected

question

priming

answer

properties of a stimulus that evoke a schema that leads us to compare the stimulus to other similar ones we encountered in the past

question

problem recognition

answer

the process that occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired or ideal state; this recognition initiates the decision-making process

question

product involvement

answer

a consumer's level of interest in a particular item

question

prospect theory

answer

a descriptive model of how people make choices

question

purchase momentum

answer

initial impulses to buy in order to satisfy our needs increase the likelihood that we will buy even more

question

satisficing solution

answer

a decision strategy that aims to yield an adequate solution (rather than the best solution) in order to reduce the costs of the decision-making process

question

self-regulation

answer

a person's deliberate efforts to change or maintain his actions over time

question

sentiment analysis

answer

a process (sometimes also called opinion mining) that scours the social media universe to collect and analyze the words people use when they describe a specific product or company

question

situational involvement

answer

the extent to which a shopper is engaged with a store, Web site, or a location where people consume a product or service

question

spectacles

answer

a marketing message that takes the form of a public performance

question

variety seeking

answer

the desire to choose new alternatives over more familiar ones

question

word-phrase dictionary

answer

in sentiment analysis, a library that codes data so that the program can scan the text to identify whether the words in the dictionary appear

question

acculturation

answer

the process of learning the beliefs and behaviors endorsed by another culture

question

advergaming

answer

online games merged with interactive advertisements that let companies target specific types of consumers

question

antifestival

answer

an event that distorts the symbols associated with other holidays

question

art product

answer

a creation viewed primarily as an object of aesthetic contemplation without any functional value

question

binary opposition

answer

a defining structural characteristics of many myths in which two opposing ends of some dimension are represented (good versus evil, nature versus technology)

question

collecting

answer

the systematic acquisition of a particular object or set of objects

question

consumer style

answer

a pattern of behaviors, attitudes, and opinions that influences all of a person's consumption activities - including attitudes toward advertising, preferred channels of information and purchases, brand loyalty, and price consciousness

question

contamination

answer

when a place or object takes on sacred qualities because of its association with another sacred person or event

question

conventions

answer

norms that regulate how we conduct our everyday lives

question

cooptation

answer

a cultural process by which the original meanings of a product or other symbol associated with a subculture are modified by members of mainstream culture

question

core values

answer

common general values held by a culture

question

craft product

answer

a creation valued because of the beauty with which it performs some function; this type of product tends to follow a formula that permits rapid production, and it is easier to understand than an art product

question

creolization

answer

foreign influences are absorbed and integrated with local meanings

question

crescive norms

answer

unspoken rules that govern social behavior

question

cultural formula

answer

a sequence of media events in which certain roles and props tend to occur consistently

question

cultural gatekeepers

answer

individuals who are responsible for determining the types of messages and symbolism to which members of mass culture are exposed

question

cultural selection

answer

the process by which some alternatives are selected over others by a cultural gatekeepers

question

culture

answer

the values, ethics, rituals, traditions, material objects, and services produced or valued by the members of society

question

culture production system (CMS)

answer

the set of individuals and organizations responsible for creating and marketing a cultural product

question

custom

answer

a norm that controls basic behaviors, such as division of labor in a household

question

desacrilization

answer

the process that occurs when a sacred item or symbol is removed from its special place, or is duplicated in mass quantities, and becomes profane as a result

question

ecology

answer

the way members of a culture adapt to their physical habitat

question

emic perspective

answer

an approach to studying for (or marketing to) cultures that stresses the unique aspects of each culture

question

enculturation

answer

the process of learning the beliefs and behaviors endorsed by one's own culture

question

etic perspective

answer

an approach to studying (or marketing to) cultures that stresses commonalities across cultures

question

fortress brands

answer

brands that consumers closely link to rituals; this makes it unlikely they will be replaced

question

gift-giving ritual

answer

the events involved in the selection, presentation, acceptance, and interpretation of the gift

question

global consumer culture

answer

a culture in which people around the world are united through their common devotion to brand name consumer goods, movie stars, celebrities, and leisure activities

question

grooming rituals

answer

sequences of behavior that aid in the transition from the private self to the public self and back again

question

hoarding

answer

unsystematic acquisition of objects (in contrast to collecting)

question

Hofstede Dimensions of National Culture

answer

a measurement system that scores a country in terms of its standing on six dimensions so that users can compare and contrast values

question

ideology

answer

the mental characteristics of a people and the way they relate to their environment and social groups

question

instrumental values

answer

goals endorsed because they are needed to achieve desired end states or terminal values

question

laddering

answer

a technique for uncovering consumers' associations between specific attributes and general values

question

list of values (LOV) scale

answer

identifies consumer segments based on the values members endorse and relates each value to differences in consumption behaviors

question

means-end chain model

answer

assumes that people link very specific product attributes (indirectly) to terminal values such as freedom or safety

question

more

answer

a custom with strong moral overtone

question

myth

answer

a story containing symbolic elements that expresses the shared emotions and ideals of a culture

question

objectification

answer

when we attribute sacred qualities to mundane items

question

Plinking

answer

act of embedding a product or service link in a video

question

pretailer

answer

an e-commerce site that provides exclusive styles by prodding manufacturers to produce runway pieces they wouldn't otherwise make to sell in stores

question

product placement

answer

the process of obtaining exposure for a product by arranging for it to be inserted into a movie, television show, or some other medium

question

profane consumption

answer

the process of consuming objects and events that are ordinary or of the everyday world

question

reality engineering

answer

the process whereby elements of popular culture are appropriated by marketers and become integrated into marketing strategies

question

reciprocity norm

answer

a culturally learned obligation to return the gesture of a gift with one of equal value

question

rites of pasage

answer

sacred times marked by a change in social status

question

ritual

answer

a set of multiple, symbolic behaviors that occur in a fixed sequence and that tend to be repeated periodically

question

ritual artifacts

answer

items (consumer goods) used in the performance of rituals

question

sacrilization

answer

a process that occurs when ordinary objects, events, or people take on sacred meaning to a culture or to specific groups within a culture

question

sacred consumption

answer

the process of consuming objects and events that are set apart from normal life and treated with some degree of respect or awe

question

social structures

answer

the way members of a culture maintain an orderly social life

question

terminal values

answer

end states desired by members of culture

question

value

answer

a belief that some condition is preferable to its opposite

question

value system

answer

a culture's ranking of the relative importance of values

question

abandoned products

answer

grocery items that shoppers buy but never use

question

anticonsumption

answer

the actions taken by consumers involving the deliberate defacement or mutilation of products

question

bioterrorism

answer

a strategy to disrupt the nation's food supply with the aim of creating economic havoc

question

botnets

answer

a set of computers that are penetrated by malicious software known as malware that allows an external agent to control their actions

question

business ethics

answer

rules of conduct that guide actions in the marketplace

question

cause marketing

answer

a strategy that align company or brand with a cause to generate business and societal benefits

question

compulsive consumption

answer

the process of repetitive, often excessive, shopping used to relieve tension, anxiety, depression, or boredom

question

conscientious consumerism

answer

a new value that combines a focus on personal health with a concern for global health

question

consumed consumers

answer

those people who are used or exploited, whether willingly or not, for commercial gain in the marketplace

question

consumer addiction

answer

a physiological and/or psychological dependency on products or services

question

consumerspace

answer

marketing environment where customers act as partners with companies to decide what the marketplace will offer

question

corporate social responsibility (CSR)

answer

processes that encourage the organization to make a positive impact on the various stakeholders in its community including consumers, employees, and the environment

question

corrective advertising

answer

messages on organization releases (voluntarily or not) that inform consumers of previous messages that were inaccurate or misleading

question

counterfeiting

answer

companies or individuals sell fake versions of real products

question

culture jamming

answer

strategies that attempt to disrupt or satirize messages from corporations

question

curation

answer

a source such as a store or a celebrity selects a set of products to simplify shoppers' decisions

question

cyberbullying

answer

when one or more people post malicious comments online about someone else in a coordinated effort to harass him or her

question

cyberterrorism

answer

deliberate disruption of digital networks to accomplish political, social, or financial objectives

question

focus groups

answer

small set of consumers try out a new product while being observed by company personnel

question

food desert

answer

a geographic area where residents are unable to obtain adequate food and other products to maintain a healthy existence

question

functionally illiterate

answer

a person whose reading skills are not adequate to carry out everyday tasks

question

gemba

answer

Japanese term for the one true source of information

question

green marketing

answer

a marketing strategy involving an emphasis on protecting the natural environment

question

greenwashing

answer

inflated claims about a product's environmental benefit

question

gripe sites

answer

Web sites that consumers create to share frustrations about bad experiences with companies

question

identity theft

answer

the unauthorized use of personal information

question

lateral cycling

answer

a process in which already-purchased objects are sold to others or exchanged for other items

question

locational privacy

answer

the extent to which a person's activities and movements in the physical world are tracked by his or her phones

question

LOHAS

answer

LOHAS is an acronym for Lifestyle of Health and Sustainability, a market segment (mainly in the US and in Western Europe) focused on health and fitness, the environment, personal development, sustainable living, and social justice. Sinus Sociovision estimates that 20% of German consumers can be regarded as Lohas

question

market access

answer

the extent to which a consumer has the ability to find and purchase goods and services

question

materialism

answer

the importance consumers attach to worldly possessions

question

media literacy

answer

a consumer's ability to access, analyze, evaluate, and communicate information

question

Phantom Vibration Syndrome

answer

the tendency to habitually reach for your cell phone because you feel it vibrating, even if it is off or you are not even wearing it at the time

question

phishing

answer

internet scams where people receive fraudulent emails that ask them to supply account information

question

product disposal

answer

choices people make regarding how to get rid of items once they no longer are of value to them

question

provenance

answer

the origin of a product and a preference for "authentic" items

question

real-time bidding

answer

an electronic trading system that sells ad space on the Web pages people click on at the very moment they visit them

question

recommerce

answer

the practice of trading or reselling used possessions in the underground economy rather than purchasing new items from retailers

question

red market

answer

the global marketplace for body parts

question

serial wardrobers

answer

shoppers who buy an outfit, wear it once, and return it

question

sharing sites

answer

e-commerce sites that allow users to share, exchange, and rent goods in a local setting

question

shrinkage

answer

the loss of money or inventory from shoplifting and/or employee theft

question

social marketing

answer

the promotion of causes and ideas (social products), such as energy conservation, charities, and population control

question

social media addiction

answer

dependency on interaction with social networking platforms to the extent that signs of withdrawal appear if the person is unable to connect

question

sustainability

answer

an emphasis on creating and maintaining the conditions under which humans and nature can exist in productive harmony, that permit fulfilling the social, economic and other requirements of present and future generations

question

total quality management (TQM)

answer

management and engineering procedures aimed at reducing errors and increasing quality; based on Japanese practices

question

transitional economies

answer

a country that is adapting from a controlled, centralized economy to a free market system

question

transformative consumer research (TCR)

answer

promotes research projects that include the goal of helping people or bringing about social change

question

triple bottom-line orientation

answer

business strategies that strive to maximize financial, social, and environmental return

question

underground economy

answer

secondary markets (such as flea markets) where transactions are not officially recorded

Marketing 305 Exam 1 (Chapters 1-4) – Flashcards

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