Help
Options
Didn't know it?
click below
click below
Knew it?
click below
click below
Don't Know
Remaining cards (0)
Know
retry
shuffle
restart
0:00
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.
Normal Size Small Size show me how
Normal Size Small Size show me how
CB Exam 3
Chapters 8-10
| Term | Definition |
|---|---|
| Reference Group | Individuals who have significant relevance for a consumer and who have an impact on the consumer's evaluations, aspirations, and behavior |
| Group influence | ways in which group members influence attitudes, behaviors, and opinions of others within the group |
| Primary group | Group that includes members who have frequent, direct contact with one another |
| Secondary group | Group to which a consumer belongs whose contact is less frequent than that found in a primary group |
| Brand community | Group of consumers who develop relationships based on shared interests or product usage |
| Formal group | group in which a consumer formally becomes a member |
| Informal group | group that has no membership or application requirements and that may have no code of conduct |
| Aspirational group | group in which a consumer desires to become a member |
| Dissociative group | group to which a consumer does not want to belong |
| Conformity | Result of group influence in which an individual yields to the attitudes and behaviors of others |
| Peer pressure | Extent to which group members feel pressure to behave in accordance with group expectations |
| Social Power | Ability of an individual or a group to alter the actions of others |
| Informational influence | Ways in which a consumer uses the behaviors and attitudes of reference groups as information for making his or her own decision |
| Utilitarian influence | ways in which a consumer conforms to group expectations in order to receive a reward or avoid punishment |
| Value-expressive behavior | ways in which a consumer internalizes a group's values or the extent to which consumers join groups in order to express their own closely held values and beliefs |
| Social media | Media through which communication occurs |
| Social networks | Consumers connecting with one another based on common interests, associations, or goals |
| Social networking websites | Websites that facilitate online social networking |
| Social buying | Consumer buying behavior that takes place on social networking sites |
| Social couponing | type of buying where consumers receive a coupon, or deal, by joining a special social networking site |
| Susceptibility to interpersonal influence | individual difference variable that assesses a consumer's need to enhance the image others hold of him or her by acquiring and using products, conforming to the expectations of others, and learning about products by observing others |
| Attention to social comparison information (ATSCI) | Individual difference variable that assesses the extent to which consumers are concerned about how other people react to their behavior |
| Separated self-schema | Self-conceptualization of the extent to which a consumer perceives himself or herself as distinct and separate from others |
| Connected self-schema | Self-conceptualization of the extent to which a consumer perceives himself or herself as being an integral part of a group |
| Word-of-mouth (WOM) | Information about products, services, and experiences that is transmitted from consumer to consumer |
| Buzz Marketing | Marketing efforts that focus on generating excitement among consumers and that are spread from consumer to consumer |
| Guerrilla marketing | marketing of a product using unconventional means |
| Viral marketing | marketing method that uses online technologies to facilitate WOM by having consumers spread messages through their online conversations |
| Stealth marketing | guerrilla marketing tactic in which consumers do not realize that they are being targeted for a marketing message |
| Opinion leader | Consumer who has a great deal of influence on the behavior of others relating to product adoption and purchase |
| Market maven | Consumer who spreads information about all types of products and services that are available in the marketplace |
| Surrogate consumer | Consumer who is hired by another to provide input into a purchase decision |
| Diffusion process | way in which new products are adopted and spread throughout a marketplace |
| Household decision making | Process by which decisions are made in household units |
| Family household | at least two people who are related by blood or marriage who occupy a housing unit |
| Nuclear family | a mother, a father, and a set of siblings |
| Extended family | three or more generations of family members |
| Household life cycle (HLC) | segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services |
| Boomerang kids | young adults, between the ages of 18 and 34, who move back home with their parents after they graduate from college |
| Sandwich generation | Consumers who must take care of both their own children and their aging parents |
| Sex role orientation (SRO) | Family's set of beliefs regarding the ways in which household decisions are reached |
| Consumer socialization | The process through with young consumers develop attitudes and learn skills that help them function in the marketplace |
Created by:
bknoll3
Popular Marketing sets