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Marketing
chapeters 6,7,8,9
| Term | Definition |
|---|---|
| Consumer Behavior | the process individuals or groups go through to select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires. |
| involvement | the relative importance of perceived consequences of the purchase to a consumer |
| perceived risk | the belief that choice of a product has potentially negative consequences whether financial physical and or social |
| problem recognition | 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 |
| information search | the process whereby a consumer searches for appropriate information to make a reasonable decision |
| searching marketing | marketing strategies that involve the use of internet search engines |
| search engine optimization (SEO) | 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 |
| search engine marketing (SEM) | search marketing strategy in which marketers pay for ads or better postioning |
| sponsored search ads | paid ads that appear at the top or beside the internet search engine results |
| comparison shopping agents or shopbots | web applications that help online shoppers fine what they are looking for at the lowest price and provide customer reviews and ratings of products and sellers |
| heuristics | a mental rule of thumb that leads to a speedy decision by simplifying the process |
| brand loyalty | 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 |
| consumer satisfaction/dissastisfaction | the overall feelings or attitude a person has about a product after purchasing it |
| cognitive dissonance | the anxiety or regret a consumer may feel after choosing from among several similar attractive choices |
| perception | the process by which people select, organize, and interpret information from the outside world |
| exposure | the extent to which a stimulus is capable of being registered by a person's sensory receptors |
| subliminal advertising | supposedly hidden messages in marketers' communication |
| attention | the extent to which a person devotes mental processing to a particular stimuls |
| interpretation | 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 |
| motivation | an internal state that drives us to satisfy needs by activating goal-oriented behavior |
| hierarchy or needs | an approach that categorizes motives according to five levels of importance the more basic needs being on the bottom of the hierarchy and the higher needs at the top |
| gamification | a strategy in which marketers apply game design techniques often by awarding of points, badges, or levels, to non-game experiences in order to drive consumer behavior |
| learning | a relatively permeant change in behavior caused by acquired information or experience |
| behavioral learning theories | theories of learning that focus on how consumer behavior is changed by external events or stimuli |
| classical conditioning | 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 stimuls |
| operant conditioning | learning that occurs as the result of rewards or punishments |
| cognitive learning theory | theory of learning that stresses the importance of internal mental processes and that views people as problem solvers who actively use information form the world around them to master their environment |
| observational learning | learning that occurs when people watch the actions of others and note what happens to them as a result |
| attitude | a learned predisposition to respond favorably or unfavorably to stimuli on the basis of relatively enduring evaluation of people, objects, and issues |
| affect | the feeling component of attitudes; refers to the overall emotional response a person has to a product |
| cognition | the knowing component of attitudes; refers to the beliefs or knowledge a person has about a product and its important charactertisitics |
| behavior | the doing component of attitudes; involves a consumer's intention to do something, such as the intention to purchase or use a certain product |
| personality | the set of unique psychological characteristics that consistently influences the way a person responds to situations in the environment |
| self-concept | an individual's self-image that is composed of a mixture of beliefs, observations, and feelings about personal attributes |
| family life cycle | a means of characterizing consumers within a family structure on the basis of different stages through which people pass as they grow older |
| lifestyle | the pattern of living that determines how people choose to spend their time, money, and energy and that reflects their values, tastes, and preferences |
| psychographies | the use of psychological, sociological, and anthropological factors to construct market segments |
| AIOs | measures of consumer activities, interests, and opinions used to place consumers into dimensions |
| sensory marketing | marketing techniques that link distinct sensory experiences such as a unique fragrance with a product or service |
| sensory branding | the use of distinct sensory experiences not only to appeal to costumers but also to enhance their brand |
| time poverty | consumers belief that they are more pressed for time than ever before |
| culture | the values, beliefs, costumes, and tastes a group of people values |
| subculture | a group within a society whose members share a distinctive set of beliefs, characteristics, or common experiences |
| microculutes | groups of consumers who identify with a specific activity or art form |
| consumerism | a social movement that attempts to protect consumers from harmful business practives |
| social class | the overall rank or social standing of groups of people within a society according to the value assigned to factors such as family background education occupation and income |
| status symbols | 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) |
| mass class | the hundreds of millions of global consumers who now enjoy a level of purchasing power that sufficient to let them afford high-quality products- expect for big-ticket items like college educations, housing, or luxury cars |
| reference group | an actual or imaginary individual or group that has a significant effect on an individuals evaluations aspirations or behavior |
| opinion leader | a person who is frequently able to influence others' attitudes or behaviors by virtue of his or her active interest and expertise in one or more product catergories |
| gender roles | society's expectations regarding the appropriate attitudes, behaviors, and appearance for men and women |
| business-to-business (B2B) markets | the group of customers that include manufactures, wholesalers, retailers, and others organizations |
| organizational markets | another name for business- to- business markets |
| derived demand | demand for business or organizational products caused by demand for consumer goods or services |
| inelastic demand | demand in which changes in price have little or no effect on the amount of demanded |
| joint demand | demand for tow or more goods that are used together to create a product |
| producers | the individuals or organizations that purchase products for use in the production of other goods and services |
| resellers | the individuals or organizations that buy finished goods for the purchase or reselling, renting, or leasing to others to make a profit and to maintain their business operations |
| government markets | the federal state country and local governments that buy goods and services to carry out public objectives and to support their operations |
| North American Industry Classification System (NAICS) | the numerical coding system that the United States, Canada, and Mexico use to classify firms into detailed categories according to their business activities |
| buyclass | one of three classifications of business buying situations that characterizes the degree of time and effort required to make a decision |
| straight rebuy | a buying situation in which business buyers make routine purchases that require minimal decision making |
| modified rebuy | a buying situation classification used by business buyers to categorize a previously made purchase that involves some change and that requires limited decision making |
| new-task buy | a new business to business purchase that is complex or risky and that requires extensive decision making |
| buying center | the group of people in an organization who participate in a purchasing decision |
| product specification | a written description of the quality, size, weight, and other details required of a product purchase |
| customer reference program | 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 |
| single sourcing | the business practice of buying a particular product from only one supllier |
| multiple sourcing | the business practice of buying a particular product from several different suppliers |
| reciporcity | a trading partnership in which two firms agree to buy from one another |
| outsourcing | the business buying process of obtaining outside vendors to provide goods or services that otherwise might be supplied in-house |
| offshoring | 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 |
| crowdscourcing | a practice in which firms outsource marketing activities (such as selecting an ad) to a community of user |
| reverse marketing | a business practice in which a buyer firm attempts to identify suppliers who will produce products according to the buyers firm's specifications |
| business to business e-commerse | on-line exchanges between companies and individual costomers |
| intrant | an internal corporate communication network that uses internet technology to link company departments, employees, and databases |
| extrant | a private corporate computer network that links company departments employees and databases to suppliers customers and others outside the organization |
| malware | software designed specifically to damage or disrupt computer systems |
| firewall | a combination of hardware and software that ensures that only authorized individuals gain entry into a computer system |
| encryption | the process of scrambling a message so that only another individual with the right key can unscramble it |
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