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
Marketing Ch_5
Consumer Behavior
| Question | Answer |
|---|---|
| Culture | calues, beliefs, preferences and tastes handed down from one generation to the next |
| Subcultures | groups with their own distinct modes of behavior. Understanding the differences among subcultures can help marketers develop more effective marketing strategies |
| Acculturation | the degree to which newcomers have adapted to U.S. Culture. Plays a vital role in consumer behavior |
| Norms | the values, attitudes, and behaviors a group deems appropriate for its members. Group members are expected to comply with these norms |
| Status | IS the relative position of any individual member in a group |
| roles | define group behavior that members of a group expect individuals who hold specific positions within that group |
| Asch Phenomenon | individuals conform to majority rule, even when it goes against their own beliefs |
| Reference groups | people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values, and conduct, such as spouse, family, friends, or celebrities |
| Opinion leaders | Trendsetters who purchase new products before others in a group and then influence others in their purchases |
| Social classes | ranking determined by occupation, income, education, family background, and residence location. Can be used to determine spending practices |
| Family Influences | perhaps the most important determinant of consumer behavior because of the close, continuing interactions among family members |
| autonomic role family | when partners independently make equal numbers of decisions. personal-care items would fall into the category of purchase decisions each would make for himself or herself |
| husband-dominant role family | occurs when the husband usually makes purchase decisions. Buying a life insurance policy is an example |
| Wife-dominant role family | wife making most of certain buying decisions. Children's clothing is typical wife-dominant purchase |
| Syncratic role family | refers to joint decisions. The purchase of a house follows a syncratic pattern |
| Need | imbalance between a consumer's actual and desired states |
| Motive | inner state that directs a person toward the goal of satisfying a need |
| Maslow's Hierarchy of needs | Physiological, safety, belongingness, esteem, and self-actualization |
| Perception | Meaning that a person attributes to incoming stimuli gathered through the five senses |
| Stimulus factors | characteristics of the physical objects such as size, color, weight, and shape |
| Individual factors | unique characteristics of the individual, including not only sensory processes but also experiences with similar inputs and basic motivations and expectations |
| Perceptual screens | the mental filtering processes through which all inputs must pass |
| Subliminal perception | the subconscious receipt of incoming information |
| Attitudes | are a person's enduring favorable or unfavorable evaluations, emotions, or action tendencies toward some object or idea |
| learning | knowledge or skill acquired as a result of experience, which changes consumer behavior |
| Drive | which is any strong stimulus that impels action |
| cue | any object in the environment that determines the nature of the consumer's response to a drive |
| response | is an individual's reaction to a set of cues and drives. |
| Reinforcement | is the reduction in drive that results from a proper response. as a response becomes more rewarding, it creates a stronger bond between the drive and the purchase of the product, likely increasing future purchase. |
| Shaping | is the process of applying a series of rewards and reinforcements to permit more complex behavior to evolve |
| self-concept | Person's multifaceted picture of himself or herself |
| High involvement purchase decisions | purchases with high levels of potential social and economic consequences |
| Low involvement purchase decisions | routine purchases that pose little risk to the customer |
| Evoked set | number of alternatives a consumer actually considers in making a purchase decision |
| Evaluative Criteria | Features a consumer considers in choosing among alternatives |
| Cognitive Dissonance | Imbalance among knowledge, beliefs, and attitudes that occurs after an action or decision, such as a purchase |
| Routinized Response Behavior | Consumers make purchase routinely by choosing a preferred brand or one of a limited group of acceptable brands |
| Limited Problem-Solving | Situation where a consumer previously set evaluative criteria for a particular kind of purchase but then encounters a new, unknown brand |
| Extended Problem Solving | Results when brands are difficult to categorize or evaluate. (1) compare items (2)evaluate alternatives |
Created by:
735568154
Popular Marketing sets