Marketing ch 3

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gabo
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169802
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Marketing ch 3
Updated:
2012-09-09 13:48:53
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Consumer Behavior How People Make Buying Decisions
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  1. atmospherics
    The physical aspects of the selling environment retailers try to control.
  2. attitudes
    “Mental positions” or emotional feelings people have about products, services, companies, ideas, issues, or institutions.
  3. chronological age
    A person’s age in years.
  4. cognitive age
    The age a buyer perceives himself or herself to be.
  5. consumer behavior
    The study of when, where, and how people buy things and then dispose of them.
  6. culture
    The shared beliefs, customs, behaviors, and attitudes that characterize a society used to cope with their world and with one another.
  7. evaluative criteria
    Certain characteristics of products consumers consider when they are making buying decisions.
  8. extended problem solving
    Purchasing decisions in which a consumer gathers a significant amount of information before making a decision.
  9. high-involvement products
    Products that carry a high price tag or high level of risk to the individual or group making the decision.
  10. ideal self
    How a person would like to view himself or herself.
  11. impulse buying
    Purchases that occurs with no planning or forethought.
  12. learning
    The process by which consumers change their behavior after they gain information or experience with a product.
  13. limited problem solving
    Purchasing decisions made based on consideration of some outside information.
  14. low-involvement products
    Products that carry a low risk of failure and/or have a low price tag for a specific individual or group making the decision.
  15. motivation
    The inward drive people have to get what they need.
  16. operant conditioning
    A type of behavior that’s repeated when it’s rewarded.
  17. opinion leaders
    People with expertise certain areas. Consumers respect these people and often ask their opinions before they buy goods and services.
  18. perception
    How people interpret the world around them.
  19. personality
    An individual’s disposition as other people see it.
  20. planned obsolescence
    A deliberate effort by companies to make their products obsolete, or unusable, after a period of time.
  21. postpurchase dissonance
    A situation in which consumers rethink their decisions after purchasing products and wonder if they made the best decision.
  22. psychographics
    Measuring the attitudes, values, lifestyles, and opinions of consumers using demographics.
  23. reference groups
    Groups a consumer identifies with and wants to join.
  24. routine response behavior
    When consumers make automatic purchase decisions based on limited information or information they have gathered in the past.
  25. search advertising
    Advertising that appears on the Web pages pulled up when online searches are conducted.
  26. selective perception
    The process whereby a person filters information based on how relevant it is to them.
  27. selective retention
    The process whereby a person retains information based on how well it matches their values and beliefs.
  28. self-concept
    How a person sees himself or herself.
  29. shock advertising
    Advertising designed to startle people so as to get their attention.
  30. social class
    A group of people who have the same social, economic, or educational status in society.
  31. subculture
    A group of people within a culture who are different from the dominant culture but have something in common with one another, such as common interests, vocations or jobs, religions, ethnic backgrounds, or sexual orientations.
  32. subliminal advertising
    Advertising that is not apparent to consumers but is thought to be perceived subconsciously by them.
  33. evaluative criteria
    Certain characteristics of products consumers consider when they are making buying decisions.
  34. extended problem solving
    Purchasing decisions in which a consumer gathers a significant amount of information before making a decision.
  35. high-involvement products
    Products that carry a high price tag or high level of risk to the individual or group making the decision.
  36. impulse buying
    Purchases that occurs with no planning or forethought.
  37. limited problem solving
    Purchasing decisions made based on consideration of some outside information.
  38. low-involvement products
    Products that carry a low risk of failure and/or have a low price tag for a specific individual or group making the decision.
  39. planned obsolescence
    A deliberate effort by companies to make their products obsolete, or unusable, after a period of time.
  40. postpurchase dissonance
    A situation in which consumers rethink their decisions after purchasing products and wonder if they made the best decision.
  41. routine response behavior
    When consumers make automatic purchase decisions based on limited information or information they have gathered in the past.

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