Mktg6

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Author:
melmal8
ID:
35692
Filename:
Mktg6
Updated:
2010-09-19 09:30:30
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Marketing Ch6
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Marketing Ch6
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  1. aspirational reference group
    a group that someone would like to join
  2. attitude
    a learned tendency to respond consistently toward a given object
  3. belief
    an organized pattern of knowledge that an individual holds as true about his or her world
  4. cognitive dissonance
    inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions
  5. consumer behavior
    • 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
  6. consumer decision-making process
    a five–step process used by consumers when buying goods or services
  7. culture
    • the set of values, norms,
    • attitudes, and other meaningful symbols that shape human behavior and
    • the artifacts, or products, of that behavior as they are transmitted
    • from one generation to the next
  8. evoked set (consideration set)
    • the set of values, norms,
    • attitudes, and other meaningful symbols that shape human behavior and
    • the artifacts, or products, of that behavior as they are transmitted
    • from one generation to the next
  9. extensive decision making
    • the most complex type of
    • consumer decision making, used when buying an unfamiliar, expensive
    • product or an infrequently bought item; requires use of several criteria
    • for evaluating options and much time for seeking information
  10. external information search
    the process of seeking information in the outside environment
  11. ideal self image
    the way an individual would like to be
  12. internal information search
    the process of recalling past information stored in the memory
  13. involvement
    the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior
  14. learning
    a process that creates changes in behavior, immediate or expected, through experience and practice
  15. limited decision making
    • the type of decision making
    • that requires a moderate amount of time for gathering information and
    • deliberating about an unfamiliar brand in a familiar product category
  16. marketing controlled information source
    a product information source that originates with marketers promoting the product
  17. Maslow's hierarchy of needs
    • a method of classifying human
    • needs and motivations into five categories in ascending order of
    • importance: physiological, safety, social, esteem, and
    • self–actualization
  18. motive
    a driving force that causes a person to take action to satisfy specific needs
  19. need recognition
    result of an imbalance between actual and desired states
  20. non-aspirational reference group
    a group with which an individual does not want to associate
  21. non-marketing controlled information group
    a product information source that is not associated with advertising or promotion
  22. norm
    a value or attitude deemed acceptable by a group
  23. opinion leader
    an individual who influences the opinions of others
  24. perception
    the process by which people select, organize, and interpret stimuli into a meaningful and coherent picture
  25. personality
    a way of organizing and grouping the consistencies of an individual’s reactions to situations
  26. primary membership group
    • a reference group with which
    • people interact regularly in an informal, face–to–face manner, such as
    • family, friends, and coworkers
  27. real self-image
    the way an individual actually perceives himself or herself
  28. reference group
    a group in society that influences an individual’s purchasing behavior
  29. routine response behavior
    • the type of decision making
    • exhibited by consumers buying frequently purchased, low–cost goods and
    • services; requires little search and decision time
  30. secondary membership group
    • a reference group with which
    • people associate less consistently and more formally than a primary
    • membership group, such as a club, professional group, or religious group
  31. selective distortion
    a process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs
  32. selective exposure
    the process whereby a consumer notices certain stimuli and ignores others
  33. selective retention
    a process whereby a consumer remembers only that information that supports personal beliefs
  34. self-concept
    how consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self–evaluations
  35. social class
    • a group of people in a society
    • who are considered nearly equal in status or community esteem, who
    • regularly socialize among themselves both formally and informally, and
    • who share behavioral norms
  36. socialization process
    how cultural values and norms are passed down to children
  37. stimulus
    any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing
  38. stimulus discrimination
    any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing
  39. stimulus generalization
    a form of learning that occurs when one response is extended to a second stimulus similar to the first
  40. subculture
    a homogeneous group of people who share elements of the overall culture as well as unique elements of their own group
  41. value
    the enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct
  42. want
    recognition of an unfulfilled need and a product that will satisfy it

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