Consumer Behavior: Terms and Definitions, Quizzes of Principles of Marketing

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TERM 1 Consumer Behavior DEFINITION 1 Involves the actions and decision processes of individuals and households in discovering, evaluating, acquiring, consuming, and disposing of products TERM 2 Psychological Factors of Consumer Behavior DEFINITION 2 Motivation Perception Learning Attitudes Information processing TERM 3 Societal and Social factors of Consumer Behavior DEFINITION 3 Culture Subculture Social Class Reference Groups Family TERM 4 Low-involvement Purchase DEFINITION 4 A routine buying decisionPassive decision making -> Purchase -> Brand evaluation TERM 5 High-involvement Purchase DEFINITION 5 A complex buying decision make after extensive thought.Active decision making -> Brand Evaluation -> Purchase TERM 6 Passive Learning DEFINITION 6 Learning in which little energy is devoted to thinking about or elaborating on information TERM 7 Motivation DEFINITION 7 An internal force that directs behavior towards the fulfillment of needs. TERM 8 Psychological Needs DEFINITION 8 A need that arises in the socialization process. TERM 9 Maslow's Hierarchy of Needs DEFINITION 9 Pyramid, Physiological starts the baseSelf-Actualization -> Self-fulfillment and personal enrichmentEsteeem -> Prestige and statusLove and Belonging -> Friendship and acceptanceSafety -> Security and ProtectionPhysiological -> Nutrition Air TERM 10 3 types of Motivational Conflict DEFINITION 10 Avoidance - AvoidanceApproach - AvoidanceApproach - Approach TERM 21 Problem Recognition DEFINITION 21 Becoming aware of an unfulfilled need or desire. TERM 22 Information Search DEFINITION 22 Thinking through a situation by recalling information stored in memory or obtaining it from external sources. TERM 23 Alternatives Evaluation DEFINITION 23 Use of decision rules that attempt to determine which product would be most likely to satisfy goals. TERM 24 Purchase Decision DEFINITION 24 The decision of whether or not to buy and which competing product to buy, which is made after carefully weighing the alternatives. TERM 25 Purchase DEFINITION 25 The financial commitment to acquire a product. TERM 26 Purchase evaluation DEFINITION 26 The process of determining satisfaction or dissatisfaction with a buying choice. TERM 27 Classical Conditioning DEFINITION 27 After two stimuli are presented together repeatedly, people learn to respond to one in the same way as the other. TERM 28 Generalization DEFINITION 28 Making the same response to different stimuli. TERM 29 Discrimination DEFINITION 29 Making different responses to different stimuli. TERM 30 Operant conditioning DEFINITION 30 The use of reinforcement or punishment to shape behavior. TERM 31 Attitude DEFINITION 31 A state of readiness with cognitive, emotional, and behavioral components, which reflects the beliefs of the consumer with regard to messages, brands, products, product characteristics, or other. TERM 32 Cognitive Attitude DEFINITION 32 Knowledge about a products attributes not influenced by emotion. TERM 33 Affective Attitude DEFINITION 33 Emotional feeling of like or dislike TERM 34 Behavior Attitude DEFINITION 34 Tendency to act positively or negatively.Your preferred actions / what you want to do. TERM 35 Information Processing DEFINITION 35 The process whereby consumers acquire, store, and evaluate the data they use in making decisions. TERM 46 Customer Satisfaction DEFINITION 46 A customer's positive, neutral, or negative feeling about the value received from an organizations product in specific use situations. TERM 47 Customer Loyalty DEFINITION 47 A measure of how often, when selecting from a product class, a customer purchases a particular brand. TERM 48 Customer Lifetime Value DEFINITION 48 The amount of product a company expects to obtain over the course of the relationship. TERM 49 Cost Structure DEFINITION 49 The amount of resources required to produce a specific amount of sales. TERM 50 Customer Expectations DEFINITION 50 Customers beliefs about the performance of a product based on prior experience and communications. TERM 51 Customer Defections DEFINITION 51 The percentage of customers who switch to another brand or supplier. TERM 52 What percentage of customers leave because they don't like the way they were treated. DEFINITION 52 65% TERM 53 Satisfaction Ratings DEFINITION 53 Ratings provided by testing agencies that compare purchase satisfaction with specified brands or with how well products perform. TERM 54 Customer Satisfaction Measurement Program. DEFINITION 54 An ongoing survey of customers (and competitors' customers) for the purpose of obtaining continuous estimates of satisfaction. TERM 55 Creating a personal relationship requires what? DEFINITION 55 Empathy Trust Commitment Rewards TERM 56 Quality DEFINITION 56 The degree of excellence of a company's products or services. TERM 57 Service Quality DEFINITION 57 The expected and Perceived quality of all of the services an organization offers. TERM 58 Subjective Assessment of Quality DEFINITION 58 The degree to which a product does what customers would like it to do. TERM 59 Objective assessment of quality DEFINITION 59 An evaluation of the degree to which a product does what it is supposed to do. TERM 60 Static Quality DEFINITION 60 Quality that results when individuals or organizations perfect an accepted practice. TERM 71 Heterogeneous Group DEFINITION 71 Buyers with diverse characteristics. TERM 72 Homogeneous Group DEFINITION 72 Buyers with similar characteristics. TERM 73 Segmentation Variable DEFINITION 73 Any distinguished market factor that can vary, such as gender, age, or income. TERM 74 Demographic Segmentation DEFINITION 74 Division of the market according to such characteristics as gender, family life cycle, household type, and income. TERM 75 De-ethnicization DEFINITION 75 The result of targeting a product heavily associated with one ethnic group to other segments TERM 76 Lifestyle DEFINITION 76 A person's distinctive mode of living TERM 77 Psychographics DEFINITION 77 Marketing approaches and tools used to identify lifestyles based on measures of consumers' values, activities, interests, opinions, demographics, and other factors. TERM 78 Market Segment Profile DEFINITION 78 Compiles information about a market segment and the amount of opportunity it represents. TERM 79 Targeting Strategy DEFINITION 79 The number of market segments and the relative amount of resources targeted at each. TERM 80 Undifferentiated Marketing DEFINITION 80 A strategy that vies all potential customers as though they were the same TERM 81 Differentiated Marketing DEFINITION 81 Marketing to each of several several segments with a marketing mix strategy matched specifically to its desires and expectations. TERM 82 Concentrated Marketing DEFINITION 82 Focusing the organization's marketing mix strategy on one or only a few many possible segments. TERM 83 Niche DEFINITION 83 A very small market segment that most companies ignore because they fail to see any opportunity. TERM 84 Product Position DEFINITION 84 The characteristics consumers associate with the brand based on important attributes. TERM 85 Positioning Map DEFINITION 85 A diagram of how consumers in a segment perceive specific brand elements they consider important.