| A | B |
|---|
| Heavy users | 80/20 rule targets THIS user group |
| Semiotics | a discipline that studies the correspondence between signs and symbols and their meaning |
| Social marketing | encourage positive behaviors such as literacy or discourage negative behaviors like drunk driving |
| Subliminal perception | refers to perception that is below the level of the consumer's awareness |
| business ethics | Rules of conduct that guide actions in the marketplace |
| conditioned stimulus; unconditioned stimulus | Classical conditioning takes place when a(n) ________ is continuously matched with a(n) ________. |
| perception | The process by which people select, organize, and interpret sensations |
| Episodic | memories relate to events that are personally relevant; therefore, a person's motivation to retain these memories will likely be strong |
| consumer | a person who identifies a need or desire, makes a purchase, and then disposes of a product. |
| physiological | According to Maslow's hierarchy of needs, the lowest order (e.g., most basic) of needs |
| phishing | Scams where people receive fraudulent emails that ask them to supply account information |
| incidental | learning is so casual as to be unintentional |
| cult products | Products that command fierce loyalty, devotion and even worship by consumers |
| self-concept attachment | When a product helps to establish the user's identity, the user has THIS type of relationship with the product |
| Classical conditioning | first demonstrated by Ivan Pavlov |
| Motivation | refer(s) to the processes that lead people to behave as they do |
| need | THIS creates a state of tension that drives consumers to attempt to reduce or eliminate |
| market access | The ability to find and purchase goods |
| just noticeable difference | The minimum difference that can be detected between two stimuli |
| Consumer behavior | the study of the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires |
| ABC | THIS model of attitude includes: behavior, cognition, affect |
| Self-esteem | the positivity of a person's self-concept. |
| affective | Decisions driven by our emotional responses to a product |
| Collective self | where a person derives his or her identity in large measure from a social group |
| Source attractiveness | refers to the perceived social value of a message source |
| id | According to Freud, the part of the personality that seeks immediate gratification |
| actual self | refers to our more realistic appraisal of the qualities we have and don't have. |
| problem recognition | The first stage in the consumer decision-making process |
| Self-concept | summarizes the beliefs a person holds about his own attributes and how he/she evaluates their self on those qualities |
| determinant attributes | Features actually used to differentiate among choices |
| attitude | a lasting, general evaluation of people, objects, advertisements, or issues |
| depth interviews | Motivational research relies on THESE of individual consumers |
| Source | the first element in the traditional communications model |
| constructive process | Evaluating the effort when we need to make a particular choice |
| ideal self | A person's conception of how he/she would like to be |
| Consumption situation | THIS includes a buyer, a seller, and a product or service and other factors |
| acculturation | The process of learning values from other cultures |
| cognitive | A customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in THIS type of decision making |
| brand personalities | Tony the Tiger and Quaker Oats man are examples of these |
| mass customization | an example is a candy company putting consumers' names and faces on their candy |
| High-content culture | group members tend to be tightly knit, and they infer meaning that goes beyond the spoken word. |
| discretionary income | Money available to a household over and above what is required to have a comfortable standard of living |
| co-consumers | Others who are present in a consumer's physical and social environment when purchases are made |
| megachurch | A church that serves 2000 or more congregants per week |
| Social power | the capacity to alter the actions of others |
| subculture | defined as a group whose members share beliefs and common experiences that set them apart from others |
| cultural gatekeepers | the people who control the flow of information between producers and customers |
| purchase environment | includes the shopping experience, point-of-purchase stimuli, and sales interactions |
| myth | A story containing symbolic elements that express the shared emotions and ideals of a culture |
| referent | the type of power a person has when a consumer admires the qualities of another person and copies his or her behaviors |
| spendthrifts | 49. Consumers who buy everything in sight |
| ritual artifacts | Wedding rice, birthday candles, and diplomas for example |
| time poverty | feeling of always pressed for time |
| income | The best predictor of major expenditures that do not have status or symbolic value |
| conform | People do THIS because of: cultural pressures, fear of deviance, commitment |
| assimilation | new immigrants adopt products, habits, and values they identify with the mainstream culture |
| plutonomy | an economy that is driven by a fairly small group of rich people |
| society's personality | Culture is best described as THIS |
| legitimate power | Power that is granted by virtue or a social agreement, such as the authority we give to police officers |
| Norms | dictate what is right and wrong, acceptable or unacceptable |
