| A | B |
|---|
| A(n) ________ is a person who identifies a need or desire, makes a purchase, and then disposes of a product. | consumer |
| Tony the tiger is an example of | a brand personality |
| 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 | Consumer behavior |
| ego tries to balance opposing forces, it uses | reality principle |
| process of learning values from other cultures | acculturation |
| 80/20 rule targets what user group | Heavy users |
| creates a state of tension that drives consumers to attempt to reduce or eliminate | need |
| Motivational research relies on this from individual customers | depth interviews |
| When a product helps to establish the user's identity, the user is said to have a(n) | self-concept attachment |
| the part of the personality that seeks immediate gratification is called the | id |
| According to the basic marketing concept, a firm exists to | satisfy needs |
| the promotional strategy that involves select consumers altering some aspects of their selves to advertise for a branded product | Identity marketing |
| product serves as a link with a past self | Nostalgic attachment |
| People across all cultures appear to favor physical features that are associated with | youth |
| perspective that takes the view that much of consumer behavior resembles actions in a play | role theory |
| When a person buys a product for emotional reasons, the need is | hedonic |
| refers to a consumer's subjective evaluation of his or her physical self. | Body image |
| Facebook and Twitter are examples of | synchronous interaction |
| products take on masculine or feminine attributes | sex-typed products |
| Rules of conduct that guide actions in the marketplace are called | business ethics |
| Scams where people receive fraudulent emails that ask them to supply account information | phishing |
| the way we assume others expect us to act | Self-fulfilling prophecy |
| marketing techniques that are used to encourage positive behaviors | Social marketing |
| refers to the positivity of a person's self-concept | Self-esteem |
| The ability to find and purchase goods | market access |
| refers to our more realistic appraisal of the qualities we have and don't have | actual self |
| When consumers are unhappy with a product, they boycott the product and/or store and express dissatisfaction to friends. This is called ________ response | private |
| A person's conception of how he/she would like to be | ideal self |
| When companies make false claims about how environmentally friendly their products are | greenwashing |
| summarizes the beliefs a person holds about his own attributes and how he/she evaluates their self on those qualities | Self-concept |
| A physiological or psychological dependency on a product or service is called a | need |
| where a person derives his or her identity in large measure from a social group | Collective self |
| When people deface products, it is an act of | anticonsumption |
| Motivational conflicts can occur in a variety of ways. If a person must choose between two desirable alternatives, this form of conflict | approach-approach conflict |
| The process by which people select, organize, and interpret sensations | perception |
| performances are where the message itself is a form of entertainment | Spectacle |
| The minimum difference that can be detected between two stimuli | just noticeable difference |
| when a consumer always buys something out of habit it is called | inertia |
| Which term refers to perception that is below the level of the consumer's awareness | Subliminal perception |
| based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another | theory of cognitive dissonance |
| perception that is below the level of the consumer's awareness | Subliminal perception |
| suggests that expectations of achieving desirable outcomes—positive incentives—rather than being pushed from within motivate our behavior | Expectancy theory |
| a discipline that studies the correspondence between signs and symbols and their meaning | Semiotics |
| theory of motivation is related to the idea that customers desire a state of balance called homeostasis | Drive theory |
| refers to sensations that subtly influence how we think about a product | Context effect |
| personalization of products for individual customers ar a mass-production price | mass customization |
| Companies that think carefully about the impact of sensations on product experiences are practicing | sensory marketing |
| Products that command fierce loyalty, devotion and even worship by consumers | cult products |
| Because the brain's capacity to process information is limited, consumers are very selective about what they pay attention to and tend to select stimuli that relate to their current needs. This type of perceptual filter is called | perceptual vigilance |
| According to Maslow's hierarchy of needs, the lowest order (e.g., most basic) of needs is | physiological |
| the degree to which consumers continue to notice a stimulus over time | adaptation |
| refer(s) to the processes that lead people to behave as they do | Motivation |
| Our brains tend to relate incoming sensations to others already in memory, based on some fundamental organizational principles. These principles derive from this type of psychology | Gestalt psychology |
| When a consumer learns a desired behavior over a period of time | shaping |
| guides how a company uses elements of the marketing mix to influence the consumer's interpretation of the brand's meaning in the marketplace relative to its competitors | positioning strategy |
| Instrumental conditioning is also called | operant conditioning |
| when learning is so casual as to be unintentional | incidental |
| refers to the tendency people have to react to stimuli similar to an original stimulus in a classical conditioning situation in much the same way they responded to the original stimulus | halo effect |
| Classical conditioning takes place when a(n) ________ is continuously matched with a(n) ________ | conditioned stimulus; unconditioned stimulus |
| If a conditioned stimulus is only occasionally matched with an unconditioned stimulus, the association between the two will become weakened. | extinction |
| first demonstrated by Ivan Pavlov | Classical conditioning |
| A relative permanent change of behavior | learning |
| memories relate to events that are personally relevant; therefore, a person's motivation to retain these memories will likely be strong | Episodic |
| What aspects of the environment are of most concern to behaviorists in studying learning | Stimulus and response |
| processes that encourage the organization to make a positive impact on various stakeholders in the community | corporate social responsibility |
