Chapter 6 Vocab - Marketing Management

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

a personal assessment of the net worth one obtains from making a purchase, or the enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct

the value a consumer expects to obtain from a purchase

a value derived from a product or service that helps the consumer solve problems and accomplish tasks

a value that acts as an end in itself rather than as a means to an end

a five-step process used by consumers when buying goods or services. 1) Need Recognition, 2) Information Search, 3) Evaluation of Alternatives, 4) Purchase, 5) Post-purchase Behavior

result of an imbalance between actual and desired states

recognition of an unfulfilled need and a product that will satisfy it

any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing

the process of recalling past information stored in the memory

the process of seeking information in the outside environment

a product information source that is not associated with advertising or promotion

a product information source that originates with marketers promoting the product

a group of brands resulting from an information search from which a buyer can choose

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions

the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior

the type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time

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

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

the practice of examining merchandise in a physical retail location without purchasing it, and then shopping online for a better deal on the same item

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

a homogeneous group of people who share elements of the overall culture as well as unique elements of their own group

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

all of the formal and informal groups in society that influence an individual's purchasing behavior

a reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and coworkers

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

a group that someone would like to join

a value or attitude deemed acceptable by a group

a group with which an individual does not want to associate

an individual who influences the opinions of others

how cultural values and norms are passed down to children

a perspective whereby a consumer sees himself or herself as distinct and separate from others

a perspective whereby a consumer sees himself or herself as an integral part of a group

a way of organizing and grouping the consistencies of an individual's reactions to situations

how consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations

the way an individual would like to be perceived

the way an individual actually perceives himself or herself

the process by which people select, organize, and interpret stimuli into a meaningful and coherent picture

a process whereby a consumer notices certain stimuli and ignores others

a process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs

a process whereby a consumer remembers only that information that supports his or her personal beliefs

a driving force that causes a person to take action to satisfy specific needs

a method of classifying human needs and motivations into five categories in ascending order of importance: physiological, safety, social, esteem, and self-actualization

a process that creates changes in behavior, immediate or expected, through experience and practice

a form of learning that occurs when one response is extended to a second stimulus similar to the first

a learned ability to differentiate among similar products