Marketing Ch. 9

organizational buyers

are people who purchase goods or services on behalf of a company

new task

extensive problem solving, high risk, many buyers involved

norms

informal rules the govern conformed behaviors

modified rebuy

limited problem solving, low to moderate risk, and one or few buyers involved

four dimensions of psychological time

social dimension, temporal dimension, planning orientation dimension, polychronic orientation dimension

home shopping party

the famous tupperware group is an example of a ____ _______ _____ where direct selling is imploded.

extended family

when 3 or more generations of family live together

spontaneous shopping

when a consumer suddenly decides to buy something in the store, usually one of two different processes explains why.

Point of purchase (POP) stimuli

A ___ can be an elaborate product display or demonstration, a coupon dispensing machine, or an employee who gives out free samples of a new cookie in the grocery store. U.S. companies spend about 19 million dollars a year on this.

economic

Time is an ______ variable.

time

___ is a pressure cooker, map, mirror, river, feast

expert power

____ power derives from the knowledge a person possesses about a content area.

avoidance groups

______ ________ are used to describe when a consumer purposefully distances himself from something he dislikes.

comparative

______ influence affects consumer decisions

normative

______ influence sets and enforce fundamental standards

reward power

a person or group with the means to provide positive reinforcement has ____ power.

information power

a person possesses _____ power it is simply because she knows something others would like to know. People with _____ power are able to influence consumer opinion by virtue of their (assumed) access to the knowledge of competitive advantage.

impulse buying

a spontaneous shopping process in which the consumer experiences a sudden urge she simply cannot resist.

unplanned buying

a spontaneous shopping process in which the consumer is unfamiliar with the stores layout or perhaps she is under pressure of time. Or, if she sees an item on a store shelf, and it reminds her that she needs it. about 1/3 of all _______ ______ happens because a consumer recognizes a need while shes in the store.

factors that affect the FLC

age, marital status, the presence or absence of children in the home, and the ages of the children, if present

planning orientation dimension

alludes to the different time management styles varying on a continuum from analytic to spontaneous

reference group

an actual or imaginary group that significantly influences an individuals evaluations, aspirations, or behavior.

group unanimity, size, and expertise

as groups gain in power, compliance increases

propinquity

as physical distance between people decreases and opportunities for interaction increase, they are more likely to form relationships. We call this physical nearness propinquity.

marketscape theme

build on associations with man-made places. an example is the Venetian hotel in Las Vegas, as it is modeled after Italy

cyberspace theme

build on images of information and communications technology. eBays retail interface instills a sense of community among its vendors and traders

activity stores

build-a-bear workshop is an example of an ____ _____, where consumers get to participate in the production of the products or services they buy there.

family life cycle (flc)

concept used to segment households. combines trends in income and family composition with the changes these demands place on this income.

nuclear family

consists of a mother, father, and one or more children

temporal orientation dimension

depicts the relative significance individuals attach to past, present, or future

cultural pressures

different cultures encourage conformity to a greater or lesser degree./

polychronic orientation dimension

distinguishes between people who prefer to do one thing at a time from those who have multitasking time styles.

mindscape themes

draw on abstract ideas and concepts, introspection and fantasy, introspection and fantasy, and often possesses spiritual overtones.

straight rebuy

habitual decision making, low risk, automatic reorder

Queuing theory

how we experience time; this theory is the mathematical study of waiting lines

referent power

if a person admires the qualities of a person or group, he tries to copy or imitate their behavior. ______ power is important in marketing because consumers will voluntarily modify what they do in order to identify with a referent.

Consumption Situation

includes a buyer, a seller, and a product or service. But also many other factors, such as the reason we want to make a purchase and how the physical environment makes us feel.

time style

is determined by an individuals priorities. How we spend our time, what do we spend our leisure time on?

conformity

is the change in beliefs or actions as a reaction to real or imagined group pressure

impulse items

items such as candy and gum, that are usually located near the checkout isle to cater to consumer urges

boomerang kids

people who are more likely to return home upon graduation then to go somewhere on their own

group cohesiveness

refers to the degree to which members of a group are attracted to one another and how much each values his or her membership in this group

social dimension

refers to the individuals categorization of time as either "time for me" or "time with/for others"

landscape theme

rely on associations with images of nature, earth, animals, and the physical body. Bass pro shops, for example, creates a simulated outdoor environment.

B2B marketing

roughly 2 trillion dollars worth of products are consumed/traded through _____ marketing

legitimate power

sometimes we grant power by virtue of social agreements, such as the authority we give to police officers, soldiers, and professors. this is an example of ____ power.

principle of least interest

states that the person who cares the least committed to staying in a relationship has the most power because that party doesn't care as much if the other person rejects him./

Time poverty

the belief that consumers are more pressed for time than ever before; marketers label this feeling _____ _______.

social power

the capacity to alter the actions of others

atmospherics

the conscious designing of space and its various dimensions to evoke certain effects in buyers. these dimensions include colors, scents, and sounds. For example, stores with red interiors tend to make people tense whereas blue calms people.

informational influence

the consumer seeks information from a person or group about a particular product; seeks information from a person who works for a specific company about one of their products

value-expressive influence

the individual feels that the purchase of a particular product will enhance the image of him/her.

fear of deviance

the individual may have reason to believe that the group will apply sanctions to nonconforming behaviors.

utilitarian influence

the individuals decision to purchase is influenced by the preferences of people with whom he or she has social interaction with

commitment

the more people are dedicated to a group and value their membership in it, the greater their motivation to conform to the group's wishes.

Open rates

the percentage of people who open an email message from a marketer.

user

the person who actually consumes the product or service

buyer

the person who actually makes the purchase

initiator

the person who brings up the idea or identifies a need

gatekeeper

the person who conducts the information search and controls the flow of information available to the group. In organizational contexts, the ______ identifies possible vendors and products for the rest of the group to consider.

influencer

the person who tries to sway the outcome of the decision.

store image

the personality of a store is referred to as

deindividuation

the process whereby individual identities become submerged within a group

retail theming

the strategy of innovative marketing techniques through theming. The four types are landscape, marketscape, cyberspace, and mindscape

showrooming

this means that a shopper visits a store like Best Buy to explore options for big-ticket items like TVs or appliances and then he or she finds a cheaper price for the specific model online

susceptibility to interpersonal influence

this trait refers to an individual's need to have others think highly of him or her

informational, utilitarian, and value-expressive

three ways reference groups influence us

mere exposure

we come to like persons or things if we see them more often. we described this _____ _____ phenomenon

coercive power

when someone exerts social or physical intimidation as a weapon, they have _____ power.