consumer behavior final

classical conditioning

1st demonstrated by Ivan Pavlov

Consumer style

A pattern of behaviors, attitudes, and opinions that influences all of a person's consumption activities—including attitudes toward advertising, preferred channels of information and purchase, brand loyalty, and price consciousness.

lifestyle

A person's pattern of living as expressed in his or her activities, interests, and opinions

kansei

A philosophy that translates customers' feelings into design elements is called ________ engineering.

Complexity

A product that is easy to understand will be chosen over competitors

Green marketing

A strategy involves the development and promotion of environmentally friendly products is called

economic psychology

Behavioral economics is also called

stimulus and response

Behavioral learning theorist do not focus on internal thought processes; rather, they look to external evidence to study learning. What aspects of the environment are of most concern to behaviorists in studying learning?

an approach-avoidance

Bill has a toothache, and he wants the tooth to top hurting, but he has always been afraid to go the dentist. What type of conflict is this?

sensory water marketing

Companies that think carefully about the impact of sensations on product experiences are practicing

sensory overload

Consumers who are exposed to more information than they can process are in a state of

luxury as functional

Consumers who use their money to buy things that will last and have enduring value

Cosmological

Emphasize that all components of the universe are part of a single picture

Social interactive medium

Facebook, Twitter, and Instagram are examples of a

ID Ego Super Ego

Freud's theory of personality includes the

Metaphysical

Help explain origins of existence

goal

In the motivation process, the desire end state is the consumer's ___________

Compatibility

Innovation should be compatible with consumers' lifestyles

Observability

Innovations that are easily observable are more likely to spread

Behavioral economics

It is the study of the human side of economic decisions

process

Jenny went shopping for a dress, found a dress but the stores was crowded, and her favorite shop did not carry the dress she wanted. after spending hours at the mall Jenny bought a dress online. This story is an example of how consumer behavior is a

expectancy thoery

Jill is planning a trip she goes online and got tickets instead of saving time and going to a travel agent, what theory?

Sociological

Maintain social order by authorizing a social code to be followed by members of a culture

affluenza

Many well-off consumers seem to be stressed or unhappy despite or even because of their wealth

personality traits

Match.com and Eharmony.com measures identifiable personal characteristics called

two-sided

Needs to get friend to stop smoking be he knows if he just tells him to "quit" it wont work. so he present the positive and negatives of quitting smoking. What message is this?

Trialability

People are more likely to adopt an innovation if they can experiment with it prior to purchase

Relative Advantage

Product should offer relative advantage over other alternatives

Psychological

Provide models for personal conduct

The federal cigarette labeling and advertising act

Requires cigarette packages to carry a warning label from the Surgeon General

digital native

Someone who grew up in a "wired" and highly networked area

The 80/20 rule

States that 20 percent of consumers will use 80 percent of the product

True

Target began a new campaign to sell leather furniture. In emphasizing how leather furniture has been used over the decades in movies and books, by celebrities, and a necessity for home entertainment, the campaign is drawing upon popular culture.

positioning strategy

The ________ for a brand guides how a company uses elements of the marketing mix to influence the consumers interpretation of the brands meaning in the marketplace relative to its competitors

Global citizens

The largest segment uses the global success of a company as a signal of quality and innovation they are concerned about whether companies behave responsibly on issues such as consumer health, the environment, and worker rights.

Perception

The process by which people select, organize, and interpret sensations is called

Global dreamers

The second-largest segment consists of consumers who see global brands as quality products and readily buy into the myths they author They aren't nearly as concerned with social responsibility as are the global citizens

exposure attention interpretation

The stages of perception

experiencers

They are impulsive, young, and enjoy offbeat or risky experiences

Antiglobals

They dislike brands that preach U.S. values, and they don't trust global companies to behave responsibly. They try to avoid doing business with transnational firms.

aggregation

To come together into a mass, sum, or whole

audio water marketing

When Coke weaves a sound into a piece of music, the advertisement is using

motivation

When a need is aroused that the consumer wishes to satisfy, the __________ process has been activated

exposure

When a stimulus comes within the range of someones's sensory receptor, a __________ occurs

drive theory

When you focus on biological needs that are at present unfulfilled and have produced what might be though of as unpleasant state of arousal

Different age groups have different wants and needs

Why is age a common demographic category used in understanding consumer behavior?

self-concept

_______ summarizes the beliefs a person holds about his or her own attributes and how he or she evaluates the self on the qualities

motivation

__________ refers to the processes that lead people to behave as they do

national character

a distinctive set of behavior and personality characteristics

relationship marketing

a marketing philosophy emphasizes interacting with consumers on a regular basis and giving them reasons to maintain a bind with the company over time?

monomyth

a myth that is common to many cultures ex: Superman/ spiderman

family stucture

a persons marital status is important to which demographic variable?

learning

a relative permanent change of behavior is called

Cause marketing

a strategy that aligns a company brand with a cause to generate business and societal benefits is called

an exchange

a transaction in which two or more organizations or people give and receive something of value is called

divide a market or segment

age, gender, family structure, social class, race, ethnicity and income are all used to

art product

an object we admire for its beauty and our emotional response

Short-Term Orientation

are respect for tradition, fulfilling social obligations, and protecting one's "face"

Rituals

are sets of multiple, symbolic behaviors that occur in a fixed sequence and that tend to be repeated periodically

Myths

are stories with symbolic elements that represent the shared emotions/ideals of a culture.

Long-term orientation

are thrift and perseverance

Psychological factors

can help us to explain what motivates us to be fashionable

Mainstream culture

can modify symbols associated with subcultures so they are appealing to larger audiences

Plutonomy

describe an economy that's driven by a fairly small number of rich people.

taste culture

describes consumers in terms of their aesthetic and intellectual preferences

Profane consumption

describes objects and events that are ordinary and everyday ex: dress for work

Demographics

descriptive characteristics of a population are called

distribution of wealth

determines which groups have the greatest buying power and market potential.

Global agnostics

don't base purchase decisions on a brand's global attributes. they evaluate a global product by the same criteria they use to judge local brands and don't regard its global nature as meriting special consideration

Spendthrifts

enjoy nothing more than spending

Meme theory

explains how something becomes popular seemingly all of a sudden

Economists approach

fashion in terms of supply and demand

sociological perspective

focuses on a subculture's adoption of a fashion

ascribed status

get resources because of who they

reformulation

giver and receiver redefine the bond of the relationship based on the impact of the gift exchange.

A communications subsystem

gives meaning to the new product and provide it with a symbolic set of attributes.

Tightwads

hate to part with their money and actually experience emotional pain when they make purchases

Consumer confidence

is a measure of how optimistic or pessimistic people are about the future health of the economy and how they predict they'll fare down the road

continuous innovation

is a modification of an existing product company makes a small change to an existing product Ex: Levi's promotes a new cut of jeans

consumer

is a person who identifies a need or desire, makes a purchase, and then disposes of a product during the three stages of the consumption process.

ideal self

is a persons conception of how he or she would like to be

dynamically continuous innovation

is a significant change to an existing product ex: the airplane, the car, the computer, and the television all changed modern lifestyles

Uncertainty avoidance

is a society's tolerance for uncertainty and ambiguity

craft product

is admired because of the beauty with which it forms a function

Cosmopolitanism

is an aspect of worldview that is starting to receive more attention by consumer behavior researchers

meme

is an idea or product that enters the consciousness of people over time

innovation

is any product or service that consumers perceive to be new

theory of cognitive dissonance

is based in 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 another.

Occupation

is considered the best indicator of social class because it is strongly linked to use of leisure time, allocation of family resources, aesthetic preferences, and political orientation.

Downward movement

is losing social status

culture

is the accumulation of shared meanings, rituals, norms, and traditions

presentation

is the actual stage of gift exchange

Individualism

is the degree to which individuals are integrated into groups

Masculinity

is the distribution of roles between the genders

Indulgence versus restraint

is the extent to which a society allows relatively free gratification of basic and natural human drives related to enjoying life and having fun

Power distance

is the extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally

A culture production system

is the set of individuals and organizations that create and market a cultural product.

80/20 rule

marketers define consumers by the product usage they use the...

family branding

marketing many products under the same brand name is called

homogamy

marriage between people with the same social characteristics

upward mobility

means moving to a higher status

Contamination

means that the objects we associate with sacred events become sacred in their own right ex: using ornaments and lights to celebrate the sacred event of Christmas and these ornaments may become sacred

Abrand

means they minimize the visibility of their luxury goods so that only those who also have the real thing know that they also have the real thing.

flight

means they stop using the brand

Reclamation

means they try to establish their long-term relationship with the real brand

Horizontal mobility

occurs when a person moves from one position to another that is roughly equal ex: a nurse becomes an elementary school teacher

Sacralization

occurs when ordinary objects, events, and even people take on sacred meaning

Objectification

occurs when we attribute sacred qualities to mundane items, through processes like contamination

Sacred consumption

occurs when we set apart objects and events from normal activities and treat them with respect and awe ex: wedding dress

occupational prestige

one way we evaluate their "worth." people to a great extent by what they do for a living

what they do what they mean the role the product plays in the consumer's life

people buy products for...

conspicuous consumption

refer to people's desires to provide prominent visible evidence of their ability to afford luxury goods.

personality

refers ti a person's unique psychological makeup and how it consistently influences the way a person responds to his or her environment

source credibility

refers to a communicator's expertise, objectivity, or trustworthiness

personality

refers to a persons unique psychological makeup and how it consistently influences the way a person responds to his or her environment

Cultural capital

refers to a set of distinctive and socially rare tastes and practices

salience of a brand

refers to its prominence or level of activation in memory

subliminal perception

refers to perception that is below the level of the consumers awareness

brand loyalty

refers to the bond between product and consumer that is different for competitors to break

Social stratification

refers to the creation of artificial divisions among people such that some members get more resources than others by virtue of their relative standing, power, or control in the group

Ideology

refers to the mental characteristics of a people and the way they relate to their environment and social groups

Social mobility

refers to the passage of individuals from one social class to another.

The diffusion of innovation

refers to the process whereby a new product, service, or idea spreads through a population

Ecology

refers to the way a system adapts to its habitat

Social structure

refers to the way people maintain an orderly social life

The process of social stratification

refers to this creation of artificial divisions

liminality

represents a limbo stage

feedback

review a products, why you like or dislike, tell the salesperson

mass culture

seek to please the average taste of the average audience

The managerial subsystem

selects, makes, produces, and manages the distribution of new symbols and products.

Phases of Rites of Passage

separation liminality incorporation

Demographics

sex, income, occupation

achieved status

some resources are earned through hard work

need

something like air, food, or shelter that is necessary for survival

trickle-down theory

states that there are two conflicting forces that drive fashion change

cognitive learning theory

stresses the importance of internal mental processes

emic perspective

stresses variations across cultures culture is unique, with its own value system, conventions, and regulations ex: disney experience

extinction

the association between the two will become weakened. this is called

separation

the consumer distances him or herself from the past

Gestation

the giver procures an item to mark some event (Christmas)

cultural selection

the process by which some alternatives are selected over others by cultural gatekeepers

sound symbolism

the process by which the way a word sounds influence's the listeners assumptions about what the word describes

Psychographics

the use of psychological, sociological, and anthropological factors to construct market segments

worldview

the world of the working class

invidious distinction

we use them to inspire envy in others through our display of wealth or power

pre-purchase purchase post purchase

what time periods is encompassed in the study of consumer behavior?

Desacralization

when a sacred item/symbol is removed from its special place or is duplicated in mass quantities (becomes profane). sacred to the profane

drive theory

when your stomach begins to rumble, instead of thinking about what the teacher is saying you are focus on where to eat lunch, what theory does this represent?

status hierarchy

which some members are better off than others

luxury as indulgence

who seek out luxury goods in order to illustrate their individuality take an emotional approach to luxury spending

luxury as a reward

who use luxury goods to say "I've made it"

stages of gift giving

•Gestation •Presentation •Reformulation