Marketing: Consumer Behavior
A products position refers to?
An image of the product in the consumer's mind relative to competing products.
Which is NOT an external influence on consumer behavior?
D. perception
Demographics
Describe a population in terms of its size, structure, and distribution
working class aristocrats
Dislike the upper-middle class and prefer products and stores positioned at their social-class level
Which of the following is used to describe a group of consumers with similar needs sets?
E. a, b, and c
Generation or age cohort
Group of persons who have experienced a common social, political, historical, and economic environment.
Marketing Mix
Product, Price, Place, Promotion
Which is not a step in the consumer decision process?
Self concept analysis
Self-concept
Totality of an individuals thoughts and feelings about oneself.
Consumer Analysis
Understanding the behavioral principals that guide consumption behaviors
Greenwashing
a firm promotes environmental benefits that are unsubstantiated and on which they don't deliver
All marketing decisions are a. coordinated by the product or brand manager. b. automatically reviewed for financial soundness. c. based on fundamental economic principles. d. based on assumptions about consumer behavior. e. none of the above.
d. based on assumptions about consumer behavior.
generation/age cohort
group of persons who have experienced a common social, political, historical, and economic environment
Societal Rank
one's position relative to others on one or more dimensions valued by society
Need set
reflect the fact that most products are in developed economies satisfy more than one need. A watch can meet more needs than just telling time.
Conspicuous consumption
they purchase and use automobiles, homes, yachts, clothes to demonstrate wealth
Self concept
totality of thoughts and feelings that an individual has about himself or herself
Green Marketing
(1) Developing products whose production, use, or disposal is less harmful to the environment that the traditional versions of the product, (2) developing products that have a positive impact on the environment, or (3) tying the purchase of a product to an environmental organization or event
Verbal Communication Systems
(languages) are immediately obvious to anyone entering a foreign culture
What are the seven considerations in deciding whether or not to enter a given international market?
1) Homogeneous or Heterogeneous in respect to culture 2) What needs can be filled by the product 3) Can people afford the product 4) What values are relevant to the purchase and use of product 5) What are the distribution, political, and legal structures for the product 6) What ways can we communicate about the product 7) Any ethical implications
Four Steps of Market Segmentation
1. Identifying product-related need sets 2. Grouping customers with similar need sets 3. Describing each group 4. Selecting an attractive segment(s) to serve
Applications of consumer behavior
1. Marketing Strategy 2. Regulatory Policy 3. Social Marketing 4. Informed Individuals
What affects consumer needs and expectations as well as company and competitor capabilities?
1. State of economy 2. Physical Environment 3. Government Regulations 4. Technological developments
What are the 4 steps of market segmentation?
1. identifying product-related need sets 2. grouping customers with similar need sets 3.Describing each group 4.Selecting an attractive segment(s) to serve
Company Analysis
A firm's understanding of its ability to meet consumer's needs including, financial condition, general managerial skills, production capabilities, research and development capabilities, technological sophistication, reputation, and marketing skills.
Non family household
A householder is living alone or exclusively with others of whom he or she is not related
Market Segment
A portion of a larger market whose needs differ somewhat from the larger market
Subculture
A segment of a larger culture whose members share distinguishing values and patterns of behavior
_____ represents how one lives, including the products one buys, how one uses them, what one thinks about them, and how one feels about them.
A. Lifestyle
Which of the following is NOT a step in market segmentation?
A. Set Budget
Which of the following is NOT evaluated when analyzing a company's own ability to meet customer needs?
A. competitors
Bob and his friends go out every weekend and drink until they get drunk. Then they drive home in that condition. Which type of consumption does this represent?
A. injurious consumption
A portion of a larger market whose needs differ somewhat from the larger market is referred to as a(n) _____.
A. market segment
Thomas wants to gain a usable understanding of consumer behavior in order to help him become a more effective marketing manager. Which application of consumer behavior does this represent?
A. marketing strategy
To be successful, a product must _____.
A. meet the needs of the target market better than the competition does
Rod is surveying consumers to gain a better understanding of his restaurant's image relative to competing restaurants. Rod is concerned with his restaurant's _____.
A. position
What is the first step in the consumer decision process?
A. problem recognition
Auxiliary or peripheral activities that are performed to enhance the primary product or primary service is referred to as _____.
A. service
_____ is the application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole.
A. social marketing
Marketing strategy is formulated in terms of the marketing mix; that is, it involves determining the product, features, price, communications, distribution, and services that will provide customers with superior value. This entire set of characteristics is often referred to as the _____.
A. total product
Marketing Communications
Advertising, the Sales force, public relations, packaging, and any other signal that the firm provides about itself and its products
household
All the people who occupy a housing unit
Product Position
An image of the product or brand in the consumer's mind relative to competing products and brands
Product
Anything a consumer acquires or might acquire to meet a perceived need
_____ is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.
B. Consumer Behavior
_____ is everything the consumer must surrender in order to receive the benefits of owning/using the product.
B. Consumer Cost
John purchases and is satisfied with his SUV because he believes that it provides greater crash safety than a sedan even though this is not technically true. John's satisfaction is based on the distinction between _____.
B. actual need fulfillment and perceived need fulfillment
A product's position refers to _____.
B. an image of the product in the consumer's mind relative to competing products
Tacoda Systems tracks consumers' online activity and delivers specific banners based on that activity. This tracking and ad delivery system has been installed on almost 3,000 websites, and advertisers pay on a pay-for-performance basis, which means that advertisers pay Tacoda Systems only when a consumer clicks on their ad. The tracking of online activity and delivery of ads based on that activity is called _____.
B. behavioral targeting
A shopper who cares about brand-name merchandise and convenience is known as a ________ shopper.
B. brand
Harold is tasked with developing the marketing strategy for his family's business. What should he do first?
B. conduct a market analysis
Which of the following is NOT a societal outcome of marketing strategy and consumer behavior?
B. customer satisfaction
Laurie saved for six months to have enough money to buy a new designer outfit to wear to a special party. She had to travel to a larger city to purchase this outfit, but it was worth it to her because it made her feel beautiful and confident. The difference between the benefits Laurie perceived from this purchase and the cost to her to acquire these benefits describes her _____.
B. customer value
Talbot's is a women's clothing store that offers classic fashions at a slightly premium price (i.e., a wool skirt typically costs over $100). During the process of market segmentation, Talbot's identified a group of consumers who are larger than average women yet still want stylish clothing. Further research into this segment revealed that these women tend to be between the ages of 35 and 50, are career-oriented, have a household income over $50,000, and are married with children under the age of 18 living at home. This group is also heavy users of magazines and newspapers as well as prime-time television. Which step of market segmentation does this describe?
B. grouping customer with similar need sets
Which of the following is NOT an application of consumer behavior? A)marketing strategy B)human resource management C)regulatory policy D)informed consumers E)social marketing
B. human resource management
Carlos is attempting to segment the market for his company's products. Where should he begin?
B. identify product-related need sets
The product, price, communications, distribution, and services provided to the target market is referred to as the _____.
B. marketing mix
As part of developing your company's marketing strategy, you are tasked with analyzing the new-product capabilities, channel strength, advertising abilities, service capabilities, marketing research abilities, and market and consumer knowledge. Which aspect of your company's capabilities are you assessing?
B. marketing skills
Barry is looking for a car that is dependable yet stylish enough to let others know that he has achieved a respectable status in his life and career. He also wants it to be a high-performance automobile. Dependability, status, and performance represent Barry's _____.
B. need set
Liz Claiborne is a brand of clothing, accessories, and home products. Brand managers at this company are trying to learn which internal influences impact their customers' needs and desires most. Which of the following is a possible internal influence these managers should examine?
B. personality
What is the LAST step in market segmentation?
B. selecting an attractive segment(s) to serve
The totality of an individual's thoughts and feelings about him- or herself is known as _____.
B. self-concept
The segment(s) within the larger market on which an organization will focus its marketing effort is referred to as the _____.
B. target market
Ascribed Role
Based on an attribute over which the individual has little or no control
Purchasing Power Parity (PPP)
Based on cost of a standard market basket of products bought in each country
Achievement Role
Based on performance criteria over which the individual has some degree of control
CRM: Balancer
Believes in CRM but generally doesn't act accordingly
Monochronic Time Perspective
Believing a person does one thing at a time and is oriented towards the present and the short-term future
Polychronic Time Perspective
Believing people and relationships take priority over schedules and are oriented towards the present and past
Monochronic time perspective
Believing that a person does one thing at a time, we have a strong orientation toward the present and the short-term future.
_____ is the amount of money one must pay to obtain the right to use the product.
C. Price
Which of the following is FALSE regarding the working poor?
C. They spend a larger portion of their relatively small incomes on meals away from home.
Which of the following is an internal influence on consumer behavior?
C. attitudes
Which of the following is a component of a market analysis?
C. conditions
Jamie is developing a thorough understanding of his company's own capabilities, the capabilities of current and future competitors, the consumption process of potential customers, and the economic, physical, and technological environment in which these elements interact. Which step in the marketing strategy process is Jamie performing?
C. conducting a market analysis
Most economically developed societies are legitimately referred to as _____ societies.
C. consumption
Tony's job entails making sure his company's products get to retailers so that target customers can buy them. Which element of the marketing mix is Tony involved with?
C. distribution
Which element of the marketing mix is concerned with having the product available where target customers can buy it?
C. distribution
What is the first step in market segmentation?
C. identify product-related need sets
Karen was at the checkout at the grocery store and remembered that she was out of chewing gum that she normally likes to keep in her purse. Without much thought, she grabbed two packages of the gum she likes. What type of consumer decision does this illustration?
C. low-involvement decision
Which type of decisions involve very little effort or thought on the part of the consumer?
C. low-involvement decisions
A(n) _____ is anything a consumer acquires or might acquire to meet a perceived need.
C. product
Which of the following is NOT considered one of the firm's outcomes of the marketing strategy and consumer behavior process?
C. service
Which of the following is a societal outcome of marketing strategy and consumer behavior?
C. social welfare
It is critical that a firm consider value from which perspective?
C. the customers
What does the consumption of a product like Nikes mean to Andre, the working poor consumer discussed in the "Consumer Insight"?
C. they serve as a visible symbol that he is back as a successful member of society
To survive in a competitive environment, an organization must provide its target customers more _____ than is provided to them by its competition.
C. value
which of the following is not evaluated when analyzing a company's own ability to meet customer's needs?
Competitors
CRM: Attribution-Oriented
Concerned about motives behind CRM
Which of the following statements is true regarding the overall model of consumer behavior?
D. A consumer's self-concept and lifestyle influence his or her needs and desires.
_____ occurs when individuals or groups make consumption decisions that have negative consequence for their long-run well-being.
D. Injurious consumption
Amy purchased a new 32" LCD high-definition television and paid $400 for it. This amount of money Amy had to pay to obtain this product is known as the _____.
D. Price
Which of the following is NOT true regarding consumer behavior? A) Organizations are applying theories and information about consumer behavior on a daily basis. B)It is often necessary to conduct research. C)Consumer behavior is a complex, multidimensional process. D)The overall model of consumer behavior presented in the text is accurate in predicting consumer behavior. E)Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society.
D. The overall model of consumer behavior presented in the text is accurate in predicting consumer behavior.
Tracking consumers' online activity and delivering specific banner ads based on that activity is known as _____.
D. behavioral targeting
How can an organization provide superior customer value to customers?
D. by doing a better job of anticipating and reacting to customer needs than the competition does
One primary function of Harriet's job is to study individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of her company's products and services to satisfy needs and the impacts that these processes have on the consumer and society. Harriet works in the field of _____.
D. consumer behavior
Timothy and his wife are considering the purchase of a new car. In addition to the price, they are also considering the cost of insurance, gasoline, maintenance, finance charges, and license fees. All of these factors combined represent the _____.
D. consumer cost
The difference between all the benefits derived from a total product and all the costs of acquiring those benefits is known as _____.
D. customer value
Which term reflects the fact that most products in developed economies satisfy more than one need?
D. need set
Juan has segmented the market for boats and is currently analyzing each with respect to several factors, such as size, growth rate, competitor strength, fit with company image, distribution available, cost to serve, and risk before deciding which segment to target. Which step of market segmentation is Juan conducting?
D. selecting an attractive segment(s) to serve
J&J Produce is a distributor of fresh produce. They conducted a thorough analysis of its market and identified groups of consumers that had similar product-related needs. One particular market identified wanted fresh and unique produce, such as Swiss chard, radicchio, and exotic fruits, and they were willing to pay higher prices for these choices. J&J Produce decided to focus its marketing effort on this segment of the total market. This segment is J&J's _____.
D. target market
nouveaux riches
Doing the 'in thing' on a grand scale is important to this group
CRM: Skeptic
Doubts sincerity or effectiveness of CRM
CRM: Socially concerned
Driven by desire to help.
Which of the following aspects is evaluated when determining a firm's ability to meet customer needs?
E. All the above
_____ include(s) advertising, the sales force, public relations, packaging, and any other signal that the firm provides about itself and its products.
E. Marketing communications
An image of the product or brand in the consumer's mind relative to competing products and brands is referred to as the product's _____.
E. Position
Which of the following is included in marketing communications?
E. all of the above
Which of the following is part of the marketing mix?
E. all of the above
Which of the following is used by firms to influence consumers?
E. all of the above
Which of the following is used to evaluate the attractiveness of various market segments?
E. all of the above
Which of the following is NOT a critical question for developing marketing communications?
E. all of the above are critical questions
Which of the following is a key aspect regarding consumer behavior? A)Organizations are applying theories and information about consumer behavior on a daily basis. B)It is often necessary to conduct research. C)Consumer behavior is a complex, multidimensional process. D)Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society. E) all of the the above above
E. all of the the above above
Darren is conducting a market analysis for his business, and he has asked your advice on what he should be analyzing. Which of the following should he consider at this step of marketing strategy development?
E. all the above
Disney World in Orlando, FL has several theme parks, resorts, restaurants, and stores. Each is intentionally created to offer a memorable event for visitors. For example, the Wilderness Lodge is a large resort hotel on the grounds, and everything within it is made to look like log cabins and pioneer days. Even the casual restaurant has the wait staff dressed in pioneer costumes, and they put on funny little skits when they are waiting on customers. Which of the following best describes what Disney is selling?
E. an experience
Why is China very attractive to marketers around the world? A) because it represents a collective approach to marketing in contrast to the traditional individualist approach used in the United States and other western cultures B) Chinese consumers are very brand loyal C) they are the heaviest users of the Internet D) Chinese teens are easier to understand because they are less "trendy" than teenagers from other countries E) because of its massive population, rising income, and emerging youth market
E. because of its massive population, rising income, and emerging youth market
Marketing strategy begins with _____.
E. conducting a market analysis
Teresa is trying to understand her customers better. She is examining the external influences that shape her customers' self-concepts and lifestyles. Which of the following is a possible external influence Teresa could examine?
E. culture
Smaller women like to purchase fashionable clothes just as much as any women. However, most clothes are not proportioned for their smaller size and do not fit well. As a result, several manufacturers offer "petite" sizes of clothing for this group of consumers. Women who comprise this group have needs that differ somewhat from the total market and represent a _____.
E. market segment
Which outcome of marketing strategy produces the revenue necessary for the firm to continue in business?
E. sales and profits
Which is NOT a step in the consumer's decision process?
E. self-concept analysis
Mia is concerned how her marketing activities will affect individual consumers as well as society at large. Mia is implementing _____.
E. social marketing
Consumer Cost
Everything the consumer must surrender in order to receive the benefits of owning/using the product
Meshi
Exchange of business cards when two people meet. ( In Japan)
Product Position, Sales and Profits, and Customer Satisfaction
Firm Outcomes as a result of the marketing process
Lifestyle
How one lives, including the products one buys, how they use them,what one thinks about them, and how they feel about them.
Carlos is attempting to segment the market for his company's products. Where should he begin?
Identify product related need sets
Need Satisfaction and Injurious Consumtion
Individual Outcomes as a result of the marketing process
Setting appropriate levels for the marketing mix as a function of the segments being targeted and the market conditions that exist. How will you provide superior customer value to our target market?
Market Strategy
Product, Price, Communications, Distribution, and Services
Marketing Mix
What are the four major uses or applications of an understanding of consumer behavior?
Marketing Strategy, Regulatory Policy, Social Marketing, Informed Individuals
How will we provide superior customer value to our target market?
Marketing strategy
Thomas wants to gain a useable understanding of consumer behavior in order to help him become a more effective marketing manager. Which application of consumer behavior does this represent?
Marketing strategy
Cause-Related Marketing
Marketing that ties a company and its products to an issue or cause with the goal of improving sales or corporate image while providing benefits to the cause
What is typically necessary in any firm that desires to capture the loyalty of the gay community?
Must have internal policies that do not discriminate against gay employees.
Genrotographics
One segmentation approach to the mature market that incorporates aging processes and life events related to the physical health and mental outlook of older consumers
Cognitive age
One's perceived age, part of one's self-concept
Environment-Oriented Values
Prescribe a society's relationship to its economic and technical as well as its physical environment
Environment- oriented values
Prescribes a society's relationships with its economic, technical, and physical environment
Consumer Decision Process
Problem Recognition, Information Search, Alternative Evaluation and Selection, Outlet Selection and Purchase, and Post-purchase Process
Cohort analysis
Process of describing and explaining the attitudes, values, and behaviors of an age group as well as predicting its future attitudes, values, behaviors.
Gender Identity
Refers to the traits of femininity and masculinity
Other-Oriented Values
Reflect a society's view of the appropriate relationships between individuals and groups within that society
Other-oriented values
Reflect a society's view of the appropriate relationships between individuals and groups within that society.
Self-Oriented values
Reflect the objectives and approaches to life that individual members of society find desirable.
Self-Oriented Values
Reflect the objectives and approaches to life that the individual members of society find desirable
Various bodies exist to develop, interpret, and or implement policies designed to protect and aid customers such as the Nutrition Labeling and Education Act which is an example of a...
Regulatory Policy
Etiquette
Represents generally accepted ways of behaving in social situations
Target Market
Segments of the larger market on which we will focus our marketing effort
-------- is done to enhance the welfare of individuals or society without direct benefit to the firm
Social marketing
Economic, Physical Environment, and Social Welfare
Societal Outcomes as a result of the marketing process
Terminal Materialism
The acquisition of items for the sake of owning the item itself
Instrumental Materialism
The acquisition of things to enable one to do something
Instrumental materialism
The acquisition of things to enable one to do something.
Social Marketing
The application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole
Nonverbal Communication Systems
The arbitrary meanings a culture assigns actions events, and things other than words
Gender Role
The behaviors considered appropriate for males and females in a given society
Culture
The complex whole that includes knowledge, belief, art, law, morals, customs, and any other capabilities and habits acquired by humans as members of society
Culture
The complex whole that includes knowledge, beliefs, art, law, morals, customs, and any other capabilities acquired by humans as members of society. Includes almost everything that influences an individual's thought processes and behaviors.
Acculturation
The degree to which a n immigrant has adapted to his or her new culture
Power Distance
The degree to which people accept inequality in power, authority, status, and wealth as natural or inherent in society
Customer Value
The difference between all the benefits derived from a total product and all the costs of acquiring those benefits
Total Product
The entire marketing mix; product features, price, communications, distribution, and services
Family decision making
The process by which decisions that directly or indirectly involve two or more family members are made
Informed Individuals
The understanding of indirect influence attempts and knowing when to set limits on the strategies and tactics being used.
Polychronic time perspective
They view simultaneous involvement in many activities as natural. People and relationships take priority over schedules, activities occur at their own pace rather than according to a predetermined timetable.
ethnic subcultures
Those whose member's unique shared behaviors are based on a common racial, language, or national background
T/F A firm must fully understand its own ability to meet the customer needs.
True
T/F Consumer behavior is a complex, multidimensional process.
True
T/F Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society.
True
T/F Successful marketing decisions by firms, nonprofit organizations, and regulatory agencies require an understanding of the processes underlying consumer behavior.
True
T/F Successful marketing decisions require organizations to collect information about the specific consumers involved in the marketing decision at hand.
True
Competitor Analysis
Understanding the competition's capabilities and strategies
Conditions Analysis
Understanding the state of the economy, physical environment, government regulations, and technological developments
Gender
Used interchangeably with sex to determine whether a person in biologically a male or female
Injurious Consumption
When individuals or groups make consumption decisions that have negative consequences for their long run well being
Social class system
a hierarchal division of a society into relatively distinct and homogeneous groups with respect to attitudes, values, and lifestyles
Social Class System
a hierarchical division of a society into relatively distinct and homogeneous groups with respect to attitudes, values, and lifestyles
Market segment
a portion of a larger market whose needs differ somewhat from the larger market
Index of Social Position (ISP)
a two-item index that is well developed and widely used
conceptual model
a verbal or graphical explanation for how a system works or is organized
Chris and his friends go out every weekend and drink until they get drunk. They then drive home in that condition. Which type of consumption does this represent? a. injurious consumption b. severe consumption c. conspicuous consumption d. unethical consumption e. anti-social consumption
a. injurious consumption
Marketing strategy is formulated in terms of the marketing mix; that is, it involves determining the product, features, price, communications, distribution, and services that will provide customers with superior value. This entire set of characteristics is often referred to as the ____. a. total product b. customer value c. offering d. value proposition e. total value
a. total product
Subjective Discretionary Income (SDI)
an estimate by the consumer of how much money he or she has available to spend on nonessentials
Product position
an image of the product or brand in the consumer's mind relative to competing products and brands
Multi-item index
an individuals or family overall social position within a community
Which of the following is an internal influence on consumer behavior? a. culture b. family c. attitudes d. marketing activites e. reference groups
attitudes
Service
auxiliary or peripheral activities that are performed to enhance the primary product or primary service
A product's position refers to _____. a. its shelf location in retail stores b. an image of the product in the consumer's mind relative to competing products c. its price relative to other products in the firm's product line d. its price relative to competitors' products e. its stage in the product development process
b. an image of the product in the consumer's mind relative to competing products
Social marketing involves a. using group pressure to sell a product. b. applying marketing tactics to create behaviors that have a positive impact on target individuals or society. c. stressing the social desirability of owning or using a particular product or brand. d. showing how using a particular product or brand will enhance the consumers popularity. e. none of the above.
b. applying marketing tactics to create behaviors that have a positive impact on target individuals or society.
_____ is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. a. Marketing b. Consumer behavior c. Psychographics d. Demographics e. Psychology
b. consumer behavior
_____ is everything the consumer must surrender in order to receive the benefits of owning/using the product. a. Value b. Consumer cost c. Price d. Opportunity cost e. Value proposition
b. consumer cost
The product, price, communications, distribution, and services provided to the target market is referred to as the _____. a. need set b. marketing mix c. marketing set d. decision set e. value proposition
b. marketing mix
Barry is looking for a car that is dependable yet stylish enough to let others know that he has achieved a respectable status in his life and career. He also wants it to be a high-performance automobile. Dependability, status, and performance represent Barry's _____. a. self-image b. need set c. alter ego d. unarticulated needs e. lifestyle
b. need set
The totality of an individual's thoughts and feelings about him or herself is known as _____. a. lifestyle b. self-concept c. internal influences d. external influences e. consumption outcomes
b. self concept
Tacadoda Systems tracks consumers' online activity and delivers specific banners based on that activity. This tracking and ad delivery system has been installed on almost 3,000 websites, and advertisers pay on a pay-for-performance basis, which means that advertisers pay Tacoda Systems only when a consumer clicks on their ad. The tracking of online activity and delivery of ads based on that activity is called _____. a. click-throughs b. behavioral targeting c. spamming d. blogging e. cookie targeting
behavioral targeting
Norms
boundaries of acceptable behavior within society
Which is the first step in market segmentation? a. describe each group b. group customers with similar needs sets c. identify product-related need sets d. select an attractive segment to serve e. set objectives for segmenting
c. identify product related need sets
Which term reflects the fact that most products in developed economies satisfy more than one need? a. multiplicity b. duplicity c. need set d. need array e. none of the above.
c. need set
Which of the following is a societal outcome of marketing strategy and consumer behavior? a. sales b. need satisfaction c. social welfare d. customer satisfaction e. product position
c. social welfare
Mature Market
consumers 55 years of age and over
Voluntary Simplicity
consumers' efforts to reduce their reliance on consumption and material possessions
The difference between all the benefits derived from a total product and all the costs of acquiring those benefits is known as _____. a. price b. position c. consumer behavior d. customer value e. equity
d. consumer value
Which of the following is NOT true regarding consumer behavior? a. Organizations are applying theories and information about consumer behavior on a daily basis. b. It is often necessary to conduct research. c. Consumer behavior is a complex, multidimensional process. d. The overall model of consumer behavior presented in the text is accurate in predicting consumer behavior. e. Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society.
d. the overall model of consumer behavior presented in the text is accurate in predicting consumer behavior
Green Marketing
developing and promoting environmentally sound products and practices to gain a competitive edge
The rise of social media has: a. shifted power from marketers to consumers b. helped to strengthen the shift of power from consumers to marketers c. helped give rise to the development of online crowd seeking d. helped marketers like CVS listen and adapt to consumers in real time e. A and D
e. A and D
Which of the following is included in marketing communications? a. advertising b. sales force c. public relations d. packaging e. all of the above
e. all of the above
Darren is conducting a market analysis for his business, and he has asked your advice on what he should be analyzing. Which of the following should he consider at this step of marketing strategy development? a. the company's own ability to meet customer needs b. competitors' capabilities and strategies c. consumers' needs d. conditions in the market e. all of the above
e. all of they above
Disney World has several theme parks, resorts, restaurants, and stores. Each is intentionally created to offer a memorable event for visitors. For example, the Wilderness Lodge is a large resort hotel on the grounds, and everything within it is made to look like log cabins and pioneer days. Even the casual restaurant has the wait staff dressed in pioneer costumes, and they put on funny little skits when they are serving customers. Which of the following best describes what Disney is selling? a. a product b. a service c. a bundled product d. a bundled service e. an experience
e. an experience
Smaller women like to purchase fashionable clothes just as much as any woman. However, most clothes are not proportioned for their smaller size and do not fit well. As a result, several manufacturers offer "petite" sizes for this group of consumers. Women who comprise this group have needs that differ somewhat from the total market and represent a _____. a. demographic segment b. lifestyle segment c. market potential d. submarket e. market segment
e. market segment
A portion of a larger market whose needs differ somewhat from the larger market is a. a psychographic group. b. a demographic group. c. a perceptual group. d. a derived group. e. none of the above.
e. none of the above
An image of the product or brand in the consumer's mind relative to competing products and brands is referred to as the product& _____. a. equity b. extension c. message d. placement e. position
e. position
Mia is concerned how her marketing activities will affect individual consumers as well as society at large. Mia is implementing _____. a. conscientious marketing b. regulated marketing c. ethical marketing d. proactive marketing e. social marketing
e. social marketing
enviropreneurial marketing
environmentally friendly marketing practices, strategies, and tactics initiated by a firm to achieve a competitive differentiation
Single-item indexes
estimate social status on the basis of a single dimension such as education, income, or occupation
Consumer cost
everything the consumer must surrender in order to receive the benefits of owning/using the product. (owning a car: insurance, gas, maintenance, etc)
family household
having at least two members related by birth, marriage, or adoption , one of whom is the householder
Distribution
having the product available where target customers can buy it
Lifestyle
how one lives
cause-related marketing
marketing that ties a company and its products to an issue or cause with the goal of improving sales or corporate image while providing benefits to the cause
Gerontographics
one segmentation approach to the mature market that incorporates aging processes and life events related to the physical health and mental outlook of older consumers
Societal rank
one's position relative to others on one or more dimensions valued by society
Sanctions
penalties ranging from mild social disapproval to banishment from the group
Guanxi
personal connections/relationships on which an individual can draw to secure resources or advantages when doing business as well as in the course of social life
self-oriented values
reflect the objectives and approaches to life that the individual members of society find desirable
Consumer decision process
series of steps starting with: -Problem recognition -information search -alternative evaluation -purchase -use -post purchase evaluation
etiquette
the accepted rules of polite behavior
terminal materialism
the acquisition of items for the sake of owning the item itself. (art)
instrumental materialism
the acquisition of things to enable one to do something
Price
the amount of money one must pay to obtain the right to use the product
Non verbal communication system
the arbitrary meanings a culture assigns actions, events, and things other than words.
Gender Roles
the behaviors considered appropriate for males and females in a given society
Consumer Value
the difference between all the benefits derived from a total product and all costs of acquiring those benefits. It is critical that a firm consider value from the customer's perspective
Status crystalization
the more consistent an individual is on all status dimensions the greater the degree of this to the individual
Personal Space
the physical space individuals maintain between themselves and others
Globalization
the process by which businesses or other organizations develop international influence or start operating on an international scale.
Cohort Analysis
the process of describing and explaining the attitudes, values, and behaviors of an age group as well as predicting its future attitudes, values, and behaviors
Marketing mix
the product, price, communications, distribution, and services provided to the target market.
Target market
the segment(s) of the larger market on which we will focus our marketing efforts
Consumer Behavior
the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.
Need Set
used to reflect the fact that most products in developed economies satisfy more than one need
Behavioral Targeting
using online consumer tracking data to target advertisements and marketing offers to specific consumers
Injurious consumption
when individuals or groups make consumption decisions that have negative consequences for their long-run well-being. (over consumption of unhealthy products)
Cultural Values
widely held beliefs that affirm what is desirable
