Term
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Definition
| A mode of living as identified by a person’s activities, interests, and opinions. p.115 |
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Term
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Definition
| 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. p.98 |
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Term
| aspirational reference group |
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Definition
| A group that someone would like to join. p.108 |
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Term
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Definition
| A learned tendency to respond consistently toward a given object.p.122 |
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Term
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Definition
| An organized pattern of knowledge that an individual holds as true about his or her world. p.122 |
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Term
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Definition
| The practice of introducing new varieties, flavours, formats, or products under a brand name that is already well established in the market. p. 95 |
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Term
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Definition
| Inner tension that a consumer experiences after recognizing an inconsistency between behaviour and values or opinions. p.96 |
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Term
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Definition
| 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. p.90 |
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Term
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Definition
| The set of values, norms, attitudes, and other meaningful symbols that shape human behaviour and the artifacts, or products, of that behaviour as they are transmitted from one generation to the next. p.102 |
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Term
| evoked set (consideration set) |
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Definition
| Group of brands, resulting from an information search, from which a buyer can choose. p.94 |
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Term
| extensive decision making |
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Definition
| 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. p.99 |
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Term
| external information search |
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Definition
| The process of seeking information in the outside environment. p.92 |
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Term
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Definition
| The way an individual would like to be. p.114 |
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Term
| internal information search |
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Definition
| The process of recalling past information stored in the memory. p.92 |
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Term
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Definition
| The amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behaviour. p.98 |
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Term
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Definition
| A process that creates changes in behaviour, immediate or expected, through experience and practice. p.121 |
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Term
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Definition
| A mode of living as identified by a person’s activities, interests, and opinions. p.115 |
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Term
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Definition
| 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. p.98 |
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Term
| marketing-controlled information source |
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Definition
| A product information source that originates with marketers promoting the product. p.93 |
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Term
| Maslow’s hierarchy of needs |
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Definition
| A method of classifying human needs and motivations into five categories in ascending order of importance: physiological, safety, social, esteem, and self-actualization. p.119 |
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Term
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Definition
| A driving force that causes a person to take action to satisfy specific needs. p.119 |
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Term
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Definition
| Result of an imbalance between actual and desired states. p.90 |
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Term
| nonaspirational reference group |
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Definition
| A group with which an individual does not want to associate. p.108 |
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Term
| nonmarketing-controlled information source |
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Definition
| A product information source that is not associated with advertising or promotion. p.92 |
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Term
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Definition
| A value or attitude deemed acceptable by a group. p.108 |
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Term
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Definition
| An individual who influences the opinions of others. p.108 |
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Term
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Definition
| The process by which people select, organize, and interpret stimuli into a meaningful and coherent picture. p.116 |
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Term
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Definition
| A way of organizing and grouping the consistencies of an individual’s reactions to situations. p.114 |
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Term
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Definition
| A reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and fellow employees. p.108 |
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Term
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Definition
| The way an individual actually perceives himself or herself. p.114 |
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Term
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Definition
| A group in society that influences an individual’s purchasing behaviour. p.107 |
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Term
| routine response behaviour |
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Definition
| The type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time. p.98 |
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Term
| secondary membership group |
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Definition
| 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. p.108 |
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Term
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Definition
| A process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs. p.117 |
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Term
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Definition
| The process by which a consumer notices certain stimuli and ignores others. p.116 |
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Term
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Definition
| A process whereby a consumer remembers only that information which supports his or her personal beliefs. p.118 |
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Term
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Definition
| How consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations. p.114 |
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Term
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Definition
| 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 behavioural norms. p.105 |
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Term
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Definition
| How cultural values and norms are passed down to children. p.110 |
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Term
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Definition
| Any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing. p.90 |
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Term
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Definition
| A learned ability to differentiate among similar products. p.122 |
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Term
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Definition
| A form of learning that occurs when one response is extended to a second stimulus similar to the first. p.121 |
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Term
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Definition
| A homogeneous group of people who share elements of the overall culture as well as unique elements of their own group. p.104 |
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Term
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Definition
| The enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct. p.102 |
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Term
|
Definition
| Recognition of an unfulfilled need and a product that will satisfy it. p.90 |
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