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Marketing ch 5
consumer behavior
17
Marketing
Undergraduate 2
01/26/2011

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Term
consumer buyer behavior
Definition
buying behavior of final consumers-individuals and households who buy goods and services for personal consumption
Term
culture
Definition
the most basic cause of a person's wants and behavior
Term
subcultures
Definition
groups of people with shared value systems based on common life experiences and situations
Term
social classes
Definition
society's relatively permanent and ordered divisions whose members share similar values, interests and behaviors
Term
opinion leaders
Definition
people within a reference group who, because of special skills, knowledge, personality and other characteristics exert social influence on others
Term
online social networks
Definition
online spaces where people socialize or exchange information and opinions
Term
role
Definition
activities people are expected to perform
Term
personality
Definition
unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment
Term
brand personality
Definition
specific mix of human traits that may be attributed to a particular brand
Term
self-concept
Definition
people's possessions contribute to and reflect their identities; "we are what we have"
Term
motive
Definition
need that is sufficiently pressing to direct the person to seek satisfaction
Term
motivation research
Definition
qualitative research designed to probe consumers' hidden, subconscious motivations
Term
perception
Definition
process by which people select, organize, and interpret information to form a meaningful picture of the world
Term
selective attention
Definition
tendency for people to screen out most of the information to which they are exposed
Term
selective distortion
Definition
tendency of people to interpret information in a way that will support what they already believe
Term
selective retention
Definition
retaining of information that supports their attitudes and beliefs
Term
subliminal advertising
Definition
marketing messages received without consumers knowing it
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