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| The process involved when individuals or groups select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires. |
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| The relative importance of perceived consequences of the purchase to a consumer. As a rule, we are more involved in the decision making process for products that we think are risky in some way. |
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| The belief that choice of a product has potentially negative consequences, whether financial, physical, and/or social. Ex: you may where skecher sneakers to an interview and the interviewer might not like your shows meaning you don't get the job. |
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| The process that occurs whenever the consumer sees a significant difference between his current state of affairs and some desired or ideal state; this recognition initiates the decision making process. |
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| The process whereby a consumer searches for appropriate information to make a reasonable decision. Ex: looking at consumer reports when you want to buy a car, as well as brochures from car dealerships, etc. |
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| The dimensions consumers use to compare competing product alternatives such as power, comfort, price, style, safety, etc. |
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| A mental rule of thumb that leads to a speedy decision by simplyfying the process such as price=quality or brand loyalty. |
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| A pattern of repeated product purchases , accompanied by an underlying positive attitude toward the brand, tht is based on the belief that the brand makes products superior to those of its competition. |
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| A specific heuristic where we believe product possesses certain characteristics simply because it comes from a certain country. Ex: Honda as japanese made vehicles are considered more reliable than American made vehicles to many, and vice versa. |
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| Consumer satisfaction/dissatisfaction |
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| The overall feelings or attitude a person has about a product after purchasing it. |
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| The anxiety or regret a consumer may feel after choosing among several similar attractive choices. |
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| The process by which people select, organize and interpret information from the outside world. |
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| The extent to which a stimulus is capable of being registered by a person's sensory receptors. |
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| Supposedly hidden messages in marketer's communications. |
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| The extent to which a person devotes mental processing to a particular stimulus. |
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| The process of assigning meaning to a stimulus based on prior associations a person has with it and assumptions he makes about it. |
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| An internal state that drives us to satisfy needs by activating goal-oriented behavior. Ex: My old car sucks I want a new one to look cool, so I will start saving my money for one. |
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| An approach that categorizes motives according to 5 levels of importance, the more basic needs being on the bottom of the hierarchy, and the higher needs on the top. |
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| A relatively permanent change in behavior cause by acquired information or experience. |
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| Behavioral Learning Theories |
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| Theories of learning that focus on hoe consumer behavior is changed by external events or stimuli. |
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| The learning that occurs when a stimulus eliciting a response is paired with another swtimulus tht does not initally elicit a response on its own but will cause a similar response over time because of its association with the first stimulus. Ex: Pavlov's Dog, the ringing of the bell with food elicits the dogs to salivate, after time the dogs will salivate without the food and just the ringing of the bell. |
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| Learning that occurs as the result of rewards of punishments |
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| Behavior caused by a reaction to one stimulus occurs in the presence of other similar stimuli. Ex: Dole produced juices and juice bars with their name on it to associate it with their already popular fruit line. |
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| Cognitive Learning Theory |
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| Theory of learning that stresses the importance of internal mental processes and that views people as problem solvers who actively use information from the world around them to master their environment. |
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| Learning that occurs when people watch the actions of others and note what happens to them as a result. Ex: Well muscled men and women using gym equipment. |
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| A learned pre-disposition to respond favorably6 or unfavorably to stimuli on the basis of relatively enduring evaluations of people, objects and issues. |
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| The feeling component of attitudes; refers to the overall emotional response a person has to a product. |
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| The knowing component of attitudes; refers to the beliefs or knowledge a person has about a product and its important characteristics. |
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| The doing component of attitudes; involves a consumer's intention to do something,such as the intention to use or purchase a certain product. |
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| The set of unique psychological characteristics that consistently influence the way a person responds to situations in the environment; includes innovativeness, materialism, self-confidence sociability, need for cognition. |
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| An individual's self-image that is composed of a mixture of beliefs, observations, and feelings about personal attributes. |
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| A means of characterizing consumers within a family structure on the basis of different stages through which people pass as they get older. |
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| The pattern of living that determines how people choose to spend their time, money and energy and that reflects their values, tastes and preferences. |
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| The use of pshycological, sociological, and anthropological factors to construct market segments. |
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| The values, beliefs, customs and tastes a group of people values. |
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| A group within a society whose members share set of beliefs, characteristics, or common experiences. Ex: Trekkies. |
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| A broad philosophy and social movement that seeks conservation and improvement of the natural environment. |
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| A global agreement among countries that aims at reducing greenhouse gases that create climate change. |
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| Environmental Stewardship |
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| A position taken by an organization to protect or enhance the natural environment as it conducts its business activities. |
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| A marketing strategy that supports environmental stewardship by creating a differential benefit in the minds of consumers. |
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| Environmentally-friendly claims that are exaggerated or untrue. |
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| The overall rank or social standing of groups of people within a society according to the value assigned to factors such as family background, education, occupation, and income. |
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| Visible Markers that provide a way for people to flaunt their membership in higher social classes (or atleast to make others believe they are members). |
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| The hundreds of millions of global consumers who now enjoy a level of purchasing power that's sufficient to let them afford high-quality products excpet for big-ticket items like college educations, housing, or luxury cars. |
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| An actual or imaginary individual or group that has a significant effect on an individual's evaluations, aspirations or behavior. |
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| A person who is frequently able to influence others' attitudes or behaviors by virtue of his active interest and expertise in one or more product categories. |
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| Society's expectations regarding the appropriate attitudes, behaviors, and appearance for men and women. |
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| A change in beliefs or actions as a reaction to real or imagined group pressure. |
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| A straight, urban male who is keenly interest in fashion, home design, gourmet cooking and personal care. |
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| Consumer-to-Consumer (C2C) E-Commerce |
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| Communications and purchases that occur among individuals without directly involving the manufacturer or retailer. Ex: Ebay |
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| A group of consumers who share a set of social relationships based upon usage or interest in a product. |
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| A group of people who share a lifestyle and who can identify with each other because of a shared allegiance to an activity or a product. |
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