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Consumer Behavior > Final > Flashcards

Final Flashcards

1
Q

innovation that has limited effect on existing consumption patterns

A

continuous innovation

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2
Q

innovation that has a pronounced effect on consumption practice and often involves a new technology

A

dynamically continuous innovation

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3
Q

offering that is so new that we have never known anything like it before

A

discontinuous innovation

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4
Q

new product, service, attribute, or idea that has utilitarian benefits that are different from or better than those of alternatives

A

functional innovation, hybrid cars

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5
Q

innovation that appeals to our aesthetic, pleasure seeking, and or sensory needs

A

hedonic or aesthetic innovation, new music

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6
Q

product, service, or attribute, or idea that has new social meaning

A

symbolic innovation, new clothes

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7
Q

actively involving consumers in creating value through participation in new product development, among other marketing activities

A

cocreation

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8
Q

purchase of innovation by an individual consumer or household

A

adoption

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9
Q

desire not to buy the innovation , even in the face of pressure to do so

A

resistance

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10
Q

purchase of an innovation based on considerable decision making effort

A

high effort hierarchy of effects

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11
Q

percentage of population that has adopted an innovation at a specific point in time

A

diffusion

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12
Q

diffusion curve characterized by slow initial growth followed by rapid increase in diffusion

A

s-shaped diffusion curve

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13
Q

diffusion curve characterized by rapid initial growth

A

exponential diffusion curve

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14
Q

conecpt that suggests that products go through an initial intro period followed by periods of sales growth, maturity, and decline

A

product life cycle

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15
Q

successful innovation that has a very short life cycle

A

fad

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16
Q

successful innovation that has a moderately long life cycle and potentially cyclical product life cycle

A

fashion

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17
Q

successful innovation that has a lengthy product life cycle

A

classic

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18
Q

benefits in an innovation superior to those found in existing products

A

relative advantage

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19
Q

finding use for a product that differs from products original intended use

A

use innovativeness

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20
Q

extent to which an innovation is consistent with ones needs, values, norms, or behaviors

A

compatibility

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21
Q

extent to which an innovation can be tried on limited basis before adoption

A

trialability

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22
Q

extent to which innovation is complicated and difficult to understand or use

A

complexity

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23
Q

extent to which an innovation can be observed or to which having others observe it has social cachet

A

social relevance

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24
Q

extent to which innovation follows established guidelines for what seems appropriate in the category

A

legitimacy

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25
Q

extent to which innovation can foster new styles

A

adaptability

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26
Q

extent to which consumers in the social system have positive attitudes towards change

A

modernity

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27
Q

3 characteristics of innovations

A

degree of novelty, benefits offered, breadth

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28
Q

high effort adoption

A

when consumers see risks, when innovation is discontinuous, many people involved in decision, form attitudes before trial

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29
Q

high risk tolerance, high social status, financial liquidity

A

innovators 2.5%

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30
Q

highest degree of opinion leadership, high social status, use judicious choice of adoption to help maintain central communication position

A

early adopters 13.5%

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31
Q

adopt after significantly longer period of time, above avg social status, contact w early adoptors

A

majority adopters 34%

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32
Q

adopt innovation after average participant, approach innovation with high degree of skepticism, little opinion leadership

A

late majority 34%

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33
Q

last to adopt, little to no opinion leadership, tend to focus on traditions

A

laggards 16%

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34
Q

diffusion shape associated with risk

A

s shaped

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35
Q

diffusion rate associated with little risk and switching cost is low

A

exponential

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36
Q

product life cycle

A

intro, growth (competitors enter, consumers adopt), maturity (weak competitors forced out, sales plateau), decline (acceptance wanes)

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37
Q

higher perceived value, relative advantage, innovative, lower costs, lower risks

A

more likely to be adopted

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38
Q

social relevance

A

observability, social value, legitimacy, adaptability

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39
Q

social system diffusion characteristics

A

modernity, homophily (faster when consumers similar to each other), physical distance, opinion leadership

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40
Q

natural grouping of objects that reflect our culture

A

cultural categories

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41
Q

ideas or values that specify how aspects of our culture are organized and/or how they should be perceived or evaluated

A

cultural principles

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42
Q

use of products to symbolize membership in social groups

A

emblematic function

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43
Q

use of products as symbols to help feel more comfortable in new role

A

role acquisition fuction

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44
Q

feedback from others that tells us whether we are fulfilling the role correctly

A

reflexive evaluaiton

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45
Q

use of products as symbols of our personal connections to significant people, events, or experiences

A

connectedness function

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46
Q

use of products as symbols to demonstrate our uniqueness

A

expressiveness function

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47
Q

set of multiple salient identities that reflects our self-concept

A

actual identity schema

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48
Q

set of ideas about how the identity would be indicated in its ideal form

A

ideal identity schema

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49
Q

stimulated by language cues, a consumer who identifies with more than one culture will activate the aspects of his or her self-concept that relates to that languages cultural backgroudn

A

frame switching

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50
Q

ritual we engage in when first acquire product that helps make it ours

A

possession ritual

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51
Q

ritual we engage in to bring out or maintain the best in special products

A

grooming ritual

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52
Q

ritual enacted at the disposition stage designed to wipe away all traces of our personal meaning with product

A

divestment ritual

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53
Q

people things and places that are set apart, revered, worshipped, and treated with great respect

A

sacred entities

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54
Q

things that are ordinary and hence have no special power

A

profane things

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55
Q

first stage of gift giving, when consider what to give someone

A

gestation stage

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56
Q

second stage of gift giving, when actually give the gift

A

presentation stage

57
Q

final stage of gift giving, when reevaluate relationship based on gift giving experience

A

reformulation stage

58
Q

consumption functions

A

emblematic, role acquisition, connectedness, expressiveness

59
Q

emblematic function relates to groups of

A

geographic, ethnic, social class, gender, reference group

60
Q

phases of role acquisition

A

separation with role leaving, transition to new identities and products, incorporation of new role and identity

61
Q

common transitions

A

marital, cultural, social status

62
Q

types of special possessions

A

brands, pets, memory laden, achievement symbols, collections

63
Q

characteristics of special possessions

A

not sold at market value, few/no subs, not discarded, not always used for original purpose, evoke powerful emotions, frequently personified

64
Q

special products have:

A

symbolic value, mood altering properties, instrumental importance

65
Q

sacred entities characteristics

A

involve mystery/myth, strong approach/avoidance, feeling of power, scarcity/exclusivity

66
Q

gestation stage

A

motives and emotions for giving, appropriateness and meaning, value, amt time spent searching

67
Q

presentation stage

A

ceremony, timing/surprise, attention to recipient, recipient reaction

68
Q

reformulation stage

A

relationship bonding, reciprocation

69
Q

offering perceived as new by consumers within market segment and that has an effect on existing consumption patterns

A

innovation

70
Q

deciding whether to put self-interest or the interests of others first

A

social dilemma

71
Q

deciding whether to put immediate interests or long-term interests first

A

temporal dilemma

72
Q

rules of acceptable conduct that guide individuals and organizations in making honest, fair, and respectful decisions about marketing activities

A

marketing ethics

73
Q

rules of acceptable conduct that apply to the range of consumer behaivors

A

consumer ethics

74
Q

excessive behavior typically brought on by a chemical dependency

A

addiction

75
Q

irresistible urge to perform an irrational act

A

compulsive behavior

76
Q

illegal market in which consumers pay often exorbitant amounts for items not readily available

A

black market

77
Q

theory that proposes that individuals have a drive to compare themselves with other people

A

social comparison theory

78
Q

misleading use of environmental claims for marketing purposes

A

greenwashing

79
Q

organized activity in which consumers avoid purchasing products or services from a company whose policies or practices are seen as unfair or unjust

A

boycott

80
Q

pair of individuals engaged in common activity such as a salesperson and consumer

A

interaction dyad

81
Q

in selling, organized memory structures used by salespersons to plan and carry out effective sales presentations

A

scripts

82
Q

ISTEA

A

model of adaptive selling: impression, strategy formulation, transmission, evaluation, adjustment

83
Q

source of selling influence based on superior knowledge

A

expert power

84
Q

source of influence based on consumers identification with salesperson

A

referent power

85
Q

added bonus paid to a retail salesperson by a manufacturer if a particular model is sold, “push money”

A

spiff

86
Q

theory that revs are maxed by charging each customer highest price willing to pay

A

price discrimination

87
Q

illegal combo of advertising and personal selling

A

bait and switch

88
Q

allow 3 days for consumers to cancel purchases made under high-pressure selling conditions

A

cooling off laws

89
Q

center for organizing purchasing, can consist of one or many individuals

A

decision making model

90
Q

basis for buying by bids from competing suppliers: detail exact product to be purchased

A

specifications

91
Q

another term for decision making unit

A

buying center

92
Q

arrangement in which suppliers and customers cooperate for long term advantages for each

A

relationship marketing

93
Q

pairing of salesperson and purchaser whose interrelationships are studied with respect to the exchanges taking place

A

buyer/seller dyad

94
Q

willingness to rely on a seller to serve the best interest of buyer: key determinant of longterm success of sales person

A

customer trust

95
Q

actions carried out in accordance with a socially acceptable personal code of justice and morality

A

ethical behavior

96
Q

Attitude formation occurs after trial

A

Low effort hierarchy of effects

97
Q

More readily adopted if

A

High perceived value, relative advantage, use innovativeness, low costs and risks

98
Q

3 traits Impact learning and diffusion

A

Compatibility, trialability, complexity

99
Q

Social relevance based on 4 factors

A

Observability, social value, legitimacy, adaptability

100
Q

Role acquisition phases

A

Separation, transition, incorporation

101
Q

Consumer bill of rights (8), santa comes home in california because rudolphs hurt

A

Safety, choose freely, be heard, informed, consumer education, satisfaction of basic needs, redress, healthy environment

102
Q

Corrective advertising

A

Forces marketer to run new ads to correct any deceptions still in consumers mind

103
Q

How much in losses due to consumer theft

A

Retail $37 B

104
Q

Black markets

A

Legal items in short supply, brands, illegal items

105
Q

4 Types of promotion

A

Advertising, publicity, sales promo, personal selling

106
Q

Promotion communication process

A

Source, ENCODE, transmit, receiver, DECODE, action

107
Q

Goals of promo communication

A

Stimulate Category need, brand awareness, brand attitude, brand purchase intention

108
Q

Info contact w promos is often incidental

A

True

109
Q

Salespeople w more creative selling and relationship building

A

Order getter

110
Q

Personal selling 3 ways

A

Face to face, telephone, video or web

111
Q

Steps in personal selling

A

Prospecting and qualifying, preaaproach, approach, presentation and demonstration, handling objections, closing, following up

112
Q

Buyers want solutions, salespeople should listen and respond w right products and services to solve customer problems

A

Need satisfaction approach

113
Q

Sales interaction process

A

Orientation, evaluation, consummation

114
Q

organizational buying behavior demand characteristics

A

derived, inelastic, joint, fluctuating

115
Q

organizational differences than consumer

A

not end user, dmu’s make purchase, large quantities, highly structured process, reciprocal buying, risky, complex, long term relationships, negotiation

116
Q

3 elements of org buyer behavior

A

structure, process, content

117
Q

org buying process

A

problem recognition, description of need, product specifications, supplier search, acquisition and analysis of proposals, supplier selection, selection of order routine, performance review

118
Q

new task buy

A

problem totally different than previous - lots of info needed

119
Q

modified rebuy

A

benefits by reevaluating alternatives - when displeased, limited problem solving stage

120
Q

straight rebuy

A

problem is recurring or continuing

121
Q

individuals make decisions not organizations

A

true

122
Q

economic choice criteria

A

performance, reliability, price

123
Q

social criteria

A

status, need for social belonging

124
Q

personal criteria

A

how product relates to individual psychologically

125
Q

industrial product users

A

prompt delivery, efficient and effective service

126
Q

engineering values

A

testing, standardization, product quality

127
Q

purchasing values

A

price advantage and economy, shipping and forwarding

128
Q

accept communication messages consistent w beliefs and attitudes

A

selective exposure

129
Q

filter out stimuli only to allow certain ones into cognition

A

selective attention

130
Q

interpret stimuli in terms of attitudes and beliefs, like the co so like the salesperson

A

selective perception

131
Q

recall info that pertains to own needs and dispositions

A

selective retention

132
Q

2 components to perceived risk

A

uncertainty about decision outcomes, magnitude of consequences associated with making wrong selection

133
Q

products classified into 4 types

A

materials, components, plant/equipment, MROs

134
Q

what percent of e-trade dollar value is B2B

A

80%

135
Q

traditional auction

A

looking for buyer

136
Q

reverse auction

A

looking for seller

137
Q

supply system provides materials and components as required

A

just in time purchasing

138
Q

several operating units within co have common requirements and there is opportunity to strengthen a position by bulk buying

A

centralized purchasing

139
Q

buyer persuades supplier to provide them with exactly whats needed

A

reverse marketing

Consumer Behavior (5 decks)

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