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Lecture 3 Flashcards

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1
Q

Consumer Behavior

A

Study of why people shop and use products.

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2
Q

Situational Factors

A

External conditions influencing consumer purchasing decisions.

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3
Q

Atmospherics

A

Physical aspects retailers control in selling environments.

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4
Q

Store Location

A

Physical site affecting consumer shopping behavior.

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5
Q

Social Situation

A

Circumstances influencing consumer behavior and purchases.

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6
Q

Time

A

Right product available at the right moment.

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7
Q

Mood

A

Emotional state affecting spending patterns.

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8
Q

Economic Situation

A

Financial conditions impacting consumer buying habits.

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9
Q

Emergency Purchase

A

Buying due to urgent needs or situations.

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10
Q

Gift Purchase

A

Buying for special occasions or others.

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11
Q

Personality

A

Individual traits influencing consumer behavior.

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12
Q

Big Five Traits

A

Openness, Conscientiousness, Extraversion, Agreeableness, Neuroticism.

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13
Q

Self-Concept

A

How individuals perceive themselves affects buying.

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14
Q

Ideal Self

A

Desired self-image influencing product purchases.

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15
Q

Web Visits

A

Data collection method analyzing online consumer behavior.

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16
Q

Surveys

A

Research tool for gathering consumer preferences.

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17
Q

Psychological Profiles

A

Analysis of consumer mindset and behavior patterns.

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18
Q

Gender-Based Shopping Differences

A

Men prefer efficiency; women prefer diverse browsing.

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19
Q

Chronological Age

A

A person’s age measured in years.

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20
Q

Cognitive Age

A

Age a buyer perceives themselves to be.

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21
Q

Lifestyle Research

A

Companies assess preferences, priorities, and social interactions.

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22
Q

Psychographics

A

Combines lifestyle traits with personality and values.

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23
Q

Motivation

A

Inward drive to fulfill needs and desires.

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24
Q

Maslow’s Hierarchy of Needs

A

Framework outlining human motivation needs.
Physiological, safety, social, evaluation, self actualization

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25
Maslow's Hierarchy of Needs Physiological Needs
Basic requirements like food, water, and sleep.
26
Maslow's Hierarchy of Needs Safety Needs
Desire for security and protection from harm.
27
Maslow's Hierarchy of Needs Social Needs
Need for love, acceptance, and companionship.
28
Maslow's Hierarchy of Needs Esteem Needs
Desire for respect and recognition from others.
29
Maslow's Hierarchy of Needs Self-Actualization Needs
Realizing one's full potential and capabilities.
30
Perception
Interpretation of the world through senses.
31
Selective Attention
Filtering out irrelevant information during perception.
32
Selective Retention
Forgetting information that contradicts personal beliefs.
33
Shock Advertising
Surprising stimuli to enhance message retention.
34
Subliminal Advertising
Stealthy messages embedded in media; often banned.
35
Operant Conditioning
Behavior repeated when rewarded; encourages consumer actions.
36
Gamification
Incorporating game elements to enhance product engagement.
37
Attitudes
Enduring evaluations towards products or ideas.
38
Subculture
Distinct group within a culture sharing common traits.
39
Social Class
Group defined by social, economic, or educational status.
40
Reference Groups
Groups consumers identify with or aspire to join.
41
Opinion Leaders
Experts whose opinions influence consumer purchases.
42
Influencers
Individuals impacting buying decisions via online presence.
43
Family Influence
Family dynamics significantly affect purchasing behavior.
44
Situational Influences
Temporary conditions affecting buyer behavior.
45
Self-Enhancement Purchases
Products bought to improve self-image.
46
Demographic Influencers
Gender, age, and lifestyle affect shopping habits.
47
Maslow's Hierarchy of Needs
Basic needs prioritized over wants in behavior.
48
Learning Process
Behavior change from product information or experience.
49
Consumer Attitudes
Enduring mental positions based on values and beliefs.
50
Cultural Influence
Culture shapes lifestyle and purchasing decisions.
51
Social Class Impact
Similar purchasing behaviors within the same social class.
52
Reference Groups
Groups consumers identify with and aspire to join.
53
Routine Response Behavior
Automatic purchases based on past information.
54
Impulse Buying
Unplanned purchases made spontaneously.
55
Low-Involvement Decisions
Choices for low-risk, low-cost products.
56
High-Involvement Decisions
Choices for high-risk, high-cost products.
57
Limited Problem Solving
Searching for additional information before buying.
58
Extended Problem Solving
In-depth information gathering before making decisions.
59
Postpurchase Dissonance
Doubt about purchase satisfaction after buying.
60
Purchasing Process Stages
Need recognition Search for Product Information Product evaluation Product choices and purchase Postpurchase use and evaluation Disposal of product
61
Need Recognition
Realizing a need for a product.
62
Search for Product Information
Researching options and gathering product details.
63
Product Evaluation
Assessing products based on criteria and preferences.
64
Awareness
Realization of a need or problem by consumer.
65
Consideration
Searching for solutions and evaluating options.
66
Intent
Decision made on a specific product or service.
67
Purchase
Transaction where consumer buys the product.
68
Post-Purchase
Evaluation of quality and value after purchase.
69
Customer Journey
A buyer's experience throughout the purchasing process.
70
Consumer Behavior
Study of reasons behind purchasing and disposal.
71
Low-Involvement Products
Inexpensive items with low purchase risk.
72
High-Involvement Products
Complex items with high purchase risk.
73
Limited-Involvement Products
Moderate risk and cost items.
74
Customer Journey Maps
Visual tools to understand customer experiences.
75
Derived Demand
Demand based on another product's need.
76
Fluctuating Demand
Small consumer demand changes impact businesses significantly.
77
Joint Demand
Increased demand for one product raises another's demand.
78
Postpurchase Use
Assessment of product satisfaction after acquisition.
79
Disposal of Product
Options include throwing away or reselling item.
80
Personal Selling
Direct sales approach for large transactions.
81
Complexity in B2B
Business products often require custom solutions.
82
Business Customers
Differ from consumers in transaction size and complexity.
83
Emotional Experience
Feelings during each stage of the purchasing journey.
84
Buying Phases
Stages include need realization, information search, and evaluation.
85
B2C Markets
Business-to-consumer markets with many customers.
86
B2B Markets
Business-to-business markets with fewer customers.
87
Producers
Businesses that transform goods into products.
88
Resellers
Companies selling goods without changing them.
89
Value-Added Resellers (VARS)
Customize products and sell at higher prices.
90
Government Markets
Governments are large buyers of goods.
91
Procurement Policies
Each government agency has unique buying rules.
92
Sealed Bids
Bids submitted for government contracts are sealed.
93
Interpersonal Factors
Personal dynamics influence B2B buying decisions.
94
Strategic B2B Marketing
B2B marketing involves strategic customer information gathering.
95
Institutional Markets
Nonprofits and organizations buying in large quantities.
96
Holding Costs
Lower costs allow institutions to serve more.

MKTG (6 decks)

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