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ROMA > MKT 310- Exam 1 > Flashcards

MKT 310- Exam 1 Flashcards

1
Q

consumers are interested primarily in product availability at low prices

A

the production concept

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2
Q

the behavior that consumers display in searching & purchasing, using & evaluating, disposing of products/ services

A

consumer behavior

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3
Q

the individual who buys goods and services for:
- his or her own use
- for household use
- for the use of a family member
- for a friend

A

personal consumer- B2B

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4
Q

the production concept marketing objectives: (3)

A
  • cheap, efficient production
  • intensive distribution
  • market expansion
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5
Q

consumers will buy the product that offers them the highest quality, the best performance, and the most features

A

the product concept

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6
Q

the product concept marketing objectives: (2)

A
  • quality improvement
  • addition of features
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7
Q

consumers are unlikely to buy a product unless they are aggressively persuaded to do so

A

the selling concept

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8
Q

the selling concept marketing objectives: (1)

A

sell in the short term

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9
Q

the marketing concept marketing objectives: (2)

A
  • make what you can sell
  • focus on buyer’s needs and wants
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10
Q

a company must determine:
- the needs and wants of specific target markets
- deliver the desired satisfactions better than the competition

A

the marketing concept

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11
Q

the ratio between perceived benefits & resources

A

customer value

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12
Q

the individual’s perception of the performance of the product or service in relation to his or her expectations

A

customer satisfaction

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13
Q

a business, government agency, or other institutions (profit or nonprofit) that buy goods, services, and/or equipment necessary for the organization to function

A

organizational consumer

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14
Q

The objective of providing value is to retain highly satisfied customers
- loyal customers are key

A

customer retention

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15
Q

____ are the essence of the marketing concept
(marketers do not create but can make consumers aware of it)

A

needs

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16
Q

physiological needs that are considered primary needs or motives
- ex: food, water, air, shelter

A

innate needs

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17
Q

learned in response to our culture or environment. are generally psychological and considered secondary needs
- ex: ego or social needs

A

acquired needs

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18
Q

general categories of goals that consumers see as a way to fulfill their needs

A

generic goals

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19
Q

specifically branded products or services that consumers select as their goals

A

product-specific goals

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20
Q

What type of focus:

people interested in their growth and development, have more hopes and aspirations
- more projected for the future
- product category

A

promotion focus

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21
Q

what type of focus:

people interested on safety and security, are more concerned with duties and obligations

A

prevention focus

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22
Q

consumers select goals based on totally objective criteria such as size, weight, price, or miles per gallon

A

rationality motives
(more educated people)

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23
Q

the selection of goals according to personal or subjective criteria

A

emotional motives

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24
Q

physiological needs
safety & security needs
social needs
ego needs
self- actualization

Bottom to top

A

maslow’s hierarchy of needs

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25
Q

unconscious needs or drives are at the heart of human motivation

what theory?

A

freudian theory

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26
Q
  • we seek goals to overcome feeling of inferiority
  • we continually attempt to establish relationships with others to reduce tensions
A

Neo-Freudian Personality Theory

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27
Q

social relationships are fundamental to the formation and development of personality

what theory?

A

Neo-Freudian personality theory

28
Q

Distinctive patterns of behavior, thoughts, emotions that characterize individual’s adaptation to situations of life

A

personality

29
Q

quantitative approach to personality as a set of psychological traits

A

trait theory

30
Q

warehouse of primitive or instinctual needs for which individual seek immediate satisfaction

(freudian theory)

A

Id

31
Q

individual’s internal expression of society’s moral and ethical codes of conduct
- satisfy the Id without breaking morals
- all levels of consciousness

A

superego
(freudian theory)

32
Q

individual’s conscious control that balances the demands of the id and superego

A

Ego
(freudian theory)

33
Q

focuses on child-parent relationships and desires to conquer feelings of anxiety

A

Karen Horney’s theory

34
Q
  • compliant move toward others, they desire to be loved, wanted, and appreciated
  • aggressive move against others
  • detached move away from others
A

karen horneys theory 3 personality groups

35
Q
  • personality theory with a focus on psychological characteristics
  • trait is any distinguishing, relatively enduring way in which one individual differs from another
A

trait theory

36
Q

a personal value that reflects the importance a consumer places on the acquisition and possession of material objects

A

consumer materialism

37
Q

Somewhere between materialism and compulsion, with respect to buying or possessing objects, is the notion of being fixated with regard to consuming or possessing
- realm of normal and socially acceptable behavior (share product with the others with similar interest)

A

fixated consumption behavior

38
Q

Inappropriate, typically excessive, and clearly disruptive to the lives of individuals who appear impulsively driven to consume.
- “addicted” or “out of control” consumers
- compulsive buying

A

compulsive consumption behavior

39
Q

the process by which an individual selects, organizes, and interprets stimuli into a meaningful and coherent picture of the world

A

perception

40
Q

the immediate and direct response of the sensory organs to stimuli
- __ depends on the energy change within an environment

A

sensation

41
Q

the lowest level at which an individual can experience a sensation
- as the stimuli increase, so does _

A

the absolute threshold
(ex: if you live in a high area traffic you will overtime get used to it so you wont pay attention to it (block it out) over a certain amount of time –> becomes your normal)

42
Q

minimal difference that can be detected between two similar stimuli

A

differential threshold
(ex: if I introduce a high price discount you don’t have room to add another discount instead of starting at a low discount and getting higher)

43
Q

states that the stronger the initial stimulus, the greater the additional intensity needed for the second stimulus to be perceived as different

A

weber’s law

44
Q

aspects of perception
(3)

A
  • selection
  • organization
  • interpretation
45
Q

based on observable behaviors (responses) that occur as the result of exposure to stimuli

A

behavioral theories

46
Q

holds that the kind of learning most characteristic of human beings is problem solving, which enables individuals to gain some control over their environment

A

cognitive learning theory

47
Q

a behavioral learning theory according to which a stimulus is paired with another stimulus that elicits a known response that serves to produce the same response when used alone

A

classical conditioning

48
Q
  • increases the association between the conditioned and unconditioned stimulus
  • slows the pace of forgetting
A

repetition
(strategic applications of classical conditioning)

49
Q

a behavioral theory of learning based on a trail-and-error process, with habits forced as the result of positive experiences resulting from certain responses or behaviors

A

instrumental (operant) conditioning

50
Q

a process by which individuals observe how others behave in response to certain stimuli and reinforcements.

A

observational learning

51
Q

by the order in which it is acquired
(type of retention)

A

episodically

52
Q

according to significant concepts
- integration of new data with previous experience
(type of retention)

A

semantically

53
Q

total package of associations is called a ___

A

schema

54
Q

information is stored in long-term memory

A

retention

55
Q

based on hemispheres lateralization
- right and left hemispheres of the brain specialize in the kinds of information they process

A

involvement theory

56
Q

what side of the brain:

rational, realistic
- stores verbal information

A

left side

57
Q

what side of the brain:

emotional, impulsive, intuitive
- stores nonverbal, pictorial information

A

right side

58
Q

consumers seek out messages which:
- are pleasant
- they can sympathize
- reassure them of good purchases

A

selective exposure

59
Q

selective exposure works at the same time as ___

A

perceptual defense

60
Q
  • consumers prefer different messages & mediums
A

selective attention

61
Q

consumers avoid being bombarded by advertising

A

perceptual blocking

62
Q
  • people tend to organize perceptions into _____ relationships
  • the ground is usually indistinct
  • marketers usually design so the figure is the noticed stimuli
A

figure and ground

63
Q

the behavior that consumers display in searching & purchasing, using & evaluating, disposing of products/ services

A

consumer behavior

64
Q

the behavior that consumers display in searching & purchasing, using & evaluating, disposing of products/ services

A

consumer behavior

65
Q

the behavior that consumers display in searching & purchasing, using & evaluating, disposing of products/ services

A

consumer behavior

ROMA (9 decks)

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