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AMA PCM - 3.1 > PCM Key Terms - 3.1 > Flashcards

PCM Key Terms - 3.1 Flashcards

2
Q

Antecedent States

A

One of the five situational influences with an effect on the purchase decision process, which includes the consumer’s mood and the amount of cash on hand

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3
Q

Attitude

A

learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way

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4
Q

Behavioral Learning

A

the process of developing automatic responses to a situation built up through repeated exposure to it

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5
Q

Beliefs

A

A consumer’s subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people.

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6
Q

Buying Behavior

A

The decision processes and actions of people involved in buying and using products

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7
Q

Cognitive Dissonance (Postpurchase Dissonance)

A

The feeling of post-purchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives

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8
Q

Cognitive Learning

A

Involves making connections between two or more ideas or simply observing the outcomes of others’ behavior and adjusting one’s own accordingly

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9
Q

Consideration Set (Evoked Set)

A

The group of brands that a consumer would consider acceptable from among all the brands of which he or she is aware in the product class

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10
Q

Consumer Behavior

A

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions

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11
Q

Consumer Socialization

A

The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers.

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12
Q

Cue

A

A stimulus or symbol perceived by customers

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13
Q

Decision Heuristics

A

Mental shortcuts that help consumers narrow down choices; examples include price, brand, and product presentation

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14
Q

Determinant Attributes

A

Product or service features that are important to the byer and on which competing brands or stores are perceived to differ

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15
Q

Dissociative Group

A

A group that a person wishes to maintain a distance from because of differece in values or behaviors

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16
Q

Drive

A

A need that moves an individual to action

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17
Q

Esteem Needs

A

Needs for respect and recognition from others as well as self-esteem, as sense of one’s own worth

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18
Q

Evaluative Criteria

A

Factors that represent both the objective attributes of a brand and the subjective ones a consumer uses to compare different products and brands

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19
Q

Extended Problem Solving

A

Problem solving in which each of the five stages of the consumer purchase decision process is used, including considerable time and effort on external information search and in identifying and evaluating alternatives. Used in high involvement purchases and decisions involving risk

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20
Q

External Locus of Control

A

Refers to when consumers believe that fate or other external factors control all outcomes

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21
Q

External Search

A

An information search in which buyers seek information from sources other than their memories

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22
Q

Family Life Cycle

A

consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors.

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23
Q

Financial Risk

A

Risk associated with a monetary outlay; includes the initial cost of the purchase, as well as the costs of using the item or service

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24
Q

Impulse Buying

A

An unplanned buying behavior resulting from a powerful urge to buy something immediately

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25
Q

Internal Locus of Control

A

Refers to when consumers believe they have some control over the outcomes of their actions, in which case they generally engage in more search activities

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26
Q

Internal Search

A

An information search in which buyers search their memories for information about products that might solve their problem

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27
Q

Involvement

A

The personal, social, and economic significance of the purchase to the consumer

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28
Q

Learning

A

Those behaviors that result from repeated experience and reasoning

29
Q

Lifestyle

A

A mode of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them

30
Q

Limited Problem Solving

A

Problem solving in which consumers typically seek some information or rely on a friend to help them evaluate alternatives

31
Q

Maslow’s Hierarchy of Needs

A

The five levels of needs that humans seek to satisfy, from most to least important:1) Physiological Needs, 2) Safety Needs, 3) Social Needs, 4) Esteem Needs, 5) Self-Actualization Needs

32
Q

Membership Group

A

A group to which a person actually belongs, including fraternities, and sororities, social clubs, and family

33
Q

Motivation

A

The energizing force that stimulates behavior to satisfy a need

34
Q

Opinion Leaders

A

Individuals who exert direct or indirect social influence over others

35
Q

Perceived Risk

A

The anxieties felt because the consumer cannot anticipate the outcomes of a purchase but believes that there may be negative consequences

36
Q

Perception

A

The process by which an individual selects, organizes, and interprets information to create an meaningful picture of the world

37
Q

Performance Risk

A

Involves the perceived danger inherent in a poorly performing product or service

38
Q

Personality

A

A person’s consistent behaviors or responses to recurring situations

39
Q

Physiological Needs

A

Requirements for survival, such as food, water, sex, clothing, and shelter

40
Q

Physiological Risk

A

The fear of an actual harm should a product not perform properly

41
Q

Problem Recognition

A

The initial step in the purchase decision process; perceiving a difference between a person’s ideal and actual situations big enough to trigger a decision

42
Q

Psychographics

A

An analysis of consumer lifestyle, combining psychology, lifestyle and demographics, that provides insight into consumer needs and wants.

43
Q

Psychological Needs

A

Needs pertaining to the personal gratification consumers associate with a product or service

44
Q

Psychological Risk

A

Risk associated to the way people feel if the product or service does not convey the right image

45
Q

Purchase Task

A

The reason for engaging in the decision; one of the five situational influences with an effect on the purchase decision process

46
Q

Reference Groups

A

People to whom an individual looks as a basis for self-appraisal or as a source of personal standards

47
Q

Reinforcement

A

The reward received by a consumer as a result of a successful response

48
Q

Response

A

The action taken by the consumer to satisfy the drive

49
Q

Routinized Response Behavior

A

A consumer problem-solving process used when buying frequently purchased, low-cost items that require very little search-and-decision effort

50
Q

Safety Needs

A

Needs for protection and physical well-being, such as security and freedom from physical and emotional pain and suffering

51
Q

Selective Retention

A

The concept that consumers do not remember all the information they see, read, or hear, even minutes after exposure to it

52
Q

Self-Actualization Needs

A

The need to grow and develop and to become all that one is capable of becoming

53
Q

Self-Concept

A

The way people see themselves and the way they believe others see them

54
Q

Situational Influences

A

Influences that result from circumstances, time, and location that affect the consumer buying decision process

55
Q

Social Class

A

The relatively permanent, homogenous divisions in a society into which people sharing similar values, interests and behavior can be grouped

56
Q

Social Influences

A

The forces other people exert on oneÕs buying behavior

57
Q

Social Needs

A

The human requirements for love and affection and a sense of belonging

58
Q

Social Risk

A

The fears that consumers suffer when they worry that others might not regard their purchases positively

59
Q

Social Stratification

A

The process that exists in all societies, wherein people rank others into higher and lower positions of respect. This results in social classes.

60
Q

Spokesperson

A

An individual chosen by a firm to represent their product(s), such as an actor or sports figure

61
Q

Subculture

A

Subgroups within the larger or national culture that have unique values, ideas, and attitudes

62
Q

Subliminal Perception

A

Seeing or hearing messages without being aware of them

63
Q

Temporal Effects

A

One of the five situational influences with an effect on the purchase decision process, which includes the time of day or the amount of time available

64
Q

The 5-Stage Purchase Decision Process (Problem Recognition, Information Search, Alternative Evaluation, Purchase Decision, Postpurchase Behavior)

A

The five stages a buyer passes through in making choices about which products and services to buy: 1) Problem Recognition, 2) Information Search, 3) Alternative Evaluation, 4) Purchase, 5) Postpurchase Evaluation

65
Q

Universal Set

A

Includes all possible choices for a product category

66
Q

Value and Lifestyle Survey (VALS)

A

A psychographic Tool developed by SRI Consulting Business Intelligence; classifies consumers into eight segments: innovators, thinkers, believers, achievers, strivers, experiencers, makers, or survivors (http://www.strategicbusinessinsights.com/vals/)

67
Q

Word of Mouth

A

The influencing of people during conversations

AMA PCM - 3.1 (1 decks)

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