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Consumer Behavior > Test 1 > Flashcards

Test 1 Flashcards

(72 cards)

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1
Q

Who studies consumer behavior?

A

Marketers, social organizations, public policy makers, consumers, academics

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2
Q

Advertising, sales promos, publicity, special events, email, websites, cell phone social media wrt social influence

A

Lower in credibility, higher in reach

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3
Q

News, critiques, external endorsements, program content, cultural heroes, clubs, social media

A

High in reach and credibility

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4
Q

Salespeople, service reps, customer service agents

A

Low in credibility and reach

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5
Q

Family, friends, acquaintances, coworkers

A

High in credibility and low in reach

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6
Q

Someone who acts as info broker between mass media and opinions and behaviors of individual group

A

Opinion leader

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7
Q

MAP TRIP

A

Motivated, activities, process, timing and complexity, rolls, influenced by external factors, people (diff for different people)

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8
Q

A group that we admire and desire to be like

A

Aspirational reference group

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9
Q

Group of people we compare ourselves with for information regarding behavior and attitudes or value

A

Reference group

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10
Q

The group to which we currently belong, family, friends

A

Associative reference group

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11
Q

The group we do not want to emulate

A

Dissociative reference group

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12
Q

Characteristics of reference groups

A

Degree of contact, formality, Homophily, group attractiveness, density, degree of identification

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13
Q

Process by which we learn to become consumers income to know the value of money

A

Consumer socialization

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14
Q

To meet other people’s expectations to conform to others behaviors

A

Normative influence

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15
Q

Make a small request and then a larger one

A

Foot in the door technique

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16
Q

First make large request then a small one

A

Door in the face technique

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17
Q

Extent to which sources of influence consumers by simply providing information, word of mouth, packaging

A

Informational influence

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18
Q

Smallest percentage of US population

A

Ages 18 to 24

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19
Q

Largest percentage of US population

A

ages 45 to 64

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20
Q

goal that stresses self assertiveness, self-efficacy, strength and no emotion, masculine

A

agentic goal

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21
Q

Goal stresses affiliation and fostering her movies relationships with others submissiveness emotionality and home orientation, femenine

A

Communal goal

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22
Q

Woman acquisition and consumption behavior

A

Deliberate and thorough research

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23
Q

Male acquisition and consumption behavior

A

Driven by themes simple heuristics

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24
Q

True or false it is more important to cater to males masculinity than females femininity

A

True

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25
Grouping consumers according to common characteristics using statistical techniques, consumers in the same neighborhood's tend to buy similar cars homes appliances
Clustering
26
Learning how to adopt to a new culture via social interaction, modeling behavior, reinforcement for certain behaviors
Acculturation
27
Strategies used to appeal to variety of cultures at the same time
Multicultural marketing
28
The more everyone puts forth and trying to communicate with the group the more positive the reaction
Accommodation Theory
29
Changing trends in US households structures
Delayed marriage, cohabitation, dual-career families, divorce, smaller families, same-sex couples
30
Roles that relate to tasks affecting the buying decision
Instrumental rolls
31
Roles that involve indication of the family norms
Expressive roles
32
Household member who collects and controls information important to the decision
Gatekeeper
33
Household members who try to express their opinions and influence the decision
Influencer
34
Person or persons who actually determine which product or service will be chosen
Decider
35
Household member who physically acquires the product or service
Buyer
36
Household members who consume the product
User
37
Decision equally likely to be made by husband and wife but not both
Autonomic decision
38
Decision made jointly by husband and wife
Syncratic decision
39
Trends that star in the upper classes and then are copied by lower classes
Trickle-down effect
40
A hierarchal division of a society into relatively distinct and homogeneous groups with respect to attitudes values and lifestyles
Social class system
41
Once position relative to others on one or more dimensions valued by society
Societal rank
42
Degree or prestige attached to his position in society, Brands used as cue for positioning
Social status
43
How to achieve upward mobility
Education
44
What causes downward mobility
Job loss
45
Fear that kids will be in as high of a social class
Status panic
46
Disappearance of class distinctions and causes
Social class fragmentation...blurred class divisions, mass media exposing to other classes, advances in technology
47
Acquisition and display of us is to show off one status
Conspicuous consumption
48
Product or service that tells others about someone's social class standing
Status symbol
49
Status symbols that start in the lower social class and move upward
Parody display, trucker hat
50
Symbol that becomes widely adopted that it loses its status
Fraudulent symbol, subtler coach logo
51
Consumer behavior of buying products or services to upset frustration or difficulties in life, restoring self-esteem
Compensatory consumption
52
True or false: positive emotions when buying an experienced last longer than the good feelings they have from acquiring and owning a material possession
True
53
Description of consumers on the basis of their psychological and behavioral characteristics
Psychographics
54
How do marketers use psychographics?
To gain more detailed understanding of consumer behavior then they can from demographic variables
55
Components of personality
Psycho analytic approaches, trait theories, phenomenological approaches, social psychological approaches, behavioral approaches
56
Seek for thrill
Optimal stimulation level
57
Resistance to change and new ideas
Dogmatism
58
Desire for novelty to purchase use and disposition of products and services
Need for uniqueness
59
Trait that describes how much people think
Need for cognition
60
Degree to which individuals look to others for cues on how to behave
Self-monitoring behavior
61
Abstract in during beliefs about what is right important or good or bad
Values
62
Total set of values and their relative importance
Value system
63
Do something inconsistent with one value but consistent with another equally important value
Value conflict
64
A person's most enduring strongly held values the holding many situations, global values
Maturity, security, prosocial, restrictive conformity, enjoyment, achievement, self-direction
65
Highly desired end states such as social recognition and pleasure
Terminal values
66
The values needed to achieve the desired and states such as ambition and cheerfulness
Instrumental values
67
Western culture values
Materialism, home, work and play, individual, family and children, health, hedonism, authenticity, the environment, technology
68
Values that differ in different cultures
Individualism versus collectivism, uncertainty avoidance, masculinity versus femininity, power distance
69
Patterns of people's behavior
Lifestyle
70
Three components of lifestyles
Activities interests and opinions
71
Val's analyzes the behavior of US consumers to create segments based on what two factors
Resources and primary motivation
72
The totality of consumers decisions with respect to acquisition, consumption, and disposition of goods, services, ideas
Consumer behavior

Consumer Behavior (5 decks)

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