MARKETING 351 EXAM #2 STUDY COMBINE| 177 QUESTIONS AND ANSWERS|GUARANTEED SUCCESS

Consumer Behavior processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and product use Consumer Decision-Making Process a five-step process used by consumers when buying goods or services Need Recognition result of an imbalance between actual and desired states Want the way a consumer goes about addressing a need Stimulus any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing Internal Information Search the process of recalling past information stored in the memory External Information Search the process of seeking information in the outside environment Nonmarketing-Controlled Information Source a product information source that is not associated with advertising or promotion Marketing-Controlled Information Source a product information source that originates with marketing promoting the product Evoked Set (consideration set) a group of brands, resulting from an information search, from which a buyer can choose Brand Extensions a well-known and respected brand name from one product category is extended into other product categories Cognitive Dissonance inner tension that a consumer experience after recognizing an inconsistency between behavior and values or opinions Involvement the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior Routine Response Behavior the type of decision making exhibited by consumers buying frequently purchase, low-cost goods and services; requires little search and decision time Limited Decision Making the type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category Extensive Decision Making the most complex type of consumer decision making, used when buying an unfamiliar, expensive product or an infrequently bought item; requires use of several criteria for evaluating options and much time for seeking information Culture the set of values, norms, attitudes, and other meaningful symbols that shape human behavior, and the artifacts, or products, of that behavior as they are transmitted from one generation to the next Value The enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct Subculture a homogeneous group of people who share elements of the overall culture as well as unique elements of their own group Social Class a group of people in a society who are considered nearly equal in status or community esteem, who regularly socialized among themselves both formally and informally, and who share behavioral norms Reference Group a group in society that influences an individuals purchasing behavior Primary Membership Group a reference group with which people interact interact regularly in an informal, face-to-face manner, such as family, friends, or fellow employees Secondary Membership Group a reference group with which people associate less consistently and more formally than a primary membership group, such as a club, professional group, or religious group Aspirational Reference Group a group that someone would like to join Norm a value or attitude deemed acceptable by a group Nonaspirational Reference Group a group with which an individual does not want to associate Opinion Leader an individual who influences the opinions of others Socialization Process how cultural values and norms are passed down to children Personality a way of organizing and grouping the consistencies of an individual's reaction to situation Self-Concept how consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations Ideal Self-Image the way an individual would like to be Real Self-Image the way an individual actually perceives himself or herself Lifestyle a mode of living as identified by a person's activities, interests, and opinions Perception the process by which people select, organize, and interpret stimuli into a meaningful and coherent picture Selective Exposure the process whereby a consumer notices certain stimuli and ignores other Selective Distortion a process whereby a consumer changes or distorts information that supports his or her personal beliefs Motive a driving force that causes a person to take action to satisfy specific needs Maslow's Hierarchy of Needs a method of classifying human needs and motivations into five categories in ascending order of importance: physiological, safety, social, esteem, and self-actualization Learning a process that creates changes in behavior, immediate or expected, through experience and practice Stimulus Generalization a form of learning that occurs when one response is extended to a second stimulus similar to the first Stimulus Discrimination a learned ability to differentiate among similar products Belief an organized pattern of knowledge that an individual holds as true about his or her world Attitude a learned tendency to respond consistently toward a given object Business Marketing The marketing of goods and services to individuals and organizations for purposes other than personal consumption. Business-to-Business Electronic Commerce The use of the internet to facilitate the exchange of goods, services, and information between organizations. Stickiness A measure of a Website's effectiveness; calculated by multiplying the frequency of visits by the duration of a visit by the number of pages viewed during each visit (site reach). Disintermediation The elimination of intermediaries such as wholesalers or distributers from a marketing channel. Reintermediation The reintroduction of an intermediary between producers and users. Strategic Alliance (a.k.a. - Strategic Partnership) A cooperative agreement between business firms. Relationship Commitment A firm's belief that an ongoing relationship with another firm is so important that the relationship warrants maximum efforts at maintaining it indefinitely. Trust The condition that exists when one party has confidence in an exchange partner's reliability and integrity. Keiretsu (系列) A network of interlocking corporate affiliates. Original Equipment Manufacturers (OEMs) Individuals and Organizations that buy business goods and incorporate them into the products they produce for eventual sale to other producers or to consumers.