SPMT 370-EXAM 1 STUDY GUIDE
Sport marketing - Answers -All activities that are designed to meet the wants of sport
consumers
Basic marketing philosophy - Answers --examine consumers needs
-select best way to meet those wants (targeting and positioning)
-achieve organizations objectives by meeting and satisfying the consumer wants
Consumer decision making process - Answers -1. need recognition
2. information search
3. evaluation of alternatives
4. purchase decision
5. post purchase behavior
Consumer behavior - Answers -set of value-seeking activities that take place as people
go about addressing their needs and wants
What affects consumer behavior - Answers --external (social/situational) influences
-internal (individual) influences
-decision making process
-outcomes and issues
Consumer personality - Answers -Individual characteristics
-values, motivation, personality, lifestyle, self image, emotions
Consumer psychology - Answers -Process of the mind
-attitudes, learning, perception, memory
Consumer motivation - Answers -Inner reasons that provide energy needed to achieve
a goal
-desires, emotions, feelings, purpose, values, accomplishment, etc
Regulatory force theory - Answers -Consumer behavior is centered around two primary
orientations:
-Homeostasis (prevention-focused)
-Connected with utilitarian value
-Self-improvement (promotion-focused)
-Connected with hedonic value
Internal factors which influence consumers - Answers -Participant: achievement,
mastery, social
Spectator: social—>affiliation, family time; individual—>appreciation, entertainment,
self-esteem, eustress (BIRGing), escape, economic
Sport marketing - Answers -All activities that are designed to meet the wants of sport
consumers
Basic marketing philosophy - Answers --examine consumers needs
-select best way to meet those wants (targeting and positioning)
-achieve organizations objectives by meeting and satisfying the consumer wants
Consumer decision making process - Answers -1. need recognition
2. information search
3. evaluation of alternatives
4. purchase decision
5. post purchase behavior
Consumer behavior - Answers -set of value-seeking activities that take place as people
go about addressing their needs and wants
What affects consumer behavior - Answers --external (social/situational) influences
-internal (individual) influences
-decision making process
-outcomes and issues
Consumer personality - Answers -Individual characteristics
-values, motivation, personality, lifestyle, self image, emotions
Consumer psychology - Answers -Process of the mind
-attitudes, learning, perception, memory
Consumer motivation - Answers -Inner reasons that provide energy needed to achieve
a goal
-desires, emotions, feelings, purpose, values, accomplishment, etc
Regulatory force theory - Answers -Consumer behavior is centered around two primary
orientations:
-Homeostasis (prevention-focused)
-Connected with utilitarian value
-Self-improvement (promotion-focused)
-Connected with hedonic value
Internal factors which influence consumers - Answers -Participant: achievement,
mastery, social
Spectator: social—>affiliation, family time; individual—>appreciation, entertainment,
self-esteem, eustress (BIRGing), escape, economic
