Advertising wearoutAn effect where too much repetition causes consumers to actively shut out the message
evaluate it negatively
Age cohortA group of persons who have experienced a common social
political
Ambivalent attitudeAmbivalent attitude
involves holding mixed beliefs and/or feelings about an attitude object.Ch. 11399
Ambush marketingInvolves any communication or activity that implies
or from which one could reasonably infer
AttentionOccurs when the stimulus activates one or more sensory receptor nerves
and the resulting sensations go to the brain for processing.Ch. 8283
AttitudeAn enduring organization of motivational
emotional
Attitude based choiceInvolves the use of general attitudes
summary impressions
Attribute based choiceRequires the knowledge of specific attributes at the time the choice is made
and it involves attribute-by-attribute comparisons across brands.Ch. 16554
Blended familyA family consisting of a couple
one or both of whom were previously married
Born-again ChristiansCharacterized by a strong belief in the literal truth of the Bible
a very strong commitment to their religious beliefs
Brand communityA nongeographically bound community
based on a structured set of social relationships among owners of a brand and the psychological relationship they have with the brand itself
Brand leverageOften termed
family branding
Buying centersConsist of individuals from various areas of the firm
such as accounting
Children's Advertising Review Unit (CARU)A special unit
maintained by the National Advertising Division of the Council of Better Business Bureaus
Co-brandingAlso referred to as co-marketing
brand alliances
Cognitive ageOne's perceived age
a part of one's self-concept.Ch. 4124
Cohort analysisThe process of describing and explaining the attitudes
values
CommunityCharacterized by consciousness of kind
shared rituals and traditions
Conjoint analysisThe most popular indirect measurement approach
the consumer is presented with a set of products or product descriptions in which the evaluative criteria vary.Ch. 16560
Conspicuous consumptionThe purchase and use of automobiles
homes
Consumer behaviorThe study of individuals
groups
Consumer skillsThose capabilities necessary for purchases to occur such as understanding money
budgeting
Consumer socializationThe process by which young people acquire skills
knowledge
Consumption subcultureA distinctive subgroup of society that self-selects on the basis of a shared commitment to a particular product class
brand
Consumption-related attitudesCognitive and affective orientations toward marketplace stimuli such as advertisements
salespeople
Consumption-related preferencesThe knowledge
attitudes
CultureThe complex whole that includes knowledge
belief
DemographicsDescribe a population in terms of its size
structure
DemographicsDescribe a population in terms of its size
distribution
Digital SavvyDigital Savvy consumers are leading-edge digital users who are early adopters and diffusers of information related to technology in terms of (1) technology ownership
(2) Internet usage
E wasteWaste caused by an exploding demand and short product life-spans for high-tech gadgets such as cell phones
personal computers
Elaborative activitiesThe use of previously stores experiences
values
EmotionStrong
relatively uncontrolled feelings that affect behavior.Ch. 10379
Enviropreneurial marketingEnviropreneurial marketing is environmentally friendly marketing practices
strategies
Ethnic subculturesBroadly defined as those whose members' unique shared behaviors are based on a common
racial
Evaluative criteriaThe various dimensions
features
ExtinctionOr forgetting occurs when the reinforcement for the learned response is withdrawn
the learned response is no longer used
GenerationA group of persons who have experienced a common social
political
Geo-demographic analysis Based on the premise that lifestyle
and thus consumption
Green marketingInvolves (1) developing products whose production
use
GroupTwo or more individuals who share a set of norms
values
HispanicA person of Cuban
Mexican
Identification influenceAlso called value-expressive
occurs when individuals have internalized the group's values and norms.Ch. 7235
ImageryInvolves concrete sensory representations of ideas
feelings
Impulse purchaseOccurs when a consumer sees an item in the store and purchases it with little or no deliberation as the result of a sudden
powerful urge to have it.Ch. 17603
In-home shoppingOccurs when consumers acquire products through mail
telephone
Independent self-conceptEmphasizes personal goals
characteristics
InfomercialsProgram-length commercials (often 30 minutes)
generally with an 800 number and/or Web address through which to order the product or request additional written information.Ch. 8282
Information processingA series of activities by which stimuli are perceived
transformed into information
InnovationAn idea
practice
Interdependent self-conceptEmphasizes family
cultural
Internal searchOccurs once a problem is recognized and relevant information from long-term memory is used to determine if a satisfactory solution is known
what the characteristics of potential solutions are
InvolvementA motivational state caused by consumer perceptions that a product
brand
Lifestyle centersSmall
convenient
Limited decision makingInvolves internal and limited external search
few alternatives
Long-term memory (LTM)An unlimited
permanent storage.Ch. 9319
Marketing communicationsAdvertising
the sales force
Marketing mixThe product
price
Maslow's hierarchy of needsBased on four premises: (1) All humans acquire a similar set of motives through genetic endowment and social interaction. (2) Some motives are more basic or critical than others. (3) The more basic motives must be satisfied to a minimum level before other motives are activated. (4) As the basic motives become satisfied
more advanced motives come into play.Ch. 10360
Mature marketA large and growing market with numerous subsegments that is often categorized as 55 years of age and over. It now spans three generations (pre-Depression
Depression
MediationOccurs when a parent alters a child's initial interpretation of
our response to
ModelingOccurs when a child learns appropriate
or inappropriate
Monochronic time perspectiveTime is seen almost as a physical object: it can be scheduled
wasted
Multiattribute attitude modelBased on the logic that because all of the components of an attitude are generally consistent
the more favorable the overall attitude is.Ch. 11393
Nonverbal communication systems The arbitrary meanings a culture assigns actions
events
Online social network siteWeb-based service that allows individuals to (1) construct a public or semipublic profile within a bounded system
(2) articulate a list of other users with whom they share a connection
Opinion leaderAn individual who actively filters
interprets
Organizational cultureThe self-concept and lifestyle of an organization it reflects and shapes organizational needs and desires
which in turn influence how organizations make decisions.Ch. 19680
Peak experienceAn experience that surpasses the usual level of intensity
meaningfulness
Perceived riskA function of the individual
the product
PerceptionComprised of exposure
attention
Perceptual mappingAnother indirect technique that generally involves the consumer first looking at possible pairs of brands and indicating which pair is most similar
which is second most similar
Physical surroundingsInclude d?cor
sounds
Polychronic time perspectivePeople and relationships take priority over schedules
and activities occur at their own pace rather than according to a predetermined timetable. Followers of this perspective have an orientation toward the present and the past.Ch. 257
Power distanceThe degree to which people accept inequality in power
authority
Product involvementOccurs when a consumer is very involved with a brand or a product category and yet has a very low level of involvement with a particular purchase of that product because of brand loyalty
time pressures
Purchase involvementThe level of concern for
or intent in
Regional subculturesArise as a result of climatic conditions
the natural environment and resources
Relationship marketingAn attempt to develop an ongoing
expanding exchange relationship with a firm's customers.Ch. 18645
Retrieval failureHappens in cognitive learning when information that is available in LTM cannot be accessed
that is
Secular societyA society where the educational system
government
ServicescapeRefers to atmosphere when describing a service business such as a hospital
bank
ServicescapeRefers to atmosphere when describing a service business such as a hospital
bank
Social class systemA hierarchical division of a society into relatively distinct and homogeneous groups with respect to attitudes
values
Source credibilityBased on two basic dimensions
trustworthiness and expertise
SpokescharactersCan be animated animals
people
Stimulus generalizationOften referred to as the rub-off effect
occurs when a response to one stimulus is elicited by a similar but distinct stimulus.Ch. 9333
Store atmosphereInfluenced by such attributes as lighting
layout
SustainabilityInvolves methods that are (a) profitable for the farmer
(b) environmentally sound
Switching costsThe costs of finding
evaluating
Terms and conditionsPayments
warranties
Testimonial adA person
generally a typical member of the target market
Total productThe product features
price
Verbal communication systems
Verbal communication systems necessarily involve exchange of ideas or opinions, through Languages.Ch. 2 56
Vicarious learning
Occurs when consumers observe the outcomes of others' behaviors and adjust their own accordingly. Ch. 9 331
Viral marketing
An online "pass-it-along" strategy. It "uses electronic communications to trigger brand messages throughout a widespread network of buyers." Ch. 7 246
Voluntary simplicity
Consumers' efforts to reduce their reliance on consumption and material possessions. Ch. 3 87
Word-of-mouth (WOM) communications
Individuals sharing information with other individuals. Ch. 7 238
Working-class aristocrats
Dislike the upper-middle class and prefer products and stores positioned at their social-class level. Ch. 4 141
Zapping
Involves switching channels when a commercial appears. Ch. 8 280
Zipping
Occurs when one fast-forwards through a commercial on a prerecorded program.Ch. 8 280