Marketing Chapter 5

Helpfulness: +1
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1

consumer behavior

The process involved when individuals or groups select, purchase, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires

2

involvement

The relative importance of perceived consequences of the purchase to a consumer

3

perceived risk

The belief that choice of a product has potentially negative consequences, whether financial, physical, and/or social

4

problem recognition

The process that occurs whenever the consumer sees a significant difference between his current state of affairs and some desired or ideal state; this recognition initiates the decision-making process

5

information search

The process whereby a consumer searches for appropriate information to make a reasonable decision

6

search marketing

Marketing strategies that involve the use of internet search engines

7

search engine optimization (SEO)

A systematic process of ensuring that your firm comes up at or near the top of lists of typical search phrases related to your business

8

search engine marketing (SEM)

Search marketing strategy in which marketers pay for ads or better positioning

9

sponsored search ads

Paid ads that appear at the top or beside the internet search engine results

10

comparison shopping agents (shopbots)

Web applications that help online shoppers find what they are looking for at the lowest price and provide customer reviews and ratings of products and sellers

11

behavioral targeting

The marketing practice by which markets deliver advertisements for products a consumer is looking for by watching what the consumer does online

12

evaluative criteria

The dimensions consumers use to compare competing product alternatives

13

heuristics

a mental rule of thumb that leads to a speedy decision by simplifying the process

14

brand loyalty

A pattern of repeat product purchases, accompanied by an underlying positive attitude toward the brand, based on the belief that the brand makes products superior to those of its competition

15

consumer satisfaction/dissatisfaction

the overall feelings or attitude a person has about a product after purchasing it

16

cognitive dissonance

the anxiety or regret a consumer may feel after choosing from among several similar attractive choices

17

perception

the process by which people select, organize, and interpret information from the outside world

18

exposure

the extent to which a stimulus is capable of being registered by a persons sensory receptors

19

subliminal advertising

supposedly hidden messages in markets communications

20

attention

the extent to which a person devotes mental processing to a particular stimulus

21

interpretation

the process of assigning meaning to a stimulus based on prior associations a person has with it and assumptions he or she makes about it

22

motivation

an internal state that drives us to satisfy needs by activating goal-oriented behavior

23

hierarchy of needs

an approach that categorizes motives according to five levels of importance, the more basic needs being on the bottom of the hierarchy and the higher needs at the top

24

learning

a relatively permanent change in behavior caused by acquired information or experience