Consumer Behavior

110 terms by TMiller19

Create a new folder

Advertisement Upgrade to remove ads

Market Segmentation

A portion of a larger market whose needs differ from the larger market.

Product-Related Need Sets

Product features, expense, quality, time/convience are all apart of what?

Identifying product-related need sets

What are the 4 steps of market segmentations?
1)
2) Grouping customers w/ similar need sets
3) Describing each group
4) Selecting an attractive segment to serve

Grouping customers with similar need sets.

What are the 4 steps of market segmentations?
1) Identifying product-related need sets
2)
3) Describing each group
4) Selecting an attractive segment to serve

Describing each group

What are the 4 steps of market segmentations?
1) Identifying product-related need sets
2) Grouping customers w/ similar need sets
3)
4) Selecting an attractive segment to serve

Selecting an attrative segment to serve

What are the 4 steps of market segmentations?
1) Identifying product-related need sets
2) Grouping customers w/ similar need sets
3) Describing each group
4)

Culture, Demographics, Ethnic, Families, Groups

What are the external influences?
CDEFG

Motives, Emotions, Learning, Attitudes, Memory, Perception, Personality

What are internal influences? MELAMPP

Culture

The complex who that incldudes knowledge, belief, art, law, morals, customs and any other capabilitys and habits acquired by humans as members of society.

Culture Values

Give rise to norms and associated sanctions which in turn influence CONSUMPTION PATTERNS.

Static

Cultures are not ____, they typically evolve and change slowly over time.

Norms

Specifying ranges of normal behavior

Sanctions

Penalities for violating norms

Other-Oriented Values

Reflect a society's view on the appropriate relationships between individual and groups within a society. Ex: Ind/collecctive, youth/age, Extended Family/Ltd Family, etc

Environmental-Oriented Values

Reflect how we view our economic, technical, and physical surroundings. Ex: Cleanliness, Performance/Status, Tradition/change, risk taking/security, etc.

Self-Oriented Values

Relfect the objectives and approaches to life that the individual members of society find valuable. Ex: Active/Passive, Sensual gratification/Abstinence, Material/Non-material, etc.

Demographic

Describe a population in terms of size, structure, and distribution.

Cultural values

Demoraphics result and cause ________ ________.

Population, occupation, education, income, age

What are the 5 demographics? POEIA

Generation (Age Cohort)

A group of persons who have experienced a common social, political, historical and economic environment

Cohort analysis

This is the process of describing and explaining the attitudes, values and behaviors of an age group as well as predicting future attitudes, values and behaviors.

Pre-Depression

This generation is born before 1930, during the Depression /WWII era, it's focuses are on health services, low use of internet

Depression

This generation is born between 1930 and 1945, during the 50&60's "prosperous young adults" era. It's interests and focuses are active adults, a little more tech savy

Baby Boom

This generation is born between 1945-1964 during the Vietnam/cold war era. It focuses on Higher education and dual career households.

Generation X

This generation is born between 1965-1976 during the dual income houses/AIDS era. This generationis entrepreneurial and cycnical/sophisticated about the market

Generation Y

This generation was born between 1977-1994 during the columbine and collapse of the soviet. They are independent and inter-connected

Generation Z

This generation was born after 1995, era is still unkown. They are born from "guilt money", highly connected, and economic certain.

Social Class system

A hierarchical division of a society into relatively distinct HOMOGENOUS groups w/ respect to attitudes, values, and lifestyles. "Pure" social classes do not exist in the US or most other industrial societies.

Occupation

_______ influences consumption.

Influences Behavior

Social standing is derived from _____ _____

Societal Rank

Is one's position relative to others on one or more dimensions valued by society.

Social Standing

Socioeconomic Factors -- ______ _____ -- Unique Behaviors

Socioeconomic

________ ______ -- Social Standing -- Unique Behaviors

Unique Behaviors

Socioeconomic -- Social Standing -- ________ ________

Occupation

What are Socioeconomic Factors?
-
-Education
-Ownership
-Income
-Heritage

Education

What are Socioeconomic Factors?
- Occupation
-
- Ownership
-Income
-Heritage

Ownership

What are Socioeconomic Factors?
- Occupation
- Education
-
-Income
-Heritage

Income

What are Socioeconomic Factors?
- Occupation
- Education
- Ownership
-
-Heritage

Heritage

What are Socioeconomic Factors?
- Occupation
- Education
- Ownership
-Income
-

Upper class, middle class, working class, lower class

What are the 4 levels of social standing?

Preferences

What are unique behaviors?
-
- Purchases
- Consumption
- Communication

Purchases

What are unique behaviors?
- Preferences
-
- Consumption
- Communication

Consumption

What are unique behaviors?
- Preferences
- Purchases
-
- Communication

Communication

What are unique behaviors?
- Preferences
- Purchases
- Consumption
-

Single-item index, multi-item index

What are the 2 basic approaches to measuring social class?

Single-Item Index

...

Multi-Item Index

...

Cultural Values

Widely held beliefs that affirm what is desirable

Cultural behavior

Observable shifts in behavior, including consumption behavior, often reflect underlying shifts in ______ _______.

value shifts

Necessary to understand _____ ______ in order to understand current and future consumer behavior

purchase decisions

Gender roles in the US are shifting, with both genders making many ________ _______

Subculture

A segment of a larger culture whose members share distinguishing values and patters of behavior

Ethnic Subculture

Subcultures whose members unique shared behaviors are based on common racial, language, or nationality background

Hispanic

______ is the largest ethnic subculture in the US

25, younger

The African American subculture has a ___% projected growth through 2014, they are ______ (age) than white population, less educated and have lower income

33, changing

The Hispanic Americans population is expected to grow by ____% by 2014. Their income, education, language, and identification with the Hispanic culture are ______ across generations

second cutlure

Hispanic teens are often bicultural-acculturating by adding a _____ ______, and not replacing the first

highest, income

Asian Americans are the _____ educated, highest ______, and most diverse group with multiple nationalities.

Secular

America is a ___ society, meaning education, government and political processes are not controlled by a religious group.

82

_____% of Americans identify with a religion

Roman catholic, protestant, born-again

What are the top 3 Christian subcultures?

Jewish, muslim, buddhist

What are the 3 non-Christian subcultures

fashion, food, entertainment.

Religion affects which consumption groups?

Standardization

This approach standardizes the market mix across markets to enhance efficiency (reduce costs) and consistency

Adaption

This approach adapts themarketing mix to specific markets to enhance effectiveness.

stereotypes

The disadvantages of the adaption approach include: Bad ________, forcedsitations (token white/black person), multiracial, etc

household unit, household life cycle, decision process

What are the 3 factors that affect the household purchase and consumption behavior?
1) Structure of _____ _____
2) Stage of _____ ____ ______
3) Household _______ _______

Married early 20's

Stages of the Household Life Cycle:
1)
2) Several children
3) Children grow and start own families
4) Original couple retires
5) Male dies
6) woman dies

Several children

Stages of the Household Life Cycle:
1) Married early 20's
2)
3) Children grow and start own families
4) Original couple retires
5) Male dies
6) woman dies

Children grow and start own families

Stages of the Household Life Cycle:
1) Married early 20's
2) Several children
3)
4) Original couple retires
5) Male dies
6) woman dies

Original couple retires

Stages of the Household Life Cycle:
1) Married early 20's
2) Several children
3) Children grow and start own families
4)
5) Male dies
6) woman dies

Male dies

Stages of the Household Life Cycle:
1) Married early 20's
2) Several children
3) Children grow and start own families
4) Original couple retires
5)
6) woman dies

woman dies

Stages of the Household Life Cycle:
1) Married early 20's
2) Several children
3) Children grow and start own families
4) Original couple retires
5) Male dies
6)

segmentation

HLC can be an important ____________ variable

purchase consumption

______/_______ of many products are driven by the HLC, with each stage posing unique needs of the household.

Family Decision Making

The process by which decisions that directly/indirectly involve 2+ family members are made

Culture/Subculture

How families interact in a purchase decision is dependent on what 4 things?
1)
2) The role specializations
3) Degree of involvement each has in product area
4) Personal characteristics

The role specializations

How families interact in a purchase decision is dependent on what 4 things?
1) Culture/Subculture
2)
3) Degree of involvement each has in product area
4) Personal characteristics

Degree of involvement each has in product area

How families interact in a purchase decision is dependent on what 4 things?
1) Culture/Subculture
2) The role specialization
3)
4) Personal characteristics

Personal characteristics

How families interact in a purchase decision is dependent on what 4 things?
1) Culture/Subculture
2) The role specialization
3) The degree of involvement each has in a product area
4)

Reference Group

A group whose presume perspectives or values are being used by an individual as the basis for his/her current behavior

Consumption Subculture Group

This group of society has shared a commitment to a certain product/brand. It has an identifiable hierarchy, set of shared values and beliefs, unique jargon and rituals.

Online Leaders

This is a relatively small group who are highly influenced and take on the most responsibility for online community maintenance.

Opinion Leaders

The "Go-to"person for specific types of information. They filter, interpret, and pass along information. Enduring involvement for specific product categories, leading to greater knowledge and expertise.

late

Early purchasers of innovation differ from ____ purchasers

early, late

As product acceptance occurs, attention should shift to the _____ & _____ majority.

Secondary Data

Facts and figures compiled PRIOR to the project. (INTERNAL/EXERNAL DATA)

Primary Data

Data collected NEWLY for the project (OBSERVATIONAL, QUESTIONNAIRE)

51

_____% of households have men as the primary shoppers.

impulse, full price

Men are mission oriented and ____ buyers and more like to pay ____ ____.

Consumer Socialization

The process by which young people acquire skills, knowledge, and attitudes relevant to their functioning as consumers in the market place.

family

Consumer socialization is primarily provide by the ______

Consumer skills, Consumption preferences, Consumption attitudes

What are the 3 categories of consumer socialization? SPA

Consumer skills

CONSUMER SOCIALIZATION: This is the capabilities to purchase, budget, and do product evaluations

Consumption preferences

CONSUMER SOCIALIZATION: This is the knowledge, attitudes, values attached to the evaluation of different products, brand and retail outlets.

Consumption Attitudes

CONSUMER SOCIALIZATION: Congnitive and affective orientations toward market place stimuli.

Greenwashing

(Heightened interest in sustainability has also unfortunately resulted in this) gives products the appearance of being environmentally friendly without living up to that promise.

Product Position

An image of the product/brand in the consumer's mind relative to competing products or brands. (Determined by communications of the brand)

Ascribed role

This role is an attribute over which the individual as little or no control

Achievement Role

This role is the performance criteria over which the individual has some degree of control (i.e. occupational role)

Traditional role

This role is assumed in a marriage in which the husband assumes the responsibility of working, while the wife stays at home taking care of the kids

Modern Role

This role is assumed in a marriage in which both the husand and wife share the responsibilities

Primary Groups

This reference group includes friends and family- strong ties and frequent interaction.

Secondary Groups

This reference group includes proffesionals and neighborhood associations. Weak ties and less frequent interaction

Dissociative reference groups

This reference group can influence behavior with negative desirability.

Aspirational reference group

This reference group exerts a strong influence. Nonmembership groups with positive attraction

Informational influence

This is a reference group influence that occurs when an individual uses the behaviors and opinions of reference group members as potentially useful bits of information

Normative Influence

This is a reference group influence that occurs when an individual fulfills group expectations to grain a direct reward or avoid a sanction

Identification Influence

This is a reference group influence that occurs when an individual has internalized the groups values and norms (it becomes natural)

Ethnic groups

______ groups are usually used to describe subcultures. Also use religious and geographic areas

Please allow access to your computer’s microphone to use Voice Recording.

Having trouble? Click here for help.

We can’t access your microphone!

Click the icon above to update your browser permissions above and try again

Example:

Reload the page to try again!

Reload

Press Cmd-0 to reset your zoom

Press Ctrl-0 to reset your zoom

It looks like your browser might be zoomed in or out. Your browser needs to be zoomed to a normal size to record audio.

Please upgrade Flash or install Chrome
to use Voice Recording.

For more help, see our troubleshooting page.

Your microphone is muted

For help fixing this issue, see this FAQ.

Star this term

You can study starred terms together

NEW! Voice Recording

Create Set