Kotler|Armstrong Principles of Marketing Chapter 5 Vocabulary 18th edition

Consumer buyer behavior

The buying behavior of final consumers—individuals and households who buy goods and services for personal consumption

Consumer market

All the individuals and households who buy or acquire goods and services for personal consumption (all consumers combined).

Culture

The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions

Subculture

A group of people with shared value systems based on common life experiences and situations

total market strategy

Integrating ethnic themes and cross-cultural perspectives within a brand's mainstream marketing, appealing to consumer similarities across subcultural segments rather than differences

Social class

_______ is not determined by a single factor, but is measured as a combination of occupation, income, education, wealth, and other variables.

Reference group

A group that serves as direct or indirect point of comparison or reference in forming a person's attitudes or behavior

Word-of-mouth influence

The impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior

Opinion leader

Person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others

Influencer marketing

Enlisting established influencers or creating new influencers to spread the word about a company's brands

Online social networks

_______ are online communities where people socialize or exchange information and opinions

Lifestyle

Social influence. A person's pattern of living as expressed in his or her activities, interests, and opinions

Personality

Personal influence that leads to relatively consistent and lasting responses to one's own environment

Motive (drive)

Psychological influence. A need that is sufficiently pressing to direct the person to seek satisfaction of the need

Perception

Psychological influence. The process by which people select, organize, and interpret information to form a meaningful picture of the world

Learning

Psychological influence. Changes in an individual's behavior arising from experience

Belief

Psychological influence. A descriptive thought that a person holds about something

Attitude

Psychological influence. A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea

Complex buying behavior

Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands

Dissonance-reducing buying behavior

Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands

Habitual buying behavior

Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences

Variety-seeking buying behavior

Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences

Need recognition

The first stage of the buyer decision process, in which the consumer recognizes a problem or need

Information search

The stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into active information search

Alternative evaluation

The stage of the buyer decision-making process in which the consumer uses information to evaluate alternative brands in the choice set

Purchase decision

The buyer's decision about which brand to purchase

Postpurchase behavior

The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction

Cognitive dissonance

Buyer discomfort caused by postpurchase conflict

Customer journey

the sum of the ongoing experiences consumers have with a brand that affect their buying behavior, engagement, and brand advocacy over time

New product

a good, service, or idea that is perceived by some potential customers as new

Adoption process

The mental processes through which an individual passes from first hearing about an innovation to final adoption