test.txt

Accessibility The likelihood and ease with which information can be recalled from LTM. Ch. 9 324

Acculturation The degree to which an immigrant has adapted to his or her new culture. Ch. 5 165

Achievement role Based on performance criteria over which the individual has some degree of control. Ch. 3 101

Active problem A problem that the consumer is aware of or will become aware of in the normal course of events. Ch. 14 502

Actual self concept The actual self-concept refers to the individual�s perception of who I am now. Ch. 12 428

Actual state The way an individual perceives his or her feelings and situation to be at the present time. Ch. 14 500

Ad avoidance Ways for consumers to selectively avoid exposure to advertising messages. Ch. 8 280

Adaptation level theory Deals with the phenomenon of people adjusting to the level and type of stimuli to which they are exposed. Ch. 8 289

Adopter categories Five groups of adopters of any given innovation based on the relative time at which they adopt. Ch. 7 253

Adoption process A series of distinct steps or stages individual consumers presumably go through. Ch. 7 249

Advertising wearout An effect where too much repetition causes consumers to actively shut out the message

Aesthetic appeal Tap consumers' affective reactions by going beyond the cognitive associations of functionality. Ch. 11 396

Affective choice Choice based on the evaluation of a product generally focused on the way they will make the user feel as the product is used. Ch. 16 552

Affective component Feelings or emotional reactions to an object. Ch. 11 395

Affective interpretation The emotional or feeling response triggered by a stimulus such as an ad. Ch. 8 294

Affective performance The emotional response that owning or using the product or outlet provides. Ch. 18 636

Age cohort A group of persons who have experienced a common social

Ambivalent attitude Ambivalent attitude

Ambush marketing Involves any communication or activity that implies

Analogical reasoning Occurs when a consumer uses an existing knowledge base to understand a new situation or object. Ch. 9 331

Analytical reasoning The most complex form of cognitive learning. Ch. 9 331

Antecedent states Features of the individual person that are not lasting characteristics. Ch. 13 481

Approach�approach conflict When a consumer who must choose between two attractive alternatives. Ch. 10 371

Approach�avoidance conflict When a consumer facing a purchase choice with both positive and negative consequences. Ch. 10 372

Asch phenomenon The na�ve subject almost always agrees with the incorrect judgment of the others. Ch. 7 237

Ascribed role Based on an attribute over which the individual has little or no control. Ch. 3 101

Aspiration reference groups Nonmembership groups with a positive attraction. Ch. 7 228

Atmospherics The process mangers use to manipulate the physical retail environment to create specific mood responses in shoppers. Ch. 13 475

Atmospherics The process managers use to manipulate the physical retail or service environment to create specific mood responses in shoppers. Ch. 17 606

Attention Occurs when the stimulus activates one or more sensory receptor nerves

Attitude An enduring organization of motivational

Attitude based choice Involves the use of general attitudes

Attribute based choice Requires the knowledge of specific attributes at the time the choice is made

Attribute framing Where only a single attribute is the focus of the frame. Ch. 11 415

Attribution theory An approach to understanding the reasons consumers assign particular meanings to the behaviors of others. Ch. 10 363

Avoidance�avoidance conflict A choice involving only undesirable outcomes. Ch. 10 372

Awareness set List of brands thought of as a potential solution. Ch. 15 521

Behavioral component One's tendency to respond in a certain manner toward an object or activity. Ch. 11 397

Behavioral targeting Involves tracking consumer click patterns on a Web site and using that information to decide on banner ad placement. Ch. 15 530

Benefit chain Where a product or brand is repeatedly shown to a consumer who names all the benefits that possession or use of the product might provide until the consumer can no longer identify additional benefits. Ch. 10 368

Benefit segmentation Segmenting consumers on the basis of their most important attribute or attributes. Ch. 11 416

Blended family A family consisting of a couple

Blind tests A test in which the consumer is not aware of the product's brand name. Ch. 16 564

Blogs Personalized journals where people and organizations can keep a running dialogue. Ch. 7 246

Born-again Christians Characterized by a strong belief in the literal truth of the Bible

Bots Software "robots" that do the searching for users. Ch. 15 528

Bounded rationality A limited capacity for processing information. Ch. 16 550

Brand community A nongeographically bound community

Brand equity The value consumers assign to a brand above and beyond the functional characteristics of the product. Ch. 9 347

Brand extension Where an existing brand extends to a new category with the same name. Ch. 8 303

Brand familiarity An ability factor related to attention. Ch. 8 291

Brand image The schematic memory of a brand. Ch. 9 342

Brand leverage Often termed

Brand loyalty A biased behavioral response expressed over time by a decision-making unit with respect to one or more alternative brands out of a set of such brands that is a function of psychological processes. Ch. 18 641

Brand personality A set of human characteristics that become associated with a brand. Ch. 10 376

Buying centers Consist of individuals from various areas of the firm

Buzz The exponential expansion of WOM. Ch. 7 246

Cause-related marketing (CRM) Marketing that ties a company and its products to an issue or cause with the goal of improving sales or corporate image while providing benefits to the cause. Ch. 3 96

Children's Advertising Review Unit (CARU) A special unit

Children's Online Privacy Protection Act (COPPA) Requires that commercial websites that collect personal information from children under 13 obtain prior parental consent before they collect that information. Ch. 20 708

Churn Used to refer to turnover in a firm's customer base. Ch. 18 642

Class to mass A movement in which companies are expanding opportunities for less affluent consumers to afford luxury. Ch. 4 121

Classical conditioning The process of using an established relationship between a stimulus and response to bring about the learning of the same response to a different stimulus. Ch. 9 328

Closure Presenting an incomplete stimulus with the goal of getting consumers to complete it and thus become more engaged and involved. Ch. 8 298

Co-branding Also referred to as co-marketing

Cognitive age One's perceived age

Cognitive component Consists of a consumer's beliefs about an object. Ch. 11 392

Cognitive interpretation A process whereby stimuli are placed into existing categories of meaning. Ch. 8 294

Cognitive learning Encompasses all the mental activities of humans as they work to solve problems or cope with situations. Ch. 9 331

Cohort analysis The process of describing and explaining the attitudes

Committed customer Has an emotional attachment to the brand or firm. Ch. 18 641

Communications situation The situation in which consumers receive information. Ch. 13 471

Community Characterized by consciousness of kind

Comparative ads Directly compare the features or benefits of two or more brands. Ch. 11 412

Compensatory decision rule States that the brand that rates the highest on the sum of the consumer's judgments of the relevant evaluative criteria will be chosen. Ch. 16 571

Concepts Abstractions of reality that capture the meaning of an item in terms of other concepts. Ch. 9 320

Conceptual model A model that does not contain sufficient detail to predict particular behaviors but contains the beliefs about the general nature of a given theory. Ch. 1 26

Conditioning Learning based on the association of a stimulus (information) and response (behavior or feeling). Ch. 9 326

Conjoint analysis The most popular indirect measurement approach

Conjunctive decision rule Establishes minimum required performance standards for each evaluative criterion and selects the first or all brands that surpass these minimum standards. Ch. 16 565

Consideration set Those brands or products one will evaluate for the solution of a particular consumer problem. Ch. 15 521

Conspicuous consumption The purchase and use of automobiles

Consumer behavior The study of individuals

Consumer cost Everything the consumer must surrender in order to receive the benefits of owning/using the product. Ch. 1 22

Consumer ethnocentrism Reflects an individual difference in consumers' propensity to be biased against the purchase of foreign products. Ch. 10 375

Consumer literacy Consumer literacy is defined as "the ability to find and manipulate text and numbers to accomplish consumption-related tasks within a specific market context in which other skills and knowledge are also employed." Ch. 4 120

Consumer skills Those capabilities necessary for purchases to occur such as understanding money

Consumer socialization The process by which young people acquire skills

Consumer-to-consumer sale Occurs when one consumer sells a product directly to another with or without the assistance of a commercial intermediary. Ch. 18 632

Consummatory motives Underlie behaviors that are intrinsically rewarding to the individual involved. Ch. 16 552

Consumption guilt Occurs when negative emotions or guilt feelings are aroused by the use of a product or a service. Ch. 18 624

Consumption subculture A distinctive subgroup of society that self-selects on the basis of a shared commitment to a particular product class

Consumption-related attitudes Cognitive and affective orientations toward marketplace stimuli such as advertisements

Consumption-related preferences The knowledge

Contextual cues Play a role in consumer interpretation independent of the actual stimulus in a situation. Ch. 8 296

Coping Coping involves consumer thoughts and behaviors in reaction to a stress-inducing situation designed to reduce stress and achieve more desired positive emotions. Ch. 10 381

Corporate culture Often used to refer to the organizational culture of a business firm. Ch. 19 680

Corrective advertising Advertising run by a firm to cause consumers to unlearn inaccurate information they acquired as a result of the firm's earlier advertising. Ch. 20 715

Cross-promotions Whereby signage in one area of the store promotes complementary products in another. Ch. 8 303

Cultural values Widely held beliefs that affirm what is desirable. Ch. 2 43

Cultural values Widely held beliefs that affirm what is desirable. Ch. 3 82

Culture The complex whole that includes knowledge

Customer loyalty programs Programs focused on generating not only repeat customers but also committed ones thereby requiring a customer-focused attitude in the firm. Ch. 18 646

Customer satisfaction When customers are satisfied with their purchase and the use of the product. Ch. 1 23

Customer value The difference between all the benefits derived from a total product and all the costs of acquiring those benefits. Ch. 1 11

Decision-making units (DMUs) The individuals (representing functional areas and management) within an organization who participate in making a given purchase decision. Ch. 19 670

Demand The willingness to buy a particular product or service. Ch. 10 367

Demographics Describe a population in terms of its size

Demographics Describe a population in terms of its size

Desired state The way an individual wants to feel or be at the present time. Ch. 14 500

Diffusion process The manner in which innovation spread throughout a market. Ch. 7 251

Digital Savvy Digital Savvy consumers are leading-edge digital users who are early adopters and diffusers of information related to technology in terms of (1) technology ownership

Disjunctive decision rule Establishes a minimum level of performance for each important attribute. Ch. 16 566

Disposition situation Refers to the frequent issue faced by consumers of disposing products or product packages after or before product use. Ch. 13 473

Dissociative reference groups Groups with negative desirability. Ch. 7 228

Distribution Having the product available where target customers can buy it. Ch. 1 22

E waste Waste caused by an exploding demand and short product life-spans for high-tech gadgets such as cell phones

Early adopters Tend to be opinion leaders in local reference groups. Ch. 7 254

Early majority Consumers who tend to be cautious about innovations. Ch. 7 254

Elaboration likelihood model (ELM) A theory about how attitudes are formed and changed under varying conditions of involvement as described earlier. Ch. 11 404

Elaborative activities The use of previously stores experiences

Elimination-by-aspects decision rule Requires the consumer to rank the evaluative criteria in terms of their importance and to establish a cutoff point for each criterion. Ch. 16 567

Embarrassment A negative emotion influenced both by the product and the situation. Ch. 13 478

Emotion Strong

Emotional ads Designed primarily to elicit a positive affective response rather than provide information or arguments. Ch. 11 414

Enduring involvement A greater long-term involvement with the product category than the non-opinion leaders in the group. Ch. 7 242

Environment-oriented values Prescribe a society's relationship to its economic and technical as well as its physical environment. Ch. 2 45

Enviropreneurial marketing Enviropreneurial marketing is environmentally friendly marketing practices

Episodic memory The memory of a sequence of events in which a person participated. Ch. 9 321

Ethnic subcultures Broadly defined as those whose members' unique shared behaviors are based on a common

Evaluative criteria The various dimensions

Event marketing Creating or sponsoring an event that has a particular appeal to a market segment. Ch. 5 164

Evoked set Those brands or products one will evaluate for the solution of a particular consumer problem. Ch. 15 521

Explicit memory Characterized by the conscious recollection of an exposure event. Ch. 9 325

Exposure Occurs when a stimulus comes within range of our sensory receptor nerves. Ch. 8 279

Extended decision making Involves an extensive internal and external information search followed by a complete evaluation of multiple alternatives and significant postpurchase evaluation. Ch. 14 499

Extended self Consists of the self plus possessions. Ch. 12 429

External reference price A price presented by a marketer for the consumer to use to compare with the current price. Ch. 17 598

External reference price A price provided by the manufacturer or retailer in addition to the actual current price of the product. Ch. 20 719

External search Occurs when the search process is focused on external information relevant to solving the problem. Ch. 15 518

Extinction Or forgetting occurs when the reinforcement for the learned response is withdrawn

Family decision making The process by which decisions that directly or indirectly involve two or more family members are made. Ch. 6 207

Family household A household consisting of a family and any unrelated people residing in the same housing unit. Ch. 6 195

Fear appeals The threat of negative (unpleasant) consequences if attitudes or behaviors are not altered. Ch. 11 411

Figure�ground Presenting the stimulus in such a way that it is perceived as the focal object to be attended to and all other stimuli are perceived as the background. Ch. 8 299

Firmographics Involve both organization characteristics and characteristics of the composition of the organization. Ch. 19 680

Five-Factor Model A multitrait theory used to identify five basic traits that are formed by genetics and early learning. Ch. 10 374

Flashbulb memory Flashbulb memory is acute memory for the circumstances surrounding a surprising and novel event. Ch. 9 322

Gender Whether a person is biologically male or female. Ch. 3 101

Gender identity Refers to the traits of femininity or masculinity. Ch. 3 101

Gender role The behaviors considered appropriate for males and females in a given society. Ch. 3 101

Generation A group of persons who have experienced a common social

Generic problem recognition A discrepancy that a variety of brands within a product category can reduce. Ch. 14 508

Geo-demographic analysis Based on the premise that lifestyle

Gerontographics A segmentation approach to the mature market that is based on the physical health and mental outlook of older consumers. Ch. 4 125

Goal framing Where "the message stresses either the positive consequences of performing an act or the negative consequences of not performing the act." Ch. 11 415

Green marketing Involves (1) developing products whose production

Group Two or more individuals who share a set of norms

Guanxi Literally translated as personal connections/relationships on which an individual can draw to secure resources or advantages when doing business as well as in the course of social life. Ch. 2 61

Hemispheric lateralization Applies to activities that take place on each side of the brain. Ch. 8 292

High-involvement learning A situation in which the consumer is motivated to process or learn the material. Ch. 9 325

Hispanic A person of Cuban

HLC/occupational category matrix Determines the problems the household will likely encounter and provides a range of acceptable solutions. Ch. 6 206

Household All the people who occupy a housing unit. Ch. 6 195

Household life cycle (HLC) Based on the age and marital status of the adult member of the household and the presence and age of children. Ch. 6 197

Humorous appeals Ads built around humor which appear to increase attention to and liking of the ad. Ch. 11 412

Iconic rote learning The association between two or more concepts in the absence of conditioning. Ch. 9 331

Ideal self concept The ideal self-concept refers to the individual�s perception of who I would like to be. Ch. 12 428

Identification influence Also called value-expressive

Imagery Involves concrete sensory representations of ideas

Implicit memory Involves the nonconscious retrieval of previously encountered stimuli. Ch. 9 325

Impulse purchase Occurs when a consumer sees an item in the store and purchases it with little or no deliberation as the result of a sudden

In-home shopping Occurs when consumers acquire products through mail

Inactive problem A problem in which the consumer is not aware. Ch. 14 502

Independent self-concept Emphasizes personal goals

Index of Social Position (ISP) A two-item index that is well developed and widely used. Ch. 4 144

Inept set Brands that are actively disliked or avoided by the consumer. Ch. 15 521

Inert set Brands of which the consumer is aware but basically indifferent toward. Ch. 15 521

Inference Goes beyond what is directly stated or presented. Ch. 8 300

Infomercials Program-length commercials (often 30 minutes)

Information overload Occurs when consumers are confronted with so much information that they cannot or will not attend to all of it. Ch. 8 290

Information processing A series of activities by which stimuli are perceived

Informational influence Occurs when an individual uses the behaviors and opinions of reference group members as potentially useful bits of information. Ch. 7 234

Injurious consumption When individuals or groups make consumption decisions that have negative consequences for their long-run-well-being. Ch. 1 24

Innovation An idea

Innovators Venturesome risk takers. Ch. 7 254

Interdependent self-concept Emphasizes family

Internal reference price A price or price range that a consumer retrieves from memory to compare with a price in the market. Ch. 17 598

Interpretation The assignment of meaning to sensations. Ch. 8 293

Instrumental materialism The acquisition of things to enable one to do something. Ch. 2 54

Instrumental motives Activate behaviors designed to achieve a second goal. Ch. 16 552

Instrumental performance Relates to the physical functioning of the product. Ch. 18 635

Instrumental training Occurs when a parent or sibling specifically and directly attempts to bring about certain responses through reasoning or reinforcement. Ch. 6 215

Internal search Occurs once a problem is recognized and relevant information from long-term memory is used to determine if a satisfactory solution is known

Involvement A motivational state caused by consumer perceptions that a product

Just noticeable difference (j.n.d.) The minimum amount that one brand can differ from another with the difference still being noticed. Ch. 8 299

Laddering A new projective technique used to construct a means-end or benefit chain. Ch. 10 368

Laggards Locally oriented and engage in limited social interaction. Ch. 7 255

Late majority Members who are skeptical about innovations. Ch. 7 254

Latent motives Motives either unknown to the consumer or such that he was reluctant to admit them. Ch. 10 368

Lead users Innovative organizations that derive a great deal of their success from leading change. Ch. 19 684

Learning Any change in the content or organization of long-term memory or behavior. Ch. 9 318

Lexicographic decision rule Requires the consumer to rank the criteria in order of importance. Ch. 16 569

Lifestyle How one lives Ch. 1 29

Lifestyle How a person lives. Ch. 12 434

Lifestyle centers Small

Limited decision making Involves internal and limited external search

Long-term memory (LTM) An unlimited

Low-involvement learning A situation in which the consumer has little or no motivation to process or learn the material. Ch. 9 325

Macrosegmentation The process of grouping organizations with distinguishing firmographics into market segments. Ch. 19 683

Maintenance rehearsal The continual repetition of a piece of information in order to hold it in current memory for use in problem solving or transferal to long-term memory. Ch. 9 319

Manifest motives Motives that are known and freely admitted. Ch. 10 367

Market mavens Both initiate discussions with others about products and shopping and respond to requests for market information. Ch. 7 243

Marketing communications Advertising

Marketing mix The product

Marketing strategy Answers the question: How will we provide superior customer value to our target market? Ch. 1 19

Market segment A portion of a larger market whose needs differ from the larger market. Ch. 1 16

Maslow's hierarchy of needs Based 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

Mature market A 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

Means�end chain Where a product or brand is repeatedly shown to a consumer who names all the benefits that possession or use of the product might provide until the consumer can no longer identify additional benefits. Ch. 10 368

Mediation Occurs when a parent alters a child's initial interpretation of

Memory interference An effect where consumers have difficulty retrieving a specific piece of information because other related information in memory gets in the way. Ch. 9 341

Mere exposure The idea that simply presenting a brand to an individual on a large number of occasions might make the individual's attitude toward the brand more positive. Ch. 11 402

Mere ownership effect The tendency of an owner to evaluate an object more favorably than a nonowner. Ch. 12 430

Message framing Presenting one of two equivalent value outcomes either in positive or gain terms (positive framing) or in negative or loss terms (negative framing). Ch. 11 415

Metagoal Refers to the general nature of the outcome being sought. Ch. 16 551

Modeling Occurs when a child learns appropriate

Modeling Occurs when consumers observe the outcome of others' behaviors and adjust their own accordingly. Ch. 9 331

Modern gender orientation A marriage where husband and wife share responsibilities. Ch. 3 101

Monochronic time perspective Time is seen almost as a physical object: it can be scheduled

Moods Transient feeling states that are generally not tied to a specific event or object. Ch. 13 482

Motivation The reason for behavior. Ch. 10 360

Motive A construct representing an unobservable inner force that stimulates and compels a behavioral response and provides specific direction for that response. Ch. 10 360

Multi-channel shoppers Consumers who browse and/or purchase in more than one channel. Ch. 17 593

Multi-item indexes Used to measure social class. Ch. 4 143

Multiattribute attitude model Based on the logic that because all of the components of an attitude are generally consistent

Multistep flow of communication Involves opinion leaders for a particular product area who actively seek relevant information from the mass media as well as other sources. Ch. 7 241

Muting Turning the sound off during commercial breaks. Ch. 8 280

Need set Used to reflect the fact that most products in developed economies satisfy more than one need. Ch. 1 16

Nominal decision making Occurs when there is very low involvement with the purchase. Ch. 14 498

Nonfamily household A householder living alone or exclusively with others to whom he or she is not related. Ch. 6 195

Nonverbal communication systems The arbitrary meanings a culture assigns actions

Normative influence Occurs when an individual fulfills group expectations to gain a direct reward or to avoid a sanction. Ch. 7 234

Norms The boundaries that culture sets on behaviors in specific situations. Ch. 2 43

Nouveaux riches Actively seek out high-status brand and activities; doing the "in" thing on a grand scale is important to this group. Ch. 4 138

One-sided messages Messages where the benefits of a particular product are presented without mentioning any negative characteristics it might possess or any advantages a competitor might have. Ch. 11 415

Ongoing search Done both to acquire information for possible later use and because the process itself is pleasurable. Ch. 15 519

Online community A community that interacts over time around a topic of interest on the Internet. Ch. 7 231

Online privacy concerns Relate to consumer fears regarding how personal information about them that is gathered online might be used. Ch. 17 590

Online social network site Web-based service that allows individuals to (1) construct a public or semipublic profile within a bounded system

Operant conditioning Or instrumental learning differs from classical conditioning primarily in the role and timing of reinforcement. Ch. 9 328

Opinion leader An individual who actively filters

Organizational culture The self-concept and lifestyle of an organization it reflects and shapes organizational needs and desires

Other-oriented values Reflect a society's view of the appropriate relationships between individuals and groups within that society. Ch. 2 45

Peak experience An experience that surpasses the usual level of intensity

Perceived risk A function of the individual

Perceived risk Considered to be both a consumer characteristic and a product characteristic it involve the risk associated with the purchase of a product that may not perform as expected. Ch. 17 600

Perception Comprised of exposure

Perceptual defenses Individuals are not passive recipients of marketing messages. Ch. 8 279

Perceptual mapping Takes consumers' perceptions of how similar various brands or products are to each other and relates these perceptions to product attributes. Ch. 9 345

Perceptual mapping Another indirect technique that generally involves the consumer first looking at possible pairs of brands and indicating which pair is most similar

Product positioning A decision by a marketer to try to achieve a defined brand image relative to competition within a market segment. Ch. 9 344

Product repositioning A deliberate decision to significantly alter the way the market views a product. Ch. 9 346

Perceptual relativity An aspect of interpretation that is generally a relative process rather than absolute. Ch. 8 293

Permission based marketing The voluntary and self-selected nature of online offerings where consumers "opt in" to receive e-mail-based promotions. Ch. 8 283

Personal space The nearest others can come to you in various situations without your feeling uncomfortable. Ch. 2 59

Personality An individual's characteristic response tendencies across similar situations. Ch. 10 373

Physical surroundings Include d�cor

Piaget's stages of cognitive development A widely accepted set of stages of cognitive development. Ch. 6 214

Polychronic time perspective People and relationships take priority over schedules

Postpurchase dissonance Occurs when a consumer has feelings of doubt or anxiety after a purchase has been made. Ch. 18 623

Power distance The degree to which people accept inequality in power

Prevention focused motives Prevention-focused motives revolve around a desire for safety and security and are related to consumers' sense of duties and obligations. Ch. 10 372

Price The amount of money one must pay to obtain the right to use the product. Ch. 1 21

Primary groups Groups characterized by frequent interpersonal contact. Ch. 7 227

Private self-concept How I am or would like to be to myself. Ch. 12 428

PRIZM A set of 62 lifestyle clusters organized into 12 broad social groups. Ch. 12 444

Problem recognition The result of a discrepancy between a desired state and an actual state that is sufficient to arouse and activate the decision process. Ch. 14 500

Product Anything a consumer acquires or might acquire to meet a perceived need. Ch. 1 19

Product involvement Occurs 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

Product nonuse Occurs when a consumer actively acquires a product that is not used or used only sparingly relative to its potential use. Ch. 18 628

Product placement Shows how and when to use a product and it enhances the product's image. Ch. 8 280

Product position An image of the product or brand in the consumer's mind relative to competing products and brands. Ch. 1 23

Projective techniques Designed to provide information on latent motives. Ch. 10 368

Projective techniques A form of indirect methods that allow the respondent to indicate the criteria someone else might use. Ch. 16 559

Promotion focused motives Promotion-focused motives revolve around a desire for growth and development and are related to consumers' hopes and aspirations. Ch. 10 372

Proximity Refers to the fact that stimuli positioned close together are perceived as belonging to the same category. Ch. 8 297

Psychographics Attempts to develop quantitative measures of lifestyle. Ch. 12 435

Pulsing frequent (close together) repetitions used any time it is important to produce widespread knowledge of the product rapidly. Ch. 9 339

Punishment Any consequence that decreases the likelihood that a given response will be repeated in the future. Ch. 9 336

Purchase involvement The level of concern for

Purchasing power parity (PPP) Based on the cost in U.S. dollars of a standard market basket of products bought in each country. Ch. 2 68

Purchase situations The situation in which consumers make their product selection. Ch. 13 472

Reference group A groups whose presumed perspectives or values are being used by an individual as the basis for his or her current behavior. Ch. 7 227

Reference group infrastructure Refers to the flow of purchase influence within an industry. Ch. 19 684

Reference price A price with which other prices are compared. Ch. 17 597

Regional subcultures Arise as a result of climatic conditions

Regulatory focus theory Regulatory focus theory suggests that consumers will react differently depending on which broad set of motives is most salient. Ch. 10 372

Reinforcement Anything that increases the likelihood that a given response will be repeated in the future. Ch. 9 336

Relationship marketing An attempt to develop an ongoing

Religious subcultures Different religions that prescribe differing values and behaviors. Ch. 5 179

Repeat purchasers Continue to buy the same brand though they do not have an emotional attachment to it. Ch. 18 640

Retail attraction (gravitation) model Used to calculate the level of store attraction based on store size and distance from the consumer. Ch. 17 598

Retrieval failure Happens in cognitive learning when information that is available in LTM cannot be accessed

Rhetorical figures Involve the use of an unexpected twist or artful deviation in how a message is communicated either visually in the ad's picture or verbally in the ad's text or headline. Ch. 8 297

Ritual situation A socially defined occasion that triggers a set of unrelated behaviors that occur in a structured format and that have symbolic meaning. Ch. 13 483

Sanctions Penalties ranging from mild social disapproval to banishment from the group. Ch. 2 43

Schema A complex web of associations. Ch. 9 322

Script Memory of how an action sequence should occur. Ch. 9 324

Search engine optimization (SEO) Involves techniques designed to ensure that a company's Web pages "are accessible to search engines and focused in ways that help improve the chances they will be found." Ch. 15 531

Secondary groups Groups characterized by limited interpersonal contact. Ch. 7 227

Secular society A society where the educational system

Selective problem recognition A discrepancy that only one brand can solve. Ch. 14 508

Self concept The totality of an individuals thoughts and feelings about him-or herself. Ch. 1 29

Self concept The totality of the individual's thoughts and feelings having reference to him-or herself as an object. Ch. 12 428

Self-oriented values Reflect the objectives and approaches to life that the individual members of society find desirable. Ch. 2 45

Self-referencing Indicates that consumers are relating brand information to themselves. Ch. 9 336

Semantic memory The basic knowledge and feelings an individual has about a concept. Ch. 9 321

Sensory discrimination The ability of an individual to distinguish between similar stimuli. Ch. 8 299

Sensory discrimination The ability of an individual to distinguish between similar stimuli. Ch. 16 561

Service Auxiliary or peripheral activities that are performed to enhance the primary product or service. Ch. 1 22

Servicescape Refers to atmosphere when describing a service business such as a hospital

Servicescape Refers to atmosphere when describing a service business such as a hospital

Shaping The process of encouraging partial responses leading to the final desired response. Ch. 9 329

Shopping orientation A shopping style that puts particular emphasis on certain activities or shopping motivations. Ch. 17 602

Short-term memory (STM) A limited capacity to store information and sensations. Ch. 9 319

Single-item indexes Estimate social status on the basis of a single dimension. Ch. 4 143

Situational influence All those factors particular to a time and place that do not follow from a knowledge of personal and stimulus (choice alternative) attributes and that have an effect on current behavior. Ch. 13 470

Smart banners Banner ads that are activated based on items used in search engines. Ch. 8 290

Social class system A hierarchical division of a society into relatively distinct and homogeneous groups with respect to attitudes

Social marketing The application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole. Ch. 1 10

Social self-concept How I am seen by others or how I would like to be seen by others. Ch. 12 428

Social surroundings The other individuals present during the consumption process. Ch. 13 477

Societal rank One's position relative to others on one or more dimensions valued by society. Ch. 4 135

Source credibility Based on two basic dimensions

Spillover sales Sales of additional items to customers who came to purchase an advertised item. Ch. 17 596

Spokescharacters Can be animated animals

Sponsorship A company providing financial support for an event. Ch. 11 409

Status crystallization The question of whether or not an individual with high status based on one dimension will have high status based on the other dimensions. Ch. 4 136

Stimulus discrimination The process of learning to respond differently to similar but distinct stimuli. Ch. 9 332

Stimulus generalization Often referred to as the rub-off effect

Stimulus organization Refers to the physical arrangement of the stimulus objects. Ch. 8 297

Stockouts Refers to the store being temporarily out of a particular brand. Ch. 17 608

Store atmosphere The sum of all physical features of a retail environment. Ch. 13 475

Store atmosphere Influenced by such attributes as lighting

Store brands Closely related to store image this occurs when the store or outlet is the brand. Ch. 17 595

Store image A given consumer's or target market's perception of all the attributes associated with a retail outlet. Ch. 17 594

Subculture A segment of a larger culture whose members share distinguishing values and patterns of behavior. Ch. 5 156

Subjective discretionary income (SDI) An estimate by the consumer of how much money he or she has available to spend on nonessentials. Ch. 4 122

Subliminal stimulus A message presented so fast or so softly or so masked by other messages that one is not aware of seeing or hearing it. Ch. 8 293

Surrogate indicator An attribute used to stand for or indicate another attribute. Ch. 16 562

Sustainability Involves methods that are (a) profitable for the farmer

Switching costs The costs of finding

Symbolic performance Relates to aesthetic or image-enhancement performance. Ch. 18 635

Target market That segment(s) of the larger market on which we will focus our marketing effort. Ch. 1 18

Task definition The reason the consumption activity is occurring. Ch. 13 481

Temporal perspective Situational characteristics that deal with the effect of time on consumer behavior. Ch. 13 480

Terminal materialism The acquisition of items for the sake of owning the item itself. Ch. 2 54

Terms and conditions Payments

Testimonial ad A person

Total product The product features

Traditional family A married couple and their own or adopted children living at home. Ch. 6 195

Traditional gender orientation A marriage with the husband assuming the responsibility for providing for the family and the wife running the house and taking care of the children. Ch. 3 101

Two-sided message Messages that provide good and bad points of a particular product. Ch. 11 415

Two-stage decision process Involves the evaluation of possible vendors and selection of a given vendor. Ch. 19

Two-step flow of communication The process of one person receiving information form the mass media or other sources and passing it on to others. Ch. 7 241

Unplanned purchases Purchases made in a store that are different from those the consumer planned to make prior to entering the store. Ch. 17 602

Usage situations The situation in which consumers select a product based on appropriateness for a specific use. Ch. 13 472

Use innovativeness Refers to a consumer using a product in a new way. Ch. 18 626

Utilitarian appeals Involve informing the consumer of one or more functional benefits that are important to the target market. Ch. 11 414

VALS Provides a systemic classification of American adults into eight distinct consumer segments. Ch. 12 439

Value-expressive appeals Attempt to build a personality for the product or create an image of the product user. Ch. 11 414

Verbal communication systems

Vicarious learning

Viral marketing

Voluntary simplicity

Word-of-mouth (WOM) communications

Working-class aristocrats

Zapping

Zipping