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organization targets its product,service, or idea only to specific groups of consumers rather than to everybody

It is the study of the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires

a person who identifies a need or desire, makes a purchase, and then disposes of the product during the three stages of the consumption process

Happens when we interact with customers on aregular basis and give them solid reasons to maintain a bond with the company overtime

Much of consumer behaviorresembles actions in a play. As in a play, each consumer has the lines, props, and costumesnecessary to put on a good performance

Focuses on biological needs that produce unpleasant states of arousal

Suggests thatexpectations of achieving desirable outcomes rather than beingpushed from within motivate our behavior.

A specific manifestation of a need that personal and cultural factors determine.

Thought process where we evaluate the effort we’ll need to make aparticular choice and then tailor the amount of cognitive “effort” we expend to get thejob done.

A person’s perceived relevance of the object based on their inherentneeds, values, and interests.

Repeat purchasingbehavior that reflects a conscious decision to continue buying the same brand

Something that takes place with a store, Web site, or a location where peopleconsume a product or service

Happens when weexperience a significant difference between our current state of affairs and some statewe desire

This term describes a Web site or app thathelps to filter and organize online market information so that customers can identify andevaluate alternatives more efficiently.

The alternatives a consumer knows about.

The alternatives a consumer seriously considers.

A set of beliefs and the way we organize them in our minds.

The marketer's ability ti convince the consumer to consider its product within a given category.

Brands we strongly associate with a category.

The dimensions we use to judge the merits of competing options.

The features we actually use to differentiate amoung our choices.

Selecting the brand that is best on the most important attribute, then comparing them on the second most important attribute.

Evaluating the brand on the most important attribute but imposing cutoffs.

Processing by brand and choosing one that meets all the cutoffs.

When our initial impulse purchases increase the likelihood that we will buy even more.

Cues in the environment that makes us more likely to react in a certain way even though we're unaware of these influences.

The 'good enough' perspective on decision making.

People who trusted their feelings were able to predict future events better than those who didn't.

The process that scours the social media universe to collect and analyze the words people use when they describe a specific product or company.

The immediate response of sensory receptors to basic stimuli.

The process by which people select, organize, and interpret sensations.

The multisensory, fantasy and emotional aspects of consumers' interactions with products.

Marketing that engages consumers' senses and affects their behavior.

A philosophy that translates customer's feelings into design elements.

The minimum amount of stimulation a person can detect on a given sensory channel.

The ability of a sensory system to detect changes or differences between two stimuli.

J.N.D. The minimum difference we can detect between two stimuli.

The stronger the initial stimulus, the greater a change must be for us to notice it.

A stimulus below the level of the consumer's awareness.

People attend to only a small portion of the stimuli to which they are exposed.

We are more likely to be aware of stimuli that relate to our current needs.

The degree to which consumers continue to notice stimulus over time.

A discipline that studies the correspondence between signs and symbols and their roles in how we assign meanings.

The beliefs a person holds about his own attributes and how he evaluates the self on these qualities.

The positivity of a person's self-concept.

A process in which the person tries to evaluate her appearance by comparing it to the people depicted in artificial images.

A person's conception of how he would like to be

More realistic appraisal of the qualities we do and don't have.

Working hard to manage what others think of us.

A self-induced shift in consciousness, to compensate for a lack of external stimulation to escape from problems in the real world.

The sociological tradition that stresses that relationships with other people paly a large part to form the self.

The process of imagining other's reactions.

External objects that we consider a part of us.

The mark a consumer leaves after having occupied a specific digital space.

The ongoing record of one's digital lie across platforms.

A person's unique psychological makeup and how it consistently influences the way a person responds to her environment.

The identifiable characteristics that define a person.

The set of traits people attributes to a product as if it were a person.

The tendency to attribute human characteristics to objects or animals.

A model that suggests that we choose products when their attributes match some aspect of the self. Cognitive-matching.

A theory that suggests that people who have an incomplete self-definition tend to complete this identity when they acquire and display symbols they associate with that role.

A consumer's subjective evaluation of their physical self.

A particular model of appearance we want to attain.

A situation that includes a buyer, a seller, and a product or service.

The role one's play at any one time.

The mathematical study of waiting in line.

A strategy that consists of going all out to create imaginative environments that transport shoppers to fantasy worlds or provide other kinds of simulations.

The conscious designing of space and its various dimensions to evoke certain effects in buyers.

Expressive, dramatic events we repeat over time.

The capacity to alter the actions of others.

Actual or imaginary individual or group that significantly influences an individual's evaluations.

A group of consumers who share a st of social relationships based on usage of or interest in a product.

A group of people who share a lifestyle and can identify with each other.

A change in beliefs or actions as a reaction to real or imagined group pressure

Groups of people with knowledge about an industry are, collectively, better predictors of the future than are any of them as individuals.

Groups of unrelated people who meet regularly for meals and who spend holidays together.

The individual who keeps track of the family's bills and decides how to spend any surplus funds.

A lasting, general evaluation of people, objects or issues.

A process where messages that happy people deliver enhance our attitude toward the product.

Knowing that a consumer is more likely to comply with a big request if he agrees to a smaller one first.

People assimilate new information about attitude objects in light of what they already know or feel.

An exaggeration that happens when people tend to perceive messages within their latitude of acceptance as more consistent with their position than those messages actually are.

How a person perceives relations among different attitude objects and how he alters his attitudes so that these remain consistent.

A model that emphasizes multiple pathways to attitude formation, including outside-in and inside-out.

A marketing theory that acknowledges that a marketer will be much more successful when he communicates with consumers who have already agreed to listen to him.

People forget about the negative source after a while.

When we don't care as much about a product, the way it's presented increases in importance.

The accumulation of shared meanings. rituals, norms, and traditions among the members of an organization or society.

A belief that some condition is preferable to its opposite.

The process of learning the beliefs and behaviors endorsed by one's culture.

Learning the value system and behavior of another culture.

A set of terminal values that apply to many different cultures. And a set of instrumental values, actions we need to take to achieve these terminal values.

Outsiders transform the original meanings of subcultural products for a larger audience to consume.

The set of individuals and organizations that create and market a cultural product.

Marketers appropriate elements of popular culture and use them as promotional vehicles.

The insertion of a real product in fictional movies, tv shows, books, and plays.

The act of embedding a product or service ink in a video.

A story with symbolic elements that represents a culture's ideals.

A ritual is a set of multiple, symbolic behaviors that occurs in a fixed sequence and is repeated periodically. (Fortress Brands)

Something that occurs when we set apart objects and events from normal activities and treat them with respect or awe.

Objects and events that are ordinary.

What happens when ordinary objects, events, and people take on sacred meaning.

Attributing sacred qualities to mundane items.

When objects we associate with sacred events or people become sacred in their own right.

The systematic acquisition of a particular object or set of objects.

When foreign influences integrate with local meanings.

Rules of conduct that guide actions in the marketplace; standards against which most people in a culture judge what is right and what is wrong.

Importance people attach to worldly possessions.

Shoppers are willing to pay more for an item when they know exactly where it comes from.

A strategy to disrupt efforts by the corporate world to dominate our cultural landscape.

Using marketing strategies to encourage positive behaviors.

A marketing strategy that aligns a company or a brand with a cause to generate business and social benefits.

A consumer's ability to access, analyze, evaluate, and communicate information in a variety of forms, including print and non-print messages.

A marketing strategy that involves the development and promotion of environmentally friendly products - and stressing this attribute when the manufacturer communicates with customers.

What happens when companies make false or exaggerated claims about how environmentally friendly their products are.

A physiological or psychological dependency on products or services.

People who are used or exploited, willingly or not, for commercial gain in the marketplace. Prostitutes, organ, blood, and hair donors, babies.

The industry term for inventory and cash losses from shoplifting and employee theft.

Types of destructive consumer behavior, in which people deliberately deface or mutilate products and services.

A relatively permanent change in behavior caused by experience. We can also learn observing events that affect others.

Learning takes place as the result of responses to external events.

Feeling responding to a cue in the environment. It's coupled with action tendencies, lasts shorter and is intense. Emotion is a more likely response to an ad.

State of mind, unfocused and pre-existing.