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Chapter 1 - Buying, Having, and Being: An Introduction to Consumer Behavior | Comprehensive Questions and Answers Latest Updated 2024/2025 With 100% Verified Solutions demographics - Measurable observable characteristics of a population. Age, gender, family structure, social class or income, race and ethnicity or occupation. consumption communities - Where members share opinions and recommendations about about anything. market segmentation strategies - An organization targets its product, service or idea, to only to specific groups of consumer rather than everybody. consumer behavior - The study of the process involved when individuals or groups select, purchases, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires. exchange - A transaction in which two or more organizations or people give and receive something of value. consumer - Person who identifies a need or desire, makes a purchase, and the disposes of the product during the 3 stages of consumption process. heavy users - Most faithful customers. 80/20 rule - 20% of users account for 80% of sales. relationship marketing - When marketers interact with customers on a regular basis and give them solid reason ti maintain a bond with the company over time. database marketing - tracks specific consumers' buying habits very closely and crafts products and messages tailored precisely to people's wants and needs based on this information. Big Data - The collection and analysis of extremely large databases.
popular culture - The music, movies, sports, books, celebrities, and other forms of entertainment that the mass market produces and consumes (both a product and inspiration for marketers). role theory - View that much of consumer behavior resembles actions in a play. self-concept attachment - The product's helps to establish the user's identity. nostalgic attachment - The product serves a link with a past self. interdependence - The product is part of the user's daily routine. Love - The product elicits emotional bonds of warmth, passion, or other strong emotion. motivation - The process that lead people to behave as they do. utalitartian - A desire to achieve some functional or practical benefit. hedonic - An experiential need, involving emotional responses or fantasies. goal - Consumer's desired end state. drive - The magnitude of the tension a need creates that determines the urgency the consumer feels to reduce it. drive theory - Focuses on biological needs that produce unpleasant states of arousal. expectancy theory - Suggests that expectations of achieving desirable outcomes (positive incentives) rather than being pushed from within motivate our behavior. want - Specific manifestation of a need that personal and cultural factors determine.
synchronous interactions - Those that occur in real time. asynchronous interactions - Those that don't require all participants to respond immediately. culture of participation - The ability to freely to interact with other people, companies and organizations. paradigm - A set of beliefs that guide our understandings of the world. positivism (research orientation) - Perspective that emphasizes the objectivity of science and the consumer as a rational decision maker. interpretivist (research orientation) - Stresses the subjective meaning of the consumer's individual experience and the idea that any behavior is subject to multiple interpretations rather than to one single explanation.
