CONSUMER BEHAVIOR VOCABULARY

 Consumer Behavior: processes a consumer uses to make purchase decisions, as well as to use
and dispose of purchased goods or services; also includes factors that influence purchase
decisions and product use.
 Decision Making Process: a five step process used by consumers when buying goods or services.
 Problem Recognition (need recognition): result of an imbalance between actual and desired
states.
 Stimulus: any unit of input affecting one or more of the five senses: sight, smell, taste, touch,
and hearing.
 Involvement: the amount of time and effort a buyer invest in the search, evaluation, and
decision process of consumer behavior.
 Routine Response Behavior: the type of decision making exhibited by consumers buying
frequently purchased low-cost goods and services; requires little search and decision time.
 Limited Decision Making: the type of decision making that requires a moderate amount of time
for gathering information and deliberating about an unfamiliar brand in a familiar product
category.
 Extensive Decision Making: the most complex type of consumer decision making, used when
buying an unfamiliar, expensive product or an infrequently bought item; requires use of several
criteria for evaluating options and much time for seeking information.
 Culture: the set of values, norms, attitudes, and other meaningful symbols that shame human
behavior and the artifacts, or products, of that behavior as they are transmitted from one
generation to the next.
 Subculture: a homogeneous group of people who share elements of the overall culture as well
as unique elements of their own group.
 Value: the enduring belief that a specific mode of conduct is personally or socially preferable to
another mode of conduct.
 Social Class: a group of people in a society who are considered nearly equal in status or
community esteem, who regularly socialize among themselves both formally and informally, and
who share behavioral norms.
 Wealthiness $$$
 Primary Membership Group: a reference group with which people interact regularly in an
informal, face-to-face manner, such as family, friends, and coworkers.
 Secondary Membership Group: a reference group with which people associate less consistently
and more formally than a primary membership group, such as a club, professional group, or
religious group.
 Aspirational Reference Group: a group that someone would like to join.
 Norm: a value or attitude deemed acceptable by a group.
 Socialization Process: how cultural values and norms are passed down to children.
 Reference Group: all of the formal and informal groups in a society that influence an individual’s
purchasing behavior.
  Opinion Leader: an individual who influences the opinions of others.
 Personality: a way of organizing and grouping the consistencies of an individual’s reactions to
situations.
 Self-Concept: how consumers perceive themselves in terms of attitude, perceptions, beliefs, and
self-evaluations.
 Ideal Self-Image: the way an individual would like to be perceived.
 Real Self-Image: the way an individual actually perceives himself or herself.
 Perception: The processes by which people select, organize, and interpret stimuli into a
meaningful and coherent picture.
 Motive: a driving force that causes a personal to take action to satisfy specific needs.
 Maslow’s Hierarchy of Needs: a method of classifying human needs and motivations into five
categories in ascending order of importance: physiological, safety, social, esteem, and self-
actualization.
 Belief: an organized pattern or knowledge that an individual holds as true about his or her
world.
 Attitude: a learned tendency to respond consistently toward a given object.

SOCIAL MEDIA

Engagement Rate — An engagement rate is a metric that measures the audience

Mention — A mention (or tag) is a way to notify or give attribution to another person or
organization by using the @username of the individual or organization on the respective
social media platform (e.g., Twitter and LinkedIn). On LinkedIn, however, users may block
@mentions.

Optimization — Optimization is a process of monitoring content (often a paid or

User-Generated Content — User-generated content involves social sharing of content

Audience — An audience on social media is those individuals receiving your messages
through social media platforms, by way of your posts or updates. An audience can include
followers, fans, connections, and subscribers.

Awareness — These objectives help you to bring more awareness to your brand.
  Brand Awareness — Increase overall awareness. (This objective can
send out a survey to users to see if they can recall seeing your
advertisement).
 Reach — The reach objective will show your ad to as many people as
possible within your target audience. You can also choose the frequency
(the number of times) people can see your ad.
 Engagement — The engagement objective targets people within your target
audience that are most likely to engage with your content.

CHANNELS OF DISTIRBUTION1. Agents

intermediaries who assist in the sale and/or promotion of goods and services but do not
take title to them
2. Channel Length
The total number of channel members in a channel of distribution
3. Channel Management
Processes by which marketers ensure that products are disturbed to customers
efficiently
4. Channel Members
businesses or individuals who assist in moving goods and services from the producer to
the consumer
5. Channels of Distribution
paths, or routes, that goods or services take from the producer to the ultimate consumer
or industrial user
6. Chargeback
a financial penalty a middleman assesses a producer for a variety of issues, such as
receiving damaged merchandise
7. Direct Distribution
a channel of distribution in which goods and services move directly from the producer to
the consumer or industrial user
8. Distribution Intensity
the level of market exposure a certain distribution pattern achieves
9. Dual Distribution
distrusting a product through two different channels
10. E-Commerce
the buying and selling of goods using computers
11. Exclusive Distribution
a distribution pattern in which a producer sells a product through just one middleman in
a geographic area
12. Horizontal Conflict
a type of channel conflict that occurs between channel members at the same level (ie:
two retailers)
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13. Incentive
a reward that motivates
14. Indirect Distribution
a channel of distribution in which goods and services move from the producer to the
channel members and then to consumers or industrial users
15. Industrial User
a business that buys materials, or services, or goods which will be used to make other
goods or which will be used in the operation of the company
16. Intensive Distribution
a distribution pattern in which a producer sells a product through every available
wholesaler and retailer in a geographic area where consumers might look for it
17. Intermediaries (middlemen)
channel members operating between the producer and consumer or industrial user to
help in the movement of goods and services
18. Multiple Distribution
distributing a product through many different channels
19. Producers
the people who make or provide goods and/or services
20. Retailers
businesses that buy consumer goods or services to sell them to the ultimate consumer
21. Risk
the possibility of loss or failure
22. Sanctions
financial penalties or fines
23. Selective Distribution
a distribution pattern in which a producer sells a product through a limited number of
middlemen in a geographic area
24. Value
the amount of satisfaction a good or service will provide the customer
25. Vertical Conflict
a type of channel conflict that occurs between channel members at different levels
within the same channel
26. Wholesalers
intermediaries who help to move goods between producers and retailers by buying
goods from producers and selling them to retailers