MKT 320F EXAM2 VOCAB - CH 6 VOCAB adoption process the steps individuals go through on the way to accepting or rejecting a new idea attitude a

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CH. 6 VOCAB adoption process : the steps individuals go through on the way to accepting or rejecting a new idea. attitude : a person's point of view toward something. belief : a person's opinion about something. cues : products, signs, ads, and other stimuli in the environment. culture : the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people. dissonance : tension caused by uncertainty about the rightness of a decision. drive : a strong stimulus that encourages action to reduce a need. economic buyers : people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. economic needs : needs concerned with making the best use of a consumer's time and money--as the consumer judges it. expectation : an outcome or event that a person anticipates or looks forward to. extensive problem solving : the type of problem solving consumers use for a completely new or important need--when they put much effort into deciding how to satisfy it. learning : a change in a person's thought processes caused by prior experience. lifestyle analysis : the analysis of a person's day-to-day pattern of living as expressed in that person's Activities, Interests, and Opinions--sometimes referred to as AIOs or psychographics . limited problem solving : when a consumer is willing to put some effort into deciding the best way to satisfy a need. low-involvement purchases : purchases that have little importance or relevance for the customer. needs : the basic forces that motivate a person to do something. opinion leader : a person who influences others. perception : how we gather and interpret information from the world around us. personal needs : an individual's need for personal satisfaction unrelated to what others think or do. physiological needs : biological needs such as the need for food, drink, rest, and sex. psychographics : the analysis of a person's day-to-day pattern of living as expressed in that persons's Activities, Interests, and Opinions--sometimes referred to as AIOs or lifestyle analysis . reference group : the people to whom an individual looks when forming attitudes about a particular topic. reinforcement : occurs in the learning process when the consumer's response is followed by satisfaction--that is, reduction in the drive. response : an effort to satisfy a drive. routinized response behavior : when consumers regularly select a particular way of satisfying a need when it occurs. safety needs : needs concerned with protection and physical well-being. selective exposure : our eyes and minds seek out and notice only information that interests us. selective perception : people screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs. selective retention
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This note was uploaded on 03/19/2008 for the course MKT 320F taught by Professor Miller during the Spring '08 term at University of Texas at Austin.

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MKT 320F EXAM2 VOCAB - CH 6 VOCAB adoption process the steps individuals go through on the way to accepting or rejecting a new idea attitude a

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