Consumer Behavior Chapter 11

Front 1

a relative position in an organization or culture awarded on the basis of accomplishment or mastery of some task

Back 1

achieved status

Front 2

VAL2 group that is career oriented and that prefers predictability to risk or self-discovery

Back 2

achievers

Front 3

AIO dimensions

Back 3

activities, interests and opinions

Front 4

well-off consumers who are stressed or unhappy despite of or even because of their wealth

Back 4

affluenza

Front 5

dimensions that contemporary psychographic research attempts to use to group consumers

Back 5

AIOs

Front 6

relative position in an organization or culture awarded on the basis of family connections or other factors external to the individual

Back 6

ascribed status

Front 7

VAL2 group with strong preferences that favor proven brands

Back 7

believers

Front 8

the huge number of consumers around the world who have very low incomes

Back 8

bottom of the pyramid

Front 9

the bloc of nations with very rapid economic development: Brazil, Russia, India and China

Back 9

BRIC nations

Front 10

a cultural value that emphasizes being open to the world and striving for diverse experiences

Back 10

cosmopolitanism

Front 11

a "pecking order" within a culture that dictates which members are relatively higher in status than other members

Back 11

dominance-submission hierarchy

Front 12

VAL2 group that tends to be impulsive, young and enjoy offbeat or risky experiences

Back 12

experiencers

Front 13

places a large sample of respondents into homogenous groups based on similarities of their overall preferences

Back 13

general life-style segmentation

Front 14

the phenomenon in which attractive women tend to marry up

Back 14

hierogamy

Front 15

the tendency for individuals to marry others similar to themselves

Back 15

homogamy

Front 16

occurs when a person moves from one position to another that's rougly equivilent in social status

Back 16

horizontal mobility

Front 17

VALS2 orientation containing consumers that rely on a belief system to make purchase decisions

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ideals orientation

Front 18

VALS2 self-orientations

Back 18

Ideals
Achievement
Self-Expression

Front 19

those who feel they are at the mercy of their economic situations

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impotent actors

Front 20

VALS2 group at the top that is composed of successful consumers with many resources; concerned with social issues and open to change

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innovators

Front 21

looks for items that diferentiate between users and non-users of a product

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lifestyle profile

Front 22

Research projects that cluster a large group of consumers into a set of distinct lifestyle groups

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lifestyle segmentation typologies

Front 23

these consumers use luxury goods to says "I've made it." Theydesire to be sucessful and to demonstrate their success to others motivates them to purchase conspicious luxury items

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luxury is a reward

Front 24

these consumers use their money to buy things that will last and have enduring value. They conduct extensive prepurchase research and make logical decisions rather than emotional or implusive choices

Back 24

luxury is functional

Front 25

attitudes towards luxury

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luxury is functional
luxury is a reward
luxury is indulgence

Front 26

these consumers view the purpose of owning luxury to be extremely lavish and self-indulgent; Willing to pay a premium for goods that express their individuality and make others take notice

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luxury is indulgence

Front 27

VAL2 group that is action oriented; tend to focus energy on self-sufficiency; often found working on their cars, canning their own vegetables, or building their own houses

Back 27

makers

Front 28

a term analysts use to describe the millions of global consumers now enjoy a level of purchasing power that's sufficient to let them afford many high-quality products

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mass class

Front 29

affluent consumers whose relatively recent acquisition of income rather than ancestry or breeding accounts for their enhanced social mobility

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nouveu riches

Front 30

those who believe they have the ability to take actions that affect their world

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potent actors

Front 31

identifies a target group and then profiles these consumers on product-relevant dimensions

Back 31

product-specific profile

Front 32

tailors questions to a product category

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product-specific segmentation study

Front 33

the use of psychological, sociological, and anthropological factors to construct market segments

Back 33

psychographics

Front 34

the overall rank of people in a society; people who are grouped within the same social class are approximately equal in terms of their income, occupations and lifestyles

Back 34

social class

Front 35

the movement of individuals from one social class to another

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social mobility

Front 36

the process in a social system by which scarce and valuable resources are distributed unequally to status positions that become more or less permenantly ranks in terms of the share of valuable resources each receives

Back 36

social stratification

Front 37

the extent to which different indicators of a person's status (income, ethnicity, occupation) are consistent with one another

Back 37

status crystalization

Front 38

a ranking of social desirability in terms of consumers' access to resources such as money, education, and luxury goods

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status hierarchy

Front 39

VAL2 group similar to Achievers but with fewer resources; very concerned about the approval of others

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strivers

Front 40

VALS2 group that is at the bottom of the economic ladder. Most concerned with meeting needs of the moment; have limited ability to acquire anything beyond basic goods for survival

Back 40

strugglers

Front 41

VAL2 group that tend to be satisfied, reflective and comfortable

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thinkers

Front 42

social classes in the united states

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upper upper
lower upper
upper middle
lower middle
upper lower
lower lower

Front 43

a psychographic segmentation system

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Values and Lifestyles System (VALS2)

Front 44

a perspective on social norms and behaviors that tends to differ among social classes

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worldview

Front 45

VAL2 orientation containing consumers that are more competative and who take into account what their peers think about their decisions and how these choices reflecgt on them

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achievement orientation

Front 46

VAL2 orientation containing consumers concerned with the emotional aspects of purchases and the satisfaction that they will personally receive from products and services

Back 46

self-expression orientation

Front 47

the purchase and prominent display of luxury goods to provide evidence of a consumer's ability to afford them

Back 47

conspicious consumption

Front 48

an effect in which those in a higher social class reproduce less than those in lower classes

Back 48

differential fertility