Consumer Behaviour Glossary and Quotation

Source: Book - Basics Marketing 01: Consumer behaviour by Hayden Noel.

Barter Exchange (goods or services) for other goods or services	Variable A factor that can be changed a adapted	Product An article or substance manufactured for sale
Culture The ideas, customs and social behaviour o a particular people or society	Perceive Be aware of conscious of (something); come to realise or understand	Norm A standard or pattern, especially of social behaviour, that is typical or expected
Generic Characteristic of or relating to a class or group of things; not specific	Stimuli A thing that arouses activity or energy in someone or something; a spur or incentive	Attribute A quality or feature regarded as a characteristic or inherent part of someone or something
Categorisation Place in a particular class or group	Cross-cultural Relating to different cultures or comparison between them	Open-ended Having no predetermined limit or boundary
Accommodation theory Efforts on the part of the communicator to make themselves as similar as possible to their audience in order to improve communication	Rapport A close and harmonious relationship in which the people or groups concerned understand each other’s feelings or ideas and communicate well	Age compression A controversial marketing strategy in which products and attitudes normally associated with adults and older teenagers are promoted to children and young teens
Leasing Describes a contract by which on party conveys land, property or services to another (for a specified time) in return for payment	High context Cultures that focus on streams of information that surround an event or situation in order to determine meaning from the context in which it occurs	Low context Culture that filter out conditions surrounding an event to focus as much as possible on words and objective facts
Trial A test of the performance, qualities, or suitability of someone or something	Acculturation The adaptation to one country’s culture by someone from another country	Assimilate Absorb and integrate ( people, ideas, or culture) into a wider society or culture
Aspirational reference groups Groups to which we would like to belong, but currently are not members	Normative influence When a consumer performs an action in order to conform to another person’s expectations	Determinant A factor which decisively affects the nature or outcome of something
Affective component Consumer’s emotions about the attitude object	Communal goals Goals that stress harmony and establishing relationships	Associative reference groups Formal or informal groups to which we belong
Heuristics Simplified decision rules that could be used as shortcuts to make decisions, such as price and brand name	Hierarchy A system in which members of an organisation or society are ranked according to relative status or authority	Social mobility Moving from one social class to another, either upward or downward on the social class spectrum
Status float When consumers in the upper classes copy purchase patterns and consumption behaviour previously seen in the lower classes	Informative influence When someone else provides information to the consumer that the consumer then considers when making a purchase decision	Framing A decision-making process in which people tend to reach conclusions based on the framework within which a situation was presented
Iconic Sensory memory for images	Echoic Sensory memory for sound	Litmus test A decisively indicate test
Trickle-down effect When consumption patterns observed in the upper classes are copied by the lower classes	Psychological Of, affecting, or arising in, the mind: related to the mental and emotional state of the person	Cognitive component A consumer’s cognitions, thoughts and beliefs about the attitude object
Conative component The likelihood that the consumer will perform an action	Categorisation The process of placing a product or brand in a particular class or group	Prototype A first or preliminary version of a device or vehicle from which other forms are developed
Loss aversion The tendency for people to strongly prefer avoiding losses than acquiring gains	Schema Associations with an object grouped together in a meaningful way	Script Knowledge of sequence of expected events in a given situation
Script disruption User of prior knowledge to grab consumers’ attention by interrupting the script	Script facilitation Use of prior knowledge to facilitate learning about new product or brands	Graded structure A ranking of products based on how well they are representative of the category
Prototype A product that best represents a product category	Subordinate Category below superordinate within taxonomic structure	Superordinate Major category within basic level of taxonomic structure
Taxonomic categories Knowledge that is organised into groups o similar objects	Discursive Relating to discourse or modes of discourse	Brand image A subset of associations that are related to a specific brand
Involvement The relevance of an object to a person based on the individual’s needs and values	Autobiographical /episodic memory Long-term memory about experiences that we have had	Semantic memory General or generic information about how things work in the world
Negative disconfirmation Performance is less than expected	Positive disconfirmation Performance is better than expected	Internal search Searching in the consumer’s  own memory
Consideration set All brands that the consumer deems acceptable for purchase	Evoked set External search combined with retrieved set	Retrieved set Internal search and retrieval of several memories
Marketing mix Probably the most famous marketing term. Its elements are the basic, tactical components of a marketing plan. Also known as the Four P’s, the marketing mix elements are price, place, product, and promotion	Dissociative reference groups Groups to which we do not want to belong that have values and attitudes that we do not wish to emulate	Knowledge structure How information is organised and stored

Quotation

This may seem simple, but you need to give customers what they want, not what you think they want. And, if you do this people will keep coming back. – John Ilhan

Authentic marketing is not the art of selling what you make but knowing what to make. It is the art of indentifying customers’ needs and creating solutions that deliver satisfactions to the customers, profits to the producers and benefits for the stakeholder. – Philip Kotler

Any communication on marketing professional needs cross-cultural research and communication skills to be able to succeed in the future. – Marye Tharp

Understanding the conventions of culture as well as the individual cultural differences and similarities of target locales empowers marketing professionals to realise that one universal message, whether verbal or visual, can never reach a global audience. – Yves Lang
* understand upcyle culture, female culture, and shopping culture 

No matter what your product is, you are ultimately in the education business. Your customers need to be constantly educated about the many advantages of doing business with you, trained to use your products more effectively, and taught how to make never-ending improvement in their lives. – Robert G. Allen

* what are the advantages of using my website and how do i inform my users about the advantages?

Conspicuous consumption of valuable goods is a means of reputability of the gentlemen of leisure. – Thorstein Veblen

Women are a growing market force we have to address – Thomas Weber, DaimlerChrysler
* my website is mainly for female which is a good market to address now

People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily. – Zig Ziglar
* how to recommend users to come back to my website everyday?

The motivation for all personal behaviours is to produce a sense of ‘feel good’, a sense of inner peace and well being. To expect a person to go against his desire to feel good on as good as he can feel under any momentary condition is illogical and irrational. In the observation of human behaviours, one will notice every human act is a response to a personal need. – Sidney Madwed

Motivation is the art of getting people to do what you want them to do because they want to. – Dwight David Eisenhower

Motivation is what gets you started. Habit is what keeps you going. – Jin Rohn
* introduce the users about upcycling and motivate them to buy upcycled product then attract them to visit my website daily

It does not matters whether you are a small broken or part of a large financial institution. You still have to establish an identity that is unique from your competition. That identity is your brand image. – Jeffrey Nelson