Term
| behavioral influence perspective |
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Definition
| the view that consumer decisions are learned responses to environment cues |
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Definition
| repeat purchasing behavior that reflects a conscious decisions to continue buying the same brand |
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Term
| compensatory decision rules |
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Definition
| a set of rules that allows information information about attributes of competing products to be averaged in some way: poor standing on one attribute can potentially be offset by good standing on another |
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Definition
| the products a consumer actually deliberates about choosing |
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Definition
| a condition where the large number of available options forces us to make repeated choices that drain psychological energy and diminish our ability to make smart decisions |
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Definition
| original country where product was produced, can be important in decision-making process |
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Definition
| intermediary that helps to filter and organize online market information so that consumer can identify and evaluate alternative more efficiently |
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Definition
| the attributes actually used to differentiate among choices |
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Term
| electronic recommendation agent |
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Definition
| a software tool that tried to understand a human decision maker's multiattribute preferences for a product category by asking the user to communicate his or her preferences. Based on that data, the software then recommends a list of alternatives sorted by the degree they fit with the person's preferences |
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Definition
| the belief in the superiority of one's own country's practices and products |
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Definition
| the criteria used by consumers to compare competing product alternatives |
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Definition
| an approach stressing the Gestalt or totality of the product or service experience, focusing on consumers' affective responses in the marketplace |
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Definition
| an elaborate decision-making process, often initiated by a motive that is fairly central to the self-concept and accompanied by perceived risk; the consumer tries to collect as much information as possible and carefully weighs product alternatives |
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Definition
| trend toward an increasing number of options a product offers that make it more difficult for consumers to decide among competitors |
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Definition
| choices made with little or no conscious effort |
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Definition
| the mental rules of thumb that lead to a speedy decision |
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Definition
| the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives |
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Definition
| the process by which the consumer surveys his or her environment for appropriate data to make a reasonable decision |
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| software programs that learn from past user behavior in order to recommend new purchases |
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Definition
| organized system of concepts relating to brands, store and other concepts |
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Definition
| a problem-solving process in which consumers are not motivated to search for information or to rigorously evaluate each alternative; instead they use simple decision making rules to arrive at a purchase decision |
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Term
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Definition
| people who read at a very low level; tend to avoid situations where they will have to reveal their inability to master basic consumption decisions such as ordering from a menu |
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Definition
| a consumer's specific beliefs or decision rules pertaining to marketplace phenomena |
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Term
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Definition
| principle that states that decisions are influenced by the way a problem is posed |
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Definition
| a new technique that uses a brain scanning device called fMRI that tracks blood flow as people perform mental tasks...still trying to figure out how to best use it. |
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Term
| noncompensantory decision rules |
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Definition
| decision shortcuts a consumer makes when a product with a low standing one one attribute cannot make up for this position by being better on another attribute |
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Definition
| belief that a product has potentially negative consequences |
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Term
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Definition
| the process that occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired or ideal state; this recognitions initiates the decision-making process (NEED AND OPPORTUNITY RECOGNITION) |
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Term
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Definition
| communicates an underlying quality of a product through the use of aspects that are only visible in the ad |
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Term
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Definition
| a descriptive model of how people make choices |
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Term
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Definition
| initial impulses to buy in order to satisfy our needs increase the likelihood that we will buy even more |
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Term
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Definition
| a view of the consumer as a careful, analytical decision maker who tries to maximize utility in purchase decisions |
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Definition
| software (such as google) that helps consumers access information based upon their specific requests |
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Definition
| new trend that enables transacations and information gatherirng to occur in the background without any direct intervention by consumers or managers |
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Definition
| the desire to choose new alternatives over more familiar ones |
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Term
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Definition
| pattern that describes the tendency for the most robust effect to be far more powerful than others in its class; applies to consumer behavior in terms of buyers' overwhelming preferences for the market leader in a product category |
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Term
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Definition
| selects brand that is best on most important attribute (noncompensatory decision rule) |
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Term
| elimination-by-aspect rule |
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Definition
| noncompensatory rule, eliminate product if it doesn't have a specific attribute (make cut-offs) |
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Term
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Definition
| noncompensantory rule, processing by brand, looks for brand that makes all the cutoffs for the different attributes; gets lost if this doesn't happen (noncompensatory) |
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Definition
| compensatory rule, chooses product with largest number of positive attributes |
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Term
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Definition
| compensatory rule, take into account relative weight of positive attributes |
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