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| Our settled opinion - either positive or negative- about people, ideas, places, or objects |
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| The portion of our attitudes that determines how we intend to act toward an attitude object |
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| According to Carl Jung, shared memories of the past that become the basis for present culture and are sometimes personified by characters |
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| The portion of our attitudes that is made up of our emotions toward an attitude object |
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| The portion of our attitudes that comes from what we have seen, read, or experienced, concerning an attitude object; it forms the basis of our beliefs about that object |
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| Response to social influences that occurs when we choose to do something because someone else asked us to do it |
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| A response to social influence that occurs when we behave like others in order to be accepted or feel like "one of the group" |
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| Direct Primary Influencers |
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| Groups or people with whom we have the most contact, such as family or close friends, and whose opinions are very powerful |
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| The conscious component of personality, our sense of ourselves; it react to reality in a socially acceptable way, serving as a mediator between the desires of the id and the restraints of the superego |
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| A group of individuals who live together and are related either by blood, adoption, or marriage; the unit that teaches each member the skills needed to function in society |
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| The spread of fashion through different societal groups |
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| Any single persons or groups of persons who live together in a residential setting regardless of whether they are related |
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| Indirect Secondary Influencers |
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| Groups that are not in out immediate circle of friends and family and therefore do not have a strong influence on our decision making |
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| Facts, figures, data, and so on from professionals who are familiar with a specific subject or brand that have an effect on our decision making |
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| Family group that includes grandparents, aunts, uncles, and other relatives beyond the nuclear family |
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| Family group that includes parent(s) and children living together |
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| Responce to social influence that occurs when one strictly obeys an order from an authoritative person or group |
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| Individual who is highly regarded by his peers and serves as a credible source or liaison, who transmits ans translates information from mass media to those seeking advice |
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| Any person or group serving as a point of comparison or frame of reference for an individual when that individual is forming his own beliefs and behaviors |
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| Our positive and negative opinions of ourselves and our estimate of our self-worth |
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| The study of symbols an their meanings |
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| Process for preparing children for the future by teaching the skills, attitudes, and general knowledge necessary to effectively integrate into society |
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| Groups of individuals belonging to different levels of society; they are hierarchical and, for the most part, depend on levels of prosperity and opportunity, and at times on inheritance |
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| A smaller group with in a larger society/culture (such as persons of the same age, political ideology, ethnicity, social class, sexual orientation)who processes distinct beliefs, goals, interests, and values that differentiate them from the dominant culture |
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| Component of personality that acts as a conscience, promoting acceptable standards of behavior and restraining the impulsive id by creating feelings of guilt to punish misconduct, real or imagined |
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| Theory stating the probability of influence increases depending on the number of people involved and the importance and proximity of the influencers |
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| TORA Theory of Reasoned Action |
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| Theory stating that in addition to the affective, cognitive, and behavioral components of attitude, subjective norms including our normative beliefs (others' opinions)plus the extent to which we're motivated to go along with those opinions play a part in reaching a buying decision |
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| Theory stating that people want to maintain harmony or balance in their attitudes |
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| The expected or prescribed behaviors of consumers within a household, includes information gathering/influencers, gatekeepers, decision makers, purchasers, and users |
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| Theory stating that in addition to the personality having multiple selves, we envision ourselves both privately and in relation to others |
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| The series of steps- felling, beliefs, actions- that we go through forming our attitudes |
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| Theory of Cognitive Dissonance |
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| Theory explaining consumers' discomfort due to conflicting attitudes concerning an attitude object, often a recent significant purchase |
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Definition
| Fishbein's model stating that a combination consumers' beliefs, derived from their knowledge of the attributes of a product, reveals their overall attitude towards the product |
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