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Definition
| effort put forth by employees in carefully managing their appearance as a requisite for performing their job well. What is beautiful, what is lovely, what is good? |
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Term
| Autobiographical Memories |
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Definition
| Memories of previous, meaningful events in one life. Consumers more likely to recall those characterized by specific moods when the same mood occurs again in the future.(moods match memories) |
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Definition
| Responses that are automatically recorded based on auto visceral reactions or neurological brain activity (facial reactions, physiological responses) |
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Term
| Cognitive Appraisal Theory |
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Definition
| Specific types of thoughts can serve as a basis for specific emotions. (anticipation, agency, equity, outcomes) |
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Definition
| High & low (hierarchy)degree of personal relevance a consumer finds in pursuing value from a particular category of consumption |
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Definition
| Extent to which an emotional display by one person influences the emotional state of a bystander. |
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Definition
| Extremely high emotional involvement in which a consumer is engrossed in an activity. More likely to spend time, money, repeat purchases & impulse |
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Definition
| Human behavior is initiated that something is needed to maintain one's current status or to improve one's life status. |
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Term
| Maslow's Hierarchy of Needs |
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Definition
| Consumers address a finite set of prioritized needs (Physiological, safety, belongingness, esteem, self actualization.) |
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Definition
| Consumers will remember info better when the mood they are in matches the mood they were in when they originally encountered the information. |
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Definition
| A driving force that moves or incites consumers to act. Focuses attention on goal-relevant objects. Influence the DIRECTION of behavior (approach & avoidance) |
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Definition
| Three numerical dimensions: Pleasure, Arousal, Dominance. |
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Definition
| Emotions that become stored as part of the meaning for a category (schema) |
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Definition
| Pride, emotion, embarrassment, guilt, regret, shame, hope, consumers perceive the need to rectify the problem & restore self-esteem |
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Definition
| Drive to acquire products that consumers can use to accomplish things. Maintaining behavior/state- homeostasis. Toothpaste, conveniency, buying a tank kof gas, gift obligation. |
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Term
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Definition
| Activities (time) interests (importance) opinions (attitudes) |
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Definition
| Human characteristics that can be associated with a brand. Competence, excitement, ruggedness, sophistication. Overall image. |
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Term
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Definition
| Component in psychoanalytic theory that attempts to balance the struggle between the superego and the id |
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Term
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Definition
| Focuses on the total person & the uniqueness of their psychological makeup. no focus on common trends but on individual's complexity |
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Definition
| The degree to which a consumer is open to new ideas & quick to adopt buying new products, services, or experiences early in their introduction. |
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Term
| Traits & Trait Approach to Personality |
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Definition
| Recent. Distinguishable characteristic that describes one's tendency to act in a relatively consistent manner. |
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Term
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Definition
| Psychographics- AIOs & Buyer Profiles. distinctive modes of living, including how people spend their time and money. |
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Term
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Definition
| The extent to which material goods are important in a consumer's life. Possessiveness, nongenorosity, & envy |
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Term
| Psychoanalytical Approaches to Personality |
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Definition
| Freud, early days of research. Motivational research era. Depth interview & focus groups to understand inner motives & needs. Probing questions. |
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Term
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Definition
| Totality of thoughts and feelings that an individual has about themselves. Self schema. Motivated to act in accordance. |
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Term
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Definition
| Much of consumer behavior can be explained by the congruence (match) between a consumer's self-concept and the image of typical users of a focal product. segmenting markets into groups of consumers who perceive high self-concept congruence with product-user image. |
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Term
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Definition
| Consumers agree on the shared meaning of products and symbols. Semiotics become part of self image. |
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Term
| ABC Approach to Attitudes |
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Definition
| suggests that attitudes encompass one's affect, behavior, and cognitions (or “beliefs”) toward an object |
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Term
| Attitude Behavior Consistency |
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Definition
| extent to which a strong relationship exists between attitudes and actual behavior |
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Term
| Attitude-Toward-the-Object |
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Definition
| attitude model that considers three key elements including beliefs consumers have about salient attributes, the strength of the belief that an object possesses the attribute, and evaluation of the particular attribute |
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Term
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Definition
| attempt to change attitudes & eventually behavoir |
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Term
| Compensatory & Non-Compensatory Models |
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Definition
| attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another |
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Term
| Functional Theory of Attitudes (&Functions) |
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Definition
| theory of attitudes that suggests that attitudes perform four basic functions (utilitarian, knowledge, value-expressive, ego-defensive) |
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Term
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Definition
| Standard of learning occurs when a consumer faces a high involvement decision. Significant risk. |
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Term
| Central Route to Persuasion |
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Definition
| path to persuasion found in ELM where the consumer has high involvement, motivation, and/or ability to process a message |
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Term
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Definition
| hypothesis that states that a source feature is most effective when it is matched with relevant products |
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Term
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Definition
| Serial position effect; primacy/recency effect |
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Term
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Definition
| focuses on the internal processes of an individual's judgment with relation to a communicated message |
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Term
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Definition
| process by which consumers come to learn a culture other than their natural, native culture |
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Term
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Definition
| extent to which an individual's life is intertwined with a large cohesive group |
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Term
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Definition
| judging another culture solely by the values and standards of one's own culture |
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Term
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Definition
| rule that specifies the appropriate consumer behavior in a given situation within a specific culture |
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Definition
| a group of people whose members identify with each other, through a common heritage |
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Definition
| A key CSV dimension; determiner of degere of cultural distance |
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Term
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Definition
| involves learning through observation and the active processing of information about lived, everyday experience |
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Term
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Definition
| the extent to which people expect each other to take responsibility for themselves and their immediate family (CSV) |
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Term
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Definition
| fers to the increasingly global relationships of culture, people, and economic activity. |
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Definition
| a group of people who share similar values and tastes that are subsumed within a larger culture |
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Term
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Definition
| study of people based on the fact that people with similar demographics tend to live close to one another. |
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Term
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Definition
| mental and cognitive structures through which individuals perceive the world based largely on their standing in a social class |
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Term
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Definition
| the finding that most marriages are comprised of people from similar classes |
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Term
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Definition
| Microculture closely related with income. 6 in US. Influence AIO & behavior. |
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Term
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Definition
| Shape consumer behavior patterns: two working parents, decreasing family size, India & China. |
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Term
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Definition
| the division of society into classes that have unequal access to scarce and valuable resources. status symbols. |
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Definition
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Term
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Definition
Emotion= Affect + Arousal
Focuses attention on "emotional" objects (-ings) |
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Term
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Definition
| Desires that arise when a consumer's ACTUAL state does not meet his or her DESIRED state. Physiological, emotional, & cognitive. DRIVE. social/non. |
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Term
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Definition
- High Intensity Less Intense
- Stimulus Spec. Not Stim. Spec.
- Shorter duration Longer Duration
- Very Aware MAY be unaware
- Disruptive MAY be disruptive
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Term
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Definition
| Evaluations in which the value of a target is influenced in a consistent way by one's mood |
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Term
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Definition
| Drive to experience something personally gratifying- emotionally satisfying. Multisensory experience of shopping. Trendy new restaurant, driving fast, air freshener, giving gifts. |
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Term
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Definition
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Term
| Peripheral Route to Persuasion |
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Definition
| path to persuasion found in ELM where the consumer has low involvement, motivation, and/or ability to process a message |
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Term
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Definition
| way a person learns his or her native culture |
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Term
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Definition
| people of the same age end up sharing many of the same values and develop similar consumer preferences. (teens) |
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Term
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Definition
| penalty associated with performing a nongratifying or culturally inconsistent behavior |
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Term
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Definition
| representation of how disparate one nation is from another in terms of their CSV |
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Term
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Definition
| customs and accepted ways of structuring society (family & political structures) |
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