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| the acquired mental position, positive or negative, regarding some idea or object |
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| an individual's opennes or curiosity about a brand |
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| an acquired or developed behavior pattern that has become nearly or completely involuntary |
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| the consumer's conscious or unconscious decision, expressed through intention or behavior, to repurchase a brand continually. |
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| the underlying drives that stem from the conscious or unconscious needs of the consumer and contribute to the individual consumer's purchasing actions |
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| the basic, often instinctive,human forces that motivate us to do something |
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| needs learned during a person's lifetime |
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| Maslow's theory that the lower biological or survival neeeds are dominant in human behavior and must be satisfied before higher, socially acquired needs become meaningful |
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| social influences on the consumer decision-making process, including family, society, and cultural environment |
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| people we try to emulate or whose approval concerns us |
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| someone whose beliefs or attitudes are respected by people who share an interest in some specific activity |
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| a homogenous group's whole set of beliefs, attitudes, and ways of doing things, typically handed down from generation to generation |
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| the particual group of alternative goods or services a consumer consideres when making a buying decision |
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| the theory that people try to justify their behavior by reducing the degree to which their impressions or beliefs are inconsistent with one another |
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| the party that formulates the idea, encodes it as a messsage, and sends it via some channel to the receiver |
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| oral communcation, the idea formulated and encoded by the source and sent to the receiver |
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| translating an idea or message into words, symbols, and illustrations |
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| any medium through which an encoded message is sent to a receiver, included oral communication, print media, tv, and interenet |
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| in oral communication, this party decodes the messageto understand it |
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| to interpret a message by the receiver |
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| the sentder's advertising message competing daily iwth hundreds of other commercial and noncommercial messages |
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| a message that acknowledges or responds to an intial message |
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| the activiities,actions, and influences of people who purchase and use goods and services to satisfy their personal or household needs and wants |
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| social influencing the consumer decision-making process that are often out of hte consumer's control, such as time, place, and environment |
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| evaluation of alternatives |
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| choosing among brands, sizes, styles, and colors |
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| determining whether a purchase has been a satisfactory or unsatisfactory |
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| our personalized way of sensing and comprehending stimuli |
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| physical data that can be recieved through the senses |
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| the physoclogical or psychological filters that messages must past through |
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| the images we carry in our minds of the type of person we are and who we desire to be |
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| the ability of human to select from the many sensations bombardin their central processing unit those sensations that fit well with their current or previours experiences, needs, desires, attitudes, and beliefs, focusing attention on some things and ingnoring others |
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| the point of awareness and comprehension of a stimulus |
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| a change in thought process or behavior that occurs when the change in beleif,attitude,or behavioral intention is caused by promotion communication |
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| Elaboration Likelihood Model |
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Definition
| theory of how persuasion occurs; it proposes that the method of persuasion depends on the consumer's level of involvement with the product and the message |
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Term
| central route to persuasion |
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Definition
| 1 of 2 ways comm. can persuade consumers; consumer's high level of involvement, consumer are motivated to pay attention to product related info |
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Term
| peripheral route to persuasion |
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Definition
| when consuemr have low involvement with a product or message; little reason to pay attention |
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