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Consumentenpsychologie
Consumentenpsychologie
85
Psychology
Undergraduate 4
04/15/2018

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Term
Behoefterkenning
Definition
een individueel gevoel van een verschil tussen de gepercipieerd ideale en de eigenlijke staat.
Term
internal search
Definition
retrievinf knowledge from memory or perhaps genetic tendencies
Term
external search
Definition
collecting information from peers, family, and the marketplace
Term
Steps of information processing
Definition
1. Exposure
2. Attention
3. Comprehension
4. Acceptance
5. Retention
Term
evaluative criteria
Definition
the standards and specifications used to compare different products and brands. How is influenced by both individual and environmental influences.
Term
Salient attributes
Definition
Price, reliability and factors that probably vary little between similar types of products
Term
determinant attributes
Definition
Determine wich brand or store consumers choose
Term
extended problem solving
Definition
problem solving of a higher degree of complexity that influences consumers' actions ; more detailed and rigorous; fueled by doubts and fears,based on lack of experience and information about an expensive, significant, or high-involvement purchase
Term
Limited problem solving
Definition
Problem solving of a lower degree of complexity that influences consumers' actions. Most common when the consumers have neither the time, the resources, nor the motivation to engage in EPS
Term
selective need recognition
Definition
occurs when the need for a specific brand within a product category is simulated
Term
pre-purchase search
Definition
External search moticated by an upcoming purchase descision
Term
Ongoing search
Definition
Information acquisition takes place on a relatively regular basis regardless of sporadic purchase needs
Term
external search set
Definition
those choice alternatives that consumers gather information about during pre-purchase search
Term
Opinion leaders/ Influentials
Definition
other consumers respected for their expertise in a particular product category
Term
funnel search strategy
Definition
Consumers begin theri internet search with generic terms but eventually refine their search with terms focusing on specific products
Term
cost versus benefit perspective
Definition
people search for desicion-relevant information when the perceived benefits of the new information are greater than the perceived costs of acquiring this information
Term
perceived risk
Definition
consumers' uncertainty about the potential positive and negative consequences of the purchase decision
Term
consideration set
Definition
those alternatives considered during decision making
Term
retrieval set
Definition
recall of choice alternatives from memory
Term
categorization process
Definition
evaluation of a choice alternative depends on the particular category to wich it is assigned
Term
piecemeal process
Definition
an evaluation is derived from consideration of the alternative's advantages and disadvantages along important product dimensions
Term
fully planned purchase
Definition
both the product and brand are chosen in advance
Term
partially planned purchase
Definition
intent to buy the product exists but brand choice is deferred until shopping
Term
unplanned purchase
Definition
both the product and brand are chosen at point of sale
Term
Image advertising
Definition
Visual components and words that help consumers form an expectation about their experience in the store and about what kinds of consumers will be satisfied with the store's experience
Term
Information advertising
Definition
provides details about products, prices, hours of store operation, locations, and other attributes that might influence purchase decisions
Term
Consumer logistics
Definition
the speed and ease with wich consumers move through the retail and shopping process
Term
Multichannel retailing
Definition
reaching diverse consumer segments through a variety of formats based on their lifestyles and shopping preferences
Term
hypermarket
Definition
These stores incorporate breakthrogh technology in handling materials from a warehouse-operating profile that provides both a warehouse feel for consumers as well as strong price appeal
Term
direct marketing
Definition
the strategies used to reach consumers somewhere other than a store
Term
direct selling
Definition
any form of face-to-face contact between a salesperson and a customer away from a fixed retail location
Term
inbound telemarketing
Definition
use of a toll-free number to place orders directly
Term
dicretionary time
Definition
Leisure time; when individuals feel no sense of economic, legal, moral, social or physical compulsion or obligation
Term
nondiscretionary time
Definition
includes physical obligations, social, and moral obligations
Term
monochronic time use
Definition
Performing only one activity at a time
Term
Integrated marketing communications (IMC) programs
Definition
a systematic, cross-organizational marketing communication process that is customercentric, data driven, technically anchored and branding effective
Term
usage expansion advertising
Definition
attempts to persuade consumers to use familiar product in new or different ways
Term
usage volume segmentation
Definition
divides users into one of three segments: heavy, moderate and light users
Term
consumption norms
Definition
informal rules that govern out consumption behavior
Term
Consumption rituals
Definition
a type of expressive, symbolic activity constructed of multiple behaviors that occur in a fixed, episodic sequence, and that tend to be repeated over time
Term
compulsive consumption
Definition
a response to an uncontrollable drive or desire to obtain, use, or experience a feeling, substance, or activity that leads an individual to repetitively engage in a behavior that will ultimately cause harm to the individual and possibly others
Term
shop-a-longs
Definition
in wich shoppers are acoompanied by one or more observers
Term
net promoter
Definition
represents the percentage of the company's customers labeled as promoters (those recommending it to others) minus the percentage of the company's customers labeled as detractors (those with unkind things to say)
Term
Expectancy disconfirmation model
Definition
proposes that satisfaction depends on a comparison of pre-purchase expectations to consumption outcomes
Term
exposure
Definition
when there is physica proximity to a stimulus that allows one or more of a person's five senses the opportunity to be activated
Term
lower threshold
Definition
the minimum amount of stimulus intensity necessary for sensation to occur
Term
product placement
Definition
companies pay to have their products embedded within an entertainment vehicle
Term
click-through rates
Definition
representing the percentage of people that click on the advertisement to learn more
Term
Permission based e-mail
Definition
one wich recipients have previously granted permission to a commercial sender to contact them in this fashion
Term
Habituation
Definition
occurs when a stimuus becomes so familiar and ordinary that it loses its attention-getting ability
Term
advertising wearout
Definition
The term used to describe ads that lose their effectiveness because of overexposure
Term
Permission marketing
Definition
asking consumers for their permission to send them product-related materials
Term
isolation
Definition
involves placing only a few stimuli in an otherwise barren perceptual field
Term
Free-standing inserts
Definition
those ads containing coupons that are grouped together and inserted into the sunday newspaper
Term
Subliminal persuasion
Definition
the notion that people are influenced by stimul below their conscious level of awareness
Term
opinion formation
Definition
the first time we develop a belief, feeling or attitude about something
Term
comprehension
Definition
the interpretation of a stimulus
Term
stimulus categorization
Definition
the stimulus is classified using the mental consepts and categories stored in memory
Term
Central process of opinion formation
Definition
opinions are formed from a thoughtful consideration of relevant information
Term
peripheral process of opinion formation
Definition
Opinions that arise without thinking about relevant information
Term
peripheral cues
Definition
stimuli devoid of product relevant information
Term
differential threshold
Definition
the smallest change in stimulus intensity that will be noticed
Term
Weber's law
Definition
perceptions of change depend on more than simply the absolute amount of change
Term
composite branding
Definition
the use of the well-known brand names on a product
Term
stimulus generalization
Definition
occurs when, for an exsisting stimulus-response relationship, the more similar a new stimulus is to the existing one, the more likely it will evoke the same response
Term
reference pricing
Definition
information about a price other than that actually charged for the product is provided
Term
information advertising appeals
Definition
attempt to influence consumers' beliefs about the advertised product
Term
emotional advertising appeals
Definition
try to influence consumers' feelings about the advertised product
Term
utilitarian advertising appeals
Definition
aim to influence consumers' opinions about the advertised product's ability to perform its intended function
Term
value-expressive advertising appeals
Definition
attempt to influence consumer's opinions about the advertised product's ability to communicate something about those who use the product
Term
search claims
Definition
those that can be valudated before purchase by examining information readily available in the marketplace
Term
experience claims
Definition
can be verified but require product consumption in order to do so
Term
credence claims
Definition
verification of their accuracy is either impossible or unlikely because they require more effort than consumers are willing to invest
Term
objective claims
Definition
claims that focus on factual information that is not subject to individual interpretations
Term
subjective claims
Definition
claims that may evoke different interpretations across individuals
Term
match-up hypothesis
Definition
endorsers are most effective when they are perceived as appropriate spokespeople for the endorsed product
Term
gain-framed messages
Definition
emphasize what is attained by following the messages' recommendations
Term
loss-framed messages
Definition
emphasize what costs may be incurred if the messages' recommendations are not followed
Term
pennies-a-day strategy
Definition
decoposes a product's price into its cost on a daily basis
Term
scarcity effect
Definition
an object is viewed as more desirable as its perceived scarcity increases
Term
nostalgia advertising appeals
Definition
attempts to persuade by evoking positive memories from the past
Term
day-after recall measure
Definition
assesses consumers's ability to recall the advertised brand twenty-four hours after being exposed to the advertisement
Term
self-referecing
Definition
relating a stimulus to one's own self and experiences
Term
brand name suggestiveness
Definition
the extent to wich a brand name conveys or reinforces a particular attribute or benefit offered by the brand
Term
closure
Definition
the tendency to develop a complete picture or perception when elements in the perceptual field are missing
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