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consumer behavior
chapter 2
27
Marketing
Undergraduate 3
10/17/2011

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Term
motivation
Definition
an inner state of arousal that provides energy needed to achieve a goal
Term
motivated reasoning
Definition
processing information in a way that allows consumers to reach the conclusion that they want to reach
Term
felt involvement
Definition
self reported arousal or interest in an offering, or decision
Term
enduring involvement
Definition
long term interest in an offering, activity, or decision
Term
situational involvement
Definition
temporary interest in an offering, activity, or decision, often caused by situational circumstances
Term
cognitive involvement
Definition
interest in thinking about and learning information pertinent to an offering, a activity or decisions
Term
affective involvement
Definition
interest in expending emotional energy and evoking deep feelings about an offering, activity, or decision.
Term
response involvement
Definition
interest in certain decisions and behaviors.
Term
personal relevance
Definition
something that has a direct bearing on the self and has potentially significant consequences on our lives
Term
self-concept
Definition
our mental view of who we are
Term
values
Definition
beliefs about what is right
Term
needs
Definition
an internal state of tension caused by disequilibrium from an ideal physical/psychological state
Term
functional needs
Definition
needs that motivate the search for offerings that solve consumption related problems
Term
symbolic needs
Definition
needs that relate to how we perceive ourselves , by others, how we relate to others and the esteem in which we are held by others
Term
hedonic needs
Definition
needs that relate to sensory pleasure
Term
approach-avoidance conflict
Definition
a feeling of conflictedness about acquiring or consuming an offering that fulfills one need but fails to fulfill another
Term
approach-approach
Definition
a feeling of conflicttedness about which offer to acquire when each fulfills a different important need
Term
avoidance-avoidance
Definition
which offering to acquire when neither can satisfy an important but different need
Term
goals
Definition
outcomes we would like to achieve
Term
appraisal theory
Definition
theory of emotion that proposes that emotions are based on an individuals assessment of a situation and its relevance to his goals
Term
perceived risk
Definition
the extent to which the consumer is uncertain about the consequences of an action
Term
performance risk
Definition
uncertainty about whether the offering will perform
Term
financial risk
Definition
potential to create financial harm
Term
physical risk
Definition
potential to create physical harm
Term
social risk
Definition
do harm to ones social standing
Term
psychological risk
Definition
potential to create negative emotions or psychological harm
Term
time risk
Definition
uncertainties over the length of time consumers must invest in buying, using, or disposing of the offering.
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