Term
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Definition
▮The inner reasons or driving forces behind human action as consumers are driven to address real needs |
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Term
| What two key motivations are oriented toward two key groups of behavior. |
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Definition
homeostasis
Self-improvement |
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Term
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Definition
| The body naturally reacts in a way so as to maintain a constant, normal blood stream |
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Term
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Definition
| Changing one’s current state to a level that is more ideal |
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Definition
| Orients consumers toward avoiding negative consequences |
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Term
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Definition
| Orients consumers toward the pursuit of their aspirations or ideals |
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Term
Maslow’s Hierarchy of Needs |
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Definition
•A general theory designed to account for most human behavior in general terms. |
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Term
What are the Maslow’s hierarchy of needs?
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Definition
Physiological
Safety and Security
Belongingness and Love
Esteem
Self Actualization
P.S.B.E.S. |
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Term
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Definition
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| Safety and security from Maslow's Heirarchy of needs means: |
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Definition
| The need to be secure and protected |
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Term
| Belongingness and love of Maslow's heirarchy of needs means: |
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Definition
| The need to feel like a member of a family or community |
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Term
| Esteem of Maslow's hierarchy of needs means: |
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Definition
| The need to be recognized as a person of worth |
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Term
| Self-actualization of Maslow's hierarchy of needs means: |
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Definition
| The need for personal fulfillment |
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Term
| What are the cognitive/ utilitarian motives? |
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Definition
| thinking, rational, utilitarian |
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Term
| What are the affective/hedoonic motives? |
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Definition
| feeling, emotions, hedonic |
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Term
| Define Utilitarian motivation: |
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Definition
| A drive to acquire products that consumers can use to accomplish things. Implies that consumers select goals based on totally objective criteria such as size, weight, price, or miles per gallon |
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Term
| Define Hedonic Motivation: |
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Definition
| Involves a drive to experience something personally gratifying. Implies the selection of goals according to personal or subjective criteria. |
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Term
| List the types o involvement: |
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Definition
Product
Shopping
Situational
Enduring
Emotional
P.S.S.E.E. |
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Term
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Definition
| are motives that are known and freely admitted. |
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Term
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Definition
| are either unknown to the consumer or are such that he/she is reluctant to admit them. |
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Term
| Projective techniques means: |
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Definition
| are designed to provide information on latent motives. |
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Term
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Definition
| A transient (temporary and changing) and general affective state |
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Term
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Definition
Represents the feelings a consumer has about a particular product or activity
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Term
| Autonomic measures MEANS: |
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Definition
| Automatically record visceral reactions or neurological brain activity |
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Term
| Self-report measures mens: |
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Definition
| Less obtrusive than biological measures because they don’t involve physical contraptions like MRI machines or lie detectors |
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Term
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Definition
| (a yearning for the past as it reflects happy times) creates positive feelings. |
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Term
| Emotional contagion means: |
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Definition
| Represents the extent to which an emotional display by one person influences the emotional state of a bystander |
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Term
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Definition
| Workers have to overtly manage their own emotional displays as part of the requirements of the job |
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Term
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Definition
Totality of thoughts, emotions, intentions, and behaviors that a person exhibits consistently as he or she adapts to his or her environment
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Term
| What does the Psychoanalytic Approach mean: |
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Definition
| unconscious needs are at the heart of human motivation; motivational research tries to reveal these unconscious motivations |
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Term
| What does the Trait Theory Approach mean: |
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Definition
| each of us have internal characteristics or traits that are consistent; we can measure differences between individuals on these characteristics |
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Term
| What is a example of Psychoanalytic Approach ? |
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Definition
Freudian Theory, Neo-Freudian Theory
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Term
| What is a example of Trait Theory Approach ? |
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Definition
Big Five Factor Model, Myers-Briggs Personality Assessment (both multi-trait models)
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Term
| What is the Freudian Theory ? |
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Definition
human behavior is influenced by an inner struggle between the id and the superego
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Term
| What is the Neo-Freudian Theory ? |
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Definition
| social relationships are fundamental to the development of our personality, esp. children interacting with others at a young age |
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Term
Specific behaviors can ____ across time.
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Definition
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Term
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Definition
| ______ are relatively stable and interact with situations to influence behavior |
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Term
| Personality traits are _______ to an individual. |
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Definition
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Term
Single-trait approach is what?
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Definition
The focus of the researcher is on one particular trait
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Term
| Multiple-trait approach is a: |
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Definition
Combinations of traits are examined and the total effect of the collection of traits is considered
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Term
| Value consciousness is what: |
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Definition
Tendency for consumers to focus on maximizing what is received from a transaction as compared to what is given
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Term
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Definition
Extent to which material goods are important in a consumer’s life
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Term
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Definition
Degree to which consumers are open to new ideas
How quickly consumers adopt to buying new products, services, or experiences early in their introduction
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Term
What is the Need for cognition :
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Definition
Degree to which consumers tend to engage in effortful cognitive information processing
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Term
Five-Factor Model : Personality Trait-Describe
Extroversion |
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Definition
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Term
Five-Factor Model : Personality Trait-Describe
Agreeableness |
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Definition
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Term
Five-Factor Model : Personality Trait-Describe
Openness to Experience |
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Definition
| Creative, open to new ideas, imaginative |
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Term
Five-Factor Model : Personality Trait-Describe
Stability |
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Definition
| Even-Keeled, avoids mood swings |
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Term
Five-Factor Model : Personality Trait-Describe
Conscientiousness |
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Definition
| Precise, efficient, organized |
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Term
| The Five-Factor Model is the most commonly used by |
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Definition
marketers and identifies five basic traits that are formed by genetics and early learning
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Term
| Define brand personality: |
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Definition
| is a set of human characteristics that become associated with a brand and are a particular type of image that some brands acquire. A “Big Five Factor Model” of brand personality is abov |
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Term
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Definition
Ways consumers live and spend their time and money
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Term
| Why is it important to understand customer lifestyles? |
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Definition
Useful in identifying viable market segments
Your lifestyle changes as you move thru different life stages
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Term
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Definition
Way consumer lifestyles are measured
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Term
| What does VALS stand for? |
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Definition
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Term
| VALS classifies consumers into eight distint segment based on what? |
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Definition
Resources available to the consumer (financial, educational, intellectual)
Primary motivations (ideals, achievement, self-expression)
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Term
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Definition
Observable, statistical aspects of populations including such factors as age, gender, or income
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Term
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Definition
| the totality of thoughts and feelings that an individual has about him or her self. |
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Term
| What are the Many Self-Concepts? |
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Definition
Actual self
Ideal self
Social self
Ideal social self
Possible self
Extended self
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Term
| what are Extended Self-Concept - Examples? |
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Definition
Individual Level
Family Level
Community Level
Group Level
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Term
| the Extended Self refers to |
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Definition
| your possessions at different “levels |
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Term
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Definition
the positivity of an individual’s
self-concept.
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Term
| Self-Congruency Theory proposes: |
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Definition
| that 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. |
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Term
| Marketers use self-congruency theory to : |
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Definition
| segment markets into groups of consumers who link high self-concept congruence with their product image |
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Term
Marketers use self-congruency theory to segment markets:
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Definition
Into groups of consumers who link high self-concept congruence with their product image
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Term
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Definition
Relatively enduring overall evaluations of objects, products, services, issues, or people
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Term
| Attitudes are evaluations, meaning |
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Definition
they are either positive or negative; they involve either liking or disliking.
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Term
| Attitudes are enduring, meaning |
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Definition
| once you form an attitude, you tend to keep it, unless you can be convinced otherwise. |
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Term
| Attitudes are primarily learned through your ______. |
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Definition
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Term
| ABC approach to attitudes - Attitudes possess |
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Definition
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Term
| ABC approach to attitudes :Affect |
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Definition
| Feelings about an object. Ex: “I really like my iPad.” |
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Term
| ABC approach to attitudes: Behavior |
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Definition
| Overt behavior that consumers exhibit as well as their intentions to behave. Ex: “I always buy Apple products.” |
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Term
| ABC approach to attitudes :Cognitions |
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Definition
Beliefs the consumer
has about the object. Ex: “My iPad
helps me to study.”
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Term
| What attitude-behavior consistency means? |
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Definition
Refers to the extent to which a strong relationship exists between attitudes and actual behavior
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Term
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Definition
Specific attempts to change attitudes
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Term
| Balance theory is based on: |
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Definition
| the consistency principle |
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Term
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Definition
| The appeal of a message and its construction |
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Term
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Definition
| Characteristics of the person or character delivering a message |
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Term
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Definition
| that may impact the persuasiveness of an advertisement |
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Term
| What are examples of Message appeal: |
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Definition
Sex appeals
Humor appeals
Fear appeals
Emotional appeals
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Term
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Definition
Credibility
Attractiveness
Likeability
Meaningfulness
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