Term
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Definition
| Effort put forth by employees in carefully managing their appearance as a requisite for performing their job well |
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Term
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Autobiographical memories |
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Definition
| Cognitive representation of meaningful events in one's life |
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Term
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Definition
| Responses that are automatically recorded based on either automatic visceral reactions or neurological brain activity. |
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Term
| Cognitive appraisal theory |
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Definition
| school of thought proposing that specific types of appraisal thoughts can be linked to specific types of emotions |
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Term
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Definition
- Shopping: personal relevance of shopping activities
- Situational: temporary interest in some imminent purchase situation
- Enduring: ongoing interest in some product or opportunity
- Emotional: type of deep personal interest that evokes strongly felt feelings simply from the thoughts or behavior associated with some object or activity
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Term
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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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Term
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Definition
| extremely high emotional involvement in which a consumer is engrossed in an activity |
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Term
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Definition
| state of equillibrium wherein the body naturally reacts in a way so as to maintain a constant, normal blodstream |
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Term
| Maslow's hierarchy of needs |
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Definition
- Physiological: basic survival
- Safety and Security
- Belongingness and love: the need to like a member of a family or community
- Esteem: the need to be recognized as a person of worth
- Self-actualization: the need to personal fulfillment
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Term
| Mood-congruent judgements and recall |
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Definition
- Judgements: evaluations in which the value of a target is influenced in a consistent way by one's mood
- Recall: consumers will remmeber information better when the mood they are currently in matches the mood they were in when originally exposed to the information
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Term
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Definition
| inner reasons or driving forces behind human actions as consumers are driven to address real needs |
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Term
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Definition
| self report measure that asks respondents to rate feelings using semantic differential items; acronym stands for pleasure-arousal-dominance |
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Term
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Definition
| emotions that become stored as part of the meaning for a category (a schema) |
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Term
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Definition
| specific emotions that result from some evaluation or reflection of one's own behavior; including pride, shame, guilt, and embarrassment |
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Term
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Definition
| drive to acquire products that can be used to accomplish something |
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Term
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Definition
| refers to the diminished positive feelings someone has about a product because another consumer has handled the product |
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Term
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Definition
| drive to experience something emotionally gratifying |
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Term
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Definition
| actvity, interest, and opinion statements that are used in lifestyle studies |
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Term
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Definition
| collection of human characteristics that can be associated with a brand |
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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
| approach to personality that focuses on understanding the complexity of each individual consumer |
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Term
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Definition
| degree to which an individual to open to new ideas and tends to be relatively early in adopting new products, services, or experiences |
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Term
| Trait approach to personality |
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Definition
| approaches to personality research that focuses on specific consumer traits as motivators of various consumer behaviors |
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Term
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Definition
| distinictive modes of living, including how people spend their time and money |
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Term
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Definition
| extent to which material goods have importance in a consumer's life |
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Term
| Psychoanalytical approach to personality |
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Definition
| approach to personality research that suggests personality results from a struggle between inner motives and societal pressures to follow rules and expectations |
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Term
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Definition
| totality of thoughts and feelings that an individual has about himself or herself |
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Term
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Definition
| theory that proposes that much of consumer behavior can be explained by the congruence of a consumer's self concept with the image of typical users of a typical product |
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Term
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Definition
| perspective that proposes that consumers live in a symbolic environment and interpret the myriad of symbolic around them, and the members of a society agree on the meanings of symbols. |
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Term
| ABC approach to attitudes |
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Definition
| approach that suggests that attitudes encompass one's affect, behavior, and cognition (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 model (ATO) |
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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
| attitudinal model wherein low ratings for one attitude are compensated for by higher ratings on another |
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Term
| Functional theory of attitudes |
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Definition
| theory of attitudes that suggests that attitudes perform four basic functions; utilitarian(concept of reward and punishment), knowledge(simplify decision-making processes), value expressive(satisfaction comes from an expression of attitudes), and the ego defensive(attitudes used as defense mechanisms) |
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Term
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Definition
| attitude approach that suggests that affect, behavior, and cognitions form in a sequential order |
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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
| 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
| 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
| theory that proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude |
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Term
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Definition
| process by which consumers come to learn a culture other than their natural, native-cultural (old rules replaced with new beliefs) |
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Term
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Definition
| way a person learns his or her native culture (family teaches consumer) |
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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 others cultures by the standards of your own, which you believe to be |
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Term
| Cultural norms, sanctions, and distance |
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Definition
Norms: rule that specifies the appropriate consumer behavior in a given situation within a specific culture.
Sanctions: penalty associated with performing a nongratifying or culturally inconsistent behavior
Distance: representation of how disparate one nation is from another in terms of their CSV |
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Term
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Definition
| learning through observation of and the active processing of information about lived, everyday experience |
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Term
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Definition
| extent to which people are expected to take care of themselves and their immediate families. |
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Term
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Definition
| idea that marketing strategy may be global but the implementation of that strategy at the marketing tactics level should be local |
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Term
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Definition
| term that descibes the finding that people of th same age end up sharing many of the same values and develop similar consumer preferences |
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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 compromised of people from similar classes |
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Term
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Definition
| A culturally defined group to which a consumer belongs based on resources like prestige, income, occupation, and education |
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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 |
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Term
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Definition
| term that refers to the reliance on schema based heuristics in making decisions |
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