Term
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Definition
| set of value seeking activities that take place as people go about addressing and realizing needs |
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Term
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Definition
need
want
exchange
cost/benefit
reaction
value |
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Term
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Definition
| process by which goods, services and ideas are used and transformed into value |
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Term
| disciplines of consumer behavior |
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Definition
Economics Psychology
Marketing
Consumer Behavior
Anthropology Social Psychology |
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Term
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Definition
| seeks to explain the inner meaning and motivations associated with specific consumption experiences |
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Term
| qualitative research tools |
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Definition
include case analyses, clinical interviews, focus group interviews, and other tools in which data is gathered in a relatively unstructured way.
in any format, the researcher must interpret the meaning of the data, therefor, the data is considered researcher dependant |
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| interpretive research orientations |
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Definition
phenomenology- study of consumption as a lived experience
ethnography- rooted in anthropology, involves analyzing the artifacts associated with consumption |
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Term
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Definition
| approach that adresses questions about consumer behavior using numerical measurements and analysis tools |
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Term
| Internal influences (consumer psychology) |
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Definition
learning
perception
implicit memory
info processing
memory
categorization
attitudes |
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Term
| internal influences (personality of consumer) |
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Definition
motivation
personal values
personality
lifestyles
emotional experiences |
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Term
| external influences (social influences) |
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Definition
acculturation/enculturation
culture and cultural values
reference groups
social class
family influences |
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Term
| external influences (situational) |
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Definition
atmospherics
time/timing
consitions |
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Term
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Definition
| the thinking or mental processes that go on as we process and store things that can become knowledge |
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Term
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Definition
| refers to the feeling experienced during consumption activities or associated with specific objects |
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Definition
what you get + what you give
quality time
convenience money
emotions effort
prestige opportunity
experience emotions
nostalgia image |
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Term
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Definition
| a personal assessment of net worth obtained from an activity |
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Term
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Definition
| value derived from a product that helps the consumer with some task |
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Term
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Definition
| value derived from the immediate gratification that comes from some activity |
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Term
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Definition
| separation of a market into groups based on different demand curves associated with each group |
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Term
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Definition
| npv(sales-costs) + npv(equity) |
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Term
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Definition
a change in behavior resulting from the interaction between a person and a stimulus
can be intentional or unintentional |
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Term
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Definition
a consumer's awareness and interpretation of reality
first step in learning process |
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Term
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Definition
exposure
attention
comprehension |
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Term
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Definition
sensing
organization
reaction |
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Definition
assimilation
accommodation
contrast |
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Term
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Definition
| state that results when a stimulus has characteristics such that consumers readily recognize it as belonging to some specific category |
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Term
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Definition
| state that results when a stimulus shares some but not all of the characteristics that would lead it to fit nearly in an existing category and consumers must process exceptions to rules about the category |
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Term
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Definition
| state that results when a stimulus does not share enough in common with existing categories to allow categorization |
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Term
| types of selective perception |
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Definition
selective exposure
selective attention
selective distortion |
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Term
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Definition
| process of screening out certain stimuli and purposely exposing oneself to other stimuli |
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Term
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Definition
| process of paying attention to only certain stimuli |
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Term
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Definition
| process by which consumers interpret info in ways that are biased by their previously held beliefs |
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Term
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Definition
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Term
| just noticeable difference JND |
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Definition
| represents how much stronger one stimulus has to be relative to another so that someone can notice that the two are not the same |
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Term
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Definition
| the ability to detect differences between two levels of a stimulis is affected bu the original intensity of the stimulus |
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Term
| JND marketing implications |
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Definition
price
quality
quantity
add-on purchases |
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Term
| just meaningful difference JMD |
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Definition
| represents the smallest amount of change in a stimulus that would influence consumer consumption and choice |
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Term
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Definition
consumers will prefer an object to which they hace been exposed.
once exposed to an object, a consumer exhibits a preference for the familiar over something unfamiliar |
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Term
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Definition
| a change in behavior that occurs simply through associating some stimulus with another stimulus that naturally causes a reaction (pavlov) |
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Term
| instrumental conditioning |
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Definition
| behavior is conditioned through reinforcement |
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Term
| behaviorism approach to learning |
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Definition
| theory of learning that focuses on changes in behavior due to association without great concern for the cognitive mechanics of the learning process |
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Term
| cognitive (info processing) approach to learning |
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Definition
| perspective that focuses on changes in thought and knowledge how these precipitate behavioral changes |
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Term
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Definition
father of classical conditioning
freud's nephew
cigarets and women |
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Term
| physical characteristics of the message |
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Definition
intensity
color
font
numbers
spacing |
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Term
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Definition
likeability
attractiveness
trustworthiness
expertise |
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Term
| message receiver characteristics |
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Definition
intelligence/ability
proir knowledge
involvement
familiarity/habituation
expectations
physical limits
brain dominance |
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Term
| environmental characteristics of a message |
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Definition
information intensity
framing
timing |
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Term
| multiple store theory of memory |
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Definition
views the memory process as utalizing three different storage areas within the human brain
sensory
bench
long term |
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Term
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Definition
unlimited capacity
very limited duration
iconic memory
echoic storage |
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Term
| workbench (short-term) memory |
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Definition
limited capacity
limited duration
coding takes place here |
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Term
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Definition
unlimited capacity
unlimited duration
semantic meaning
semantic/associative network |
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Term
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Definition
| a network of mental pathways linking knowledge within memory |
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Term
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Definition
| a type of associative network that works as a cognitive representation of a phenomenon that provides meaning to that entity |
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Term
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Definition
| a concept within a schema that is the single best representation of some category |
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Term
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Definition
| characteristics more associated with a concept |
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Term
| two groups of behavior associated with motivation |
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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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Term
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Definition
self actualization- learning a foreign language for fun
esteem- describing one's life on myspace.com
belongingness and love- home and family
safety and security- gated apartment
physiological needs- dumpster dining
utilitarian to hedonic from bottom up |
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Term
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Definition
| represents the degree of personal relevance a consumer finds in pursuing value from a given consumption act |
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Term
| types of consumer involvement |
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Definition
product
shopping
situational
enduring
emotional |
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Term
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Definition
| personal relevance of a particular product category |
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Term
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Definition
| personal relevance of shopping activities |
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Term
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Definition
| temporary interest in some imminent purchase situation |
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Term
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Definition
| ongoing interest in some product or opportunity |
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Term
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Definition
| 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
| a transient and general affective state |
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Term
| mood congruent judgements |
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Definition
| the value of a target is influenced in a consistant way by one's mood |
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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
| elements of emotional intelligence |
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Definition
self-control
emotional empathy
upbeat
productive |
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Term
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Definition
| positive feeling associated with a product that reminds one of his or her past emotions or experiences |
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Term
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Definition
| awareness of the emotions experienced in a situation and the ability to control reactions to these emotions |
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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
| 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
Id- pleasure principle
superego- consumer conscience
Ego- reality principle |
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Term
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Definition
refers to the way consumer lifestyles are measured
AIO statements
-activities
-interests
-opinions |
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Term
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Definition
| combines info on traits, goals, and consumer lifestories to gain a better understanding of personality |
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Term
| brand personality dimensions |
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Definition
competence
excitement
ruggedness
sincerity
sophistication |
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Term
| personality and brand relationships |
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Definition
love and passion
self-connection
commitment
interdependance
intimacy
brand partner quality |
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Term
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Definition
multiple trait perspective that proposes that the human personality consists of 5 traits:
agreeableness
extroversion
openness to experience (creativity)
conscientiousness
and neuroticism (stability) |
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Term
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Definition
potential ratings index by ZIP market
based on premise that people with simular backgrounds and means tend to live close to one another and emulate each other's behaviors and lifestyles
66 segments |
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Term
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Definition
| refers to the totality of thoughts and feelings that an individual has about him or her self |
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Term
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Definition
actual self
ideal self
possible self
social self
extended self
ideal social self |
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Term
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Definition
| proposes that much of consumer behavior can be explained by the congruence between a consumer's self-concept and the image of typical users of a focal product |
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Term
| application of self congruency theory |
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Definition
| used to segment markets into groups of customers who link high self-concept congruence with their product image |
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Term
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Definition
value conciousness
materialism
innovativeness
competitiveness
trait superstition
need for cognition |
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