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Definition
| the perceived difference between an actual and ideal state |
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| the way we want things to be |
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| the way things actual are |
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| the process of recalling stored information from memory |
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| the subset of top-of-mind brands evaluated when making a choice |
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| when an object is representative of its category |
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| a stimulus that facilitates the activation of memory |
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Definition
| information that is easily recalled and entered into the decision process |
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Definition
| that which helps us discriminate among objects |
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| attribute that is " top of mind" or more important |
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Definition
| An internal search that involves the recall of experiences from autobiographical memory in the form of specific images |
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Definition
| Tendency to recall information that reinforces or confirms our over all beliefs rather than contradicting them, thereby making our judgement or decision more positive than it should be |
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| The process of collection information from outside sources, for example, magazines, dealers, ads. |
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Definition
| A search for information that aids a specific acquisition decision |
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Definition
| A search that occurs regularly, regardless of whether the consumer is making a choice |
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Term
| Judgments of Goodness/Badness |
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Definition
| Evaluating the desirability of something |
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Term
| Anchoring and adjustment process |
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Definition
| Starting with an initial evaluation and adjusting it with additional information |
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Term
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Definition
| The initial reference point or anchor in the decision process |
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Term
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Definition
| Tendency to recall information that reinforces or confirms our over all beliefs rather than contradicting them, thereby making our judgement or decision more positive than it should be |
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Definition
| Options that are unacceptable when making a decision |
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Definition
| Options toward which consumers are indifferent |
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Definition
| A mental cost-benefit analysis model in which negative features can be compensated for by positive ones |
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Definition
| A simple decision model in which negative information leads to rejection of the option |
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Definition
| A noncompensatory model that sets minimum cutoffs to reject "bad" options |
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| A noncompensatory model that sets acceptable cutoffs to find options that are "good" |
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| A noncompensatory model that compares brands by attributes, one at a time in order of importance |
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Definition
| When ownership increases the value of an item |
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Definition
| A prediction of how you will feel in the future |
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Term
| Representativeness Heuristic |
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Definition
| Making a judgement by simply comparing a stimulus with the category prototype or exemplar |
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Definition
| Basing judgments on events that are easier to recall |
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Term
| Traditional hierarchy of Effects |
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Definition
| Sequential steps used in decision making involving thinking, then feeling, then behavior |
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Term
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Definition
| Sequence of thinking-behaving-feeling |
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Definition
| The view that behavior is a function of reinforcements and punishments received in the past |
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Definition
| Comes from a feeling of satisfaction that occurs when we as consumers perceive that our needs have been adequately met. |
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Definition
| When consumers have a bad experience with a product or service and form a negative evaluation and decide not to purchase the item again |
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Definition
| Doing the same thing time after time |
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Definition
| the acceptance range of prices for any purchase decision |
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Definition
| Easy recognition of a well-known brand |
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Definition
| An arrangement by which the two brands form a partnership to benefit from the power of both |
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Definition
| Trying something different |
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Definition
| A feeling of anxiety over whether the correct decision was made |
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Definition
| A feeling that one should have purchased another option. |
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Definition
| Testing out expectations through experience |
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Definition
| Forming expectations about the product or service |
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| Actually experiencing the product or service |
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| Processing the information one experiences |
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Definition
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| The dis-confirmation paradigm |
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Definition
| A theory that focuses on the fairness of exchanges between individuals, which helps in understanding consumer satisfaction and dissatisfaction |
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Definition
| The perception that people's inputs are equal to their outputs in an exchange |
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Definition
| The practice of keeping customers by building long-term relationships |
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Definition
| The process by which a consumer discards an offering |
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Definition
| Influence delivered from a marketing agent, for example, advertising, personal selling |
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Definition
| Influence delivered from an entity outside a marketing organization, for example friends, family, the media |
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Definition
| Something that has a direct bearing on the self and has potentially significant consequences or implications for out lives |
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Definition
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Definition
| An individual who acts as an information broker between the mass media and the opinions and behaviors of an individual group |
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Definition
| A consumer on whom others rely for information about the marketplace in general |
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Definition
| A group that we admire and desire to be in life |
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Definition
| A specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of that brand, and the product in use |
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Definition
| A group that we do not want to be like |
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Definition
| The overall similarity among members in the social system |
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Definition
| A source characteristic that evokes favorable attitudes if a source is physically attractive, likable, familiar, or similar to ourselves |
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Definition
| The extent to which a close, intimate relationship connects people |
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Definition
| How other people influence our behavior through social pressure |
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Definition
| Individuals born between 1980 and 1994 |
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| Individuals who decided to live with their parents |
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| Individuals born between 1965 and 1979 |
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| Individuals born between 1946 and 1964 |
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Definition
| The grouping of consumers according to common characteristics using statistical techniques |
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Definition
| The more effort one puts forth in trying to communicate with an ethnic group, the more positive the reaction |
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