Term
|
Definition
| Inner reasons or driving forces behind human actions that drive consumers to address real needs |
|
|
Term
|
Definition
| State of equilibrium wherein the body naturally reacts in a way so as to maintain a constant, normal bloodstream |
|
|
Term
| Self-improvement motivation |
|
Definition
| Motivations aimed at changing the current state to a level that is more ideal, not at simply maintaining the current state |
|
|
Term
|
Definition
| Puts forward the notion that consumers orient their behavior either through a prevention or promotion focus |
|
|
Term
| Maslow's hierarchy of needs |
|
Definition
| A theory of human motivation which describes consumers as addressing a finite set of prioritized needs |
|
|
Term
|
Definition
| Drive to acquire products that can be used to accomplish something |
|
|
Term
|
Definition
| Drive to experience something emotionally gratifying |
|
|
Term
|
Definition
| Degree of personal relevance a consumer finds in pursuing value from a particular category of consumption |
|
|
Term
|
Definition
| Variable that changes the nature of the relationship between two other variables |
|
|
Term
|
Definition
| The personal relevance of a particular product category |
|
|
Term
|
Definition
| Consumers with very high involvement in some product category |
|
|
Term
|
Definition
| Personal relevance of shopping activities |
|
|
Term
|
Definition
| Temporary interest in some imminent purchase situation |
|
|
Term
|
Definition
| Ongoing interest in some product or opportunity |
|
|
Term
|
Definition
| Type of deep personal interest that evokes strongly felt feelings simply from the thoughts or behavior associated with some object or activity |
|
|
Term
|
Definition
| A specific psychobiological reaction to a human appraisal |
|
|
Term
|
Definition
| A response involving both psychological and physical human responses |
|
|
Term
|
Definition
| Certain feeling states that are tied to physical reactions/behavior in a very direct way |
|
|
Term
| Cognitive appraisal theory |
|
Definition
| School of thought proposing that specific types of appraisal thoughts can be linked to specific types of emotions |
|
|
Term
|
Definition
| Appraisals focusing on the future and can elicit anticipatory emotions like hopefulness or anxiety |
|
|
Term
|
Definition
| Reviews responsibility for events and can evoke consequential emotions like gratefulness, guilt, frustration, or sadness |
|
|
Term
|
Definition
| Considers how fair some event is and can evoke emotions like warmth or anger |
|
|
Term
|
Definition
| Considers how something turned out relative to one's goals and can evoke emotions like joyfulness, satisfaction, sadness, or pride |
|
|
Term
|
Definition
| Transient and general effective state |
|
|
Term
| Mood-congruent judgements |
|
Definition
| Evaluations in which the value of a target is influenced in a consistent way by one's mood |
|
|
Term
|
Definition
| Feelings a consumer has about a particular product or activity |
|
|
Term
|
Definition
| Means of recording responses based on either automatic visceral reactions or neurological brain activity |
|
|
Term
|
Definition
| Pleasure-arousal-dominance; a self-report measure that asks respondents to rate feelings using semantic differential items |
|
|
Term
|
Definition
| Situation wherein if one feels joy he or she cannot also experience sadness |
|
|
Term
|
Definition
| Extremely high emotional involvement in which a consumer is engrossed in an activity |
|
|
Term
|
Definition
| Extent to which a consumer shows outward behavioral signs and otherwise reacts obviously to emotional experiences |
|
|
Term
|
Definition
| Awareness of the emotions experienced in a given situation and the ability to control reactions to these emotions |
|
|
Term
| Emotional effect on memory |
|
Definition
| Relatively superior recall for information presented with mild affective content compared to similar information presented in an affectively neutral way |
|
|
Term
| Autobiographical memories |
|
Definition
| Cognitive representation of meaningful events in one's life |
|
|
Term
|
Definition
| Consumers will remember information better when the mood they are currently in matches the mood they were in when originally exposed to the information |
|
|
Term
|
Definition
| Emotions that become stored as part of the meaning for a category (a schema) |
|
|
Term
|
Definition
| Effort put forth by employees in carefully managing their appearance as a requisite for performing their job well |
|
|
Term
|
Definition
| Specific emotions that result from some evaluation or reflection of one's own behavior, including pride, shame, guilt, and embarrassment |
|
|
Term
|
Definition
| Extent to which an emotional display by one person influences the emotional state of a bystander |
|
|
Term
|
Definition
| Effort put forth by service workers who have to overtly manage their own emotional displays as part of the requirements of the job |
|
|
Term
|
Definition
| Refers to the diminished positive feeling someone has about a product because another consumer has handled the product |
|
|
Term
| Positive-affect-negative-affect scale (PANAS): |
|
Definition
| allows respondents to self-report the extent to which they feel one of 20 emotional adjectives. |
|
|
Term
| The general expression "emotional effect on memory" refers to: |
|
Definition
| relatively superior recall for information presented with mild affective content compared to similar information presented in an affectively neutral way. |
|
|
Term
| According to the regulatory focus theory, a ________ focus orients consumers toward the pursuit of their aspirations or ideals. |
|
Definition
|
|
Term
| ________ are specific psychobiological reactions to human appraisals. |
|
Definition
|
|
Term
| Individual difference variables |
|
Definition
| Descriptions of how individual consumers differ according to specific trait patterns of behavior |
|
|
Term
|
Definition
| Totality of thoughts, emotions, intentions, tendencies, and behaviors that a person exhibits consistently as he or she adapts to the environment |
|
|
Term
|
Definition
| Approach to studying personality in which behavior is assessed at a number of points in time |
|
|
Term
| Psychoanalytic approach to personality |
|
Definition
| Approach to personality research, advocated by Sigmund Freud, that suggests personality results from a struggle between inner motives and societal pressures to follow rules and expectations |
|
|
Term
|
Definition
| The personality component in psychoanalytic theory that focuses on pleasure-seeking motives and immediate gratification |
|
|
Term
|
Definition
| Principle found in psychoanalytic theory that describes the factor that motivates pleasure-seeking behavior within the id |
|
|
Term
|
Definition
| Component in psychoanalytic theory that works against the id by motivating behavior that matches the expectations and norms of society |
|
|
Term
|
Definition
| Component in psychoanalytic theory that attempts to balance the struggle between the superego and the id |
|
|
Term
|
Definition
| The principle in psychoanalytic theory under which the ego attempts to satisfy the id within societal constraints |
|
|
Term
| Motivational research era |
|
Definition
| Era in consumer research that focused heavily on psychoanalytic approaches |
|
|
Term
| Trait approach to personality |
|
Definition
| Approaches and personality research that focus on specific consumer traits as motivators of various consumer behaviors |
|
|
Term
|
Definition
| Distinguishable characteristic that describes one's tendency to act in a relatively consistent manner |
|
|
Term
|
Definition
| Variable-centered approach to personality that focuses on particular traits that exist across a number of people |
|
|
Term
|
Definition
| Approach to personality that focuses on understanding the complexity of each individual consumer |
|
|
Term
|
Definition
| Approach in trait research wherein the focus is on one particular trait |
|
|
Term
|
Definition
| Approach in trait research wherein the focus remains on combinations of traits |
|
|
Term
|
Definition
| The extent to which consumers tend to maximize what they receive from a transaction as compared to what they give |
|
|
Term
|
Definition
| Extent to which material goods have importance in a consumer's life |
|
|
Term
|
Definition
| Degree to which an individual is open to new ideas and tends to be relatively early in adopting new products, services, or experiences |
|
|
Term
|
Definition
| Refers to the degree to which consumers enjoy engaging in effortful cognitive information processing |
|
|
Term
|
Definition
| Enduring tendency to strive to be better than others |
|
|
Term
|
Definition
| Tendency for consumers to observe and control behavior in ways that agree with social cues and influence |
|
|
Term
|
Definition
| Multiple trait perspective the proposes that the human personality consists of five traits: agreeableness, extroversion, openness to experience (or creativity), conscientiousness, and neuroticism (or stability) |
|
|
Term
| Hierarchical approaches to personality |
|
Definition
| Approaches to personality inquiry that assume that personality traits exist at varying levels of abstraction |
|
|
Term
|
Definition
| Collection of human characteristics that can be associated with a brand |
|
|
Term
|
Definition
| A product's ability to appeal to consumers based on the human characteristics associated with it |
|
|
Term
|
Definition
| Distinctive modes of living, including how people spend their time and money |
|
|
Term
|
Definition
| Quantitative investigation of consumer lifestyles |
|
|
Term
|
Definition
| Activity, interest, and opinion statements that are used in lifestyle studies |
|
|
Term
|
Definition
| Popular psychographic method in consumer research that divides consumers into groups based on resources and consumer behavior motivations |
|
|
Term
| Geodemographic techniques |
|
Definition
| Techniques that combine data on consumer expenditures and socioeconomic variables with geographic information in order to identify commonalities and consumption patterns of households in various regions |
|
|
Term
|
Definition
| Popular geodemographic technique that stands for Potential Ratings Index by ZIP Market |
|
|
Term
|
Definition
| Observable, statistical aspects of populations such as age, gender, or income |
|
|
Term
|
Definition
| Totality of thoughts and feelings that an individual has about himself or herself |
|
|
Term
|
Definition
| Perspective that proposes that consumers live in a symbolic environment and interpret the myriad of symbols around them, and that members of a society agree on the meanings of symbols |
|
|
Term
|
Definition
| Study of symbols and their meanings |
|
|
Term
|
Definition
| Positivity of the self-concept that one holds |
|
|
Term
|
Definition
| Positivity with which people hold their body image |
|
|
Term
|
Definition
| Theory that proposes that much of consumer behavior can be explained by the congruence of the consumer self-concept with the image of typical users of a focal product |
|
|
Term
| The ________ is an approach to personality that focuses on understanding the complexity of each individual consumer. |
|
Definition
|
|
Term
| The consumer introspection theory focuses on: |
|
Definition
| revealing the inner motivations and psychology of consumers. |
|
|
Term
| In the psychoanalytic approach to personality, ________ is the personality component that focuses on pleasure-seeking motives and immediate gratification. |
|
Definition
|
|
Term
| The ________ is an approach in personality research that focuses on specific consumer characteristics as motivators of various consumer behaviors. |
|
Definition
|
|
Term
| The ________ is an approach to personality inquiry that assumes that personality traits exist at varying levels of abstraction. |
|
Definition
|
|
Term
| The ________ is a variable-centered approach to personality that focuses on particular traits that exist across a number of people. |
|
Definition
|
|
Term
| AIO statements are used in _____________ research. |
|
Definition
|
|
Term
| What are the 5 traits in the five-factor model? |
|
Definition
• Extroversion
• Agreeableness
• Openness to experience
• Stability
• Conscientiousness |
|
|
Term
| Which perspective proposes that consumers agree on the shared meaning of products and symbols? |
|
Definition
| Symbolic interactionism perspective |
|
|
Term
| Which perspective focuses on the total person and the uniqueness of his or her psychological makeup? |
|
Definition
|
|
Term
| What are the 6 dimensions of brand personality? |
|
Definition
• Love and passion
• Self-connection
• Commitment
• Interdependence
• Intimacy
• Brand partner quality |
|
|
Term
| What are the dimensions of the self-concept? (Describe.) |
|
Definition
• Actual self - who I am
• Ideal self - who I would like to be in the future
• Social self - how I believe I am seen by others
• Ideal social self - how I would like others to see me
• Possible self - what I could become
• Extended self - the possessions that help me for perceptions about myself |
|
|
Term
| What does PANAS stand for? |
|
Definition
| Positive-affect-negative-affect scale |
|
|
Term
| What are the 4 types of consumer appraisals? |
|
Definition
• Anticipation
• Agency
• Equity
• Outcomes |
|
|
Term
| What are the 5 categories in Maslow's Hierarchy of Needs? |
|
Definition
• Physiological – A cheeseburger and a soft drink
• Safety and security – An alarm system or guard dog for your home
• Belongingness and love – Cosmetics
• Esteem – Continuing education
• Self-Actualization – retirement and vacations |
|
|
Term
|
Definition
| Relatively enduring overall evaluations of objects, products, services, issues, or people |
|
|
Term
| ABC approach to attitudes |
|
Definition
| Approach that suggests that attitudes encompass one's affect, behavior, and cognitions (or beliefs) toward an object |
|
|
Term
| Functional theory of attitudes |
|
Definition
| Theory of attitude is that suggested attitudes perform four basic functions |
|
|
Term
| Utilitarian function of attitudes |
|
Definition
| Function of attitudes in which consumers use attitudes as ways to maximize rewards in minimize punishment |
|
|
Term
| Knowledge function of attitudes |
|
Definition
| Function of attitudes whereby attitudes allow consumers to simplify decision-making processes |
|
|
Term
| Value expressive function of attitudes |
|
Definition
| Function of attitudes whereby attitudes allow consumers to express their core values, self-concept, and beliefs to others |
|
|
Term
| Ego defensive function of attitudes |
|
Definition
| Function of attitudes whereby attitudes work as a defense mechanism for consumers |
|
|
Term
|
Definition
| Attitude approach that suggests that affect, behavior, and cognitions form in a sequential order |
|
|
Term
| Multiattribute attitude model |
|
Definition
| A model that combines a number of pieces of information about belief and evaluations of attributes of an object |
|
|
Term
| Attitude-toward-the-object model |
|
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 |
|
|
Term
|
Definition
| Attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another |
|
|
Term
| Attitude-behavior consistency |
|
Definition
| Extent to which a strong relationship exists between attitudes and actual behavior |
|
|
Term
| Behavioral intentions model |
|
Definition
| Model developed to improve on the ATO model, focusing on behavioral intentions, subjective norms, and attitude toward a particular behavior |
|
|
Term
|
Definition
| Attitudinal measurement approach that expands upon the behavioral intentions model by including a perceived control component |
|
|
Term
|
Definition
| Effort of a marketer or researcher to track changes in consumer attitudes over time |
|
|
Term
|
Definition
| Attempt to change attitudes |
|
|
Term
| Elaboration likelihood model |
|
Definition
| Attitudinal change model that shows attitudes are changed based on differing levels of consumer involvement through either central or peripheral processing |
|
|
Term
| Central route to persuasion |
|
Definition
| Path to persuasion found in ELM where the consumer has high involvement, motivation, and/or ability to process a message |
|
|
Term
|
Definition
| Information presented in a message about the product itself, its attributes, or the consequences of its use |
|
|
Term
| Peripheral route to persuasion |
|
Definition
| Path to persuasion found in ELM where the consumer has a low involvement, motivation, and/or ability to process a message |
|
|
Term
|
Definition
| Non-product related information presented in a message |
|
|
Term
|
Definition
| Theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system |
|
|
Term
|
Definition
| Principle that states that human beings prefer a consistency among their beliefs, attitudes, and behaviors |
|
|
Term
|
Definition
| The characteristics of the person or character delivering a message that influence persuasion |
|
|
Term
| According to the functional theory of attitudes, what are the four functions of attitude? |
|
Definition
| Utilitarian, knowledge, value-expressive, and ego-defensive |
|
|
Term
| "I like the taste of my toothpaste" is an example of which component of attitude? |
|
Definition
|
|
Term
| What is the correct hierarchal sequence of effects in the behavioral influence hierarchy? |
|
Definition
| Behavior – Cognition – Effect |
|
|
Term
| Which theory of attitude focuses on the perceived associations between a person, another person, and an attitudinal object? |
|
Definition
|
|
Term
| With reference to the functional theory of attitudes, which function is based on the concept of reward and punishment? |
|
Definition
|
|
Term
| Social judgment theory proposes that: |
|
Definition
| consumers compare incoming information to their existing attitudes about a particular object or issue. |
|
|
Term
| Attitudes are closely related to _____________. |
|
Definition
|
|
Term
| Attitudes motivate people to behave in ___________________ ways. |
|
Definition
|
|
Term
| What is the hierarchy of effects when the purchase intent is high-involvement? |
|
Definition
| Cognition – Effect – Behavior |
|
|
Term
| _________________________ is also sometimes referred to as the theory of reasoned action. |
|
Definition
| The behavioral intentions model |
|
|
Term
| The ________ hierarchy suggests that some behaviors occur without either beliefs or affect being strongly formed beforehand. |
|
Definition
|
|
Term
| The _________________________ illustrates how attitudes are changed based on differing levels of consumer involvement. |
|
Definition
| elaboration likelihood model |
|
|
Term
| The balance theory approach is based on the _________ principle. |
|
Definition
|
|
Term
| What is the last element in the attitude-toward-the-object model that must be assessed to understand and predict a consumer's attitude? |
|
Definition
| An evaluation of the attribute in question |
|
|
Term
| If a consumer is making a purchase with some basic opinions about a product but does not have strong feelings toward it, then this purchase is an example of: |
|
Definition
|
|
Term
| ________ is a theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system. |
|
Definition
|
|
Term
| The ________ expands upon the behavioral intentions model by including a perceived control component. |
|
Definition
|
|
Term
| What are the four functions of attitudes? |
|
Definition
• Utilitarian
• Knowledge
• Value-expressive
• Ego-defensive |
|
|
Term
| The attitude-behavior relationship is more likely to be strong when: |
|
Definition
| consumers don't feel rushed and take time to make an informed decision. |
|
|
Term
| According to the attitude-toward-the-object model, the first element of the key elements that must be assessed to understand and predict a consumer's attitude consists of: |
|
Definition
| the salient beliefs that a person has about the attributes of an object. |
|
|
Term
| Which model has been offered as an improvement over the attitude-toward-the-object model and includes a component regarding the consumers perceptions of what other people think they should do? |
|
Definition
| Behavioral intentions model |
|
|
Term
| Define consumer attitudes. |
|
Definition
| Consumer attitudes are consistent ways people behave in relation to objects, products, services, or people. They are closely related to value. In general, consumers have positive attitudes toward products that deliver value. Likewise, when products deliver poor value, consumer attitudes are usually negative. |
|
|
Term
| What are the various components to attitude? How are they different from each other? |
|
Definition
• Affect – feelings about an object; "I really like the iPhone"
• Behavior – the overt behaviors that consumers exhibit as well as their intentions to behave; "I always buy Apple products"
• Cognition – beliefs that the consumer has about the object; "My iPhone keeps me connected" |
|
|
Term
| Give an example of the utilitarian function of attitudes. |
|
Definition
| This function maximizes rewards and minimizes punishment. Buying productivity apps rewards me with the benefit of keeping track of my to-do list. |
|
|
Term
| Give an example of the knowledge function of attitudes. |
|
Definition
| This function allows consumers to simplify the decision-making process. I always reach for Gain products because I know I like them. |
|
|
Term
| Give an example of the value-expressive function of attitudes. |
|
Definition
| This function enables consumers to express their core values, self-concepts, and beliefs to others. I support ROC because I believe restaurant workers should be treated professionally and fairly. |
|
|
Term
| Give an example of the ego-defensive function of attitudes. |
|
Definition
| A defense mechanism that allows consumers to protect themselves and/or enhance their self-image. I buy and use cosmetics to improve my appearance. |
|
|
Term
| Describe the high-involvement hierarchy. |
|
Definition
Cognition - Affect - Behavior
It occurs when a consumer faces a high-involvement decision or significant problem, like buying a car. Beliefs about features are formed first. Next, feelings (evaluations) are formed. Finally, the consumer decides to act. |
|
|
Term
| Describe the low-involvement hierarchy. |
|
Definition
Cognition - Behavior - Affect
It occurs when a consumer faces a decision that is not very risky (and often routine), like buying light bulbs. The consumer usually has basic beliefs about a product, but no strong feelings toward it. At first, he might think "GE bulbs are good" and he decides to buy them. Later, he decides whether he likes them. |
|
|
Term
| Describe the experiential hierarchy. |
|
Definition
Affect - Behavior - Cognition
It occurs when a consumer bases a purchase decision on feelings and usually involves impulse purchases. A piece of chocolate cake at a restaurant might be an example. |
|
|
Term
| Describe the behavioral influence hierarchy. |
|
Definition
Behavior - Cognition - Affect
It occurs when a person behaves without strong beliefs or affect beforehand. Environmental pressures are the influence here. An example would be playing soft music in a restaurant to relax the guests. |
|
|
Term
| What are the components of the attitude-toward-the-object model? |
|
Definition
• Salient beliefs
• Strength of the belief
• Evaluation of the attribute |
|
|
Term
| What are the components of the theory of reasoned action approach? |
|
Definition
• Salient beliefs
• Strength of the belief
• Evaluation of the attribute
• Subjective norm |
|
|
Term
| How does the theory of reasoned action approach differ from the attitude-toward-the-object approach? |
|
Definition
| Rather then focusing only on attitudes, the theory of reasoned action also focuses on intentions to act. It also adds a component that assesses the consumer's perceptions of what others think they should do. Finally, it explicitly focuses on the consumer's attitude toward the behavior of buying rather than the attitude toward the object. |
|
|
Term
| What are the major attitude change theories? |
|
Definition
• ATO approach
• Behavioral influence approach
• Schema-based effect approach
• Elaboration likelihood model
• Balance theory approach
• Social judgment theory approach |
|
|
Term
True or False:
Your attitude and its components are the best predictors of your behavior as a consumer. |
|
Definition
|
|
Term
True of False:
Behavior only references actions. |
|
Definition
| False. It also references an intent to behave. Sometimes intentions don't translate into action. |
|
|
Term
|
Definition
| Your behavioral intentions |
|
|
Term
| Regarding the high-involvement hierarchy, the marketing strategy is to: |
|
Definition
| give as much information as possible. |
|
|
Term
| Regarding the low-involvement hierarchy, the marketing strategy is to: |
|
Definition
| draw on positive emotions about a product. |
|
|
Term
| What is the difference between low involvement and high involvement? |
|
Definition
| The level of perceived risk |
|
|
Term
| _________ developed the ATO model. |
|
Definition
|
|
Term
| The hierarchy of effects predicts: |
|
Definition
| the order in which the attitude influences the behavior. |
|
|
