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CB Solomon
CH 7,8,9,10
| Question | Answer |
|---|---|
| A lasting, general evaluation of people (including oneself), objects, or issues. | Attitude |
| Anything toward which one has an attitude. | Attitude Object |
| The way a consumer feels about an attitude object. | Affect |
| A consumer's actions with regard to an attitude object. | Behavior |
| Beliefs a consumer has about an attitude object. | Cognition |
| Affect Behavior Cognition | ADC Models of attitude |
| A fixed sequence of steps that occurs during attitude formation; this sequence varies depending on such factors as the consumer's level of involvement with the attitude object. | Hierarchy of effects |
| A predisposition to respond favorably or unfavorably to a particular advertising stimulus during a particular exposure occasion. | Attitude Toward the Advertisement (Aad) |
| The belief that consumers value harmony among their thoughts, feelings, and behaviors and that they are motivated to maintain uniformity among these elements. | Principle of Cognitive Consistency |
| An alternative (to cognitive dissonance) explanation of dissonance effects; it assumes that people use observations of their own behavior to infer their attitudes toward some object. | Self Perception Theory |
| Based on the observation that a consumer is more likely to comply with a request if he or she has first agreed to comply with a smaller request. | Foot in th door technique |
| The perspective that people assimilate new information about attitude objects in light of what they already know or feel; the initial attitude acts as a frame of reference, and new information is categorized in terms of this standard. | Social Judgment Theory |
| Evaluate ideas falling within a latitude favorible, but more likely to reject those falling outside this zone. | Latitudes of Acceptance and Rejection |
| A theory that consider relations among elements a person might perceive as belonging together, and people's tendency to change relations among elements in order to make them consistent or "balanced". | Balance Theory |
| Assumes that a consumers attitude toward an object depends on the beliefs she has about several of its attributes. | Multiattribute Models |
| An updated version of the Fishbein multiattribute attitude theory that considers factors such as social pressure and (Aact)(the attitude toward the act of buying a product), rather than simply attitudes toward the product itself. | Theory of Reasoned Action |
| An additional component to the multiattribute attitude model that accounts for the effects of what we believe other people think we should do. | Subjective Norm (SN) |
| The perceived consequences of a purchase. | Attitude Toward the Act of Buying (Aact) |
| A model that emphasizes multiple pathways to attitude formation. | Multiple pathway anchoring and adjustment (MPAA)model |
| States that the criterion of behavior in the reasoned action model of attitude measurement should be replaced with trying to reach a goal. | Theory of Trying |
| An active attempt to change attitudes. | Persuasion |
| A framework specifying that a number of elements are necessary for communication to be achieved, including a source, message, medium, receivers, and feedback. | Communication Model |
| Popular strategy based on the idea that a marketer will be much more successful in persuading consumers who have agreed to let them try. | Permission Marketing |
| The practice of promoting and selling goods and services via wireless devices including cell phones, PDAs, and iPods. | M-Commerce |
| A communications source's perceived expertise, objectivity, or trustworthiness. | Credibility |
| The process whereby differences in attitude change between positive and negative sources seem to diminish over time. | Sleeper Effect |
| The more involved a company appears to be in the dissemination of news about its products, the less credible it becomes. | Corporate Paradox |
| Word of mouth that is viewed as authentic and generated by customers. | Buzz |
| Corporate propaganda planted by companies to create product sensation--dismissed as inauthentic by customers. | Hype |
| The dimensions of a communicator that increase his or her persuasiveness; these include expertise and attractiveness. | Source Attractiveness |
| celebrity's image and that of the product he or she endorses should be similar to maximize the credibility effectiveness of the communication. | Match-up Hypothesis |
| Fine line between familiarity and boredom. Two seperate psychological processes are occuring when we repeatedly show an ad to a viewer. | Two-Factor Theory |
| Calling attention to a products negative attributes as a persuasive strategy where a negative issue is raised and then dismissed; this approach can increase source credibility. | Refutational Arguments |
| A strategy in which a message compares two or more specifically named or recognizably presented brands and makes a comparison of them in terms of one or more specific attributes. | Comparative Advertising |
| An attempt to change attitudes or behavior through the use of threats or by highlighting negative consequences of noncompliance with the request. | Fear Appeals |
| A story told about an abstract trait or concept that has been personified as a person, animal, or vegetable. | Allegory |
| The use of an explicit comparison ("A" is "B")between a product and some other person, place, or thing. | Metaphor |
| Comparing two objects that share a similar property. | Simile |
| A literary device, frequently used in advertising that uses a play on words (a double meaning) to communicate a product benefit. | Resonance |
| The approach that one of two routes to persuasion (central vs. peripheral) will be followed, depending on the personal relevance of a message contents versus other characteristics, such as source attractiveness. | Elaboration Likelihood Model (ELM) |
| A growing practice where people post messages to the Web in a diary form. | Blogging |
| A condition where a large number of available options forces us to make repeated choices that drain psychological energy and diminish our ability to make smart decisions. | Consumer Hyperchoice |
| A view of the consumer as a careful, analytical decision maker who tries to maximize utility in purchase decisions. | Rational Perspective |
| Initial impulses to buy in order to satisfy our needs increase the likelihood that we will buy even more. | Purchase Momentum |
| The view that consumer decisions are learned responses to environmental cues. | Behavioral Influence Perspective |
| An approach stressing the Gestalt or totality of the product or service experience, focusing on consumers' affective responses in the marketplace. | Experiential Perspective |
| An elaborate decision-making process, often initiated by a motive that is fairly central to the self-concept and accompanied by perceived risk; the consumer tries to collect as much information as possible, and carefully weighs product alternatives. | Extended Problem Solving |
| A problem-solving process in which consumers are not motivated to search for information or to rigorously evaluate each alternative' instead they use simple decision rules to arrive at a purchase decision. | Limited Problem Solving |
| Choices made with little or no conscious effort. | Habitual Decision Making |
| The process that occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired or ideal state; this recognition initiates the decision making process. | Problem Recognition |
| The process by which the consumer surveys his or her environment for appropriate data to make a reasonable decision. | Information Search |
| Software(Such as Google) that helps consumers access information based upon their specific request. | Search Engines |
| The desire to choose new alternatives over more familiar ones. | Variety Seeking |
| Principle that states that decisions are influenced by the way a problem is posed. | Mental Accounting |
| A descriptive model of how people make choices. (A function of gains and losses) | Prospect Theory |
| Belief that a product has potentially negative consequences. | Perceived Risk |
| The products a consumer actually deliberates about choosing. | Consideration Set |
| Organized system of concepts relating to brands, stores, and other concepts. | Knowledge Structure |
| Trend towards an increasing number of options a product offers that make it more difficult for consumers to decide among competitors. | Feature Creep |
| The dimensions used by consumers to compare competing product alternatives. | Evaluative Criteria |
| The attributes actually used to differentiate among choices. | Determinant Attributes |
| A Functional magnetic resonance imaging (fMRI), a brain-Scanning device that tracks blood flow as we perform mental tasks. | Neuromarketing |
| Intermediary that helps to filter and organize online market information so that consumers can identify and evaluate alternatives more efficiently. | Cybermediary |
| Software programs that learn from past user behavior in order to recommend new purchases. | Intelligent Agent |
| A software tool that tries to understand a human decision maker's multiattribute preferences for a product category by asking the user to communicate his or her preferences. Based on that data, the software then recommends a list of alternatives. | Electronic Recommendation Agent |
| The mental rules of thumb that lead to a speedy decision. | Heuristics |
| Communicates an underlying quality of a product through the use of aspects that are only visible in the ad. | Product Signal |
| a consumer's specific beliefs or decision rules pertaining to marketplace phenomena. | Market Beliefs |
| Original country from which a product is produced. Can be an important piece of information in the decision-making process. | Country of Origin |
| The belief in the superiority in one's own country's practices and products. | Ethnocentricism |
| Pattern that describes the tendency for the most robust effect to be far more powerful than others in its class; applies to consumer behavior in terms of buyers' overwhelming preferences for the market leader in a product category. | Zipf's Law |
| The process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives. | Inertia |
| Repeat purchasing behavior that reflects a conscious decision to continue buying the same brand. | Brand Loyalty |
| Decision shortcust a consumer makes when a product with a low standing on one attribute cannot make up for this position by being better on another attribute. | Noncompensatory Decision Rules |
| A set of rules that allows information about attributes of competing products to be averaged in some way; poor standing on one attribute can potentially be offset by good standing on another. | Compensatory Decision Rules |
| People who read at a very low level; tend to avoid situations where they will have to reveal their inability to master basic consumption decisions such as ordering from a menu. | Low-literature Consumer |
| New trend that enables transactions and information gathering to occur in the background without any direct intervention by consumers or managers. | Silent Commerce |
| Other patrons in a consumer setting. | Co-consumers |
| A feeling of having less time available than is required to meet the demands of everyday living. | Time Poverty |
| The mathmatical study of waiting lines. | Queuing Theory |
| A consumer's general attitude and motivations regarding the act of shopping. | Shopping Orientation |
| Strategy where stores create imaginative environments that transport shoppers to fantasy worlds or provide other kinds of stimulation. | Retail Theming |
| A retail environment that resembles a residential living room where customers are encouraged to congregate. | Being Space |
| One-person businesses. | Minipreneurs |
| Temporary locations that allow a company to test new brands without a huge financial commitment. | Pop-up Stores |
| A stores "personality", composed of such attributes as location, merchandise suitability, and the knowledge and congeniality of the sales staff. | Store Image |
| The use of space and physical features in store design to evoke certain effects in buyers. | Atmospherics |
| A retailing concept that lets consumers participate in the production of the products or services being sold in the store. | Activity Stores |
| A process that occurs when the consumer experiences a sudden urge to purchase an item that he or she cannot resist. | Impulse Buying |
| The promotional materials that are deployed in stores or other outlets to influence consumers' decisions at the time products are purchased. | Point-of-purchase (POP) Stimuli |
| The overall attitude that a person has about a product after it has been purchased. | Consumer Satisfaction/Dissatisfaction (CS/D) |
| States that we form beliefs about product performance based on prior experience with the product and/or communications about the product that imply a certain level of quality. | Expectancy Disconfirmation Model |
| Management and engineering proceedures aimed at reducing errors and increasing quality; based on Japanese practices. | Total Quality Management (TQM) |
| Japanese term for the one true source of information. | Gemba |
| A takeoff on vegans, who shun all animal products; anticonsumerists who live off discards as a political statement against corporations and materialism. | Freegans |
| A process in which already purchased items are sold to others or exchanged for other items. | Lateral Cycling |
| Secondary markets (such as flea markets) where transactions are not officially recorded. | Underground Economy |
| The steps people take to gradually distance themselves from things they treasure so that they can sell them or give them away. | Divestment Rituals |
| The practice of giving away useful but unwanted goods to keep them out of landfills. | Freecycling |
Created by:
rachchappy
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