Cb Ch1 & 2 Def.

Front 1

Consumer Behavior

Back 1

The totality of consumers decisions with respect to the acquisition, consumption, and disposition of goods, services, time and ideas by human decision making units (over time).

Front 2

Offering

Back 2

A product, service, activity, experience, or idea offered to a consumer by a marketer.

Front 3

Acquisition

Back 3

The process in which a consumer comes to own an offering.

Front 4

Usage

Back 4

The process by which a consumer uses an offering

Front 5

Disposition

Back 5

The process by which a consumer discards an offering.

Front 6

Culture

Back 6

The typical/expected behaviors, norms, and ideas characterizing a group of people.

Front 7

Reference Group

Back 7

A group of people consumers compare themselves with for information regarding behavior, values, or attitude.

Front 8

Symbols

Back 8

External signs consumers use to express their identity.

Front 9

Marketing

Back 9

The processes for creating, communicating, delivering, and exchanging offerings with value for individuals, groups and society.

Front 10

Motivation

Back 10

An inner state of arousal that provides energy needed to achieve a goal. What makes you buy stuff.

Front 11

Motivated Reasoning

Back 11

Processing information in a way that allows consumers to reach the conclusion they want to reach.

Front 12

Felt Involvement

Back 12

Self-reported arousal or interest in an offering, activity, or decision. Physiological experience of the motivated consumer. It can be enduring, situational, cognitive, or affective.

Front 13

Enduring Involvement

Back 13

Long term interest in an offering, acitivity, or decision.

Front 14

Situational/temporary involvement

Back 14

Temporary interest often caused by situational circumstances. Ex: Interested in cars only when you're in the market for one.

Front 15

Cognitive involvement

Back 15

Interest in thinking and learning about an offering, activity, or decision

Front 16

Affective Involvement

Back 16

Interest in expending emotional energy and evoking deep feelings about an offering, acitivity, or decision.(something).

Front 17

Response Involvement

Back 17

Interest in certain decisions and behaviors. Ex: involved in deciding between certain brands.

Front 18

Personal relevance

Back 18

Something that has a direct bearing on the self and has significant relevance to our lives. EX: NB battery being recalled cause it can overheat an cause a fire.

Front 19

Self concept

Back 19

Mental view of who we are.

Front 20

Values

Back 20

Abstract and long lasting beliefs about what is right, wrong, important, good, or bad.

Front 21

Need

Back 21

an internall state of tension cause by disequilibrium from an ideal/desired physical or psychological state.

Front 22

Symbolic need

Back 22

Need that relates to how we perceive ourselves, how we are percieved by others, how we relate to others, and the esteem in which we are held by others.

Front 23

Functional Need

Back 23

Need that motivates the search for offerings that solve a related problem.

Front 24

Hedonic need

Back 24

Need that satisfies sensory pleasure.

Front 25

Approach-avoidance conflict

Back 25

An inner struggle about acquiring or consuming an offering that fulfills one need, but not another. Ex: teenagers smoking cigarettes.

Front 26

Approach-Approach conflict

Back 26

Having to choose between 2 or more equally desirable options. Affiliation and achievement needs

Front 27

Avoidance-avoidance conflict

Back 27

Having to choose between 2 equally undesirable options.

Front 28

Goal

Back 28

An outcome we would like to achieve

Front 29

Appraisal Theory

Back 29

A theory of emotion that proposes that emotions are based on how individuals assesment of a situation or an outcome and its relevance to his or her goals

Front 30

Self-control

Back 30

Process consumers use to regulate feelings, thoughts, and behavior in line with long term goals.

Front 31

Ego depletion

Back 31

Outcome of decision making effort that results in mental resources being exhausted. Reduces decision quality.

Front 32

Percieved risk

Back 32

The extent to which the consumer is uncertain about the consequences of buying, using, or disposing of an offering.

Front 33

Performance risk

Back 33

The possibility that the offering will preform less than expected

Front 34

Financial risk

Back 34

the extent to which an offering is perceived to have the potential to create financial harm

Front 35

Embodiment

Back 35

The connection between mind and body that influences consumer selfcontrol and behavior

Front 36

Physical or safety risk

Back 36

the extent to which an offering has the potential to harm ones safety

Front 37

Social risk

Back 37

the extent to which an offering is perceived to have the ability to harm ones social standing.

Front 38

Psychological risk

Back 38

the extent to which an offering is perceived to have to have the potential to harm ones sense of self.

Front 39

Time risk

Back 39

the extent to which buying, using, or disposing of the offering is perceived to have the potential to lead to loss of time.

Front 40

Ability

Back 40

The extent to which consumers have the resource to make an outcome happen.