Chapter 7: Buying And Disposing

Front 1

Consumption situation

Back 1

defined by factors beyond characteristics of the person and of the product that influence the buying and/or using of products and services. Situational effects can be behavioral

Front 2

Day Reconstruction Method

Back 2

Keeping a diary of everything you do, participants woke up a little grumpy byt soon entered a state of mild pleasure that increased y degrees through the day, punctuated by occasional bouts of anxiety.

Front 3

Situational self image

Back 3

Who am I right now?

Front 4

Co-consumers

Back 4

other patrons in a setting.

Front 5

Density

Back 5

the actual number of people occupying a space

Front 6

Crowding

Back 6

psychological state that exists only if a negative affective state occurs as a result of density.

Front 7

Time poverty

Back 7

a feeling of having less time available than is required to meet the demands of everyday living

Front 8

Flow time

Back 8

In a flow state we become so absorbed in an activity that we notice nothing else. Not a good time to be hitting people with ads.

Front 9

Occasion time

Back 9

Special moments when something monumental occurs, such as a birth or an important job interview. Ads clearly relevant to the situation will be given our undivided attention.

Front 10

Deadline time

Back 10

When we're working against the clock. This is the worst time to catch someone's attention.

Front 11

Leisure time

Back 11

During downtime, we are more likely to notice ads and perhaps try new things.

Front 12

Time to kill

Back 12

Waiting for something to happen such as catching a plane or sitting in a waiting room. This is bonus time, where we feel we have the luxury to focus on extraneous thins. As a result we are more receptive to commercial messages, even for products we don't normally use.

Front 13

Four dimensions of time

Back 13

Social dimension, temporal orientation dimension, planning orientation dimension, polychonic orientation dimension.

Front 14

Social dimension

Back 14

individuals' categorization of time as either "time for me" or "time with/for others"

Front 15

Temporal orientation dimension

Back 15

the relative significance individuals attach to past, present, or future

Front 16

Planning orientation dimension

Back 16

alludes to different time management styles varying on a continuum from analytic to spontaneous.

Front 17

Polychronic orientation dimension

Back 17

distinguishes between people who prefer to do one thing at a time from those who have multitasking timestyles.

Front 18

Linear separable time

Back 18

events proceed in an orderly sequence and different times are well defined

Front 19

Procedural time

Back 19

people simply decide to do something when the time is right.

Front 20

Circular or cyclic time

Back 20

people are governed by natural cycles such as the regular occurrence of the seasons (perspective many hispanic cultures share). The notion of the future does not make sense, because that time will be much like the present.

Front 21

Queuing theory

Back 21

the mathematical study of waiting lines

Front 22

Pleasure and arousal

Back 22

determine if a shopper will react positively or negatively to a consumption environment

Front 23

Shopping orientation

Back 23

General attitudes about shopping. May vary depending on the particular product categories and store types we consider.

Front 24

Retail theming

Back 24

strategy where stores create imaginative environments that transport shoppers to fantasy worlds or provide other kinds of stimulation

Front 25

Landscape themes

Back 25

rely upon associations with images of nature, Earth, animals, and the physical body.

Front 26

Marketscape themes

Back 26

build upon associations with man made places

Front 27

Cyberspace themes

Back 27

built around images of information and communications technology.

Front 28

Mindscape themes

Back 28

draw on abstract ideas and concepts, introspection, and fantasy, and often possess spiritual overtones.

Front 29

Store image

Back 29

a store’s “personality,” composed of such attributes as location, merchandise suitability, and the knowledge and congeniality of the sales staff

Front 30

Atmospherics

Back 30

the use of space and physical features in store design to evoke certain effects in buyers

Front 31

Activity stores

Back 31

a retailing concept that lets consumers participate in the production of the products or services being sold in the store

Front 32

unplanned buying

Back 32

occurs when a person is unfamiliar with a store's layout or perhaps when under some time pressure; or, a person may be reminded to buy something by seeing it on a store shelf. Research attributes about one third of unplanned buying to the recognition of new needs while within the store.

Front 33

Pop-up store

Back 33

temporary location that allows a company to test new brands without a huge financial commitment--while in some cases also adding a sense of excitement to the fickle world of fashion.

Front 34

impulse buying

Back 34

a process that occurs when the consumer experiences a sudden urge to purchase an item that he or she cannot resist

Front 35

Planners

Back 35

know what products and specific brands they will buy beforehan.

Front 36

Partial planners

Back 36

know they need certain products, but do not decide on specific brands until they are in the store

Front 37

impulse purchasers

Back 37

do not advanced planning whatsoever.

Front 38

Point-of-purchase stimuli

Back 38

the promotional materials that are deployed in stores or other outlets to influence consumers’ decisions at the time products are purchased

Front 39

Exchange theory

Back 39

the perspective that every interaction involves an exchange of value

Front 40

Consumer satisfaction/dissatisfaction (CS/D)

Back 40

the overall attitude a person has about a product after it has been purchased. Consumers engage in a constant process of evaluating the things they buy as they integrate these products into their daily consumption activities.

Front 41

Expectancy Disconfirmation Model

Back 41

Consumers 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.

Front 42

Managing expectations

Back 42

customer dissatisfaction is usually due to expectations exceeding the company's ability to deliver.

Front 43

Voice response

Back 43

the consumer can appeal directly to the retailer for redress (refund)

Front 44

Private response

Back 44

Express dissatisfaction about the store or product to friends and/or boycott the store. Negative word of mouth (WOM) can be very damaging to a store's reputation.

Front 45

Third-party response

Back 45

The consumer can take legal action against the merchant, register a complaint with the better business bureau, or perhaps write a letter to the newspaper

Front 46

Gemba

Back 46

Japanese term for the one true source of information

Front 47

Freecycling

Back 47

the practice of giving away useful but unwanted goods to keep them out of landfills and maybe to help someone less fortunate in the process.

Front 48

Lateral cycling

Back 48

a process in which already-purchased objects are sold to others or exchanged for other items

Front 49

Divestment Rituals

Back 49

the steps people take to gradually distance themselves from things they treasure so that they can sell them or give them away

Front 50

Iconic transfer ritual

Back 50

taking pictures and videos of objects before selling them.

Front 51

Transition-place ritual

Back 51

Putting items in an out of the way location such as a garage or attic before disposing of them.

Front 52

Ritual cleansing

Back 52

Washing, ironing, and/or meticulously wrapping the item.

Front 53

Underground economy

Back 53

secondary markets (such as flea markets) where transactions are not officially recorded