Ci: Chapters 7-10

Front 1

attitude

Back 1

a lasting, general evaluation of people, objects, advertisements or issues

Front 2

attitude objective

Back 2

anything toward which one has an attitude

Front 3

functional theory of values

Back 3

how attitudes facilitate social behavior

Front 4

Utilitarian Function

Back 4

relates to the basic principles of reward and punishment

Front 5

Value-expression function

Back 5

express the consumer's central values or self concept

Front 6

Ego-defensive function

Back 6

attitudes we form to protect ourselves either from external threats or internal feelings

Front 7

knowledge function

Back 7

need for order, structure or meaning

Front 8

affect

Back 8

how a consumer feels about an attitude object

Front 9

behavior

Back 9

refers to his intentions to take action about attitude object

Front 10

cognition

Back 10

what one believes to be true about the attitude object

Front 11

ABC model of attitudes

Back 11

Affect, behavior and cognition

Front 12

attitude toward the advertisement

Back 12

predisposition to respond in a favorable or unfavorable manner to a particular advertising stimulus during a particular exposure.

Front 13

Compliance

Back 13

lowest level of involvement, forms an attitude because it helps is gaining rewards or avoiding punishment

Front 14

Identification

Back 14

forms an attitude to conform to another person's or group's expectations

Front 15

Internalization

Back 15

high level of involvement -consumer internalizes deep -seated attitudes as they become part of their value system

Front 16

Principles of cognitive consistency

Back 16

we value harmony among our thoughts, feelings and behaviors and a need to maintain uniformity among these elements motivates us

Front 17

self-perception theory

Back 17

alternative explanation of dissonance effects, assumes we observe our own behavior to determine just what our attitudes are.

Front 18

foot-in-the-door technique

Back 18

more likely to comply with a big request if he has already agreed to a smaller one

Front 19

social judgment theory

Back 19

assumes that people assimilate the new information about attitude objects in light of what they already know and feel

Front 20

latitudes of acceptance and rejection

Back 20

evaluate ideas falling within a latitude favorably more likely than those falling outside of this zone

Front 21

balance theory

Back 21

considers how a person perceives relations among different attitude objects and how he alters his attitudes to remain consistent

Front 22

Multiattribute attitude models

Back 22

model assumes that a consumer's attitude toward an attitude object depends on the belief that she has about several of its attributes

Front 23

theory or reasoned action

Back 23

improved fishbein model of predicting behavior

Front 24

multiple pathway anchoring and adjustment model (MPAA mode)l

Back 24

attitude- behavior connection model that emphazies mutliple pathways to attitude formation, including outside-in (object-centered) and inside- out (person-centered)

Front 25

Theory of trying

Back 25

states that the criterion of behavior in the reasoned action model should be replaced with trying to reach a goal.

Front 26

Persuasion

Back 26

an active attempt to change attitudes

Front 27

reciprocity

Back 27

more likely to give if first we recieve

Front 28

scarcity

Back 28

items are more attractive when they arent available

Front 29

authority

Back 29

we believe authoritarian sources

Front 30

consistency

Back 30

people try not to contradict themselves in terms of what they say and do about an issue

Front 31

Liking

Back 31

we agree with those we like or admire

Front 32

Consensus

Back 32

we consider what others do before we decide what to do

Front 33

communications model

Back 33

model specifies the elements they need to control in order to communicate with their constomers

Front 34

permission marketing

Back 34

acknowledges that a marketer will be more successful with consumers who have already agreed to listen to him

Front 35

M-commerce

Back 35

mobile commerce- marketers promote their goods and services via wireless devices

Front 36

blogging

Back 36

form of new message fomats

Front 37

source credibility

Back 37

refers to a communicator's expertise, objectivity or trustworthiness

Front 38

sleeper effect

Back 38

people "forget" about the negative source and wind up changing their attitudes anyway

Front 39

corporate paradox

Back 39

the more involved a company appears to be in the dissemination of news about its products, the less credible it becomes

Front 40

buzz

Back 40

word of mouth that consumers think is authentic and truly consumer generated

Front 41

hype

Back 41

inauthentic- corporate propoganda

Front 42

source attractiveness

Back 42

refers to the social value recipients attribute to a communicator

Front 43

match-up hypothesis

Back 43

celebrity's image and that of the product he or she endorses should be similar

Front 44

two-factor theory

Back 44

explains the fine line between familiarity and boredom

Front 45

refutational arguments

Back 45

raise a negative issue then dismiss it

Front 46

comparative advantage

Back 46

compares two brands and weighs them in terms of attributes

Front 47

fear appeals

Back 47

emphasizes the negative consequences that can occur unless the consumer changes a behavior or an attitude

Front 48

allegory

Back 48

a story about an abstract trait or concept for which a person, animal or vegetable stands

Front 49

resonance

Back 49

literary device in the form of a presentation that combines a play on words with a relevant picture

Front 50

elaboration likelihood model ELM

Back 50

assumes that once a consumer receives a message she begins to process it

Front 51

consumer hyperchoice

Back 51

condition where the large number of available options forces us to make repeated choices that may drain psychological energy while decreasing our abilities to make smart decisions

Front 52

rational perspective

Back 52

we can calmly and carefully integrate as much information as we already know about a product and make satisfactory decisions

Front 53

purchase momentum

Back 53

initial impulses that actually increase the likelihood we will buy even more

Front 54

behavioral influence perpective

Back 54

learned responses to behavioral cues

Front 55

experimental perspective

Back 55

no single quality, instead the Gestalt or totality of the product or service

Front 56

extended problem solving

Back 56

traditional decision making perspective

Front 57

habitual decision making

Back 57

choices we make with little or no conscious effort

Front 58

problem recognition

Back 58

occurs when we see a significant difference between our current state of affairs and some state

Front 59

information search

Back 59

surveys environment for appropriate data

Front 60

Variety seeking

Back 60

the desire to chose new alternatives

Front 61

mental accounting

Back 61

demonstrates the way we pose a problem

Front 62

Prospect theory

Back 62

describes how people make choices finds that utility is a function of gains and losses

Front 63

perceived risk

Back 63

negative consequences from using or not using a product or service

Front 64

consideration set

Back 64

alternatives consumer actually considers

Front 65

knowledge structure

Back 65

a set of beliefs and the way we organize these beliefs in our minds

Front 66

evaluative criteria

Back 66

dimensions we use to judge the merits of competing options

Front 67

determinant attributes

Back 67

the featues we actually use to differentiate among our choices

Front 68

feature creep

Back 68

spiral of complexity of gadgets

Front 69

neuromarketing

Back 69

uses functional magnetic resonance imaging MRI to track blood flow ass we perform mental tasks

Front 70

cybermediary

Back 70

an intermediary that helps to filter and organize online market information to that customers can identify and evaluate alternatives more efficiently

Front 71

intelligent agents

Back 71

software programs that use collaborative filtering techniques to learn from past behavior and recommend new purchases

Front 72

electronic recommendation agent

Back 72

software tool that tries to understand a human decision maker's mulitatribute preferences for a product category by asking users to communicate preferences

Front 73

heuristics

Back 73

mental rule of thumb that lead to a speedy decision

Front 74

product signal

Back 74

communicates some underlying quality

Front 75

market beliefs

Back 75

assumptions about companies, products and stores

Front 76

ethnocentrism

Back 76

tendency to prefer products or people of ones' own cultures

Front 77

Zipf's law

Back 77

prefer a number one brand to competitions is very strong

Front 78

brand loyalty

Back 78

repeat purchasing behavior that reflects a conscious decision to continue buying the same brand

Front 79

noncompensatory decision rules

Back 79

when we feel that a product with a low standing on one attribute can't compensate for this flaw by doing better on another attribute