Consumer Behavior Chapter 7 And 8

Front 1

Function of Attitudes

Back 1

Predisposition to evaluate an object or product positively or negatively (utilitarian, value-expressive, ego defensive, knowledge

Front 2

ABC Models of Attitude

Back 2

Hierarchies of Effect; Affect (feels, based on learning behavior), Behavior (dos, based on cognitive info processing), Cognition (beliefs- based on hedonic consumption)

Front 3

Principle of Cognitive Consistency

Back 3

Once we take a stand, we will encounter situational pressures to behave consistently with that behavior

Front 4

Theory of Cognitive Dissonance

Back 4

Discomfort arises within an individual who holds a belief and performs a contradictory action

Front 5

Social Judgment Theory-Latitudes of Rejection- Assimilation

Back 5

Appropriating an effect to be closer to attitude than it actually is

Front 6

Social Judgment Theory-Latitudes of Rejection-Contrast

Back 6

Appropriating an effect to be farther from attitude than actually is

Front 7

Balance Theory

Back 7

Triad contains a person, his or her object, and an attitude object (some other person or object)

Front 8

Fishbein Model of Attitudes

Back 8

Measuring importance weight from consumer and brand; used to capitalize on relative advantage, add a new attribute, influence competitors' ratings

Front 9

Extended Fishbein Model - Theory of Reasoned Action

Back 9

Intention disconnected by behavior, social pressures, attitude toward buying

Front 10

Tracking Attitudes

Back 10

Look at changes in different age groups, consumer confidence index, identification of trends

Front 11

Forbidden Toy Story

Back 11

Internal motivation is stronger than external motivation

Front 12

Types of Customer Responses

Back 12

Building a long term relationship, buying the product, building brand awareness, informing us about product features, reminding us to purchase the product

Front 13

Knowledge Bias

Back 13

Cognitive bias according to which better informed people find it extremely difficult to think about problems from perspective of lesser people

Front 14

Reporting Bias

Back 14

Selective revealing or suppression of info

Front 15

Source Credibility

Back 15

Expertise, trustworthiness, attractiveness

Front 16

Matchup Hypothesis

Back 16

People are more likely to succeed in a committed relationship with someone who is socially desirable

Front 17

Halo Effect

Back 17

Type of cognitive bias where one perception of personality trait influences how we view a person's entire personality

Front 18

Social Adaptation Theory

Back 18

Weakening of a response to a stimulus with repeated presentation of stimulus without reinforcement

Front 19

Supportive Argument

Back 19

Only good points

Front 20

Two-Sided Argument

Back 20

Good and bad points

Front 21

Comparative Advertising

Back 21

Advertisement mentioning competitors for comparison purposes

Front 22

Types of Message Appeals

Back 22

Sex (freudian justification), humorous (reduces counter-arguing), fear

Front 23

Allegory

Back 23

Product or service that is personified by a character

Front 24

Metaphor

Back 24

Involves explicit use of comparisons

Front 25

Resonance

Back 25

Combines play on words with relevant picture

Front 26

Forms of Story Presentation

Back 26

Drama, Lecture

Front 27

Low Involvement Processing

Back 27

Data info goes beyond awareness or consciousness

Front 28

High Involvement Processing

Back 28

Consumers spend a lot of time comparing different aspects such as product features