Consumer Behavior Exam 2

Front 1

aesthetic labor

Back 1

effort put forth by employees in carefully managing their appearance as a requisite for performing their job well

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autobiographical memories

Back 2

cognitive representation of meaningful events in one's life

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autonomic measures

Back 3

responses that are automatically recorded based on either automatic visceral reactions or neurological brain activity

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cognitive appraisal theory

Back 4

school of thought proposing that specific types of appraisal thoughts can be linked to specific types of emotions

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involvement (types)

Back 5

consumer involvement
emotional involvement
enduring involvement
product involvement
shopping involvement
situational involvement

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emotional contagion

Back 6

extent to which an emotional display by one person influences the emotional state of a bystander

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flow

Back 7

extremely high emotional involvement in which a consumer is engrossed in an activity

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homeostasis

Back 8

state of equilibrium wherein the body naturally reacts in a way so as to maintain a constant, normal bloodstream

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Maslow's Hierarchy of Needs

Back 9

a theory of human motivation which describes consumers as addressing a finite set of prioritized needs

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mood congruent judgements

Back 10

evaluations in which the value of a target is influenced in a consistent way by one's mood

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mood congruent recall

Back 11

consumers will remember information better when the mood they are currently in matches the mood they were in when originally exposed to the information

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motivations

Back 12

inner reasons or driving forces behind human actions as consumers are driven to address real needs

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PAD

Back 13

self-report measure that asks respondents to rate feelings using semantic differential items; acronym stands for Please-Arousal-Dominance

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schema-based affect

Back 14

emotions that become stored as part of the meaning for a category (a schema)

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self-conscious emotions

Back 15

specific emotions that result from some evaluation or reflection of one's own behavior, including pride, shame, guilt, and embarrassment

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Hedonic motivation

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drive to experience something emotionally gratifying

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Utilitarian motivation

Back 17

drive to acquire products that can be used to accomplish something

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product contamination

Back 18

refers to the diminished positive feelings someone has about a product because another consumer has handled the product

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AIO statements

Back 19

activity, interest, and opinion statements that are used in lifestyle studies

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brand personality

Back 20

collection of human characteristics that can be associated with a brand

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ego

Back 21

component in psychoanalytic theory that attempts to balance the struggle between the superego and the id

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idiographic perspective

Back 22

approach to personality that focuses on understanding the complexity of each individual consumer

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innovativeness

Back 23

degree to which an individual is open to new ideas and tends to be relatively early in adopting new products, services, or experiences

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trait

Back 24

distinguishable characteristic that describes one's tendency to act in a relatively consistent manner

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trait approach to personality

Back 25

approaches in personality research that focuses on specific consumer traits as motivators of various consumer behaviors

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lifestyles

Back 26

distinctive modes of living, including how people spend their time and money

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materialism

Back 27

extent to which material goods have importance in a consumer's life

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psychoanalytic approach to personality

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approach to personality research, advocated by Sigmund Freud, that suggests personality results from a struggle between inner motives and societal pressures to follow rules and expectations

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self-concept

Back 29

totality of thoughts and feelings that an individual has about himself or herself

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self-congruency theory

Back 30

theory that proposes that much of consumer behavior can be explained by the congruence of a consumer's self-concept with the image of typical users of a focal product

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symbolic interactionism

Back 31

perspective that proposes that consumers live in a symbolic environment and interpret the myriad of symbols around them, and that members of a society agree on the meanings of symbols

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ABC approach to attitudes

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approach that suggests that attitudes encompass one's affect, behavior, and cognitions (or "beliefs") toward and object

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attitude-behavior consistency

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extent to which a strong relationship exists between attitudes and actual behavior

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attitude-toward-the-object (ATO) model

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attitude model that considers three key elements including beliefs consumers have about salient attributes, the strength of the belief that an object possesses the attribute, and evaluation of the particular attribute

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central route to persuasion

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path to persuasion found in ELM (Elaboration Likelihood Model) where the consumer has high involvement, motivation, and/or ability to process a message

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peripheral route to persuasion

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path to persuasion found in ELM where the consumer has low involvement, motivation, and/or ability to process a message

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compensatory model

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attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another

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non-compensatory model

Back 38

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functional theory of attitudes

Back 39

theory of attitudes that suggests that attitudes perform 4 basic functions. The 4 functions are the utilitarian function, the knowledge function, the value-expressive function, and the ego defensive function

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hierarchy of effects

Back 40

attitude approach that suggests that affect, behavior, and cognitions form in a sequential order

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matchup hypothesis

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hypothesis that states that a source feature is most effective when it is matched with relevant products

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order effects

Back 42

?

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message effects

Back 43

how to appeal of a message and its construction affect persuasiveness

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source effects

Back 44

characteristics of a source that impact the persuasiveness of a message

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serial position effect

Back 45

occurs when the placement of information in a message impacts recall of the information

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primacy effect

Back 46

occurs when the info placed early in a message has the most impact

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recency effect

Back 47

occurs when the info placed late in a message has the most impact

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social judgement theory

Back 48

theory that proposes that consumers compare incoming info to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the info is with the initial attitude