Consumer Behavior Exam 3

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Personality Traits

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enduring patterns of perceiving, relating to and thinking about the environment and oneself in a wide range of social/personal contexts

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internal locus of control

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an individual believes that he or she is responsible for the reinforcements experienced

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external locus of control

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views outcomes determined by external forces

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big five

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extroversion, neuroticism, openness to experience, agreeableness, conscientiousness

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psychoanalytic theory

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object relations theory grew out of freuds conception of super ego, the internalization of an aspect of the interpersonal relationship with ones parents

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ego

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driven by the id, confined by superego

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id

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dark inaccessible

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dominant american values

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liberty, individualism, democracy, capitalism, success, pragmatism

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freud identification

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one ego coming to resemble another one

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object relations theory

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interpersonal relationship, theory of personal development concentrated on internalization of the interpersonal relationships and the formation of the intro psychic structure of the personality.

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personality organization

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object relations theory, provide an organizational framework for relating the personality to consumer behavior, hierarchically organized defined by intra-psychic structure and predominant defense.

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anxiety

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anticpated unfavorable apprasial of ones current activity by someones whos opinion is significant.

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personality continum

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normal, neurotic, primitive, psychotic

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narcissistic

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smooth, socially charming, conquest to conquest

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3 personality functioning

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ordinary, extraordinary, high

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neurotics

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make themselves miserable

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internal object relative

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basic methodological unit, internalization of the self relating to the object and predominant emotional experience, ( self, object, affect )

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internalization process

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ego identity, identification, introjection

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identification

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self differentiated, modified, diversified, interpersonal

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ego identity

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accepting another person, integration of whole object ego identity and prohibitive superego

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childhood

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ego identity

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late infancy

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identification

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early infancy

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introjection

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golden rule

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treating others the same

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adam smith

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competition, honor, remorse

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protective superego

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shared with another, transcends self interest

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prohibitive superego

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internalized value system more realistic parental prohibitive and the human capacity to experience guilt

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punitive superego

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persecution with sever anxiety

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behavioral manifestation

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behaving like another person in some selective, partial and subliminal way

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guilt

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i did

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shame

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i am

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narcissistic personality

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self importance, fantasies, special, entitlement, explicative, lacks empathy, envious of others.

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antisocial

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failure to conform, deceitful, impulsive, aggressiveness, reckless, irresponsible, lack remorse

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compulsive buyer

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buying binge activates a sense of well being and represents an escape from intolerable anxiety

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addictive consumer

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refuel grandiose and a sense of omnipotence and protection from frustrating and hostile world

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neurotic shopper

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subjective sense of well being and elation from finding the perfect purchase. represents a reunion with a lost

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manic spender

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spectacular spending sprees correspond to manic episodes accompanied by inflated self-esteem, grandiosity, euphoric mood

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quantitive research

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observing behavior, experimentation, survey research

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qualitative research

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depth interviews, focus groups, projective techniques

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projective techniques

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disguised tasks designed to reveal inner thoughts and feelings, underlying motives of individual by circumventing defenses

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sullivan

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early infancy, late infancy, childhood, juvenile, pre adolescence, early adolescence late adolescence