Consumer Behaviour - Chapters 7 - 14

Front 1

What is an attitude?

Back 1

A general evaluation of people (including oneself), objects, advertisements or issues

Front 2

What is an attitude object and it's label?

Back 2

Anything toward which one has an attitude (Ao)

Front 3

What is the Functional Theory of Attitudes?

Back 3

Attitudes exist because they serve some function for the person (they are determined by a person's motives)

Front 4

What are Daniel Katz's four atittude functions?

Back 4

Utalitarian function

Value-expressive function

Ego-defensive function

Knowledge function

Front 5

What are the two components of an attitude?

Back 5

Emotion: the way a consumer feels about an attitude object

Cognition: the beliefs a consumer holds about an attitude object

Front 6

What is the hierarchy of effects model?

Back 6

A model that explains the relationship between consumer feelings, thoughts and behaviours

Front 7

What is the Standard Learning Hierarchy: Learn-Feel-Do?

Back 7

Consumer approaches a product decision as a problem-solving process.

Front 8

What is the Low-Involvement Hierarchy: Learn-Do-Feel?

Back 8

Consumer does not have strong initial preference. Acts on limited knowledge

Front 9

What is the Experiential Hierarchy: Feel-Do-Learn?

Back 9

Consumers act on the basis of their emotional reactions.

Front 10

What are the three ways of changing the cognitive component of attitudes?

Back 10

Constructing the argument

Drawing Conclusions

Comparative Advertising

Front 11

What are the three ways of changing the emotional component of attitudes?

Back 11

Motion dimensions - pleasure, arousal, intimidation

Using humour

Using fear

Front 12

What are the 6 basic psychological principles that influence people to change their minds?

Back 12

Reciprocity

Scarcity

Authority

Consistency
Liking

Consensus

Front 13

What is classical conditioning?

Back 13

Object is repeatedly paired with a stimulus

Front 14

What is instrumental conditioning?

Back 14

Consumption of the object is positively reinforced

Front 15

What is the complex cognitive processes?

Back 15

Learnt and reinforced behaviour such as modelling behaviour

Front 16

What are the three levels of commitment to an attitude?

Back 16

Compliance

Identification

Internalisation

Front 17

What is the consistency principle?

Back 17

Consumers value harmony among their thoughts, feelings or behaviours and will seek consistency with other experiences

Front 18

What is the theory of cognitive dissonance?

Back 18

When a person is confronted with inconsistencies among attitudes and behaviours, they will take action to reduce the dissonance by changing an attitude or modifying a behaviour

Front 19

What is the self-perception theory?

Back 19

States that people maintain consistency by inferring that we must have a positive attitude toward an object if we have bought or consumed it

Front 20

What is the social judgement theory?

Back 20

Assumes that people assimilate new information about attitude objects in light of what they already know or feel

Front 21

What are the three elements in a triad?

Back 21

1. A person and their perceptions of

2. an attitude object, and

3. some other person or object

Front 22

What are multi-attribute models?

Back 22

Assume a consumer's attitude towards an attitude object will depend on the beliefs they have about several attributes of the object

Front 23

What does The Dishbein Model measure?

Back 23

Overall Attitude

Salient Beliefs

Evaluation

Front 24

What is the Theory of Reasoned Action?

Back 24

Extended on Fishbein Model: Intentions vs Behaviour

Front 25

What is the Theory of Planned Behaviour?

Back 25

To address the gap between attitudes and behaviour.

Front 26

What is the model of Goal Directed Behaviour?

Back 26

Builds on the theory of planned behaviour, but also considers the anticipated emotions and past experience the consumer has had with the product

Front 27

What is the Theory of Trying?

Back 27

States that the criterion of behaviour in the TRA model should be replaced with trying to reach a goal

Front 28

What is Extended problem solving?

Back 28

The consumer tries to collect as much information as possible, and decision carry's a fair degree of risk

Front 29

What is Limited problem solving?

Back 29

More straightforward and simple and buyers are not as motivated to search for information or evaluate each alternative

Front 30

What is Habitual decision making?

Back 30

Choices made with little or not conscious effort, routine

Front 31

What is the problem recognition stage in the EKB Model?

Back 31

Occurs when a consumer perceives a significant difference between their current state and desired or ideal state

Front 32

What is the information search stage in the EKB Model?

Back 32

Per-purchase search vs ongoing search.

Front 33

What is the evaluation of alternatives stage in the EKB Model?

Back 33

Alternatives actively considered during the decision making are called the evoked set.

Front 34

What is the product choice stage in the EKB Model?

Back 34

Once the relevent options have been assembled and evaluated, a choice must be made

Front 35

What are the 5 design principles of experiences?

Back 35

Theme the experience
Harmonise impressions with positive cues
Eliminate negative cues
Mix in memorabilia
Engage all five sense

Front 36

What is store image?

Back 36

The personality of a store, including location, merchandise suitability, sales staff knowledge etc

Front 37

What are atmospherics?

Back 37

The conscious designing of space and its various dimensions to evoke certain effects in buyers

Front 38

What is retailing as theatre?

Back 38

A strategy where stores create imaginative environments that transport shoppers to a fantasy world

Front 39

What is return-on-time?

Back 39

Consumers are seeking a return-on-investment relating to the time they are expending shopping for the product

Front 40

What is economic time?

Back 40

Time is an economic variable.

Front 41

What is task definition?

Back 41

Refers to the usage contexts that consumers find themselves in

Front 42

What are the two reasons shopping can be performed?

Back 42

Utilitarian reasons

Hedonic reasons

Front 43

What is consumer satisfaction/dissatisfaction (CS/D)?

Back 43

Determined by the overall feelings, or attitude, a person has about a product after it has been purchased

Front 44

What are the three disposal options?

Back 44

Keep the item

Temporarily dispose of it

Permanently dispose of it

Front 45

What is a reference group?

Back 45

An actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behaviour

Front 46

What are the three ways reference groups influence consumers?

Back 46

Informational

Utilitarian

Value-expressive

Front 47

What is a normative influence reference group?

Back 47

The reference group helps to set and enforce fundamental standards of conduct (i.e. family)

Front 48

What is a comparative influence reference group?

Back 48

When decisions about specific brands or activities are affected (i.e. a club may influence your choice of clothing)

Front 49

What is a brand community?

Back 49

A set of consumers who share a set of social relationships based upon usage or interest in a product

Front 50

What is conformity?

Back 50

A change in beliefs or actions as a reaction to real or imagined group pressure?

Front 51

What are norms?

Back 51

Informal rules that govern behaviour

Front 52

What is the social comparison theory?

Back 52

Asserts that people look to the behaviour of others to increase stability of their self-evaluation

Front 53

What is the family life cycle (FLC)?

Back 53

Concept that combines trends in income and family composition with that changes in demands placed upon this income to segment households

Front 54

What are opinion leaders?

Back 54

People who are able to influence others' attitudes or behaviours

Front 55

What are two dimensions that influence importance of a reference group?

Back 55

1. Whether a purchase is consumed publicly or privately

2. Whether is is a luxury or necessity

Front 56

What is the virtual community of consumption?

Back 56

A collection of people whose online interactions are based upon shared enthusiasm for and knowledge of a specific consumption activity

Front 57

What are two key factors that shift income?

Back 57

1. A shift in women's roles

2. Increases in educational attainment

Front 58

What is social class?

Back 58

The overall rank of people in society determined by income, occupation and lifestyle

Front 59

What is Conspicious consumption?

Back 59

A desire to provide prominent, visible evidence of the ability to afford luxury goods

Front 60

What is geodemography?

Back 60

Analytical techniques that combine data on consumer expenditures and other socioeconomic factors with geographic information about the areas in which people live.

Front 61

What is occupational prestige?

Back 61

A way to evaluate the worth of people by what they do for a living

Front 62

What is social mobility?

Back 62

The passage of individuals from one social class to another

Front 63

What is cognitive age vs chronological age?

Back 63

The age we perceive ourselves to be vs the age we actually are

Front 64

What are the three changes that lifespan theories can be?

Back 64

Physical

Emotional

Cognitive

Front 65

What is Erikson's Lifespan Theory?

Back 65

Eight stages based upon age occur in order without any being skipped

Front 66

What is Levinson's Seasons of Life?

Back 66

Five life stages/eras labelled as 'seasons'. Each commences with a transition and send with a stable stage

Front 67

What is an age cohort?

Back 67

Consists of people of similar ages who have undergone similar experiences

Front 68

What are the three distinct markets for children as decision makers?

Back 68

1. Primary market

2. Influence market

3. Future market

Front 69

What is consumer socialisation?

Back 69

The process by which young people acquire skills, knowledge and attitudes relevant to their functioning in the marketplace

Front 70

What is culture?

Back 70

The accumulation of shared meanings, rituals, norms and traditions among the members of an organisation or society.

Front 71

What is subculture?

Back 71

A group whose members share beliefs and common experiences that set them apart from other members of a culture

Front 72

What are the three dimensions cultures differ on the Cultural variation theory: Triandis?

Back 72

1. Complexity

2. Tightness

3. Collectivism

Front 73

What are the five dimensions of culture: Hofstede?

Back 73

1. Power distance

2. Individualism

3. Masculinity

4. Uncertainty avoidance

5. Long-term orientation

Front 74

What is lifestyle?

Back 74

A set of shared values or tastes exhibited by a group of consumers, especially as these are reflected in consumption patterns

Front 75

What are psychographics?

Back 75

The use of psychological, sociological and anthropological factors for market segmentation

Front 76

What are the three functional areas of the cultural system?

Back 76

1. Ecology

2. Social Structure

3. Ideology

Front 77

What is a myth?

Back 77

A story containing symbolic elements that represent the shared emotions and ideals of a culture

Front 78

What is a ritual?

Back 78

A set of multiple, symbolic behaviours that occur in a fixed sequence and that tend to be repeated periodically

Front 79

What is sacred consumption?

Back 79

Involved objects and events that are 'set apart' from normal activities and are treated with some degree of respect or awe.

Front 80

What is profane consumption?

Back 80

Involved consumer objects and events that are ordinary everyday objects and events that do not share the 'specialness' of sacred ones.

Front 81

What are enacted norms vs crescive norms?

Back 81

Norms explicitly decided on and norms embedded in a culture

Front 82

What is the culture production system (CPS)?

Back 82

Individuals and organizations responsible for creating and marketing a cultural product

Front 83

What is reality engineering?

Back 83

Occurs as marketers approporiate elemets of popular culture and convert them for use as promotional vehicles

Front 84

What is diffusion of innovations?

Back 84

The process whereby a new product, service or idea spreads through a population

Front 85

What is transitional ethics?

Back 85

Refers to a country that is struggling with the difficult adaptation from a controlled, centralised economy to a free-market system.