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21 Cards in this Set
- Front
- Back
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selective distortion
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an individual's changing or twisting of info when it is inconsistent with personal feelings or beliefs
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selective retention
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remembering info inputs that support personal feelings and beliefs and forgetting inputs that do not
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ego needs
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prestige,status, accomplishment
ex. cars, furniture, credit cards, stores, country clubs liquors. Royal Salute Scotch- "what the rich give the wealthy" |
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operant conditioning
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learning that occurs as the result of rewards or punishments
ex. sales promotions |
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stimulus conditioning
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behavior caused by a reaction to one stimulus occurs in the presence of other, similar stimuli. In other words, feelings associated with a product will rub off on other associated products.
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A persons attitude has 3 components:
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- affect
- cognition -behavior ** "learning" is NOT one of these** |
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affect
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the feeling component of attitudes, and refers to the overall emotional response a person has to a product.
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cognition
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the knowing component, is the beliefs or knowledge a person has about a product and its important charactersitcs
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behavior
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the doing component, involves a person's intention to do something
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personality traits relevant to marketing strategies
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- innovativeness
- materialism - self-confidence - sociability - need for cognition ** "attitude" is NOT one of these** |
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innovativeness
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the degree to which a person likes to try new things.
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materialism
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the amount of emphasis placed on owning products.
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self-confidence
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the degree to which a person has a positive evaluation of her abilities, including the ability to make good decisions.
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sociability
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the degree to which a person enjoys social interaction
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need for cognition
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the degree to which a person likes to think about things and expend the necessary effort to process brand information.
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what 2 dimensions determine whether a shopper will react positively or negatively to a store environment?
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arousal and pleasure
** quality is NOT one of these** |
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time poverty
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refers to the belief of many consumers that they are more pressed for time than ever before.
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subculture
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a group within a society whose members share a distinct set of beliefs, characteristics or common experiences
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3 forms of reference group influence
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- information influence
- utilitarian influence - value-expressive influence **"attitudinal influence" is NOT one of these |
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some specific types of virtual communities that are influencing the ways businesses operate include:
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- multi-user dungeons (for online gambling
- chat rooms, rings, and lists - boards (organized around interest-specific electronic bulletin boards) - Blogs - Protest sites ** all of the above are a form of consumer to consumer exchange** ** "company websites" is NOT one of these |
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the main reasons for keeping a blog
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expression and sharing personal experiences.
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