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21 Cards in this Set

  • Front
  • Back
selective distortion
an individual's changing or twisting of info when it is inconsistent with personal feelings or beliefs
selective retention
remembering info inputs that support personal feelings and beliefs and forgetting inputs that do not
ego needs
prestige,status, accomplishment

ex. cars, furniture, credit cards, stores, country clubs liquors.

Royal Salute Scotch- "what the rich give the wealthy"
operant conditioning
learning that occurs as the result of rewards or punishments

ex. sales promotions
stimulus conditioning
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.
A persons attitude has 3 components:
- affect
- cognition

** "learning" is NOT one of these**
the feeling component of attitudes, and refers to the overall emotional response a person has to a product.
the knowing component, is the beliefs or knowledge a person has about a product and its important charactersitcs
the doing component, involves a person's intention to do something
personality traits relevant to marketing strategies
- innovativeness
- materialism
- self-confidence
- sociability
- need for cognition

** "attitude" is NOT one of these**
the degree to which a person likes to try new things.
the amount of emphasis placed on owning products.
the degree to which a person has a positive evaluation of her abilities, including the ability to make good decisions.
the degree to which a person enjoys social interaction
need for cognition
the degree to which a person likes to think about things and expend the necessary effort to process brand information.
what 2 dimensions determine whether a shopper will react positively or negatively to a store environment?
arousal and pleasure

** quality is NOT one of these**
time poverty
refers to the belief of many consumers that they are more pressed for time than ever before.
a group within a society whose members share a distinct set of beliefs, characteristics or common experiences
3 forms of reference group influence
- information influence
- utilitarian influence
- value-expressive influence

**"attitudinal influence" is NOT one of these
some specific types of virtual communities that are influencing the ways businesses operate include:
- 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
the main reasons for keeping a blog
expression and sharing personal experiences.