Mktg 3553 Consumer Behavior Exam 2

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

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aesthetic labor

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reviews responsibility for events and can evoke consequential emotions like gratefulness, frustration, guilt, or sadness

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agency appraisals

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appraisals focusing on the future and can elicit anticipatory emotions like hopefulness or anxiety

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anticipation appraisals

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cognitive representation of meaningful events in one’s life

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autobiographical memories

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means of recording responses based on either automatic visceral reactions or neurological brain activity

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autonomic measures

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situation wherein if one feels joy he or she cannot also experience sadness

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bipolar

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

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cognitive appraisal theory

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feelings a consumer has about a particular product or activity

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consumer affect

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degree of personal relevance a consumer finds in pursuing value from a particular category of consumption

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consumer involvement

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a specific psychobiological reaction to a human appraisal

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emotion

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

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emotional contagion

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relatively superior recall for information presented with mild affective content compared to similar information presented in an affectively neutral way

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emotional effect on memory

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extent to which a consumer shows outward behavioral signs and otherwise reacts obviously to emotional experiences

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emotional expressiveness

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awareness of the emotions experienced in a given situation and the ability to control reactions to these emotions

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emotional intelligence

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type of deep personal interest that evokes strongly felt feelings simply from the thoughts or behavior associated with some object or activity

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emotional involvement

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effort put forth by service workers who have to overtly manage their own emotional displays as part of the requirements of the job

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emotional labor

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ongoing interest in some product or opportunity

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enduring involvement

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considers how fair some event is and can evoke emotions like warmth or anger

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equity appraisal

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

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flow

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drive to experience something emotionally gratifying

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hedonic motivation

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

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homeostasis

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

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Maslow’s hierarchy of needs

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variable that changes the nature of the relationship between two other variables

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moderating variable

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transient and general affective state

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mood

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

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mood-congruent judgments

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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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mood-congruent recall

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inner reasons or driving forces behind human actions that drive consumers to address real needs

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motivations

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considers how something turned out relative to one’s goals and can evoke emotions like joyfulness, satisfaction, sadness, or pride

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outcomes appraisal

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pleasure–arousal–dominance; a self-report measure that asks respondents to rate feelings using semantic differential items

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PAD

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

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product contamination

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consumers with very high involvement in some product category

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product enthusiasts

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the personal relevance of a particular product category

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product involvement

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a response involving both psychological and physical human responses

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psychobiological

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puts forward the notion that consumers orient their behavior either through a prevention or promotion focus

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regulatory focus theory

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

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schema-based affect

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

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self-conscious emotions

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motivations aimed at changing the current state to a level that is more ideal, not at simply maintaining the current state

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self-improvement motivation

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personal relevance of shopping activities

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shopping involvement

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temporary interest in some imminent purchase situation

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situational involvement

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drive to acquire products that can be used to accomplish something

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utilitarian motivation

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certain feeling states that are tied to physical reactions/behavior in a very direct way

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visceral responses

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approach to studying personality in which behavior is assessed at a number of points in time

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aggregation approach

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

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AIO statements

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positivity with which people hold their body image

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body esteem

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collection of human characteristics that can be associated with a brand

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brand personality

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a product’s ability to appeal to consumers based on the human characteristics associated with it

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brand personality appeal

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enduring tendency to strive to be better than others

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competitiveness

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observable, statistical aspects of populations such as age, gender, or income

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demographics

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

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ego

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multiple-trait perspective that proposes that the human personality consists of five traits: agreeableness, extroversion, openness to experience (or creativity), conscientiousness, and neuroticism (or stability)

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five-factor model

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techniques that combine data on consumer expenditures and socioeconomic variables with geographic information in order to identify commonalities in consumption patterns of households in various regions

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geodemographic techniques

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approaches to personality inquiry that assume that personality traits exist at varying levels of abstraction

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hierarchical approaches to personality

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the personality component in psychoanalytic theory that focuses on pleasure-seeking motives and immediate gratification

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id

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

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idiographic perspective

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descriptions of how individual consumers differ according to specific trait patterns of behavior

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individual difference variables

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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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innovativeness

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

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lifestyles

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

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materialism

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era in consumer research that focused heavily on psychoanalytic approaches

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motivational research era

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approach in trait research wherein the focus remains on combinations of traits

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multiple-trait approach

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refers to the degree to which consumers enjoy engaging in effortful cognitive information processing

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need for cognition

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variable-centered approach to personality that focuses on particular traits that exist across a number of people

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nomothetic perspective

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totality of thoughts, emotions, intentions, tendencies, and behaviors that a person exhibits consistently as he or she adapts to the environment

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personality

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principle found in psychoanalytic theory that describes the factor that motivates pleasure-seeking behavior within the id

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pleasure principle

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popular geodemographic technique that stands for Potential Ratings Index by ZIP Market

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PRIZM

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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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psychoanalytic approach to personality

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quantitative investigation of consumer lifestyles

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psychographics

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the principle in psychoanalytic theory under which the ego attempts to satisfy the id within societal constraints

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reality principle

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

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self-concept

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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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self-congruency theory

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positivity of the self-concept that one holds

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self-esteem

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tendency for consumers to observe and control behavior in ways that agree with social cues and influence

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self-monitoring

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study of symbols and their meanings

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semiotics

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approach in trait research wherein the focus is on one particular trait

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single-trait approach

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component in psychoanalytic theory that works against the id by motivating behavior that matches the expectations and norms of society

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superego

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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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symbolic interactionism

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

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trait

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

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trait approach to personality

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popular psychographic method in consumer research that divides consumers into groups based on resources and consumer behavior motivations

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VALS

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the extent to which consumers tend to maximize what they receive from a transaction as compared to what they give

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value consciousness

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

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ABC approach to attitudes

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effort of a marketer or researcher to track changes in consumer attitudes over time

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attitude tracking

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

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attitude-behavior consistency

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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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attitude-toward-the-object (ATO) model

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relatively enduring overall evaluations of objects, products, services, issues, or people

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attitudes

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theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system

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balance theory

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model developed to improve on the ATO model, focusing on behavioral intentions, subjective norms, and attitude toward a particular behavior

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behavioral intentions model

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information presented in a message about the product itself, its ­attributes, or the consequences of its use

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central cues

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

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central route to persuasion

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

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compensatory model

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principle that states that human beings prefer consistency among their beliefs, attitudes, and behaviors

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consistency principle

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function of attitudes whereby attitudes work as a defense mechanism for consumers

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ego-defensive function of attitudes

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attitudinal change model that shows attitudes are changed based on differing levels of consumer involvement through either central or peripheral processing

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elaboration likelihood model

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theory of attitudes that suggests that attitudes perform four basic functions

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functional theory of attitudes

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

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hierarchy of effects

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function of attitudes whereby attitudes allow consumers to simplify decision-making processes

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knowledge function of attitudes

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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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matchup hypothesis

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how the appeal of a message and its construction affect persuasiveness

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message effects

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a model that combines a number of pieces of information about belief and evaluations of attributes of an object

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multiattribute attitude model

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nonproduct-related information presented in a message

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peripheral cues

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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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peripheral route to persuasion

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attempt to change attitudes

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persuasion

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

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primacy effect

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

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recency effect

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

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serial position effect

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

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social judgment theory

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characteristics of a source that influence the persuasiveness of a message

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source effects

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attitudinal measurement approach that expands upon the behavioral intentions model by including a perceived control component

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theory of planned action

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function of attitudes in which consumers use attitudes as ways to maximize rewards and minimize punishment

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utilitarian function of attitudes

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function of attitudes whereby attitudes allow consumers to express their core values, self-concept, and beliefs to others

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value-expressive function of attitudes