Terms From Chapter 4 Of Consumer Insight

Front 1

motivation

Back 1

an internal state that actives goal-oriented behavior

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goal

Back 2

a consumer's desired end state

Front 3

drive

Back 3

the desire to satisfy a biological need in order to reduce physiological arousal

Front 4

want

Back 4

the particular form of consumption chosen to satisfy a need

Front 5

drive theory

Back 5

concept that focuses on biological needs that produce unpleasant states of arousal

Front 6

homeostasis

Back 6

the state of being in which the body is in physiological balance; goal-oriented behavior attempts to reduce or eliminate an unpleasant motivational state and return to a balanced one

Front 7

expectancy theory

Back 7

the perspective that behavior is largely "pulled" by expectations of achieving desirable outcomes, or positive incentives, rather than "pushed" from within

Front 8

approach-approach conflict

Back 8

a person must choose between 2 desirable alternatives

Front 9

theory of cognitive dissonance

Back 9

a state of tension is created when beliefs/behaviors conflict with one another; people are motivated to reduce this inconsistency (or dissonance) and thus eliminate unpleasant tension

Front 10

approach-avoidance conflict

Back 10

a person desires a goal but wishes to avoid it at the same time (ex Twinkies)

Front 11

avoidance-avoidance conflict

Back 11

a person faces a choice between two undesirable choices

Front 12

involvement

Back 12

the motivation to process product-related information

Front 13

flow state

Back 13

situation in which consumers are truly involved with a product, ad, or web site (someone is so engrossed with a web site that they lose track of time)

Front 14

cult products

Back 14

items that command fierce consumer loyalty and devotion

Front 15

mass customization

Back 15

the personalization of products and services for individual consumers at a mass-production price

Front 16

vigilante marketing

Back 16

a practice where freelancers and fans film their own commercials for favorite products and post them on web sites

Front 17

interactive mobile marketing

Back 17

real-time promotional campaigns targeted to consumers' cell phones (142)

Front 18

consumer-generated content

Back 18

a hallmark of Web 2.0; everyday people voice their opinions about products, brands, and companies on blogs, podcasts, and social networking sites and film their own commercials they post on web sites (145)

Front 19

Web 2.0

Back 19

rebirth of the Internet as a social, interactive medium from its original roots as a form of one-way transmission from producers to consumers (145)

Front 20

machinimas

Back 20

short films based on scenes from games or events that occur in virtual worlds (146)

Front 21

value

Back 21

a belief that some condition is preferable to its opposite (147)

Front 22

enculturation

Back 22

the process of learning the beliefs and behaviors endorsed by one's own culture (150)

Front 23

acculturation

Back 23

the process of learning the beliefs and behaviors endorsed by another culture (150)

Front 24

terminal values

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end states desired by members of a culture (151)

Front 25

instrumental values

Back 25

goals endorsed because they are needed to achieve desired end states, or terminal values (151)

Front 26

List of Values (LOV) Scale

Back 26

identifies consumer segments based on the values members endorse and relates each value to differences in consumption behavior (152)

Front 27

laddering

Back 27

a technique for uncovering consumers' associations between specific attributes and general values -153

Front 28

voluntary simplifiers

Back 28

people who believe that once basic material needs are satisfied, additional income does not lead to happiness -155

Front 29

conscientious consumerism

Back 29

a new value that combines a focus on personal health with a concern for global health -155

Front 30

LOHAS

Back 30

acronym for "lifestyles of health and sustainability"; a consumer segment that worries about the environment, wants products to be produced in a sustainable way, and who spend money to advance what they see as their personal development and potential -155

Front 31

carbon footprint

Back 31

the impact human activities have on the environment in terms of the amount of greenhouse gases they produce; measured in units of carbon dioxide -159

Front 32

materialism

Back 32

the importance consumers attach to worldly possessions -160

Front 33

downshifting

Back 33

reducing reliance on possessions and learning to get by with less -161

Front 34

self-concept

Back 34

the beliefs a person holds about his or her own attributes an how he/she evaluates these qualities -171

Front 35

ideal self

Back 35

a person's conceptions about he/she would like to be -172

Front 36

actual self

Back 36

a person's realistic appraisal of his/her qualities -172

Front 37

impression management

Back 37

our efforts to "manage" what others think of us by strategically choosing clothing and other cues that will put us in a good light -172

Front 38

fantasy

Back 38

self-induced shift in consciousness, often focusing on some unattainable or improbable goal; sometimes fantasy is a way of compensating for a lack of external stimulation or for dissatisfaction with the actual self -172

Front 39

virtual identity

Back 39

the appearance and personality a person takes on as an avatar ina computer-mediated environment like Second Life -174

Front 40

avatars

Back 40

a cyberspace presence represented by a character that you can move around inside a visual, graphical world (originally: manifestation of a Hindu deity in superhuman or animal form) -174

Front 41

symbolic interactionsim

Back 41

sociological approach stressing that relationships with other people play a large part in forming the self; people live in a symbolic environment, and the meaning attached to any situation or object is determined by a person's interpretation of these symbols -176

Front 42

looking-glass self

Back 42

the process of imagining other's reactions towards one's self -177

Front 43

identity marketing

Back 43

a practice whereby consumers are paid to alter some aspects of their selves to advertise for a branded product (ex: tattoos) -178

Front 44

symbolic self-completion theory

Back 44

the perspective that people who have an incomplete self-definition in some context will compensate by acquiring symbols associated with a desired social identity -180

Front 45

self-image congruence models

Back 45

the approaches based on the prediction that products will be chosen when their attributes match some aspect of the self -180

Front 46

extended self

Back 46

the definition of self created by the external objects with which one surrounds oneself -182

Front 47

agentic goals

Back 47

an emphasis on self-assertion and masteyr, often associated with traditional male gender roles -184

Front 48

communal goals

Back 48

an emphasis on affiliation and the fostering of harmonious relations, often associated with traditional female gender roles -184

Front 49

sex-typed traits

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characteristics that are stereotypically associated with one gender or the other -185

Front 50

metrosexual

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a straight, urban male who exhibits strong interests and knowledge regarding product categories such as fashion, home design, gourmet cooking, and personal care that run counter to the traditional male sex role -192

Front 51

ubersexual

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male similar to metrosexual but who also has traditional male qualities -193

Front 52

body image

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a consumer's subjective evaluation of him/herself -195

Front 53

body cathexis

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a person's feelings about aspects of his/her body -195

Front 54

ideal of beauty

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a model, or exemplar, of appearance valued by a culture -196

Front 55

group dieting

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online communities devoted to excessive weight loss -204

Front 56

personality

Back 56

a person's unique psychological makeup, which consistently influences the way the person responds to his/her environment -218

Front 57

pleasure principle

Back 57

the belief that behavior is guided by the desire to maximize pleasure and avoid pain -218

Front 58

superego

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the system that internalizes society's rules and that works to prevent the id from seeking selfish gratification -218

Front 59

reality principle

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principle that the ego seeks ways that will be acceptable to society to gratify the id -218

Front 60

motivational research

Back 60

qualitative research approach, based on psychoanalytic (Freudian) interpretations, with a heavy emphais on unconscious motives for consumption -220

Front 61

archetypes

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a universally shared idea or behavior pattern, central to Carl Jung's conception of personality; archetypes involve themes-- such as birth, death, or the devil-- that appear frequently in myths, stories, and dreams -222

Front 62

personality traits

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identifiable characteristics that define a person -224

Front 63

idiocentric

Back 63

a person who has an individualist orientation -224

Front 64

allocentric

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person who has a group orientation -224

Front 65

brand personality

Back 65

set of traits people attribute to an product as if it were a person -226

Front 66

Doppelganger brand image

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a parody of a brand posted on a web site that looks like the original but is in fact a critique of it (ex: Snapple renamed "Crapple" when Quaker bought it) -226

Front 67

lifestyle

Back 67

set of shared values or tastes exhibited by a group of consumers, especially as they are reflected in lifestyle patterns -229

Front 68

co-branding strategies

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linking products together to create a more desirable connotation in consumers' minds -236

Front 69

product complementarity

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the view that products in different functional categories have symbolic meanings that are related to one another -236

Front 70

consumption constellation

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a set of products and activities used by consumers to define, communicate, and perform social roles -236

Front 71

AIOs

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(activities, interests, and opinions); the psychographic variables researchers use to group consumers -240

Front 72

80/20 rule

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a rule of thumb in volume segmentation, which says htat about 20% of consumers in a product category (the heavy users) account for about 80% of sales -240

Front 73

The Values and Lifestyles System (VALS)

Back 73

segmentation system -242

Front 74

geodemography

Back 74

techniques that combine consumer demographic info with geographic consumption patterns to permit precise targeting of consumers with specific characteristics -245

Front 75

food culture

Back 75

pattern of food and beverage consumption that reflects the values of a social group -245

Front 76

PRIZM

Back 76

(Potential Rating Index by Zip Market) clustering technique that classifies every zip code in the US into one of 66 categories, range from the most affluent "Blue-Blood Estates" to the least well-off "Public Assistance" developed by Claritas Inc. 246

Front 77

behavioral targeting

Back 77

the appearance and personality a person takes on as an avatar in a computer-mediated environment like Second Life -247