Consumer Behavior Ch 7 Vocab Terms

Front 1

ABC approach to attitudes

Back 1

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

Front 2

Hierarchy of effects

Back 2

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

Front 3

Attitude-toward-the-object model

Back 3

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

Front 4

Attribute

Back 4

feature of a product or object

Front 5

Compensatory model

Back 5

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

Front 6

Attitude-toward-the-object approach

Back 6

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

Front 7

Behavioral intentions model

Back 7

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

Front 8

Changing schema-based affect

Back 8

idea that if the schema can be changed, then the attitude toward a brand or product will change as well

Front 9

Balance theory

Back 9

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

Front 10

Social judgment theory

Back 10

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

Front 11

Message effects

Back 11

how the appeal of a message and its construction affects persuasiveness

Front 12

Source effects

Back 12

characteristics of a source that impact persuasiveness of a message

Front 13

Primacy effect

Back 13

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

Front 14

Recency effect

Back 14

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

Front 15

Matchup hypothesis

Back 15

hypothesis that states that a source feature is most effective when it is matched with relevant products