consumer behavior final test review chp7-13

Affect

The way a consumer feels about an attitude object.

Attitude

A lasting, general evaluation of people (including oneself), objects, or issues.

Attitude accessibility

How quickly an attitude can be accessed from memory based on activation frequency, salience, and links to other constructs.

Balance theory

A theory that considers relations among elements a person perceives as belonging together, and people's tendency to change relations for consistency.

Behaviour

A consumer’s actions with regard to an attitude object.

Celebrity and influencer endorsements

A form of advertising using personalities or celebrities recognized by the target audience to promote a product or service.

Cognition

The beliefs a consumer has about an attitude object.

Experiential hierarchy of effects

A model suggesting we act based on emotional reactions and intuitive feelings about a product.

Foot-in-the-door technique

A technique based on the observation that a consumer is more likely to comply with a larger request after agreeing to a smaller one.

Functional theory of attitudes

A pragmatic approach focusing on how attitudes facilitate social behaviour, serving functions for the individual.

Hierarchy of effects

A fixed sequence of steps occurring during attitude formation; varies with consumer involvement.

Normative influence

The process in which a reference group helps set and enforce standards of conduct.

Principle of cognitive consistency

The belief that consumers value harmony among their thoughts, feelings, and behaviours.

Self-perception theory

An explanation of dissonance effects assuming people infer their attitudes by observing their own behaviour.

Social judgment theory

The perspective that people assimilate new information based on their existing attitudes.

Subjective norm (SN)

An additional component in multi-attribute attitude model reflecting the effects of what others think we should do.

Theory of cognitive dissonance

The perspective that cognitive discomfort arises from holding logically inconsistent beliefs about an object.

Theory of reasoned action

An updated version of the Fishbein theory considering social pressure and the attitude toward the act of buying.

Communications model

A framework specifying elements necessary for communication, including source, message, medium, receivers, and feedback.

Comparative advertising

A strategy comparing two or more brands based on specific attributes.

Elaboration likelihood model (ELM)

An approach suggesting that one of two routes to persuasion is followed depending on personal relevance.

Halo effect

The transfer of original impressions to other associated categories.

Match-up hypothesis

The theory that a product's dominant characteristics should match those of the communications source.

Native advertising

Digital messages blending into the editorial content of publications.

Permission marketing

A strategy whereby consumers indicate interest in receiving product information before being sent promotional messages.

Persuasion

An active attempt to change attitudes.

Source attractiveness

The perceived social value of a source.

Source credibility

The perceived expertise, objectivity, or trustworthiness of a source.

Source derogation

Viewing the source of a marketing message negatively.

Spokescharacters

Animated characters created by a brand to promote a particular brand image.

Two-factor theory

The perspective that repeated exposure to an ad increases familiarity but also leads to boredom.

Antibrand communities

Groups of consumers sharing a common disdain for a celebrity, store, or brand.

Aspirational reference group

A reference group the consumer aspires to join, such as high-profile athletes.

Brand community

A set of consumers sharing social relationships based on a product.

Buzz marketing

Activities encouraging consumers to spread word of mouth about the brand.

Conformity

A change in beliefs or actions due to real or imagined group pressure.

Decision polarization

The tendency for individuals' choices to become more extreme after group discussions.

Deindividuation

The submerging of individual identities within a group.

Descriptive norms

Norms conveying information about typical behaviours.

Dissociative reference groups

Groups consumers want to avoid associating with.

Dynamic norms

Information about how behaviours are changing over time.

Influence network

A network where product influence comes from easily influenced individuals communicating dynamically with opinion leaders.

Injunctive norms

Norms conveying information on what is commonly approved or disapproved.

Lurkers

Non-participatory users of online communities who absorb content without contributing.

Market maven

A person who is a source of information about marketplace activities.

Mass connectors

Highly influential members of social media networks.

Media multiplexity

The situation in social media where communication flows across multiple platforms.

Megaphone effect

The fact that the web allows ordinary consumers to access a mass audience.

Membership reference groups

Individuals belonging to the consumer's own in-group influencing attitudes and behaviours.

Nodes

Representations of a piece of information in associative network models.

Normative influence

The process in which reference groups set and enforce standards.

Norms

Informal rules governing what is right or wrong.

Opinion leaders

Knowledgeable individuals who frequently influence others' attitudes or behaviours.

Product curators

Individuals creating unique product collections to appeal to specific groups.

Reactance

A boomerang effect when consumers feel their freedom of choice is threatened.

Red sneakers effect

The tendency to view non-conforming individuals positively, assuming they are more powerful.

Reference group

An individual or group that significantly affects evaluations, aspirations, or behaviours.

Social identity theory

The perspective that a person's sense of self is based on group memberships.

Social loafing

The tendency for people to contribute less to a task in larger groups.

Social norms

Standards of acceptable behaviour shared within a group.

Social power

The capacity to alter the actions or outcomes of another person.

Sociometric methods

Techniques measuring group dynamics by tracing communication patterns.

Tie strength

The relative strength between individuals in a social network.

Two-step flow model of influence

A theory proposing a small group of influencers disseminates information modifying the opinions of larger audiences.

Word-of-mouth communication (WOM)

Information transmitted informally by consumers.

Behavioural economics

The study of behavioural determinants of economic decisions.

Brand prominence

The desire to display a brand, product, or logo conspicuously.

Census family

A housing unit containing at least one family, which includes various parental arrangements.

Conspicuous consumption

Purchasing luxury goods to signal to others one's ability to afford them.

Consumer confidence

The state of mind reflecting optimism or pessimism about economic conditions.

Discretionary income

Money available over and above that required for a comfortable standard of living.

Family life cycle (FLC)

A classification that segments consumers based on income changes and family composition.

Household living arrangements

An individual's living situation regarding relationships with other persons.

Income inequality

The extent of uneven resource distribution within a population.

Mass class

Global consumers with high purchasing power allowing for quality product acquisitions.

Social capital

Interpersonal relationships and institutions that can be leveraged for advantage.

Social class

The overall rank of people in society based on social standing and lifestyle.

Social mobility

The movement of individuals between social classes.

Social stratification

The process of unequal resource distribution within a social system.

Spendthrifts

Consumers motivated to spend extravagantly for pleasure.

Status crystallization

The consistency of different indicators of a person’s status.

Status hierarchy

A ranking of social desirability based on access to resources.

Status symbols

Products purchased to indicate membership in a desired social class.

Tightwads

Consumers motivated to spend cautiously due to discomfort with spending.

Acculturation agents

Individuals and organizations that provide cultural information.

Collecting

The systematic acquisition of a specific object or set of objects.

Collective selection

The process through which certain alternatives are chosen by members of a society.

Continuous innovation

Product changes requiring little adaptation by the adopter.

Conventions

Norms regarding everyday life conduct.

Creolization

The blending of foreign influences with local meanings.

Cross-cultural analysis

Examination of differences and similarities between cultures.

Cultivation hypothesis

The media’s potential to distort perceptions of reality.

Cultural formula

A sequence of media events with consistent roles and props.

Cultural gatekeepers

Individuals determining the types of messages members of mass culture receive.

Cultural selection

The process of selecting some alternatives over others by cultural gatekeepers.

Culture

The values, ethics, traditions, and material objects produced or valued by a society.

Culture production system (CPS)

Individuals and organizations responsible for cultural product creation and marketing.

Custom

A norm derived from traditional behaviours.

Desacralization

The process when a sacred item becomes profane due to mass duplication.

Diffusion of innovation

The spread of a new product or idea through a population.