Consumer behavior Chapter 5-8

affect

the way a consumer feels about an attitude object

alternate reality games

an application that blends online and offline clues and encourages players to collaborate to solve a puzzle

approach-approach conflict

a person must choose between two desirable alternatives

approach-avoidance conflict

a person desires a goal but wishes to avoid it at the same time

avovidance-avoidance conflict

a choice situation where both alternatives are undesirable

brand loyalty

repeat purchasing behavior that reflects a conscious decision to to continue buying the same brand

co-creation

involving consumers in the process of developing advertising and other marketing actions

cult products

items that command fierce consumer loyalty and devotion

do it yourself

the growing interest among consumers in creating or helping to create the products they use

drive

the desire to satisfy a biological need to reduce physiological arousal

drive theory

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

embarrassment

an emotion driven by concern of what others think about us

emotional oracle effect

a finding reported by researchers that people who trust their feelings are able to predict future events better than those who don´t

emotions

intense affective reactions such as happiness, anger, and fear

envy

a negative emotion associated with the desire to reduce the gap between oneself and someone who is superior in some dimension

evaluations

positive or negative reactions to events and objects that are not accompanied by high levels of physiological arousal

expectancy theory

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

goal

a consumers desired end state

guilt

an individuals unpleasant emotional state associated with possible objections to his or her actions, inaction, circumstances or intentions

happiness

a mental state of well being characterized by positive emotions

happiness economy

an economy based upon well being rather material wealth

hedonic consumption

the multi-sensory fantasy and emotional aspects of consumers interactions with products

hierarchy of needs

a model of motivation that identifies ascending levels of important needs

homeostasis

a stable state of physiological arousal

ikea effect

the tendency for consumers to like products more when they are involved in building or assembling them

incidental brand exposure

motives that can lurk beneath the surface and cues in the environment that can activate a goal even when we don’t know it

inertia

the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives

involvement

the motivation to process product related information

lovemark

a passionate commitment to a brand

mass customization

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

material accumulation

the instinct to earn more than we can possibly consume propertoies

message involvement

properties of medium and message content that influence a persons degree of engagement with the message

mood congruency

the idea that our judgements tend to be shaped by our moods

moods

temporary positive or negative states accompanied by moderate levels of arousal

motivation

the process that drive us to behave like we do

narrative transportation

the result of a highly involving message where people become immersed in the storyline

negative state relief

the view that helping others is a way to resolves ones personal negative moods

perceived risk

belief that a product has potentially negative consequences

placebo effect

the tendency for your brain to convince you that fake treatment is the real thing

product involvement

a consumers level of interest in a particular item

retail therapy

the act of shopping in order to improve the mood or mental state

sadvertising

advertising that uses inspirational stories to generate emotional response

sentiment analysis

a process, sometimes called, "opinion mining," that scours the social media universe to collect and analyze the words people use when they describe a specific product or company

situation involvement

the extent to which a shopper is engaged with a store, website, or a location where people consume a product or service

spectacles

a marketing message that takes the form of a public performance

subscription boxes

a new business model that delivers an assortment of products on a regular basis to consumers who sign up

theory of cognitive dissonance

theory based on the premise that a state of tension is created when beliefs or behaviors conflict with one another, people are motivated to reduce inconsistency or dissonance to eliminate unpleasant tension

variety-seeking

the desire to choose new alternatives over more familiar ones

word-phrase dictionary

in sentiment analysis, a literary that codes data so that the program can scan the text to identify wether the words in the dictionary appear

actual self

a persons realistic appraisal of his or her qualities

agentic goals

an emphasis on self assertion and mastery, often associated with traditional male gender roles

androgyny

the possesion of both masculine and feminine traits

avoidance selves

the type of person we don’t want to be that motivates us not to consume products we associate with this image

biohackers

people who explore new ways to integrate their bodies with technology

body image

a consumers subjective evaluation of his or her physical self

body image distortions

psychological disorders that cause the patient to believe that his or her body is bigger or smaller than other see it

bro culture

a critical term to describe the situation when the worst aspects of stereotypical fraternity life make their way into corporate culture like hard partying, motivating employees with public humiliation, and treating woman as sexual playthings

bromance

a relationship characterized by strong affection between two straight males

chipped

a form of wearable computing that inserts a computer chip into a persons wrist or body part

collective self

a process of self definition whereby an individuals identity is largely derived from his or her group membership

communal goals

an emphasis on affiliation and the fostering of harmonious relations often associated with traditional female gender goals

contemporary young mainstream female achievers (CYMFA)

modern women who assume multiple roles

cyborg

a person who lives a technologically enhanced existence, and who often possesses a special ability because she or he is linked to other parts of a larger system

digital self

elements of self expression that relate to a persons online identity

dramaturgical perspective

a view of consumer behavior that views people as actors who play different roles

embodied cognition

the perspective that our behaviors and observations of what we do and buy shape our thoughts rather than vice versa

empty self

a shift toward a greater focus on the self as traditional points of reference such as family, and cultural traditions recede in importance

enclothed cognition

a demonstration of the more general phenomenon of embodied cognition. the symbolic meaning of clothing changes how people behave

extended self

the external objects we consider part of our self identity

fantasy

a self induced shift of consciousness, often focusing in more unattainable or improbable goal, sometimes is a way of compensating for a lack of external stimulation or for dissatisfaction with the actual self

fatshionistas

plus-sized consumers who are avidly interested in fashion and want to make more options from mainstream fashion marketers

fattism

a preference for thin people and or discrimination against overweight people

gender benders

people who don’t endorse traditional sex roles

gender bending products

a traditionally sex typed item adapted to the opposite gender

gender binarism

the classification of gender into two distinct, opposite and disconnected forms of masculine and feminine

gender identity

the elements of self concept that reflect sex roles

gender socialization

elements of culture, including advertising that provide guidelines regarding appropriate sex role behaviors for members

group dieting

online forums devoted to encouraging people to go on crash diets

ideal of beauty

a model, an exemplar of appearance valued by a culture

ideal self

a persons conception of how he or she would like to be

identity

a component of self concept

imbiding idiot bias

the assumption that people who drink alcohol are less intelligent

impression management

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

looking glass self

the process of imagining the reaction of others towards one self

masculinism

study devoted to the male image and the cultural meanings of masculinity

medical tourism

a rapidly growing sector of the global economy that encourages consumers to travel to other countries for surgical procedures that might be unavailable, more dangerous, or more expensive where they live

morbid ink

a tattoo that incorporates DNA of a loved one into the ink

neuroendocrinonological science

the study of the potential role of hormonal influences on preferences for different kinds of products or people

power posing

standing in a confident way in order to increase self confidence

public self consciousness

a personality trait that makes a person very aware of how he or she appears to others

self concept

the belief a person holds about his or her own attributes and how he or she evaluates these qualities

self esteem

the positivity of a persons self concept

self fulfilling prophecy

a person acts according to the way he or she believes others expect, thus confirming this assumption

self monitors

individuals who are very conscious of their behavior in social situations

selfie

a picture a smartphone user takes of himself or herself

self image congruence models

research that suggests we choose products when their attributes match some aspects of the self

sex roles

a cultures expectations about how members of the male and female gender should act, dress or speak

sexting

the growing trend of young people posting sexually suggestive phptps of themselves online

sex typed products

products that reflect stereotypical masculine or feminine attributes

sex typed traits

characteristics that are stereotypically associated with one gender or the other