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ABC Model

Affect (feelings), Beliefs (thoughts), Conation (intentions)

Learning Hierarchy

Think → Feel → Do

Emotional Hierarchy

Feel → Do → Think

Low-Involvement Hierarchy

Do → Feel → Think

5 Types of Perceived Risk

Performance, Social, Psychological, Financial, Obsolescence

Compensatory Model

Weakness on one attribute can be offset by strength on another

Conjunctive Model

Must meet minimum cutoff on ALL attributes

Cognitive Dissonance

Post-purchase anxiety

5 Faces of Satisfaction

Dissatisfaction → Mere Satisfaction → Contentment → Enthusiasm → Delight

5 Service Quality Dimensions

Reliability, Responsiveness, Assurance, Tangibles, Empathy

3 Types of Reference Group Influence

Informational, Normative, Identification

Opinion Leader Qualities

Expertise + Trustworthiness

Diffusion Groups in order

Innovators → Early Adopters → Early Majority → Late Majority → Laggards

Hofstede's 5 Dimensions

Individualism, Context, Power Distance, Uncertainty Avoidance, Masculinity

Culture vs Nature

Culture = learned and shared; Nature = born with

Sex vs Gender

Sex = biological; Gender = sociological

Family Life Cycle order

Bachelor → Couple → Full Nest → Empty Nest → Survivor