Consumer chapter 8,9

Activity stores

a retailing concept that lets consumers participate in the production of the products or services being sold in the store

Atmospherics

the use of space and physical features in store design to evoke certain effects in buyers

Beacons

devices in a retail environment that communicate with shoppers’ phones as they walk through the aisles

Being space

a retail environment that resembles a residential living room where customers are encouraged to congregate

Bitcoin

an online currency system that uses peer-to-peer technology and does not coordinate with any central authority or banks

Blockchain

an encryption technique that avoids banks to regulate the generation of units of currency and verify the transfer of funds

Collaborative consumption

a term to describe the new sharing economy, where people rent or barter what they need rather than buying it

Contamination

when a place or object takes on sacred qualities because of its association with another sacred person or event

Cryptocurrency

a system that relies upon encryption techniques rather than banks to regulate the generation of units of currency and verify the transfer of funds

Customer journey

a methodology where a marketer maps out in detail all the steps a customer takes while they interact with the company

Dark design

web design industry name for the practice of creating user interfaces that are intentionally designed to trick or deceive the user

Design thinking

a perspective on product development that emphasizes the importance of how the product makes sense in terms of how customers actually live their lives and use these things

Digital wallets

electronic devices that allow an individual to make e-commerce transactions

Dyadic encounters

relationships in which both parties must reach some agreement about the roles of each participant during a process of identity negotiation

Expectancy disconfirmation model

states that we form beliefs about product performance based on prior experience with the product or communications about the product that imply a certain level of quality: (1) if something performs the way we thought it would, we may not think much about it; (2) if it fails to live up to expectations, this may create negative feelings; (3) if performance exceeds our initial expectations, we are satisfied Expectancy theory the perspecti

Gemba

Japanese term for the one true source of information

Hedonic motivation

Hoarding

unsystematic acquisition of objects (in contrast to collecting)

Identity negotiation

the process that occurs when both participants in an encounter reach agreement about the role of each person

Impulse buying

a process that occurs when the consumer experiences a sudden urge to purchase an item that he or she cannot resist

Lateral cycling

a process in which already purchased objects are sold to others or exchanged for other items

Liquid consumption

ephemeral, access based, and dematerialized use of products

Maladaptive consumption

substance-related addictions, like alcohol, tobacco, or opioids, as well as behavioral problems like gambling, overeating, or overusing technology or social media

Mental computation strategies

mentally tracking spending

Mobile shopping apps

smartphone applications that retailers provide to guide shoppers in stores and malls

Moral disgust

the feeling you get when hearing someone has broken social norms or moral codes

Near-field communication

technology that allows devices near to one another (like a smartphone and an NFC terminal in a store) to establish radio communication

NFTs (non-fungible tokens)

a digital certificate of ownership with unique identification codes and metadata that distinguish them from one another

P2P (peer-to-peer) commerce

The notion of doing business with other consumers rather than within companies

P2P (peer-to-peer) payment systems

part of the sharing economy that allows consumers to give and receive payments to and from one another for products and services

Point-of-purchase (POP) stimuli

the promotional materials that are deployed in stores or other outlets to influence consumers’ decisions at the time products are purchased

Pop-up stores

temporary locations that allow a company to test new brands without a huge financial commitment

Pretailer

an e-commerce site that provides exclusive styles by prodding manufacturers to produce runway pieces they wouldn’t otherwise make to sell in stores

Product disposal

choices people make regarding how to get rid of items once they no longer are of value to them

Queuing theory

the mathematical study of waiting lines

Recommerce

the practice of trading or reselling used possessions in the underground economy rather than purchasing new items from retailers

Retail theming

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

Secondary market

Places or online markets where people sell used goods

Sharing economy

A business model where people rent or or barter what they need rather than buying it

Shopping orientation

a consumer’s general attitudes and motivations regarding the act of shopping

Showrooming

the process lamented by traditional retailers whereby consumers shop their stores to obtain product information and then purchase the chosen product online at a lower price

Social shopping

an emerging form of ecommerce that allows an online shopper to simulate the experience of shopping in a brick-and-mortar store with other shoppers

Squander sequence

Waste that comes from how consumers use or misuse food products at the preacquisition

Swishing

where or when should be added here people organize parties to exchange clothing or other personal possessions with others

Thrifting

shopping for gently used items at discounted prices

Total quality management

management and engineering procedures aimed at reducing errors and increasing quality; based on Japanese practices

Underground Economy

secondary markets (such as flea markets) where transactions are not officially recorded

Unplanned buying

when a shopper buys merchandise they did not intend to purchase, often because she recognizes a new need while in the store

Utilitarian Motivation

states that we develop some attitudes toward products simply because they provide pleasure or pain

Virtual Reality

provides a totally immersive experience that transports the user into an entirely separate three-dimensional environment

Actual self

a person’s realistic appraisal of his or her qualities

Agentic orientation

expressive traits, such as instrumentality and independence

Androgyny

refers to the possession of both masculine and feminine traits

Anti-consumption

boycotting or avoiding products

Avoidance selves

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

Bigorexia

obsession with bodybuilding and getting more muscular

Biohackers

people who explore new ways to integrate their bodies with technology

Body image

a consumer’s 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 others see it

Chipped

a form of wearable computing that inserts a computer chip into a person’s wrist or other body part

Communal orientation

people who are inclined to be inclusive and interdependent

Compensatory consumption

consuming products that link to an aspect of preserving self-esteem

Cyborg

A person who lives a technologically enhanced existence, and who often possesses special abilities because they are linked to other parts of a larger system

Digital selves

identity in these worlds, whether expressed via our social media profiles, Instagram photos, or by Bitmojis or avatars

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

Enclothed cognition

as 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 a part of our self-identity

Fatshionistas

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

FOMO

a popular explanation for the addictive nature of social networks

Gender-bending products

a traditionally sex-typed item adapted to the opposite gender

Gender identity

the elements of self-concept that reflect sex roles

Gender roles

conforming to a culture’s expectations about how their gender should act, dress, or speak

Gender socialization

elements of culture, including advertising, that provide guidelines regarding “appropriate” sex role behavior for members

Genetic data

personal data relating to inherited or acquired genetic characteristics acquired through DNA analysis

Group dieting

online forums devoted to encouraging people to go on crash diets

Ideal of beauty

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

Ideal self

a person’s conception of how he or she would like to be

Identity

a component of self-concept

Identity projects

consumers who actively assemble consumption practices, products, and brands to express themselves

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

Independent self

thinking of oneself in terms of unique personal traits and attributes and de-emphasizing others

Interdependent self

defining one’s identities largely by their relationships with others

Looking-glass self

the process of imagining the reaction of others toward oneself

Patriarchal masculinity

viewpoint that advocates the superiority of masculinity over femininity, or the authority of men over women

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

Quantified self

the self-recording of personal data

Role identities

different components of the self

Self-concept

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

Self-concept clarity

indicates the extent to which beliefs about the self are clearly and confidently defined, internally consistent, and stable over time

Self-construal

the degree to which we think of our self as independent from others versus feeling interdependent with them

Self-esteem

the positivity of a person’s self-concept

Self-fulfilling prophecy

when 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

Self-signaling

it’s a message to ourselves that our choices sync with how we want to think about ourselves

Self-image congruence models

Sexting

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

Sex-typed products

products that reflect stereotypical masculine or feminine attributes

Social comparison

the basic human tendency to compare ourselves to others