Consumer Behavior Exam 2

Left brain

Associated with verbal information processing.

Right brain

Associated with non-verbal information processing.

Chunking

Grouping information together to aid memorization, such as remembering a phone number.

Membership group

A group to which an individual currently belongs.

Dissociative group

A group that an individual avoids or does not wish to associate with.

Reference group

A group that influences an individual's attitudes, beliefs, and behavior.

Normative influence

Group expectations that encourage conformity, often to receive rewards or avoid punishment.

Identification influence

The use of a product to construct and express one's identity.

Perception

The process of interpreting information.

Attention

The process of focusing on specific stimuli.

Selective exposure

Choosing what information to pay attention to.

Long Term Memory (LTM)

Storage for information that can last an extended period.

Semantic memory

A type of long-term memory that involves basic knowledge and feelings.

Episodic memory

A type of long-term memory for events and experiences.

Associative network

A structure of interconnected nodes representing concepts and their associations.

Operant conditioning

A learning process through which behavior is shaped by reinforcement.

Central route

A method of persuasion focused on high involvement and in-depth processing.

Peripheral route

A method of persuasion where low involvement leads to surface-level processing.

Regulatory focus theory

A theory that describes different motivations influencing behavior: prevention focus and promotion focus.

Maslow's hierarchy of needs

A theory proposing a five-tier model of human needs, from physiological to self-actualization.

Brand personality

The set of human characteristics associated with a brand.

Elaboration likelihood model (ELM)

A theory explaining how attitudes are formed and changed, depending on involvement.

Self-concept

An individual's perception of who they are.

Actual self

How a person currently perceives themselves.

Ideal self

How a person wishes to be or what they aspire to.

Lifestyle

The way individuals execute their self-concept.

Hedonic product

Products that provide emotional pleasure or satisfaction.

Script

A special type of schema representing sequences of actions.

Emotional motive

A motivating factor driven by feelings or emotions.

VALS framework

A tool used to categorize consumers based on their values and lifestyle.

Verbal information

Information processed through language, typically associated with left-brain activity.

Non-verbal information

Information processed through visual and spatial means, typically associated with right-brain activity.

Types of Groups

Categories of social groups including membership groups, reference groups, and dissociative groups.

Strength of Social Tie

The degree of closeness or connection an individual has with members of a social group.

Type of Contact

The manner in which interactions occur in social groups, either offline (in-person) or online (digital environments).

Attraction

The force that draws individuals toward other people or groups, influenced by factors like similarity, proximity, and physical appearance.

Prevention focus motivation

A state of motivation aimed at achieving goals related to safety and security, maintaining equilibrium and avoiding negative outcomes.

Promotion focus motivation

A state of motivation aimed at achieving goals related to self-improvement and aspirations, striving for positive outcomes and accomplishments.