Consumer Behavior Ch 7
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Created by:
Mdemers3389 on November 4, 2010
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21 terms
Terms | Definitions |
|---|---|
 ABC Model of Attributes | a multidimensional perspective stating the attitudes are jointly defined by affect, behavior, and cognition |
| Affect | the way a consumer feels about an attitude object |
| attitude | a lasting, general evaluation of people (including oneself), objects, or issues |
| Attitude object | anything toward which one has an attitude |
| Balance theory | a theory that considers relations among elements a person might percive as belonging together, and peoples tendency to change relations among elements in order to make them consistant or "balanced" |
| Behavior | a consumers actions with regard to an attitude object |
| Cognition | the beliefs a consumer has about an attitude object |
| Comparative advertising | a strategy in which a message compares two or more specifically named or recognizeably presented brands and makes a comparison of them in terms of one or more specific attributes |
| Compliance | we form an attitude because it helps us gain rewards or avoid punishment |
| Ego-defense function | attitudes we form protect ourselves either from external threats or internal feelings |
| Functional Theory of Attributes | states that attitudes exist becuase they serve some function for the person. Consumers who expect that they will need to deal with similar situations at a future time wil be more likely to start to form an attitude in anticipation |
| Identification | the process of forming an attitude to conform to another person's or group's expectations |
| Internalization | deep-seated attitudes become part of your value sytem |
| Knowledge Function | the process of forming an attitude to provide order, structure or meaning |
| Multiattribute attitude models | those models that assume that a consmer's attitude (evaluation) of an attitude object depends on the belief he or she has about several or many attributes of the object; the use of a mulitiattribute model implies that an attitude toward a product or brand can be predicted by identifying these specific beliefs and combining them to derive a measure of the consumers overall attitude |
| Persuasion | an active attempt to change attitudes |
| Self-perception theory | an alteration (to congnitive dissonence) explanation of dissonance effects; it assumes that people use observations of their own behavior to infer their attitudes toward some object |
| Utilitarian Function | States that we develop some attitudes toward products simply becuase they provide pleasure or pain |
| Value-expressive function | states we develop attitudes toward products because of what they say about him or her as a person |
| Principle of Cognitive Consistency | the belief that consumers value harmony among their thoughts, feeling, and behaviors and that they are motivated to maintain uniformity among these elements |
| Theory of cognitive Dissonance | theory based on the premise that a state of tension is created when beliefs or behaviors conflict with another; people are motivated to reduce this inconsistancy (for dissonance) and thus eliminate unpleasant tension |
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