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Consumer Behavior Exam 3 Terms

Terms in this set (49)

aspirational group

group in which a consumer desires to become a member

attention to social comparison information

individual difference variable that assesses the extent to which consumers are concerned about how other people react to their behavior

young adults between ages 18 and 34 who move back home with their parents after they graduate from college

marketing efforts that focus on generating excitement among consumers and that are spread from consumer to consumer

brand community

group of consumers who develop relationships based on shared interest of product usage

result of group influence in which an individual yields to the attitudes and behaviors of others

schema self conceptualization of the extent to which a consumer perceives himself or herself as being an integral part of a group

consumer socialization

the process through which young consumers develop attitudes and learn skills that help them function in the marketplace

diffusion process

way in which new products are adopted and spread throughout a marketplace

dissociative group

group to which a consumer does not want to belong

a mother, father, and a set of siblings

extended family

three or more generations of family members

group influence

ways in which group members influence attitudes, behaviors, and opinions of others within the group

household life cycle

segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services

informational influence

ways in which a consumer uses the behaviors and attitudes of reference groups as information for making his or her own decisions

consumer who spreads information about all types of products and services that are available in the marketplace

opinion leaders

consumer who has great deal of influence on the behavior of others relating to product adoption and purchase

reference groups

individuals who have significant relevance for a consumer and who have an impact on the consumers evaluations, aspirations and behaviors

sandwich generation

consumers who must take care of both their own children and their aging parents

separated self schema

self conceptualization of the extent to which a consumer perceives himself or herself as distinct and separate from others

sex role orientation

family's set of beliefs regarding the ways in which household decisions are reached

stealth marketing

guerilla marketing tactic in which consumers do not realize that they are being targeted for a marketing message

surrogate consumer

consumer who is hired by another to provide input into purchase decisions

utilitarian influence

ways in which a consumer conforms to group expectations in order to receive a reward or avoid punishment

value expressive influence

ways in which a consumer internalizes a groups values or the extent to which consumers join groups in order to express their own closely held values and beliefs

information about products, services, and experiences that is transmitted from consumer to consumer

acquisitional shopping

activities oriented toward a specific, intended purchase

epistemic shopping

activities oriented toward acquiring knowledge about products

impulsive shopping

spontaneous activities characterized by a diminished regard for consequences, heightened emotional involvement, and a desire for immediate self fulfillment

experiential shopping

recreational oriented activities designed to provide interest, excitement, relaxation, fun, social interaction, or some other desired feeling

hedonic shopping

represents the worst of an activity because time spent doing the activity itself is personally gratifying

utilitarian shopping

represents the worth obtained because some shopping task or job is completed successfully

occurs when a consumer simply buys a product repeatedly without any real attachment

deeply help commitment to rebuy a product or service regardless of situational influences that could lead to switching behavior

attribution theory

theory that proposes that consumers look for the cause of particular consumption experiences when arriving at satisfaction judgements

the degree to which an object, person, or experience seems real, genuine, unique and part of history or tradition

cognitive dissonance

an uncomfortable feeling that occurs when consumer has lingering doubts about a decision that has occurred

confirmatory bias

tendency for expectations to guide performance perceptions

mild, positive emotion resulting from a favorable appraisal of a consumption outcome

theory that proposes that people compare their own level of inputs and outcomes to those of another part in an exchange

expectancy/ disconfirmation theory

satisfaction formation theory that proposes that consumer use expectations as a benchmark against which performance perceptions are judge

self perception theory

theory that states that consumers are motivated to act in accordance with their attitudes and behaviors

way of measuring service quality that captures consumers disconfirmation of service expectations

rancorous revenge

when a consumer yells insults and makes a public scene in an effort to harm the business in response to an unsatisfactory experience

retaliatory revenge

consumer becomes violent with employee and/or tries to vandalize a business in repose to an unsatisfactory experience

costs associated with changing from one choice (brand/retailer/service) to another

procedural switching costs

lost time and extended effort spent learning ways of using some product offering

financial switching costs

total economic resources that must be spent or invested as a consumer learns how to obtain value from a new product choice

relationship switching costs

emotional and psychological consequences of changing from one brand/retailer/service to another

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