CB Exam 2 Flashcards
What is an attitude?
An enduring organization of motivational, emotional, perceptual, and cognitive processes regarding an aspect of the environment.
What is an attitude object?
The evaluation of an object or thought.
Define persuasion in the context of consumer behavior.
Changing attitudes through information processing.
What does attitude tracking involve?
Monitoring customer attitudes.
What is attitude-behavior consistency?
The match between attitudes and behaviors.
What does Cognitive Dissonance Theory (CDT) explain?
Conflict between attitudes and behaviors creates discomfort, leading to changes to achieve harmony.
What is Social Judgment Theory?
New information is assessed based on existing attitudes, involving latitudes of acceptance and rejection.
What does the Elaboration Likelihood Model (ELM) state?
Attitude change depends on consumer involvement.
What is the Attitude-Toward-the-Object (ATO) Model focused on?
Attributes, importance, and evaluation of alternatives.
What are reference groups?
Groups influencing consumer evaluations and behaviors.
Define conformity in consumer behavior.
Adopting behaviors and attitudes of others.
What is referent power?
Influence from admiration.
What is information power?
Influence from knowledge.
What is legitimate power?
Influence from authority.
What is expert power?
Influence from expertise.
What is reward power?
Influence through incentives.
What is coercive power?
Influence through fear or punishment.
What are the two types of word-of-mouth (WOM)?
- Organic: Natural sharing of information
- Amplified: Marketing efforts to boost sharing.
Who are opinion leaders?
Respected individuals whose opinions influence others.
What are the types of influencers?
- Celebrities
- Industry experts
- Bloggers
- Micro- and nano-influencers.
What is culture?
Shared meanings, traditions, and norms.
What does Consumer Culture Theory study?
Culture’s role in consumer behavior.
What are cultural norms?
Social rules guiding behavior.
What are cultural sanctions?
Penalties for breaking norms.
What are role expectations?
Cultural roles assigned to individuals.
List the dimensions of cultural values.
- Individualism vs. Collectivism
- Masculinity vs. Femininity
- High vs. Low Uncertainty Avoidance
- Long-Term vs. Short-Term Orientation
- High vs. Low Power Distance.
What is enculturation?
Learning native culture.
What is acculturation?
Learning a non-native culture.
Define ethnic identification.
Sense of belonging to a culture.
What is modeling & shaping?
Learning through imitation and reinforcement.
What does glocalization refer to?
Adapting global marketing strategies for local markets.
What is a microculture?
A subgroup with distinct values within a larger culture.
What is role conflict?
Conflict between cultural expectations.
What are the types of microcultures?
- Age-Based: Similar preferences within age groups
- Religious: Influence on consumption habits.
What is the decision-making process?
Stages of consumer choices.
What types of involvement & risk are there?
- Financial
- Social
- Performance
- Physical
- Time.
What is search behavior?
Internal vs. external information sources.
What are signals in consumer behavior?
Characteristics influencing consumer decisions (brand name, price, appearance, reputation).
What does bounded rationality mean?
Consumers cannot always make perfectly rational decisions.
What are situational factors?
Temporary conditions affecting behavior.
What are antecedent conditions?
Factors like time, shopping orientation, personal traits, mood.
What is the purchase environment?
Store atmosphere, nudges, ownership experience.
What are postpurchase processes?
Consumer satisfaction, product disposal (recycling, recommerce, swishing, underground economy).
How does time affect consumer behavior?
Effects of time pressure, time of day, and seasonality.
What are shopping orientations?
- Acquisitional
- Epistemic
- Experiential
- Impulsive.
