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Consumer Behavior > Chapter 10 > Flashcards

Chapter 10 Flashcards

1
Q

Approach- approach conflict:

A

a consumer who mut choose between two attractive alternatives

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2
Q

Approach- avoidance conflict

A

a consumer facing a purchase both positive and negative consequences

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3
Q

Attribution theory

A

set of motives deals with our need to determine who or what causes the things that happen to use and relates to an area of research

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4
Q

Avoidance- avoidance conflict

A

a choice involving only undesirable outcomes

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5
Q

Benefit chain

A

means-end or benefit chain: popular tool for identifying motives. A product or brand is shown to a consumer who names all the benefit that product might provide. For each of these benefit the respondent is then asked to identify further benefit. This is repeated until no additional benefits are identified.

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6
Q

Brand personality

A

a set of human characteristics that become associated with a brand

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7
Q

Consumer emotional intelligence

A

person’s ability to skillfully use emotional information to achieve a desirable consumer outcome

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8
Q

Consumer ethnocentrism

A

reflects an individual difference in consumers’ propensity to be biased again the purchase of foreign products

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9
Q

Coping

A

involves consumer thoughts and behaviors in reaction to stress-inducing situation designed to reduce stress and achieve more desired positive emotions

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10
Q

Demand

A

the willingness to buy a particular product or service

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11
Q

Emotion

A

are strong, relatively uncontrollable feelings that affect our behavior

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12
Q

Five-factor model

A

theory identifies five basic traits formed by genetics and early learning

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13
Q

Gratitude

A

the emotional appreciation for benefits received

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14
Q

Involvement

A

is motivational state caused by consumer perception that a product, brand or advertisement is relevant or interest

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15
Q

Laddering latent motives

A

means-end or benefit chain: popular tool for identifying motives. A product or brand is shown to a consumer who names all the benefit that product might provide. For each of these benefit the respondent is then asked to identify further benefit. This is repeated until no additional benefits are identified.

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16
Q

Latent Motives

A

motives either unknown to the consumer or were such that they were reluctant

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17
Q

Manifest motives

A

motivates that are known and freely admitted

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18
Q

Maslow’s hierarchy

A

is a motivational theory in psychology represented by five tier of human needs, of Physiological, Safety, Belongingness, Esteem, Self-actualization.

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19
Q

Maslow’s hierarchy #1

A

all humans acquire a similar set of motives through genetic endowment and social interaction

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20
Q

Maslow’s hierarchy #2

A

Some motives are more basic or critical than others

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21
Q

Maslow’s hierarchy #3

A

The more basic motives must be satisfied to a minimum level before other motives are activated

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22
Q

Maslow’s hierarchy #4

A

As the basic motive become satisfied more advanced motives come into play

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23
Q

Means-end chain

A

benefit chain: popular tool for identifying motives. A product or brand is shown to a consumer who names all the benefit that product might provide. For each of these benefit the respondent is then asked to identify further benefit. This is repeated until no additional benefits are identified.

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24
Q

Motivation

A

is the reason for the behavior. is the energizing force that activates behavior and provides purpose and direction to that behavior

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25
Q

Motive

A

is a construct representing an unobservable inner force that stimulates and compels a behavioral response and provides specific direction to that response

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26
Q

Personality

A

is an individual characteristic response tendencies across similar situation. Reflects that relatively stable behavioral tendencies that individuals display across a variety of situations

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27
Q

Prevention-focused motives

A

revolve around a desire for safety and security and are related to consumer sense of duties and obligation

28
Q

Projective techniques

A

designed to provide information on latent motives

29
Q

Promotion-focused motives

A

revolve around a desire for growth and development and are related to consumers’ hopes and aspiration

30
Q

Regulatory focus theory

A

suggest that consumer will react differently depending on which broad set of motives is most salient

31
Q

Physiological

A

Food, water, sleep and to an extent sex are psychological motives

32
Q

Safety

A

seeking physical and security stability familiar surrounding and so forth are manifestation of safety needs

33
Q

Belongingness

A

motives are reflected in desire for love, friendship, affiliation and group acceptance

34
Q

Esteem

A

desires for status superiority, self-respect and prestige are examples of esteem needs. These needs related to the individual’s feelings of usefulness and accomplishments.

35
Q

Self- actualization

A

this involves the desire for self-fulfillment to become all that one is capable of becoming

36
Q

Cognitive motives

A

focus on the person’s needs for being adaptively oriented toward the environment and achieving a sense of meaning

37
Q

Affective motives

A

deals with the need to reach satisfying feeling states and to obtain personal goals

38
Q

Preservation Oriented Motives

A

emphasizes the individual as striving to maintain equilibrium

39
Q

Growth Motives

A

emphasizes development.

40
Q

Need for consistency (active, Internal)

A

a basic desire to have all facets of oneself consist with each other. These facets include attitudes behaviors, opinions, self-images, views of other and so forth

41
Q

Need for attribution (active, external)

A

this set of motives deals with our need to determine who or what causes the thing that happen to us and relates to an area of research called attribution theory

42
Q

Need to categorize (passive, internal)

A

people have need to categorize and organize the vast array of information and experience they encounter in a meaningful yet manageable way so they establish categories or mental partitions to help them do so.

43
Q

Need for objectification (passive, External)

A

these motives reflect needs for observable cues or symbols that enable people to infer what they feel and known. Impressions, feelings and attitudes are subtly established by viewing one’s own behavior and that of others and drawing inference as to what one feels and thinks.

44
Q

Need for autonomy (active, Internal)

A

the need for independence and individual is a characteristic of the American culture. All individual in all culture have this need at some levels

45
Q

Need for Stimulation (active, external)

A

people often seek variety and difference out of a need for stimulation.

46
Q

Telelogical Need (passive, internal)

A

consumer are patterns matchers who have images of desired outcome or end states with which they compare their current situation. Behaviors are changes and the results are monitored in terms of movement toward the desired and end state.

47
Q

Utilitarian Need (passive, external)

A

these theories view the consumer as a problem solver who approaches situations as opportunities to acquire useful information or new skills.

48
Q

Need for tension reduction (active, internal)

A

people encounter situations in their daily lives that create uncomfortable level of stress. To effectively manage tension and stress, people are motivated to seek ways to reduce arousal.

49
Q

Need for Expression (active, external)

A

this motive deals with the need to express one’s identity to other. People feel the need to let other know who and what they are by their actions, which include the purchase and use of goods.

50
Q

Need for Ego Defense (passive, internal)

A

the need to defends one identity or ego is another important motive. When one’s identity is threaten the person is motivated to protect their self-concept and utilize defensive behaviors and attitudes.

51
Q

Need for reinforcement (passive, external):

A

people often are motivated to act in certain ways because they were rewarded for behaving the way in similar situation in the pasts. This is the basis for operant learning

52
Q

Need for assertion (active, internal)

A

many people are competitive achiever who seek success admiration and dominance. Important to them are power accomplishment and esteems.

53
Q

Need for affiliation (active, external)

A

affiliation refers to the need to develop mutually helpful and satisfying relationship with other. It relates to altruism and seeking acceptance and affection interpersonal relations.

54
Q

Need for identification (passive, internal)

A

the need for identification results in the consumer’s playing various roles.

55
Q

Need for modeling (passive, External)

A

the need for modeling reflects a tendency to base behavior on that of others.

56
Q

Chronic accessibility

A

as a result of early childhood experience one or other tends to dominate each person. That is these aspects have been a key focus for so long for these consumers that they tend to be brought to mind when stimuli and decisions are encountered.

57
Q

Trait theories

A

examine personality as an individual difference and thus allow marketers to segment consumer as a function of their personality difference.

58
Q

Multi-train personality theory

A

identifies several traits that in combination capture a substantial portion of the personality of the individual

59
Q

Single-trait theories

A

emphasize one personality trait as being particular relevant to understanding a particular set of behaviors.

60
Q

Need for cognition

A

reflects an individual different in consumers’ propensity to engage in and enjoy thinking.

61
Q

Consumers’ Need for Uniqueness

A

reflects an individual difference in consumers propensity to pursue differentness relative to other through the acquisition, utilization, and disposition of consumer goods. In affects what consumer own and value why they own it and how they use it.

62
Q

Affect intensity

A

some people are more emotional than others

63
Q

Active coping

A

thinking of ways to solve the problem, engaging in restraint to avoid rash behavior and making the best of situations

64
Q

Expressive support seeking

A

venting emotions and seeking emotional and problem focused assistance from others

65
Q

Avoidance

A

avoiding the retailer mentally or physically or engaging in complete self denial of event

Consumer Behavior (20 decks)

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