Chapter 11

Question 1

Time can influence consumers by

Answer 1

changing the way information is processed

Question 2

Place can frame any

Answer 2

purchase, consumption or information processing situation

Question 3

conditions can also influence

Answer 3

consumption

Question 4

time pressure

Answer 4

an urgency to act based on some real or self-imposed deadline (order in line with a lot of people ahead of you)

Question 5

Seasonality

Answer 5

regularly occurring conditions that vary with the time of year (hot coffee, cold beer)

Question 6

Circadian cycle

Answer 6

time of day. Human body has a rhythm that varies with the time of day. Durante research on women’s ovulation. (that has SO much do deal with fashion preference…they tend to have high intensity to compete with other females)

Question 7

Advertiming

Answer 7

When companies run advertisements when customers will be most receptive to the message. (when is the most suitable time to run the advertisement?) —-example super bowl commercial puppy budlight.

They are able to reach the males they are needing to do during the super bowl.

Question 8

Acquisitional purchase

Answer 8

specfic, intended purchase

Question 9

epistemic purchase

Answer 9

aquiring knowledge about a product

Question 10

experiential purchase

Answer 10

relaxation, provide interrelation, fun, social interactive.

Question 11

impulsive purchase

Answer 11

spontaneous purchase

Question 12

Personal shopping value (PSV)

Answer 12

subjective worth of a shopping activity considering all associated costs and benefits

Utilitarian and Hedonic (personal)

Question 13

Functional quality

Answer 13

Home depot…you go there and grab something

Walmart….you go and grab something

Question 14

Affective quality (you just enjoy being there)

Answer 14

Starbucks, coffee waves.

Question 15

retail personality

Answer 15

consists of two qualities, functional and affective.

Question 16

Impulsive consumption

Answer 16

the shop kick commercial.

Question 17

Impulsivity

Answer 17

represents how sensitive a consumer is to immediate rewards

(if you really are person who has high impulsivity, it is very likely that you are doing impulse buying…people who have ADD do this more)

Question 18

consumer self-regulation

Answer 18

when consumer inhibit outside, situational, influrences from interfering with shopping intentions

Question 19

action oriented

Answer 19

high capacity to self regulate

these people are able to only shop when they need it!

Question 20

state-oriented

Answer 20

low capacity to self regulate

they have a hard time only buying what they need, they cannot control their shopping behaviors

Question 21

compulsive consumer behavior

Answer 21

this is very harmful, seems to be uncontrollable and is driven by chronic depression

Question 22

Atmospherics

Answer 22

feelings created by the total aura of physical attributes that comprise the physical enviroment.

(social cues give consumers a certain feel of the product)

Question 23

servicescape

Answer 23

the physical enviroment in which consumer services are performed

(this can be considered more important than atmospheric)

Question 24

Factors that help create a competitive advantage (atmospheric elements)

Answer 24

fit & congruity

Question 25

fit (atmospheric element)

Answer 25

appropriateness of the elements for the given environment

Question 26

congruity (atmospheric element)

Answer 26

consistency of the elements with one another

Question 27

Atmospheric elements

Answer 27

odor and color
music
merchandising and social setting
virtual shopping

(LONG LINES CAN DRAW CONSUMERS AWAY—when people are under time pressure, they need to get in and get out, you will see more angry customers)

Question 28

source attractiveness

Answer 28

a source’s physical appearance matches a consumer’s prototype and elicits a favorable response

(when you go to MAC, the sales reps are more appealing…it makes their products more credible)

Question 29

social comparison

Answer 29

naturally occurring mental personal comparison of the self with a target individual

(if you go to a high end restaurant, the way you dress really effects your overall experience. at a plus size store…they usually have a plus size person working there)

Question 30

Antecedent conditions

Answer 30

economic resources
orientation
mood
security and fearfulness