Chapter 11- Consumers in Situations Flashcards
what are the 3 categories of situational influences?
time, place, conditions
what can time related-factors affect?
a consumer’s thoughts, feelings and behaviors, all which come together to create differing perceptions of value
time can affect consumption in: time pressure, time of year, time of day
temporal-factor
the situational characteristics related to time
time pressure
represents an urgency to act based on some real or self-imposed deadline; affects
spare time (discretionary time)
represents the days, hours, or minutes that are not obligated toward some compulsory & time- consuming activity
seasonality
refers to regularly occurring conditions that vary with the time of year
circadian rhythm
(level of energy) of the human body that varies with the time of day
advertiming
ad buys that include a schedule that runs the advertisement primarily at times when customers will be most receptive to the message
near-field communication (NFC)
wi-fi like systems communicating w/specific devices w/in a defined space inside or around the perimeter of a retail unit or signage
shopping
the set of potentially value producing consumer activities that directly increase the likelihood that something will be purchased
smart agent software
software capable of learning an internet user’s preferences and automatically searching out info in selected websites and then distributing it
what are the 4 types of shopping activities
- acquisitional shopping
- epistemic shopping
- experimental shopping
- impulsive shopping
acquisitional shopping
activities oriented toward a specific, intended purchase or purchases
epistemic shopping
activities oriented toward a specific, intended purchase or purchases
experimental shopping
recreationally oriented activities designed to provide interest, excitement, relaxation, fun, social interaction, or some other desired feeling
impulse shopping
spontaneous activities characterized by a diminished regard for consequences, heightened emotional investment, and a desire for immediate self-fulfillment
outshopping
used to refer to consumers who are shopping in a city or town they must travel to rather than in their own hometown
reversal theory
suggests consumers can switch from the pursuit of utilitarian to the pursuit of hedonic value
personal shopping value (PSV)
the overall subjective worth of a shopping activity considering all associated benefits and costs
utilitarian shopping value
represents the worth obtained because some shopping task or job is completed successfully
hedonic shopping value
represents the worth of an activity bc some shopping task or job is completed successfully
hedonic shopping value
represents the worth of an activity bc the time spent doing the activity itself is personally gratifying
functional quality
retail positioning that emphasizes tangible things like a wide selection of goods, low price guarantees, and knowledge employees
affective quality
retail positioning that emphasizes a unique environment, exciting décor, friendly employees, and in general, the feelings experienced in a retail place
retail personality
the way a retail story is defined in the mind of a shopper based on the combination of functional and affective qualities
impulse consumption
consumption acts characterized by spontaneity, a diminished regard for self-fulfillment
unplanned shopping
shopping activity that shares some, but not all, characteristics of truly impulsive consumer behavior; being characterized by situational memory, a utilitarian orientation, and feelings of spontaneity
impulsivity
personality trait that represents how sensitive a consumer is to immediate rewards
consumer self-regulation
tendency for consumers to inhibit outside, or situational, influences from interfering with shopping intentions
action oriented
consumers with a low capacity to self-regulate their behavior
state-oriented
consumers w/ a low capacity to self-regulate
atmospherics
emotional nature of an environment the feelings created by the toal aura of physical attributes that comprise a physical environment
service scape
refers to the physical environment in which consumer services are performed
affective quality
represents the emotional meaning of an environment, which results from the sum affect of all ambient attributes that affect the way one feels in a place
atmosphere elements
the way an atmosphere makes a consumer feel is really determined by the consumer’s perception of all the elements in a given environment working together
fit
refers to how appropriate the elements of an environment are for a given environment
congruity
refers to how consistent the elements of an environment are with each other
olfactory
a term that refers to human’s physical and psychological processing of smells
foreground music
music that becomes the focal point of attention and can have strong effects on a consumer’s willingness to approach or avoid an environment
background music
music played below the audible threshold that would make it the center of attention, is perhaps more interesting than foreground music
crowding
the density of ppl and objects within a given space; exerts a nonlinear effect on consumers
source attractiveness
the degree to which a source’s physical appearance matches a consumer’s prototype
emotional ability
a sales person who is capable of conveying emotional info to shape a more valuable outcome for consumers
social comparison
a naturally occurring mental personal comparison of the self with a target individual
antecedent conditions
refers to situational characteristics that a consumer brings do a particular information processing, purchase, or consumption environment; can include things like economic resources, orientation, mood and other emotional perceptions
mental budgeting
a memory accounting for recent spending
