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Consumer Behavior > Chapter 6 > Flashcards

Chapter 6 Flashcards

1
Q

Descriptions of how individual consumers differ according to specific trait patterns of behavior

A

Individual Difference Variables

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2
Q

Totality of thoughts, emotions, intentions, and behaviors that a person exhibits consistently as he or she adapts to the environment

A

Personality

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3
Q

Approach to studying personality in which behavior is assessed at a number of points in time

A

Aggregation Approach

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4
Q

Approach to personality research, advocated by Sigmund Freud, that suggests personality results from a struggle between inner motives and societal pressures to follow rules and expectations

A

Psychoanalytical Approach to Personality

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5
Q

The personality component in psychoanalytical theory that focuses in pleasure-seeking motives and immediate gratification

A

Id

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6
Q

Principle found in psychoanalytical theory that describes that factor that motivates pleasure-seeking behavior within the id

A

Pleasure Principle

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7
Q

Component in psychoanalytical theory that works against the id by motivating behavior that matches the expectations and norms of society

A

Superego

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8
Q

Component in psychoanalytical theory that attempts to balance the struggle between the superego and the id

A

Ego

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9
Q

The principle in psychoanalytical theory under which the ego attempts to satisfy the id within societal constraints

A

Reality Principle

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10
Q

Era in consumer research that focused heavily on psychoanalytical approaches

A

Motivational Research Era

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11
Q

Approaches in personality research that focus on specific consumer traits as motivators of various consumer behaviors

A

Trait Approach to Personality

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12
Q

Distinguishable characteristic that describes one’s tendency to act in relatively consistent manner

A

Trait

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13
Q

Variable-centered approach to personality that focuses on particular traits that exist across a number of people

A

Nomothetic Perspective

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14
Q

Approach to personality that focuses on understanding the complexity of each individual consumer

A

Idiographic Perspective

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15
Q

Approach in trait research wherein the focus is on one particular trait

A

Single-Trait Approach

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16
Q

Approach in trait research wherein the focus remains on combinations of traits

A

Multiple-Trait Approach

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17
Q

The extent to which consumers tend to maximize what they receive from a transaction as compared to what they give

A

Value Consciousness

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18
Q

Extent to which material goods have importance in a consumer’s life

A

Materialism

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19
Q

Three separate dimensions of Materialism:

A

Possessiveness
Nongenerosity
Envy

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20
Q

A tendency to retain control and ownerships over possessions

A

Possessiveness

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21
Q

An unwillingness to share with others

A

Nongenerosity

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22
Q

Resentment that arises as a result of another’s belongings and a desire to acquire similar possessions

A

Envy

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23
Q

The extent to which consumers exhibit restraint when purchasing and using material goods

A

Frugality

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24
Q

Degree to which an individual is open to new ideas and tends to be relatively early in adopting new products, services, or experiences

A

Innovativeness

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25
Q

Refers to the degree to which consumers enjoy engaging in effortful cognitive information processing

A

Need for Cognition

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26
Q

Enduring tendency to strive to be better than others

A

Competitiveness

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27
Q

The tendency for consumers to make impulsive, unintended purchases

A

Impulsiveness

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28
Q

A tendency to respond with anxiety when facing threatening events

A

Trait Anxiety

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29
Q

The tendency for a consumer to engage in bargaining behaviors when making purchases

A

Bargaining Proneness

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30
Q

The tendency for consumers to take excessive pride in themselves, including their appearances and accomplishments

A

Trait Vanity

31
Q

The Five-factor Model Approach:

A 
Extroversion
Agreeableness
Openness to experience
Stability
Conscientiousness
32
Q

Multiple-trait perspective that proposes that the human personality consists of five traits

A

Five-Factor Model

33
Q

Approaches to personality inquiry that assume that personality traits exist at varying levels of abstraction

A

Hierarchical Approaches to Personality

34
Q

Collection of human characteristics that can be associated with a brand

A

Brand Personality

35
Q

A consumer may have such strong feelings about a brad that they actually describe it with the term love

A

Love and Passion

36
Q

Brands may help to express some central component of a consumer’s identity. Research indicates that the correct match between a customer’s personality and a perceives brand personality leads to higher overall satisfaction.

A

Self-Connection

37
Q

In a strong consumer-brand relationship, consumers are very committed to their brands and feel very loyal to them

A

Commitment

38
Q

Consumer-brand relationships may be marked by interdependence between the product and the consumer. This can be described in terms of the frequency of use, the diversity of bran-related situations, and the intensity of product usage.

A

Interdependence

39
Q

Strong relationships between consumers and brands can be described as intimate. Deep-seated needs and desires of consumers can be tied directly to specific brands

A

Intimacy

40
Q

Consumers develop feelings of trust regarding specific brands, and these feelings of trust foster consumer-brand relationships.

A

Brand Partner Quality

41
Q

Distinctive modes of living, including how people spend their time and money

A

Lifestyles

42
Q

Fundamentally focused on the family, this segment values product quality. These consumers enjoy cultural activities such as visiting art exhibits and monuments. The home-loving group takes the greatest number of long, family-oriented travel vacations.

A

Home Loving

43
Q

These responsible consumers believe that the road to success is based on bettering the world. They enjoy classical music and theater. Travel destinations for this group are primarily rural locations and country villages

A

Idealistic

44
Q

These independent-thinking consumers strive to be upwardly mobile. They enjoy the nightlife and read few newspapers. This segment weekend travel

A

Autonomous

45
Q

They value human relationships and work. They are interested in new product offerings and enjoy listening to music. These consumers enjoy visiting large cities.

A

Hedonistic

46
Q

These consumers tend to view success simply in terms of their work careers. This group dislikes nightlife and modern music and instead focuses on issues related to religions, law, and order.

A

Conservative

47
Q

Quantitative investigations of consumer lifestyles

A

Psychographics

48
Q

Observable, statistical aspects of populations such as age, gender, or income

A

Demographics

49
Q

Activity, interest, and opinion statements that are used in lifestyle studies

A

AIO statements

50
Q

Popular psychographics method in consumer research that divides consumers into groups bases on resources and consumer behavior motivations

A

VALS

51
Q

They are successful, sophisticated people who have high self-esteem. They are motivated by achievement, ideals, and self-expression. Image is important to these consumers.

A

Innovators

52
Q

They are ideal motivated. they are mature, reflective people who value order and knowledge. They have relatively high income and are conservative, practical consumers.

A

Thinkers

53
Q

They have an achievement motivation and are politically conservative

A

Achievers

54
Q

Experiences are self-expressive consumers who tend to be young, impulsive, and enthusiastic

A

Experiencers

55
Q

They are ideal motivated and conservative. They follow routines, and their lives largely center around home, family, and church.

A

Believers

56
Q

They are achievement motivated, but they do not have the amount of resources that are available to achievers

A

Strivers

57
Q

They tend to express themselves through their activities such as raising children, fixing cars, and building houses

A

Makers

58
Q

They are very low on resources and are constricted by this lack of resources

A

Survivors

59
Q

It is used in order to identify commonalities in consumption patterns of households in various regions

A

Geodemographics Techniques

60
Q

Popular geodemographic technique that stands for Potential Ratings Index by ZIP Market

A

PRIZM

61
Q

Totality of thoughts and feelings that an individual has about himself or herself

A

Self-concept

62
Q

Perspective that proposes that consumers live in a symbolic environment and interpret the myriad of symbols around them, and that members of a society agree on the meanings of symbols

A

Symbolic Interactionism

63
Q

Study of symbols and their meanings

A

Semiotics

64
Q

Refers to how a consumer currently perceives himself

A

Actual Self

65
Q

Refers to how a consumer would like to perceive himself

A

Ideal Self

66
Q

Refers to the beliefs that a consumer has about how he or she is seen by others

A

Social Self

67
Q

This represents the image that a consumer would like others to have about him or her.

A

Ideal Social Self

68
Q

This presents an image of what the consumer could become

A

Possible Self

69
Q

This represents the various possessions that a consumer owns that helps him form perceptions about himself

A

Extended Self

70
Q

Positivity of the self-concept that one holds

A

Self-Esteem

71
Q

Theory that proposes that much of consumer behavior can be explained by the congruence of a consumer’s self-concept with the image of typical users of a focal product

A

Self-Congruency Theory

72
Q

The purchase of privately consumable items are heavily influenced by the…

A

Actual Self-Concept

73
Q

The purchase of publicly visible products are more strongly related to the…

A

Ideal Self-Concept

Consumer Behavior (4 decks)

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