Exam 3 Flashcards
(131 cards)
1
Q
External factors that impact decision making process at time of purchase
A
Situational Influences
2
Q
Situational Influences are…
A
Temporary and specific
3
Q
Ex of Sit Influence
A
To buy an umbrella when raining w/o planning to do so
4
Q
The complete experience while interacting with a product or service
A
Customer Journey
5
Q
Stage 1 of customer journey
A
Awareness
6
Q
Stage 2 of customer journey
A
Consideration
7
Q
Stage 3 of customer journey
A
Decision
8
Q
Stage 4 of customer journey
A
Retention
9
Q
Stage 5 of customer journey
A
Advocacy
10
Q
Type of situational influence : atmosphere
A
Physical surroundings
11
Q
The store’s personality is one of 2 qualities:
A
Functional or affective
12
Q
Type of sit influencal: social
A
Social surroundings
13
Q
The unwitten rules (social)
A
Social Norms
14
Q
Descriptive Norms
A
How people actually behave
15
Q
Injunctive Norms
A
How people should behave
16
Q
The physical phenomenon when one looks to the actions and behaviors of others to determine their own
A
Social Proof
17
Q
Type of behavior that creates sense of urgency or scarcity in crowded environments
A
Crowd behavior
18
Q
Type of environment that creates more relaxed experience but can also lead to the feeling of judgment and leisurely browsing
A
Uncrowded Environment
19
Q
Less time in store, faster decision making, reduced likelihood of customer returning are all factors of
A
Unpleasant Crowding
20
Q
Type of sit influence: time
A
Time influence
21
Q
Effect of Moral in morning but more dishonest in evening, prefrontal cortex strongest in AM
A
Morning Morality Effect
22
Q
Type of Situational Influence: the temporary state customers experience before interacting with products
A
Antecedent States
23
Q
People are more conservative with Cash or Card
A
Cash
24
Q
The emotional discomfort when parting with
A
Pain of payment
25
Pre payment =
Pain minimized
26
Post payment
Pain is increased
27
Type of planned purchase: chosen before visiting store
Specifically Planned
28
Type of planned purchase: certain product category but will be chosen
Generally Planned
29
Type of planned purchase: switch from general plan to alternative
Substitute Purchase
30
Type of unplanned purchase: true novelty or escape purchase
Pure impulse
31
Type of unplanned purchase: reminder of what we need
Reminder impulse
32
Type of unplanned purchase: purchase based of special ads and deals
Planned impulse
33
Shared expectation within a group to dictate acceptable behavior
Norms
34
Individuals play different roles within groups
Roles
35
A persons standing within a group can influence their consumption choices
Status
36
A group of people we use as a standard to evaluate our own behavior
Reference Groups
37
where an individual currently belongs
Membership groups
38
The tendency for people to form relationships based on physical or physiological proximity
Propinquity Effect
39
Type of membership group: very influential (fam, close friends)
Primary membership
40
Type of membership group: less frequent interaction, social ties
Secondary Membership
41
Group communities who develop relationships based on shared intrests
Brand communities
42
The difference between informal and formal membership groups is
Title and membership
43
Non membership groups: had ideal self appeal
Aspirational
44
Non membership group: avoidance group
Dissociative
45
Ref Group Influences: info comes from trusted individuals or experts
Informational
46
Ref group influences: appeal to social norms
Utilitarian
47
Ref group influences: align with values and beliefs
Value expressive
48
The capacity to alter the actions of others is called
Social Power
49
Power derived from formal position/office
Legitimate Power
50
Because someone has the ability to give someone a reward
Reward Power
51
Power based on fear of the leader
Coercive Power
52
From sources viewed as knowledgeable on a subject
Expert Power
53
Derives from the viewers loyalty, admiration and associated with brands who use admired celebs
Referent Power
54
To align attitudes and beliefs with those of group
Conformity
55
The desire to fit in
Normative Conformity
56
Type of conformity: info
Informational conformity
57
The loss of individual identity (concerts, sporting events)
Deindividuation
58
People don’t work much due to idea that there is a large group and that others will work
Social Loafing
59
More risky in groups rather than alone
Risky shift phenomenon
60
Promoting to someone when they don’t realize
Stealth Marketing
61
Compensating consumers to promote products
Shilling
62
Using fake identities to promote
Infiltrating
63
leader with influence in 1 market
Monophoric Leader
64
Leader with influence on several markets
Polymorphic Leader
65
How content spreads
Serial Reproduction
66
Traditional Fam Life Cycle Step 1
Bachelorhood
67
Trad Fam Life Cycle step 2
Honeymooners
68
Trad Fam life cycle step 3
Parenthood
69
Trad fam life cycle step 4
Post parenthood
70
Trad fam life cycle step 5
Dissolution
71
20 or 30 year old who move back home
Boomerang Kids
72
Consumers who take car of their own children or parents
Sandwich generation
73
Traditional Sandwich _ generations
3
74
Club sandwich _ generations
4
75
Process of learning your own groups culture
Enculturation
76
Process of learning another group culture
Acculturation
77
Norms recognized and viewed as explicit rules
Enacted Norms
78
Norms embedded in culture that have developed
Crescive Norms
79
The process of increased interconnectedness and interdependence amoung countries
Globalization
80
The effect of the influence of a country of manufacture, assembly or design has consumer perception and attitudes (ex German cars)
Country of origin effect
81
The fundamental beliefs and ideals within a culture
Core societal Values
82
First Hofstede Dimension:
Individualismo vs collectivism
83
Individual countries =
USA, Australia
84
Collective Countries
Japan, China
85
Second Hofstede Dimension:
Mascolinità vs femininity
86
Masc countries
Japan, Germany
87
Fem Countries
Sweden, Norway
88
Third Hofstede dem:
Long vs short term orientation
89
Long Term orientation Countries
China, Japan
90
Having personal trust and a strong relationship is called
Guanxi
91
Reciproco is called
Renquing
92
Short term ortentation countries (quick result and gradification)
USA, Canada
93
Forth Hofstede Dim
Indulgence vs restraint
94
High indulgence country (Hedonic)-
USA
95
Low Indulgence (Ultilitarian) countries-
Russia, China
96
5th Hofstede dim:
Power distance index
97
Low power distance means
Authority is challenged and equality valued
98
High power distance means
Authority is respected
99
6th Hofstede Dim
Uncertainty Avoidence Index
100
High Uncertainty avoidance countries
Greece (tradition)
101
Low uncertainty avoidance index countries
USA (embraces change)
102
How consumers develop irrational beliefs based on perceived cause and effect relationships
Conditioned Superstition
103
Patterns of symbolic and consumption often tied to important events
Rituals
104
T/F Rituals and be frequent and infrequent (Thanksgiving-Brewing Coffee)
True
105
Objects needed to carry out ritual
Ritual Artifacts
106
Sequence of actions needed to carry out ritual
Ritual Scripts
107
Brands we link closely to our rituals
Fortress Brands
108
Type of consumption: products treated with respect, less price sensitive, impulsive (ex rosaries)
Sacred Consumtion
109
Type of consumption- ordinary, more price sensitive
Profane Consumtion
110
Area in between profane and scared (depends on person)
Sacralization
111
People attribute personal meaning to an object
Objectification
112
The desire for objects touch or belong to famous people
Contamination
113
US Microculture- nine nations of North America
Regional microculture
114
Type of microculture- generational groups who lived same major experiences
Generation MC
115
Loyal, Traditional generation
Baby Boomers
116
High disposable income, nostalgic generation
Gen X
117
Embrace Tech, Biggest generation
Gen Y
118
Most educated, diverse, shop online and in person generation
Gen Z
119
Expected to be largest, tech savvy, negative social connections due to Covid generation
Gen Alpha
120
Type of US micro- determined by life stage
Age Based MC
121
Type of microculture- cultural heritage, values, language
Ethnic MC
122
The act of ceasing to be ethnic (Sushi)
De- ethniciaztion
123
Type of MC- income, education, profession
Social Class MC
124
Measure of social class that asks respondents to name own social class
Subjective measure
125
Measure of social class that asks respondents to report of class of others in community
Reputational measure
126
Measure of social class that measures profession (best indication), income, or education
Objective measure
127
The movement of individuals from one social class to another
Social mobility
128
Intergenerational Mobility
Takes place between generations of family
129
Kid higher social class than parents I’d called
Upward intergenerational mobility
130
Parents higher class than kids is called
Downward intergen mobility
131
Changes of social status of an individual or group within same Gen
Intragenerational mobility
