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Consumer Behavior Exam 3 > exam 3 > Flashcards

exam 3 Flashcards

1
Q

the beliefs and attitudes we hold about ourselves

A

self-concept

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2
Q

represents the numerous positions that people occupy in society such as student, friend, son, or daughter

ex: (friends should be loyal)

A

role identities

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3
Q

involve modes of interpersonal behavior the distinguish people from one another, such as sense of humor or friendliness. can also be thought of as traits

A

personal qualities

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4
Q

considering the adequacy of their performances in various role identities
ex; “am i a smart shopper” “am I a good girlfriend”

A

self-evaluations

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5
Q

the overall evaluative component of a persons self-concept. or ones general attitude towards themself

A

self-esteem

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6
Q

embodies others perceptions of a consumer

A

actual public concept

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7
Q

represents how consumers would like others to see them

A

ideal public concept

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8
Q

represents how consumers see themselves

A

actual self concept

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9
Q

describes how consumers in fact perceive themselves

A

ideal self concept

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10
Q

cognitive structures that help us make a sense of who we are

A

self-schemas

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11
Q

the direct link between a consumer’s self concepts and her possessions. (“our belongings are a representation of ourselves”) Our bodies, Personal space, pets, children, home and property

A

extended self

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12
Q

shown to derive much of their emotional status by helping to resolve internal conflicts during times of psychological conflict (ex: a stuffed animal brings comfort to a child in time of internal conflict)

A

loved objects

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13
Q

the extent to which consumers use situational cues to guide their social behaviors( people who adjust their behavior to meet them expectations are know as high self monitors)

A

self-monitoring

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14
Q

accessable at any given moment, consumers are able to access and use different ones when they are needed like tools in a tool box

A

self-conceptions

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15
Q

practice to increase control over valued outcomes such as, praise, approval, sympathy and special treatment. (to make people like you, intimidation, and respect)

A

impression management

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16
Q

controlling your physical appearance (ex: clothes, grooming, verbal habits)

A

appearance management

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17
Q

strategic set of behaviors used to increase the probability of getting benefits or favors (ex: getting someone to like you)

A

ingratiation

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18
Q

promoting your good qualities (ex: job interview)

A

self-presentation

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19
Q

entails expressing insincere agreement on important issues

A

opinion conformity

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20
Q

excessive compliments or praised designed to make someone feel good about their self

A

flattery

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21
Q

excuses or justifications

A

accounts

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22
Q

a set of unique psychological characteristics that influences how a persons responds to his or her environment, including cognitive, affective, and behavioral tendencies.

A

personality

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23
Q

represent the way a consumer responds across similar situations

A

personality traits

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24
Q
  1. surgency (outgoingness)
  2. agreeableness
  3. conscientiousness
  4. emotional stability
  5. intellect
A

five factor model- 5 basic traits that derive from genetics

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25
Q

personality traits that describe an individuals mental responses to objects

A

cognitive personality variables

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26
Q

the extent in which an individual possesses internal or external reinforcement beliefs
internal; masters of their own attitudes, beliefs
external: believe their outcomes are controlled by fate or luck

A

locus of control

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27
Q

measures an individuals natural tendency to engage and enjoy cognitive activities (HIGH, involved more in effortful activities)

A

need for cognition (NFC)

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28
Q

represents an individuals tendency to crave and enjoy humor

A

need for humor (NFH)

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29
Q

the formation and use of everyday knowledge suggests that individuals differ in the degree to which they mack the improvement trade-off between speed and accuracy

A

theory of epistemology

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30
Q

describes the consumers need for definite knowledge of any kind to reduce confusion or ambiguity

A

Need for cognitive closure (NFCC)

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31
Q

when someone says “yes” to a specific request

A

verbal compliance

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32
Q

a situation where someone actually carries out a request

A

behavioral compliance

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33
Q

the corner stone for all influence techniques, asserts that people think mindlessly or act automatically without thinking of the consequences

A

automaticity principle

34
Q

people tend to process smaller request mindlessly (ex: hearing the word”because” and being able to evaluate the reasons for the request)

A

because heuristic

35
Q

involves making a small request followed by a bigger one (ex: telemarketers start out with a simple request like a survey question and then follow with the bigger request)

A

foot-in-the-door technique

36
Q

complying with a small request results in people labeling themselves as helpful or good citizen for doing the small request. feel the need to maintain the label

A

self-perception theory

37
Q

get someone one to make an initial agreement and then changing the offer

A

low ball technique

38
Q

suggest that the purpose of obtaining initial commitment is to impart resistance to change

A

commitment theory

39
Q

when someone does you a favor and you fell the need to return the favor to be kind

A

reciprocity theory

40
Q

known as the lure procedure , this approach lures customers by advertising a low priced service or product and when the customers goes to the store to see that the product is no longer available they are persuaded to purchase a substitue

A

bait and switch

41
Q

a large request followed by a smaller one (opposite of foot in the door)

A

door in the face technique

42
Q

starts high and goes down in a spiral fashion

A

“thats not all” technique

43
Q

the first request is refused and another one is offered and then accepted

A

multiple deescalting requests technique

44
Q

“a penny, dollar, or one minute of your time”

A

even-a-penny technique

45
Q

“limited addition” “sale ends soon” people often want what they can’t have

A

scarcity principle

46
Q

“proof in numbers principle” an idea increases as the number of people supporting it increases

A

social validation principle

47
Q

presenting a list of supporters of donors to a prospect

A

list-technique

48
Q

people are more likely to do something when they fell that they are the only ones able to help

A

diffusion of responsibility

49
Q

involve perceptions of which behaviors are common or popular

A

descriptive norms

50
Q

involve perceptions of which behaviors are accepted or rejected by society

A

injunctive norms

51
Q

we tend to comply to a request of those whom we like

A

liking principle

52
Q

purposfully bringing oneself into the good graces of another person ( forceful liking)

A

ingratiation

53
Q

occurs when a positive affect (feeling) is created by an unconditioned stimulus becomes associated with a conditioned stimulus

A

affect transfer

54
Q

tendency to keep “mum” about unpleasant things (no one wants to give unfavorable news)

A

MUM effect

55
Q

authority figures use clothes, titles, or expensive possessions to convey that status and influence others

A

authority principle

56
Q

compromise a collective set of beliefs about what is important ,useful and desirable.

A

cultural values

57
Q

smaller groups of a larger culture thatshare the same cultural values with society overall and yet demonstrate unique cultural values and behaviors with in individual subgroups

A

subcultures

58
Q

Help organize a society by dividing the world into specific and distinct segments of time, space, and people

A

Cultural categories

59
Q

The ideas that help guide and construct cultural categories (ex: women’s clothing demonstrates being feminine)

A

Cultural principles

60
Q

Individuals who, by virtue of birth, beauty, talent, or accomplishment are held in the highest team and provide cultural meaning to those of lesser standing

A

Opinion leaders

61
Q

Symbolic actions that occur and I fixed sequence in a repeated over time

A

Rituals

62
Q

Involve one person or a group or people purchasing and presenting consumer products to another

A

Exchange ritual

63
Q

Occur when consumers discuss compare reflect and display their belongings

A

Possession rituals

64
Q

Allow consumers to extract cultural meaning from perishable possessions through repeated use product such as shampoo, cosmetics, and clothes facility daily grooming rituals (ex: going out)

A

Grooming ritual

65
Q

For previously owned items such as cars are homes consumers engage in elaborate cleaning and redecorating rituals to help erase meanings associated with the previous owner

A

Divestment ritual

66
Q

Occurs when people in one culture adapt to the meetings of another culture

A

Acculturation

67
Q

A set of products and services from emerging economies such as Ethnic food, music, movies, entertainment and media Serve as means of expression and represent symbols of particular culture

A

Cultural brands

68
Q

Problems related to the spirit of the language some words simply have no for an equivalent because the meaning may not be relevant to a foreign culture

A

Cultural translation

69
Q

Short catchy tunes with or without words that represent a brand organization

A

Brand jingles

70
Q

Certain properties of music may be analogous to bio chemical agents, such as histamines, which causes edge on the skin

A

Theory of cognitive Itch

71
Q

Take a variety forms, including colors, shapes, words, and other images

A

Brand logo

72
Q

Restroom in the United States provide gender please cars indicating separate facilities for men and women to use and contrast the same restrooms can be shared by both sexes and Fretz

A

Enacted forms

73
Q

Learned only through interacting with other members of a culture

A

Crescive norms

74
Q

Behaviors that have been passed down from one generation to the next

A

Customs (ex: celebrations, traditions, drinking coffee at breakfast)

75
Q

A custom with strong moral implications

A

Morè

76
Q

Norms that deal less with right or wrong or tradition, but rather with more is correct

A

Conventions

77
Q

Describes norms onto dimensions the behavioral dimension specifies the amount of behavior regulated by the norm and the evaluation dimension shows the cultural response to that behavior

A

Return potential model

78
Q

A consumers awareness and perceptions about him or herself

A

Self-concept

79
Q

The basic characteristics of a good or service can be tangible such as processing speed or memory can Pacitti of a computer the miles per gallon of an automobile

A

Attributes

80
Q

Represent preferred mode of behavior

A

Instrumental Values

81
Q

Represent psychological states of being or desirable end points (a good life, true friend ship, beauty, self respect,)

A

Terminal values

Consumer Behavior Exam 3 (1 decks)

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