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Consumer Behavior > EXAM THREE > Flashcards

EXAM THREE Flashcards

1
Q

Voicer Complainers

A

Complain to company

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2
Q

What is Prospect Theory?

A

Making decisions based on gains and losses; gains and losses are viewed differently

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3
Q

Free Flow Model

A

Encourages browsing in the store, however not able to display as many products

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4
Q

Noticeable features of a space (Color, Store Layout)

A

Design Factors

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5
Q

Irate Complainers

A

Boycott

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6
Q

Name all types of Choice Tactics

A
  • Performance
  • Price
  • Habit
  • Brand Loyalty
  • Variety Seeking
  • Impulse
  • Brand Familiarity
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7
Q

Awareness Set

A

Brands a consumer is aware of

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8
Q

Inert Set

A

Indifferent towards options

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9
Q

Low cost, frequent purchases, little thought, little involvement

A

Habitual Problem Solving

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10
Q

Activists Complainers

A

Other external sources

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11
Q

Consumers create “mental tabs” that go into specific accounts

A

Mental Accounting

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12
Q

Evaluations someone makes of the alternatives when going through the decision-making process

A

Judgements

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13
Q

Time influences on consumer behavior

A

Temporal Surroundings

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14
Q

Owning an item increases its value

A

Endownment Effect

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15
Q

Compensatory Model

A

Weigh positive and negative attributes (positive compensates negative)

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16
Q

Final choice that is made based on attitudes and judgements

A

Decisions

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17
Q

Expectation that a small number of people represents the larger population

A

Law of Small Numbers

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18
Q

Customers make predictions about future emotions and outcomes

A

Affective Forecasting

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19
Q

Seeking confirming information

A

Confirmation Bias

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20
Q

The state you wanna be at

A

Ideal States

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21
Q

Consumers actively put off making a decisions

A

Decision Delay

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22
Q

Conjunctive Model

A

Processing by brand, setting a minimum cutoff level, first brand that meets expectations is selected

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23
Q

Loop/Racetrack Model

A

Easily draws customer around the entire store, not ideal for high traffic stores

24
Q

Minimal difference between actual and ideal states

A

No Problem State

25
Q

Feelings about money influences how money is spent, intensity of feelings associated with each mental account

A

Emotional Accounting

26
Q

More expensive products, infrequent purchases, unfamiliar products with extensive thought

A

Extensive Problem Solving

27
Q

Evaluating the fairness of the exchange itself or fairness compared to others

A

Equity Theory

28
Q

Strike Zone

A

Customers generally turn right in the store

29
Q

Multi-Attribute Model

A

Processing by brand, weigh their importance, evaluate each brand based off of attributes

30
Q

Reason for Purchasing Behaviors

A

Task Definition

31
Q

Making a judgement based on comparison with others in prototypical categories

A

Representativeness Heuristics

32
Q

Name all types of Operant Conditioning

A
  • Positive Reinforcement
  • Negative Reinforcement
  • Positive Punishment
  • Negative Punishment
33
Q

Name all Influences on Post-Purchase Dissonance

A
  • Degree of commitment to the purchase decision
  • Importance of decision
  • Involvement level
  • Difficulty of choosing between alternatives
  • Impulse Purchases
34
Q

Based judgement on easy to recall events over finding new information

A

Availability Heuristics

35
Q

Consideration Set

A

Brands likely to be considered in purchase

36
Q

Feeling of uncertainty over making right decision

A

Post-Purchase Dissonance

37
Q

Grid Layout Model

A

Can display lots of products, can be physically cramped and does not encourage browsing

38
Q

Non Compensatory Model

A

Eliminating alternatives do not meet particular criteria (requires less effort) (negative attributes create immediate rejection)

39
Q

Design of a physical environment to influence customers’ moods and purchasing behaviors

A

Atmospherics

40
Q

Avoidance of Extremes

A

Extremeness Aversion

41
Q

Attempting to find explanations for events

A

Attribution Theory

42
Q

Bad things happen to others

A

Self-Positivity

43
Q

Most common form of scent marketing

A

Billboard Scenting

44
Q

Elimination By Aspects Model

A

Processing by attributes, consumer creates cutoffs, eliminate brands that do not meet minimum cutoff levels

45
Q

Making an initial evaluation (anchor) and then adjusting based on new information

A

Anchoring

46
Q
A
47
Q

Inept Set

A

Unacceptable options

48
Q

Confirmation Bias and Self-Positivity are apart of…

A

Accuracy of Judgements

49
Q

Sensory elements (Lighting, Aroma, Music, Temperature)

A

Ambient Factors

50
Q

The state you are in now

A

Actual State

51
Q

Name all the Decision Models:

A
  • Compensatory vs. Non Compensatory
  • Multi-Attribute Model
  • Elimination by Aspects Model
  • Conjunctive Model
52
Q

Décor, sound, light, weather, aroma, and merchandise configuration

A

Physical Surroundings

53
Q

Ignoring how often an event realistically occurs on average

A

Base Rate Information

54
Q

What is Decoy Effect?

A

Preference for one of two options changes when a third option is introduced

55
Q

Decompression Zone

A

First 10 feet in store

56
Q

Factors associated with time and place that temporarily affect how buyers behave

A

Situational Factors

Consumer Behavior (3 decks)

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