Finals Flashcards
The mechanism through which Cialdinis rejection then retreat technique works is?
The principle of reciprocity
- What do marketers mean by attitude?
The preference Sam holds for iPhone over a samsung phone
The psychological principle that applies when we look to others to see if behavior is correct before we decide what to do is called ?
Reciprocity
Two leading psychologists Kahneman and tier sky developed prospect theory which expands on utility theory and satisfying theory to:
Provide a better understanding of real life consumer decision making
Account of heuristics and bias in decision making
Consider how framing affects decision making
Once a problem is recognized relevant info from long term memory is used to determine if a satisfactory solution is know, the characteristics of potential solutions, the appropriate ways to compare solutions and so forth
Internal search
Sandra usually considers price and quality when she has to make a major purchase. These two features represent Sandra’s
Evaluative criteria
Endorsements leading to being a fan of a product that supports is and example of
Balance theory
Using a mental shirt cut to make a purchase decision is utilizing a xxxxx rule
Heuristic
The alternatives the customer is aware of is their
Evoked set
The choice of a fast food restaurant when you are behind schedule is influenced by…
Temporal perspective
Limited capacity to process information is known as
Bounded rationality
Belief and attitude changes that result from central processing of information are
Relatively enduring
Predictive behavior
Relatively persistent in the face of counter-arguments
Which is true about brand personality
Consumers assign human characteristics to brands
Brand personalities create expectations about key characteristics
When asked to identify the memories and associations with the San Fran giants you were describing your
Schematic memory
As a result of bias consumers have thinking back to situations or events whAt would influence a revisit to a holiday destination
Remembering self
Based on our discussion about the relative rather than absolute process of interpretation and as mentionined in relation to the truth about relativity by Ariely
Most consumers don’t know what they want unless it’s in context
We are always looking at things in relation to others
It’s difficult to compare the value of different options
People interpret meaning from the totality of a set of stimuli rather than from individual stimulus
Gestalt psychology
What theory is personality suggests that one person differs from another because of a number of different characteristics such as introversion
Trait theory
Which form of learning listed below assumes that learning take solar as the result of responses to external events
Behavioral learning
