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Consumer behaviour > Internal Influences > Flashcards

Internal Influences Flashcards

1
Q

Innate or biogenic motivation

A

Needs that sustain life

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2
Q

Acquired or psychogenic

A

Learn in response to culture affection and learning

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3
Q

Goal selection

A

Personal experiences
Cultural values and norms
Accessibility in physical and social environment

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4
Q

Ethics for motivation

A

Marketers creating needs
Targeting vulnerable populations
Providing too many choices
Aggressive advertising

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5
Q

Aggression

A

Protect self esteem

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6
Q

Rationalisation

A

Plausible reason why not

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7
Q

Withdrawal

A

From situation

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8
Q

Escapism

A

Seek to live out fantasy

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9
Q

Regression

A

Childish behaviour

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10
Q

Projection

A

Projecting blame on others

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11
Q

Repression

A

Repressing unsatisfied need

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12
Q

Absolute threshold

A

Lowest level we can experience a sensation

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13
Q

Differential threshold

A

Jnd

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14
Q

Perpetual selection

A

Related to motives at the time
Attention getting devices
Consistent with previous experiences

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15
Q

Selective exposure

A

Seek pleasant messages avoid unpleasant

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16
Q

Selective attention

A

Great deal of selectivity in amount of attention they give stimuli

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17
Q

Perpetual defence

A

Screen out

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18
Q

Perpetual blocking

A

Tuning out

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19
Q

Intrinsic cues

A

Size flavour colour

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20
Q

Extrinsic cues

A

Price store image brand

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21
Q

Classical condition

A

Automatic response to a situation through repeated exposure

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22
Q

Stimulus generalisation

A

Responding the same way to slightly different stimuli

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23
Q

Stimulus discrimination

A

Selection of one stimulus from among other stimuli

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24
Q

Elements of consumer learning

A

Motivation
Cues
Response
Reinforcement

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25
Q

Cues

A

Direct consumer drives when consistent with consumer expectations.

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26
Q

Instrumental (operant) conditioning

A

Formed as a result of rewards
B.F skinner
Brand loyalty from product trial

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27
Q

Strategic applications of operant

A

Customer satisfaction
Relationship marketing
Reinforcement schedules
Shaping

28
Q

Schema

A

Total package of associations brought to mind when cue is activated

29
Q

Actual self image

A

How consumers see themselves

30
Q

Ideal self image

A

How they would like to see themselves

31
Q

Social self image

A

How consumers feel others should see them

32
Q

Ideal social self image

A

How they would like others to see them

33
Q

Expected self image

A

How they expect to see themselves in the future

34
Q

id

A

Impulsive drives operates on the pleasure principle

35
Q

Superego

A

Expression of moral and ethical codes

36
Q

Ego

A

Conscious control balances id and superego

37
Q

Trait theory

A

Combination of traits

Neuroticism 
Extroversion
Openness to experiences 
Agreeableness
Conscientiousness
38
Q

Neuroticism

A

Fear
Sadness
Embarrassment

39
Q

Extroversion

A

Tendency to interact with the world

40
Q

Openness to experience

A

Seek variety

41
Q

Agreeableness

A

Tendency to move towards people

42
Q

Conscientiousness

A

Tendency to control impulses and pursue goals

43
Q

Customer susceptibility to interpersonal influence

A

Enhances ones image in the opinion of others

Willingness to conform to expectations of others

44
Q

Cognitive model

A

Concept of bounded rationality-consumers can’t be rational in economic sense but strive to make best decisions

Develop heuristics for decision making

Between passive and economic

45
Q

Emotional model

A

Associate feelings with purchased
Less time evaluating alternatives
You deserve it

46
Q

Passive model

A

Consumer as a submissive
Impulsive purchasers
Fails to recognise consumer can play an equal

47
Q

Economic model

A

Rational decisions be aware of alternatives

People limited by extent of knowledge and goals

48
Q

Stages of model

A 
Need recognition
Search for info
Evaluation of alternatives
Purchase
Consumption
Post purchase evaluation
49
Q

Desire state

A

Desire for something triggers decision process

50
Q

Actual state

A

Existing product solutions do not meet existing need

51
Q

Extensive problem solving

A

No establishes criteria

Have not narrowed number of brands for evoked set

Needs lots of info

Expensive items

All seven stages

52
Q

Limited problem solving

A

Established basic criteria

Not fully established preferences

More info to choose between brands

Don’t have time or motivation for eps

53
Q

Routinised response behaviour

A

Some experience with orduct category

Routine purchased

54
Q

Cognitive component

A

Descriptive beliefs
Evaluative beliefs
Normative beliefs

55
Q

Descriptive beliefs

A

Connects object to person or outcome

56
Q

Evaluative beliefs

A

Connects object to personal likes and dislikes

57
Q

Normative beliefs

A

Moral and ethical judgements in relation to someone’s acts

58
Q

Affective component

A

Our feelings or emotional reactions to an object

59
Q

Behavioural component

A

Ones tendencies to respond in a certain manner

60
Q

Learning hierarchy

A

Cognitive affective conative

61
Q

Emotional hierarchy

A

Affective conative cognitive

62
Q

Low involvement hierarchy

A

Conative affective cognitive

63
Q

Changin basic motivational function

A

Utilitarian function
Ego defensive function
Valu expressive function
Knowledge function

64
Q

Altering components of multi attribute model

A

Changing eval of attributes
Changing brand beliefs
Adding attribute
Changing overall brand rating

65
Q

Utilitarian function

A

Brands utility or its value or helpfulness

66
Q

Ego defensive function

A

Providing sense of security and personal confidence

Consumer behaviour (2 decks)

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