Mos 1021 test 3 Flashcards
Psychological influences
pertain to the workings of the mind
individual processes that affect behaviors
include: motivation, self-concept, perception, learning, attitudes
Motivation
energizing force that stimulates behavior to satisfy a need
starts with the identification of unmet needs
Maslow’s Hierarchy of needs
people are motivated to meet needs
needs are classified in a hierarchy( certain needs take precedence over others)
largely subconscious
Maslow’s Hierarchy of needs(Psychological) - basic physical requirement for human survival
Universal
Maslow’s Hierarchy of needs(Safety)freedom from harm and fear
sense of security, stability, comfort
Maslow’s Hierarchy of needs(Social) - *need to connect with others and form meaningful relationships
Maslow’s Hierarchy of needs(Esteem) - *(lower) need for recognition from others
*(higher) need for positive self-image
Maslow’s Hierarchy of needs(Self-Actualization) - *need to reach full potential
desire for personal growth
expressed in differing ways
Suggest for socially responsible organization
Maslow’s Hierarchy of needs, Criticism - ★theory developed using restricted samples
needs are dynamic
need priorities differ across lifespan
need priorities differ across cultures
Psychological Influences( Perception)
*process by which an individual selects, organizes, interprets, responds to information to create a meaningful picture of the world
Neuromarketing - *use of neuroimaging tools (e.g., fMRI) and physiological measures (e.g., eye tracking, heart rate) to understand consumer behaviour
examine brain and physiological responses to marketing stimuli
Consumer behavior can be predicted based on brain activity or psychological change
Psychological Influences( Self-Concept)
collection of ideas and beliefs about oneself
-liable to change as we grow. Real Self, Self-Image, Looking-Glass Self, Ideal Self
Coke vs Pepsi
*chemical compositions are very similar
blind taste tests show that most people don’t have the sensory ability to discriminate between the two
most have a strong preference for one vs. the other and perceive differences to exist
Behavioral Learning
*behaviors as learned habits acquired through association between a stimulus and a response
Drive (condition that impels a person to act), Cues(stimulus that tells you how to respond), Response( reaction to cue), Reinforcement (evaluate the response, desired effect vs learning dilemma)
Stimulus Generalization
*occurs when a learned response to one cue is evoked by another similar cue
increases with cue similarity
Relevant to introduction of new products and copycat brands
Stimulus Discrimination
one’s ability to perceive differences among similar products or brands
brands use unique packaging and messaging in an effort to stand out
Cognitive Learning
*Learning is immersive and active process
we acquire information through our senses
we store information and retrieve it through our own effort
we use rational thought to inform actions
Attitudes (Negative, Neutral, Positive) - (Beliefs) assumptions we believe to be true based on past experience and available information, (Values) principles, standards, or qualities that are held in high regard
Socio-Cultural Influences
*influences that stem from one’s relationships with others
includes social influences and cultural influences
reference group - group of people with common interests who influence an individual’s attitudes and behaviors
Consumer socialization
*socialization = process through which people are taught to be proficient members of a society
*consumer socialization = process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers
*Occurs through direct discussion and modeling/observing
*Peers more impactful in adolescent
Family Life Cycle
*family’s progression from formation to retirement
each phase bringing distinct needs and purchasing behaviors
Bachelor - *personal appearance, basic furniture and kitchen appliances, Impulsive purchases
Newly Married - *financial stability, durable goods, vacations, gifts, Joint decision making
Full nest - numerous stages, home necessities, child needs, Savings(education,retirement)
Empty Nest -retirement, vacations and hobbies, Medical needs
Solidarity Survivor - *reduction in income, downgrade property, security, medical costs
Culture
*set of values, ideas, and attitudes that are learned and shared among the members of a group
*consumers’ purchasing decisions are often aligned with their culture
Individualistic Cultures(e,g U.S.A)
★prioritization of individual needs over group needs
key values: individuality, freedom, ambition
(reflected in promotional materials)
preference for products that express individual style and customization
Variety and choices are highly preferred
Collectivist Cultures (e.g Japan)
★prioritization of group needs over individual needs
key values: cooperation, tradition, belongingness
(reflected in promotional materials)
More open to product recommendations from close others
Greater degree of brand loyalty
Communication in Promotion: Welch’s Study (Briley & Aaker, 2006)
( Individualistic,Promotional, benefits gained) energized, great-tasting, fun to drink
(Collectivist, preventative, problems avoided) reduce risk of heart disease, avoid thirst
need
A state of deprivation or
the absence of something
useful.
motives
The conditions that
prompt the action necessary
to satisfy a need.
hierarchy of needs
The classification of consumers’ needs is an ascending order from lower-level needs to higher-level needs
Personality
Distinguishing psychological characteristics of a person that produce relatively consistent and enduring responses to the environment in which that person lives
self-concept theory
self-concept theory States that
the self has four components:
real self, self-image, looking-glass self, and ideal self.
attitudes
An individual ’s
feelings, favourable or
unfavourable, toward an idea
or object.
perception
How individuals
receive and interpret
messages.