MKTG 4204 Final

Determiner of how much a person WILL save (saving rate)

1) The individals own sense of optimism about his or her personal circumstances 2) World events such as wars 3) Cultural differences

Consumers see what they want to see and don't see what they don't want to see

Perceptual defense

Only a small percent of the total stimulus is attended to

Perceptual selection

This type of perceptual filter that consumers are very selective about what they pay attention to and select stimuli that relate to their current needs

Perceptual vigilance

Buying decision situation that has the highest level of risk and the most buyers involved in the process

New task

"Only buy well-known brand names." Does not look at price, store, or discounts when purchasing

Noncompensatory rule

Orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles

Polychronic

Occurs whenever the customer sees a significant difference between his or her current state of affairs and some desired state

Problem recognition

Decided to order clothes online and return it if I was not exactly right

Process

The degree to which consumers continue to notice a stimulus over time

Adaptation

When you name your car or something personal and it has personality traits, you have what to that personal item

Anthropomorphized

A lasting, general evaluation of people (including oneself), objects, advertisements, or issues

Attitude

A customer buying an unfamiliar product which carried a fair degree of risk

Extended problem solving

Considers how people perceive relations among different attitude objects and how they alter their attitudes to remain consistent

Balance Theory

Understanding our social role are part of our

Extended self

Includes a buyer, seller, products, or service and other factors, such as how the physical environment makes one feel

Consumption situation

The source of a message has an impact on whether the message will be accepted or not. Two characteristics are

Credibility and attractiveness

Directories and portals, web site evaluators, forums, fan clubs, and user groups are all forms of what

Cybermediaries

Theory of motivation that is related to the idea that customers desire a state of balance called homeostasis

Drive theory

Always buys the same brand. Does not remember trying on any of the other competitive brand

Inertia

Factors affecting adaptation

Intensity, duration, discrimination, exposure, relevance

Researchers agree that there are various levels of commitment to an attitude. The highest level of involvement is...

Internalization

Psychographics are used to measure

Lifestyles

Hierarchy of effects assumes the consumer does not initially have a strong preference for one brand over another. Forms an evaluation after the product has been purchased or used

Low-involvement

A type of reference group is

Membership Aspirational Avoidance

When the ego tries to balance opposing forces, it uses the what

Reality principle

If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied has what power

Referent

Companies that think carefully about the impact of sensations on product experiences are practicing what

Sensory marketing

When you go to the dentist you make an appointment, show up on time, bring insurance, have teeth cleaned, what schema is shown

Service script

The best predictor of major expenditures that do not have status or symbolic value

Social class and income

Aspects of the environment that are most concern to behaviorists in studying learning

Stimulus and response

Relationships with other people play a large part in forming the self

Symbolic interactionism

"I bought it and I am not going to waste one drop of it."

The sunk-cost fallacy

Stimulus generalization refers to

The tendency of stimuli similar to a conditioned stimulus to evoke similar, conditioned responses