CB Final Chapters 4&5

Sales interactions

A typical antecedent state that a consumer might experience as he or she approaches the purchase environment

Legitimate power

An example is if a fireman told you to leave your apartment you would because they have legitimate power

choice and satisfaction

The expectancy disconfirmation theory holds that expectations influence...

Bottom of the pyramid

The largest but poorest socioeconomic group of people in the world.

credibility and attractiveness

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

Consumer satisfaction

This is a post purchase decision

Source attractiveness

This refers to the perceived social value of a message source

Theory of cognitive dissonance

This theory states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors

POP Stimuli

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________.

Membership

A group composed of people that the consumer actually knows is called a(n) ________ reference group.

Heuristic

A mental or problem-solving shortcut to make a decision

Opinion leaders

Are frequently able to influence others attitudes on behavior

Social mobility

refers to the passage of individuals from one social class to another

Occupational prestige

single best indicator of social class

Framing

Decisions that are influenced by the way a problem is posed

Expert power

Derives from the knowledge that a consumer possesses about a content area

Income

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

Habitual

Buying decisions that are made with little or no conscious effort are called...

Three reasons why consumers conform are

Cultural pressures, fear of deviance, and commitment

Affective decisions

Decisions driven by our emotional responses to a product

Impulse buying

Having a sudden urge to buy something new

Social experiences, interpersonal attraction, and the thrill of the hunt are all

Hedonic shopping values

Parody display

If the super rich bought "shredded Levi's jeans" to wear to formal parties, they would be exhibiting a sophisticated form of conspicuous consumption known as ________.

social capital

If you were able to get your boys into the bar by pulling strings you would gain social capital this is basically just clout

Point of purchase factors are important because...

In the example of buying gas, it is the only product that is marked down to a fraction of a cent, it is also a low involvement activity

This factor does not affect the savings rate

Income inequality

Attitude

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

Surrogate Consumer

Is a marketing intermediary retained by a consumer to guide what that consumer buys

A person with referent power...

Is copied and admired because of their specific behaviors

Brand loyalty

When a consumer keeps buying from the same brand over and over

Cognitive decision making

When a customer buying an unfamiliar product that carries a fair degree of risk

Principle of aspirational reference groups

When companies use celebrities in their ads

The difference between a consumer with inertia and one who is brand loyal is

Whether the customers experience high or low involvement toward the product

The balance theory

considers how people perceive relations among different attitude objects, and how they alter their attitudes so that these remain consistent

Consumer confidence

measures how optimistic consumers are about the overall state of the economy and their own personal finances

Discretionary income

money income left after necessities have been bought and paid for - required for for a comfortable standard of living