Consumer Behavior Chapter 10

atmospherics

"conscious designing of space and its various dimensions to evoke certain effects in buyers."

Countries with fastest "pace of life"

(1) Switzerland, (2) Ireland, (3) Germany, (4) Japan, (5) Italy

psychological time

Our experience of time is subjective; our immediate priorities and needs determine how quickly time flies.

showrooming

This means that a shopper visits a store like Best Buy to explore options for big-ticket items like TVs or appliances and then he or she finds a cheaper price for the specific model online.

lateral cycling

one consumer exchanges something he or she owns for something the other person owns.

timestyle

the way an individual chooses to allocate their time

expectancy disconfirmation model

we form beliefs about product performance based on our prior experience with the product or communications about the product that imply a certain level of quality.

impulse buying

when he or she experiences a sudden urge she simply can't resist

A study examined how the A study examined the timestyles of a group of U.S. women influenced their consumption choices. The researchers identified four dimensions of time, which are...

(1) the social dimension refers to individuals' categorization of time as either "time for me" or "time with/for others"; (2) the temporal orientation dimension depicts the relative significance individuals attach to past, present, or future; (3) the planning orientation dimension alludes to different time management styles varying on a continuum from analytic to spontaneous; and (4) the polychronic orientation dimension distinguishes between people who prefer to do one thing at a time from those who have multitasking timestyles.

Countries with slowest "pace of life"

(31) Mexico, (30) Indonesia, (29) Brazil, (28) El Salvador, (27) Syria

point-of- purchase (POP) stimuli.

A POP can be an elaborate product display or demonstration, a coupon-dispensing machine, or an employee who gives out free samples of a new cookie in the grocery aisle.

unplanned buying

About one-third of all unplanned buying occurs because a shopper recognizes a new need while he or she is in the store.62

Hedonic Shopping Motives

Social experiences, Affiliation, Status, Sharing of common interests, The thrill of the hunt

identity negotiation

Some of the factors that help to define a salesperson's role (and effectiveness) are his or her age, appearance, educational level, and motivation to sell.

recommerce

The new trend shows that many consumers want to squeeze more value out of their possessions by selling or trading them

retail theming

The quest to entertain means that many stores go all out to create imaginative environments that transport shoppers to fantasy worlds or provide other kinds of stimulation. Innovative merchants today use four basic kinds of theming techniques: Landscape themes, marketplace themes, cyberspace themes, and mindscape themes

Time is a feast

These women are analytical planners with a present temporal orientation. They view time as something they consume to pursue sensory pleasure and gratification, and for this reason they value hedonic consumption and variety-seeking.

Time is a pressure cooker

These women are usually analytical in their planning, other-oriented, and monochronic in their timestyles. They treat shopping in a methodical manner and they often feel under pressure and in conflict.

Time is a map

These women are usually analytical planners; they exhibit a future temporal orientation and a polychronic timestyle. They often engage in extensive information search and comparison shop.

Time is a river

These women are usually spontaneous in their planning orientation and have a present focus. They go on unplanned, short, and frequent shopping trips

After they interviewed and observed these women, the researchers identified a set of five metaphors that they say capture the participants' perspectives on time, which are...

Time is a pressure cooker, Time is a map, Time is a mirror, Time is a river, Time is a feast

Time is a mirror

Women in this group are also analytical planners and have a polychronic orientation. However, they have a past temporal orientation. Because of their risk averseness in time use, these women are usually loyal to products and services they know and trust. They prefer convenience-oriented products.

time poverty

consumers belief they are more pressed for time than ever before

P2P (peer to Peer) commerce

doing business with other consumers rather than with companies

focus groups

in which a small set of consumers comes into a facility to try a new item while company personnel observe them from behind a mirror.

consumption situation

includes a buyer, a seller, and a product or service—but also many other factors, such as the reason we want to make a purchase and how the physical environment makes us feel

dyadic encounters

it's a relationship in which both parties must reach some agreement about the roles of each participant during a process of identity negotiation

activity stores

let consumers participate in the production of the products or services they buy there. One familiar example is the Build-A-Bear Workshop chain, where customers dress bear bodies in costumes.

shopping orientation

or general attitudes about shopping

sharing economy

or what is sometimes called collaborative consumption. In this business model people rent what they need rather than buying it.

pretailer

provides exclusive styles by prodding manufacturers to produce runway pieces they wouldn't otherwise make because store buyers weren't sure anyone would pay the money for them

underground economy

range from 3 to 30 percent of the gross national product of the United States and up to 70 percent of the gross domestic product of other countries.

store image

stores have "personalities." Some shops have clearly defined images (either good or bad)

queuing theory

the mathematical study of waiting lines

Product disposal

the matter of what we do with our things when we're done with them.

co-consumers

the other patrons in a purchase setting

open rates

the percentage of people who open an email message from a marketer

situational self-image

the role he or she plays at any one time—helps to determine what he or she wants to buy or consume. EXAMPLE: A guy who tries to impress his date as he plays the role of "man-about-town" may spend more lavishly, order champagne instead of beer

mental budgets

typically decide beforehand on an amount they plan to spend, but then they have an additional amount in mind (slack) they are willing to spend on unplanned purchases—if they come across any they really want to have

swishing movement

where people organize parties to exchange clothing or other personal possessions with others

phablets

which are a hybrid of a phone and a tablet

total quality management (TQM)

which is a complex set of management and engineering procedures that aims to reduce errors and increase quality.

gemba

which to the Japanese means "the one true source of information." According to this philosophy, it's essential to send marketers and designers to the precise place where consumers use the product or service rather than to ask laboratory subjects to use it in a simulated environment.