Consumer Behavior Final Vocab

spreading activation

a concept proposing that activation of one memory node causes a ripple effect that spreads throughout its linkages to other nodes

self-referencing

a means of encouraging elaboration by relating a stimulus to oneself and one's experience

shadowing

a method in which a researcher accompanies or ´´shadows´´ consumers through the shopping and consumption processes.

retrieval cue

a stimulus that activates information in memory relevant to the to be remembered information

search claims

advertising claims that can be validated before purchase by examining information readily available in the marketplace

subjective claims

advertising claims that may be interpreted differently by different consumers.

retail supply chain

all the organizations and processes involved in taking a product from inception to final consumption

relational approach

an approach to studying diffusion variables that analyzes diffusion variables that analyzes communication networks and how social structural variables affect diffusion flows in the system

simple additive

an evaluation strategy by which the consumer counts or adds the number of times each alternative is judged favorably in terms of th eset of salient evaluation criteria.

surrogate consumer

an individual who acts as an agent to guide, direct, and or conduct activities in the marketplace

psychographics

an operational technique of measuring lifestyles that can be used with the large samples needed for definition of market segments

reference group

any person or group of people that significantly affects or influences another individual's behavior

product innovation

any product recently introduced to the market or perceived to be new as compared to existing products

store image

consumers overall perception of a store, which they rely on when choosing a store.

stimulus generalization

for an existing stimulus-response relationship, the more similar a new stimulus is to the existing one, the more likely it will evoke the same response.

status groups

groups reflecting a comunitys expectations for style of life among each class as well as the positive or negative social estimation of honor given to each class

receiver

in word-of-mouth communication, one who gains the information about behaviors and choices, which is useful in the decision process.

sender

in word-of-mouth communication, one who relays information in attempt to increase the confidence in a product or behavior choice

spending intentions

indications of how much money consumers think they will spend

purchase intentions

indications of what consumers think they will purchase

shoping intentions

indications of where consumers plan on making their product purchases

repurchase intentions

indications of whether consumers anticipate buying the same product or brand again

search intentions

indications of whether consumers will engage in external search

product innovators

individuals who are the first to try new products

sensory innovators

innovators who have a strong preference for new sensory experience

punishment

negative outcomes resulting from consumption of a product

self-concept

one's impressions of the type of person one is

signals

product attributes that are used to infer other product attributes

self gifts

purchase of items or services by consumers as means of rewarding, consoling, or motivating themselves.

secondary groups

social aggregation that has face-to-face interaction, but is more sporadic, less comprehensive, and less influential in shaping thought and behavior than that of primary groups

reference pricing

the act of providing information about a price other than that actually charged

retrieval

the activation of information stored in long-term memory

span of attention

the length of time short-term memory can be focused on a single stimulus or thought

search

the motivated activations of knowledge stored in memory or acquisition of information from the environment concerning potential needs satisfiers.

service encounter

the occurrence of a personal communication between a consumer and a marketer.

social stratification

the percieved hierarchies in which consumers rate others as higher or lower in social status

store atmosphereics

the physical properties of the retail environment designed to create an effect on consumer purchases

socialization

the process by which people develop their values, motivations, and habitual activity

social mobility

the process of moving from one social class to another due to changes in occupation, income level, and other factors.

retrieval set

the recall of choice alternatives from memory

social class

the relatively permanent and homogeneous divisions in society into which indidviduals or families sharing similar values, lifestyles, interestes, wealth, status, education, economic positions, and behavior can be categorized.

substantiality

the size of the market

purchase knowledge

the various pieces of information consumers possess about buying products

socialogical variables (family)

three variables-cohesion, adaptability, and communication- that help explain how families function

social values

values held so highly that they almost become stereo-typical of a market segment or group and define the behavior hels as a norm for a scociety or group.

structural variables

variables that include the age of teh head of household or family, marital status, presence of children, and employment status

role

what the typical occupant of a given position is expected to do in that position in a particular social context

selective need recognition

when the need for a specific brand within a product category is stimulated