acquisitional shopping - ANSWER-A consumer who runs out to the store on her lunch hour to buy a gift
for a coworker's baby shower is strongly oriented toward getting a gift. Thus, shopping if more like a
task, and this particular activity depends high on utilitarian value as an outcome.
ATO approach model - ANSWER-- Change beliefs by changing product, advertising
- Add new belief about new product attribute (i.e., red wine)
- Change evaluations of product (it's not that bad, good)
**Focus on entire market segments rather than individuals
attitude behavior consistency - ANSWER-extent to which a strong relationship exists between attitudes
and actual behavior
o High involvement, limited situational factors, strong attitude
balance theory (homeostasis) - ANSWER-- demonstrates how attitudes arent always easy to change
- we like consistency. Consumers are motivated to maintain perceived consistency in the relations found
in a system
, Consumer Behavior test Latest Update
2024/2025
** all positive signs, or negative
Basic Perception process - ANSWER-o Sensing—an immediate response to stimuli that have come into
contact with one of the consumer's five senses (sight, smell, touch, taste, or sound).
o Organizing—how your brain assesses something when you don't know what it is.
o Reacting—when an object is successfully recognized, chances are some nearly automatic reaction
takes place.
behavioral influence - ANSWER-Directly changing behaviors without first attempting to change either
beliefs or feelings.
Behavior change can precede belief and attitude change.
Changing a retail store's design or atmospherics can have a direct influence on behavior.
Being better consumers - ANSWER-studying CB can help consumers make better decisions by
understanding:
Consequences of poor budgeting
Avenues for redress
Role of emotions
Social influences
Environmental effects
Business strategy - ANSWER-A product is a potentially valuable bundle of benefits. Good marketing
strategies emphasize the importance of the value that the customer receives from a product rather than
the product itself.
** Milkshakes being bought before 10 a.m. because they took up the length of a long commute.
central route - ANSWER-- high involvement
o Support arguments/counterarguments
o Reliance on central cues (i.e., information specific "central" to the product / more detailed
information)
Chunking - ANSWER-process of grouping stimuli by meaning so that multiple stimuli can become one
memory unit.
cohort - ANSWER-life experience
Comptitiveness - ANSWER-- A key trait studied in consumer research
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