Consumer Behavior Chapter 7

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neryj01
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200432
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Consumer Behavior Chapter 7
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2013-02-13 22:21:24
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Consumer Behavior Chapter
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Consumer Behavior Chapter 7
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  1. ABC approach to attitudes
    approach that suggests that attitudes encompass one’s affect, behavior, and cognitions (or “beliefs”) toward an object
  2. attitude tracking
    effort of a marketer or researcher to track changes in consumer attitudes over time
  3. attitude-behavior consistency
    extent to which a strong relationship exists between attitudes and actual behavior
  4. attitude-toward-the-object (ATO) model
    attitude model that considers three key elements including beliefs consumers have about salient attributes, the strength of the belief that an object possesses the attribute, and evaluation of the particular attribute
  5. attitudes
    relatively enduring overall evaluations of objects, products, services, issues, or people
  6. balance theory
    theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system
  7. behavioral intentions model
    model developed to improve upon the ATO model, that focuses on behavioral intentions, subjective norms, and attitude toward a particular behavior
  8. central cues
    information presented in a message about the product itself, its attributes, or the consequences of its use
  9. central route to persuasion
    path to persuasion found in ELM where the consumer has high involvement, motivation, and/or ability to process a message
  10. compensatory model
    attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another
  11. consistency principle
    principle that states that human beings prefer consistency among their beliefs, attitudes, and behaviors
  12. ego-defensive function of attitudes
    function of attitudes whereby attitudes work as a defense mechanism for consumers
  13. elaboration likelihood model
    attitudinal change model that shows attitudes are changed based on differing levels of consumer involvement through either central or peripheral processing
  14. functional theory of attitudes
    theory of attitudes that suggests that attitudes perform four basic functions
  15. hierarchy of effects
    attitude approach that suggests that affect, behavior, and cognitions form in a sequential order
  16. knowledge function of attitudes
    function of attitudes whereby attitudes allow consumers to simplify decision-making processes
  17. matchup hypothesis
    hypothesis that states that a source feature is most effective when it is matched with relevant products
  18. message effects
    how the appeal of a message and its construction affects persuasiveness
  19. peripheral cues
    nonproduct-related information presented in a message
  20. peripheral route to persuasion
    path to persuasion found in ELM where the consumer has low involvement, motivation, and/or ability to process a message
  21. persuasion
    attempt to change attitudes
  22. primacy effect
    occurs when the information placed early in a message has the most impact
  23. recency effect
    occurs when the information placed late in a message has the most impact
  24. serial position effect
    occurs when the placement of information in a message impacts recall of the information
  25. social judgment theory
    theory that proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude
  26. source effects
    characteristics of a source that impact the persuasiveness of a message
  27. theory of planned action
    attitudinal measurement approach that expands upon the behavioral intentions model by including a perceived control component
  28. utilitarian function of attitudes
    function of attitudes in which consumers use attitudes as ways to maximize rewards and minimize punishment
  29. value-expressive function of attitudes
    function of attitudes whereby attitudes allow consumers to express their core values, self-concept, and beliefs to others

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