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ABC Approach
approach that suggest that attitudes encompass one's affect, behavior, and cognition (or ''beliefs'') toward an object TERM 2
ATO Model
DEFINITION 2 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 TERM 3
Compensatory Model
DEFINITION 3 attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another TERM 4
Persuasion
DEFINITION 4 attempt to change attitudesq TERM 5
Social Judgment Theory
DEFINITION 5 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
Acculturation
process by which consumers come to learn a culture other than their natural, native culture TERM 7
BRIC Countries
DEFINITION 7 acronym that refers to the collective economies of brazil, Russia, India, and China TERM 8
Core Societal Values
(CSV)
DEFINITION 8 commonly agreed upon consensus about the most referable ways of living within a society TERM 9
Guanxi
DEFINITION 9 Chinese term for a way of doing business in which parties must first invest time and resources in getting to know one another and becoming comfortable with one another before consummating any important deal TERM 10
Quartet of Institutions
DEFINITION 10 four gourps responsible for communicating the CSV through both formal and informal processes from one generation to another; Family, school, church, and media
Household Life Cycle (HLC)
segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services TERM 17
Market Maven
DEFINITION 17 consumer who spreads information about all types of products and services that are available in the marketplace TERM 18
Opinion Leader
DEFINITION 18 consumer who has a great deal of influence on the behavior of others relating to product adoption and purchase TERM 19
Primary Group
DEFINITION 19 group that includes members who have frequent, direct contact with one another TERM 20
Acquisitional Shopping
DEFINITION 20 activities oriented toward a specific, intended purchase or purchases
Advertiming
ad buys that include a schedule that runs the advertisement primarily at times when customers will be most receptive to the message TERM 22
Atmospherics
DEFINITION 22 emotional nature of an environment or the feelings created by the total aura of physical attributes that comprise a physical environment TERM 23
Circadian Cycle
DEFINITION 23 rhythm (level of energy) of the human body that varies with the time of day TERM 24
Congruity
DEFINITION 24 how consistent the elements of an environment are with one another TERM 25
Fit
DEFINITION 25 how appropriate the elements of a given environment are
Habitual Decision Making
consumers generally do not seek information at all when a problem is recognized and select a product based on habit TERM 32
Inept Set
DEFINITION 32 alternatives in the awareness set that are deemed to be unacceptable for further consideration TERM 33
Inert Set
DEFINITION 33 alternative in the awareness set about which consumers are indifferent or no not hold strong feelings TERM 34
Internal Search
DEFINITION 34 retrieval of knowledge stored in memory about products, services, and experiences TERM 35
Perceived Risk
DEFINITION 35 perception of the negative consequences that are likely to result from a course of action and the uncertainty of which course of action is best to take
Satisficing
practice of using decision making shortcuts to arrive at satisfactory, rather than optimal, decisions TERM 37
Universal Set
DEFINITION 37 total collection of all possible solutions to a consumer problem TERM 38
Attibute-based Evaluation
DEFINITION 38 evaluative process wherein consumers evaluate products based on the overall feeling that is evoked by the alternative TERM 39
Compensatory Rule
DEFINITION 39 decision-making rule that allows consumers to select products that may perform poorly on one criterion by compensating for the poor performance on one attribute by good performance on another TERM 40
Determinate Criteria
DEFINITION 40 criteria that are most carefully considered and directly related to the actual choice that is made
