Chapter 11- Consumers in Situations

Question 1

what are the 3 categories of situational influences?

Answer 1

time, place, conditions

Question 2

what can time related-factors affect?

Answer 2

a consumer’s thoughts, feelings and behaviors, all which come together to create differing perceptions of value

time can affect consumption in: time pressure, time of year, time of day

Question 3

temporal-factor

Answer 3

the situational characteristics related to time

Question 4

time pressure

Answer 4

represents an urgency to act based on some real or self-imposed deadline; affects

Question 5

spare time (discretionary time)

Answer 5

represents the days, hours, or minutes that are not obligated toward some compulsory & time- consuming activity

Question 6

seasonality

Answer 6

refers to regularly occurring conditions that vary with the time of year

Question 7

circadian rhythm

Answer 7

(level of energy) of the human body that varies with the time of day

Question 8

advertiming

Answer 8

ad buys that include a schedule that runs the advertisement primarily at times when customers will be most receptive to the message

Question 9

near-field communication (NFC)

Answer 9

wi-fi like systems communicating w/specific devices w/in a defined space inside or around the perimeter of a retail unit or signage

Question 10

shopping

Answer 10

the set of potentially value producing consumer activities that directly increase the likelihood that something will be purchased

Question 11

smart agent software

Answer 11

software capable of learning an internet user’s preferences and automatically searching out info in selected websites and then distributing it

Question 12

what are the 4 types of shopping activities

Answer 12

1. acquisitional shopping
2. epistemic shopping
3. experimental shopping
4. impulsive shopping

Question 13

acquisitional shopping

Answer 13

activities oriented toward a specific, intended purchase or purchases

Question 14

epistemic shopping

Answer 14

activities oriented toward a specific, intended purchase or purchases

Question 15

experimental shopping

Answer 15

recreationally oriented activities designed to provide interest, excitement, relaxation, fun, social interaction, or some other desired feeling

Question 16

impulse shopping

Answer 16

spontaneous activities characterized by a diminished regard for consequences, heightened emotional investment, and a desire for immediate self-fulfillment

Question 17

outshopping

Answer 17

used to refer to consumers who are shopping in a city or town they must travel to rather than in their own hometown

Question 18

reversal theory

Answer 18

suggests consumers can switch from the pursuit of utilitarian to the pursuit of hedonic value

Question 19

personal shopping value (PSV)

Answer 19

the overall subjective worth of a shopping activity considering all associated benefits and costs

Question 20

utilitarian shopping value

Answer 20

represents the worth obtained because some shopping task or job is completed successfully

Question 21

hedonic shopping value

Answer 21

represents the worth of an activity bc some shopping task or job is completed successfully

Question 22

hedonic shopping value

Answer 22

represents the worth of an activity bc the time spent doing the activity itself is personally gratifying

Question 23

functional quality

Answer 23

retail positioning that emphasizes tangible things like a wide selection of goods, low price guarantees, and knowledge employees

Question 24

affective quality

Answer 24

retail positioning that emphasizes a unique environment, exciting décor, friendly employees, and in general, the feelings experienced in a retail place

Question 25

retail personality

Answer 25

the way a retail story is defined in the mind of a shopper based on the combination of functional and affective qualities

Question 26

impulse consumption

Answer 26

consumption acts characterized by spontaneity, a diminished regard for self-fulfillment

Question 27

unplanned shopping

Answer 27

shopping activity that shares some, but not all, characteristics of truly impulsive consumer behavior; being characterized by situational memory, a utilitarian orientation, and feelings of spontaneity

Question 28

impulsivity

Answer 28

personality trait that represents how sensitive a consumer is to immediate rewards

Question 29

consumer self-regulation

Answer 29

tendency for consumers to inhibit outside, or situational, influences from interfering with shopping intentions

Question 30

action oriented

Answer 30

consumers with a low capacity to self-regulate their behavior

Question 31

state-oriented

Answer 31

consumers w/ a low capacity to self-regulate

Question 32

atmospherics

Answer 32

emotional nature of an environment the feelings created by the toal aura of physical attributes that comprise a physical environment

Question 33

service scape

Answer 33

refers to the physical environment in which consumer services are performed

Question 34

affective quality

Answer 34

represents the emotional meaning of an environment, which results from the sum affect of all ambient attributes that affect the way one feels in a place

Question 35

atmosphere elements

Answer 35

the way an atmosphere makes a consumer feel is really determined by the consumer's perception of all the elements in a given environment working together

Question 36

fit

Answer 36

refers to how appropriate the elements of an environment are for a given environment

Question 37

congruity

Answer 37

refers to how consistent the elements of an environment are with each other

Question 38

olfactory

Answer 38

a term that refers to human's physical and psychological processing of smells

Question 39

foreground music

Answer 39

music that becomes the focal point of attention and can have strong effects on a consumer's willingness to approach or avoid an environment

Question 40

background music

Answer 40

music played below the audible threshold that would make it the center of attention, is perhaps more interesting than foreground music

Question 41

crowding

Answer 41

the density of ppl and objects within a given space; exerts a nonlinear effect on consumers

Question 42

source attractiveness

Answer 42

the degree to which a source's physical appearance matches a consumer's prototype

Question 43

emotional ability

Answer 43

a sales person who is capable of conveying emotional info to shape a more valuable outcome for consumers

Question 44

social comparison

Answer 44

a naturally occurring mental personal comparison of the self with a target individual

Question 45

antecedent conditions

Answer 45

refers to situational characteristics that a consumer brings do a particular information processing, purchase, or consumption environment; can include things like economic resources, orientation, mood and other emotional perceptions

Question 46

mental budgeting

Answer 46

a memory accounting for recent spending