Chapter 17 Vocab Flashcards
These are the vocabulary words highlighted by the book in Chapter 17. (18 cards)
Atmospherics
The process managers use to manipulate the physical retail or service environment to create specific mood responses in shoppers. There are also Online Atmospherics such as graphics, colors, layout, content, entertainment features, interactivity, and so on.
External Reference Price
Price presented by a marketer for the consumer to use to compare with the current price.
Impulse Purchase
Customer has a sudden, powerful urge to have the product. (Not a reminder purchase, which is to see an item and remember that you need to purchase it.)
In-home Shopping
Consumers see or hear descriptions of products in catalogs, direct-mail pieces, or various print media; on television or radio; or on the Internet or through their cell phones; they then acquire the product through mail, telephone, or computer orders.
Internal Reference Price
A price or price range that a consumer retrieves from memory to compare with a price in the market.
Multi-Channel Shoppers
Consumers who browse and/or purchase in more than one outlet.
Online Privacy Concerns
Relate to consumer fears regarding how personal information about them that is gathered online might be used.
Perceived Risk
The social, financial, time, effort, and physical costs the consumer believes to be associated with a purchase.
Reference Price
A price with which other prices are compared.
Retail Attraction (Gravitation) Model
Used to calculate the level of store attraction based on store size and distance from the consumer. Size is in square footage and relates to breadth of merchandise. Distance is a measure of effort (both psychological and physical).
Servicescape
Atmosphere when describing a service business such as a hospital, bank, or restaurant.
Shopping Orientation
A shopping style that puts particular emphasis on certain activities or shopping motivations.
Spillover Sales
Sales of additional items to customers who came to purchase an advertised item.
Stockouts
The store being temporarily out of a particular brand.
Store Atmosphere
Influenced by such attributes as lighting layout, presentation of merchandise, fixtures, floor coverings, colors, sounds, odors, and the dress and behavior of sales and service personnel.
Store Brands
Brands within a retail outlet that are not available through any other outlet. At the extreme, the store brand is the only thing available at a store.
Store Image
A given consumer’s or target market’s perception of all the attributes associated with a retail outlet.
Unplanned Purchases
Purchases made in a retail outlet that are different from those the consumer planned to make prior to entering that retail outlet.
