Final Exam Consumer Behavior Flashcards
(29 cards)
What are attitudes?
An attitude is a psychological tendency expressed by evaluating a particular entity with some degree of favor or disfavor.
What is the ABC Model of Attitudes?
The ABC Model of Attitudes consists of Affective/Emotional, Belief/Cognitions, and Conation/Intent.
What does Affective/Emotional refer to in the ABC Model?
Feelings or emotions toward an object.
What does Belief/Cognitions refer to in the ABC Model?
Thoughts or beliefs about an object.
What does Conation/Intent refer to in the ABC Model?
Behavioral intentions or actions toward an object.
What is High-Low Involvement Attitude?
High involvement = deep processing, more cognitive effort; Low involvement = shallow processing, little cognitive effort.
What is the FCB Grid?
The FCB Grid categorizes decision-making into High Involvement Think, Low Involvement Think, High Involvement Feel, and Low Involvement Feel.
What is the Central Route in the Elaboration Likelihood Model (ELM)?
High involvement, thoughtful processing.
What is the Peripheral Route in the Elaboration Likelihood Model (ELM)?
Low involvement, quick and emotional responses.
What are the three paths in the Elaboration Likelihood Model?
Cognitive Response, Affective Response, Behavioral Response.
What are the three strategies to mold attitudes?
Change Beliefs, Change Affect, Change Conation.
What are the five types of appeal?
Emotional/Rational, Humor, Fear, Sexual, Two-sided vs. One-sided.
What is the Match-Up Hypothesis?
The source’s attributes should match the product’s attributes.
What are reference groups?
Groups that influence an individual’s attitudes, values, or behaviors.
What are the five types of reference groups?
Primary/Secondary, Associative/Dissociative, Formal/Informal, Ascribed/Choice, Membership/Symbolic.
What are the three types of influence from reference groups?
Normative, Identification, Informational.
What is the Social Comparison theory?
Comparing yourself to others.
What are the five steps in the consumer decision-making process?
Problem Recognition, Information Search, Alternative Evaluation, Choice, Post-Purchase Evaluation.
What is Problem Recognition?
Realization of a need.
What is Information Search?
Gathering information from internal and external sources.
What are Non-compensatory Models in Alternative Evaluation?
Conjunctive, Disjunctive, Lexicographic, Elimination by Aspects.
What is the Availability Heuristic?
Making decisions based on readily available information.
What is the Framing Effect?
Decision influenced by how information is presented.
What is the Model of Consumer Satisfaction?
Dissatisfaction → Satisfaction → Delight.
