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Internal Influences Flashcards

(66 cards)

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1
Q

Innate or biogenic motivation

A

Needs that sustain life

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2
Q

Acquired or psychogenic

A

Learn in response to culture affection and learning

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3
Q

Goal selection

A

Personal experiences
Cultural values and norms
Accessibility in physical and social environment

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4
Q

Ethics for motivation

A

Marketers creating needs
Targeting vulnerable populations
Providing too many choices
Aggressive advertising

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5
Q

Aggression

A

Protect self esteem

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6
Q

Rationalisation

A

Plausible reason why not

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7
Q

Withdrawal

A

From situation

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8
Q

Escapism

A

Seek to live out fantasy

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9
Q

Regression

A

Childish behaviour

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10
Q

Projection

A

Projecting blame on others

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11
Q

Repression

A

Repressing unsatisfied need

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12
Q

Absolute threshold

A

Lowest level we can experience a sensation

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13
Q

Differential threshold

A

Jnd

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14
Q

Perpetual selection

A

Related to motives at the time
Attention getting devices
Consistent with previous experiences

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15
Q

Selective exposure

A

Seek pleasant messages avoid unpleasant

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16
Q

Selective attention

A

Great deal of selectivity in amount of attention they give stimuli

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17
Q

Perpetual defence

A

Screen out

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18
Q

Perpetual blocking

A

Tuning out

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19
Q

Intrinsic cues

A

Size flavour colour

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20
Q

Extrinsic cues

A

Price store image brand

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21
Q

Classical condition

A

Automatic response to a situation through repeated exposure

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22
Q

Stimulus generalisation

A

Responding the same way to slightly different stimuli

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23
Q

Stimulus discrimination

A

Selection of one stimulus from among other stimuli

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24
Q

Elements of consumer learning

A

Motivation
Cues
Response
Reinforcement

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25
Cues
Direct consumer drives when consistent with consumer expectations.
26
Instrumental (operant) conditioning
Formed as a result of rewards B.F skinner Brand loyalty from product trial
27
Strategic applications of operant
Customer satisfaction Relationship marketing Reinforcement schedules Shaping
28
Schema
Total package of associations brought to mind when cue is activated
29
Actual self image
How consumers see themselves
30
Ideal self image
How they would like to see themselves
31
Social self image
How consumers feel others should see them
32
Ideal social self image
How they would like others to see them
33
Expected self image
How they expect to see themselves in the future
34
id
Impulsive drives operates on the pleasure principle
35
Superego
Expression of moral and ethical codes
36
Ego
Conscious control balances id and superego
37
Trait theory
Combination of traits ``` Neuroticism Extroversion Openness to experiences Agreeableness Conscientiousness ```
38
Neuroticism
Fear Sadness Embarrassment
39
Extroversion
Tendency to interact with the world
40
Openness to experience
Seek variety
41
Agreeableness
Tendency to move towards people
42
Conscientiousness
Tendency to control impulses and pursue goals
43
Customer susceptibility to interpersonal influence
Enhances ones image in the opinion of others | Willingness to conform to expectations of others
44
Cognitive model
Concept of bounded rationality-consumers can't be rational in economic sense but strive to make best decisions Develop heuristics for decision making Between passive and economic
45
Emotional model
Associate feelings with purchased Less time evaluating alternatives You deserve it
46
Passive model
Consumer as a submissive Impulsive purchasers Fails to recognise consumer can play an equal
47
Economic model
Rational decisions be aware of alternatives | People limited by extent of knowledge and goals
48
Stages of model
``` Need recognition Search for info Evaluation of alternatives Purchase Consumption Post purchase evaluation ```
49
Desire state
Desire for something triggers decision process
50
Actual state
Existing product solutions do not meet existing need
51
Extensive problem solving
No establishes criteria Have not narrowed number of brands for evoked set Needs lots of info Expensive items All seven stages
52
Limited problem solving
Established basic criteria Not fully established preferences More info to choose between brands Don't have time or motivation for eps
53
Routinised response behaviour
Some experience with orduct category Routine purchased
54
Cognitive component
Descriptive beliefs Evaluative beliefs Normative beliefs
55
Descriptive beliefs
Connects object to person or outcome
56
Evaluative beliefs
Connects object to personal likes and dislikes
57
Normative beliefs
Moral and ethical judgements in relation to someone's acts
58
Affective component
Our feelings or emotional reactions to an object
59
Behavioural component
Ones tendencies to respond in a certain manner
60
Learning hierarchy
Cognitive affective conative
61
Emotional hierarchy
Affective conative cognitive
62
Low involvement hierarchy
Conative affective cognitive
63
Changin basic motivational function
Utilitarian function Ego defensive function Valu expressive function Knowledge function
64
Altering components of multi attribute model
Changing eval of attributes Changing brand beliefs Adding attribute Changing overall brand rating
65
Utilitarian function
Brands utility or its value or helpfulness
66
Ego defensive function
Providing sense of security and personal confidence

Consumer behaviour (2 decks)

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