Term
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Definition
P.128
Refers to the processes that lead people to behave as they do.
An internal state that activates goal-oriented behavior. |
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Term
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Definition
P.129
The desire to satisfy a biological need in order to reduce physiological arousal. |
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Term
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Definition
P.129
Manifestation of a need.
Particular form of consumption chosen to satisfy a need. |
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Term
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Definition
P.130
Concept that focuses on biological needs that produce unpleasant states of arousal. |
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Term
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Definition
P.130
The state of being in which the body is in physioloical balance: goal-oriented behavior attempts to reduce or eliminate an unpleasant motivational state and return to a balanced one. |
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Term
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Definition
P.131
The perspecrive that behavior is largely "pulled" by expectations of achieving desirable outcomes, or positive incentives, rather than "pushed" from within. |
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Term
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Definition
P.132
Needs that people are born with such as food, water, air, and shelter. |
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Term
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Definition
P.132
Needs that are not innate. They include status, power, and affiliation. |
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Term
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Definition
P.133
Emphasize the objective, tangible attributes of the product. |
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Term
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Definition
P.133
Subjective and experiental. Look for product to meet need of excitement, self-confidence, or fantasy. |
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Term
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Definition
P.133
Can be positive or negative |
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Term
| Approach-Approach Conflict |
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Definition
P.133
A person must choose between two desirable alternatives. |
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Term
| Theory of Cognitive Dissonance |
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Definition
P.134
Theory based on the premise that a state or tension is created when beliefs or behaviors conflict with one another; people are motivated to reduce this inconsistency. |
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Term
| Approach-Avoidance Conflict |
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Definition
P.134
A person desires a goal but wishes to avoid it at the same time. |
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Term
| Avoidance-Avoidance Conflict |
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Definition
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Term
| Avoidance-Avoidance Conflict |
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Definition
P.134
A person faces a choice between two undesirable alternatives. |
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Term
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Definition
P.137
The motivation to process product related information.
A persons percieved relevance of the object based on their inherent needs, values, and interests. |
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Term
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Definition
P.138
Situation in which consumers are truly involved with a product, an ad, or a web site. |
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Term
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Definition
P.138
The process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives. |
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Term
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Definition
P.140
Items that command fierce consumer loyalty and devotion. |
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Term
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Definition
P.141
The personalization of products and services for individual customers at a mass-production price. |
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Term
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Definition
P.141
A practice where freelancers and fans film their own commercials for favorite products and post them on Web sites. |
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Term
| Interactive Mobile Marketing |
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Definition
P.142
Real-time promotional campaigns targeted to consumers' cell phones. |
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Term
| Consumer-Generated Content |
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Definition
P.145
Everyday people can voice their oppinion about products, brands, and companies on blogs, podcasts and social networking sites and film their own commercials they post on web sites. |
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Term
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Definition
P.145
The rebirth of the internet as a social, interactive medium from its original roots as a form of one-way transmission from producers to consumers. |
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Term
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Definition
P.146
Short films based on scenes from games or events that occur in virtual worlds. |
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Term
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Definition
P.147
A belief that some condition is preferable to its opposite. |
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Term
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Definition
P.150
A culture's ranking of the relative importance of values. |
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Term
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Definition
P.150
Common general values held by a culture. |
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Term
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Definition
P.150
The process of learning the beliefs and behaviors endorsed by one's own culture. |
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Term
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Definition
P.150
The process of learning the beliefs and behaviors endorsed by another culture. |
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Term
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Definition
P.151
End states desired by members of a culture. |
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Term
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Definition
P.151
Goals endorsed because they are needed to achieve desired end states, or terminal values. |
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Term
| List of Values (LOV) Scale |
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Definition
P.152
Identifies consumer segments based on the values members endorse and relates each value to differences in consumption behaviors. |
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Term
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Definition
P.155
People who believe that once basic needs are satisfied, additional income does not lead to happiness. |
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Term
| Conscientious Consumerism |
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Definition
P.155
A new value that combines a focus on personal health with a concern for global health. |
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Term
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Definition
P.155
"Lifestyles of health and sustainability" a consumer segment that worries about the environment, wants products to be produced in a sustainable way, and who spends money to advance what they see as their personal development and potential. |
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Term
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Definition
P.160
The importance consumers attach to worldly possessions. |
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Term
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Definition
P.161
Reducing reliance on possessions and trying to get by with less. |
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