Term
| Behavioral Influence Perspective |
|
Definition
| the view that consumer decisions are learned responses to environmental cues |
|
|
Term
| Blissful Ignorance Effect |
|
Definition
| states that people who have details about a prodcut before they buy it do not expect to be as happy with it as do those who got only ambiguous information |
|
|
Term
|
Definition
| consumers who supply product reviews online |
|
|
Term
|
Definition
| repeat purchasing behavior that reflects a conscious decision to continue buying the same brand |
|
|
Term
|
Definition
| brands that are particularly relevant examples of a broader classification |
|
|
Term
| Cognitive Processing Style |
|
Definition
| a predispotition to process information; some of us tend to have a rational system or cognition (analytical, logical) while others rely on experiential system of cognition (holistic) |
|
|
Term
| Compensatory Decision Rules |
|
Definition
| a set of rules that allows information about attributes of competing prodcuts to be averaged in some way; poor standing on one attribute can potentially be offset by good standing on another |
|
|
Term
|
Definition
| the products a consumer actually deliberates about choosing |
|
|
Term
|
Definition
| a condition where the large number of available optionsforces us to make repeated choices that drain psychological energy and diminish our ability to make smart decisions |
|
|
Term
|
Definition
| original country from which a product is produced. Can be an important piece of information in the decision-making process |
|
|
Term
|
Definition
| intermediary that helps to filter and organize online market information so that consumers can identify and evaluate alternatives more efficiently |
|
|
Term
|
Definition
| the attributes actually used to differentiate among choices |
|
|
Term
| Electronic Recommendation Agent |
|
Definition
| a software tool that tries to understand a human decision maker's multiattribute preferences for a product category by asking the user to communicate his or ger preferences. Based on that data, the software then recommends a list of alternatives sorted by the degree that they fit with the person's preferences |
|
|
Term
|
Definition
| the belief in the superiority of ones' own country's practices and products |
|
|
Term
|
Definition
| the dimensions used by consumers to compare competing product alternatives |
|
|
Term
|
Definition
| those products already in memory plus those prominent in the retail environment that are actively considered during a consumer's choice process |
|
|
Term
|
Definition
| an approach stressing the Gestalt or totality of the product or service experience, focusing on consumers' affective responses in the marketplace |
|
|
Term
|
Definition
| an elaborate decision making process, often initiated by a motive that is fairly central to the self-concept and accompanied by perceived risk; the consumer tries to collect as much information as possible and carefully weighs product alternatives |
|
|
Term
|
Definition
| the tendency of manufacturers to add layers of complexity to products that make them harder to understand and use |
|
|
Term
|
Definition
| inflated claims about a product's environmental benefits |
|
|
Term
|
Definition
| choices made with little or no conscious effort |
|
|
Term
|
Definition
| the mental rules of thumb that lead to a speedy decision |
|
|
Term
|
Definition
| the medical term for people who have farsighted vision; describes people who are so obsessed with preparing for the future that they can't enjoy the present |
|
|
Term
| Incidental Brand Explosive |
|
Definition
| an experimental technique that involves showin product logos to respondents without their conscious awareness |
|
|
Term
|
Definition
| the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives |
|
|
Term
|
Definition
| the process by which the consumer surveys his or her environment for appropriate data to make a reasonable decision |
|
|
Term
|
Definition
| software programs that learn from past user behavior in order to recommend new purchases |
|
|
Term
|
Definition
| organized system of concepts relating to brands, stores and other concepts |
|
|
Term
|
Definition
| a problem solving process in which consumers are not motivated to search for information or to rigorously evaluate each alternative; instead they use simple decision rules to arrive at a purchase decision |
|
|
Term
|
Definition
| people who read at a very low level; tend to avoid situations where they will have to reveal their inability to master basic consumption decisions such as ordering from a menu |
|
|
Term
|
Definition
| a consumer's specific beliefs or decision rules pertaining to marketplace phenomena |
|
|
Term
|
Definition
| principle that states that decisions are inflenced by the way a problem is posed |
|
|
Term
|
Definition
| a new technique that uses a brain scanning device called functional magnetic resonance imaging that tracks blood flow as people perform mental tasks; scientists know that specific regions of the brain light up in these scans to show increased blood flow when a person recognizes a face, hears a song, makes a decision, senses deception; now they are tyring to harness this technology to measure consumers' reactions to movie trailers choices about automobiles they appeal of a pretty face and loyalty to specific brands |
|
|
Term
|
Definition
| consumers who almost automatically search for information online before they buy |
|
|
Term
| Noncompensatory Decision Rules |
|
Definition
| decision shortcuts a consumer makes when a product with a low standing on one attribute cannot make up for this position by being better on another attribute |
|
|
Term
|
Definition
| belief that a product has potentially negative consequences |
|
|
Term
|
Definition
| the process that occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired or ideal state; this regonition initiates the decision making process |
|
|
Term
|
Definition
| communicates an underlying quality of a product through the use of apects that are only visible in the ad |
|
|
Term
|
Definition
| a descriptive model of how people make choices |
|
|
Term
|
Definition
| initial impulses to buy in order to satisfy our needs increase the lieklihood that we will buy even more |
|
|
Term
|
Definition
| a view of the consumer as a careful, analytical decision maker who tries to maximize utility in purchase decisions |
|
|
Term
|
Definition
| a reward system based on recognition of one's expertise by others who read online product reviews |
|
|
Term
| Search Engine Optimization |
|
Definition
| the process of devising online entries to maximize the lieklihood they will appear when consumers search for a term online |
|
|
Term
|
Definition
| softwaare that helps consumers access information based upon their specific requests |
|
|
Term
|
Definition
| states that we need no longerrely soley on big hits to find profits; companies can also make money if they sell small amounts of items that only a few people want - if they sell enough different items |
|
|
Term
|
Definition
| the desire to choose new alternatives over more familiar ones |
|
|
Term
|
Definition
| pattern that describes the tendency for the most robust effect to be far more powerful than others in its class; applies to consumer behavior in terms of buyers' overwhelming preferencess for the market leader in a product category |
|
|
