Motivation and Goals
Learning, Preferences and Attitudes
Knowledge, Judgment and Decision Making
Post- and Sequential Choice Processes
Grab Bag
100
The tension between one's current state and one's desired state that leads a person to engage energy towards some thought or action.
What is MOTIVATION?
100
Hoch and Ha (1986) provide evidence that advertising influences what is learned from what type of product experiences?
What is AMBIGUOUS?
100
A cognitive structure that organizes related concepts in memory.
What is a SCHEMA?
100
Mental simulation of different outcomes that may have occurred if behavior or circumstances had been different.
What is COUNTERFACTUAL THINKING.
100
A person's beliefs about what is expect of them by social others.
What are SUBJECTIVE NORMS?
200
The common variable of interest in MacKenzie (1986) and Pieters and Wedel (2007). This variable also influences perceived importance of a product attribute.
What is ATTENTION?
200
Contrary to popular beliefs at the time, Bettman, Luce and Payne (1998) argue that preferences are _________ at the time of choice.
What is CONSTRUCTED?
200
This heuristic proposes that perceived accuracy of a thought or belief is influenced by the readiness (or quickness) with which it comes to mind.
What is the AVAILABILITY (OR ACCESSIBILITY) HEURISTIC?
200
The objective, non-emotional result of the comparison of an expectation to an outcome that is better than was expected.
What is POSITIVE DISCONFIRMATION?
200
This theory explains dispositional (i.e. chronic) focus on promotion vs. prevention goals.
What is REGULATORY FOCUS theory?
300
This is the mathematical function that is convex in the gain domain and concave in the loss domain. It provides explanation for why people are motivated to avoid losses.
What is the VALUE FUNCTION?
300
The process by which attitudes may be changed, without involvement, following repeated exposure to advertisements or stimuli.
What is the MERE EXPOSURE EFFECT?
300
This component of consumer knowledge reflects the volume or frequency of consumer exposure to information about the product.
What is FAMILIARITY?
300
This type of bias results in selection of choice alternatives that require no change in state, but may or may not require an action to be made.
What is STATUS QUO BIAS?
300
Shiv and Huber (2000) conducted research that compared the effects of goals related to satisfaction to those related to choice (or the process of choosing). Their findings indicate that anticipating satisfaction influences choice behavior by increasing this behavior.
What is ENGAGING IN MENTAL IMAGERY or INCREASING FOCUS ON VIVID ATTRIBUTES.
400
Reasoning that relies on a set of set of cognitive processes: strategies for accessing, constructing, and evaluating beliefs that are biased by a wish, desire, or preference that concerns the outcome of a given reasoning task (Kunda 1990).
What is MOTIVATED REASONING?
400
Because product information is often encountered sequentially (rather than simultaneously), the findings of van Ossalaer and Alba's (2000) research on this phenomenon are very important to marketers who want to "teach" consumers about their products.
What is BLOCKING or THE PHENOMENON WHEREBY A PRIOR-LEARNED PREDICTIVE CUE INHIBITS LEARNING OF A LATER-PRESENTED PREDICTIVE CUE?
400
The principle that states that consumers experience a feeling that they know enough to make an accurate decision. This feeling endows them with confidence.
What is THE SUFFICIENCY PRINCIPLE?
400
Per Tsiros and Mittal (2000), there is no direct relationship between regret and which post-choice behavior?
What are COMPLAINT INTENTIONS?
400
Ratner and Kahn (2002) found that this individual difference variable moderated the relationship between 'expectation to have one's choice evaluated' and 'variety seeking behavior'.
What is SELF-MONITORING?
500
Per Muniz and O'Guinn (2001), these are the three markers of a "community".
What are SHARED CONSCIOUSNESS, RITUALS AND TRADITIONS, and A SENSE OF MORAL RESPONSIBILITY?
500
The two ways in which first or early entrant brands benefit from pioneer advantage.
What are PREFERENCE FORMATION and PROTOTYPICALITY?
500
When this effect is observed, a dominated option added to a choice set increases the choice of the dominating option. When this other effect is observed, an option that has some of the characteristics of two extreme options is preferred over the other two.
What are the ATTRACTION and COMPROMISE EFFECTS?
500
Per Zeelenberg et al. (1998), this is the difference between cognitions leading to regret vs. those leading to disappointment.
What is self-agency vs. other-agency or what is a focus how one's own actions could have been different vs. how the circumstances could have been different?
500
The common link between Shiv and Huber's (2000) work about the relationship between satisfaction and consumer choice and Simonson's (1992) work on regret, responsibility and purchase decisions.
What is a focus on the effects of ANTICIPATION?
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