Chapter 1
This is the positive results of consumption experiences
Benefits
This is a personal assessment of the net worth obtained from an activity
This refers to a consumer’s awareness of and interpretation of reality
Perception
This is the psychological process by which knowledge is recorded
Memory
This is a transient and general affective state
Mood
This is a set of value-seeking activities that take place as people go about addressing their real needs.
Consumer behavior
This is the feelings associated with objects or activities
Affect
This is the change in behavior that occurs simply through associating some stimulus with another stimulus that naturally causes some reaction; a type of unintentional learning
Classical conditioning
This is a yearning to relive the past that can produce lingering emotions
Nostalgia
This is the degree of personal relevance a consumer finds in pursuing value from a particular category of consumption
Consumer involvement
This includes the activities based on the belief that the firm’s performance is enhanced through repeat business
Relationship marketing
This is the degree of how sensitive a consumer is to changes in some product characteristic
Elasticity
This is the effect that leads consumers to prefer a stimulus to which they have previously been exposed
Mere exposure effect
This is the process of grouping stimuli by meaning so that multiple stimuli can become one memory unit
Chunking
This is the awareness of the emotions experienced in a given situation and the ability to control reactions to these emotions
Emotional intelligence
This is the approach that addresses questions about consumer behavior using numerical measurement and analysis tools
Quantitative research
This is a common condition in which a shortsighted company views itself in a product business rather than in a value- or benefits-producing business
Marketing myopia
This is the giving of humanlike characteristics to inanimate objects
Anthropomorphism
This is the network of mental pathways linking knowledge within memory; sometimes referred to as a semantic network
Associative network
This is a theory that puts forward the notion that consumers orient their behavior either through a prevention or promotion focus
Regulatory focus theory
This is a theory that explains why companies succeed or fail; the firm goes about obtaining resources from consumers in return for the value the resources create
Resource-advantage theory
This is a systematic information management system that collects, maintains, and reports detailed information about customers to enable a more customer-oriented managerial approach
Customer Relationship Management (CRM)
This is a condition in which one stimulus is sufficiently stronger than another so that someone can actually notice that the two are not the same
JND – (just noticeable difference)
This is the theoretical work that explains ways in which communications convey meaning beyond the explicit or obvious interpretation
Signal Theory
This is a theory of human motivation that describes consumers’ actions as addressing a finite set of prioritized needs
Maslow’s hierarchy of needs