Consumer Behavior Chapter 8 Key Terms

ABC Model of Attitudes - Emphasizes the interrelationships among knowing, feeling, and doing. Affect - Describes how a consumer feels about an attitude object. Attitude - Is a lasting, general evaluation of people (including oneself), objects, advertisements, or issues. Attitude Object - Anything toward which one has an attitude. Balance Theory - Considers how people perceive reltions Behavior - Refers to the actions he or she takes toward the object or in some cases at least his or her intentions to take action about it. Cognition - Is what he or she believes to be true about the attitude object. Cognitive Affective Model - Proposes that an emotional reaction is just the last step in a series of cognitive processes that follows sensory recognition of a stimulus and retrieval of information from memory that helps to categorize it. Compliance - This attitude is superficial; it is likely to change when others no longer monitor our behaviour or when another option becomes available. Ego-Defensive Function - Attitudes we form to protect ourselves either from external threats or internal feelings Experiential Hierarchy of Effects - We act on the basis of our emotional reactions. Foot-In-The-Door Technique - Self-perception theory helps to explain the effectiveness of a strategy salespeople. Functional theory of Attitudes - Explains how attitudes facilitate social behavior. Hierarchy of Effects - Explains the relative impact of the three components. Each hierarchy specifies that a fixed sequence of steps occur en route to an attitude. High-Involvement Hierarc