Consumer Behavior: Key Concepts in Marketing and Psychology
Study online at https://quizlet.com/_jjjkpt
1. What are atmos- The conscious design of physical retail space (lighting, music, scent, layout, color)
pherics? to create emotional effects on shoppers and influence purchase behavior
2. Define time The feeling of having too little time relative to demands placed on you; drives
poverty demand for convenience products and services
3. Define timestyle An individual's subjective experience of time, including how they perceive, allocate,
and prioritize it
4. Who are co-con- Other people present during a consumption experience whose presence affects
sumers? satisfaction (crowded restaurant lowers it, full concert raises it)
5. What is the ex- Satisfaction equals the comparison between expectations and perceived per-
pectancy discon- formance. Performance above expectations is positive disconfirmation, equal is
firmation model? confirmation, below is negative disconfirmation
6. What is customer A strong positive emotional response that exceeds satisfaction; the customer was
delight? surprised and pleased beyond expectations
7. What is show- When consumers visit a physical store to examine a product but then purchase it
rooming? online, often at a lower price
8. What are an- Temporary mood or physiological conditions a consumer brings into a purchase
tecedent states? situation (hungry, tired, happy, stressed) that influence decisions
9. What is store per- The set of human-like traits consumers attribute to a retailer based on its atmos-
sonality? pherics, employees, merchandise, and communications
10. List product dis- Keep it (use, store, repurpose), get rid of permanently (throw away, give away,
posal options donate, recycle, sell), or get rid of temporarily (rent, loan)
11. What are tempo- Time-related variables that influence consumer behavior including time of day,
ral factors? season, and how much time the consumer has available
1/8
, Consumer Behavior: Key Concepts in Marketing and Psychology
Study online at https://quizlet.com/_jjjkpt
12. What is psycho- A consumer's subjective experience of time passing, which can feel faster or slower
logical time? than actual clock time depending on the situation
13. What is self-con- The beliefs a person holds about their own attributes and how they evaluate those
cept? qualities
14. Difference be- Actual self is a realistic appraisal of qualities you have. Ideal self is your conception
tween actual self of how you would like to be. The gap drives many purchases
and ideal self
15. What is self-es- The positivity of one's self-concept; low self-esteem consumers respond more to
teem? fear appeals and social validation
16. Define fantasy in A self-induced shift in consciousness that lets consumers compensate for a lack of
consumer behav- external stimulation or escape from reality, often used in advertising appeals
ior
17. What is self-fulfill- When a belief about oneself causes the person to act in ways that make the belief
ing prophecy? come true
18. What is self-con- An awareness of oneself; people high in public self-consciousness care more about
sciousness? appearance and brand image
19. What is A measure of how much people regulate behavior based on social cues; high
the self-monitor- self-monitors are more image-conscious and brand-driven
ing scale?
20. What is the ex- External objects we consider part of our identity, with levels including individual,
tended self? family, community, and group
21. What is the digi- The version of self people construct and present online through profiles, avatars,
tal self? and usernames; often closer to ideal self than actual self
22.
2/8
Study online at https://quizlet.com/_jjjkpt
1. What are atmos- The conscious design of physical retail space (lighting, music, scent, layout, color)
pherics? to create emotional effects on shoppers and influence purchase behavior
2. Define time The feeling of having too little time relative to demands placed on you; drives
poverty demand for convenience products and services
3. Define timestyle An individual's subjective experience of time, including how they perceive, allocate,
and prioritize it
4. Who are co-con- Other people present during a consumption experience whose presence affects
sumers? satisfaction (crowded restaurant lowers it, full concert raises it)
5. What is the ex- Satisfaction equals the comparison between expectations and perceived per-
pectancy discon- formance. Performance above expectations is positive disconfirmation, equal is
firmation model? confirmation, below is negative disconfirmation
6. What is customer A strong positive emotional response that exceeds satisfaction; the customer was
delight? surprised and pleased beyond expectations
7. What is show- When consumers visit a physical store to examine a product but then purchase it
rooming? online, often at a lower price
8. What are an- Temporary mood or physiological conditions a consumer brings into a purchase
tecedent states? situation (hungry, tired, happy, stressed) that influence decisions
9. What is store per- The set of human-like traits consumers attribute to a retailer based on its atmos-
sonality? pherics, employees, merchandise, and communications
10. List product dis- Keep it (use, store, repurpose), get rid of permanently (throw away, give away,
posal options donate, recycle, sell), or get rid of temporarily (rent, loan)
11. What are tempo- Time-related variables that influence consumer behavior including time of day,
ral factors? season, and how much time the consumer has available
1/8
, Consumer Behavior: Key Concepts in Marketing and Psychology
Study online at https://quizlet.com/_jjjkpt
12. What is psycho- A consumer's subjective experience of time passing, which can feel faster or slower
logical time? than actual clock time depending on the situation
13. What is self-con- The beliefs a person holds about their own attributes and how they evaluate those
cept? qualities
14. Difference be- Actual self is a realistic appraisal of qualities you have. Ideal self is your conception
tween actual self of how you would like to be. The gap drives many purchases
and ideal self
15. What is self-es- The positivity of one's self-concept; low self-esteem consumers respond more to
teem? fear appeals and social validation
16. Define fantasy in A self-induced shift in consciousness that lets consumers compensate for a lack of
consumer behav- external stimulation or escape from reality, often used in advertising appeals
ior
17. What is self-fulfill- When a belief about oneself causes the person to act in ways that make the belief
ing prophecy? come true
18. What is self-con- An awareness of oneself; people high in public self-consciousness care more about
sciousness? appearance and brand image
19. What is A measure of how much people regulate behavior based on social cues; high
the self-monitor- self-monitors are more image-conscious and brand-driven
ing scale?
20. What is the ex- External objects we consider part of our identity, with levels including individual,
tended self? family, community, and group
21. What is the digi- The version of self people construct and present online through profiles, avatars,
tal self? and usernames; often closer to ideal self than actual self
22.
2/8
