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Giáo trình Consumer behavior buying having and being 12th global edtion by r solomon Giáo trình Hành vi mua hàng hành vi khách hàng Giáo trình Consumer behavior buying having and being 12th global edtion by r solomon Giáo trình Hành vi mua hàng hành vi khách hàng
MyLab Marketing: Improves Student Engagement Before, During, and After Class BREAKTHROUGH To better results Prep and Engagement OUGH KTHR BREA • NEW! VIDEO LIBRARY – Robust video library with over 100 new book-specific videos that include easy-to-assign assessments, the ability for instructors to add YouTube or other sources, the ability for students to upload video submissions, and the ability for polling and teamwork • Decision-making simulations – NEW and improved feedback for students Place your students in the role of a key decision-maker! Simulations branch based on the decisions students make, providing a variation of scenario paths Upon completion students receive a grade, as well as a detailed report of the choices and the associated consequences of those decisions • Video exercises – UPDATED with new exercises Engaging videos that bring business concepts to life and explore business topics related to the theory students are learning in class Quizzes then assess students’ comprehension of the concepts covered in each video • Learning Catalytics – A “bring your own device” student engagement, assessment, and classroom intelligence system helps instructors analyze students’ critical-thinking skills during lecture • Dynamic Study Modules (DSMs) – UPDATED with additional questions Through adaptive learning, students get personalized guidance where and when they need it most, creating greater engagement, improving knowledge retention, and supporting subject-matter mastery Also available on mobile devices Decision Making Critical Thinking • Writing Space – UPDATED with new commenting tabs, new prompts, and a new tool for students called Pearson Writer A single location to develop and assess concept mastery and critical thinking, the Writing Space offers automatic graded, assisted graded, and create your own writing assignments, allowing you to exchange personalized feedback with students quickly and easily Writing Space can also check students’ work for improper citation or plagiarism by comparing it against the world’s most accurate text comparison database available from Turnitin • Additional Features – Included with the MyLab are a powerful homework and test manager, robust gradebook tracking, Reporting Dashboard, comprehensive online course content, and easily scalable and shareable content http://www.pearsonmylabandmastering.com This page intentionally left blank Consumer Behavior Buying, Having, and Being Twelfth Edition Global Edition Michael R Solomon Saint Joseph’s University Boston Columbus Indianapolis New York San Francisco Amsterdam Cape Town Dubai London Madrid Milan Munich Paris Montréal Toronto Delhi Mexico City São Paulo Sydney Hong Kong Seoul Singapore Taipei Tokyo Vice President, Business Publishing: Donna Battista Editor-in-Chief: Stephanie Wall Acquisitions Editor: Mark Gaffney Editorial Assistant: Eric Santucci Vice President, Product Marketing: Maggie Moylan Director of Marketing, Digital Services and Products: Jeanette Koskinas Senior Product Marketing Manager: Alison Haskins Executive Field Marketing Manager: Adam Goldstein Field Marketing Manager: Lenny Ann Raper Product Marketing Assistant: Jessica Quazza Team Lead, Program Management: Ashley Santora Program Manager: Jennifer M Collins Team Lead, Project Management: Jeff Holcomb Project Manager: Becca Groves Project Manager, Global Edition: Sudipto Roy Associate Acquisitions Editor, Global Edition: Ishita Sinha Senior Project Editor, Global Edition: Daniel Luiz Manager, Media Production, Global Edition: M Vikram Kumar Senior Manufacturing Controller, Production, Global Edition: Trudy Kimber Operations Specialist: Carol Melville Creative Director: Blair Brown Art Director: Janet Slowik Cover Image: © Lukasz Janyst/Shutterstock Vice President, Director of Digital Strategy and Assessment: Paul Gentile Manager of Learning Applications: Paul DeLuca Digital Editor: Brian Surette Director, Digital Studio: Sacha Laustsen Digital Studio Manager: Diane Lombardo Digital Studio Project Manager: Monique Lawrence Digital Studio Project Manager: Alana Coles Digital Studio Project Manager: Robin Lazrus Full-Service Project Management and Composition: Integra Software Services Pvt Ltd Pearson Education Limited Edinburgh Gate Harlow Essex CM20 2JE England and Associated Companies throughout the world Visit us on the World Wide Web at: www.pearsonglobaleditions.com © Pearson Education Limited 2018 The rights of Michael R Solomon to be identified as the author of this work have been asserted by him in accordance with the Copyright, Designs and Patents Act 1988 Authorized adaptation from the United States edition, entitled Consumer Behavior: Buying, Having, and Being, 12th edition, ISBN 978-0-13-412993-8, by Michael R Solomon, published by Pearson Education © 2017 All rights reserved No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without either the prior written permission of the publisher or a license permitting restricted copying in the United Kingdom issued by the Copyright Licensing Agency Ltd, Saffron House, 6–10 Kirby Street, London EC1N 8TS All trademarks used herein are the property of their respective owners The use of any trademark in this text does not vest in the author or publisher any trademark ownership rights in such trademarks, nor does the use of such trademarks imply any affiliation with or endorsement of this book by such owners ISBN 10: 1-292-15310-5 ISBN 13: 978-1-292-15310-0 British Library Cataloguing-in-Publication Data A catalogue record for this book is available from the British Library 10 14 13 12 11 10 Typeset in 9.5/12 Utopia by Integra Software Services Pvt Ltd Printed and bound by Vivar in Malaysia Brief Contents Section Section Section Section ● ● ● ● Foundations of Consumer Behavior 25 Chapter Buying, Having, and Being: An Introduction to Consumer Behavior Chapter Consumer and Social Well-Being 26 56 Internal Influences on Consumer Behavior Chapter Perception Chapter Learning and Memory 130 Chapter Motivation and Affect 172 Chapter The Self: Mind, Gender, and Body 200 Chapter Personality, Lifestyles, and Values 242 95 96 Choosing and Using Products 283 Chapter Attitudes and Persuasive Communications Chapter Decision Making Chapter 10 Buying, Using, and Disposing 284 334 380 Consumers in Their Social and Cultural Settings Chapter 11 Groups and Social Media 414 Chapter 12 Income and Social Class 446 Chapter 13 Subcultures Chapter 14 Culture 413 478 514 This page intentionally left blank Contents About the Author 11 New to this Edition! 13 Preface 15 Acknowledgments 21 Section Foundations of Consumer Behavior 25 ● Chapter ● Buying, Having, and Being: An Introduction to Consumer Behavior 26 Consumer Behavior: People in the Marketplace 27 What Is Consumer Behavior? 28 Consumer Behavior Is a Process 29 Consumers’ Impact on Marketing Strategy 30 Consumers Are Different! How We Divide Them Up 30 Marketing’s Impact on Consumers 35 Popular Culture Is Marketing Is Popular Culture … 35 All the World’s a Stage 37 What Does It Mean to Consume? 39 What Do We Need—Really? 40 The Global “Always-On” Consumer 41 The Digital Native: Living a Social [Media] Life 41 Consumer Behavior as a Field of Study 44 Where Do We Find Consumer Researchers? 44 Interdisciplinary Influences on the Study of Consumer Behavior 45 Two Perspectives on Consumer Research 46 Should Consumer Research Have an Academic or an Applied Focus? 48 Taking It from Here: The Plan of the Book 50 Chapter Summary 51 Key Terms 51 Review 52 Consumer Behavior Challenge 52 Case Study 53 Notes 54 Chapter ● Consumer and Social Well-Being 56 Business Ethics and Consumer Rights 57 Needs and Wants: Do Marketers Manipulate Consumers? 58 Consumers’ Rights and Product Satisfaction 63 Market Regulation 66 Consumerism 66 Transformative Consumer Research 68 Social Marketing and Corporate Social Responsibility (CSR) 68 Major Policy Issues Relevant to Consumer Behavior 70 Data Privacy and Identity Theft 70 Market Access 72 Sustainability and Environmental Stewardship 73 The Dark Side of Consumer Behavior 78 Consumer Terrorism 78 Addictive Consumption 79 Consumed Consumers 81 Illegal Acquisition and Product Use 82 Chapter Summary 83 Key Terms 84 Review 84 Consumer Behavior Challenge 84 Case Study 85 Notes 87 Section Data Case 91 Section ● Internal Influences on Consumer Behavior 95 Chapter ● Perception 96 Sensation 96 Hedonic Consumption 98 Sensory Marketing 99 The Stages of Perception 108 Stage 1: Exposure 108 Stage 2: Attention 113 Stage 3: Interpretation 117 Contents Chapter Summary 124 Key Terms 125 Review 125 Consumer Behavior Challenge 125 Case Study 126 Notes 127 Chapter ● Learning and Memory 130 How Do We Learn? 130 Behavioral Learning Theories 131 Marketing Applications of Classical Conditioning Principles 133 Marketing Applications of Instrumental Conditioning Principles 140 Gamification: The New Frontier for Learning Applications 140 Cognitive Learning Theory 142 How Do We Learn to Be Consumers? 144 Memory 150 How Our Brains Encode Information 151 Memory Systems 152 How Our Memories Store Information 152 How We Retrieve Memories When We Decide What to Buy 156 What Makes Us Forget? 157 How We Measure Consumers’ Recall of Marketing Messages 159 Bittersweet Memories: The Marketing Power of Nostalgia 161 Chapter Summary 163 Key Terms 164 Review 164 Consumer Behavior Challenge 165 Case Study 166 Notes 167 Chapter ● Motivation and Affect 172 The Motivation Process: Why Ask Why? 172 Motivational Strength 173 Motivational Direction 174 How We Classify Consumer Needs 177 Affect 180 Types of Affective Responses 180 Positive Affect 181 Negative Affect 183 How Social Media Tap into Our Emotions 185 Consumer Involvement 185 Types of Involvement 187 Chapter Summary 194 Key Terms 194 Review 194 Consumer Behavior Challenge 195 Case Study 196 Notes 197 Chapter ● The Self: Mind, Gender, and Body 200 The Self 200 Does the Self Exist? 201 Self-Concept 201 Are We What We Buy? 205 The Extended Self 208 Embodied Cognition 210 The Digital Self 211 Gender Identity 212 Sex Role Socialization 213 Gender Identity Versus Sexual Identity 214 Sex-Typed Products 215 The Body 221 Ideals of Beauty 222 Body Decoration and Mutilation 228 Chapter Summary 232 Key Terms 232 Review 233 Consumer Behavior Challenge 233 Case Study 235 Notes 236 Chapter ● Personality, Lifestyles, and Values 242 Personality 243 Consumer Behavior on the Couch: Freudian Theory 243 Neo-Freudian Theories 246 Trait Theory 249 Brand Personality 253 Lifestyles and Consumer Identity 258 Product Complementarity and Co-Branding Strategies 261 Psychographics 262 Values 267 Core Values 268 How Do Values Link to Consumer Behavior? 271 Contents Chapter Summary 274 Key Terms 274 Review 275 Consumer Behavior Challenge 275 Case Study 276 Notes 277 Section Data Case 280 Cognitive Decision Making 339 Steps in the Cognitive Decision-Making Process 339 Neuromarketing 343 Online Decision Making 346 How Do We Put Products into Categories? 347 Habitual Decision Making 352 Priming and Nudging 353 Heuristics: Mental Shortcuts 354 Section ● Choosing and Using Products 283 Collective Decision Making 356 B2B Decision Making 357 How Does B2B Decision Making Compare to Consumer Decision Making? 358 B2B E-Commerce 360 Chapter ● Attitudes and Persuasive Communications 284 The Intimate Corporation: Family Decision Making 361 How Families Decide 362 The Wife 365 The Husband 366 The Power of Attitudes 285 The ABC Model of Attitudes 286 Hierarchies of Effects 286 How Do We Form Attitudes? 289 All Attitudes Are Not Created Equal 289 The Consistency Principle 290 Self-Perception Theory 291 Social Judgment Theory 292 Balance Theory 292 Attitude Models 296 Do Attitudes Predict Behavior? 298 Trying to Consume 302 Persuasion: How Do Marketers Change Attitudes? 302 Decisions, Decisions: Tactical Communications Options 303 The Elements of Communication 304 The Source 306 The Message 311 New Message Formats: The Social Media Revolution 315 Reality Engineering 317 Types of Message Appeals 319 The Source Versus the Message: Do We Sell the Steak or the Sizzle? 322 Chapter Summary 324 Key Terms 325 Review 326 Consumer Behavior Challenge 326 Case Study 328 Notes 329 Chapter ● Decision Making 334 What’s Your Problem? 335 Hyperchoice 335 Self-Regulation 336 Chapter Summary 368 Key Terms 369 Review 370 Consumer Behavior Challenge 370 Case Study 373 Notes 375 Chapter 10 ● Buying, Using, and Disposing 380 Situational Effects on Consumer Behavior 381 The Consumption Situation 381 Temporal Factors 382 The Shopping Experience 385 E-Commerce: Clicks Versus Bricks 388 Retailing as Theater 389 In-Store Decision Making 392 The Salesperson: A Lead Role in the Play 395 Ownership and the Sharing Economy 395 Postpurchase Satisfaction and Disposal 397 Postpurchase Satisfaction 397 Product Disposal 398 Chapter Summary 401 Key Terms 402 Review 402 Consumer Behavior Challenge 403 Case Study 404 Notes 405 Section Data Case 409 616 Indexes impact on consumers, 30, 35–44 income-based, 451–454 lifestyle marketing, 260 motivational research and, 245 necessity of, 58–60 objectives of, 58 opportunities in, 30, 37, 74, 105, 131, 134, 144, 152, 155, 186, 188, 206, 221, 246, 260, 268, 294, 351, 361, 389, 415, 417, 451, 495, 525 permission marketing, 304–305 pitfalls in, 31, 62, 66, 68, 108, 111, 202, 204, 215, 229, 253, 258, 298, 309, 320, 340, 420, 449, 460, 461, 462, 468, 498, 542–543, 549–550 popular culture of, 35–37 positioning strategy, 123–124 principles in, 119 purpose of, 60, 62 recalling messages (See Recall) relationships and, 69 religion and, 490 repetition and, 134 responding to, 343–345, 345p sensory, 99–107 social class and, 459 strategies for, 549–551 Marketing managers See Marketers Market mavens, 428 Market mediation, 270 Marketplace ritual, 527 Marketplace sentiments, 65 Market regulation, 66 Marketscape themes, 389 Market segmentation strategies, 27, 382, 383t Marriage See Weddings, rituals in Marry up See Hierogamy (marry up) Martyrdom effect, 315 Masculinism, 217 Masculinity, 214–215, 217, 223, 245t, 551 Masking effects, 143 Mass class, 462, 463, 468 Mass connectors, 438 Mass culture, 30 See also Culture Mass customization, 189–190 Mass fashion, 543 Massive multiplayer online games (MMOGs), 42–43, 212 Massive multiplayer online role-playing games (MMORPGs), 42–43, 212 Mass protests, 64p Mastery over environment, 245t Material accumulation, 182 Materialism, 59, 61–63, 69, 451 See also under Lifestyles Material parenting, 496 Mature market, 500–503 Maximizing solution, 354 M-commerce, 316 Meaning See also Interpretation; Semiotics of color, 103, 258 culture and, 309 as level of knowledge, 155 memory and, 151, 152, 154–155 metaphors and, 321–322 perception of, 98 of products, 39–40, 148, 262 of stimuli, 108, 115, 117–119, 133–134, 151 types of, 154–155 Means–end chain model, 272 Means of production, 455 Media See also Social media augmented reality, 99 beauty and, 223 body image and, 48 censoring, 145 depiction of reality by, 147 literacy and, 59, 73 marketing and, 37, 68t, 132, 266 message involvement, 191 multitasking and usage of, 111–112 personality trait analysis, 250 rich media, 113–114 as socialization agent, 144, 269 Media democratization, 537 Media literacy, 59, 73 Media multiplexity, 432 Media snacker, 111 Mediating figures, 522 Medical model of fashion, 543–544 Medical tourism, 229–230 Medication adherence, 298 Meerkating, 205 Megachurches, 489, 490p Megacity, 41 Megaphone Effect, 436 Melanoma, 229 Membership reference groups, 417 Meme theory, 543–544 Memetics, 560n125 Memory See also specific kinds of memory activation models of, 152, 153, 154 associative networks, 153–154, 154f attitude accessibility perspective, 301 childhood, 104 defined, 150 encoding information, 151–152 experimental psychology, 45t forgetfulness, 157–159, 450 information encoding and, 151–152 information storage/retrieval, 147, 182, 289 interpretational biases, 119 lapses in, 160–161 measuring, 159–161 neuromarketing and, 345–347 nostalgia and, 161–163 observational learning, 143 organizational memory, 357 pictures and, 312, 534 positive/negative associations, 134 repetition and, 132 retrieving, 156 sharing memories, 154 stimulus organization, 118 storing information, 152–155 systems of, 152 types of, 150f Men advertising toward, 31–32, 44, 58, 124, 142, 220, 265 androgynous lifestyles of, 218 attractiveness of, 36 body decoration by, 228, 229, 231, 293–294 body image of, 202 color and, 102 compulsiveness of, 80 cosmetic surgery for, 230 experience of, 499 financial management by, 363 gender identity versus sexual identity, 213, 214–215 gift giving by, 529 ideals of beauty, 222, 223, 228–229 information search by, 340 as innovative communicators, 427 mood of, 110 odor and, 104 as opinion leaders, 427 personality traits of, 252 product selections by, 364, 366 role of, in family, 366–367, 493 sex appeals and, 244, 245, 320 sex roles, 213, 216–217, 366–367 social class of, 459 time poverty and, 384 traditional males, 219–220 Mental accounting, 353, 354 Mental budget, 336, 392 Mental gymnastics, 155, 155p Mere exposure phenomenon, 312 Message involvement, 191–193 Message(s) appeals in, 319–322 art form of, 321–322 characteristics of, 312 comprehending, 149–150 contrast in, 115–117 credibility of, 307–308 good and bad, 311, 311t making comparisons in, 315 new formats, 315–317 persuasiveness of, 189 pictures versus words, 312 recalling, 159 repetition of, 312–313 sending, 304 source versus, 311, 322–324 spacing effects in, 156 spreading activation, 154–155 structure of, 304, 313–315 Meta-Packaging, 394 Metaphors, 117, 321–322, 384 Metaphysical function of myths, 522 Meta tags, 346 Metro, 259 Metropolitan statistical areas, 220 Microcultures, 260, 272 Microeconomics, 45t, 46f Microfame, 201 Micro-sized apartments, 451, 451p Milieu, 434 Millennials, 498, 499, 509 Mindlessness, 142 Mindscape retail themes, 390 Minimal group paradigm, 415 Minipreneurs, 389 Minnesota Multiphasic Personality Inventory, 243 Misinformation, transmission of, 424p, 425f Mixed emotions, 158 MMOGs See Massive multiplayer online games (MMOGs) MMORPGs See Massive multiplayer online role-playing games (MMORPGs) Mnemonic qualities, 161 Mobile commerce See M-commerce Mobile shopping apps, 392 Mob mentality, 419 Mode, 434 Modeling, 143–144 Modernism See Positivism Modified rebuy, 359, 360t Monetary risk, 190f See also Risk Money See also Income; Wealth desire for, 447–448 economics of, 447 old versus new, 470 Indexes showcasing, 446 social class and, 457 spending, 447–451 Monomorphic, 427 Mood altering, 110, 180–181 color and, 100 decision making and, 191, 379–382 defined, 180 expression of, 185 improving, 66, 387p marketing and, 181, 287–288 shopping experience and, 385–387 state-dependent retrieval and, 157 Mood congruency, 181 Moral purity, 245t Mores, 269, 270 Morning Morality Effect, 338 Motivation activity engagement and, 179p archetypes in, 246, 247f, 248t case study, 196 conflicts in, 175–177, 176f consumer involvement and, 186 consumer needs classification and, 177–179 defined, 173 degree of, 174 direction of, 174–177 episodic memory and, 151 Freudian theory and, 244 grassroots efforts in, 422 information search and, 341 needs versus wants, 40–41, 174–175 in observational learning, 143f process of, 172–179 range of, 40 reference groups and, 417 for shopping, 387–388 strength of, 173–174 Motivational research, 244–246, 245t Motivation to comply, 299 Movement(s) beard movement, 227 civil rights, 480 cosplay movement, 260, 260p cultural, 481, 516–519 culture jamming, 67 defined, 481 evangelical movement, 490 in fashion, 540 (See also Fashion) Fat Acceptance Movement, 227 Free Speech movement, 500 green movement, 76 Occupy Wall Street movement, 448 Pro-ana movement, 227 social media revolution, 315 (See also Social media) Surge Movement, 162 third gender movement, 221, 221p Well-Being Movement, 61, 61p Multiattribute attitude models, 296–298, 298t Multiculturalism, 33, 487 See also Culture Multiple-intelligence theory, 149 Multiple pathway anchoring and adjustment model, 302 Multiple selves, 203–204, 203p Multiple-store perspective, 152 Multitasking (multitaskers), 111–114, 499 Music industry, cultural specialists in, 518, 519t Muslims, 202, 270, 301, 489, 492p, 546, 550 See also Islamic marketing Myers-Briggs Type Indicator, 251, 251t Mystery, consumption motives, 245t 617 Mystery ads, 158 Myths, 522–523 Nudity, in advertising, 320 Nutrition Labeling and Education Act (1990), 67t Nag factor, 496 Nanofame, 201 Narcissism versus intimacy, 498 Narratives, 151–152, 548 Narrative transportation, 191 Narrowcast, 305 National character, 550 National Environmental Policy Act (1969), 67t National Traffic and Safety Act (1958), 67t Native advertising, 307 See also Advertising Natural lifestyles, 77t Natural user interface, 105, 106p Near field communications, 388 Need for Touch scale, 105 Needs for affiliation, 177, 388 artificial, 58 biological, 173 classifying, 177–179 defined, 40, 174 motivation and (See Motivation) for power, 177 recognizing, 340, 341f wants versus, 40–41, 58–63, 174–175 worldview and, 456 Negative affect, 183–185 Negative reference group, 417 Negative reinforcement, 137, 138, 139f, 175 Negative state relief, 181 Negative word-of-mouth, 425–426 See also Communication Neglecting parents, 145 Negotiation in families, 357, 364 power of, 378 in purchase decisions, 379 Neo-Freudian theories, 246 Neo-Personality Inventory, 250 Netizens, 43 Net neutrality, 43 Network effects, 433 Neuroendocrinological science, 214, 223 Neuromarketing, 343–345, 345f Neuroticism, 250, 250t, 252t New message formats, 315–317 New task, 359–360, 360t New vintage, 317 Nodes, 432 Nonassertive people, 395 Noncompensatory rule, 351–352 Nonconscious procedural knowledge, 142 Nongovernmental organization, 75p, 474 Nonhuman endorsers, 309–311 Nonmaterialistic society, 417 Nonsense syllables, 134 Nontraditional males, 219–220 See also Men Noor index, 492 Normative belief, 299 Normative influence, 299 Normcore, 540, 541p Norms, 419 Nostalgia, 161–163 Nostalgia index, 161 Nostalgic attachment, 38 Nouveau riche, 453, 469 Novelty, of stimulus, 116–117, 191, 192p See also Stimuli Novice consumers, 342 See also Consumers Nuclear family, 493, 515 See also Families Nudge, 354 Obesity, 314, 462 Object-attribute linkages, 297 Objectification, 533 Objective risk, 189 See also Risk Objects, 120, 121f, 122 Observability, in innovations, 540 Observational learning, 143–144, 143f See also Learning Occasions, brand’s position and, 124 Occult, 521 Occupational prestige, 456, 456p Occupy Wall Street movement, 448 Odors, 103–104 Old money, 452–453 Omitting, 160 One Percenter, 448 Ongoing search, 340 Online advertising, 116 See also Advertising Online communities, 430–431 Online decision making, 346–347 See also Decision making Online gambling, 81, 388 Online gated communities, 466 Online predators, 81p Online shopping, 388–389 See also Shopping Online social capital, 466 Openness to experience, 250, 250t Open rates, 382 Operant conditioning See Instrumental conditioning Opinion leaders/leadership, 252t, 426–430, 437–438 Opinion mining, 185 Opinion seekers, 428 Opportunity cost, 153 Opportunity recognition, 340, 341f Organ donors, 81 Organic foods, 76p Organizational buyers, 357 Organizational climate, 357 Organizational decision making See also Decision making B2B decision making, 357–360 B2B e-commerce, 42, 360–361 consumer versus, 358 dimensions of, 358 family, 29, 357, 361–367 strategies for, 359–360, 360t Outcomes, 300, 340f See also Postpurchase evaluation Overprivileged consumers, 459 See also Consumers Package schematics, 118 Packaging brand personality of, 258 look-alike, 136 market beliefs, 355t novelty of, 116 schema of, 117 shrinkage of, 107 Paid influencer programs, 307 Panache, 462 Pandering, 309 Paparazzi, 535 Paradigm, 46 Paradigm shift, 46 Paradox of fashion, 542 Paradox of low involvement, 323 Parental yielding, 496 618 Indexes Parents child care, 365 consumer socialization and, 144–145, 146f, 268, 308 family structure, 32 fashion suicide and, 29 influence of, 144–145 locational privacy and, 71 parenting styles, 145 privacy concerns, 71, 150 as reference groups, 417 social media and, 154, 364, 430 subliminal messages and, 110 Parody display, 471, 541 Participatory action research (PAR), 68 Partners, in communication, 305 See also Communication Parvenus, 470, 471f Pastiche, 47 Patricians, 470, 471f Pay-per-view television, 305 Peak experiences, 178 Pecking order, 455 Peer-to-peer (P2P) commerce, 397 Peniaphobia, 447 Perceived age, 503 Perceived risk, 188, 189 See also Risk Perceiving, 251t Perception attention, 111–117 defined, 98 exposure, 108–111 interpretation, 117–124 of messages, 304 overview of, 108f sensation, 96–98 sensory systems, 98, 108–110 stages of, 108–124 subliminal, 110–111 vignette, 96 Perceptual defense, 115 Perceptual positioning, 123–124 Perceptual selection, 114 Perceptual vigilance, 115 Peripheral cues, 323, 324 Peripheral route to persuasion, 323–324 Perishable messages, 305 Permission marketing, 304–305 See also Marketing Perseverance, 551 Personal accomplishment, 177 Personal Data Notification & Protection Act (2015), 70 Personal health, 77t Personality analyzing, 246 archetypes in, 246 Big Five dimensions, 250–251, 250t of brands, 27, 40, 118, 206, 253–258, 254p, 256p, 257p cultural (See Culture) defined, 243 Freudian theory, 243–246 implicit personality theory, 344 inferences about, 206 influence of, 252t motivational research, 244–246, 245t neo-Freudian theories, 246 psychogenic needs and, 177 self-concept and, 206 source attractiveness and, 308 store image and, 390, 391 thrifty versus stingy, 480 trait theory, 246, 249–250 Personality traits, 249 Personal selection factors, 115 Personal selling, 358 See also Advertising Person-segmentation matrix, 383t Persuasion in advertising, 149, 304 attitude changing, 302–304 in blogs, 304, 373, 425 case study, 328 central route to, 323 defined, 302 disgust and, 183 Elaboration Likelihood Model of, 323f in message(s), 189 peripheral route to, 323–324 subliminal, 110 Petroleum-based plastic (PET), 404 Pets, 409–411, 495–496 Phablets, 388 Phallic symbols, 244 Phantom limb syndrome, 80 Phantom Vibration Syndrome, 80 Phishing, 71 Phonemes, 104 Physical environment, 108, 379, 382, 391, 393 See also Environmental cues Physical risk, 190f See also Risk Physical self, decoration of, 228 See also Body image Physiological needs, 178 Pictorial cues, verbal cues versus, 158–159, 159p Pictures, in messages/advertising, 152, 312, 354 Piercings See under Body image Piggybacking strategy, 133 Pioneering brands, 156 Place-based subcultures, 504 See also Culture Planning orientation (dimension of time), 384 Plastic, recycling, 404–405 Plastic surgery See Cosmetic surgery Play, need for, 177 Pleasure levels, shopping and, 385 Pleasure principle, 243 Pledge of Allegiance, 535 Plinking, 319 Plus-size consumers, 226 See also Consumers Plutonomy, 448 Point-of-purchase (POP) stimuli, 287, 379f, 394–395 See also Stimuli Political consumerism, 49 Polychronic orientation (dimension of time), 384 Polymorphic, 427 Popular culture, 35–37 Pop-up stores, 389 Portals, 346 Poseurs, 470, 471f Position, of stimulus, 115–116 See also Stimuli Positioning for advertising, 115 perceptual positioning, 123 of products, 93, 117–118, 266, 348, 349p repositioning, 253–254 Positioning strategy, 123, 348 Positive affect, 181–183 Positive reference group, 417 Positive reinforcement, 137, 138p, 139f See also Reward power Positivism, 46, 47, 48t Positivity See Self-concept Postdecision dissonance, 176, 290 Postmodernism See Interpretivism Postpurchase activities, 379f Postpurchase evaluation, 343 Postpurchase satisfaction, 397 Post-traumatic stress disorder, 72 Potent actors, 457 Potlatch ceremony, 470–471, 524 Power of attitudes, 285–286 color and, 102, 102p, 115 consumption motives for, 245t culture jamming and, 67 family decision making and, 363 need for, 177 of nostalgia, 161–163 social power of groups, 415–416, 426 star power, 308–309 Power distance, 551 Power posing, 210 Power users, 438 Pragmatism, idealism versus, 498 Precariat, 461 Prediction markets, 360–361 Preoperational stage of development, 147 Preparing for battle ritual, 526 Prepurchase search, 340 Presentation stage, 529 Prestige–exclusivity effect, 542 Pretailers, 389 Price leadership, 123 Price-quality relationship, 356 Priming, 142, 354 Principle of cognitive consistency, 290 Principle of Least Interest, 419 Priority plan, 153 Private response, 64 PRIZM system, 504, 504t Proactive interference, 157 Pro-ana movement, 227 Problem recognition, 339–340, 340f, 341f Problem solving consumers and, 335, 339, 356–357 by families, 362 high involvement and, 286 organizations and, 359–360 product labels and, 340 Process Communication Model, 246 Product/attribute linkages, 298 Product authenticity, 351, 351p Product category, 155 Product class, 124 Product complementarity, 262 Product disposal, 397–399 Product involvement, 188–191, 192p, 363 Production processes, 143f Productivity orientation, 175 Product labels, 340 Product line extension, 136 Product personalization, 249 Product placement, 317–318 Products advergaming and, 318–319 attitudes/relationships toward, 38, 285 attributes of, 266, 299p brand personalities of, 253–258 categorizing, 155, 347–352, 348f cheap imitations, 133 choosing, 340f, 342–343, 509, 517–518 consumer rights, 64–70 counterfeit, 83 cradle to cradle, 74 deethnicization of, 482 depth interviews for, 244 design of, 288p environmentally friendly, 30 extension of self, 208–210 gender identity and, 213, 215p, 509 hybrid products, 347 id versus ego, 244 Indexes knowledge of, 341 locating in store, 349 market beliefs, 355t materialistic nature of, 62 meaning of, 39–40, 120 as memory markers, 161 neuromarketing of, 214 personalizing, 188, 249 place-based subcultures and, 504 placement of, 317–318 positioning, 93, 117–118, 266, 348, 349p properties of, 61 purpose of, 60 recalls, 67, 157, 491 repositioning, 253–254 reviews of, 346, 347 satisfaction with, 62, 64–70 scarcity of, 303, 303p self-image congruence models and, 205–206 as sexual symbols, 244 shelf-stable, 96–97 symbolic self-completion and, 207–208 visual design of, 258, 344 Product-specific profile, 264 Product-specific segmentation study, 264 Product-specific values, 271–272 See also Values Product strategy, 266 Pro-environment, 252t Profane consumption, 533, 536–537 See also Consumption Progressive learning model, 481 Proletarians, 470, 471f Prominent stimuli, 191 See also Stimuli Proportional spending, 447 Proposition, 155 Prospect theory, 353 Prostitution, 81 Protests, 64f Prototypical, 348 Provenance, 62 Psychic economy, 114 Psychic income, 466 Psychogenic needs, 177 Psychographics addictive consumption, 79–81 AIOs, 264, 265t compulsive consumption, 80–81 consumed consumers, 81 defined, 264 geodemography, 504 illegal activities, 82–83 marketing applications of, 262–267 segmentation typologies, 263p, 266 studies in, 264 value-expressive attitudes, 285 Psychological function of myths, 522 Psychological models of fashion, 541 Psychological risk, 190f See also Risk Psychological threat, 207 Psychological time, 384 Psychophysics, 108 P2P commerce See Peer-to-peer (P2P) commerce Public self-consciousness, 204–205 Punishment, 137, 138, 139f Puns, 346 Purchase environment, 379f Purchase momentum, 335 Purchasing power, 453, 462, 487 Pure Food and Drug Act (1906), 66 Quality archetypes of, 248t brand and, 124, 298 demand for, 67–68, 399 hedonic consumption and, 98 importance of, 124, 133, 255, 397 look-alike packaging and, 136 perceptions of, 344 price and, 354, 355t, 356 rating, 347 successful products and, 39, 299p, 304 Quality management See Total quality management Quantitative surveys, 245 Queuing theory, 385 Quiet signals, 470, 471f Race, as demographic, 33 Racial stereotypes, 223, 487 See also Stereotypes Racial subcultures, 479–486 See also Culture Radar, 337 Ramadan, 491, 492, 537 Rational appeals, 319 Rationalization, 176 Rational perspective, 339 Reactor, 246 Reader-response theory, 253 Reality engineering, 317–319 Reality principle, 243 Real self See Self Real-time bidding, 71 Rebellion versus conformity, 498, 499 Rebel model, 217 Recall See also Memory ability to, 155, 156 episodic memories and, 151 familiarity and, 157–158 measuring, 115, 159–161 pictorial versus verbal cues, 158–159 product recalls, 67, 67t, 157, 491 recognition versus, 159–160 repetition and, 134 salience and, 158 testing, 104 thinking versus feeling, 319, 320 Receivers, 304 Reciprocity, 303, 528 Reciprocity norm, 529 Reclamation, 468 Recognition, 159–160, 318 Recognition test, 160 Recommerce, 399 Recycling, 398–399, 399p Red Bull Flugtag, 276 Red market, 81 Red Sneakers Effect, 419 Reference groups, 416, 417, 417p Referent power, 416 Referral behavior, 430 See also Behavior Reformulation stage, 529 Refutational arguments, 316 Regulatory agencies, 68t Reinforcement, 139f See also specific kinds of reinforcement Relationship marketing, 33, 38 See also Marketing Relative advantage, 297–298, 540 Relative differences, 109 Relevance, adaptation and, 115 Religion celebrity endorsements and, 296 consumption and, 489 desacralization of, 537 influence of, 479, 490, 492, 517, 548 marketing and, 486–487 619 myth versus, 544 popular culture versus, 488p trust in, 205 Religious Right, 58 Religious subcultures, 486–492 See also Culture Reluctant Emigrants, 448 Repetition, 132, 134, 312–313 Repetitive exposure, 393 Reporting bias, 308, 314 See also Bias Repositioning, 253–254 Reputational method, 459 Reputation economy, 466 Resistance to cultural change, 481 Resonance, 321–322 Resource scarcity of money, 153 Response bias, 160 See also Bias Responsibility, family decision making and, 363 Restraint, indulgence versus, 551 Restricted codes, 464, 465t Retailing, as theater, 389–392 Retail theming, 389 Retail therapy, 173 Retention, 143f See also Learning; Memo Retirement consumers in, 502–503 income and, 494 in Maslow’s Hierarchy of Needs, 179f rituals in, 524, 524p saving for, 354, 456 wedding effects on, 471 Retrieval, memory, 150, 155, 156, 157 See also Recall Retroactive interference, 157 Retro brand, 161 Reverse innovation, 539 Reviews See Customer reviews Revolutionary innovation, 539 Reward, consumption motives, 245t Reward power, 416 See also Positive reinforcement Rich media, 113–114 Ridicule, 498 Risk decision making and, 358, 362t to health, 49 kinds of, 189, 190f perceived, 188 to privacy, 70 reducing, 306, 540 Risk capital, 189 Rites of passage, 531–532 Ritual artifacts, 524, 527 Rituals, 523–532, 536 See also specific rituals Ritual script, 524, 527 Robots, 53, 525, 525p Rokeach Value Survey, 272, 273t Role identities, 203 Role-playing games, 434 Role-relaxed consumers, 419 See also Consumers Role theory, 37 Romanticism, 252t Roommates, decision making by, 363p Sacralization, 533–534 Sacred consumption, 533, 534–535, 536–537, 536p See also Consumption Sacred events, 535 Sacred people, 534–535 Sacred places, 534 Sadvertising, 181 See also Advertising Safety needs, 178, 178p 620 Indexes Salespersons See also Marketers contact with children, 144 facial recognition and, 54 foot-in-the-door technique, 292 haggling with, 378 hard selling by, 57, 334, 336, 416 knowledge of, 392 market beliefs, 355t organizational buyers and, 356 role of, 379, 388, 395 stereotypes, 215–216, 378 store image and, 390 Salience, 158 Salient beliefs, 297 Same-sex marriage, 221, 508–509 Sandwich Generation, 494 Satiated consumers, 191 See also Consumers Satisfaction, postpurchase, 397 Satisficing solution, 354 Savings rate, 448 Scarcity, 303, 303p Scare tactics, 321 Scents, 103–104 Schema, 117–118, 155 Script, 155 Search algorithms, 346 Search engine optimization, 346 Search engines, 346 Secret shoppers, 139 See also Shopping Security, 245t Segmentation matrix, 383t Segregation, culture and, 481 Selective search, 342 Self adventurous side of, 231 are we what we buy?, 205–208 consumption and, 206–208 digital, 205, 211–212 embodied cognition, 210–211 empty, 205 existence of, 201 extended, 208–210, 208p, 260 fantasy, 203 looking-glass, 204 multiple selves, 203–204, 203p real versus ideal, 202, 222, 229 social class and, 458 symbolic interactionism, 204, 209 value and, 200–201 Self-actualization, 178 Self-concept See also Self-esteem as body image, 221, 229 (See also Body image) bolstering, 468 of children, 206–207 defined, 201 embodied cognition and, 210 identity and, 201–202, 213 (See also Identity) influences on, 209 life cycle of, 494 of people with disabilities, 72 product relationships and, 38, 207, 540 shaping, 206 value-expressive function, 285 Self concept attachment, 38 Self-consciousness, 204–205, 252t Self-control, 338–339 Self-designation, 429–430, 429f Self-esteem beauty and, 202, 209, 223, 226 body image and, 226 bolstering, 209, 339 celebrity endorsements and, 295 compulsive shopping and, 80 criticism and, 255 positivity and, 201, 202 product involvement and, 186 self-concept, 201, 202, 295 social risk and, 190f in youth, 59, 86 Self-expression orientation, 266, 503 Self-fulfilling prophecy, 204 Self-fulfillment, 178 Selfie, 205, 315 Self-image congruence models, 205–206 Self-monitors (self-monitoring), 205 Self-perception theory, 291–292 Self-regulation, 336–339 Semantic meaning, 151 Semantic storage, 152 Semiotics, 45t, 46f, 119–121, 121f Senior market, 503 Sensation, 96–107 See also Perception Sensing, 251t Sensory inputs, 98, 392 Sensory marketing defined, 99 scents, 103–104 sound, 104–105, 109 taste, 105–107, 285, 290, 314 touch, 105 vision, 100–103 Sensory memory, 150f, 151, 152 See also Memory Sensory overload, 111 Sensory systems hedonic consumption, 98–99, 252t, 287f sensory marketing, 99–107 Sensory threshold, 108–110 Sentiment analysis, 185 Sentiment relation, 292–293 Separation stage, 531 Serial reproduction, 425 Serial wardrobers, 83 Service scripts, 155 Sex appeals, 319–320 Sex roles See also Gender defined, 213 female, 215–216 GLBT consumers, 220–221 male, 216–217 socialization and, 213–214 Sexting, 205 Sex-typed products, 215–221, 216p, 217p, 218p, 253 Sex-typed traits, 214–215 See also Androgyny Sexual dimorphic markers, 225 Sexual identity, gender identity versus, 214–215, 215p Sexual symbols, products as, 244, 515 Shampoo buying, case study, 328–329 Shaping, 137 Shared endorsements, 308 Shariah (Islamic law), 492 Sharing common interests, 388 Sharing economy, 270, 395–397, 401p Shelf-stable products, 96–97 Shopaholics, 340, 486 See also Compulsive consumption Shoplifting, 82 Shopping comparison shopping, 334–335, 379, 389 compulsive, 80 e-commerce, 42, 360–361, 367, 388–389 experience of, 385–399 grocery, 391 home shopping networks, 305–306 inducement to, 150, 228p in-store decision making, 334–335, 392–395 motives for, 387–388 pleasure in, 80, 252t retain storefronts and, 391 salesperson and, 395 spontaneous, 393–394 store image, 390, 391 as theater, 389–393 as therapy, 173 touch and, 105 Shopping orientation, 387 Short-term memory, 150f See also Memory Shotgun approach, 252 Showrooming, 389 Shrinkage, 82, 108 Signs, 120, 121f Silent Generation, 495 Silent Spring (Carson), 68 Simile, 321 Similiarity principle, 119, 120p Simple additive rule, 351 Simulation games, 434 Sincerity, 307 Single’s Day, 530 Situational effects, on consumer behavior, 379–385 Situational factors, memory and, 156 Situational involvement, 193 Situational self-image, 382 See also Self-esteem Size, of stimulus, 115 See also Stimuli Skateboarding, 537 Skepticism, 189 Skin cancer, 229 Slackers See Generation X Slacktivism, 68 Sleeper effect, 307 Smart billboard See Billboards Smoking See Cigarette smoking Snail mail, 306 Snob effect, 542 Social acceptance, 143, 245t Social attractiveness, 144 Social bottom line, 74 Social capital, 462–471 Social class around the world, 459–462 case study, 473–474 codes, 463–464 consumer identity and, 454–462 defined, 455 as demographic, 32–33 exclusivity, 465 family unit and, 493 income and, 32–33, 449, 452, 457, 473–474 living room clusters and, 464f measuring, 457–459 recession and (See Great Recession) segmentation by, 32p status symbols and, 467–471 stratification of, 455–457, 462 structure of, 454–455, 460–462 taste culture, 463, 464 worldview and, 456 Social comparison, 202 Social contagion effect, 440 Social default, 143 Social dimension of time, 384 Social disapproval, 176 Social experiences, 387–388 Social games, 433–434 Indexes Social graphs, 432 Social identity, 285 Social identity theory, 415 Social isolates, 73 Socialization agents, 144, 268–269, 271p Social judgment theory, 292 Social loafing, 420 Socially responsive behaviors, 299 See also Behavior Social marketing, 70, 142 See also Marketing Social media adapting to situational changes, 379 body image and, 222 brand community and, 420–421 defined, 43 digital natives, 43–44, 498 emotions and, 134, 185 importance of, 41–43, 421, 499–500 innovation and, 537 Myers-Briggs dimensions and, 251 new message formats in, 315–317 retro is cool, 130 revelation in, 430–438 usage of, 316 Social media addiction, 79 Social Media and Humor, 441–442 Social mobility, 449 Social needs, 178 Social networking sites, 201, 485 Social networks collective value creation, 422f influence of, 437, 437p popularity of, 44 structure of, 432–433, 433p Social power, 415–416 Social psychology, 45t, 46f Social risk, 190f See also Risk Social shopping, 367, 368t See also Shopping Social status, 467 See also Status symbols Social stratification, 456–457 Social structure, as cultural system, 516 Social value, 308 See also Values Sociological function of myths, 522 Sociological models of fashion, 542–543 Sociology, 45t, 46f Sociometric methods, 430 Sock puppeting, 307 SoftCard initiative, 388 Sound, 104–105, 109 Sound symbolism, 104–105 Source, of communication, 304, 306–311 Source attractiveness, 308 Source credibility, 306 Source derogation, 315 Source effects, 306 Spacing effect, 156 Specific needs, buying behavior and, 177–178 Spectacles, 193 Spendthrifts, 252t, 447 See also Shopping Spiritual-therapeutic model, 489 Spokescharacters, 36–37, 257, 310, 310p Sponsored conversations, 307 See also Marketing Spontaneous recovery, 161–162 Spontaneous shopping, 393–394 See also Shopping Spreading activation, 154–155 Spring Break, 37 Stability, self-concept and, 201 Stage of cognitive development, 146–149 Standardized marketing strategy, 549 Standard of comparison, 339 Star power, 308–309 See also Celebrity endorsements State-dependent retrieval, 157 Status, 245t, 304, 388 Status anxiety, 453 Status crystallization, 459 Status culture, 260 Status groups, 455 Status hierarchy, 456, 456p, 462 Status signaling, 470, 471f Status symbols, 467–471 Stereotypes age and, 498, 503 clothing and, 378 ethnic and racial, 223, 487 fattism and, 227 gender, 214, 215–216, 218, 219, 228 priming and, 354 skin complexion and, 229 social class, 461–462 status seekers, 50 subcultural, 480 typical customers, 265 university, 253 Stimuli anthropomorphization, 118 attention to, 111 biases in, 119 classical conditioning, 131–133 color as, 103 conditioned and unconditioned, 131, 132, 143 exposure to, 108–109 interpreting, 117, 119, 123 marketing applications, 134–137, 186 memory and, 152, 161 mere exposure phenomenon, 312 multitasking and, 112 novelty of, 116–117, 158, 191, 192p organizing, 118–119 patterns in, 118, 118p perceptual selection, 114 point-of-purchase, 394–395 priming, 356 prominence of, 191 selection factors, 115–117 sensory thresholds for, 108–110 serial reproduction, 425 subliminal perception, 110–111 Stimulus discrimination, 133, 137 Stimulus generalization, 133, 134–137 Stimulus organization, 118–119 Stimulus response See Behavioral learning theories Stimulus selection factors, 115–117 Storage stage, memory, 150 Storefront architecture, 391 Store image, 390, 391 Store loyalty, 142 Stories, cultural, 521 Story of Mace Windu, The (Lucas), 543 Straight rebuy, 359, 360t Strategic developmental stage, 147 Streaking, 525–526, 544–545 Street art, 520 Strength of motivation, 173–174 Strength of weak ties, 430 Stress triggers, 246 Strivers, 266 Structural event, 529 Strugglers, 267 Student Digital Privacy and Parental Rights Act (2015), 70 621 Style See Culture Subcultures See also Culture age (See under Age) defined, 479 ethnic and racial, 479–486 microcultures, consumer identity and, 260, 272 place-based, 504 religious, 486–492 role of, 260, 508–509 values of, 27 Subjective norm, 299, 300p, 301 Subjective risk, 189 See also Risk Subliminal perception, 110–111 Subordinate category, 348, 348f Sunk-cost fallacy, 353 Superego, 243 Superordinate category, 348, 348f, 349 Superstitions, 252t Supportive arguments, 314 Surge Movement, The, 162 Surrogate consumers, 428 See also Consumers Surrogate mothers, 81–82 Surveys Great British Class Survey, 461 H(app)athon, 185 incentives for, 303 information searches, 340, 562 quantitative data collection, 245 Rokeach Value Survey, 272 syndicated, 272–273 Sustainability, 74, 268, 467 Sustainable business model, 73–74 Swatting, 259 Swishing, 399 Symbolic community, 260 Symbolic exchange, 528 Symbolic interactionism, 204, 209 Symbolic self-completion, 453 Symbolic self-completion theory, 207 Symbolism animal, 244 celebrity endorsement, 295 enclothed cognition and, 210 phallic, 244 semantics, 151 semiotics, 119–120 significance of, 134, 209 sound symbolism, 104–105 Symbols, 121, 204 Synchronous interactions, 43 Syncretic decisions, 364 Syndicated surveys, 272–273 Synoptic ideal, 363–364 Taboos, 269, 270 Tactical communications options, 303–304 Tailgating, 525, 527p Tanning, 229 Target marketing, 245, 265, 304, 394 See also Marketing Task specialization, 364 Taste, 105–107, 285, 290, 314 Taste culture, 463, 464 Taste public, 260 Tattoos, 222p, 230–231, 231p Teamwork, importance of, 499 Teaser ads, 114 See also Advertising Technology Acceptance Model, 539 Teenagers, 496–498 Telecommuting, 539 Telescoping, 160–161 622 Indexes Television advertising on, 132, 147p Children’s Television Act (1990), 149 comparison shopping for, 334–335 as electric babysitter, 146, 147 hypothetical alternatives for, 349–352, 350t importance of, 59 as low-involvement medium, 191 message vulnerability, 147 pay-per-view, 305 print versus television advertising, 132 regulation of, 68t social acceptance and, 143 Temporal factors, 382–385 Temporal orientation (dimension of time), 384 Terminal values, 272, 273t See also Values Terrorism, consumers and, 78, 203 Thanksgiving rituals, 529 Theft, 82–83 Thematic Apperception Test, 177 Theory of cognitive dissonance, 176, 290 Theory of reasoned action, 298, 301, 539 Theory of trying, 302, 302f Thinkers, 266 Thinking, 251, 251t, 252t, 319 Third gender movement, 221, 221p Third-party response, 64 Thriftiness, 450, 551 Thrill of the hunt, 388 Throughput sector, 519 Thumb culture, 499 See also Communication Tie strength, 430 Tightwads, 252t, 447 Time children and, 146 constructive use of, 175 dimensions of, 384 economics of, 382–383 importance of, 196 needs analysis, 40 perspectives of, 29f, 45t, 48t, 252t, 384 Time frame, of attitude measure, 301 Time poverty, 384 Timestyle, 383–384 Tipping point, 544 Titles, 346 Title tags, 346 Tobacco See Cigarette smoking TOMS art of giving bag collection, 85 eyewear, 86 free giving model, 86 safe water, 86 shoes, 85 Torn self, 203 See also Self Total quality management, 385, 540 Touch, 105 Touchscreens, 105, 106p Touch-to-speak technology, 72 Tourism, 535, 536p Trade dress, 103 Traditional males, 219–220 See also Men Trailing edge boomers, 501 Trait theory, 246, 249–250 Transformative consumer research, 68, 70 Transitional economies, 62 Translation, 481, 484 Transmedia storytelling, 317 Trend tracking, 260 Triads, 292–294, 294f Trialability, in innovations, 540 Tribal marketing strategy, 440 Trickle-across effect, 543 Trickle-down theory, 543 Trickle-up effect, 543 Trickle-up innovation See Reverse innovation Trigger feature, 142 Triple bottom-line orientation, 74 Trophy wives, 469–470, 470p See also Women True-blue users, 190 Trustworthiness, 306 Truth-in-Lending Act (1968), 67t TV set See Television Tweens, 498, 543 See also Youth market Two-factor theory, 313, 313f Two-sided messages, 314–315 Two-step flow model of influence, 427 Ultra-heat-treated milk, 96–97 Unboxing videos, 435 Uncertainty avoidance, 551 Unconditioned stimulus, 131, 132, 143 See also Stimuli Underdog brand biography, 253 Underground economy, 399, 401p Underprivileged consumers, 459, 462 See also Consumers Unipolar emotions, 158 Uniqueness, need for, 178, 252t Unit relation, 292, 293, 294, 296 Universal values, 268 See also Values Unofficial Harry Potter Cookbook, The, 122 Unofficial Mad Men Cookbook, The, 122 Unofficial Narnia Cookbook, The, 122 Unplanned buying, 393 See also Shopping Unsafe at Any Speed (Nader), 68 Upper funnel, 339 Upward mobility, 449 Urban Dictionary, The, 259 Urban legends/myths, 158, 440 User-generated content, 43, 44 User groups, 346 Users, 124, 357 Utilitarian function, 285 Utilitarian influence, 306 Utilitarian needs, 173, 175, 186 See also Needs Valence, 175, 180 Valentine’s Day rituals, 530–531 Value, of self, 200–201 Value-expressive function, 285 Values brand images and, 272 business ethics, 57 consumer behavior and, 27, 271–273 consumption and, 144 core, 268–270 cross-cultural (See Cross-cultural values) cultural, 107, 309 defined, 267 evolution of, 268 instrumental, 272, 273t materialism and (See Materialism) role of, 267–268 terminal, 272, 273t universal, 268 Value system, 268 Vanity sizing, 226 Vaping, 36p, 498 Variable-interval reinforcement, 139 Variable-ratio reinforcement, 139, 140p Variety-seeking, 191 VCRs, 305 Veganism, 172–173 Vegetarianism, 172 Verbal cues, pictorial cues versus, 158–159 Vicarious learning, 143, 144, 244, 270 See also Learning Video gaming, 318–319, 484 Video-on-demand, 305 Viewing context, 158 Viral marketing, 434–437 See also Marketing Virility, 245t Virtual brand communities, 42 Virtual currency, 388 See also Money Virtual goods, 434 Virtual makeovers, 203, 212 Virtual reality, 99, 100p, 393 Virtual worlds, 43, 166, 211p, 212, 284 See also Avatars Vision, 100–103 Voice response, 64 Voluntarily childless, 493 von Restorff Effect, 158 Waist-hip ratios, 223 Waiting time, 385 Wallet stage, 286 Wants, needs versus, 40–41, 58–63, 174–175 War Baby Generation, 495 Warming, 481 Wealth, 450p, 452–453, 470, 471f See also Money Wearable computing, 212, 213p, 337 Web See Internet Web 2.0, 43, 436 See also Internet Weber’s Law, 109–110, 115 Weddings, rituals in, 524–525, 525p, 526p, 532 Weighted additive rule, 351 Well-Being Movement, 61, 61p Western beauty See Beauty Wine See Alcohol Wisdom of crowds, 361 Wives See Women Women advertising toward, 31–32, 58, 215, 220, 263, 265, 392 androgynous lifestyles of, 218 anxiety of, 229 attractiveness of, 36, 102, 143, 200, 202, 308 body decoration by, 151, 228, 231 body image of, 202, 221 color and, 102 compulsiveness of, 80 cosmetic surgery for, 230 experience of, 499 feminist movement, 235 financial management by, 363 fitness activities of, 415 gender identity versus sexual identity, 212–213, 214 as gold diggers, 308 ideals of beauty, 222, 223, 224, 225–227 information search by, 340 leftover woman, 460 mood of, 382 personality traits of, 243 product selections by, 364, 366 role of, in family, 365–366, 493, 496 security of, 229 Indexes sex appeals and, 244, 320 sex roles, 213, 215–216, 365–366 shoes for, 209 social class of, 459 time poverty and, 384 trophy wives, 469–470 Woodstock Generation, 500 See also Baby Boomers (Baby Boom Generation) Word-of-mouth communication, 421–424, 425–426, 434–437 Word-phrase dictionary, 185 Workaholics, 246, 253, 383 Working memory, 152 See also Memory Working wealthy, 453 Worldview, 456, 516 See also Cosmopolitanism World Wide Web, 153 See also Internet X Saves the World: How Generation X Got the Shaft But Can Still Keep Everything from Sucking (Gordinier), 500 623 Yielding See Parental yielding You’re Only Human: A Guide to Life (Gecko), 122, 123f Youth market, 497, 503 See also Teenagers ZIP Quality scale, 504 This page intentionally left blank This page intentionally left blank This page intentionally left blank This page intentionally left blank This page intentionally left blank This page intentionally left blank This page intentionally left blank ... consumer behavior principles Instructor Resources At the Instructor Resource Center, www.pearsonglobaleditions.com/solomon, instructors can easily register to gain access to a variety of instructor... Consumer Behavior 25 ● Chapter ● Buying, Having, and Being: An Introduction to Consumer Behavior 26 Consumer Behavior: People in the Marketplace 27 What Is Consumer Behavior? 28 Consumer Behavior. .. following key terms: Ambicultural Digital self Automated attention analysis Disclaimers Bitcoin Dispreferred marker effect Brand arrogance e-Sports Brand immigrants Embarrassment Brand storytelling