Consumer Behavior and Unconscious Thought

The various factors that influence a consumer's purchase decision beyond just the buyer, seller, and product itself.

How a consumer feels about their product or service at a certain time. This feeling is shaped by their current mood and situational self-image.

The study of waiting lines and how it impacts customer behavior.

A design approach focusing on creating products and services that are not only visually appealing but also practical and intuitive for users.

Mapping out every step a customer takes when interacting with a company, from initial interest to post-purchase.

A combination of pleasure and arousal, influencing our emotional state and impacting consumer choices.

The desire to shop for reasons beyond just acquiring a product, often driven by social experiences and emotional satisfaction.

The feeling of excitement and satisfaction from finding a great deal or uncovering a hidden gem.

Thinking without actively focusing on a problem. It's like your mind working in the background, unconsciously processing information.

The idea that unconscious thinking can be better at handling complex decisions than conscious thinking.

The idea that unconscious thinking is more efficient for complex choices because it can process a lot of information.

Unconscious thought can process a lot of information at once. It's like having a big mental workspace.

When making complex choices, unconscious thought can lead to better decisions because it can consider all aspects of the problem.

A desire for a feeling of accomplishment or a sense of importance.

A desire for recognition and admiration from others.

The desire for a functional or practical benefit from a product.

The desire for an experience that involves emotional responses or fantasies.

A psychological state that involves experiencing unpleasant levels of arousal.

A theory that explains motivation based on the expectation of positive outcomes or incentives.

A process of returning to a balanced state after experiencing arousal.

A method to measure psychogenic needs by showing pictures and asking questions about the perceived situation, thought processes, and future outcomes.

The process of acquiring and storing information so that it can be accessed when needed.

The process of converting information into a format that can be stored in memory.

The process of retaining information in memory over time.

The process of accessing information stored in memory.

Grouping items in memory into meaningful units to improve storage.

Actively reviewing material to strengthen its presence in memory.

Repeating information to enhance storage, without active processing.

Processing marketing messages in a thoughtful way, increasing the likelihood of long-term memory storage.

Learning involving the association of two stimuli, where a neutral stimulus, after repeated pairings with a stimulus that naturally elicits a response, eventually comes to elicit a similar response on its own.

A stimulus that naturally elicits a response without prior learning.

The natural, unlearned response to an unconditioned stimulus.

A previously neutral stimulus that, after repeated pairings with an unconditioned stimulus, comes to elicit a conditioned response.

The learned response to a conditioned stimulus.

The gradual weakening and disappearance of a conditioned response when the conditioned stimulus is repeatedly presented without the unconditioned stimulus.

The tendency to respond to stimuli that are similar to the conditioned stimulus.

Learning to distinguish between similar stimuli and only respond to the specific conditioned stimulus.

A model that explains how we form attitudes about things by considering three components: what we think (cognition), how we feel (affect), and how we act (behavior).

The idea that different components of an attitude can come into play in different orders, depending on the situation and the person's level of involvement.

A product decision process where a consumer first gathers information, forms opinions, then develops feelings, and finally takes action. High involvement means a consumer is motivated to learn a lot about the product and consider many options before buying.

A product decision process where a consumer acts on limited knowledge, forms an opinion after purchase, and then develops feelings about the product.

A buying decision based on emotions and feelings. The consumer experiences something, then acts, and later reflects on the experience.

A feeling or emotion associated with a particular attitude object.

The actions or behaviors a person takes towards an attitude object.

What a person believes to be true about an attitude object. It includes knowledge and beliefs.