Marketing Psychology Overview

Physiological Needs, Safety Needs, Belonging/Love Needs, Esteem Needs, Self-Actualization

<p>Anchoring = People rely on the first piece of information they receive to make a purchase. Reciprocity = The principle that says people are more likely to follow through with a request if they have already complied with a smaller request. Foot-in-the-Door Technique = The tendency for people to notice something more often once they have become aware of it. The Baader-Meinhof Phenomenon = People are more likely to return a favor. Decoy Effect = Adding a third option to a landing page to make the middle option seem more appealing. Scarcity = A principle that states that the rarer a product or opportunity is, the more valuable it is. Clustering = A principle that states that people are more likely to make a purchase when offered a free gift first. Priming = Subtly influencing someone's thoughts or behaviors. E.g. by exposing them to a particular stimulus. Verbatim Effect = The tendency for people to remember the general gist of something better than the exact details.</p> Signup and view all the answers

<p>True (A)</p> Signup and view all the answers

<p>Integral Affect is a direct response to the thing being judged whereas Incidental Affect is an unrelated feeling elicited by something else. Task-related Affect is more deliberate where the affect arises from the task itself.</p> Signup and view all the answers

<p>The idea that when a pleasurable experience happens, the positive emotions associated with it, can be 'transferred' onto a product that is displayed at the same time.</p> Signup and view all the answers

<p>False (B)</p> Signup and view all the answers

<p>Judgments and decisions based on integral affect are made quickly, with less processing required.</p> Signup and view all the answers

<p>When they have a low motivation to process information (A)</p> Signup and view all the answers

<p>The consumer has experiential motives (A), The consumer generally trusts his or her feelings (C), The judgment or decision is inherently affective (D)</p> Signup and view all the answers

<p>Subjective estimates of risk are largely based on anticipatory feelings elicited by the threat.</p> Signup and view all the answers

<p>It is when the individual becomes aware of where their affect is coming from.</p> Signup and view all the answers

<p>Incidental affect can influence the process of judgment and decision making through the process of 'selective attention' and 'confirmation bias'.</p> Signup and view all the answers

<p>True (A)</p> Signup and view all the answers

<p>Positivity offset is when a person has a slight tendency to approach a situation, even when there are no strong signals to do so. Hedonism is when a person is more likely to focus on maximizing pleasure.</p> Signup and view all the answers

<p>Affect can impact motivation both by activating goals and by triggering specific reactions.</p> Signup and view all the answers

<p>Affect regulation can be either through negative affect regulation or positive affect regulation.</p> Signup and view all the answers

<p>True (A)</p> Signup and view all the answers

<p>When the manner in which the decision is made aligns with a person's current orientation, the person may experience positive feelings and attribute that to the decision itself.</p> Signup and view all the answers

<p>Provide external rewards (A)</p> Signup and view all the answers

<p>It can help marketers to understand how consumers make decisions and how to tailor their marketing messages to influence those decisions.</p> Signup and view all the answers

The study of how psychological principles influence marketing strategies.

Achieving one's full potential and finding purpose in life.

A theory that categorizes human needs from basic to advanced.

The most basic human needs essential for survival, like food and water.

Feelings of security regarding one's health and financial stability.

The desire for interpersonal relationships and group membership.

The need for respect, recognition, and self-worth.

A psychological technique where exposure to one stimulus influences responses to another.

A social rule that suggests if someone does something for you, you'll likely return the favor.

A cognitive bias in which individuals rely heavily on the first piece of information they encounter.

The tendency for people to follow the behavior of the group.

A pricing strategy where a third option influences consumers to choose a specific product.

The tendency to prefer avoiding losses rather than acquiring equivalent gains.

A principle stating that limited availability increases perceived value.

A tactic where a small request is followed by a larger request.

An internal feeling state that influences thoughts and behaviors.

Low-intensity affective states that can influence behavior without clear causes.

Complex reactions that influence behavior and provide specific information.

Differentiating between anticipated promotions and unexpected rewards.

Grouping data into distinct categories to enhance memory retention.

Creating an association between a stimulus and a positive or negative effect.

Feelings directly related to the object of judgment or decision.

Emotional states not directly related to the decision at hand.

Feelings that arise from the process of making decisions.

A slight tendency to approach when affective signals are neutral.

Using emotional states as feedback during task performance.

The process by which people manage their emotional states.

Behavior changes based on emotional states and task stakes.

Experiencing two conflicting emotional responses simultaneously.

Object evaluations are influenced by the evaluator's current mood.