Individual differences, which include personality and lifestyle, help determine
consumer behavior.
According to the ABC approach to attitudes, the statement, “I really like my
smartphone,” is an example of the behavior component of attitude.
Negative approach emotions like anger are most likely to precede complaining
behavior.
A customer relationship management system allows a firm to be more
customer-focused.
Sandra is a tennis enthusiast. She is also an avid collector of sports memorabilia, and a
frequent attendee to auctions where she buys items owned by the tennis stars of
yesteryears. In this instance, Sandra expresses her ideal social self through her
purchasing behavior.
Consumers with a high degree of innovativeness tend to engage in effortful cognitive
information processing; they also tend to think carefully about products, problems, and
even marketing messages.
Internal search includes the retrieval of knowledge about products, services, and
experiences that are stored in memory.
Compare and contrast impulsive, unplanned, and compulsive shopping behaviors.
Purchasing and using a product for a day before returning it for a refund is a practice
known as retail borrowing.
Generation Z represents young consumers born between 1995 and 2010.
The elaboration likelihood model (ELM) illustrates how consumers compare incoming
information to their existing attitudes about a particular object or issue.
“Baby Boomers” are those consumers who were born between 1981 and 1995.
CANZUS consumers are more likely to be physically close to each other during a
conversation than are consumers from Italy.
Compare and contrast age-based microcultures with generational microcultures. How is
this distinction important to marketers?
Undifferentiated marketers generally adopt a market orientation.