McDougal Littell Answers, Marketing p 2

McDougal Littell Answers

Antecedent states- situational factors, usage contexts, time pressure, mood, shopping orientation.

Purchase environment- the shopping experience, Point-Of-Purchase stimuli, Sales Interactions

Postpurchase Processes- customer satisfaction, product disposal, alternative markets.

Situational self-image- the role she plays at any one time.

Co-consumer- the other patrons in a setting, actually a product attribute.

Time poverty- a feeling of being pressed for time

Social dimension ­– time for me or time for others

Temporal orientation dimension-depicts the relative significance individuals attach to past,present, future

Planning orientation dimension- alludes to different time management styles varying on a continuum from analytic to spontaneous.

Polychromic orientation- distinguishing people who do one thing at a time from people who multitask.

Timestyle- an individuals priorities determine this

McDougal Littell Answers Chapter 7

Linear separable time- events proceed in an orderly sequence and there is a time and placefor everything

Procedural time- ignores clock, things are done when time is right

Cyclic time-time is a natural cycle of regular occurances.

Queuing theory- the mathematical study of waiting in lines.

Pleasure and Arousal are the two basic dimensions of a consumption environment.

Shopping orientation- general attitudes about shopping.

Hedonic shopping motives: (for the experience)

Social Experiences- having a fun time with others

Sharing of common interests-communicating with those of similar interests

McDougal Littell Answers Chapter 6

Interpersonal attraction- having activities and a feeling of belonging

Instant status- feeling special when shopping

Thrill of the hunt- thrill of haggling and bargoning

Retail theming- transports shoppers to fantasy worlds or other kinds of simulation to entertain.

Being space- resembles a commercial living room

Minipreneurs- one person besiness

Popup stores- temporary makeshift installations that do business for a limited period of time

Store image- personality of the store.

Atmospherics – the conscious designing of space to evoke certain effects in buyers.

Activity stores- let consumers participate in the production of the products or services they buy there.

Unplanned buying- when shopper recognizes a new need while in the store

Impulse buying- a irresistible spontaneous purchase

Point of purchase stimuli- in store display of a product.


Reference group- actual or imaginary individual or group conceived of having significant relevance upon an individuals evaluations, aspirations, or behavior.

Information influence, Utilitarian influence, Value-expressive influence.

Publicly v Privately and Luxury or necessity.

Reference groups influence Public and Luxury goods the most.

Social Power- the capacity to alter the actions of others.

Referent Power- admirable power, and drives consumers to identify with referent

Information power- power from information and access to the truth

Legitimate Power- Power by virtue of social agreements, such as authority of those in uniform

Reward Power- a person who has ability to provide positive reinforcement

Coercive Power-social or physical intimidation power.

Normative influence- reference group helps set and enforce fundamental standards of conduct

Comparative influence- affects a members decisions about certain things

Brand community- group of consumers who share a set of social relationships based upon usage or interest of a product.

Consumer tribe-a group of people who share a lifestyle and who can identify with others through shared emotions etc as part of their tribal affiliation.

Tribe marketing strategy- linking a product to a consumer tribe

Membership reference group- people that we actually know

Aspirational reference group­- we don’t know them but admire them anyways.

Deindividuation- a process where individual identities become submerged within a group

Social Loafing- when we don’t devote as much time to a task because we are in a group

Risky shift- people riskier in groups

Decision polarization- when a group decision becomes more extreme after group discussion.

Conformity- a change in beliefs or actions as a reaction to real or imagined group pressure.

Norms- informal rules that govern behavior

Word of mouth- is product info individuals transfer to ofther individuals. Negative more strong

Serial reproduction- examining how content mutates by word of mouth

Netnography- ethnographic techniques anthropologists use to examine cyberspace

Guerella marketing– uses unconventional locations and intensive word of mouth campaigns to push products.

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