Ebook Consumer behavior: Buying, having, and being (Thirteenth edition) Michael R. Solomon

Ebook Consumer behavior: Buying, having, and being (Thirteenth edition) uptodate content reflects major marketing trends and changes that impact the study of consumer behavior. Since we are all consumers, many of the topics have both professional and personal relevance to students. This makes it easy to apply the theory outside of the classroom and maintain an edge in the fluid and evolving field of consumer behavior. Đề tài Hoàn thiện công tác quản trị nhân sự tại Công ty TNHH Mộc Khải Tuyên được nghiên cứu nhằm giúp công ty TNHH Mộc Khải Tuyên làm rõ được thực trạng công tác quản trị nhân sự trong công ty như thế nào từ đó đề ra các giải pháp giúp công ty hoàn thiện công tác quản trị nhân sự tốt hơn trong thời gian tới.

GLOBAL EDITION C   onsumer Behavior Buying, Having, and Being Thirteenth Edition Michael R Solomon c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Engaging Videos explore a variety of business topics related to the theory students are learning in class Exercise Quizzes assess students’ comprehension of the concepts in each video 92% 92% 92% Dynamic Study Modules use the latest developments in cognitive science and help students study chapter topics by adapting to their performance in real time eText Study Plan Dynamic Study Modules % of students who found learning aid helpful Pearson eText enhances student learning both in and outside the classroom Accessible anytime, anywhere via MyLab or the app 89% of students would tell their instructor to keep using MyLab Marketing For additional details visit: www.pearson.com/mylab/marketing c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 This page intentionally left blank c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Consumer Behavior Buying, Having, and Being Thirteenth Edition Global Edition Michael R Solomon Saint Joseph’s University Harlow, England • London • New York • Boston • San Francisco • Toronto • Sydney • Dubai • Singapore • Hong Kong Tokyo • Seoul • Taipei • New Delhi • Cape Town • Sao Paulo • Mexico City • Madrid • Amsterdam • Munich • Paris • Milan Vice President, Business, Economics, and UK Courseware: Donna Battista Director of Portfolio Management: Stephanie Wall Executive Portfolio Manager: Lynn M Huddon Editorial Assistant: Rachel Chou Acquisitions Editor, Global Edition: Ishita Sinha Project Editor, Global Edition: Paromita Banerjee Assistant Project Editor, Global Edition: Aditi Chatterjee Vice President, Product Marketing: Roxanne McCarley Senior Product Marketer: Becky Brown Product Marketing Assistant: Marianela Silvestri Vice President, Production and Digital Studio, Arts and Business:  Etain O’Dea Director, Production and Digital Studio, Business and Economics:  Ashley Santora Managing Producer, Business: Melissa Feimer Content Producer: Michelle Zeng Content Producer, Global Edition: Sudipto Roy Operations Specialist: Carol Melville Design Lead: Kathryn Foot Senior Manufacturing Controller, Global Edition: Angela Hawksbee Manager, Learning Tools: Brian Surette Senior Learning Tools Strategist: Emily Biberger Managing Producer, Digital Studio and GLP: James Bateman Managing Producer, Digital Studio: Diane Lombardo Digital Studio Producer: Monique Lawrence Digital Studio Producer: Alana Coles Managing Editor, Media Production, Global Edition: Gargi Banerjee Manager, Media Production, Global Edition: Vikram Kumar Project Manager: Seetha Perumal, SPi Global Project Management and Interior Design: SPi Global Cover Design: Lumina Datamatics Cover Art: Voyagerix/ Shutterstock c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Microsoft and/or its respective suppliers make no representations about the suitability of the information contained in the documents and related graphics published as part of the services for any purpose All such documents and related graphics are provided “as is” without warranty of any kind Microsoft and/or its respective suppliers hereby disclaim all warranties and conditions with regard to this information, including all warranties and conditions of merchantability, whether express, implied or statutory, fitness for a particular purpose, title and non-infringement In no event shall Microsoft and/or its respective suppliers be liable for any special, indirect or consequential damages or any damages whatsoever resulting from loss of use, data or profits, whether in an action of contract, negligence or other tortious action, arising out of or in connection with the use or performance of information available from the services The documents and related graphics contained herein could include technical inaccuracies or typographical errors Changes are periodically added to the information herein Microsoft and/or its respective suppliers may make improvements and/or changes in the product(s) and/or the program(s) described herein at any time Partial screen shots may be viewed in full within the software version specified Microsoft® and Windows® are registered trademarks of the Microsoft Corporation in the U.S.A and other countries This book is not sponsored or endorsed by or affiliated with the Microsoft Corporation Acknowledgments of third-party content appear on the appropriate page within the text Pearson Education Limited KAO Two KAO Park Hockham Way Harlow Essex CM17 9SR United Kingdom and Associated Companies throughout the world Visit us on the World Wide Web at: www.pearsonglobaleditions.com © Pearson Education Limited 2020 The right of Michael R Solomon, to be identified as the author of this work, has been asserted by him in accordance with the Copyright, Designs and Patents Act 1988 Authorized adaptation from the United States edition, entitled Consumer Behavior, 13th Edition, ISBN 978-0-135-22569-1 by Michael R Solomon, published by Pearson Education © 2020 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 For information regarding permissions, request forms, and the appropriate contacts within the Pearson Education Global Rights and Permissions department, please visit www.pearsoned.com/permissions/ This eBook is a standalone product and may or may not include all assets that were part of the print version It also does not provide access to other Pearson digital products like MyLab and Mastering The publisher reserves the right to remove any material in this eBook at any time British Library Cataloguing-in-Publication Data A catalogue record for this book is available from the British Library ISBN 10: 1-292-31810-4 ISBN 13: 978-1-292-31810-3 eBook ISBN 13: 978-1-292-31820-2 Typeset in Times LT Pro by SPi Global BRIEF CONTENTS Section c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Foundations of Consumer Behavior  19 Chapter Buying, Having, and Being: An Introduction to Consumer Behavior  20 Chapter Consumer Well-Being  49 Section Internal Influences on Consumer Behavior  87 Chapter Perception 88 Chapter Learning and Memory  124 Chapter Chapter Chapter Section Motivation and Affect  165 The Self: Mind, Gender, and Body  196 Personality, Lifestyles, and Values  244 Choosing and Using Products  289 Chapter Attitudes and Persuasive Communications  290 Chapter Decision Making  336 Chapter 10 Buying, Using, and Disposing  370 Section Consumers in Their Social and Cultural Settings  407 Chapter 11 Group Influences and Social Media  408 Chapter 12 Income and Social Class  455 Chapter 13 Subcultures 490 Chapter 14 Culture 529 Appendix I: Careers in Consumer Research  588 Appendix II: Research Methods  590 Appendix III: Sources of Secondary Data  595 Glossary  597 Index  613 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 CONTENTS Section Foundations of ­Consumer Behavior  19 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Major Policy Issues Relevant to Consumer Behavior  60 Data Privacy and Identity Theft  60 Market Access  62 Sustainability and Environmental Stewardship  64 The Dark Side of Consumer Behavior  69 Buying, Having, and Being: An Introduction to Consumer Behavior  20 Consumer Behavior: People in the Marketplace  21 What Is Consumer Behavior?  22 Consumers’ Impact on Marketing Strategy  24 Consumers Are Different! How We Divide Them Up  24 User-Generated Content (UGC)  29 Consumer Terrorism  69 Addictive Consumption  70 Consumed Consumers  73 Illegal Acquisition and Product Use  73 Chapter Summary  75 Key Terms  75 Review 76 Consumer Behavior Challenge  76 Case Study One for One: The Art of Giving at TOMS  78 Marketing’s Impact on Consumers  29 Popular Culture Is Marketing Is Popular Culture . . .   29 All the World’s a Stage  31 What Does It Mean to Consume?  32 Section Data Case: Analyzing the Athletic Shoe Market 82 The Global “Always-On” Consumer  34 The Digital Native: Living a Social [Media] Life  35 Consumer Behavior as a Field of Study  36 Where Do We Find Consumer Researchers?  37 Interdisciplinary Influences on the Study of Consumer Behavior 37 Two Perspectives on Consumer Research  39 Consumer Trends: Keep Ahead to Keep Up  41 Taking It from Here: The Plan of the Book  43 Chapter Summary  43 Key Terms  44 Review 44 Consumer Behavior Challenge  45 Case Study Hey Alexa—What Is Consumer Behavior?  46 Consumer Well-Being  49 Business Ethics and Consumer Rights  50 Needs and Wants: Do Marketers Manipulate Consumers? 51 Consumers’ Rights and Product Satisfaction  54 Market Regulation  56 Consumerism 58 Corporate Social Responsibility (CSR)  59 Transformative Consumer Research  59 Social Marketing  59 Section Internal Influences on Consumer Behavior  87 Perception  88 Sensation 88 Sensory Marketing  90 Augmented and Virtual Reality  97 The Stages of Perception  98 Stage 1: Exposure  99 Subliminal Perception  101 Stage 2: Attention  104 Personal Selection Factors  106 Stage 3: Interpretation  109 Stimulus Organization  110 Semiotics: The Meaning of Meaning  112 Perceptual Positioning  116 Chapter Summary  117 Key Terms  118 Review 118 Consumer Behavior Challenge  119 Case Study A Lush Treat for the Senses  120 Contents Learning and Memory  124 How Do We Learn?  124 Behavioral Learning Theories  125 Marketing Applications of Classical Conditioning Principles 127 Marketing Applications of Repetition  127 Marketing Applications of Conditioned Product Associations 128 Marketing Applications of Stimulus Generalization  129 Instrumental Conditioning  130 Marketing Applications of Instrumental Conditioning Principles 133 Gamification: The New Frontier for Learning Applications  134 Cognitive Learning Theory  135 Observational Learning  135 Is Learning Conscious or Not?  136 How Do We Learn to Be Consumers?  137 Memory 142 How Our Brains Encode Information  143 How Our Memories Store Information  145 How We Retrieve Memories When We Decide What to Buy  148 What Makes Us Forget?  149 How We Measure Consumers’ Recall of Marketing Messages 152 Bittersweet Memories: The Marketing Power of Nostalgia 154 Chapter Summary  156 Key Terms  157 Review 157 Consumer Behavior Challenge  158 Case Study Three Mobile Reimagines History to Assert that Phones are Good  159 Motivation and Affect  165 The Motivation Process: Why Ask Why?  165 Motivational Strength  166 Motivational Direction  167 Motivational Conflicts  169 How We Classify Consumer Needs  171 Affect 174 Types of Affective Responses  174 Positive Affect  176 Negative Affect  177 How Social Media Tap into Our Emotions  179 Consumer Involvement  180 Types of Involvement  181 Chapter Summary  188 Key Terms  188 Review 189 Consumer Behavior Challenge  189 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Case Study Motivating the KonMari Way   191 The Self: Mind, Gender, and Body  196 The Self  196 Does the Self Exist?  197 Self-Concept 197 Are We What We Buy?  203 The Extended Self  205 Embodied Cognition  207 Wearable Computing  208 Gender Identity  210 Sex Role Socialization  211 Female Sex Roles  213 Male Sex Roles  215 Androgyny 216 Lesbian, Gay, Bisexual, and Transgender (LGBT) Consumers 220 The Body as Product  220 Ideals of Beauty  221 Body Decoration and Mutilation  230 Body Anxiety  231 Chapter Summary  234 Key Terms  235 Review 235 Consumer Behavior Challenge  236 Case Study L’Oreal Age Perfect—Because They’re Worth It 237 Personality, Lifestyles, and Values  244 Personality 245 Consumer Behavior on the Couch: Freudian Theory  245 Neo-Freudian Theories  248 Trait Theory  249 Brand Personality  255 Lifestyles and Consumer Identity  261 Product Complementarity and Co-Branding Strategies  264 Psychographics 265 8 Contents Values 271 Core Values  272 How Do Values Link to Consumer Behavior?  276 Chapter Summary  279 Key Terms  279 Review 280 Consumer Behavior Challenge  280 Case Study The Pure and Easy Food Lifestyle  281 Cognitive Decision Making  339 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Steps in the Cognitive Decision-Making Process 340 Neuromarketing 346 Online Decision Making  347 How Do We Put Products into Categories?  349 Habitual Decision Making  355 Heuristics: Mental Shortcuts  355 AI: Who’s Calling the Shots?  358 Priming and Nudging  359 Section Data Case: Evolving Trends in Fitness and French Fries  286 Section Choosing and Using Products  289 Attitudes and Persuasive Communications  290 The Power of Attitudes  291 The ABC Model of Attitudes  292 How Do We Form Attitudes?  295 Attitude Models  301 Do Attitudes Predict Behavior?  304 Persuasion: How Do Marketers Change Attitudes?  308 Decisions, Decisions: Tactical Communications Options  309 The Elements of Communication  309 The Source  311 The Message  315 New Message Formats: The Social Media Revolution  319 Types of Message Appeals  322 The Source Versus the Message: Do We Sell the Steak or the Sizzle? 325 Chapter Summary  327 Key Terms  327 Review 328 Consumer Behavior Challenge  329 Case Study Anti-Smoking Advertising—Can You Be Scared into Quitting?  330 Decision Making  336 What’s Your Problem?  337 Hyperchoice: Too Much of a Good Thing!  337 Self-Regulation 338 Chapter Summary  361 Key Terms  362 Review 362 Consumer Behavior Challenge  363 Case Study P&G and the Moments of Truth—Just How Many Moments Are There?  365 10 Buying, Using, and Disposing  370 Situational Effects on Consumer Behavior  371 The Consumption Situation  371 The Shopping Experience  375 Mood 376 When the Going Gets Tough, the Tough Go Shopping 377 E-Commerce: Clicks versus Bricks  379 Digital Currency  381 Retailing As Theater  382 Store Image  383 In-Store Decision Making  384 Spontaneous Shopping  385 The Salesperson: A Lead Role in the Play  387 Ownership and the Sharing Economy  387 Postpurchase Satisfaction and Disposal  388 Postpurchase Satisfaction  389 Product Disposal  389 Recycling and the Underground Economy  391 Chapter Summary  392 Key Terms  393 Review 394 Consumer Behavior Challenge  394 Case Study Recycling Plastic Bottles, Saving the Planet 396 Section Data Case: Cats, Kibble, and Cable TV  402 Contents Section Consumers in Their Social and Cultural Settings  407 11 Group Influences and Social Media  408 Groups 409 Social Power  410 Reference Groups  411 Conformity 413 Brand Communities  415 Collective Decision Making: How Groups Influence What We Buy  416 B2B Decision Making  416 The Intimate Corporation: Family Decision Making 421 How Families Decide  422 Word-of-Mouth Communication  426 Buzz Building  427 Negative WOM  428 Opinion Leadership  428 How Influential Is an Opinion Leader?  430 Types of Opinion Leaders  431 How Do We Find Opinion Leaders?  432 Social Media: The Horizontal Revolution  435 Online Social Networks and Brand Communities  437 Social Games  440 Digital Word-of-Mouth  441 Chapter Summary  444 Key Terms  445 Review 446 Consumer Behavior Challenge  446 Case Study   Social Media and Humor  449 12 Income and Social Class  455 Income and Consumer Identity  456 To Spend or Not to Spend, That Is the Question  456 Income-Based Marketing  460 Social Class and Consumer Identity  464 Pick a Pecking Order  465 How Do We Measure Social Class?  468 Status Symbols and Social Capital  470 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Status Symbols  470 “What Do You Use That Fork For?” Taste Cultures and Codes 470 Social Class Around the World  475 Status Signaling  479 Chapter Summary  482 Key Terms  483 Review 483 Consumer Behavior Challenge  484 Case Study Success at the Bottom of the Pyramid? Unilever & P&G Show It’s Possible  485 13 Subcultures  490 Ethnic and Racial Subcultures  491 Subcultural Stereotypes  491 Ethnicity and Acculturation  492 The “Big Three” American Ethnic Subcultures  495 Religious Subcultures  499 Organized Religion and Consumption  501 Born Again Consumers  502 Islamic Marketing  503 The Family Unit and Age Subcultures  504 Family Structure  504 Age Cohort  507 Place-Based Subcultures  517 Chapter Summary  519 Key Terms  520 Review 520 Consumer Behavior Challenge  520 Case Study Modern Family: How Brands Embrace Changing Household Structures  523 14 Culture  529 Cultural Systems  530 Dimensions of Culture  530 The Yin and Yang of Marketing and Culture  531 Cultural Movement  532 High and Low Culture  535 Cultural Formulae  536 Cultural Stories and Ceremonies  537 Myths 537 Rituals 539 626 Indexes Tupperware, 378 TV Guide, 278 Twin Peaks, 213 Twinkie the Kid, 124 Twinkies, 167, 171 Twitter, 29, 114, 124, 156, 185, 186, 197, 252, 341, 380t, 413, 425, 426, 436, 437, 442, 466, 473, 514, 548, 552 Tyco, 480 Tylenol, 69–70 Tyson, 503 Uber, 216, 257t, 345–346, 387, 473 Uber Eats, 555 UC–Santa Barbara, 543 Unbaked, 154 Under Armour, 432 UNICEF, 410 Unilever, 65, 101, 104, 175, 272, 485–486, 496, 504 Unilever PLC, 232 Uniqlo, 442 United Colors of Benetton, 220 Universal Studios, 89 University of Alabama, 552 University of Louisville, 430 University of Michigan, 457 University of North Carolina, 302 University of Texas, 543 University of Vermont, 543 Wanted Man, A, 219 Warby Parker, 200, 380 Warner-Lambert, 301 Washington State University, 129 Watson, 209, 358 Webkinz, 564 Weight Watchers, 171, 416, 501 Wendy's, 313 West Elm, 359 Westworld, 209 Wet Seal, 512 WHAM! 124 What Would Yeezus Wear, 552 WhatsApp, 435 Where the Boys Are, 31 Whirlpool, 259 Whitney Museum, 462 Who Wants to Be a Millionaire? 478 Urban Dictionary, The, 262 Whole Foods, 50, 54, 313, 353, 503 Whopper, 94, 211 Whovians, 262 Wii, 440 Wikipedia, 64 Wikipedia, 410, 474 Wild Cherry Pepsi, 386 Wild Oats, 313 Wizard of Oz, The, 207 Wizard of Oz, 549 Women’s Wear Daily, 410 Wonder Bread, 156 Wonder Woman, 210 Woodstock, 124 World Bank, 485 World of Warcraft, 435, 437, 441, 441p World Series, 125 Worldcom, 480 Wrigley, 117 #WWYW, 552 Urban Outfitters, 501 US Airways, 261 U.S Robotics, 410 USAir, 259 X Saves the World: How Generation X Got the Shaft But Can Still Keep Everything from Sucking, Unofficial Harry Potter Cookbook, The, 116 Unofficial Mad Men Cookbook, The, 116 Unofficial Narnia Cookbook, The, 116 Unsafe at Any Speed (Nader), 58 UPS, 375 UpStage, 145 Valentino, 563 VALS2, 278 Vans, 168 Vaseline, 431 VCRs, 311 Vector razor, 485 Venetian, The, 382 Venmo, 381 Versace, 531 Veterans’ Administration (VA), 62 VH1, 514 Viagra, 323 Vice (network), 216 Vicks, 570 Victoria’s Secret, 207, 251t, 314 Victoria’s Secret/PINK, 511 Villanova, 255 Vince Camuto, 375 Virgin, 259, 477 Virgin Airlines, 215 Virgin America, 96 vi.sualize.us, 380t Viva La Juicy, 146 Vivian Girls, 200 Vogue, 25, 129, 220, 274, 309 Vogue India, 478 Voice, The, 265, 314, 410 Volkswagen, 204, 318, 323–324 Volkswagen Beetle, 475 Volvo, 524 Voyager, 145 Vu, 145 Wagyu beef, 129 Walking Dead, The, 336 Walmart, 27, 29, 54, 68, 69, 101, 383, 461, 569 Walther, 218 Wanelo, 380t 513 Xbox, 415 Xbox 376, 440 Xena: Warrior Princess, 415 Xerox, 54 Xeroxcorporationsucks.com, 54 Xeroxstinks.com, 54 X-Men: Apocalypse, 200 xx, The, 321 Yahoo! 61, 348 Yale, 301, 543 Yankees Sod, 551–552 Yankelovich, Skelly & White, 278 Yankelovich Monitor, 278 Yaz, 57–58 Yeezy, 549 Yellowstone National Park, 323 Yelp, 416, 442 Yoplait, 353–354 Young & Rubicam, 249, 250f You’re Only Human: A Guide to Life, 116 YouTube, 25, 29, 259, 301, 322, 348, 427, 435, 436, 511, 512, 513 Yue Lao, 546 Yu-Gi-Oh! 564 Zac Brown Band, 412 Zac Posen, 205 Zany Zack’s Appliance Emporium, 336, 355 Zappos, 432 Zara, 475, 562 Zesty Italian salad dressing, 322 Zing, 210 Zipcar, 387, 388p Zippo Manufacturing Co, 129 Zoobles, 564 Zumba, 174, 175p Subject Index ABC model of attitudes, 292–295 emotional contagion, 295 experiential hierarchy of effects, 293, 294p, 295 hedonic motivations, 295 hierarchies of effects, 292–295, 293f low-involvement hierarchy of effects, 293 Abranding, 479 Absolute threshold, 99 Acceptance cycles, 564, 565f Acculturation, 273, 492–495 Acculturation agents, 512 Accuracy, 197 Achievers, 271 Activation models, 145 Activity stores, 384 Actress, 250f Actual moment of truth (AMOT), 366 Actual self, 199 Actual state, 342 Adaptation, 106, 493 Adaptive clothing, 63, 63p Adbusters, 58 Addict, 250f Addictive consumption, 70–72 consumer addiction, 70 cyberbullying, 71 gaming disorder, 70 phantom vibration syndrome, 72 smartphone addiction, 71 social media addiction, 70 Adoption of innovation, 555–556 Advance-fee fraud artist, 74 Advergaming, 321–322 Advertising wear-out, 128 Affect, 174–180 benign envy, 178 disgust, 178 embarrassment, 178 emotional oracle effect, 175 emotions, 174 envy, 178 evaluations, 174 guilt, 178 happiness, 176 happiness economy, 179 lovemark, 176 malicious envy, 178 material accumulation, 176–177 mood congruency, 175–176 mood enhancement, 174–175 moods, 174 negative affect, 177–179, 177p negative imagery, 178 negative state relief, 175 positive affect, 176–177 responses, types of, 174–176 sadvertising, 175 sentiment analysis, 179–180 and social media, 179–180 word-phrase dictionary, 179 Affective responses, 174–176 Affluenza, 467 Affordable luxuries, 473 African Americans, 495–497 Age, 92 Age cohort, 507–517 acculturation agents, 512 autonomy vs belonging, 510 Baby Boom Generation, 508, 514, 515p children, 508–509 chronological age, 517 consumer identity renaissance, 517 digital natives, 511 economic conditions, 512 Generation X, 508, 513 Generation Y, 508, 509–510, 511–513 Generation Z, 508, 509–511 globalization, 512 global youth market, 509 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 idealism vs pragmatism, 510 images of aging, 514–517 Interbellum generation, 508 Internet of Things, 509 lifestyle connexity, 511 material parenting, 508 mature consumers, 513 multitaskers, 512 nag factor, 509 narcissism vs intimacy, 510 parental yielding, 509 perceived age, 517 rebellion vs conformity, 510 retirement, 514 ridicule, 510 senior market, 516 seniors, 514–517, 516p Silent Generation, 508 smoking, 510 social media, 512 teenagers, 509–510 thumb culture, 512 War Baby Generation, 508 Age groups, 25 Aggregation, 548 Aggressive people, 248, 387 Agile marketing, 421 Agreeableness, 253t AI, 358–359, 358p AIOs, 268–271, 268t Allegories, 324 Alternative reality games, 184 Ambicultural, 494 Ambiguous stimuli, 110–111 Analytical psychology, 248 Androgyny, 216–219, 218p Angel, 250f Anonymity, 42 Anorexia, 228 Anthropomorphism, 256 Anthropomorphization, 110 Antibrand communities, 411 Anticonsumption, 74–75 Antifestival, 546–547 Antiglobals, 572 Anti-smoking advertising, 330–331 Approach-approach conflict, 170 Approach-avoidance conflict, 170–171 Archetypes, 249, 250f Argument structure, 317–318 Artificial intelligence, 36, 46 Artificial needs, 51, 52p Art product, 535 Asian Americans, 498–499, 499p Aspirational reference group, 412 Assertive people, 387 Assimilation, 428, 493 Associative mating, 465 Associative networks, 145–147, 146f Astroturfing, 313 Asynchronous communications, 435 Atephobia, 457 Athletes, 552–553 Atmospherics, 383–384 Attention, 104–106 eyeball economy, 104 media snackers, 104 mindfulness, 104 multitasking, 104–106, 105f perceptual selection, 106 rich media, 106 sensory overload, 104 Attitude accessibility perspective, 307 Attitude models, 301–304 Attitude object, 291, 302 Attitudes, 290–307 ABC model of, 292–295 adding elements, 297 add new attributes, 304, 305p attitude accessibility perspective, 307 attitude models, 301–304 attitude object, 291, 302 attitude toward the act of buying, 305 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Indexes 627 attributes, 302 balance theory, 297–301, 299f, 300p basking in reflected glory, 299, 300–301, 301p and behavior prediction, 304–307 beliefs, 302 capitalizing on relative advantages, 303 celebrity endorsements, 301 changing elements, 297 cognitive dissonance, 296–297 commitment to, 295–296 compliance, 295 consistency principle, 296–297 cultural roadblocks, 307 ego-defensive function, 291 eliminating elements, 297 emotional contagion, 295 evaluation of attributes, 302 experiential hierarchy of effects, 293, 294p, 295 Fishbein Model, 302–303, 304 foot-in-the-door technique, 297 formation of, 295–307 functional theory of, 291–292 hedonic motivations, 295 hierarchies of effects, 292–295, 293f identification, 295–296 importance weights, 302 influence competitor ratings, 304 intentions vs behavior, 304–306 internalization, 296 knowledge function, 292 low-involvement hierarchy of effects, 293 medication adherence, 304 motivation to comply, 305 multiattribute models, 301–304, 303t normative belief, 305 normative influence, 304 object-attribute linkages, 302 obstacles to predicting behavior, 306–308 and popular products, 300 post-purchase dissonance, 297 principle of cognitive consistency, 296–297 salient beliefs, 302 self-perception theory, 297 sentiment relation, 299 strengthen perceived linkages, 303 subjective norms, 305, 306p theory of reasoned action, 304–307 toward luxury, 462 triads, 298 unit relation, 299 utilitarian function, 291 value-expressive function, 291 Attributes, 117, 302, 304 Attributes, adding new, 305p Audio watermark, 95 Augmented reality, 98, 385 Aurophobia, 457 Authenticity and personalization, 42 Authoritarian parents, 139 Authority, 308 Automobile Information Disclosure Act (1958), 56t Autonomous vehicles, 36 Autonomy vs belonging, 510 Avoidance-avoidance conflict, 171 Avoidance group, 412 Avoidance self, 200 B2B decision making, 416–421 Agile marketing, 421 B2B marketers, 416 buyclass theory of purchasing, 418, 418t buying centers, 418 compared to consumer decision making, 417–418 crowdsourcing, 420p, 421 e-commerce, 419–421 modified rebuy, 418, 418t new buying task, 418, 418t organizational buyers, 416–417 prediction market, 420 scrum, 421 selling to school systems, 420 straight rebuy, 418, 418t wisdom of crowds, 421 B2B marketers, 416 B2C e-commerce, 437 Babies for sale, 73 Baby Boom Generation, 508, 514, 515p Bachelors’ Day, 546 Back-translation, 570 Badges, 440 Bagels, 495, 495p Baksheesh, 50 Balance theory, 297–301, 299f, 300p basking in reflected glory, 299, 300–301, 301p celebrity endorsements, 301 and popular products, 300 sentiment relation, 299 triads, 298 unit relation, 299 Basking in reflected glory, 299, 300–301, 301p Beacons, 385 Beards, 230–231 Beauty female, 225–227, 226p, 227–228, 227p, 228–229 ideals of, 221–231 in Japan, 224p in various cultures, 222–223p male, 230–231 universality of, 222–225 Behavioral demands of innovation, 556–558 Behavioral economics, 360 Behavioral learning theories, 125–127 brand equity, 127 classical conditioning principles, 125–126, 126p conditioned response, 125 conditioned stimulus, 125 extinction, 126 halo effect, 127 repetition, 126, 128p unconditioned stimulus, 125 Behavior prediction, 304–307 Being space, 382 Beliefs, 302 Belief systems, 272–273 Benign envy, 178 Best man, 542 Beta marriage, 422 Big data, 28–29, 28f, 265 Big Five personality traits, 249–255, 253t Binary opposition, 538 Biohackers, 209 Bioterrorism, 69–70 Bitcoin, 381 Black Friday, 29 Blockchain, 381 Blood donors, 73 Blue-collar workers, 468 Bluetooth, 31f Body anxiety, 232–234 Body as product, 220–234 anorexia, 228 beards, 230–231 beauty ideals, 221–231 beauty in Japan, 224p beauty in various cultures, 222–223p body anxiety, 232–234 body decoration and mutilation, 231–232, 231p body image, 220, 221p body image distortions, 228 body piercing, 234 body positivity, 229–230, 230p bulimia, 228 clothing sizes, 228 cosmetic surgery, 232–233 current ideal of female beauty, 228–229 eating disorders, 228 fattism, 229–230, 230p female beauty, 226p female body shape, 225–227 group dieting, 228 how men view women, 222–223 how women view men, 224–225 ideals of female beauty, 225–227 ideals of male beauty, 230–231 medical tourism, 232 sexual dimorphic markers, 226 skin color, 232 tattoos, 233–234 thinspiration, 228 universality of beauty, 222–225 vanity sizing, 228 Western ideal of female beauty, 227–228, 227p Body decoration and mutilation, 231–232, 231p Body image, 220, 221p Body image distortions, 228 Body piercing, 234 Body positivity, 229–230, 230p Boomerang kids, 506 Born again consumers, 502–503 Botnets, 61 Bottom of the pyramid consumers, 463–464, 485–486 Bounded rationality, 355 Brand archetypes, 249, 250f, 251t Brandasset Valuator Archetypes, 250f Brand communities, 415–416, 437–440, 437p Brand equity, 127 Brandfests, 415 Brand identification, 147 Brand immigrants, 563 Brand information recall, 150 Brand loyalty, 135, 183, 355 Brand names, 259, 261 Brand personality, 255–261, 256p anthropomorphism, 256 brand names, 259, 261 brand resonance, 257, 257t brand storytelling, 255 category resonance, 257t consumer relationship to products, 257 cultural bedrock, 257t currency value, 257t Doppelgänger brand image, 259 emotional vibrancy, 257t inauthentic brands, 258–259 interdependency, 257t intimacy, 257t label design, 260p personal co-creation, 257t reader-response theory, 255 role resonance, 257t spokescharacters, 258p underdog brand biography, 255 Brand prominence, 481 Brand resonance, 257, 257t Brands, 21, 523–524 abranding, 479 antibrand communities, 411 familiar brand names, 358 family branding, 129 follower brands, 149 fortress brands, 543 inauthentic brands, 258–259 incidental brand exposure, 166 oppositional brand choice, 423 pioneer brands, 149 retro brands, 155, 155p underdog brand biography, 255 Brand storytelling, 255 Brand tourists, 563 Brazil, 478–479 Breadwinner, 215 Bribery, 50 BRIC nations, 475 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 Bridging function, 434 Broadcast medium, 310–311 Bro culture, 216 Bromance, 212 Bulimia, 228 Burkinis, 531 Business ethics, 50–51 bribery, 50 cultural differences, 50 Eco-Scale, 50 Foreign Corrupt Practices Act, 50 Greenlist, 50 Organization for Economic Cooperation and Development, 50 unethical actions, 51 Business practices, 559–560 Bustarella (little envelope), 50 Buyclass theory of purchasing, 418, 418t Buyer, 416 Buyer behavior, 23 Buyer personas, 266–268 Buying, using, and disposing, 370–404 activity stores, 384 aggressive people, 387 assertive people, 387 atmospherics, 383–384 attitude toward the act of buying, 305 augmented reality, 385 beacons, 385 being space, 382 Bitcoin, 381 blockchain, 381 co-consumers, 374 collaborative consumption, 387 consumer types, 374 consumption situation, 371–373 cryptocurrency, 381 customer journey, 375 day reconstruction method, 372 design thinking, 375 digital currency, 381–382 digital wallets, 381 dimensions of time, 374 dyadic encounters, 387 e-commerce, 379–380 expectancy disconfirmation model, 389 food waste, 390p gemba, 376, 376f group pressure, 378 hedonic shopping motives, 378–379 home shopping party, 378, 379p identity negotiation, 387 impulse buying, 385, 386f in-store decision making, 384–385 in-store slack, 384 in-store tech, 385 interaction styles, 387 lateral cycling, 391 mental budgets, 384 mood, 376–377, 377f music, 384 National Returns Day, 389–390 near field communications technology, 381 nonassertive people, 387 open rates, 374 P2P commerce, 388 P2P payment systems, 381 point-of-purchase stimuli, 386 pop-up stores, 382 postpurchase satisfaction, 388–389 pretailer, 381 psychological time, 374 purchase and postpurchase activities, 372f pure play businesses, 380 queuing theory, 375 recommerce, 392 recycled products, 389p recycling, 391–392 retailing as theater, 382 retail theming, 382 salespersons, 387 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 628 Indexes Buying, using, and disposing (Continued) segmentation matrix for sun screen, 373t sharing of common interests, 378 shopping apps, 385 shopping experience, 375–387 shopping motivation, 378 shopping orientation, 377–378 showrooming, 380 situational self-image, 372 social experiences, 378 social shopping, 380, 380t spontaneous shopping, 385–386 status, 378 store image, 383–384 swishing, 392 thrill of the hunt, 378 time factors, 373–375 time metaphors, 374–375 time poverty, 374 timestyle, 374 total quality management, 376 underground economy, 391–392, 392p unplanned buying, 385 valued website features, 382 virtual reality, 385 visual stimuli, 384 Buying centers, 418 Buzz building, 427 C2C e-commerce, 437 Capitalizing on relative advantages, 303 Cargo cults, 273 Case studies Alexa, 46–47 anti-smoking advertising, 330–331 bottom of the pyramid consumers, 485–486 Procter & Gamble, 485–486 Unilever, 485–486 Category exemplars, 351 Category resonance, 257t Catholics, 501 Çaydanlik, 553 Celebrity endorsements, 301, 314 Celebrity endorsers, 186 Cellphone zombie, 104 CEO pay ratio, 458 Changing elements, 297 Chapstick Addicts, 70 Characteristics, 429 Chavs, 477–478 Chi, 569 Child Protection Act (1966), 56t Children, 508–509 Children’s Television Act (1990), 142 China, 475–476 Chinook, 231 Christians, 502–503 Christmas, 546 Chronological age, 517 Chunking, 144–145, 316 Classical conditioning principles, 125–126, 126p Classics, 564 Class structure, 561–563 Clean-diesel vehicles, 66 Cliques, 434 Closure principle, 111 Clothing sizes, 228 Co-branding strategies, 264–265 Co-consumers, 374 Co-creation, 184, 185p Coercive power, 410–411 Coffee, 66 Cognitive consistency, principle of, 296–297 Cognitive decision making, 338–355 actual state, 342 category exemplars, 351 collaborative filtering, 348 competitor identification, 350–351, 351p consideration set, 344 cybermediary, 347–349 decision rules, 354–355 determinant attributes, 352 directories and portals, 348 electroencephalograms, 347 elimination-by-aspects rule, 354 evaluation of alternatives, 344 evaluative criteria, 351–352, 352t evoked set, 344 fan clubs, 348 feature creep, 344–345, 345p filter bubble, 343–344 forums, 348 functional magnetic resonance imaging, 346, 347p ideal state, 342 information search, 342–344 intelligent agents, 348 knowledge structures, 349–350 lexicographic rule, 354 long tail, 349 need recognition, 342 neuromarketing, 346–348 ongoing search, 342 online decision making, 347–349 opportunity recognition, 342 positioning strategy, 350 postpurchase evaluation, 345–346 prepurchase search, 342 problem recognition, 341–342, 342f product authenticity, 352p, 353–354 product categories, 349–355, 350f product choice, 344–345 product knowledge and amount of search, 342–343, 343f product location in a store, 351 rational perspective, 339–340 search algorithms, 348 search engine optimization, 348 search engines, 348 selective search, 343 service economy, 346 simple additive rule, 354 social scoring, 345–346 stages in, 341–346, 341f standard of comparison, 342 user groups, 348 weighted additive rule, 354 Cognitive development, 140–142 Cognitive dissonance, 170, 296–297 Cognitive learning principles, 137 Cognitive learning theory, 135–142 authoritarian parents, 139 cognitive development, 140–142 conscious learning, 136–137 consumer development, stages of, 139f consumer socialization, 138 cued stage of development, 140 indulgent parents, 139 internet, 139 learning to be a consumer, 137–142 limited stage of development, 140 masking effects, 137 message comprehension, 141–142 mindlessness, 137 modeling, 136 multiple-intelligence theory, 141 neglecting parents, 139 observational learning, 135–136, 136f, 137 parental influence, 138–139 preoperational stage of development, 140 social attractiveness, 137 social defaults, 136 strategic stage of development, 140 television, 139, 141p, 142f trigger feature, 137 Cognitive matching, 203 Cohabitation, 505–506 Collaborative consumption, 387 Collaborative filtering, 348 Collecting, 550–551 Collective decision making, 416–421 B2B decision making, 416–421 buyer, 416 gatekeeper, 416 influencers, 416 initiator, 416 user, 416 Collective selection, 532 Collective self, 197 Collective unconscious, 248–249 Collective value creation, 415–416 College rituals, 543 College wage premium, 460 Color and fashion trends, 94 Color palette, 93 Colors, 91–94, 107 age and, 92 color palette, 93 culture and language and, 93 emotions, influence on, 92 and fashion trends, 94 gender differences in preferences for, 92 interior designers and, 92 marketing applications of, 94t trade dress, 93–94 uniform colors, 92, 93p Commitment, 295–296, 414 Communication, source of See Source of communication Communications model, 309–310, 310f, 311f Communications subsystem, 534 Community level, 207 Comparative advertising, 318–319 Compatibility, 558 Competitor identification, 350–351, 351p Competitors, 117 Complaint letters, 54–55 Complexity, 558 Compliance, 295 Compliant people, 248 Compulsive consumption, 72–73 compulsive shopping disorder, 72 gambling, 72–73 shopaholics, 72 Compulsive shopping disorder, 72 Conditioned product associations, 128 Conditioned response, 125 Conditioned stimulus, 125 Conditioned superstition, 537 Conformity, 413–415, 413p Conscientious consumerism, 64 Conscientiousness, 253t Conscious learning, 136–137 Consensus, 309 Consideration set, 344 Consistency, 308–309 Consistency principle, 296–297 Conspicuous consumption, 479–482, 561 Conspicuous waste, 482 Constructive processing, 337–338 Consumed consumers, 73 Consumer addiction, 70 Consumer animosity, 357 Consumer behavior, 20–48, 254t, 530 80/20 Rule, 24 age groups, 25 anonymity, 42 artificial intelligence, 36 attitudes, 290–307 authenticity and personalization, 42 autonomous vehicles, 36 big data, 28–29, 28f Black Friday, 29 brand personality, 255–261 brands, 21 buyer behavior, 23 buying, using, and disposing, 370–404 consumer, 23–24 consumer identity, 261–265 consumer loyalties, 21–22, 22p, 33 consumer researchers, 37 consumers, 21–24 consumer trends, 41–43 consumer well-being, 49–84 consumption, meaning of, 32–34 consumption commodities, 21 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 consumption process, stages in, 23f culture, 529–587 database marketing, 27–29 dating apps, 21 decision making, 336–369 demographics, 21, 24–29 digital natives, 35–36 diversity and multiculturalism, 42 emerging ways to consume, 34 ethnicity, 26 exchange, 23 faithful customers, 24 family structure, 26 as a field of study, 36–41 gender, 25 gender roles, 42 geography, 26 global “always-on” consumer, 34–35 global consumers, 34–36 group influences and social media, 408–454 healthy and ethical living, 42 heavy users, 24 income, 26, 455–470 income inequality, 42 influencers, 23 interconnection, 42 interdisciplinary influences on the study of, 37–39 interdisciplinary research issues in, 38t Internet of Things, 36, 42 interpretivism, 41t introduction, 20–48 learning and memory, 124–164 lifelogs, 36 lifestyles, 26, 261–265 lifestyle statements, 21 M2M, 36 marketing, 29–32 marketing opportunities, 24 market segmentation strategies, 21 meaning of consumption, 32–34 megacities, 35 motivation and affect, 165–195 needs, 34, 35p overview, 22–23 perception, 88–123 personality, 245–255 persuasion, 308–326 popular culture, 29–31, 30f positivism, 41t psychographics, 265–271 pyramid of, 39f race, 26 relationship marketing, 27 robot companions, 36 role theory, 31–32 self, 196–243 sexbots, 36 sharing economy, 42 simplification, 42 social class, 26, 26f, 470–482 social media, 25 social shopping, 42 subcultures, 21, 490–528 user-generated content, 29 and values, 276–278 values, 271–278 vaping, 30f wants, 34 Web 18.16, 29 Consumer confidence, 457 Consumer confusion, 129–130 Consumer Culture Theory, 40–41 Consumer fairy tales, 538–539 Consumer Goods Pricing Act (1975), 57t Consumer group, 263 Consumer identity, 261–265 big data, 265 co-branding strategies, 264–265 consumer group, 263 consumption constellation, 264 consumption style, 263, 263f definition of, 262 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Indexes 629 emo, 262 e-sports, 261–262, 261p and marketing perspective, 262–263 metro, 262 product complementarity, 264–265 status culture, 263 symbolic community, 263 taste public, 263 time allocation, 263f Consumer identity renaissance, 517 Consumer involvement, 180–188, 180f, 182p alternative reality games, 184 brand loyalty, 183 celebrity endorsers, 186 co-creation, 184, 185p cult products, 181 definition of, 180 Do It Yourself, 184 encouraging imagining using product, 186 functional risk, 183f gamification, 184 high-involvement media, 185 high-tech, 187 inertia, 181 low-involvement media, 185 mass customization, 184 message involvement, 184–187 monetary risk, 183f narrative transportation, 185 new media platforms, 186 novel stimuli, 185–186, 186p perceived risk, 182, 183f personalization, 187 physical risk, 183f product involvement, 182–184, 187p prominent stimuli, 186 providing value, 186 psychological risk, 183f satiation, 184 scale to measure, 181t situational involvement, 187–188 social risk, 183f spectacles, 186–187 subscription boxes, 187–188 types of involvement, 181–188 variety-seeking, 183–184 Consumerism, 59 Adbusters, 58 consumer mistrust of companies, 58 culture jamming, 58 Declaration of Consumer Rights, 58 Consumer loyalties, 21–22, 22p, 33 Consumer loyalty, 46 Consumer needs classification, 171–174 esteem, 173 Maslow’s Hierarchy of Needs, 172–174, 172f Murray’s psychogenic needs, 171 need for achievement, 171–172 need for affiliation, 172 need for power, 172 need for uniqueness, 172 peak experiences, 172 physiological needs, 173 safety, 173, 173p self-actualization, 173 social, 173 Thematic Apperception Test, 171 Consumer problem, 337–339 cognitive decision making, 338–339 constructive processing, 337–338 counteractive construal, 339 dieting, 338–339 dynamic speed displays, 338–339, 340p executive control center, 339 feedback loops, 339 hyperchoice, 337–338 implementation intentions, 338 Morning Morality Effect, 339 prevention motivation, 339 promotion motivation, 339 purchase momentum, 337 self-regulation, 338–339 Consumer Products Safety Act (1972), 57t Consumer recall, measuring, 152–154 Consumer research, 37–41 Consumer Culture Theory, 40–41 interdisciplinary research issues in, 38t interpretivism, 39–40, 41t modernism, 39 paradigms, 39 pastiche, 40 perspectives on, 39–40, 40p positivism, 39, 41t postmodernism, 39–40 pyramid of, 39f Consumer researchers, 37 Consumer Review Fairness Act of 2016 (2016), 57t Consumer rights, 50–51, 54–58 complaint letters, 54–55 customer complaints, 55 customer satisfaction, 54–56, 55p private response, 54 third-party response, 54 voice response, 54 Consumers, 21–24, 23–24 authoritarian parents, 139 disconnect between attitudes and behavior, 66–69 global, 34–36 harmful behavior, 69–75 indulgent parents, 139 learning to be a consumer, 137–142 lesbian, gay, bisexual, and ­transgender, 220 mistrust of companies, 58 neglecting parents, 139 parental influence, 138–139 potential manipulation of, 51, 54 relationship to products, 257 stages of development, 139f Consumer’s goal, 166 Consumer socialization, 138 Consumerspace, 51 Consumer style, 570 Consumer terrorism, 69–70 Consumer theft and fraud, 74 Consumer trends, 41–43 Consumer types, 374 Consumer well-being, 49–84 Adbusters, 58 addictive consumption, 70–72 anticonsumption, 74–75 artificial needs, 51, 52p botnets, 61 bribery, 50 business ethics, 50–51 complaint letters, 54–55 compulsive consumption, 72–73 consumed consumers, 73 consumerism, 59 consumer mistrust of companies, 58 consumer rights, 50–51, 54–58 consumerspace, 51 consumer terrorism, 69–70 consumer theft and fraud, 74 corrective advertising, 57–58 cultural differences, 50 culture jamming, 58 customer complaints, 55 customer satisfaction, 54–56, 55p data breaches, 61 data privacy, 60–62 Declaration of Consumer Rights, 58 disabilities, 62–63 Eco-Scale, 50 environmental stewardship, 64–69 facial recognition, 60 federal oversight of consumer protection, 56–57t, 56–58 financial value of digital actions, 61 food deserts, 63–64 Foreign Corrupt Practices Act, 50 GPS technology, 60–61 Greenlist, 50 green products, 50 harmful consumer behavior, 69–75 identity theft, 60–62 illegal acquisition and product use, 73–74 literacy, 64 locational privacy, 61 market access, 62–64 marketerspace, 51 marketing and consumers, 51–54 market regulation, 56–59 and materialism, 53 needs and wants, 51 online sexual predators, 72f phishing, 61 policy issues and, 60–64 post-traumatic stress disorder (PTSD), 62 private response, 54 product satisfaction, 54–58 real-time bidding, 61 social marketing, 59 subprime mortgages, 56 sustainability, 64–69 third-party response, 54 transformative consumer research, 59 unethical actions, 51 voice response, 54 Consumption commodities, 21 meaning of, 32–34 microcultures, 277 motivations, 247t situation, 371–373 stages of process, 23f style, 263, 263f Consumption constellation, 264 Consumption-specific values, 276 Content, 197 Content marketing, 442 Context effects, 359 Continuous innovation, 557 Convention, 275–276 Cool scents, 95 Cooptation, 531 Core values, 272–276 Corporate social responsibility, 313 Corporate Social Responsibility (CSR), 59 Corpse hotel, 549 Corrective advertising, 57–58 Cosmetic surgery, 232–233 Cosmological function of myth, 538 Cosmopolitanism, 467 Cougars, 481 Counteractive construal, 339 Counterfeiting, 74 Counterfeit luxury goods, 479, 479p Country of origin, 357–358, 357p Courtship rituals, 545p Covariation, 356–357 Cradle to cradle, 65 Creative subsystem, 534 Credit scores, 458, 460p Creolization, 567–568 Crescive norms, 275 Crowdsourcing, 420p, 421 Cryptocurrency, 381 Cued stage of development, 140 Cult products, 181 Cultural bedrock, 257t Cultural capital, 473 Cultural creatives, 69 Cultural differences, 50 Cultural formulae, 536, 536p Cultural gatekeepers, 534–535, 535p Cultural movement, 532–535 collective selection, 532 communications subsystem, 534 creative subsystem, 534 cultural gatekeepers, 534–535, 535p cultural specialists in the music ­industry, 534t c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 culture production process, 533f, 534 hip-hop, 532–533 managerial subsystem, 534 movement of meaning, 532f throughput sector, 535p Cultural pressures, 414 Cultural roadblocks, 307 Cultural specialists in the music industry, 534t Cultural stories and ceremonies, 537–549 aggregation, 548 antifestival, 546–547 Bachelors’ Day, 546 best man, 542 binary opposition, 538 Christmas, 546 college rituals, 543 conditioned superstition, 537 consumer fairy tales, 538–539 corpse hotel, 549 cosmological function of myth, 538 courtship rituals, 545p death and funeral practices, 548–549, 549p economic exchange, 544 famadihana, 549 fortress brands, 543 gestation, 544 gift-giving rituals, 544–545 giving away the bride, 541 grooming rituals, 543–544 Halloween, 546–547, 547p head banging, 543 holiday rituals, 546–548 itai hoteru, 549 liminality, 548 magic, 537 media and mythic themes, 539 metaphysical function of myth, 538 myths, 537–539 potlatching, 541 presentation, 544 psychological function of myth, 538 public rituals, 543 reciprocity, 544, 545 reformulation, 544–545 retirement, 540p rites of passage, 548–549 ritual artifacts, 540 rituals, 539–543, 540p ritual script, 540 self-gifting, 545p separation, 548 Singles’ Day, 546 sociological function of myth, 538 symbolic exchange, 544 tailgating, 542p, 543 throwing rice, 542 tossing of the garter, 542 Valentine’s Day, 547–548 wedding ritual, 541–542, 541p, 542p Cultural systems, 530–536 art product, 535 burkinis, 531 collective selection, 532 communications subsystem, 534 consumer behavior and, 530 cooptation, 531 creative subsystem, 534 cultural formulae, 536, 536p cultural gatekeepers, 534–535, 535p cultural movement, 532–535 cultural specialists in the music industry, 534t culture production process, 533f culture production system, 534 culture shock, 530 dimensions of culture, 530–531 ecology, 530–531 established plots and characters, 536 ethos, 531 high and low culture, 535–536 hip-hop, 532–533 ideology, 531 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 630 Indexes Cultural systems (Continued) locavores, 531 managerial subsystem, 534 marketing and culture, 531–532 movement of meaning, 532f social structure, 531 street art, 535–536 throughput sector, 535p worldview, 531 Cultural values, 276 Culture, 529–587 acceptance cycles, 564, 565f adoption of innovation, 555–556 aggregation, 548 antifestival, 546–547 antiglobals, 572 athletes, 552–553 Bachelors’ Day, 546 back-translation, 570 behavioral demands of innovation, 556–558 best man, 542 binary opposition, 538 brand immigrants, 563 brand tourists, 563 business practices, 559560 ỗaydanlik, 553 chi, 569 Christmas, 546 classics, 564 class structure, 561–563 collecting, 550–551 college rituals, 543 compatibility, 558 complexity, 558 conditioned superstition, 537 conspicuous consumption, 561 consumer fairy tales, 538–539 consumer style, 570 continuous innovation, 557 cosmological function of myth, 538 courtship rituals, 545p creolization, 567–568 cultural stories and ceremonies, 537–549 cultural systems, 530–536 cycles of adoption, 564–565 death and funeral practices, 548–549, 549p desacralization, 553–554, 554p discontinuous innovation, 558 dynamically continuous innovation, 558 early adopters, 555, 556 economic exchange, 544 economic models of, 561 emic perspective, 569, 570 erogenous zones, 560–561 etic perspective, 568, 570 fads, 564 fashion, 559–565, 559p feng shui, 569 fortress brands, 543 Gartner Hype Cycle, 556–557, 557f gestation, 544 gift-giving rituals, 544–545 giving away the bride, 541 global agnostics, 572 global citizens, 572 global consumer culture, 565–572 global dreamers, 572 global marketing, effectiveness of, 571–572 Goth culture, 561 grooming rituals, 543–544 Halloween, 546–547, 547p head banging, 543 hero tale, 552–553 hip-hop, 561 hoarding, 550–551 Hofstede Dimensions of National Culture, 571 holiday rituals, 546–548 homogenization of rituals and ­product preferences, 567 individualism, 571 indulgence vs restraint, 571 innovaters, 555 innovations, diffusion of, 554–558 Innovation Trigger, 556 laggards, 555 language barrier, 569 late adopters, 555 liminality, 548 localized strategies, 568–571 magic, 537 managing by walking around, 560 masculinity, 571 mass fashion, 562 media and mythic themes, 539 medical model of, 563–564 meme theory, 563 metaphysical function of myth, 538 movement of meaning, 560 myths, 537–539 national character, 569 Normcore, 560p objectification, 550 observability, 558 opinion leaders, 562 paradox of fashion, 563 Peak of Inflated Expectations, 557 Plateau of Productivity, 557 potlatching, 541 power distance, 571 presentation, 544 prestige-exclusivity effect, 561 psychological function of myth, 538 psychological models of, 560–561 public rituals, 543 reciprocity, 544, 545 reformulation, 544–545 relative advantage, 558 retirement, 540p reverse innovation, 558 rites of passage, 548–549 ritual artifacts, 540 rituals, 539–543, 540p ritual script, 540 sacralization, 550–551 sacred and profane, changing ­between, 553–554 sacred and profane consumption, 549–554 sacred events, 552–553 sacred people, 552 sacred places, 551–552 self-gifting, 545p separation, 548 Singles’ Day, 546 Slope of Enlightenment, 557 sneakerheads, 550, 551p snob effect, 561 sociological function of myth, 538 sociological models of, 561–563 sports, 552–553 standardized strategies, 568 successful innovations, attributes of, 558 symbolic exchange, 544 tailgating, 542p, 543 Technology Acceptance Model, 556 throwing rice, 542 tipping point, 563–564 tossing of the garter, 542 total quality management, 560 translation mishaps, 570 trialability, 558 trickle-across effect, 563 trickle-down theory, 561 trickle-up effect, 563 Trough of Disillusionment, 557 types of adopters, 556f uncertainty avoidance, 571 U.S consumer culture and, 565–567 Valentine’s Day, 547–548 wedding ritual, 541–542, 541p, 542p Culture and language, 93 Culture jamming, 58 Culture of immigration, 493 Culture of origin, 493 Culture of participation, 436 Culture production process, 533f Culture production system, 534 Culture shock, 530 Curation, 274 Currency value, 257t Customer complaints, 55 Customer journey, 375 Customer satisfaction, 54–56, 55p Customs, 275 Cyberbullying, 71 Cybermediary, 347–349 Cyberspace themes, 382 Cyborgs, 209 Cycles of adoption, 564–565 Dadvertising, 426 Database marketing, 27–29 Data breaches, 61 Data privacy and identity theft, 60–62 botnets, 61 data breaches, 61 facial recognition, 60 financial value of digital actions, 61 GPS technology, 60–61 locational privacy, 61 phishing, 61 real-time bidding, 61 Dating apps, 21 Dating websites, 63 Day reconstruction method, 372 Daytona Beach, 31 Death and funeral practices, 548–549, 549p Decay, 149 Decision making, 336–369 actual state, 342 AI, 358–359, 358p behavioral economics, 360 bounded rationality, 355 brand loyalty, 355 category exemplars, 351 cognitive decision making, 338–355 collaborative filtering, 348 competitor identification, 350–351, 351p consideration set, 344 constructive processing, 337–338 consumer animosity, 357 consumer problem, 337–339 context effects, 359 counteractive construal, 339 country of origin, 357–358, 357p covariation, 356–357 cybermediary, 347–349 decision rules, 354–355 default bias, 360 determinant attributes, 352 dieting, 338–339 directories and portals, 348 dynamic speed displays, 338–339, 340p electroencephalograms, 347 elimination-by-aspects rule, 354 ethnocentrism, 357 evaluation of alternatives, 344 evaluative criteria, 351–352, 352t evoked set, 344 executive control center, 339 familiar brand names, 358 fan clubs, 348 feature creep, 344–345, 345p feedback loops, 339 filter bubble, 343–344 forums, 348 framing, 359 functional magnetic resonance imaging, 346, 347p habitual decision making, 355–359 heuristics, 355–358 hyperchoice, 337–338 ideal state, 342 implementation intentions, 338 inertia, 355 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 information search, 342–344 intelligent agents, 348 knowledge structures, 349–350 lexicographic rule, 354 long tail, 349 loss aversion, 359 market beliefs, 356, 356t maximizing solution, 355 mental accounting principles, 359 moments of truth, 365–366 Morning Morality Effect, 339 need recognition, 342 neuromarketing, 346–348 ongoing search, 342 online decision making, 347–349 opportunity recognition, 342 persuasive design, 360–361 positioning strategy, 350 postpurchase evaluation, 345–346 prepurchase search, 342 prevention motivation, 339 prime, 360 priming and nudging, 359–361 problem recognition, 341–342, 342f product authenticity, 352p, 353–354 product categories, 349–355, 350f product choice, 344–345 product knowledge and amount of search, 342–343, 343f product location in a store, 351 promotion motivation, 339 prospect theory, 359 purchase momentum, 337 satisficing solution, 355 search algorithms, 348 search engine optimization, 348 search engines, 348 selective search, 343 self-regulation, 338–339 service economy, 346 simple additive rule, 354 social scoring, 345–346 stages in, 341f standard of comparison, 342 sunk-cost fallacy, 359 three buckets of, 338f upselling, 359 user groups, 348 weighted additive rule, 354 Decision making, habitual See Habitual decision making Decision rules, 354–355 Declaration of Consumer Rights, 58 Decluttering, 275 Deep processing, 145 Deethnicization, 494–495, 495p Default bias, 360 Degree of connectedness, 439 Deindividuation, 413 Delayed gratification, 167 Demographics, 21, 24–29 Depth interviews, 246 Desacralization, 553–554, 554p Design, 168–169 Design thinking, 375 Destroyer, 250f Detached people, 248 Determinant attributes, 352 DfE (Design for the Environment), 49, 50 Dictator, 250f Dieting, 338–339 Differential fertility, 459 Differential threshold, 99 Digital currency, 381–382 Digital divide, 464 Digital natives, 35–36, 511 Digital selves, 205 Digital virtual consumption, 441 Digital wallets, 381 Digital word-of-mouth, 441–443 Dimensions of culture, 530–531 Dimensions of time, 374 DINKs, 505 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Indexes 631 Directories and portals, 348 Disabilities adaptive clothing, 63, 63p dating websites, 63 post-traumatic stress disorder (PTSD), 62 touchscreens, 62 Disalienation, 247t Disclaimers, 312 Discontinuous innovation, 558 Discretionary income, 456 Discretionary spending power, 456 Discrimination, 106 Disgust, 178 Dispreferred Marker Effect, 443 Dissonance, 170 Diversity and multiculturalism, 42 Divorce, 506 Dodd-Frank Wall Street Reform and Consumer Protection Act (2010), 57t Do It Yourself (DYI), 184 Dominance–submission hierarchy, 465 Doppelgänger brand image, 259 Downward mobility, 458 Dramaturgical perspective, 201 Drama vs lecture, 325 Drive theory, 166–167 Dyadic encounters, 387 Dynamically continuous innovation, 558 Dynamic speed displays, 338–339, 340p Early adopters, 555, 556 Eating disorders, 228 Echo Boomers See Generation Y Ecology, 530–531 E-commerce, 379–380, 419–421 Economic conditions, 512 Economic exchange, 544 Economic models, 561 Eco-Scale, 50 Ego, 245–246 Ego-defensive function, 291 80/20 Rule, 24, 269 Elaborated codes, 472, 472t Elaboration Likelihood Model, 325–326, 325f Electric vehicles, 66 Electroencephalograms, 347 Electronic mouth, 97 Elements, adding, 297 Eliminating elements, 297 Elimination-by-aspects rule, 354 Embarrassment, 178 Embeds, 102, 102–103f Embodied cognition, 207–208 Emerging ways to consume, 34 Emic perspective, 569, 570 Emo, 262 Emojis, 114 Emotional contagion, 295 Emotional oracle effect, 175 Emotional type and intensity, 151 Emotional vibrancy, 257t Emotional vs rational appeals, 322 Emotions, 92, 174 Employee performance, 135 Empowerment, 466–467 Empty self, 203 Enacted norms, 275 Enchantress, 250f Enclothed cognition, 208 Encoding of information, 143–145 Encoding stage, 142 Enculturation, 273, 492 Endowed progress effect, 135 Endowment effect, 96 Energy-efficient light bulbs, 66 Engagement rings, 470 Enjoyment of shopping, 254t Environmental bottom line, 65 Environmental cues, 415 Environmental stewardship, 64–69 clean-diesel vehicles, 66 coffee, 66 cradle to cradle, 65 definition, 65 disconnect between consumer attitudes and behavior, 66–69 electric vehicles, 66 energy-efficient light bulbs, 66 environmental bottom line, 65 financial bottom line, 65 food industry, 67p green cleaning products, 66 green marketing, 65–66 green products, expense of, 67 greenwashing, 68 hybrid vehicles, 66 LOHAS, 69 organic food, 66, 68f social bottom line, 65 sustainable business model, 64–65 triple bottom-line orientation, 65 Envy, 178 Episodic memories, 143 Erogenous zones, 560–561 Eroticism, 247t E-sports, 261–262, 261p Established plots and characters, 536 Esteem needs, 173 Ethnicity, 26, 492–495 Ethnocentrism, 357 Ethnography, 492 Ethos, 531 Etic perspective, 568, 570 Etiquette, 276p Evaluation of alternatives, 344 Evaluation of attributes, 302 Evaluations, 174 Evaluative criteria, 351–352, 352t Evaluative reactions, 147 Evangelical movement, 502–503 Evoked set, 344 Evolution, 505–506 Exchange, 23 Executive control center, 339 Existence, 197 Expectancy disconfirmation model, 389 Expectancy theory, 166–167 Experiential hierarchy of effects, 293, 294p, 295 Expert power, 410 Exposure, 99–104, 106 absolute threshold, 99 differential threshold, 99 just noticeable difference, 99 logo changes, 100f and markdowns, 100 price increase, hiding, 100 psychophysics, 99 relative difference, 100 Weber’s Law, 100–101 Extended family, 505 Extended self, 205–207, 206p, 207f community level, 207 family level, 207 group level, 207 individual level, 207 External memory, 143 Extinction, 126 Extroversion, 253t, 254t Eyeball economy, 104 Facial recognition, 60 Fads, 564 Fair Packaging and Labeling Act (1966), 56t Faithful customers, 24 Fake news, 312 Famadihana, 549 Familiar brand names, 358 Familiarity and recall, 150 Family branding, 129 Family decision making, 421–426 beta marriage, 422 Dadvertising, 426 family financial officer, 423 family identity, 424 heuristics, 424 the husband, 426 interpersonal need, 422 kin-network system, 425–426 oppositional brand choice, 423 pets, 425p power and influence, 422–423 product involvement, 422 product utility, 422 responsibility for buying, 422 roommates, 423p syncretic decisions, 424 synoptic ideal, 423 task specialization, 424 the wife, 425–426 Family financial officer, 423 Family identity, 424 Family level, 207 Family life cycle concept, 506–507 Family structure, 26, 504–507 Family unit, 504–507 boomerang kids, 506 cohabitation, 505–506 DINKs, 505 divorce, 506 evolution of, 505–506 extended family, 505 family life cycle concept, 506–507 fertility rate, 504–505 household, 505 nuclear family, 505 pets, 507 roommates, 507 Sandwich Generation, 506 smaller families, 505 voluntarily childless people, 505 Fan clubs, 348 Fantasy, 200 Fantasy camp, 412, 412p Fashion, 559–565, 559p acceptance cycles, 564, 565f brand immigrants, 563 brand tourists, 563 business practices, 559–560 classics, 564 class structure, 561–563 conspicuous consumption, 561 cycles of adoption, 564–565 economic models of, 561 erogenous zones, 560–561 fads, 564 Goth culture, 561 hip-hop, 561 managing by walking around, 560 mass fashion, 562 medical model of, 563–564 meme theory, 563 movement of meaning, 560 Normcore, 559, 560p opinion leaders, 562 paradox of fashion, 563 prestige-exclusivity effect, 561 psychological models of, 560–561 snob effect, 561 sociological models of, 561–563 tipping point, 563–564 total quality management, 560 trickle-across effect, 563 trickle-down theory, 561 trickle-up effect, 563 Fashion trends, 94 Fattism, 229–230, 230p Fear appeals, 323–324 Fear of deviance, 414 Fear of missing out (FOMO), 436 Feature creep, 344–345, 345p Federal Cigarette Labeling and ­Advertising Act (1967), 56t Federal Cigarette Labeling and ­Advertising Act of 1965, 330 Federal Meat Inspection Act, 56 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 Federal Trade Commission (FTC), 60 Feedback loops, 339 Feeling, 253t Female beauty, 226p current idea of, 228–229 Western ideal of, 227–228, 227p Female body shape, 225–227 Female sex roles, 213–215, 213p, 214p Female-to-male earnings ratio, 460 Femininity, 247t Feng shui, 569 Fertility rate, 504–505 Figure-ground principle, 111–112, 112p Filter bubble, 343–344 Financial bottom line, 65 Financial value of digital actions, 61 First moment of truth (FMOT), 365 Fishbein Model, 302–303, 304 Fixed-interval reinforcement, 132 Fixed-ratio reinforcement, 133 Flaming, 439 Flammable Fabrics Act (1953), 56t Flashbulb memories, 143–144, 144p Flavor houses, 97 Flight, 479 Flows, 438 Focus of attention, 253t Follower brands, 149 Food food deserts, 63–64 food industry, 67p food insecurity, 64 halal foods, 503 incidental food consumption, 409 kosher food, 502 organic food, 66, 68f Pure Food and Drug Act, 56 superfoods, 64 Food deserts, 63–64 Food industry, 67p Food insecurity, 64 Foot-in-the-door technique, 297 Foreign Corrupt Practices Act, 50 Forgetting, 149–152 Form and function, 168–169 Formation, 295–307 Fortress brands, 543 Forums, 348 A’s, 463f Fragrance See Scent Framing, 359 Free recall test, 153 Frequency marketing, 133–134 Freudian theory, 245–248 Frugalistas, 460 Frugality, 249 Functional magnetic resonance imaging (fMRI), 346, 347p Functional risk, 183f Functional theory, 291–292 Funeral practices See Death and funeral practices 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Gambling, 72–73 Game genre, 441 Game milieu, 441 Game mode, 441 Game platform, 440 Gamification, 134–135, 134p, 184 brand loyalty, 135 employee performance, 135 endowed progress effect, 135 social marketing, 135 store loyalty, 135 Gaming disorder, 70 Gartner Hype Cycle, 556–557, 557f Gastrophysics, 97 Gatekeeper, 416 Gemba, 376, 376f Gender, 25 Gender-bending, 219, 219p, 220 Gender binarism, 220 Gender differences in preferences, 92 632 Indexes Gender identity, 210–220 androgyny, 216–219, 218p breadwinner, 215 bro culture, 216 bromance, 212 female sex roles, 213–215, 213p, 214p gender-bending, 219, 219p, 220 gender binarism, 220 gender identity vs sexual identity, 212 guyliner, 219 gyaru-o, 217 Islamic culture, 213–214 lesbian, gay, bisexual, and transgender consumers, 220 male sex roles, 215–217, 217p man-of-action hero, 215–216 manscara, 219 marketing to women, 215 masculinism, 215 neuroendocrinological science, 212 rebel, 215 sex role socialization, 211–213 sex-typed products, 212–213, 216p sex-typed traits, 212 third gender movement, 220 Gender identity vs sexual identity, 212 Gender roles, 42 General lifestyle segmentation study, 268 Generation X, 508, 513 Generation Y, 508, 509–510, 511–513 Generation Z, 508, 509–511 Geography, 26 Gestalt, 111 Gestation, 544 Gift-giving rituals, 544–545 Giving away the bride, 541 Glamping, 473 Global agnostics, 572 Global “always-on” consumer, 34–35 Global citizens, 572 Global consumer culture, 565–572 antiglobals, 572 back-translation, 570 chi, 569 consumer style, 570 creolization, 567–568 emic perspective, 569, 570 etic perspective, 568, 570 feng shui, 569 global agnostics, 572 global citizens, 572 global dreamers, 572 global marketing, effectiveness of, 571–572 Hofstede Dimensions of National Culture, 571 homogenization of rituals and product preferences, 567 individualism, 571 indulgence vs restraint, 571 language barrier, 569 localized strategies, 568–571 masculinity, 571 national character, 569 power distance, 571 standardized strategies, 568 translation mishaps, 570 uncertainty avoidance, 571 U.S consumer culture and, 565–567 Global consumers, 34–36 Global dreamers, 572 Globalization, 512 Global marketing, effectiveness, 571–572 Global youth market, 509 Golden triangle, 108, 108f Google effect, 146 Goth culture, 561 GPS technology, 60–61 Great Depression (1930s), 462 Great Recession (2009), 67, 456, 460 Green cleaning products, 66 Greenlist, 50 Green marketing, 65–66 Green products, 50 Green products, expense of, 67 Greenwashing, 68 Grooming rituals, 543–544 Group dieting, 228 Group level, 207 Group pressure, 378 Groups, 408–434 Agile marketing, 421 antibrand communities, 411 aspirational reference group, 412 assimilation, 428 avoidance group, 412 B2B decision making, 416–421 B2B marketers, 416 beta marriage, 422 brand communities, 415–416 brandfests, 415 bridging function, 434 buyclass theory of purchasing, 418, 418t buyer, 416 buying centers, 418 buzz building, 427 characteristics of, 429 cliques, 434 coercive power, 410–411 collective decision making, 416–421 collective value creation, 415–416 commitment to, 414 compared to consumer decision making, 417–418 conformity, 413–415, 413p crowdsourcing, 420p, 421 cultural pressures, 414 Dadvertising, 426 deindividuation, 413 e-commerce, 419–421 environmental cues, 415 expert power, 410 family decision making, 421–426 family financial officer, 423 family identity, 424 fantasy camp, 412, 412p fear of deviance, 414 finding, 432–434 gatekeeper, 416 Gyges Effect, 413 herding behavior, 430 heuristics, 424 homophily, 429 the husband, 426 incidental food consumption, 409 influence and, 430–431 influence network, 430 influencers, 416 information cascades, 430 information power, 410 initiator, 416 innovative communicators, 431 internet trolls, 413 interpersonal influence, 415 interpersonal need, 422 Kevin Bacon phenomenon, 433–434 kin-network system, 425–426 legitimate power, 410 leveling, 428 market maven, 431 membership reference group, 412 minimal group paradigm, 409 modified rebuy, 418, 418t monomorphic vs polymorphic, 430 negative word-of-mouth, 428 new buying task, 418, 418t norms, 413 opinion leaders, 428–434 opinion leader scale, 434f opinion seekers, 431 oppositional brand choice, 423 organizational buyers, 416–417 pets, 425p power and influence, 422–423 prediction market, 420 Principle of Least Interest, 415 product curators, 432 product involvement, 422 product utility, 422 Red Sneakers Effect, 414 reference group, 411–412, 411p referent power, 410 referral behavior, 434 responsibility for buying, 422 reward power, 410 roommates, 423p scrum, 421 self-designation, 433 selling to school systems, 420 serial reproduction, 428, 429p sharpening, 428 social identity theory, 409 social loafing, 414p, 415 social power, 410–411 sociometry, 433–434 straight rebuy, 418, 418t strength of weak ties, 434 surrogate consumer, 432 syncretic decisions, 424 synoptic ideal, 423 task specialization, 424 tie strength, 434 two-step flow of influence, 430 types of, 431–432 unanimity, 415 user, 416 the wife, 425–426 wisdom of crowds, 421 word-of-mouth communication, 426–428 Guerrilla marketing, 320 Guilt, 178 Guyliner, 219 Gyaru-o, 217 Gyges Effect, 413 Habitual decision making, 355–359 AI, 358–359, 358p bounded rationality, 355 brand loyalty, 355 consumer animosity, 357 country of origin, 357–358, 357p covariation, 356–357 ethnocentrism, 357 familiar brand names, 358 heuristics, 355–358 inertia, 355 market beliefs, 356, 356t maximizing solution, 355 satisficing solution, 355 upselling, 359 Habituation, 317 Habitus, 472 Hag, 250f Hair donors, 73 Halal foods, 503 Halloween, 546–547, 547p Halo effect, 127, 313 Happiness, 176 Happiness economy, 179 Haptic sense, 96 Haul videos, 442 Head banging, 543 Healthy and ethical living, 42 Heavy users, 24 Hedonic consumption, 168 Hedonic motivations, 295 Hedonic need, 166, 168, 169p Hedonic shopping motives, 378–379 Herding behavior, 430 Hermit, 250f Hero, 251t Hero tale, 552–553 Heuristics, 355–358, 424 Hierarchies of effects, 292–295, 293f High and low culture, 535–536 High-context culture, 492 High-income consumers, 461–463 High-involvement media, 185 Highlighting effect, 150 Hip-hop, 532–533, 561 Hispanic Americans, 494, 496p, 497–498 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 Hoarding, 550–551 Hofstede Dimensions of National Culture, 571 Holiday rituals, 546–548 Homeostasis, 166 Home shopping party, 378, 379p Homogamy, 465 Homogenization of rituals and product preferences, 567 Homophily, 429 Horizontal mobility, 458 Horizontal revolution, 435 Host culture, 494 Household, 505 Housing prices, 460 Humor appeals, 323 Hurricane Sandy, 25 Husband, 426 Hybrid ads, 151 Hybrid vehicles, 66 Hyperchoice, 337–338 Hyperreality, 114–116 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Ice-bucket challenge, 319–320, 319p Icon, 113 Id, 245 Idealism vs pragmatism, 510 Ideal self, 199 Ideals of female beauty, 225–227 Ideal state, 342 Identification, 295–296 Identities, 198 Identity fraud, 70p Identity negotiation, 387 Identity theft, 60–62 Ideology, 531 Idiot, 250f Illegal acquisition and product use, 73–74 Illiteracy, 64 Images of aging, 514–517 Imbibing idiot bias, 200 Implementation intentions, 338 Importance weights, 302 Impression management, 199–200 Impulse buying, 385, 386f Impulsiveness, 254t Inauthentic brands, 258–259 Incidental brand exposure, 166 Incidental food consumption, 409 Incidental learning, 124 Income, 26, 455–464 the A’s, 463f atephobia, 457 attitudes toward luxury, 462 aurophobia, 457 CEO pay ratio, 458 college wage premium, 460 consumer confidence, 457 credit scores, 458, 460p differential fertility, 459 digital divide, 464, 464p discretionary income, 456 discretionary spending power, 456 downward mobility, 458 female-to-male earnings ratio, 460 frugalistas, 460 Great Depression (1930s), 462 Great Recession (2009), 456, 460 high-income consumers, 461–463 horizontal mobility, 458 housing prices, 460 income inequality, 457–459, 458p inexpensive products, 464 low-income consumers, 463–464 materialism, 460 micro-sized apartments, 460, 461p nouveau riche, 463 Occupy Wall Street, 457 old money, 462 One Percenter, 457 peniaphobia, 457 plutonomy, 458 reluctant emigrants, 458 Indexes 633 savings rate, 457 self-made millionaires, 463 vs social class, 469 social mobility, 457–459 spendthrifts, 456 status anxiety, 463 symbolic self-completion, 463 tightwads, 456 upward mobility, 459 wealth, 459p working wealthy, 462 Income-based marketing, 460–464 the 20 A's, 463f attitudes toward luxury, 462 college wage premium, 460 digital divide, 464, 464p female-to-male earnings ratio, 460 Great Depression (1930s), 462 high-income consumers, 461–463 inexpensive products, 464 low-income consumers, 463–464 nouveau riche, 463 old money, 462 self-made millionaires, 463 status anxiety, 463 symbolic self-completion, 463 working wealthy, 462 Income inequality, 42, 457–459, 458p Index, 113 India, 478 bottom of the pyramid consumers, 485–486 Shakti women, 485 shaving rituals, 485 Individualism, 571 Individuality, 247t Individual level, 207 Indulgence vs restraint, 571 Indulgent parents, 139 Inertia, 181, 355 Inexpensive products, 464 Influence, 430–431 Influence competitor ratings, 304 Influence impressions, 443 Influence network, 430 Influencer marketing, 443 Influencers, 23, 416 Information cascades, 430 Information power, 410 Information-processing approach, 142 Information search, 342–344 Initiator, 416 Innovaters, 555 Innovations, diffusion of, 554–558 adoption of, 555–556 behavioral demands of, 556–558 compatibility, 558 complexity, 558 continuous innovation, 557 discontinuous innovation, 558 dynamically continuous innovation, 558 early adopters, 555, 556 Gartner Hype Cycle, 556–557, 557f innovaters, 555 Innovation Trigger, 556 laggards, 555 late adopters, 555 observability, 558 Peak of Inflated Expectations, 557 Plateau of Productivity, 557 relative advantage, 558 reverse innovation, 558 Slope of Enlightenment, 557 successful innovations, attributes of, 558 Technology Acceptance Model, 556 trialability, 558 Trough of Disillusionment, 557 types of adopters, 556f Innovation Trigger, 556 Innovative communicators, 431 In-store decision making, 384–385 In-store slack, 384 In-store tech, 385 Instrumental conditioning, 130–134 fixed-interval reinforcement, 132 fixed-ratio reinforcement, 133 frequency marketing, 133–134 negative reinforcement, 131 positive reinforcement, 131, 131p punishment, 131 reinforcement, types of, 132f shaping, 130 variable-interval reinforcement, 133 variable-ratio reinforcement, 133, 133p Instrumental conditioning principles, 133–134 Instrumental values, 277, 277t Intelligent agents, 348 Intensity, 106, 197 Intentions vs behavior, 304–306 Interaction styles, 387 Interactive communications, 310–311 Interbellum generation, 508 Interconnection, 42 Interdependence, 32 Interdependency, 257t Interdisciplinary influences on the study, 37–39 Interdisciplinary research issues, 38t Interference, 149 Interior designers, 92 Internalization, 296 Internal memory, 143 International Communication Association, 37 International VALS, 270 Internet, 139 Internet of Things, 36, 42, 209, 509 Internet Tax Freedom Act (1998), 57t Internet trolls, 413 Interpersonal influence, 415 Interpersonal influence, susceptibility to, 254t Interpersonal need, 422 Interpretant, 113 Interpretation, 109–110 Interpretational biases, 111–112 Interpretivism, 39–40 Intimacy, 257t Introversion, 253t Intuition, 253t Invidious distinction, 479 Islamic consumers, 503–504, 504p Islamic culture, 213–214 Itai hoteru, 549 Japan, 476 Japander, 314 Japan-VALS™, 270 Jester, 250f, 251t Jews, 501 Judging, 253t Just noticeable difference (j.n.d.), 99 Kansei engineering, 96 Kevin Bacon phenomenon, 433–434 Kin-network system, 425–426 Kit Kat, 577 Knowledge bias, 313 Knowledge function, 292 Knowledge structures, 145–146, 349–350 Konmari method, 191 Kosher food, 502 Kuroi kiri (black mist), 50 Kwakiutl Indians, 482 Label design, 260p Laggards, 555 La mordida (the bite), 50 Landscape themes, 382 Language barrier, 569 Lanham Act, 129 Late adopters, 555 Latent motives, 246 Lateral cycling, 391 Leaderboards, 440 Learning and memory, 124–164 activation models, 145 ad-specific, 147 advertising wear-out, 128 associative networks, 145–147, 146f authoritarian parents, 139 averaging, 154 behavioral learning theories, 125–127 brand equity, 127 brand identification, 147 brand information recall, 150 brand loyalty, 135 brand-specific, 147 chunking, 144–145 classical conditioning principles, 125–126, 126p, 127 cognitive development, 140–142 cognitive learning theory, 135–142 conditioned product associations, 128 conditioned response, 125 conditioned stimulus, 125 conscious learning, 136–137 consumer confusion, 129–130 consumer development, stages of, 139f consumer recall, measuring, 152–154 consumer socialization, 138 cued stage of development, 140 decay, 149 deep processing, 145 emotional type and intensity, 151 employee performance, 135 encoding of information, 143–145 encoding stage, 142 endowed progress effect, 135 episodic memories, 143 evaluative reactions, 147 external memory, 143 extinction, 126 familiarity and recall, 150 family branding, 129 fixed-interval reinforcement, 132 fixed-ratio reinforcement, 133 flashbulb memories, 143–144, 144p follower brands, 149 forgetting, 149–152 free recall test, 153 frequency marketing, 133–134 gamification, 134–135, 134p Google effect, 146 halo effect, 127 highlighting effect, 150 hybrid ads, 151 incidental learning, 124 indulgent parents, 139 information-processing approach, 142 instrumental conditioning, 130–134 interference, 149 internal memory, 143 internet, 139 knowledge structures, 145–146 Lanham Act, 129 learning process, 124–135 learning to be a consumer, 137–142 levels of knowledge, 147 licensing, 129 limited stage of development, 140 long-term memory, 145 look-alike packaging, 129 masking effects, 137 meaning concepts, 147 memorable ads, 148–149 memory, 142–156 memory lapses, 154 memory measure issues, 153 memory retrieval and buying ­decisions, 148–149 message comprehension, 141–142 mindlessness, 137 mixed emotions, 151 mnemonic qualities of possessions, 156 modeling, 136 multiple-intelligence theory, 141 multiple-store perspective, 145 mystery ads, 151 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 narrative, 144 negative reinforcement, 131 neglecting parents, 139 nostalgia, 154–156, 154p nostalgia index, 155 observational learning, 135–136, 136f, 137 omitting, 154 parental influence, 138–139 pictorial vs verbal cues, 151–152, 152p piggybacking strategy, 127 pioneer brands, 149 positive reinforcement, 131, 131p preoperational stage of development, 140 proactive interference, 149 product category, 147 product line extension, 129 propositions, 147 punishment, 131 recognition tests, 152–153 recognition vs recall, 152–153, 153p reinforcement, types of, 132f repetition, 126, 127–128, 128p retrieval stage, 142 retroactive interference, 149 retro brands, 155, 155p salience and recall, 150–151 schema, 147 script, 147 semantic meaning, 143 sensory meaning, 143 sensory memory, 144 service scripts, 147 shaping, 130 short-term memory, 144–145 social attractiveness, 137 social defaults, 136 social marketing, 135 spacing effect, 149 spontaneous recovery, 156 spreading activation, 147 state-dependent retrieval, 150 stimulus discrimination, 127 stimulus generalization, 127, 129–130 storage stage, 142 store loyalty, 135 storing of information, 145 strategic stage of development, 140 telescoping, 154 television, 139, 141p, 142f trigger feature, 137 types of, 143f unconditioned stimulus, 125 unipolar emotions, 151 variable-interval reinforcement, 133 variable-ratio reinforcement, 133, 133p viewing context, 151 von Restorff Effect, 151 working memory, 144 Learning process, 124–135 Legitimate power, 410 Leisure class, 480 Lesbian, gay, bisexual, and transgender (LGBT) consumers, 220 Less than zero moment of truth (???ZMOT), 365 Leveling, 428 Levels of knowledge, 147 Lexicographic rule, 354 Licensing, 129 Lifelogs, 36 Lifestyle connexity, 511 Lifestyle profile, 268 Lifestyles, 26, 117, 261–265 big data, 265 co-branding strategies, 264–265 consumer group, 263 consumption constellation, 264 consumption style, 263, 263f definition of, 262 emo, 262 e-sports, 261–262, 261p and marketing perspective, 262–263 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 634 Indexes Lifestyles (Continued) metro, 262 product complementarity, 264–265 segmentation typologies, 270 statements, 21 status culture, 263 symbolic community, 263 taste public, 263 time allocation, 263f Liking, 309 Limbic system, 95 Liminality, 548 Limited stage of development, 140 List of Values scale, 278 Literacy, 64 Literary devices, 324–325 Living off the grid, 275 Living room clusters, 471f Localized strategies, 568–571 Locational privacy, 61 Locavores, 531 Logo changes, 100f Logos in works of fiction, 115p LOHAS, 69 Lohasians, 69 Long tail, 349 Long-term memory, 145 Look-alike packaging, 129 Looking-glass self, 201–202 Loss aversion, 359 Love, 32 Lovemark, 176 Lover, 251t Low-context culture, 492 Low-income consumers, 463–464 Low-involvement hierarchy of effects, 293 Low-involvement media, 185 Loyalty programs, 470 Lurkers, 439 Luxury, attitudes toward, 462 M2M, 36 Magic, 537 Magician, 250f Magic-mystery, 247t Magnuson-Moss Warranty-­Improvement Act (1975), 57t Making decisions, 253t Male beauty, ideals of, 230–231 Male sex roles, 215–217, 217p Malicious envy, 178 Managerial subsystem, 534 Managing by walking around, 560 Man-of-action hero, 215–216 Manscara, 219 Markdowns, 100 Market access adaptive clothing, 63 dating websites, 63 disabilities, 62–63 food deserts, 63–64 literacy, 64 post-traumatic stress disorder (PTSD), 62 touchscreens, 62 Market beliefs, 356, 356t Marketerspace, 51 Marketing, 29–32, 51–54, 53p artificial needs, 51, 52p and classical conditioning principles, 127 and cognitive learning principles, 137 and conditioned product associations, 128 and consumers, 51–54 and instrumental conditioning ­principles, 133–134 and materialism, 53 necessity of, 51–54 and potential manipulation of ­consumers, 51, 54­ and repetition, 127–128 and stimulus generalization, 129–130 Marketing and culture, 531–532 Marketing applications, 94t Marketing dimensions, 117 Marketing opportunities, 24 Marketing perspective, 262–263 Marketing to women, 215 Market maven, 431 Market position, 117 Market regulation, 56–59 corrective advertising, 57–58 federal oversight of consumer ­protection, 56–57 Marketscape themes, 382 Market segmentation strategies, 21 Martyrdom effect, 320 Masculinism, 215 Masculinity, 571 Masking effects, 137 Maslow’s Hierarchy of Needs, 172–174, 172f Mass class market, 479 Mass connectors, 443 Mass customization, 184 Mass fashion, 562 Mastery over environment, 247t Material accumulation, 176–177 Materialism, 53, 274–276, 460 Material parenting, 508 Matriarch, 250f Mature consumers, 513 Maximizing solution, 355 Meaning concepts, 147 Meaning of consumption, 32–34 Means-end chain model, 278 Measuring, 468–470 Media and mythic themes, 539 Media literacy, 64 Media multiplexity, 438 Media snackers, 104 Medical model, 563–564 Medical tourism, 232 Medication adherence, 304 Megachurches, 502p Megacities, 35 Megaphone Effect, 442 Member contributions, 439 Membership reference group, 412 Meme theory, 563 Memorable ads, 148–149 Memory, 142–156 activation models, 145 ad-specific, 147 associative networks, 145–147, 146f averaging, 154 brand identification, 147 brand information recall, 150 brand-specific, 147 chunking, 144–145 consumer recall, measuring, 152–154 decay, 149 deep processing, 145 emotional type and intensity, 151 encoding of information, 143–145 encoding stage, 142 episodic memories, 143 evaluative reactions, 147 external memory, 143 familiarity and recall, 150 flashbulb memories, 143–144, 144p follower brands, 149 forgetting, 149–152 free recall test, 153 Google effect, 146 highlighting effect, 150 hybrid ads, 151 information-processing approach, 142 interference, 149 internal memory, 143 knowledge structures, 145–146 lapses of, 154 levels of knowledge, 147 long-term memory, 145 meaning concepts, 147 memorable ads, 148–149 memory measure issues, 153 memory retrieval and buying ­decisions, 148–149 mixed emotions, 151 mnemonic qualities of possessions, 156 multiple-store perspective, 145 mystery ads, 151 narrative, 144 nostalgia, 154–156, 154p nostalgia index, 155 omitting, 154 pictorial vs verbal cues, 151–152, 152p pioneer brands, 149 proactive interference, 149 product category, 147 propositions, 147 recognition tests, 152–153 recognition vs recall, 152–153, 153p retrieval stage, 142 retroactive interference, 149 retro brands, 155, 155p salience and recall, 150–151 schema, 147 script, 147 semantic meaning, 143 sensory meaning, 143 sensory memory, 144 service scripts, 147 short-term memory, 144–145 spacing effect, 149 spontaneous recovery, 156 spreading activation, 147 state-dependent retrieval, 150 storage stage, 142 storing of information, 145 telescoping, 154 types of, 143f unipolar emotions, 151 viewing context, 151 von Restorff Effect, 151 working memory, 144 Memory lapses, 154 Memory measure issues, 153 Memory retrieval and buying decisions, 148–149 Men, view of women, 222–223 Mendang hudui, 476 Mental accounting principles, 359 Mental budgets, 384 Message, 315–325 advergaming, 321–322 allegories, 324 argument structure, 317–318 characteristics of, 316t chunking, 316 comparative advertising, 318–319 drama vs lecture, 325 emotional vs rational appeals, 322 fear appeals, 323–324 guerrilla marketing, 320 habituation, 317 humor appeals, 323 ice-bucket challenge, 319–320, 319p literary devices, 324–325 martyrdom effect, 320 message appeals, 322–325 message repetition, 316–317, 317f metaphors, 324–325 pictorial vs verbal cues, 316 product placement, 321 puns, 324 reality engineering, 320 refutational arguments, 318 reporting bias, 318 resonance, 324 sex appeals, 322–323 similes, 324 social media revolution, 319–322 vs the source, 325–326 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 supportive arguments, 318 two-factor theory, 317 two-sided messages, 318 whitewashing, 318 Message appeals, 322–325 Message comprehension, 141–142 Message involvement, 184–187 Message repetition, 316–317, 317f Metaphors, 324–325 Metaphysical function of myth, 538 Metro, 262 Mexican immigrants, 492–493 Micro-sized apartments, 460, 461p Middle class, 468 Middle East, 476 Mien-tzu, 197 Milk, 88–89 Milk Industry Foundation, 89 Millenials See Generation Y Mindfulness, 104 Mindlessness, 137 Mindscape themes, 382 Minimal group paradigm, 409 Minimalism, 274–275 Minnesota Multiphasic Personality Inventory, 245 Mixed emotions, 151 MMORPGs, 441 Mnemonic qualities of possessions, 156 Mobile phones, 159–160 Modeling, 136 Modernism, 39 Modified rebuy, 418, 418t Moments of truth, 365–366 Monetary risk, 183f Monomorphic vs polymorphic groups, 430 Mood, 376–377, 377f Mood congruency, 175–176 Mood enhancement, 174–175 Moods, 174 Moral purity-cleanliness, 247t More, 275 Mormons, 501 Morning Morality Effect, 339 Mother Earth, 250f Motivation See also Motivation and affect approach-approach conflict, 170 approach-avoidance conflict, 170–171 avoidance-avoidance conflict, 171 cognitive dissonance, 170 cognitive dissonance reduction, 170 consumer needs classification, 171–174 consumer’s goal, 166 definition of, 166 delayed gratification, 167 and design, 168–169 dissonance, 170 drive theory, 166–167 esteem, 173 expectancy theory, 166–167 form and function, 168–169 hedonic consumption, 168 hedonic need, 166, 168, 169p homeostasis, 166 incidental brand exposure, 166 Maslow’s Hierarchy of Needs, 172–174, 172f motivational conflicts, 169–170, 170f motivational direction, 167–169 motivational strength, 166–167 Murray’s psychogenic needs, 171 need for achievement, 171–172 need for affiliation, 172 need for power, 172 need for uniqueness, 172 needs and wants, 167–169, 168p peak experiences, 172 physiological needs, 173 placebo effect, 167 postdecision dissonance, 170 rationalization, 170 retail therapy, 166 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Indexes 635 safety, 173, 173p self-actualization, 173 social, 173 Thematic Apperception Test, 171 utilitarian need, 166, 168 valence, 169 veganism, 165–166 vegetarianism, 165 Motivational conflicts, 169–170, 170f Motivational direction, 167–169 Motivational research, 246–248 Motivational strength, 166–167 Motivation and affect, 165–195 See also Motivation affect, 174–180 affective responses, 174–176 alternative reality games, 184 approach-approach conflict, 170 approach-avoidance conflict, 170–171 avoidance-avoidance conflict, 171 benign envy, 178 brand loyalty, 183 celebrity endorsers, 186 co-creation, 184, 185p cognitive dissonance, 170 consumer involvement, 180–188 consumer needs classification, 171–174 consumer’s goal, 166 cult products, 181 definition of, 166 delayed gratification, 167 and design, 168–169 disgust, 178 dissonance, 170 Do It Yourself, 184 drive theory, 166–167 embarrassment, 178 emotional oracle effect, 175 emotions, 174 encouraging imagining using ­product, 186 envy, 178 esteem, 173 evaluations, 174 expectancy theory, 166–167 form and function, 168–169 functional risk, 183f gamification, 184 guilt, 178 happiness, 176 happiness economy, 179 hedonic consumption, 168 hedonic need, 166, 168, 169p high-involvement media, 185 high-tech, 187 homeostasis, 166 incidental brand exposure, 166 inertia, 181 lovemark, 176 low-involvement media, 185 malicious envy, 178 Maslow’s Hierarchy of Needs, 172–174, 172f mass customization, 184 material accumulation, 176–177 message involvement, 184–187 monetary risk, 183f mood congruency, 175–176 mood enhancement, 174–175 moods, 174 motivation, 165–174 motivational conflicts, 169–170, 170f motivational direction, 167–169 motivational strength, 166–167 Murray’s psychogenic needs, 171 narrative transportation, 185 need for achievement, 171–172 need for affiliation, 172 need for power, 172 need for uniqueness, 172 needs and wants, 167–169, 168p negative affect, 177–179, 177p negative imagery, 178 negative state relief, 175 new media platforms, 186 novel stimuli, 185–186, 186p peak experiences, 172 perceived risk, 182, 183f personalization, 187 physical risk, 183f physiological needs, 173 placebo effect, 167 positive affect, 176–177 postdecision dissonance, 170 product involvement, 182–184, 187p prominent stimuli, 186 providing value, 186 psychological risk, 183f rationalization, 170 retail therapy, 166 sadvertising, 175 safety, 173, 173p satiation, 184 scale to measure, 181t self-actualization, 173 sentiment analysis, 179–180 situational involvement, 187–188 social, 173 and social media, 179–180 social risk, 183f spectacles, 186–187 subscription boxes, 187–188 Thematic Apperception Test, 171 types of involvement, 181–188 utilitarian need, 166, 168 valence, 169 variety-seeking, 183–184 veganism, 165–166 vegetarianism, 165 word-phrase dictionary, 179 Motivation process, 165–174 Motivation to comply, 305 Movement, 493 Movement of meaning, 532f, 560 Multiattribute models, 301–304, 303t Multiple-intelligence theory, 141 Multiple selves, 200–201 Multiple-store perspective, 145 Multitaskers, 512 Multitasking, 104–106, 105f Murray’s psychogenic needs, 171 Music, 95, 384 Muslims, 501–502, 503–504, 504p Myers-Briggs Type Indicator, 252, 253t Mystery ads, 151 Myths, 537–539 binary opposition, 538 consumer fairy tales, 538–539 cosmological function of myth, 538 media and mythic themes, 539 metaphysical function of myth, 538 psychological function of myth, 538 sociological function of myth, 538 Nag factor, 509 “The Naked Chef” programme, 281 Narcissism vs intimacy, 510 Narrative, 144 Narrative transportation, 185 National character, 569 National Environmental Policy Act (1969), 57t National Traffic and Safety Act (1958), 56t Native advertising, 313, 442 Natural user interface philosophy, 96 Near field communications technology, 381 Necessity, 51–54 “Need for Touch” scale, 96 Needs, 34, 35p for achievement, 171–172 for affect, 254t for affiliation, 172 for cognition, 254t for control, 254t for power, 172 recognition of, 342 for uniqueness, 172 and wants, 51, 167–169, 168p Needs and wants, 51, 167–169, 168p Negative affect, 177–179, 177p Negative imagery, 178 Negative reinforcement, 131 Negative state relief, 175 Negative word-of-mouth, 428 Neglecting parents, 139 Neo-Freudian theory, 248–249 Neo-Personality Inventory, 249 Network effects, 439 Network neighborhood, 440f Neuroendocrinological science, 212 Neuromarketing, 346–348 Neuroticism, 253t, 254t New buying task, 418, 418t New media platforms, 186 Newsfeed manipulation, 179 Nodes, 437 Nonassertive people, 387 Nonhuman endorsers, 314 Normative belief, 305 Normative influence, 304 Normcore, 559, 560p Norms, 275, 413 Nostalgia, 154–156, 154p Nostalgia index, 155 Nostalgic attachment, 32 Nouveau riche, 463 Novel stimuli, 185–186, 186p Novelty, 108–109 Nuclear family, 505 Numeracy, 64 The Nutrition Labeling and Education Act (1990), 57t Object, 113 Object-attribute linkages, 302 Objectification, 550 Observability, 558 Observational learning, 135–136, 136f, 137 Obstacles to predicting behavior, 306–308 Occasions, 117 Occupational prestige, 466, 467p Occupy Wall Street, 457 Old money, 462, 481 One for One® Philosophy, 78–79 One Percenter, 457 Ongoing search, 342 Online communities, 436 Online decision making, 347–349 Online gated communities, 474 Online sexual predators, 72f Online social capital, 473–475 Online social networks, 437–440 Openness to experience, 253t Open rates, 374 Opinion leaders, 428–434, 562 bridging function, 434 characteristics of, 429 cliques, 434 finding, 432–434 herding behavior, 430 homophily, 429 influence and, 430–431 influence network, 430 information cascades, 430 innovative communicators, 431 Kevin Bacon phenomenon, 433–434 market maven, 431 monomorphic vs polymorphic, 430 opinion leader scale, 434f opinion seekers, 431 product curators, 432 referral behavior, 434 self-designation, 433 sociometry, 433–434 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 strength of weak ties, 434 surrogate consumer, 432 tie strength, 434 two-step flow of influence, 430 types of, 431–432 Opinion leader scale, 434f Opinion seekers, 431 Opportunity recognition, 342 Oppositional brand choice, 423 Organ donors, 73 Organic food, 66, 68f Organizational buyers, 416–417 Organized religion and consumption, 501–502 Orphan, 250f Outer world, dealing with, 253t Overprivileged consumers, 469 Ownership and the sharing economy, 387–388 collaborative consumption, 387 P2P commerce, 388 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 P2P commerce, 388 P2P payment systems, 381 Package schematics, 110 Packaging, 110 Paid influencer programs, 313 Paradigms, 39 Paradox of fashion, 563 Paradox of low involvement, 326 Parental influence, 138–139 Parental yielding, 509 Parody display, 482 Participatory action research (PAR), 59 Parvenu, 481f Passive vs proactive consumers, 311 Pastiche, 40 Patriarch, 250f Patrician, 481f Peak experiences, 172 Peak of Inflated Expectations, 557 Pecking order, 465–468 Pedtextrian, 104 Peniaphobia, 457 Perceived age, 517 Perceived risk, 182, 183f Perceiving, 253t Perception, 88–123, 107p absolute threshold, 99 adaptation, 106 age and, 92 ambiguous stimuli, 110–111 anthropomorphization, 110 attention, 104–106 attributes, 117 audio watermark, 95 augmented reality, 98 closure principle, 111 color, culture and language and, 93 color, marketing applications of, 94t color and culture and language, 93 color and fashion trends, 94 color influence on emotion, 92 color palette, 93 competitors, 117 cool scents, 95 differential threshold, 99 discrimination, 106 electronic mouth, 97 embeds, 102, 102–103f emojis, 114 endowment effect, 96 exposure, 99–104 eyeball economy, 104 and fashion trends, 94 figure-ground principle, 111–112, 112p flavor houses, 97 gastrophysics, 97 gender differences in preferences for, 92 Gestalt, 111 golden triangle, 108, 108f haptic sense, 96 hyperreality, 114–116 636 Indexes Perception (Continued) icon, 113 index, 113 interior designers and, 92 interpretant, 113 interpretation, 109–110, 111p interpretational biases, 111–112 just noticeable difference, 99 Kansei engineering, 96 lifestyle, 117 limbic system, 95 logo changes, 100f logos in works of fiction, 115p and markdowns, 100 marketing dimensions, 117 market position, 117 media snackers, 104 mindfulness, 104 multitasking, 104–106, 105f music, 95 natural user interface philosophy, 96 “Need for Touch” scale, 96 object, 113 occasions, 117 overview of, 99f package schematics, 110 packaging, 110 perceptual defense, 106 perceptual positioning, 116–117 perceptual selection, 106 perceptual vigilance, 106 personal selection factors, 106–110 positioning strategy, 117 price increase, hiding, 100 price leadership, 117 product class, 117 psychophysics, 99 quality, 117 relative difference, 100 rich media, 106 scent, 94–95 schema, 110 selection factors, personal, 106–110 semiotic relationships, 114f semiotics, 112–116 sensation, 88–98, 89f sensory inputs, 90 sensory marketing, 90 sensory overload, 104 sensory thresholds, 99–101 sign, 113 signature scent, 95 signs, 114f similarity principle, 111, 113p sound, 95 sound symbolism, 95 stages of, 98–106 stimuli color, 107 stimuli exposure, 106 stimuli intensity, 106 stimuli novelty, 108–109 stimuli position, 107–108 stimuli relevance, 106 stimuli size, 107 stimulus organization, 110–117 stimulus selection factors, 107 subliminal perception, 101–104, 102–103f symbol, 113–114 taste, 97–98 teaser ads, 106 touch, 95–96 touchscreens, 96 trade dress, 93–94 umami, 98 uniform colors, 92, 93p users, 117 virtual reality, 98 vision, 90–94, 91p warm scents, 95 Weber’s Law, 100–101 Perceptual defense, 106 Perceptual positioning, 116–117 Perceptual selection, 106 Perceptual vigilance, 106 Peripheral route, 326 Perishable messages, 311 Permission marketing, 310, 310p Personal co-creation, 257t Personality, 245–255 actress, 250f addict, 250f aggressive people, 248 agreeableness, 253t analytical psychology, 248 angel, 250f archetypes, 249, 250f Big Five personality traits, 249–255, 253t brand archetypes, 249, 250f, 251t Brandasset Valuator Archetypes, 250f collective unconscious, 248–249 compliant people, 248 conscientiousness, 253t and consumer behavior, 254t consumption motivations, 247t dealing with the outer world, 253t depth interviews, 246 destroyer, 250f detached people, 248 dictator, 250f ego, 245–246 enchantress, 250f enjoyment of shopping, 254t extroversion, 253t, 254t feeling, 253t focus of attention, 253t Freudian theory, 245–248 frugality, 249 hag, 250f hermit, 250f hero, 251t id, 245 idiot, 250f impulsiveness, 254t introversion, 253t intuition, 253t jester, 250f, 251t judging, 253t latent motives, 246 lover, 251t magician, 250f making decisions, 253t matriarch, 250f Minnesota Multiphasic Personality Inventory, 245 Mother Earth, 250f motivational research, 246–248 Myers-Briggs Type Indicator, 252, 253t need for affect, 254t need for cognition, 254t need for control, 254t need for uniqueness, 254t neo-Freudian theory, 248–249 Neo-Personality Inventory, 249 neuroticism, 253t, 254t openness to experience, 253t orphan, 250f patriarch, 250f perceiving, 253t pleasure principle, 245 products as sexual symbols, 246 pro-environment, 254t queen, 250f reality principle, 246 romanticism, 254t sage, 250f self-consciousness, 254t sensing, 253t Shadow Mother, 250f shadows, 249, 250f shadow witch, 250f slave, 250f sorcerer, 250f superego, 245 superstition, 254t susceptibility to interpersonal ­influence, 254t taking in information, 253t thinking, 253t trait theory, 249–255 trickster, 250f troubadour, 250f underlying motives, 246 warrior, 250f willingness to spend money, 254t Personalization, 187 Personal selection factors, 107p adaptation, 106 anthropomorphization, 110 discrimination, 106 golden triangle, 108, 108f interpretation, 109–110, 111p package schematics, 110 perceptual defense, 106 perceptual vigilance, 106 schema, 110 stimuli color, 107 stimuli exposure, 106 stimuli intensity, 106 stimuli novelty, 108–109 stimuli position, 107–108 stimuli relevance, 106 stimuli size, 107 stimulus selection factors, 107 Persuasion, 307–326 advergaming, 321–322 allegories, 324 anti-smoking advertising, 330–331 argument structure, 317–318 astroturfing, 313 authority, 308 broadcast medium, 310–311 celebrity endorsements, 314 characteristics of, 316t chunking, 316 communications model, 309–310, 310f, 311f comparative advertising, 318–319 consensus, 309 consistency, 308–309 corporate social responsibility, 313 disclaimers, 312 drama vs lecture, 325 Elaboration Likelihood Model, 325–326, 325f emotional vs rational appeals, 322 fake news, 312 fear appeals, 323–324 guerrilla marketing, 320 habituation, 317 halo effect, 313 humor appeals, 323 ice-bucket challenge, 319–320, 319p interactive communications, 310–311 Japander, 314 knowledge bias, 313 liking, 309 literary devices, 324–325 martyrdom effect, 320 message, 315–325 message appeals, 322–325 message repetition, 316–317, 317f message vs source, 325–326 metaphors, 324–325 native advertising, 313 nonhuman endorsers, 314 paid influencer programs, 313 paradox of low involvement, 326 passive vs proactive consumers, 311 peripheral route to, 326 perishable messages, 311 permission marketing, 310, 310p pictorial vs verbal cues, 316 product placement, 321 puns, 324 reality engineering, 320 reciprocity, 308 refutational arguments, 318 reporting bias, 313, 318 resonance, 324 scarcity, 308, 308p c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 sex appeals, 322–323 shared endorsements, 313 similes, 324 sincerity, 313 sizzle vs steak, 325–326 sleeper effect, 313 social media revolution, 319–322 sock puppeting, 313 source attractiveness, 313–314 source credibility, 312–313 source effects, 312 source of communication, 312–319 spokescharacters, 314, 315p supportive arguments, 318 tactical communications options, 309 two-factor theory, 317 two-sided messages, 318 whitewashing, 318 Persuasive design, 360–361 Pets, 425p, 507, 508, 508p Phantom vibration syndrome, 72 Phishing, 61 Physical risk, 183f Physiological needs, 173 Pictorial vs verbal cues, 151–152, 152p, 316 Piggybacking strategy, 127 Pioneer brands, 149 Placebo effect, 167 Planning orientation dimension of time, 374 Plastics recycling, 396 Plateau of Productivity, 557 Pleasure principle, 245 Plutonomy, 458 Point-of-purchase stimuli, 386 Policy issues, 60–64 Polychronic orientation dimension of time, 374 Popular culture, 29–31, 30f, 499–500, 500p Pop-up stores, 382 Poseur, 481f Position, 107–108 Positioning strategy, 117, 350 Positive affect, 176–177 Positive reinforcement, 131, 131p Positivism, 39 Positivity, 197 Postdecision dissonance, 170 Posting, reasons for, 442–443 Postmodernism, 39–40 Post-purchase dissonance, 297 Postpurchase evaluation, 345–346 Postpurchase satisfaction, 388–389 Post-traumatic stress disorder (PTSD), 62 Potlatching, 482, 541 Power and influence, 422–423 Power distance, 571 Power-masculinity-virility, 247t Power posing, 208 Power users, 443 Pragmatic Aspirationals, 271 Pragmatic Involvers, 271 Pragmatic Rationals, 271 Precariat, 477 Prediction market, 420 Preoperational stage of development, 140 Prepurchase search, 342 Presentation, 544 Prestige-exclusivity effect, 561 Pretailer, 381 Prevention motivation, 339 Price, hiding increase in, 100 Price leadership, 117 Prime, 360 Priming and nudging, 359–361 behavioral economics, 360 context effects, 359 default bias, 360 framing, 359 loss aversion, 359 mental accounting principles, 359 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Indexes 637 persuasive design, 360–361 prime, 360 prospect theory, 359 sunk-cost fallacy, 359 Principle of cognitive consistency, 296–297 Principle of Least Interest, 415 Private response, 54 Proactive interference, 149 Problem recognition, 341–342, 342f Product, body as See Body as product Product authenticity, 352p, 353–354 Product categories, 349–355, 350f category exemplars, 351 competitor identification, 350–351, 351p decision rules, 354–355 determinant attributes, 352 elimination-by-aspects rule, 354 evaluative criteria, 351–352, 352t knowledge structures, 349–350 lexicographic rule, 354 positioning strategy, 350 product authenticity, 352p, 353–354 product categories, 350f product location in a store, 351 simple additive rule, 354 weighted additive rule, 354 Product category, 147 Product choice, 344–345 Product class, 117 Product curators, 432 Product disposal, 389–391 for electronic items, 391p food waste, 390p National Returns Day, 389–390 recycled products, 389p Product involvement, 182–184, 187p, 422 Product line extension, 129 Product placement, 321 Product positioning, 270 Products complementarity, 264–265 cult, 181 green, 50, 66, 67 inexpensive, 464 knowledge and amount of search, 342–343, 343f location in a store, 351 matching values to, 272 popular, 300 sex-typed, 212–213, 216p as sexual symbols, 246 specific values, 276 Product satisfaction, 54–58 complaint letters, 54–55 customer complaints, 55 customer satisfaction, 54–56, 55p private response, 54 third-party response, 54 voice response, 54 Product-specific profile, 268 Product-specific segmentation study, 268 Product strategy development, 270 Product utility, 422 Product worship, 500–501 Pro-environment, 254t Profane consumption See Sacred and profane consumption Progressive learning model, 494 Proletarian, 481f Prominent stimuli, 186 Promotion motivation, 339 Propositions, 147 Prospect theory, 359 Prostitutes, 73 Provenance, 274 Providing value, 186 Psychographic analysis, 267t, 268 Psychographics, 265–271 80/20 Rule, 269 AIOs, 268–271, 268t buyer personas, 266–268 general lifestyle segmentation study, 268 lifestyle profile, 268 lifestyle segmentation typologies, 270 product attribute communication, 270 product positioning, 270 product-specific profile, 268 product-specific segmentation study, 268 product strategy development, 270 psychographic analysis, 267t, 268 psychographic segments, 266p self-expression orientation, 270 social and political issue marketing, 270 target market definition, 269 updated market view, 269 Psychographic segments, 266p Psychological function of myth, 538 Psychological models, 560–561 Psychological risk, 183f Psychological time, 374 Psychophysics, 99 Public rituals, 543 Punishment, 131 Puns, 324 Purchase and postpurchase activities, 372f Purchase momentum, 337 Pure Food and Drug Act, 56 Pure play businesses, 380 Quality, 117 Queen, 250f Race, 26 Racial and ethnic symbolism, 491–492 Rationalization, 170 Reader-response theory, 255 Reality engineering, 320 Reality principle, 246 Real-time bidding, 61 Rebel, 215 Rebellion vs conformity, 510 Reciprocity, 308, 544, 545 Reclamation, 479 Recognition tests, 152–153 Recognition vs recall, 152–153, 153p Recommerce, 392 Recycle Happiness Machine campaign, 396 Recycling, 391–392, 396 Red Sneakers Effect, 414 Reference group, 411–412, 411p Referent power, 410 Referral behavior, 434 Reflected self, 204 Reformulation, 544–545 Refutational arguments, 318 Reinforcement fixed-interval, 132 fixed-ratio, 133 negative, 131 positive, 131, 131p types of, 132f variable-interval, 133 variable-ratio, 133, 133p Relationship marketing, 27 Relative advantage, 558 Relative difference, 100 Relevance, 106 Religious subcultures, 499–504 born again consumers, 502–503 Catholics, 501 Christians, 502–503 evangelical movement, 502–503 halal foods, 503 Islamic consumers, 503–504, 504p Jews, 501 kosher food, 502 megachurches, 502p Mormons, 501 Muslims, 501–502, 503–504, 504p organized religion and consumption, 501–502 and popular culture, 499–500, 500p product worship, 500–501 Seventh-Day Adventists, 501–502 spiritual-therapeutic model, 501 Reluctant emigrants, 458 Repetition, 126, 128p advertising wear-out, 128 and marketing, 127–128 Reporting bias, 313, 318 Reputational method, 468–469 Reputation economy, 474 Resistance, 493 Resonance, 324 Responsibility for buying, 422 Restricted codes, 472, 472t Retailing as theater, 382 Retail theming, 382 Retail therapy, 166 Retirement, 514, 540p Retrieval stage, 142 Retroactive interference, 149 Retro brands, 155, 155p Reverse innovation, 558 Reward, 247t Reward power, 410 RFID (Radio Frequency Identification), 209 Rich media, 106 Ridicule, 510 Risk, 182, 183f Rites of passage, 548–549 Ritual artifacts, 540 Rituals, 539–543, 540p Ritual script, 540 Robot companions, 36 Rokeach Value Survey, 277 Role resonance, 257t Role theory, 31–32 Romanticism, 254t Roommates, 423p, 507 Sacralization, 550–551 Sacred and profane, changing between, 553554 Sacred and profane consumption, 549554 athletes, 552553 ỗaydanlik, 553 collecting, 550–551 desacralization, 553–554, 554p hero tale, 552–553 hoarding, 550–551 objectification, 550 sacralization, 550–551 sacred and profane, changing between, 553–554 sacred events, 552–553 sacred people, 552 sacred places, 551–552 sneakerheads, 550, 551p sports, 552–553 Sacred events, 552–553 Sacred people, 552 Sacred places, 551–552 Sadvertising, 175 Safety, 173, 173p Sage, 250f Salespersons, 387 Salience and recall, 150–151 Salient beliefs, 302 Sandwich Generation, 506 Satiation, 184 Satisficing solution, 355 Savings rate, 457 Scale to measure, 181t Scarcity, 308, 308p Scent, 94–95 Schema, 110, 147 Schmiergeld (grease money), 50 Script, 147 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 Scrum, 421 Search algorithms, 348 Search engine optimization, 348 Search engines, 348 Second moment of truth (SMOT), 365 Security, 247t Segmentation matrix, 373t Segregation, 493 Selection factors, personal, 106–110 Selective search, 343 Self, 196–243 accuracy, 197 actual self, 199 androgyny, 216–219, 218p anorexia, 228 avoidance self, 200 beards, 230–231 beauty ideals, 221–231 beauty in Japan, 224p beauty in various cultures, 222–223p biohackers, 209 body anxiety, 232–234 body as product, 220–234 body decoration and mutilation, 231–232, 231p body image, 220, 221p body image distortions, 228 body piercing, 234 body positivity, 229–230, 230p breadwinner, 215 bro culture, 216 bromance, 212 bulimia, 228 clothing sizes, 228 cognitive matching, 203 collective self, 197 content, 197 cosmetic surgery, 232–233 current ideal of female beauty, 228–229 cyborgs, 209 digital selves, 205 dramaturgical perspective, 201 eating disorders, 228 embodied cognition, 207–208 empty self, 203 enclothed cognition, 208 existence of, 197 extended self, 205–207, 206p, 207f fantasy, 200 fattism, 229–230, 230p female beauty, 226p female body shape, 225–227 female sex roles, 213–215, 213p, 214p gender-bending, 219, 219p, 220 gender binarism, 220 gender identity, 210–220 gender identity vs sexual identity, 212 group dieting, 228 guyliner, 219 gyaru-o, 217 how men view women, 222–223 how women view men, 224–225 ideal self, 199 ideals of female beauty, 225–227 ideals of male beauty, 230–231 identities, 198 imbibing idiot bias, 200 impression management, 199–200 intensity, 197 Islamic culture, 213–214 lesbian, gay, bisexual, and transgender consumers, 220 looking-glass self, 201–202 male sex roles, 215–217, 217p man-of-action hero, 215–216 manscara, 219 marketing to women, 215 masculinism, 215 medical tourism, 232 mien-tzu, 197 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 638 Indexes Self (Continued) multiple selves, 200–201 neuroendocrinological science, 212 positivity, 197 power posing, 208 rebel, 215 reflected self, 204 self-concept, 197–203 self-consciousness, 202–203 self-esteem, 197, 198, 199p self-fulfilling prophecy, 202 selfies, 202 self-image congruence models, 203–204 self-monitoring, 202 sex role socialization, 211–213 sexting, 203 sex-typed products, 212–213, 216p sex-typed traits, 212 sexual dimorphic markers, 226 and shoes, 206–207 Singularity movement, 209 skin color, 232 snackwave, 200 social comparison, 198 stability, 197 symbolic self-completion theory, 205 tattoos, 233–234 thinspiration, 228 third gender movement, 220 torn self, 201 universality of beauty, 222–225 vanity sizing, 228 virtual makeover, 200 wearable chips, 208–209, 210p wearable computing, 209–210 Western ideal of female beauty, 227–228, 227p Self-actualization, 173 Self concept, 197–203 accuracy, 197 actual self, 199 avoidance self, 200 content, 197 dramaturgical perspective, 201 fantasy, 200 ideal self, 199 identities, 198 impression management, 199–200 looking-glass self, 201–202 multiple selves, 200–201 positivity, 197 self-consciousness, 202–203 self-esteem, 198 selfies, 202 sexting, 203 social comparison, 198 stability, 197 torn self, 201 Self-concept attachment, 32 Self-consciousness, 202–203, 254t Self-designation, 433 Self-esteem, 197, 198, 199p Self-expression orientation, 270 Self-fulfilling prophecy, 202 Self-gifting, 545p Selfies, 202 Self-image congruence models, 203–204 Self-made millionaires, 463 Self-monitoring, 202 Self-perception theory, 297 Self-regulation, 338–339 Selling to school systems, 420 Semantic meaning, 143 Semiotic relationships, 114f Semiotics, 112–116 Senior market, 516 Seniors, 514–517, 516p Sensation, 88–98, 89f Sensing, 253t Sensory inputs, 90 Sensory marketing, 90, 97f age and, 92 audio watermark, 95 augmented reality, 98 color, culture and language and, 93 color, marketing applications of, 94t color and fashion trends, 94 color influence on emotion, 92 color palette, 93 cool scents, 95 electronic mouth, 97 endowment effect, 96 flavor houses, 97 gastrophysics, 97 gender differences in preferences for, 92 haptic sense, 96 interior designers and, 92 Kansei engineering, 96 limbic system, 95 music, 95 natural user interface philosophy, 96 “Need for Touch” scale, 96 scent, 94–95 signature scent, 95 sound, 95 sound symbolism, 95 taste, 97–98 touch, 95–96 touchscreens, 96 trade dress, 93–94 umami, 98 uniform colors, 92, 93p virtual reality, 98 vision, 90–94 warm scents, 95 Sensory meaning, 143 Sensory memory, 144 Sensory overload, 104 Sentiment analysis, 179–180 Sentiment relation, 299 Separation, 548 Serial reproduction, 428, 429p Serial wardrobers, 74 Service economy, 346 Service scripts, 147 Seventh-Day Adventists, 501–502 Sex appeals, 322–323 Sexbots, 36 Sex role socialization, 211–213 Sexting, 203 Sex-typed products, 212–213, 216p Sex-typed traits, 212 Sexual dimorphic markers, 226 Shadow Mother, 250f Shadows, 249, 250f Shadow witch, 250f Shaping, 130 Shared endorsements, 313 Sharing economy, 42 Sharing of common interests, 378 Sharpening, 428 Shoes, 206–207 Shopaholics, 72 Shopping apps, 385 Shopping experience, 375–387 activity stores, 384 aggressive people, 387 assertive people, 387 atmospherics, 383–384 augmented reality, 385 beacons, 385 being space, 382 Bitcoin, 381 blockchain, 381 cryptocurrency, 381 customer journey, 375 design thinking, 375 digital currency, 381–382 digital wallets, 381 dyadic encounters, 387 e-commerce, 379–380 gemba, 376, 376f group pressure, 378 hedonic shopping motives, 378–379 home shopping party, 378, 379p identity negotiation, 387 impulse buying, 385, 386f in-store decision making, 384–385 in-store slack, 384 in-store tech, 385 interaction styles, 387 mental budgets, 384 mood, 376–377, 377f music, 384 near field communications technology, 381 nonassertive people, 387 P2P payment systems, 381 point-of-purchase stimuli, 386 pop-up stores, 382 pretailer, 381 pure play businesses, 380 retailing as theater, 382 retail theming, 382 salespersons, 387 sharing of common interests, 378 shopping apps, 385 shopping motivation, 378 shopping orientation, 377–378 showrooming, 380 social experiences, 378 social shopping, 380, 380t spontaneous shopping, 385–386 status, 378 store image, 383–384 thrill of the hunt, 378 total quality management, 376 unplanned buying, 385 valued website features, 382 virtual reality, 385 visual stimuli, 384 Shopping motivation, 378 Shopping orientation, 377–378 Short-term memory, 144–145 Showrooming, 380 Shrinkage, 74 Sign, 113 Signature scent, 95 Signs, 114f Silent Generation, 508 Similarity principle, 111, 113p Similes, 324 Simple additive rule, 354 Simplification, 42 Sincerity, 313 Singles’ Day, 546 Singularity movement, 209 Situational involvement, 187–188 Situational self-image, 372 Size, 107 Sizzle vs steak, 325–326 Skin color, 232 Slacktivism, 59 Slave, 250f Sleeper effect, 313 Slope of Enlightenment, 557 Smaller families, 505 Smartphone addiction, 71 Smoking, 510 Snackwave, 200 Sneakerheads, 550, 551p Snob effect, 561 Social acceptance, 247t Social and political issue marketing, 270 Social attractiveness, 137 Social bottom line, 65 Social capital, 473 Social class, 26, 26f, 464–482 abranding, 479 affluenza, 467 affordable luxuries, 473 associative mating, 465 blue-collar workers, 468 brand prominence, 481 Brazil, 478–479 BRIC nations, 475 chavs, 477–478 China, 475–476 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 conspicuous consumption, 479–482 conspicuous waste, 482 cosmopolitanism, 467 cougars, 481 counterfeit luxury goods, 479, 479p cultural capital, 473 definition of, 465 dominance–submission hierarchy, 465 elaborated codes, 472, 472t empowerment, 466–467 engagement rings, 470 flight, 479 glamping, 473 habitus, 472 homogamy, 465 vs income, 468 India, 478 invidious distinction, 479 Japan, 476 Kwakiutl Indians, 482 leisure class, 480 living room clusters, 471f loyalty programs, 470 mass class market, 479 measuring, 468–470 mendang hudui, 476 middle class, 468 Middle East, 476 occupational prestige, 466, 467p old money vs new money, 481 online gated communities, 474 online social capital, 473–475 overprivileged consumers, 469 parody display, 482 parvenu, 481f patrician, 481f pecking order, 465–468 poseur, 481f potlatching, 482 precariat, 477 proletarian, 481f reclamation, 479 reputational method, 468–469 reputation economy, 474 restricted codes, 472, 472t social capital, 473 social stratification, 466–467 status crystallization, 468–469 status hierarchy, 466 status signaling, 481, 481f status symbols, 470 taste cultures and codes, 470–475 trophy wives, 480, 480p underprivileged consumers, 469 United Kingdom, 476–478 U.S class structure in 1941, 464–465 and women, 480–481 working class, 466, 468 worldview, 466 Social comparison, 198 Social defaults, 136 Social dimension of time, 374 Social experiences, 378 Social games, 440–441 Social graphs, 438 Social identity theory, 409 Social isolates, 64 Socialization agents, 273 Social loafing, 414p, 415 Social marketing, 59, 135 Social media, 25, 179–180, 435–444, 512 and affect, 179–180 asynchronous communications, 435 B2C e-commerce, 437 badges, 440 brand communities, 437–440, 437p C2C e-commerce, 437 content marketing, 442 culture of participation, 436 degree of connectedness, 439 digital virtual consumption, 441 digital word-of-mouth, 441–443 Dispreferred Marker Effect, 443 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Indexes 639 fear of missing out, 436 flaming, 439 flows, 438 game genre, 441 game milieu, 441 game mode, 441 game platform, 440 haul videos, 442 horizontal revolution, 435 influence impressions, 443 influencer marketing, 443 leaderboards, 440 lurkers, 439 mass connectors, 443 media multiplexity, 438 Megaphone Effect, 442 member contributions, 439 MMORPGs, 441 native advertising, 442 network effects, 439 network neighborhood, 440f newsfeed manipulation, 179 nodes, 437 online communities, 436 online social networks, 437–440 power users, 443 reasons for posting, 442–443 sentiment analysis, 179–180 social games, 440–441 social graphs, 438 standards of behavior, 439 synchronous communications, 435 unboxing videos, 442 viral marketing, 441 virtual goods, 441 word-phrase dictionary, 179 Social media addiction, 70 Social media revolution, 319–322 Social mobility, 457–459 Social needs, 173 Social power, 410–411 Social risk, 183f Social scoring, 345–346 Social shopping, 42, 380, 380t Social stratification, 466–467 Social structure, 531 Sociological function of myth, 538 Sociological models, 561–563 Sociometry, 433–434 Sock puppeting, 313 Sorcerer, 250f Sound, 95 Sound symbolism, 95 Source attractiveness, 313–314 Source credibility, 312–313 Source effects, 312 Source of communication, 312–319 astroturfing, 313 celebrity endorsements, 314 corporate social responsibility, 313 disclaimers, 312 fake news, 312 halo effect, 313 Japander, 314 knowledge bias, 313 vs the message, 325–326 native advertising, 313 nonhuman endorsers, 314 paid influencer programs, 313 reporting bias, 313 shared endorsements, 313 sincerity, 313 sleeper effect, 313 sock puppeting, 313 source attractiveness, 313–314 source credibility, 312–313 source effects, 312 spokescharacters, 314, 315p Spacing effect, 149 Spectacles, 186–187 Spendthrifts, 456 Spiritual-therapeutic model, 501 Spokescharacters, 258p, 314, 315p Spontaneous recovery, 156 Spontaneous shopping, 385–386 Sports, 552–553 Spreading activation, 147 Spring Break, 31 Stability, 197 Stages, 341f Standardized strategies, 568 Standard of comparison, 342 Standards of behavior, 439 State-dependent retrieval, 150 Status, 247t, 378 Status anxiety, 463 Status crystallization, 468–469 Status culture, 263 Status hierarchy, 466 Status signaling, 481, 481f Status symbols, 470 Stereotypes, 491–499 acculturation, 492–495 adaptation, 493 African Americans, 495–497 ambicultural, 494 Asian Americans, 498–499, 499p assimilation, 493 bagels, 495, 495p culture of immigration, 493 culture of origin, 493 deethnicization, 494–495, 495p enculturation, 492 ethnicity, 492–495 ethnography, 492 high-context culture, 492 Hispanic Americans, 494, 496p, 497–498 host culture, 494 low-context culture, 492 Mexican immigrants, 492–493 movement, 493 progressive learning model, 494 racial and ethnic symbolism, 491–492 resistance, 493 segregation, 493 translation, 493 translation mishaps, 498 Turkish immigrants, 494 Stimuli ambiguous, 110–111 conditioned stimulus, 125 golden triangle, 108f novel, 185–186, 186p point-of-purchase, 386 prominent, 186 selection factors, 107–109 unconditioned stimulus, 125 visual, 384 Stimuli selection factors, 107 colors, 107 golden triangle, 108, 108f novelty, 108–109 position, 107–108 size, 107 Stimulus discrimination, 127, 130 Stimulus generalization, 127 consumer confusion, 129–130 family branding, 129 Lanham Act, 129 licensing, 129 look-alike packaging, 129 and marketing, 129–130 piggybacking strategy, 127 product line extension, 129 Stimulus organization, 110–117 ambiguous stimuli, 110–111 attributes, 117 closure principle, 111 competitors, 117 emojis, 114 figure-ground principle, 111–112, 112p Gestalt, 111 hyperreality, 114–116 icon, 113 index, 113 interpretant, 113 interpretational biases, 111–112 lifestyle, 117 logos in works of fiction, 115p marketing dimensions, 117 market position, 117 object, 113 occasions, 117 packaging, 110 perceptual positioning, 116–117 positioning strategy, 117 price leadership, 117 product class, 117 quality, 117 semiotic relationships, 114f semiotics, 112–116 sign, 113 signs, 114f similarity principle, 111, 113p symbol, 113–114 users, 117 Storage stage, 142 Store image, 383–384 Store loyalty, 135 Storing of information, 145 Straight rebuy, 418, 418t Strategic stage of development, 140 Street art, 535–536 Strengthen perceived linkages, 303 Strength of weak ties, 434 Subcultures, 21, 490–528 acculturation, 492–495 acculturation agents, 512 adaptation, 493 African Americans, 495–497 age cohort, 507–517 ambicultural, 494 Asian Americans, 498–499, 499p assimilation, 493 autonomy vs belonging, 510 Baby Boom Generation, 508, 514, 515p bagels, 495, 495p boomerang kids, 506 born again consumers, 502–503 Catholics, 501 children, 508–509 Christians, 502–503 chronological age, 517 cohabitation, 505–506 consumer identity renaissance, 517 culture of immigration, 493 culture of origin, 493 deethnicization, 494–495, 495p digital natives, 511 DINKs, 505 divorce, 506 economic conditions, 512 enculturation, 492 ethnic and racial, 491 ethnicity, 492–495 ethnography, 492 evangelical movement, 502–503 evolution of, 505–506 extended family, 505 family life cycle concept, 506–507 family structure, 504–507 family unit, 504–507 fertility rate, 504–505 Generation X, 508, 513 Generation Y, 508, 509–510, 511–513 Generation Z, 508, 509–511 globalization, 512 global youth market, 509 halal foods, 503 high-context culture, 492 Hispanic Americans, 494, 496p, 497–498 host culture, 494 household, 505 idealism vs pragmatism, 510 images of aging, 514–517 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 Interbellum generation, 508 Internet of Things, 509 Islamic consumers, 503–504, 504p Jews, 501 kosher food, 502 lifestyle connexity, 511 low-context culture, 492 material parenting, 508 mature consumers, 513 megachurches, 502p Mexican immigrants, 492–493 Mormons, 501 movement, 493 multitaskers, 512 Muslims, 501–502, 503–504, 504p nag factor, 509 narcissism vs intimacy, 510 nuclear family, 505 organized religion and consumption, 501–502 parental yielding, 509 perceived age, 517 pets, 507, 508, 508p place-based, 517–519 and popular culture, 499–500, 500p product worship, 500–501 progressive learning model, 494 racial and ethnic symbolism, 491–492 rebellion vs conformity, 510 religious, 499–504 resistance, 493 retirement, 514 ridicule, 510 roommates, 507 Sandwich Generation, 506 segregation, 493 senior market, 516 seniors, 514–517, 516p Seventh-Day Adventists, 501–502 Silent Generation, 508 smaller families, 505 smoking, 510 social media, 512 spiritual-therapeutic model, 501 stereotypes, 491–499 teenagers, 509–510 thumb culture, 512 translation, 493 translation mishaps, 498 Turkish immigrants, 494 voluntarily childless people, 505 War Baby Generation, 508 Subjective norms, 305, 306p Subliminal perception, 101–104, 102–103f Subscription boxes, 187–188 Successful innovations, attributes, 558 Sunk-cost fallacy, 359 Superego, 245 Superfoods, 64 Superstition, 254t Supportive arguments, 318 Surrogate consumer, 432 Sustainability, 64–69 clean-diesel vehicles, 66 coffee, 66 conscientious consumerism, 64 cradle to cradle, 65 cultural creatives, 69 definition of, 65 disconnect between consumer attitudes and behavior, 66–69 electric vehicles, 66 energy-efficient light bulbs, 66 environmental bottom line, 65 expense of green products, 67 financial bottom line, 65 and the food industry, 67p green cleaning products, 66 green marketing, 65–66 greenwashing, 68 hybrid vehicles, 66 LOHAS, 69 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 640 Indexes Sustainability (Continued) organic food, 66, 68f social bottom line, 65 sustainable business model, 64–65 triple bottom-line orientation, 65 Sustainable business model, 64–65 Swishing, 392 Symbol, 113–114 Symbolic community, 263 Symbolic exchange, 544 Symbolic interactionism, 201 Symbolic self-completion, 463 Symbolic self-completion theory, 205 Synchronous communications, 435 Syncretic decisions, 424 Syndicated surveys, 278 Synoptic ideal, 423 Tactical communications options, 309 Tailgating, 542p, 543 Taking in information, 253t Target market definition, 269 Task specialization, 424 Taste, 97–98, 97f electronic mouth, 97 flavor houses, 97 gastrophysics, 97 umami, 98 Taste cultures and codes, 470–475 affordable luxuries, 473 cultural capital, 473 elaborated codes, 472 glamping, 473 habitus, 472 living room clusters, 471f online gated communities, 474 online social capital, 473–475 reputation economy, 474 restricted codes, 472 restricted vs elaborated codes, 472t social capital, 473 Taste public, 263 Tattoos, 233–234 Tchikrin, 231 Teaser ads, 106 Technology Acceptance Model, 556 Teenagers, 509–510 Telescoping, 154 Television, 139, 141p, 142f Temporal orientation dimension of time, 374 Terminal values, 277t Text-walker, 104 Thematic Apperception Test, 171 Theory of reasoned action, 304–307 add new attributes, 305p attitude accessibility perspective, 307 attitude toward the act of buying, 305 cultural roadblocks, 307 intentions vs behavior, 304–306 motivation to comply, 305 normative belief, 305 normative influence, 304 obstacles to predicting behavior, 306–308 subjective norms, 305, 306p Thinking, 253t Thinspiration, 228 Third gender movement, 220 Third moment of truth (TMOT), 365 Third-party response, 54 Three buckets, 338f Thrill of the hunt, 378 Throughput sector, 535p Throwing rice, 542 Thumb culture, 512 Tie strength, 434 Tightwads, 456 Time allocation, 263f dimensions of, 374 factors, 373–375 metaphors for, 374–375 planning orientation dimension of, 374 polychronic orientation dimension of, 374 poverty, 374 psychological, 374 queuing theory, 375 social dimension of, 374 temporal orientation dimension of, 374 Timestyle, 374 Tiny House Movement, 275, 275p Tipping point, 563–564 Top of the pyramid consumers, 461–463 Torn self, 201 Tossing of the garter, 542 Total quality management, 376, 560 Touch, 95–96 endowment effect, 96 haptic sense, 96 Kansei engineering, 96 natural user interface philosophy, 96 “Need for Touch” scale, 96 touchscreens, 96 Touchscreens, 62, 96 Trade dress, 93–94 Trait theory, 249–255 Transformative consumer research (TCR), 59 Translation, 493 Translation mishaps, 498, 570 Triads, 298 Trialability, 558 Trickle-across effect, 563 Trickle-down theory, 561 Trickle-up effect, 563 Trickster, 250f Trigger feature, 137 Triple bottom-line orientation, 65 Trophy wives, 480, 480p Troubadour, 250f Trough of Disillusionment, 557 Truth-in-Lending Act (1968), 56t Turkish immigrants, 494 Two-factor theory, 317 Two-sided messages, 318 Two-step flow of influence, 430 Types, 143f Types of adopters, 556f Types of involvement, 181–188 Ubiquitous moment of truth (UMOT), 366 c9a417 0b4 d8a11 b80ab1e6 c33b6675 3729 f333 dc77b9 3c2 f6 db4dded bd1 c8 f28 8660a5a6 0b51 e2074 856 f7f04b5 9e1b5b4 c3aa55 0c3 7b25 6d3 2e0d5 d6e2 4fcf3 ce9c3949fb9 4f8 3551 02f711abff4 f67aa 2615a5ff 34f9600 b62ae b9f6156e bf 1da48a c4e16 895e6 6ef5 7c4 7a331 c1d2043 7b5 df1 751d0a68 f6749 433 b18a02 b 44df15cd31 f100 6be8 9685 d2a0bca9b2d4 87129 b85 b3f4392 42457 c8 f9ba 7f4 c f0425 4b78 de97 15f304a0 5e7e3 6e497 429db7 c5d8 499 c8ac13f0dd7 4b7e f3a d0 50e81ad473dd5b0de2 83a00 4f3 3ae686 3e03e 10cb054 df6 9cd4152 d0 f7c9b0a2 91aa1bcdd1d9 f30 dd1b47b7f2 fa1e4 d28e7 1c7 7592 67e74 613e6 ddbd15 7435 c7 54a27b1 3b3 4b19 4ffaf996 f69 7d4a0 7dc719 76d0 f5a5 5a6516 9be6a e0e4 b64c4 c25a4 c369 7927 6f8a9 4e55a 755 f899 bcdbfa3 b118 2c3 8b0a4 f99 c9 cc9 4738 074 a828be5 f8 d6b4 f8 d00aa46 43d3a 0175 c68 22c2a6dd03b49030 1f0 7772 36637a b6d07 c03 8e73 ba4d6a 03d9 d95 c602 50e1a 18912 b038 52c0104 b5e6 195a4 dbb2c b75349 f6 b85e0 03a1e1 ba29 deff6d0 10d86a134 3f9 866 c20d6f0 e1a636 75b1 5b d5978 cc6b96 326d7adbd7e1 f3a5 0bae0 6ac4e e78d5b2a2 99f2b5fbae 77c3 9f9 5cc4a 550 db9 f34a8 7e6e f14 f7877a 9ff80c696 db69 75e17 0b40 d11e f9 f1dc68 f 3f016a f21 862b1055 ffdf59 81cc83 1a0c3 12c6f2fb b26 b2f9faa05 ddad048a4 5a46b1 bf1 1b2 cda1 c22 b97 cfba4f5 fcb89 bdee dff256 ddace98aa49 f85 04aa4 f 1347ba4 c11 9e44 d2db8b4 dd8 0ed1 d98e 9771 c2b7e57 f020 cd6f1e f07 989 c686e eedd49 9ed c46 b45d0dab1f3ff4a 42a03a 02e75 8872 b80e5 2bdc51 b87 d225 fe0a e02c7 f72 25874 2c4 b7ae b8e7 da20a78 54de 7b2 b53 f784a f70 b619 d695 c0a83 d3 84c29 b84ff9 d2e4a 9611 b36b8f9a d7d6e004 b5d71b1 1170 c4a9e 582b8f0 f1 b28 181622 f41 d3df3fb4 f27 c6ab8ec5 89e00 99f2e3a0 f45 b011 1d19 3f8 478d4436 b c9b3 f48 1f4 2eb c2b9 6a46e0 6345 d8dbdbbaa9b50c4b70 f0a5 b8 c7295 8d8 4f7 f0 6c7c31c5c8 e63 f8287 4cd4705 3f0 6e0a9 b2c0fcda12 9c7 81df0c2520 8a725 d6b 7b8ff5b9eeb4 b01a3a 05c76bc35 c92e 3675 f6d883d013d29b58818 65bb049 894 Umami, 98 Unanimity, 415 Unboxing videos, 442 Uncertainty avoidance, 571 Unconditioned stimulus, 125 Underdog brand biography, 255 Underground economy, 391–392, 392p Underlying motives, 246 Underprivileged consumers, 469 Unethical actions, 51 Uniform colors, 92, 93p Unipolar emotions, 151 Uniqueness, need for, 254t United Kingdom, 476–478 United Kingdom VALS (UK VALS™) Unit relation, 299 Universality of beauty, 222–225 Unplanned buying, 385 Updated market view, 269 Upselling, 359 Upward mobility, 459 U.S class structure in 1941, 464–465 U.S consumer culture, 565–567 User, 416 User-generated content, 29 User groups, 348 Users, 117 Utilitarian function, 291 Utilitarian need, 166, 168 Tiny House Movement, 275, 275p value system, 273 Value system, 273 Vanity sizing, 228 Vaping, 30f Variable-interval reinforcement, 133 Variable-ratio reinforcement, 133, 133p Variety-seeking, 183–184 Veganism, 165–166 Vegetarianism, 165 Viewing context, 151 Viral marketing, 441 Virtual goods, 441 Virtual makeover, 200 Virtual reality, 98, 385 Vision, 90–94, 91p color and fashion trends, 94 color palette, 93 colors, 91–94, 91f emotions, color influence on, 92 interior designers, 92 trade dress, 93–94 uniform colors, 92, 93p visual channel, 91 Visual stimuli, 384 Voice response, 54 Voluntarily childless people, 505 Von Restorff Effect, 151 Valence, 169 Valentine’s Day, 547–548 Valued website features, 382 Value-expressive function, 291 Values acculturation, 273 belief systems, 272–273 cargo cults, 273 and consumer behavior, 271–278, 276–278 consumption microcultures, 277 consumption-specific values, 276 convention, 275–276 core values, 272–276 crescive norms, 275 cultural values, 276 curation, 274 customs, 275 decluttering, 275 enacted norms, 275 enculturation, 273 etiquette, 276p instrumental values, 277, 277t List of Values scale, 278 living off the grid, 275 matching values to products, 272 materialism, 274–276 means-end chain model, 278 minimalism, 274–275 more, 275 norms, 275 product-specific values, 276 provenance, 274 Rokeach Value Survey, 277 socialization agents, 273 syndicated surveys, 278 terminal values, 277t Wants, 34 War Baby Generation, 508 Warm scents, 95 Warrior, 250f Wealth, 459p Wearable chips, 208–209, 210p Wearable computing, 209–210 Web 18.16, 29 Weber’s Law, 100–101 Wedding ritual, 541–542, 541p, 542p Weighted additive rule, 354 Wexting, 104 Whitewashing, 318 Wife, 425–426 Willingness to spend money, 254t Wisdom of crowds, 421 Women, 480–481 Women, view of men, 224–225 Word-of-mouth communication, 426–428 digital, 441–443 negative, 428 Word-of-mouth communication, 426–428 assimilation, 428 buzz building, 427 leveling, 428 negative word-of-mouth, 428 serial reproduction, 428, 429p sharpening, 428 Word-phrase dictionary, 179 Working class, 466, 468 Working memory, 144 Working wealthy, 462 Worldview, 466, 531 1d6d9 c80 1227ff9 1b95 e6958 28c605e2a e49bb61 770c794a7 4db4782 b0d2 7dc2 Zero moment of truth (ZMOT), 365