(BQ) Part 2 ebook Consumer behaviour - A European perspective has contents: Groups and social media; european family structures, household decision making and age cohorts; income and social class, culture and consumer behaviour, cultural change processes, consumption and european consumers.
www.downloadslide.com ChapTEr Part D EUropEan ConSUMErS and ThEIr SoCIaL GroUpS The chapters in this part consider the range of social influences that help to determine who we are as well as our consumer behaviour chapter 10 looks at the influences that groups and social media have on consumer behaviour, the role of brand communities as a social context, and the particular influences that word of mouth and opinion leaders exert on our consumption deliberations chapter 11 provides a discussion of family structures in europe The chapter also points out the strong influence that age has on our behaviours as consumers, with an emphasis on the bonds we share with others who were born at roughly the same time chapter 12 focuses on factors that define our social classes, and how membership of a social class exerts a strong influence on what we buy with the money we make 381 M10_SOLO6723_06_SE_C10.indd 381 3/31/16 8:24 PM www.downloadslide.com 10 GroUpS and SoCIaL MEdIa ChapTEr oBJECTIVES when you finish reading this chapter you will understand why: ➔ other people and groups, especially those that possess social power, influence our decisions ➔ word-of-mouth communication is the most important driver of product choice ➔ opinion leaders’ recommendations are more influential than others when we decide what to buy ➔ Social media changes the way we learn about and select products BoBBy tries to play sport just about every day The obsession that started with football has expanded to include cricket, tennis and squash (depending on the season) he will happily leave work early to play for his company team, especially the 11-a-side league on a Monday evening The original work team that Bobby played for now includes some of his closest friends, and they try to celebrate an important victory with a few drinks, with the importance of turning up for work the next day feeling fresh relegated to a poor second against the joys of forging a great team spirit recently Bobby decided he needed new football boots, since the grip of his old trusty Puma boots had worn away, meaning rain, ice and whatever else happened to be on the football pitch was causing him to lose his footing he has also got a bit sick of his mates ribbing him for his flashy shoes, which are the leftovers of uni days when the fashion was for garishly white boots; though Bobby argues that they are not as garish as the ludicrously coloured boots favoured by his younger brother Jack and his friends amongst his workmates there is a certain amount of prestige to be upheld and since he has had his boots for so long, Bobby feels he deserves some new ones anyway Bobby’s mates had rather mixed (and not very polite) things to say about all the brightly coloured football boots on offer his friend Pete had already pointed out that the nike Mercurial vapors came in very strong colours, so Bobby decided those probably would not suit him he would have liked to have stayed with Puma boots but there wasn’t really the choice that he was looking for in their current offering So that left adidas (possibly copa Mundial or the Kaisers) adidas represented his final choice, helped by the fact that many of his team mates wore 382 M10_SOLO6723_06_SE_C10.indd 382 3/31/16 8:24 PM www.downloadslide.com inTroDucTion them and said good things about the quality of the boot The only thing Bobby had to now was to buy the most classic looking pair he could find after all, some people want to stand out in the crowd, to be individual and different, but football is a team game . . . and most of his friends were now wearing quite classic football boots They must be showing their age r.J.W hoGG, London InTrodUCTIon Football is central to Bobby’s identity: he was a sports-loving student at university, and remains an enthusiastic football player now that he is in the world of work; and his team mates influence many of his buying decisions for sports kit We all belong to many different types of groups, some formal and some informal, some from our personal worlds (e.g fellow football players) and some from our professional worlds (e.g work colleagues) Our behaviour is often heavily influenced by the groups to which we belong, and we often seek affirmation from our fellow group members via our consumption choices This chapter focuses on how other people – whether fellow footballers and team mates, coworkers, friends and family or just casual acquaintances – influence our purchase decisions It considers how our preferences are shaped by our positive group memberships, as well as by our dissociative reference groups, by our desire to please or be accepted by others, even by the actions of famous people whom we’ve never met Finally, it explores why some people are more influential than others in affecting consumers’ product preferences, and how marketers go about finding those people and enlisting their support in the persuasion process ‘it’s fair to say adidas lead now [in terms of contemporary shoe trends] with their adidas Pharrell collaboration The latest is Pharrell williams Supercolor collection, which sees the ‘Superstar’ silhouette rendered in 50 colours’* 2015 Adidas 383 M10_SOLO6723_06_SE_C10.indd 383 3/31/16 8:24 PM www.downloadslide.com ChapTEr 10 GrouPS anD Social MeDia ThE SoCIaL poWEr oF GroUpS Humans are social animals We belong to groups, try to please others, and look to others’ behaviour for clues about what we should in public settings In fact, our desire to ‘fit in’ or to identify with desirable individuals or groups is the primary motivation for many of our consumption behaviours We may go to great lengths to please the members of a group whose acceptance we covet,2 and to avoid the group with which we not wish to be associated.3 Social identity theory argues that each of us has several ‘selves’ that relate to groups These linkages are so important that we think of ourselves not just as ‘I’, but also as ‘we’ In addition, we favour others that we feel share the same identity – even if that identity is superficial and virtually meaningless In numerous experiments that employ the minimal group paradigm, researchers show that even when they arbitrarily assign subjects to one group or another, people favour those who wind up in the same group.4 Bobby’s football team is an important part of his identity, and this membership influences many of his buying decisions Bobby doesn’t model himself on just any footballer – only the people with whom he really identifies can exert that kind of influence For example, Bobby primarily identifies with other sport enthusiasts, especially football players The English Football League represents one of Bobby’s most important reference groups, whereas the English Rugby Union represents one of his dissociative groups MarKETInG opporTUnITy we tend to think of running as something you on your own, but today you’re much more likely to run with a group People train with friends and participate in charity runs together Many of us are moving away from running alone at home; sales of home cardio equipment like treadmills are way down instead people gravitate to competitions, obstacle courses, fitness classes or free family events such as Parkrun in the uK ✔ (http://www.parkrun.org.uk/) new Balance is picking up on this trend as the shoe manufacturer promotes its ‘runnovation’ campaign in the uS, which focuses on running as a social activity one print ad carries the headline, ‘redefine girls’ night out’ as it shows a group of women running together ‘Some go out others go out and make excellent happen The night is yours This is runnovation’.5 Why are groups so persuasive? The answer lies in the potential power they wield over us Social power describes ‘the capacity to alter the actions of others’.6 To the degree to which you are able to make someone else something, regardless of whether that person does it willingly, you have power over that person The following classification of power bases helps us to distinguish among the reasons a person exerts power over another, the degree to which the influence is voluntary, and whether this influence will continue to have an effect even when the source of the power isn’t around.7 ● referent power If a person admires the qualities of a person or a group, he tries to copy the referent’s behaviours (e.g choice of clothing, cars, leisure activities) Prominent people in all walks of life affect our consumption behaviours by virtue of product endorsements (e.g Lady Gaga for Polaroid), distinctive fashion statements (e.g Kim Kardashian’s displays of high-end designer clothing), or championing causes (e.g Brad Pitt for UNICEF) referent power is important to many marketing strategies because consumers voluntarily modify what they and buy in order to identify with a referent ● Information power A person possesses information power simply because she knows something others would like to know Editors of trade publications such as Women’s Wear 384 M10_SOLO6723_06_SE_C10.indd 384 3/31/16 8:24 PM www.downloadslide.com The Social Power of Groups Daily often possess tremendous power because of their ability to compile and disseminate information that can make or break individual designers or companies People with information power are able to influence consumer opinion by virtue of their (assumed) access to the knowledge that provides some kind of competitive advantage ● Legitimate power Sometimes we grant power by virtue of social agreements, such as the authority we give to police officers, soldiers, and yes, even professors The legitimate power a uniform confers wields authority in consumer contexts, including teaching hospitals where medical students used to don white coats to enhance their standing with patients (although this practice has now largely been abandoned to try and prevent the spread of hospital infections).8 Marketers ‘borrow’ this form of power to influence consumers For example, an ad that shows a model who wears a white doctor’s coat adds an aura of legitimacy or authority to the presentation of the product (‘I’m not a doctor, but I play one on TV’) ● Expert power To attract the casual internet user, U.S Robotics signed up British physicist Stephen Hawking to endorse its modems A company executive commented, ‘We wanted to generate trust So we found visionaries who use U.S Robotics technology, and we let them tell the consumer how it makes their lives more productive’ Hawking, who has Lou Gehrig’s disease and speaks via a synthesiser, said in one TV spot, ‘My body may be stuck in this chair, but with the Internet my mind can go to the end of the universe’.9 Hawking’s expert power derives from the knowledge he possesses about a content area This helps to explain the weight many of us assign to professional critics’ reviews of restaurants, books, movies, and cars – even though, with the advent of blogs and open source references such as Wikipedia, it’s getting a lot harder to tell just who is really an expert!10 This Marks and Spencer advertising campaign used non-celebrities to endorse its message, ‘For every woman you are’ With kind permission from Marks and Spencer plc 385 M10_SOLO6723_06_SE_C10.indd 385 3/31/16 8:24 PM www.downloadslide.com ChapTEr 10 GrouPS anD Social MeDia ● reward power A person or group with the means to provide positive reinforcement (see Chapter 7) has reward power The reward may be the tangible kind, as when an employee is given a pay rise Or it can be more intangible, such as the approval the judges on Strictly Come Dancing or The Voice deliver to contestants ● Coercive power We exert coercive power when we influence someone because of social or physical intimidation A threat is often effective in the short term, but it doesn’t tend to stick because we revert to our original behaviour as soon as the bully leaves the scene Fortunately, marketers rarely try to use this type of power (unless you count those annoying calls from telemarketers) However, we can see elements of this power base in the fear appeals we’ve talked about (see Chapter 8), as well as in intimidating salespeople who try to succeed with a ‘hard sell’ rEFErEnCE GroUpS A reference group is ‘an actual or imaginary individual or group conceived of having significant relevance upon an individual’s evaluations, aspirations, or behaviour’.11 Reference groups influence consumers in three ways These influences, informational, utilitarian and value-expressive, are described in Table 10.1 In this chapter we’ll focus on how other people, whether fellow bikers, co-workers, friends, family or simply casual acquaintances, influence our purchase decisions We’ll consider how our group memberships shape our preferences because we want others to accept us or even because we mimic the actions of famous people we’ve never met We’ll also explore why some people in particular affect our product preferences and how marketers find those people and enlist their support to persuade consumers to jump on the bandwagon When are reference groups important? Recent research on smoking cessation programmes powerfully illustrates the impact of reference groups The study found that smokers tend to quit in groups: when one person quits, this creates a ripple effect that motivates others in his social network to give up cigarettes as well The researchers followed thousands of smokers and non-smokers for more than 30 years, and also tracked their networks of relatives, coworkers, and friends They discovered that over the years, the smokers tended to cluster together (on average in groups of three) As the overall US smoking rate declined dramatically during this period, the number of clusters in the sample decreased, but the remaining clusters stayed the same size; this indicated that people quit in groups rather than as individuals Not surprisingly, some social connections were more powerful than others A spouse who quit had a bigger impact than did a friend, whereas friends had more influence than siblings Co-workers had an influence only in small firms where everyone knew one another.12 Reference group influences don’t work the same way for all types of products and consumption activities For example, we’re not as likely to take others’ preferences into account when we choose products that are not very complex, that are low in perceived risk (see Chapter 9), or that we can try before we buy.13 In addition, knowing what others prefer may influence us at a general level (e.g owning or not owning a computer, eating junk food versus health food), whereas at other times this knowledge guides the specific brands we desire within a product category (e.g if we wear Levi’s jeans versus Diesel jeans, or smoke Marlboro cigarettes rather than a national brand) Two dimensions that influence the degree to which reference groups are important are whether we will consume the item publicly or privately and whether it is a luxury or a necessity As a rule, reference group effects are more robust for purchases that are (1) luxuries (e.g yachts), 386 M10_SOLO6723_06_SE_C10.indd 386 3/31/16 8:24 PM www.downloadslide.com Reference groups Table 10.1 Three forms of reference group influence Informational The individual seeks information about various brands from an association of professionals or independent group of experts The individual seeks information from those who work with the product as a profession The individual seeks brand-related knowledge and experience (such as how Brand A’s performance compares to Brand B’s) from those friends, neighbours, relatives or work associates who have reliable information about the brands The brand the individual selects is influenced by observing a seal of approval of an independent testing agency (such as Good Housekeeping) The individual’s observation of what experts (such as observing the type of car that police drive or the brand of television that repairers buy) influences their choice of a brand Utilitarian So that they satisfy the expectation of fellow work associates, the individual’s decision to purchase a particular brand is influenced by their preferences The individual’s decision to purchase a particular brand is influenced by the preferences of people with whom they have social interaction The individual’s decision to purchase a particular brand is influenced by the preferences of family members The desire to satisfy the expectations that others have of them has an impact on the individual’s brand choice Value-expressive The individual feels that the purchase or use of a particular brand will enhance the image others have of them The individual feels that those who purchase or use a particular brand possess the characteristics that they would like to have The individual sometimes feels that it would be nice to be like the type of person that advertisements show using a particular brand The individual feels that the people who purchase a particular brand are admired or respected by others The individual feels that the purchase of a particular brand would help show others what they are or would like to be (such as an athlete, successful business person, good parent, etc.) Source: Adapted from C Whan Park and V Parker Lessig, ‘Students and housewives: Differences in susceptibility to reference group influence’, Journal of Consumer Research, 1977 4(2): 102 Copyright © 1977, Oxford University Press by permission of Oxford University Press rather than necessities because products that we buy using discretionary income are subject to individual tastes and preferences, whereas necessities not offer this range of choices; and (2) socially conspicuous or visible to others (e.g living room furniture or clothing), because we not tend to be swayed as much by the opinions of others if no one but ourselves will ever see what we buy.14 The relative effects of reference group influences on some specific product classes are shown in Figure 10.1 This obviously does not mean that a reference group cannot exert influence on the consumption of private necessities Types of reference groups Although two or more people are normally required to form a group, the term reference group is often used a bit more loosely to describe any external influence that provides social cues.15 The referent may be a cultural figure and have an impact on many people (e.g Nelson Mandela or Michelle Obama); or a sportsman (e.g the success of Jordan Spieth at the U.S Masters Golf Tournament in Augusta in April 2015); or a person or group whose influence only operates 387 M10_SOLO6723_06_SE_C10.indd 387 3/31/16 8:24 PM www.downloadslide.com Chapter 10 GROUPS AND SOCIAL MEDIA Figure 10.1 Relative effects of reference groups Source: Adapted from William O Bearden and Michael J Etzel, ‘Reference group influence on product and brand purchase decisions’, Journal of Consumer Research, 1982 9(2): 185 Copyright © 1982, Oxford University Press by permission of Oxford University Press in the consumer’s immediate environment (e.g Bobby’s various football teams, 5-a-side and 11-a-side) Reference groups that affect consumption can include parents, fellow football enthusiasts and team members, classmates, other leisure activity enthusiasts, a political party or even sports clubs such as Manchester United and bands such as One Direction, U2 and Coldplay Some people influence us simply because we feel similar to them Have you ever experienced a warm feeling when you pull up at a light next to someone who drives the exact same car as yours? One reason that we feel a bond with fellow brand users may be that many of us are a bit narcissistic; we feel an attraction to people and products that remind us of ourselves That may explain why we feel a connection to others who happen to share our name Research on the name-letter effect finds that, other things being equal, we like others who share our names or even initials better than those who don’t When researchers look at large databases like internet phone directories or Social Security records, they find that Johnsons are more likely to wed Johnsons, and people whose surname is Lane tend to have addresses that include the word lane, not street.16 Some groups and individuals exert a greater influence than others and affect a broader range of consumption decisions For example, our parents may play a pivotal role in forming our values towards many important issues, such as attitudes about marriage and the family or where to go to university We call this normative influence – that is, the reference group helps to set and enforce fundamental standards of conduct In contrast, a Harley-Davidson club or Manchester United fan club exerts comparative influence, whereby decisions about specific brands or activities are affected.17 Formal vs informal groups A reference group can take the form of a large, formal organisation that has a recognised structure, regular meeting times and officers Or it can be small and informal, such as a group of friends or students living in a university hall of residence Marketers tend to have more control over their influencing of formal groups because they are more easily identifiable and accessible 388 M10_SOLO6723_06_SE_C10.indd 388 3/31/16 8:24 PM www.downloadslide.com Reference groups This anti-tobacco advertisement draws on the legitimate and expert power represented by The British Heart Foundation, and combines it with stark images of the effects which smoking has on arteries – and thus on our health – to create a strong anti-smoking message Courtesy of British Heart Foundation In general, small, informal groups exert a more powerful influence on individual consumers These groups tend to be more involved in our day-to-day lives and to be more important to us, because they are high in normative influence Larger, formal groups tend to be more product- or activity-specific and thus are high in comparative influence Membership vs aspirational reference groups A membership reference group consists of people we actually know; whereas although we don’t know those in an aspirational reference group, we can admire them anyway These people are likely to be successful business people, athletes, performers, or whosoever appeals to us Not surprisingly, many marketing efforts that specifically adopt a reference group appeal concentrate on highly visible, widely admired figures (such as well-known athletes or performers) and link these people to brands so that the products they use or endorse also take on this aspirational quality.18 For instance David Beckham endorses a number of different products including Armani.19 One study of business students who aspired to the ‘executive’ role found a strong relationship between products they associated with their ideal selves (see Chapter 5) and those they assumed that real executives own.20 Of course, it’s worth noting that as social media usage increases, the line between those we ‘know’ and those we ‘friend’ gets blurrier Still, whether offline or online, we tend to seek out others who are similar Indeed, one study even found that people on Twitter tend to follow others who share their mood: people who are happy tend to re-tweet or reply to others who are happy, while those who are sad or lonely tend to the same with others who also post negative sentiments.21 389 M10_SOLO6723_06_SE_C10.indd 389 3/31/16 8:24 PM www.downloadslide.com Chapter 10 GROUPS AND SOCIAL MEDIA Identificational reference groups Because we tend to compare ourselves with those who are similar to us, many promotional strategies include ‘ordinary’ people whose consumption activities provide informational social influence How can we predict which people you know will become part of your identificational membership reference group? Several factors make it more likely: ● Propinquity As physical distance between people decreases and opportunities for inter-action increase, relationships are more likely to form We call this physical nearness propinquity An early study on friendship patterns in a housing complex showed this factor’s strong effects: residents were much more likely to be friends with the people next door than with those who lived only two doors away Furthermore, people who lived next to a staircase had more friends than those at the ends of a corridor (presumably, they were more likely to ‘bump into’ people using the stairs).22 Physical structure has a lot to with who we get to know and how popular we are ● Mere exposure We come to like persons or things simply as a result of seeing them more often, which social scientists call the mere exposure phenomenon.23 Greater frequency of contact, even if unintentional, may help to determine one’s set of local referents The same 390 M10_SOLO6723_06_SE_C10.indd 390 3/31/16 8:24 PM www.downloadslide.com Indexes advergaming 564–5, 623 advertising as art form 23 in cinemas 250, 616 enjoyed as entertainment 491 feeling type of 275 as information transfer 305 informative or imagery-based 21–2 integrated into games 564–5 involvement 211–14 in magazines 144, 257 memory measured for 273–5 mystery elements in 270 need for 23 pictorial 270 post-experience 262 recognition and recall of 274 reinforcing existing product preferences 401 repetition in 256–7 self-esteem 160 self-referential 150 semiotics of 148–9 social media 213 surprise elements in 270 transactional 214, 641 wear-out 257 see also commercials aesthetics 230, 272–3 affect 285–91, 303, 364, 623 affect-referral 299 affective decision-making 264–7 affective responses 291–2, 299 affiliation 460 consumers’ needs for 205, 206 shopping motive 81 affluenza 52, 623 African countries 487 age children living at home 437 cohorts 451, 623 as demographic variable 9–10 families 439 perceived 459–60, 636 pyramids 456 segmentation 9–10 agency 404 agender 172 agentic goals 171, 623 aggregation, role transition 533 AIDS 312 AIOs (activities, interests and opinions) 219–20, 623 airlines 220, 229, 259 airports 78 alcohol consumption 13–14, 19–20 alienation 491 alternate reality games (ARG) 211, 623 alternatives, evaluation of 330, 338–49 altruism 459 ambiguity 54 ‘Amsterdamizing’ 496 amusement parks 43 anchoring 357, 623 androgyny 173–5, 623 animal welfare 304 animism 623 anonymity 423 anorexia 185 antecedent states of purchasers 72–81 antecedents, involvement 208–9 anthropology, cultural 26 anthropomorphism 37 anti-brand communities 399, 623 anti-conformity 396–7 anti-consumption 52, 623 anti-foundationalism 45 anticipated utility shopping motive 81 Ao (attitude objects) 283, 624 appeals 308–13, 623 approach-approach conflict 203, 623 approach-avoidance conflict 204 apps 100–1, 140–1, 271, 394, 565 AR see augmented reality archetypes, 624 architecture of retail storefronts 97 ARG (alternate reality games) 211, 623 arousal for shoppers 72, 82 arrogance 289–90 art in advertising 23, 557–8 craft and, distinction between 557 high 557–8 low 557–8 marketing and 536 products 557, 624 serious 557 artifacts 523 ritual 524–5, 638 artificial needs of consumers 22–3 ascribed status 479, 624 aspirational reference groups 389, 624 Aspirationals, Pragmatic 222 assertiveness 103 assimilation 296, 404, 599 associative networks 266–7 asynchronous interactions 16–17, 624 atephobia 474 atmospherics 98–100, 624 attachment to objects 165 attention 142–3, 125, 264, 624 attitudes 624 to act of buying (Aact) 289, 302–3, 624 to advertising (Aad) 290, 616–17, 624 behaviour prediction and 301–4 changed through marketing 304–15 components of 285–6 elements, measurement of 298–301 formation of 292–7 function of 284–92 functional theory of 284, 630 levels of commitment to 293 models 298–301 to money 472–4 objects (Ao) 283, 624 power of 283 types of 293 unreliability of 293 attractiveness 305–8 attributes 220, 298 audio watermarks 134 augmented reality (AR) 101, 140–1, 129, 624 aurophobia 474 Australia 228 authenticity, products 347 authoritarian parents 449 authority ranking 602 authority shopping motive 81 autobiographical memories 271 autocratic decisions 445, 624 automated attention analysis (AAA) 140, 624 automaticity 354 autonomy 205, 453, 458 avant-gardians 221 avatars 139, 168–9, 175, 423, 595, 624 avid fans 400 avoidance-avoidance conflict 203, 204–5, 623 avoidance reference groups 391, 399, 624 Azerbaijan 294 B2C (business-to-business) commerce 16, 624 baby boomers 455–6 baby busters 454–5, 630 balance theory 296–7, 624 bandwagon effect 393 banking services 43, 90, 571–2 baseball matches 40 basic level categories of products 344 beauty ideals of 180–3 language of 554–5 rituals 526 beefcake 176–7 beer adverts 311 behaviour patterns 217 prediction 301–4 rules of 514–16 socially responsible 18–19 behavioural demands of innovations 570 behavioural economics 354–6, 469, 624 behavioural influence perspective 624 behavioural learning 287, 249–56, 287, 624 behavioural targeting 222–3, 624 behavioural theories 249 behavioural variables, segmentation behaviourism 159 Belgium 296 beliefs 223, 286, 298, 299 see also market beliefs belonging 453 biases decision-making 357 responses 275, 413, 638 Big Data 13 binge drinking 392 binge eating 185 biogenic needs 205, 206 biological needs 200–1 692 Z03_SOLO6723_06_SE_IDX.indd 692 3/31/16 8:56 PM www.downloadslide.com Indexes birthday cakes 43 bisexual consumers 177–8 Bitcoin 91, 624 Black Friday 87–8, 92–3 blind taste tests 137 blissful ignorance effect 624 blogs 551–2, 564 body-building 167 body cathexis 179–80, 624 body decoration and mutilation 186–8 body image 178–88, 624 body piercing 188 body weight 183–6 bond conduction technology 138 boomerang kids 454, 624 borders, national and cultural 12 Botox parties 393 bottled water 234, 566–7 bottom-up information processing 334 bounded rationality 357, 624 boycotts by consumers 54, 55–7 bra sizes 186 brain function 349 brand-loyal consumers 47 brand-specific information in memory 267 branded apps 565 branding 594, 615 brands 5, 42, 624 advocates 336, 420, 625 arrogant 289–90 attitudes 362 brand-fests 398, 625 China 49–50 co-branding strategies 217–18, 625 codes 489–90 communities 16, 397–400 competing customers and, lifetime relationships between 12–13 equity 256, 625 family branding 258 fashion system and 577 favourites 361–2 follower 269 global 55 identification in memory 267 identities 43 images 5, 36, 38, 45, 55, 259 incidental exposure 199, 632 loyalty 5, 211, 354, 362–4, 625 market beliefs 359 names 37, 364 parity 362–4 perceptions 361 personalities 5, 37, 38, 37, 167 pioneering 269 relationships 43 salience 270 stimulus discrimination 258–9 stimulus generalization 258 switching 211, 350–1 use 399 virtual brand communities 16 Brazil 48, 285 breadwinners 176 breast size 186, 573–4 BRIC countries 484 bricolage 91 BRICS countries 48, 484 bridging function of weak ties 414 budgets, mental 100, 325, 634 bulimia 185 burglary victims 166 Burning Man Festival 53–4 business-to-business (B2B) commerce 16, 624 buyer behaviour see also consumer behaviour buying compulsive 42, 624 power per capita 472, 473 buzz 402–3, 406, 416, 578, 625 buzz bars 101 buzz-building 403, 406 C2C (consumer-to-consumer) commerce 16, 485, 625 capital 499–500, 625 cappuccinos 79 carbon footprint 235, 625 carry-over effects 582–3 cascades of information 409, 632 cash 91 catalogues, virtual 130 categorization primitive 127 products 343–4 category exemplars 345, 625 cathexis, body 179–80, 624 Catholic Church 538, 606 CCT (consumer culture theory) 27 celebrities 214, 221, 297, 305–8, 311 endorsements 212 cellphones see mobile phones central route to persuasion 313–14 CETSCALE (Consumer Ethnocentric Scale) 360 CGC (consumer-generated content) 213, 626 chameleons 221 change, openness to 231 channels 85 charitable donations 13 chat rooms 16 children decision-making by 447–51 learning to become consumers 261–2 living at home 437 chilled food 145 China 48 attitudes 285 beauty 183 body image 179 brands 49–50 class structure 484, 485–6 consumer culture 49–50 conventions 226 culture 515, 522 foods 53, 493 luxury goods 597 product placement 563–4 Chinook Indians 187 choice optimization shopping motive 81 Christian time 79 Christianity 606 see also Catholic Church Christmas 528–31, 538 chronological age 460 chronology 45 chunking 264–5 cinema advertising 250, 616 citizenship 594–5 corporate 58 class, social see social class classical conditioning 249, 251–2, 256–9, 293, 625 classical music 536, 555, 557 classics 581, 625 classification, consuming as 40 cleanliness 219, 224, 225 ‘click and collect’ 87–8 clicks vs bricks 85–93 clinical psychology 26 cliques 414 closure, principle of 145, 636 clothing industry 39–40, 93 clubbing 216 clubs for customers 259 clusters of home furnishings and decorations 488–9 CME (computer-mediated environments) 626 co-branding strategies 217–18, 625 Coca-Colonization 48–50 co-consumers 81, 625 codes 214 of ethics 18 fashion 572 social class differences 489–90 coercive power 386, 625 coffee drinking 79, 284, 524 cognition embodied 168 enclothed 168, 628 experiential system 325 rational system 325 cognitive–affective model 288 cognitive consistency, principle of 294, 636 cognitive decision-making 209, 330–53 cognitive development 450–1, 625, 640 cognitive dissonance 203, 294–5, 640 cognitive learning 254–6, 260–1, 625 cognitive matching 166–7 cognitive orientation 159 cognitive processing style 325, 625 cognitive responses 314 cognitive theories 249 cohesiveness, groups 391, 625 collaborative filtering 334 collecting 539–40, 625 collective behaviour 572 collective cultures 566 collective decision-making 436 693 Z03_SOLO6723_06_SE_IDX.indd 693 3/31/16 8:56 PM www.downloadslide.com Indexes collective interest 419 collective selection 572, 574, 625 collective self 158 collective value creation 398, 625 collectivism 231 collectivist cultures 514, 625 colour 130–3, 144 comic book superheroes 520 commercial friendships 103 commercials 73, 175, 263, 269, 273, 290, 521–2, 540, 557, 562–4, 616 commitment to groups 395 communal goals 171, 625 communal sharing 602 communications subsystems, CPS 553 communities 417, 625 see also online communities communities of practice 399, 625 community engagement 399 community level extended self 168 community supported agriculture (CSA) 29 comparative advertising 616 comparative influence 388, 389, 625 comparison, standards of 331 compatibility 571 compensatory consumption 165, 625 compensatory decision rules 347, 348–9, 625 competing brands competitors, identifying 345 complaints 353 complementarity, products 217–18, 637 complexity 54 products 571 compliance with attitudes 293 compulsive buying 42, 624 computer-mediated environments (CME) 626 computer skills 611–13 computing, wearable 69–70, 642 conditioned responses (CR) 251, 252 conditioned stimuli (CS) 251–2, 257 conditioning see classical conditioning; instrumental conditioning; operant conditioning confidence, consumers 474–5, 626 confirmation, checks and completion 127 conflicts 54 motivational 202–5 conformity 393–400, 453, 572, 626 Confucianism 158 congruence 166–7 conjunctive rule 348, 626 connect goals 420 connectedness 458–9 conscientious consumerism 234, 626 consciousness 255 consensual purchase decisions 444, 626 conservation 231 consideration sets 265–6, 340, 342–3, 626 consistency principle 293–7 conspicuous consumption 495–7, 574, 609, 626 constellations, consumption 218, 626 Constraineds 222 constructive processing 325, 626 consume goals 420 consumer behaviour 626 culture and 510–42 ‘dark side’ of 26 different actors involved in 6–8 Europe 3–8 as field of study 24–8 impact on marketing strategy 8–13 interpretivist approaches 26 micro and macro aspects of 25 positivist approaches 26 as process values and 228–30 consumer choices 6, 53, 71–2, 214–16 see also freedom of choice; products: choice consumer confidence 474–5, 626 consumer culture 5–6, 36–7, 511, 626 ethnoconsumerism 514 social class and 487–8, 491 in transitional economies 50 Western lifestyles 48–50 see also global consumer culture consumer culture theory (CCT) 27 Consumer Ethnocentric Scale (CETSCALE) 360 consumer-generated content (CGC) 213, 626 consumer groups 216, 221–2 consumer hyperchoice 325, 626 consumer identity 591–7 age and 451–2 lifestyles 215–16 renaissance 460 consumer opinion leaders 412–13 consumer policy 19, 626 consumer protection 18–21 consumer research 19–20 paradigms of 27 strategic and non-strategic 25–6 widening field of 27–8 consumer satisfaction/dissatisfaction (CS/D) 352, 626 consumer socialization 448–50, 626 consumer society 28, 35–63, 511, 536, 626 social and political consequences of 52 unemployed in 491 consumer spending 469–75 consumer styles 47 consumer-to-consumer (C2C) commerce 16, 485, 625 consumer tribes 399, 626 consumer value 229–30 consumerism 19–21 conscientious 234, 626 political 28–9 see also ethno-consumerism consumerspace 555 consumption activities, types of 40–1 choices, lifestyles 214–16 communities 4, 626 conspicuous 495–7, 574, 609, 626 constellations 218, 626 cycle 70 family structures effects 442–4 geographic influences 609–10 meanings 38–9 micro-cultures 230 politics of 52–61 profane 534, 537–8, 637 sacred 533–40, 638 situations 74 status-enhancing 227 styles 217 virtual 16–18 visual 558 ‘why’ of 236 consumption-specific values 228 contamination 534, 539 contentment 57 continuous innovation 570, 626 contrast effect 296 control goals 420 controversial products 47 convenience foods 513 conventions 226, 515, 626 conversations 419 co-optation 511, 549, 626 co-oriented peers 396 Copenhagen 12, 46, 534 ‘Copenhagenizing’ 496 coping strategies 481, 491 core values 224–8, 607, 626 corporate citizenship 58 corporate paradox 402–3, 626 corporate social responsibility (CSR) 58–9, 346 cosmetic surgery 185–6 cosmological functions of myths 519 cosmology 524 cosmopolitanism 626 cosplay 595, 627 costs, opportunity 265–6, 342 counter-arguing 310 counteractive construal 326, 627 country of origin 5, 359–61, 627 co-variation 357–9, 625 CPS (culture production systems) 552, 553, 572, 627 CR (conditioned responses) 251, 252 craft products 557, 627 create goals 420 creative subsystems, CPS 553 credibility 54, 305–8 credit cards 251 creolization of food 52 crescive norms 226, 514–16, 627 crime, cybercrime 223, 627 crowding in purchase situations 82 crowds, power of 16–18 crowdsourcing 90, 556 cryptocurrency 92, 627 694 Z03_SOLO6723_06_SE_IDX.indd 694 3/31/16 8:56 PM www.downloadslide.com Indexes crystallization of status 483, 640 CS (conditioned stimuli) 251–2, 257 CS/D (consumer satisfaction/ dissatisfaction) 89, 352, 626 CSA (community supported agriculture) 29 CSR (corporate social responsibility) 58–9, 346 CSR Europe 58 cues checks 127 peripheral 314 tactile 135–6 cult objects 540, 605 cult products 209, 627 cultivation hypothesis 565, 627 cultural anthropology 26 cultural capital 499–500 cultural categories 39–40, 627 cultural creative 234 cultural differences 27, 163, 497 businesses 47 colours 131 hierarchy of effects 288 in materialism 41 opinion leadership 408 psychographic segmentation 221 touching 135 types of 513–14 cultural formulae 559–61, 627 cultural gatekeepers 552, 554–6, 572, 627 cultural homogeneity 12 cultural homogenization 14, 52 cultural intermediaries 554, 627 cultural meanings 307–8 cultural pressures 394–5 cultural selection 551–3, 627 cultural symbols 38–9 cultural systems 513–16 cultural values 38–9, 228, 524 culture 627 as collective memory of society 511–12 collectivist 514, 625 economy and, relationship between 39 high 555–61 high-context 603, 616, 631 of immigration 598 individualist 514, 632 jamming 55 low 557 low-context 603, 616, 633 magic 516–18 myths 518–22, 635 of origin 598 of participation 17, 627 production systems (CPS) 552, 553, 572, 627 rituals 522–33, 638 shock 512 as understanding signifying practices 512 universal values 225, 226 value systems 225 values and 514 see also consumer culture; popular culture; and entries beginning with cultural currency 214 virtual 91 customers brands and, lifetime relationships between 12–13 product reviews 335, 336 relationships 42–3 satisfaction 71 touchpoints 85 customs 226, 514, 627 Cyber Monday 93 cyberbullying 406, 627 cybercrime 223, 627 cyberplaces 417, 627 cybermediaries 334, 627 cyberspace 85, 91, 95, 627 cyclical fads 582 ‘dark side’ of consumer behaviour 26 data, psychographic 220–1 database marketing 13, 627 dating websites 5, 8, 16 deadline time 78 death 523–5, 533, 535 decision-making affective 264–7 biases in 357 cognitive 209, 330–53 collective 436 emotional 209 emotions, role in 365–6 families 7, 444–51 feelings, role in 365–6 habitual 209, 327, 340, 354–64, 631 in-store 100–3 perspectives on 324–9 sex roles and 445–7 types of 326–9 decision polarization 392, 627 decision rules 328, 347–9 decision styles 569 de-differentiation 44 deep processing of information 265 default bias 356–7 defendance 205 de-individuation 391–3, 627 demand 332, 471 democracy, online communities 419–20, 627 democratization of cultural production 553 media 417, 633 demographics 4, 9, 26, 218, 219, 437, 627 Denmark attitudes to countries 294 conformity 395 core values 224 culture 519, 531, 538 fur industry 304 hierarchical value maps 232–3 second-hand shopping 475 density in purchase situations 82 department stores 94–5 dependency ratio 458 desacralization 537–8, 627 design of retail storefronts 96–7 determinant attributes 346–7, 364, 627 deviance, fear of 395 differential fertility 482 differential thresholds 137–8, 627 diffusion of innovations 409, 565–72 of responsibility 392 digital literacy 627 digital natives 16, 273, 628 digital selves 168–9, 628 digital television 323–5 digital virtual consumption (DVC) 423, 628 digital wallets 91, 628 directories 334 disabled people 12 disaster victims 166 discontinuous innovation 570, 628 discounts, market beliefs 359 discretionary income 471–2, 628 discretionary spending 471–2 disgust 325, 326, 364–5 displays, in-store 102 disposal of products 103–11 dissatisfaction 353 dissociative reference groups 383, 384, 391, 628 dissonance see cognitive dissonance distinction 499, 628 distinctiveness of products 258 distractions 310 diversity 15 divestment rituals 111, 525–6, 628 dominated consumer acculturation 600–1 doppelgänger brand images 55, 628 downshifting 53, 628 downward mobility 482 dress codes 82–3, 515 see also Muslim headscarves drinking rituals 522 see also alcohol consumption; coffee drinking; tea drinking drive theory 201 drug addiction 204 Dutch society and culture see Netherlands DVC (digital virtual consumption) 423, 628 dynamically continuous innovation 570, 628 e-commerce 85–93 e-mail open rates 76–7, 635 e-skills 628–9 e-sports 214, 215, 628 early adopters 567–8, 628 eating disorders 185 695 Z03_SOLO6723_06_SE_IDX.indd 695 3/31/16 8:56 PM www.downloadslide.com Indexes eating habits 516 eating out 499 see also restaurants ecology 26, 513 economic behaviour 469–75 economic capital 499–500 economic models of fashion 574 economic time 77–8 economics of information 23, 330, 628 education, impact of 470–1 effects, hierarchies of 286, 631 efficiency 229 plans 266, 342–3 ego 520, 628 ego-defensive function of attitudes 284 elaborated codes 489–90, 628 elaboration 210 elaboration likelihood model (ELM) 313–15, 628 elaborative rehearsal 264, 265 elderly consumers see grey market electronic marketing 16 electronic recommendation agents 335, 628 elimination-by-aspects rule 348, 628 elite culture 557 ELM (elaboration likelihood model) 313–15, 628 embodied cognition 168, 628 emergent gift-giving 529 emergent identity renaissance 460 emerging economies 50 emic perspective 47, 628 emo category of students 215 emotional appeals 308–9 emotional decision-making 209 emotional rationality 365 emotions 72–3, 92, 287–8, 291, 366–7, 628 in advertising 308–9 decision-making and 325–7, 364, 365–6 empowerment, feelings of 488 empty selves 164 enacted norms 514 enclothed cognition 168, 628 encoding 262–5, 628 enculturation 226, 628 endowed progress effect 260, 629 endowment effect 355 English language 15, 48 entertainment value of shopping 94, 98 environment champions 502 environmental cues 395 Environmental Defense Fund 56 environmentally-friendly products 589 episodic memories 263 equality matching 602 erogenous zones 573, 628 estate agents 90 esteem 207, 229 ethical consumers 53–5, 80 ethics 230 of marketing 18–19 ethnic groups 591, 594 fashion 576 marketing to 602–3 stereotypes 596 ethnic pluralism 599 ethnic stereotypes 596 ethnic subcultures 596, 629 ethnicity segmentation 10–11 ethnocentrism 360, 629 ethnoconsumerism 514–15, 629 ethos 513, 629 etic perspective 47, 629 Euro-consumers 609–17 Europe, consumer behaviour 3–8 European Community Household Panel 439, 442 European single market 11, 83 European Union 3–4, 19–21, 361, 469–72 evaluation 299 of alternatives 330, 338–49 post-purchase 330, 352–3, 636 evaluative criteria 345–7, 629 evaluative reactions in memory 267 evoked sets 98, 267, 340–3, 629 excellence 229 exchange rituals 527–30 exchange theory 103, 629 exclusion, social 57 executive control centres 326, 629 exemplar products 345 exoticism 52 expatriate food 51–2 expectancy disconfirmation model 352, 629 expectancy theory 201, 629 expectations of behaviour 171–2 experience 446 consuming as 40 economy 43, 629 experiential hierarchy of effects 287–91 experiential perspective 629 experiential system, cognition 325 experimental psychology 26 expert customers 333, 344, 361 experts monomorphic or polymorphic 409 power of 385, 629 exploratory studies on opinion leaders 413 exposure 125, 629 incidental, brands 199, 632 extended families 438, 629 extended problem-solving 327–8, 340, 354, 629 extended self 167–8, 629 external information sources 333 external memory 262, 263, 271, 274 external searches 333, 337 extinction 252, 629 eye-movement studies 270 eye tracking 139 eyeballs in social networking 416 fabrics, texture of 136 facts, memory for 275 fad-to-franchise 582 fads 581–3, 629 false experience effect 293 familiarity and recall 269 families 435–8 ages 439 decision-making 7, 444–51 definition 438–9 financial officers (FFO) 445, 629 households 439, 629 lifecycle (FLC) 443–4, 629 relationships, defining 438–42 size 439–40 structures as demographic variable 10 effects on consumption 442–4 non-traditional 442 segmentation 10 family branding 258 family level extended self 168 fan clubs 334 fans, avid 400 fantasy appeals 161–2 fashion 549, 554 acceptance cycles 580–1, 629 adoption cycles 579–83 behavioural science perspectives on 573–9 business 39–40, 89, 228, 406 class structure and 575–6 codes 572 collective selection 572 definitions 572, 629 economic models 574 institutional model 577–8 lifecycles 580–3 opinion leaders 409 panels 412 psychological models 573–4 sociological models 574–7 system 572–83, 629 fashionistas 183 Fastidious Eclectus 218 favourite brands 361–2 fear arousal of 311–12 of deviance 395 special types of 474 Fear of Missing Out (FOMO) 416, 629 feature bloat 350, 630 feature creep 350, 630 feature fatigue 350, 630 feedback loops 326, 630 feeling type of advertisements 275 feelings 366–7 decision-making, role in 365–6 memory for 275 female body shape 180–1 female body zones 573–4 femaleness 172–3 femininity 173–5, 186 fertility differential 482 rate 439, 630 FFO (family financial officers) 445, 629 696 Z03_SOLO6723_06_SE_IDX.indd 696 3/31/16 8:56 PM www.downloadslide.com Indexes figure-ground principle 146, 630 fine arts 536 Fishbein model of attitudes 299–300, 301, 303 flaming 418, 630 flashbulb memories 263 flashmobs 630 FLC (family lifecycle) 443–4, 629 flea markets 107, 111 flow states 210, 423, 630 flow time 78 flows 417, 630 fMRI (functional magnetic resonance imaging) 349 folk tales 520 folksonomy 416–17, 630 follower brands 269 FOMO (Fear of Missing Out) 416, 629 food chilled 145 consumption cultural norms 516 political activities associated with 55 preferences of men and of women 171 retailers 83 safety 285 scandals 53 Scandinavian 582 types of 51–2 frozen 145 functional 198 global culture 51–2 see also organic foods foot-in-the-door sales technique 295, 630 football 282–3, 285, 311, 499, 501, 534, 536, 538 forgetting, influences on 270–1 formal reference groups 388–9 fortress brands 522, 630 forums 334 fragmentation 44 fragrances 134, 339, 513 framing 355, 630 France 51, 105, 231, 272, 325, 607–8, 616–17 free will 21 freecycling 111, 526, 630 freedom of choice 397 freegans 110–11, 630 freemeets 111 French wines 55 frequency marketing 259, 630 frequent flyer programmes 259 Freudian theory 159, 520, 630 friends as sources of information 333 frozen food 145 functional food 198 functional magnetic resonance imaging (fMRI) 349 functional music 135 functional risks 338 funeral ceremonies 533 fur farming 304 furnishing styles 488–9 fusiform face area 349 game-based marketing 328, 630 game platforms 630 games 327–8, 564–5 gamification 259 gatekeepers 551–6, 572, 627 gay community 12 gay, lesbian, bisexual and transgender (LGBT) consumers 177–8 gaze-control 139–40 Gearheads 218 gender as a demographic variable 10 gender pay gap 471 gender roles 171–8, 439–40 gender segmentation 10 generalized opinion leaders 409 Generation X 454–5, 630 generational fads 582 genetically-modified foods 19, 53, 198 genres 305, 425, 518, 560, 630 geographic influences on consumption 11, 609–10, 620 geographic segmentation 9, 11–12 Germany 231, 272, 311, 616–17 gestalt psychology 145, 630 gestation, gift-giving 529 Ghana 187, 533 gift-giving 527–30, 630 Gini index 471, 485 Glastonbury 537 global brands 55 global citizens 47 global companies 178 global consumer culture 13–14, 47–52, 630 global financial crisis (from 2008) 58, 480, 484 global food culture 51–2 global segments 47 globalization 512 consumer culture 47–52 glocalization 51–2 glocalization 51–2, 630 goals agentic 171, 623 communal 171, 625 motivation to attain 199–202 setting and planning 329 Goth culture 574 Greece 470 green (environmentally-friendly) products 589 greenhouse gases 195 greenwashing 54, 235–6, 630–1 grey market 457–61, 631 grocery shopping 83, 98, 100 grooming rituals 526, 532–3 groups 382–3 conformity see conformity learning 524 level extended self 168 pressure on consumers social power 384–6 status 477 see also reference groups growth, personal 459 guerilla marketing 406, 631 habitual decision-making 209, 327, 340, 354–64, 631 habituation 143 habitus 499 halal products 11, 607, 608, 631 Halloween 531 halo effect 252 happiness, ratings of 41 harpaxophobia 474 hate-to-shop shoppers 80–1 haul videos 420, 631 Hawaii 519 HDTV (high-definition television sets) 323–4, 347 heading tags 336 heavy users of products 219–20 hedonic adaptation 631 hedonic consumption 81, 129, 631 hedonic needs 199, 202 helmets, wearing of 302 herding behaviour 409–10 hesher category of students 214 heuristics 76, 357–61, 446–7, 631 Hidates Indians 187 hierarchical value maps 232–3 hierarchies of effects 286, 631 hierarchy of needs 206–7, 631 high art 557–8 high-context cultures 603, 616, 631 high culture 555–61 high-definition television sets (HDTV) 323–4, 347 high-involvement media 211 high self-monitors 574 highlighting effect 269–70, 631 hip-hop 549–51, 572, 574 history 26 hoaxes 405 holidays 531, 536, 538 home shopping parties 393, 631 homes 535 homeliness 535 homeostasis 201, 631 homogamy 477, 631 homogeneity 610 homophily 408 homosexuality 177–8 Hong Kong 77 hooks 336, 631 horizontal mobility 482 horizontal revolution 16, 631 host cultures 599, 631 house-buying 446–7 households 439, 444–5, 629 housewives 443 hubris 521 human ecology 26 humour, use of 310–12, 616 Hungarian language 131 hybrid products 343, 631 697 Z03_SOLO6723_06_SE_IDX.indd 697 3/31/16 8:56 PM www.downloadslide.com Indexes hype 402–3, 631 hyperchoice, consumer 325, 626 hyperopia 631 hyperreality 44–5, 150, 631 Iceland 538 iconic transfer ritual 111 iconicity 150 icons 148, 631 ICT (information and communication technologies) 612–13 id 520, 631 ideal selves 160–2, 389, 631 ideal states 331–2 idealism 453 identification attitude formation 293 opinion leaders 412–15 identificational membership reference groups 390–1, 631 identity 404 negotiation 103 status and 483 see also consumer identity ideology 513 IKEA effect 211, 631 image 4–5 brands see brands recycling 560 stores 97–8, 640 imagery-based advertising 21–2 imitation of behaviour 255 immigrants 591–5, 599 see also ethnic groups immigration, cultures 598 implants of computer chips 169 implementation intentions 326, 632 importance weights 298 impotent reactors 488 impression management 161, 399, 632 impressions in advertising 415 impulse buying 101–2, 333 IMRG (Interactive Media in Retail Group) 92 in-depth interviews 42 in-store decision-making 100–3 in-store displays 102 incentives, positive 201 incidental exposure, brands 199, 632 incidental learning 249 incidental similarity 103, 632 income 468–9, 481 discretionary 471–2, 628 patterns 469–71 segmentation 10 social class and, relationship between 481–2 independence hypothesis of affect and cognition 288–9 India 48, 51, 486, 564 indices 148, 632 individual decision-making see decisionmaking individual level extended self 168 individualisation 610 individualism 231, 632 individualist cultures 514, 566, 632 Indonesia 48, 497 indulgent parents 449 inertia 210, 354, 362, 632 influence impressions 415, 632 networks 409–10, 632 of opinion leaders 408–10 resistance to 396–400 social 394–5 two-step flow model 409, 641 influencers 7, 409 influentials 409, 632 informal reference groups 388–9 informalisation 610 informants, key 413 information cascades 409, 632 deep processing 265 economics of 23, 330, 628 encoding for later retrieval 263–5 generation 13 narratives conveying 263 pictorial presentation 270 power 384–5, 632 processing 209–10, 330 recall 268–71, 274 retrieval for purchase decisions 268–71 searches 328, 330, 332–8, 632 seekers 47 sources, internal and external 333 stories conveying 263 storing in memory 265–8 velocity 13 volume 13 information and communication technologies (ICT) 612–13 informational influence of reference groups 387 informational social influence 390, 392, 393, 394, 632 informatisation 610 informative advertising 21–2 injustice 404 innovations 632 adoption 566–9, 571 behavioural demands 570 diffusion 409, 565–72 innovators 410, 567–8 instinct 200 institutional model of fashion 577–8 instrumental conditioning 249, 252–3, 259, 293 instrumental values 230, 632 instrumentality 172, 173 integration, consuming as 40 intelligent agents 334, 632 intensification 610 intentions and behaviour 301–2 interaction styles 103 interactionism, symbolic 162, 640 interactions 409, 417, 632 Interactive Media in Retail Group (IMRG) 92 interactive mobile marketing 213, 632 intercultural learning, reflexive process of 48 interdependence with brands 43 interdisciplinary study of consumer behaviour 24–5 interests AIOs 219–20, 623 collective 419 interference 270–1, 632 intermediaries, cultural 554, 627 internal information sources 333 internal memory 262 internal searches 333 internalization of attitudes 293 International Society of Aesthetic Plastic Surgery (ISAPS) 185 internationalization 83, 610 internet search engines 334–6, 638 technologies 16, 453, 610–13 usage 453, 551–2, 610–13 see also entries beginning with online and Web interpersonal influence 395 interpersonal needs 445 interpretants 147, 150, 632 interpretation 125, 632 of meanings 144–51 role of symbolism in 147–51 of sensory stimuli 144–6 interpretivism 27, 632 intimacy 453 intimidation 386 introduction stage in fashion life cycle 580 involvement 208, 632 advertising 213 antecedents 208–9 levels of 209–12, 313–15, 328, 353 message involvement 211–14 paradox 287 product involvement 210–11, 637 results 208 situational 213–14, 639 Involvers, Pragmatic 221 Iran 48 Iraq 497 ISAPS (International Society of Aesthetic Plastic Surgery) 185 Islamic law 167 Islamic marketing 606–9 Italy 224, 272, 439, 538, 599, 617 Japan conformity 394 culture 513, 528 dress rules 158 luxury goods 597 micro-cultures 595 product disposal 103, 105 social class 486–7 tattoos 187 jeans, wearing 609 698 Z03_SOLO6723_06_SE_IDX.indd 698 3/31/16 8:56 PM www.downloadslide.com Indexes JND (just noticeable difference) 138 just noticeable difference (JND) 138 key informants 413 kin network systems 446, 632 kiosks 141 knock-offs 579 knowledge function of attitudes 284 levels of 268 structures 266–7, 343, 361, 632 Korea 48, 597 Kwakiutl Indians 496 laddering 232, 632 laggards 567–8 landscape themes in retailing 95 language 144, 490, 572 lateral cycling 107–11, 632 latitudes of acceptance and rejection 296, 632–3 lead users 569, 633 leaders, opinion see opinions learned needs 200–1 learning 248–9 behavioural 287, 249–56, 287, 624 cognitive 254–6, 260–1, 625 group 524 hierarchies 286–7 instrumental 253 intercultural, reflexive process of 48 observational 255, 448, 635 outcomes, types of 252–4 principles, marketing applications of 256–62 processes 261 progressive learning model 599, 637 reinforcement 201 role in memory 262–8 theories 249–56 least interest principle 395, 636 legitimate power 385, 633 leisure activities and leisure time 5, 78 leisure class 496 lesbian consumers 177–8 levelling 404 levers of loyalty 84 lexicographic rule 348, 633 LGBT (gay, lesbian, bisexual and transgender) consumers 177–8 licensing 258 lifecycles, fashion 580–3 lifestyles 197–8, 633 consumer identity 215–16 consumption choices 214–16 of health and sustainability (LOHAS) 234, 633 mapping 499–500 marketing 216–18, 633 profiles 219 segmentation 219 typologies 221, 633 lifetime relationships between brands and customers 12–13 light users of products 219 liminality, role transition 533 limited problem-solving 327, 328, 354, 633 line extensions 258 linear-separable time 79 linkbaiting 336 liposuction 181, 186 List of Values (LOV) 230–1, 633 literary criticism 26 Lithuania 134 local brands 272 Local First 234 LOHAS (lifestyles of health and sustainability) 234, 633 London 12 long tail 336, 633 long-term memory (LTM) 263, 264, 265, 633 lookalike packaging 258 looking-glass self 162–3, 633 loss aversion, psychology of (PLA) 355, 637 lottery winners 483 love for brands 43 low art 557–8 low-context cultures 603, 616, 633 low culture 557 low-involvement hierarchy of effects 287 low-involvement media 211–12, 213 low-literate consumers 633 low self-monitors 574 loyalty brands see brands levers of 84 products stores 5, 84–5, 93 LTM see long-term memory lurkers 418, 633 luxury brands 47, 49–50, 227, 504 luxury goods 227–8, 386, 504, 597 macho marketers 172 macro aspects of consumer behaviour 25 macroeconomics 26 magazines advertisements 144, 257 women’s 26, 555 magic 516–18 magnetic points 206 maintenance 599 Malaysia 48 maleness 172–3 malls 93 man-of-action heroes 176 managerial subsystems, CPS 553 managing expectations 352–3 Manic Monday 93 manipulation of consumers 21–4 market beliefs 357, 359, 361 market mavens 93, 411, 633 market pricing 602 market research 560 market segmentation 4–5, 8–13, 633 marketer acculturation 603–4 marketerspace 555 marketing electronic 16 impact of consumer behaviour on 8–13 impact on consumers of 13–21 lifestyles 216–18, 633 marketplaces changing nature of 610–13 rituals 523 marketscape themes in retailing 95 marriage rates 439 masculinism 176, 633 masculinity 173–6 Maslow’s hierarchy of needs 206–7, 631 mass connectors 415, 633 mass culture 559, 572, 575 mass customization 210, 633 massive multiplayer online games (MMOG) 16, 168–9, 423, 634 massive multiplayer online role playing games (MMORPG) 634 materialism 23, 41–2, 226, 229, 475, 491–2, 531, 633 maximizing 633 decision strategy 357 MC (motivation to comply) 302 McCracken’s model 555 ‘me too’ innovations 569 meanings 633 of consumption 38–9 cultural 307–8 interpretation of 144–51 movement of 38 of products 40–1, 308 of things 37–42 Means-End Chain Model 232–4, 633 MECCAs (Means-End Conceptualization of the Components of Advertising Strategy) 232–3, 633 media democratization 417, 633 media multiplexity 417, 634 media regulation 616–17 media snackers 139, 634 mediating figures 520 medical practitioners, incentives given to 418 meerkating 163 meet-ups 417, 634 mega-cities 13 megaphone effect 420, 552, 634 membership reference groups 389, 393, 634 meme theory 634 memory 634 activation models of 265, 623 activation spreading 267 aesthetic preferences and 272–3 brands identification in 267 external 262, 263, 271, 274 for facts and feelings 275 information storing in 265–8 internal 262 lapses 275 learning, role of 262–8 699 Z03_SOLO6723_06_SE_IDX.indd 699 3/31/16 8:56 PM www.downloadslide.com Indexes memory (Continued) long-term see long-term memory markers 271–3 measured for advertising 273–5 product categories in 267 sensory 263, 264, 639 short-term (STM) 263, 264–5, 639 storing of information in 267 systems 263–5 types 263 visual and verbal 270 men see maleness; masculinism; masculinity mental accounting 356, 357, 634 mental budgets 100, 325, 634 mere exposure phenomenon 390–1, 634 message-response involvement 211–14 meta tags 336 metaphors, time 77 metaphysical functions of myths 519 metro category of students 214 metrosexuals 176, 574, 634 Mexican wave 536 Mexico 48 micro aspects of consumer behaviour 25 micro-cultures 594–5, 634 micro finance 493, 634 microeconomics 26 microloans 634 middle-class consumers 484–7 Middle East countries 487 mien-tzu 158 milieu 634 millennials 163–4, 259 mindlessness 255 mindscape themes in retailing 95 miniskirts 582–3 MINT countries 48, 485 ‘miracle’ products 23–4 misinformation 405 MMOG (massive multiplayer online games) 16, 168–9, 423, 634 MMORPG (massive multiplayer online role playing games) 634 mobile devices 613 mobile e-commerce 88–9, 634 mobile phones 453, 497, 579 see also smartphones mobile shopping apps 100–1, 634 mobility, social 482, 574, 639 mockumentaries 403 modelling 255 moderate users of products 219 moderately knowledgeable consumers 334 modes 634 mods 521 monetary risks 338 momentum effect 416, 634 money attitudes to 472–4 old 493–4 monochronic time systems 513–14, 634 monomorphic experts 409 monomyths 520, 634 Monopoly Money Effect 610 mood congruence effect 269 moods 72–3, 291, 303, 634 mores 226, 515, 634 morning morality effect 326, 634 motivation 197–9, 634 to comply (MC) 302 conflicts 202–5 direction 201–2 research 218, 634 strength 199–201 mountain men 594 movement 599 of meanings 38 multi-attribute attitude models 298, 298 multichannel retail strategies 88 multiple-item batteries 299 multiple selves 162–3 multitasking 79, 142, 634 museum exhibits 539 music acts 14 classical 536, 555, 557 downloading of 530 fashion acceptance cycle for 580 functional 135 industry, cultural specialists in 553–4 rap 549–51 in stores 73–4, 100 Muslim headscarves 167, 606 Muslim youth culture 609 muzak 135 Mx 172 Myanmar 55 mystery advertisements 270 myths 518–22, 635 name-letter effect 388, 635 names brands 37, 364 products, protection of 361 narcissism 453 narrative transportation 212, 635 narratives conveying information 263 natural user interfaces 136 Navajo Indians 131 NB (normative beliefs) 301 Near Field Communications (NFC) 92, 635 needs 635 artificial 22–3 biogenic 205, 206 biological 200–1 classification of 205–8 hedonic 199, 202 hierarchy of 206–8, 631 interpersonal 445 learned 200–1 psychogenic 205, 206 recognition 332 utilitarian 199, 202 wants and 201–2 negative affect 364–5 negative reference groups 391 negative reinforcement 253–4, 635 negative word-of-mouth 353, 401, 403–6, 635 neglecting parents 449 negotiation 163 shopping motive 81 Netherlands 12, 133, 439–40, 460, 548, 612, 617 Netizens 16 network units 417, 635 neuroendocrinological science 172 neuromarketing 349, 635 neuroscience 366–7, 635 new products, failure rate 24, 570 newspapers advertising 616 French 500 NFC (Near Field Communications) 91, 635 nicotine replacement therapy 296 Nigeria 48 nodes 417, 635 non-compensatory decision rules 347–8, 635 non-functional attributes 334 non-strategic consumer research 25–6 Noor index 607 normative beliefs (NB) 301 normative influence 388, 389, 635 normative social influence 394, 635 normcore 423, 498 norms 226, 393–4, 635 crescive 514–16 enacted 514 tourism and 536 Norway 478, 531, 538 nostalgia 635 appeal of 451–2 attachments to brands 43 food 52 marketing power of 271–2 nouveaux riches 494–5 novelty of stimuli 144 novice customers 333, 344, 361 nuclear families 438, 635 nudges 356 nudity in advertisements 310 obesity 183–5, 198, 296 object-attribute linkages 299 object sociality 419, 635 objectification 539 objects 208 observability of innovation 571 observational learning 255, 448, 635 occasion time 78 occult 517 occupational prestige 481 Office for National Statistics (ONS) old money 493–4 olive trees 128 Olympic Games 515 ongoing searches 332–3 700 Z03_SOLO6723_06_SE_IDX.indd 700 3/31/16 8:56 PM www.downloadslide.com Indexes online communities 16–17, 416–20 online dating 5, 8, 16 online decision-making 334–5 online opinion leaders 415–16 online retailing 88–9, 635 online searches 334–5 online shopping 85–93 Onna Otaku micro-culture 595 ONS (Office for National Statistics) open rates, e-mail 76–7, 635 openness to change 231 operant conditioning 252–4, 635 opinions AIOs 219–20, 623 leaders 568, 575 consumer 412–13 identification 412–15 influence of 408–10 online 415–16 professional 412 leadership 407, 408 nature 408–10 self-designation 413 seekers 410, 635 organic foods 53, 285, 338, 555 opportunity costs 265–6, 342 opportunity recognition 332 origin country of 5, 359–61, 627 cultures of 598 over-familiarity 270 overprivileged consumers 483 P2P (peer-to-peer) commerce 61, 635 packaging 258 market beliefs 359 waste 107 pain of paying 364 paradigms 27 parental influence 448–9 parental yielding 447, 635 parity, brands 362–4 parody 45, 46 parody display 574, 635 part-list cueing effect 271 partial planners 102 participation, culture of 17, 627 passion-centric social networking sites 419, 636 passwords 263 pastiche 45 patterns of behaviour 217 paying, pain of 364 peaceful rebelliousness 55 pecking order 477 peer-to-peer (P2P) commerce 61, 635 peniaphobia 474 perceived age 459–60, 636 perceived risk 337–8, 636 perception 124–5 interpretation of meanings 144–51 process 125–8 perceptual selection 140–4 sensory systems 128–37 sensory thresholds 137–40 stages in 127 subjective nature 126 perceptual defence 143, 636 perceptual maps 127, 636 perceptual selection 140–4, 636 perceptual vigilance 143, 636 performance 47 roles 523 peripheral cues 314 peripheral route to persuasion 313, 314 persistence in achieving goals 199 personal computers, use of 570 personal growth 459 personal selection 143 personalities 636 brands see brands tests 205 traits 636 types 574 personalized shoppers 80 persuasion 636 central route to 313–14 elaboration likelihood model of 313–15 through marketing 305 peripheral route to 313, 314 phablets 85 phonemes 135 photo-sharing websites 271 photography 558–9 physical risks 338 physical space 490 physical surroundings when purchasing 81–3 physiological needs 206–7 pictorial presentation of information 270 pioneering brands 269 PLA (psychology of loss aversion) 355, 637 place-based media 102–3 placement of products 563–5, 637 planned behaviour, theory of 301, 303, 640 planners 102 planning efficiency 266 goals 329 priority 266 play 40, 96, 205, 230 pleasure 57, 72 plinking™ 565 pluralism 44, 599, 636 point-of-purchase (POP) stimuli 102, 636 Poland 452 polarization of decisions 392, 627 political consequences of consumer society 52 political consumerism 28–9 political consumers 19, 54 political issues 220–1 politics of consumption 52–61 polychronic time systems 514, 636 polymorphic experts 409 pontificators 221 POP (point-of-purchase) stimuli 102, 636 pop-up stores 95–6, 636 Popgirls 218 popular culture 14, 37, 48, 454, 456, 549, 555–61, 636 The Portable Shopper 101–2 portals 334 positioning 127, 130, 220, 344–5 positive affect 364 positive incentives 201 positive reference groups 391 positive reinforcement 253–4, 636 positivism 27, 636 possession gains and losses 355 rituals 525–6 post-decision dissonance 203 post-experience advertising 262 post-industrial society 39 post-modernism 39, 150, 636 post-modernity and 43–6, 576 post-purchase cognitive dissonance 295 post-purchase evaluation 330, 352–3, 636 posters 616 potent actors 488 potlatch 496, 636 poverty 490–3 power of crowds 16–18 in families 445 of groups 384–6 legitimate 385, 633 needs for 206 posing 168, 636 shopping motive 81 users 415, 636 practice theory 500–3, 636 Pragmatics 221 pragmatism 453 pre-operational stages of development 450 pre-purchase searches 332–3 prediction of behaviour 301–4 presence 419, 636 presentation, gift-giving 529 prestige exclusivity effect 574 occupational 481 pretailers 89, 556, 636 price-quality relationships 361 price-sensitive consumers 47 prices, market beliefs 359 pricing, market 602 primary demand 332 priming 354, 356, 636 primitive categorization 127 priority plans 266, 342–3 private responses to dissatisfaction 353 proactive interference 270 701 Z03_SOLO6723_06_SE_IDX.indd 701 3/31/16 8:56 PM www.downloadslide.com Indexes problem creation 332 problem recognition 330, 331–2, 637 problem-solving 327 extended 327–8, 340, 354, 629 limited 327, 328, 354, 633 procedural learning 346–7 product-specific profiles 219 product-specific segmentation 219 product-specific values 228 production, means of 477 productivity orientation 202, 637 products art 557, 624 associations 257 attributes communication 220 authenticity 347 categories in memory 267 categorization 343–4 choice 330, 350–1 complementarity 217–18, 637 complexity 571 controversial 47 cult 209, 627 disposal 103–11 distinctiveness 258 evaluation hybrid 343, 631 image involvement 210–11, 445, 637 knowledge 334 line extensions 258 market beliefs 359 as memory markers 271–3 as myths 521–2 names, protection of 361 new, failure rate 24, 570 placement 563–5, 637 positioning 220 relative advantage 571 signals 357–61, 637 strategy development 220 tie-ins 258 usage databases 275 utility 445 profane consumption 534, 537–8, 637 professional opinion leaders 412 progressive learning model 599, 637 propinquity 390, 637 propositions 268 prospect theory 356, 637 prosumers 554, 555, 637 protection of product names 361 proxemics 513, 637 psychic economy 143 psychoanalytical perspectives 159 psychogenic needs 205, 206 psychographics 4, 9, 214, 218–23, 637 psychological functions of myths 519 psychological models of fashion 573–4 psychological risks 338 psychological time 78–9, 637 psychology 26 psychology of loss aversion (PLA) 355, 637 psychophysics 137, 637 public policies 19 public self-consciousness 163 public taste 216 purchasers purchases decisions, social class effect on 487–95 environments 81–5 momentum 354, 637 situation involvement 214 unplanned 100, 101 see also buying purchasing agents quality of life 474, 475, 478 quality vs value 475 quantitative survey research 218 queuing theory 78–9, 637 race segmentation 10–11 racial stereotypes 596 racial subcultures 596, 637 racist imagery 47 rap music 549–51 rational appeals 308 rational decision-making 356 rational perspective 330, 637 rational searches 337 rational system, cognition 325 rationality bounded 357, 624 emotional 365 rationalization of choices 203 Rationals, Pragmatic 221–2 reactance 397, 637 reader-response theory 305, 637 real selves 160–2 reality engineering 561–3, 637 reasoned action, theory of 301–3, 304, 640 rebellion 453 rebels 176 recall of advertisements 274 familiarity and 269 of information 268–71, 274 reclaimers 108–9, 637 recognition of advertisements 274 recommendation engines 139–40 recommerce 108, 637 recreational shoppers 80 recursive consumer cultural adaptation 601 recycling 104–7, 294, 475, 502, 526, 560 Red Sneakers Effect 394, 637 reference groups 4, 383, 384, 637 aspirational 389, 624 formal 388–9 identificational membership 390–1, 631 importance 386–7, 391–3 informal 388–9 membership 389, 393, 634 negative 391 positive 391 types of 387–91 referent power 384, 408, 637–8 referral behaviour 414 reflexive process of intercultural learning 48 reformulation, gift-giving 529 regression stage in fashion life cycle 580 rehearsal, elaborative 264, 265 reinforcement of consumers 259 fixed-interval 253 fixed-ratio 254 of learning 201 negative 253–4, 635 positive 253–4, 636 variable-interval 253 variable-ratio 254 rejection, latitudes of 296, 632–3 relationships brands 42 customers 42–3 marketing 12–13, 638 relative advantage capitalizing 300 products 571 religion 534, 538, 604–9 repertoires of strategies 325 reputation economy 336, 638 resistance 599 to influence 396–400 resources access to 477–8 scarcity 342 response frequency identification device (RFID) 638 responses biases 275, 413, 638 cognitive 314 responsibility diffusion 392 in families 445 restaurants 82–3, 392 restricted codes 489–90, 638 retail storefronts architecture 96–7 retail theming 95, 638 retailing online 88–9, 635 as theatre 93–100 retrieval 262, 638 information for purchase decisions 268–71 retro branding 45 retroactive interference 270 retromarketing 580 retrosexuals 176 retrostyles 580 Reuse Development Organization (ReDO) 109 revived identity renaissance 460 reward power 386, 638 rewards for behaviour 252 rewards schemes for customers 84 RFID (response frequency identification device) 638 rich media 142 risk capital 337–8 702 Z03_SOLO6723_06_SE_IDX.indd 702 3/31/16 8:56 PM www.downloadslide.com Indexes risk, perceived 337–8, 636 risk society 53, 638 risky shift effects 392, 638 rites of passage 532–3, 638 ritual artefacts 524–5, 638 ritual audiences 523 ritual cleansing 111 rituals 522–33, 638 rockers 521 Rokeach Value Survey 230–1 role enactment shopping motive 81 role identities 162 role-playing games 409 role-relaxed consumers 395 role reversal 175 role theory 6, 638 role transition, stages of 533 romance novels 559 Romania 50 routines 501–2 Royal Ascot 83, 515 royal families 479 rumours 404, 638 Russia 48, 272, 497 sacralization 539–40, 638 sacred consumption 533–40, 638 sacred events 536–7 sacred people 535 sacred places 534–5 safety needs 206–7 sales promotions, market beliefs 359 seasonal 102, 303 salespersons 103 salience of brands 270 salient beliefs 299 Santa Claus myth 531–2 satisfaction 495 satisficing 357, 638 savings rate 474, 638 schemas 126–7, 268, 638 Schwartz value survey 231 scooters 521 Scotland 610 scripts 268, 523 search algorithms 335 search engine optimization (SEO) 335, 638 search engines 334–6, 638 searches see information seasonal sales 102, 303 second-hand stores 475 secondary demand 332 Seekers 221 seekers of opinions 410, 635 segmentation 4–5 age 9–10 behavioural variables bisexual consumers 177–8 criteria 8–9 demographic variables ethnicity 10–11 family structures 10 gay consumers 177–8 gender 10 geography 9, 11–12 global segments 47 immigrants and ethnic groups 613 income 10 lesbian consumers 177–8 lifestyles see lifestyles markets 4–5, 8–13, 633 occasion-based 75 psychographic 220 psychographic typologies 221 psychographic variables race 10–11 relationship marketing 12–13 of seniors 460–1 shopping orientation 80 situational 75 social class 10, 483–4 transgender consumers 177–8 variables 8–9 women 175 segregation of immigrants 599 selection perceptual 140–4 personal 143 of stimuli 125–6, 143–4 selective searches 334 self-actualization needs 207 self-concept 43, 159, 164–5, 168, 171, 179, 183, 186, 638 self-consciousness 163–4 self control 329 self-designation method 413, 638 self-enhancement 231 self-esteem 160–2, 219, 229, 396, 491–2 self-expression 460 Self-Expression Activators 221 self-fulfilling prophecies 163 self-gifts 529, 638 self-image 158, 160 congruence models 166–7, 638 self-loss 166 self-monitors 163, 574 self-parody 46 self-perception theory 295, 638 self-regulation 326 self-transcendence 231 selfies 163–4 semantic differential scales 299 semantic meaning 263 semiotics 26, 147–9, 150–1, 638 seniors 457–61 sensation 125–8, 638 sensory analysis 136–7 sensory marketing 128, 638 sensory memory 263, 264, 639 sensory overload 142, 639 sensory-specific satiety 350 sensory systems 128–37 sensory thresholds 137–40 sentiment analysis 291, 639 sentiment relations 296 SEO (search engine optimization) 335, 638 separation, role transition 533 serious art 557 servicescapes 93–100 sex appeal 308–10, 616 sex roles 445–7, 450 sex-typed products 173 sex-typed traits 172, 639 sexting 164 sexual dimorphic markers 182 sexual identity 172–5 sexual orientation 171 sexual references 47 shaping 252 share ratio for income 472 sharing communal 602 economy 59–61 sites 109, 639 sharpening 404 shopping centres 93, 534 experience 81 groups 392–3 motivations 81 online 85–93 orientations 80–1, 639 types 80–1 short-term memory (STM) 263, 264–5, 639 showering routine 502 signals, products 357–61, 637 signifying practices 512, 639 similarity incidental 103, 632 principle of 146, 637 simple additive rule 348 simple processing of information 210 single females 12 single-item scales 299 single people 440 sisyphus effect 639 situational effects of purchase decisions 74–5 situational involvement 213–14, 639 situational self-image 74–5 sizeism 183–4 slack, in-store 100 sleep-walkers 221 smartphones 100–1, 140–1 smell, sense of 134 smiles, social and true 74 smoking, action against 289, 296, 386, 389, 454 SN (subjective norms) 301, 304 snapshot aesthetics 558–9 snob effect 574 social ageing theories 461 social class 468–9, 475–7, 639 components 480–2 as demographic variable 10 differences around the world 488–95 income and, relationship between 481–2 measurement of 482–3 purchase decisions, effect on 487–95 703 Z03_SOLO6723_06_SE_IDX.indd 703 3/31/16 8:56 PM www.downloadslide.com Indexes social class resources, access to 477–8 segmentation 10, 483–4 social hierarchy 469, 639 social mobility 482, 574, 639 social stratification 479–80 structures around the world 484–7 fashion and 575–6 social comparison 160, 395–6, 639 social conformity 572 social consequences of consumer society 52 social context of innovations 571–2 social exclusion 57 social games 214, 328, 499, 639 social graphs 417, 639 social hierarchy 469, 639 social honour 477 social identity 164–5, social influence 393, 394–5 social issues 220–1 social judgement theory 295–6, 639 social loafing 391, 639 social marketing 19–20, 58, 639 social media 16–17, 639 advertising 213 community and 416–17 games 328 linkbaiting 336 needs satisfaction via 207–8 perception gap 367 privacy policies 356 revolution 416–20 situational changes 72 transitional economies 50 social mobility 482, 574, 639 social needs 206–7 social networking 158, 172, 399, 418–19, 430–1, 555, 639 social networks 41, 417–19, 639 social object theory 418, 639 social power 384–6, 408, 639 social pressure 302, 392, 395, 401 social psychology 26 social relationships 490 social risks 338 social roles 167–8 social smiles 74 social stratification 479–80, 639 social structure 513 social surroundings when purchasing 81–3 social time 79–80 social trends 443 socialization 23, 171, 448–50 socially responsible (SR) activists 58 socially responsible behaviour 18–19 socio-economic status 446 sociological functions of myths 519 sociological models of fashion 574–7 sociology 26 sociometry 414 Solvang round tower 46 sound 134–5 symbolism 135, 639 source attractiveness 305–8, 639 source credibility 305–8, 640 South Africa 48 souvenirs 535, 537 spacing effect 269, 640 Spain 470 spending, consumers 469–75 spendthrifts 364 spiritual-therapeutic model 605, 640 spirituality 230 spontaneous shopping 101–2 sport 536 see also football spousal resources 446 spray samplers 102 spreading activation 267 SR (socially responsible) activists 58 St Brigid’s Holy Well 534 standards of comparison 331 Starch Test 274 state-dependent retrieval 269 status 229 achieved 479, 623 anxiety 495 ascribed 479, 624 changes 483 consumption enhancing 227 crystallization 483, 640 culture 216 groups 477 identity and 483 symbols 469, 495, 640 avoidance of 498 conspicuous consumption 495–9 death of 497 inconspicuous consumption 498 rebirth of 497 trickle-down theory 574 STEPPS 421–2 stereotypes 361, 446, 596, 640 stimulation shopping motive 81 stimuli adaptation to 143 conditioned (CS) 251–2, 257 detection of differences between 138 discrimination 252, 258–9, 640 generalization 252, 258, 640 interpretation of 125–6 novelty of 144 organization 125–6, 145–6 pairing of 251, 253 point-of-purchase (POP) 102, 636 selection of 125–6, 143–4 unconditioned (UCS) 251–2, 257 STM (short-term memory) 263, 264–5, 639 storage 262, 640 storefronts architecture 96–7 stores environments 71 gestalt 97–8, 640 image 97–8, 640 loyalty 5, 84–5, 93 market beliefs 359 stories conveying information 263 strategic consumer research 25–6 strategies development, products 220 repertoires of 325 stratification, social 479–80 street art 557–8 street cultures 551 street teams 406 strength, motivational 199–201 structural gift-giving 529 students 214–15 style bars 101 styles 552–3 subaltern consumers 486 subcultures 4, 559–60, 640 consumer identity and 594–6 ethnic 596, 629 fashion 574, 576, 581 internet 453 racial 596, 637 religious 604–5 subjective norms (SN) 301, 304 subliminal perception 138–9, 640 subordinate categories of products 344 sunk-cost fallacy 356 superego 520, 640 superheroes 520 superordinate categories of products 344 surprise elements in advertising 270 surrogate consumers 411–12, 640 surroundings when purchasing, social and physical 81–3 sustainability 227–8, 234–6, 285 Suya people 187 Sweden 224, 531 swishing 108, 576, 578, 640 switching brands 211 symbolic communities 216 symbolic consumption 337 symbolic interactionism 162, 163, 640 symbolic self-completion theory 165, 640 symbolism 135, 147–51, 337 symbols cultural 38–9 ethnic 596 of progress 569 synchronous interactions 16, 640 syndicated surveys 234 synoptic ideal 446, 456 tablets 85 tactile cues 135–6 tactile input 92 tactile opposition to fabrics 136 talking windows 138 target markets 220 targeting behavioural 222–3, 624 the poor 490–3 the rich 493–4 704 Z03_SOLO6723_06_SE_IDX.indd 704 3/31/16 8:56 PM www.downloadslide.com Indexes task specialization 446 taste 136–7 taste cultures 488, 640 TAT (Thematic Apperception Test) 205 tattoos 187–8, 557 tautology 200 Tchikrin Indians 187 TCR (transformative consumer research) 57–8 tea drinking 524, 537 teaser ads 142 teenagers 452–3 telepresence 91 television children’s watching 449–50 digital 323–5 low-involvement medium 211–12, 213 sets buying decisions for 345–6 high-definition 323–4, 347 tension reduction 201 terminal values 230, 232, 640 Thailand 51 Thematic Apperception Test (TAT) 205 theme parks 43, 72 things, meanings of 37–42 third-party responses to dissatisfaction 353 thought listing 315 thresholds absolute 137, 623 differential 137–8, 627 throughput sector 554 throwaway society 104 tie-ins, products 258 tie strength 414, 641 ties 417, 641 tightwads 364 time 76–7, 490 compression 135 economic 77–8 to kill 78 metaphors 77 poverty 77, 641 psychological 78–9 relationships with 513–14 social 79–80 styles 77, 641 symbolic metaphors of 77 tipping point 565 title tags 336 titles 336 top-down information processing 334 top-out-of-sight class 494 torn self 162, 641 touch 135–6 touchpoints, customers 84 touchscreens 136 tourism 514, 519, 522, 531, 536 toys 450 trade dress 131, 641 trading stamps 259 Tradition Activators 221 Traditionalists 221 transactional advertising 214, 641 transformative consumer research (TCR) 57–8 transgender consumers 177–8 transition-place ritual 111 transitional economies 50, 641 translation 599 transportation 315 Trekkies 594, 596 trend trackers 595 triads 296 trialability of innovations 571 tribal marketing 399, 641 trickle-across 575, 581 trickle-down theory 574–5, 641 trickle-up 576 true fads 582 true smiles 74 trying, theory of 640 Tupperware parties 393 Turkey 35–6, 48, 49, 50, 167, 513, 515, 537 Turkish communities 594, 599, 600 two-step flow model of influence 409, 641 twospirit 172 U-commerce 641 UCS (unconditioned stimuli) 251–2, 257 ugliness in fashion 577 UK consumer groups 221–2 unboxing videos 420, 641 uncertainty 54 unconditioned stimuli (UCS) 251–2, 257 undercoding 572 underground economy 107, 641 underprivileged consumers 483 unemployment 470 uniqueness needs 206 of individual consumers 413, 573 unit relations 296 universal cultural values 225, 226 university students 214–15 unplanned buying 101, 641 unspoken norms 226 upward mobility 482 users content generated by 17, 564, 641 groups 334 uses and gratification theory 3055, 641 utilitarian function of attitudes 284 utilitarian influence 386–7, 641 utilitarian needs 199, 202 utilitarian shopping 81 utility 330 valence of goals 202 Valentine’s Day 524–5, 531 VALS2™ (Values and Lifestyles System) 221, 222, 641 value-expressive function of attitudes 284 value-expressive influence 386–7, 641 value hypothesis for risky behaviour 392 value systems 293 value vs quality 475 values 197–8, 223, 641 consumer behaviour and 228–30 core 224–8, 626 cultural 38–9, 524 culture and 514 Rokeach Value Survey 230–1 systems 224–8, 641 Values and Lifestyles System (VALS2™) 221, 222, 641 variables, segmentation 8–9 variety amnesia 350, 642 variety seekers 47 variety seeking 211, 350, 641 Vatican 606 vegetarianism 198 vicarious learning 226, 516 video chats 159 videogames 142 Vietnam 50 vigilante marketing 55 viral marketing 420–2, 641 virtual brand communities 16 virtual catalogues 130 virtual consumption 16–18 virtual currency 91 virtual goods 214, 423, 641 virtual identities 641 virtual makeovers 162, 170–1, 641 virtual reality (VR) 101, 129, 642 virtual second-hand stores 475 virtual water footprint 235, 642 virtual worlds 16, 18, 168–9 vision 130–3 visual consumption 558 visual imagery and visual memory 270 vloggers 421, 642 voice responses to dissatisfaction 353 voice-control 139–40 volume capital 500 von Restorff effect 270 VR (virtual reality) 101, 129, 642 vulnerability 57 waiting time 78–9 wallets digital 91, 628 wristband 610 wants 199, 202, 642 as distinct from needs 205 needs and 201–2 practice theory 502 wardrobe self help 554 warming process 600, 642 Warsaw 452 waste 105–11 water bottled 234, 566–7 virtual water footprint 235, 642 wearable computing 69–70, 642 Web 207–8, 210, 642 705 Z03_SOLO6723_06_SE_IDX.indd 705 3/31/16 8:56 PM www.downloadslide.com Indexes Web 2.0 technology 16, 213, 416, 419, 420, 642 Weber’s Law 138, 144, 642 wedding dresses 41, 91 wedding parties 496 WEF (World Economic Forum) 58 weighted additive rule 348–9 Welsh language 131 Western lifestyles 48–50 wiggers 551 wisdom of crowds 642 WOM see word-of-mouth communication women employment and earnings 470, 471 magazines 26, 555 segmenting 175 trade in 18 see also femaleness; femininity word-of-mouth (WOM) communication 401–7, 420–9, 568, 642 word-phrase dictionaries 291, 642 working-class consumers 488 working poor 470 World Economic Forum (WEF) 58 World Values Survey 41 World Water Forum 235 worldviews 488–95, 513, 642 wristband wallets 610 X, Generation 454–5, 630 young people 47 youth culture 47 Iran 48 Muslim 609 zebibah 161 Zipf’s Law 362, 642 706 Z03_SOLO6723_06_SE_IDX.indd 706 3/31/16 8:56 PM ... identities and encourage de-individuation Martin Dalton/Alamy Images The famous Tupperware party is a successful example of a home shopping party that capitalises on group pressure to boost sales. 42 A. .. Researchers tracked, on an hourly basis, the rate at which 27 00 apps were installed by 50 million Facebook users They discovered that once an app had reached a rate of about 55 installations a day, its... Bobby’s various football teams, 5 -a- side and 11 -a- side) Reference groups that affect consumption can include parents, fellow football enthusiasts and team members, classmates, other leisure activity