Durable goods are goods that are consumed over long periods of time
Nondurable goods are consumed quickly
Consumption frequency - the number of times a product or service is
consumed in a given time period.
The temporal factors, antecedent conditions, and physical environment
are influential on the consumption experience. How, what, and when we
consume is largely dependent on our environment.
Cultural meaning is transferred to a product
Consumers choose products, services, and experiences that they believe
will deliver value and satisfy their wants and needs.
Consumers experience a variety of emotions during the consumption
experience including feelings of pleasure, arousal, joy, disgust, sadness
theory that proposes that consumers look for the cause of particular
consumption experiences when arriving at satisfaction judgments
something that is real and genuine and has a history or tradition
tendency for expectations to guide performance perceptions
mild, negative affective reaction resulting from an unfavorable appraisal of a
consumption outcome
any packaging that is no longer necessary for consumption to take place or,
in some cases, the actual good that is no longer providing value to the
consumer
mild, positive emotion resulting from a favorable appraisal of a consumption
outcome
number of times a product is consumed
process in which consumers use the product, service, or experience that has
been selected
level of a particular benefit that will lead to a valued end state
goods that are usually consumed over a long period of time
theory that proposes that people compare their own level of inputs and
outcomes to those of another party in an exchange
proposes that consumers use expectations as a benchmark against which
performance perceptions are judged and this comparison is a primary basis
for satisfaction/dissatisfaction
process through which cultural meaning is transferred to a product and onto
the consumer
according to the expectancy/disconfirmation approach, a perceived state
wherein performance perceptions fall short of expectations
goods that are usually consumed quickly
according to the expectancy/disconfirmation approach, a perceived state
wherein performance perceptions exceed expectations
theory that states that consumers are motivated to act in accordance with
their attitudes and behaviors
overall goodness or badness of a service experience, which is often
measured by SERVQUAL
way of measuring service quality that captures consumers disconfirmation
of service expectations
Complaining
WOM
Switching Behavior
Exhibit 15.3
Switching costs are the costs associated with changing from one choice
(brand/retailer/service provider) to another.
Switching costs can be divided into three categories: Procedural
Financial-Relational
Satisfaction and Switching
Exhibit 15.4 summarizes the vulnerability of a company to consumer
defections
Consumer Loyalty
Customer Share
Consumer Inertia
Loyalty Programs
Customer Commitment
Antiloyalty
Exhibit 15.8 suggests ways in which value plays a role in shaping loyalty
and preventing switching behavior for different types of businesses.
antiloyal consumers consumers who will do everything possible to avoid doing business with a
particular marketer
complaining behavior action that occurs when a consumer actively seeks out someone to share an
opinion with regarding a negative consumption event
consumer inertia situation in which a consumer tends to continue a pattern of behavior until
some stronger force motivates him or her to change
customer commitment sense of attachment, dedication, and identification
customer share portion of resources allocated to one brand from among the set of
competing brands
financial switching costs total economic resources that must be spent or invested as a consumer
learns how to obtain value from a new product choice
loyalty card/program device that keeps track of the amount of purchasing a consumer has had
with a given marketer once some level is reached
negative public publicity action that occurs when negative WOM spreads on a relatively large scale,
possibly even involving media coverage
negative word-of-mouth (negative WOM) action that takes place when consumers pass on negative
information about a company from one to another
positive WOM action that occurs when consumers spread information from one to another
about positive consumption experiences with companies
procedural switching costs lost time and extended effort spent in learning ways of using some product
offering
rancorous revenge is when a consumer yells, insults and makes a public scene in an effort to
harm the business in response to an unsatisfactory experience
relational switching cost emotional and psychological consequences of changing from one
brand/retailer/service provider to another
retaliatory revenge consumer becomes violent with employees and/or tries to vandalize a
business in response to an unsatisfactory experience
share of wallet customer share
switching times when a consumer chooses a competing choice, rather than the
previously purchased choice, on the next purchase occasion
switching costs costs associated with changing from one choice (brand/retailer/service
provider) to another
Motivations of Consumer
Misbehavior
Distinguish Consumer
Problem Behavior and
Misbehavior
Unfulfilled Aspirations
Thrill
Lack of Moral Constraints
Differential Association
Pathological Socialization.
Provocative Situational Factors
Opportunism
Consumer problem behavior seemingly outside of their control.
Consumer misbehavior deliberately harmful
Shoplifting
Computer-Mediated Behaviors: Illegal Sharing of Software and Music
Computer-Mediated Behaviors: Attacks
Consumer Fraud
Abusive Consumer Behavior
Dysfunctional fan behavior
Culture jamming
Illegitimate Complaining
Consumers may simply not pay attention to what they are doing.
Consumers may feel as though they always get away with the risky
behavior.
Consumers may have a tendency to be error prone.
Consumers may focus more on the thrill of misuse rather than the actual
Product Misuse
risk of the behavior.
Aggressive Driving
Driving While Impaired
Cell Phone Use in Cars
Consumerism
Compulsive Consumption
Compulsive buying Compulsive Shopping
Addictive Consumption
Eating Disorders
Binge Drinking/ Alcohol Abuse
Problem Gambling
Drug Abuse
Overconsumption
Consumer Bill of Rights
CSR - Corporate Social Responsibility
Deceptive advertising
Marketing to children
Pollution
Planned obsolescence
Artificial needs
Manipulative sales tactics
Stealth marketing
Products Liability
consumer misbehavior
consumerism
corporate social responsibility
customer orientation
deceptive advertising
negligence
planned obsolescence
problem gambling
products liability
puffery
punitive damages
societal marketing concept
strict liability