A model that depicts the successive stages a buyer passes through in the personal-selling process, including attention, interest, desire, and action Show
A message recipient's affective feelings of favorability or unfavorability toward an advertisement The use of various activities that generate conversations and word of mouth communication about a particular topic such as a company, brand or marketing activity The method or medium by which communication travels from a source or standard to a receiver Central Route to Persuasion One of two routes to persuasion recognized by the elaboration likelihood model. The central route to persuasion views a message recipient as very active and involved in the communications process as having the ability and motivation to attend to and process a message. Thoughts that occur to a message recipient while reading, viewing, and/or hearing a communication The passing of information, exchange of ideas, or process of establishing shared meaning between a sender and a receiver A type of thought or cognitive response a receiver has that is counter or opposed to the position advocated in a message The process by which a message recipient transforms and interprets a message Dissonance/Attribution Model A type or response hierarchy where consumers first behave, then develop attitudes or feelings as a result of that behavior, and then learn or process information that supports the attitude and behavior The process of putting thoughts, ideas, or information into a symbolic form Elaboration Likelihood Model (ELM) A model that identifies two processes by which communications can lead to persuasion - central and peripheral routes Part of the message recipient's response that is communicated back to the sender. Feedback can take a variety of forms and provides a sender with a way of monitoring how an intended message is decoded and received. The experiences, perceptions, attitudes, and values that senders and receivers of a message bring to a communication situation. Hierarchy of Effects Model A model of the process by which advertising works that assumes a consumer must pass through a sequence of steps from initial awareness to eventual action. The stages include awareness, interest, evaluation, trial, and adoption. Information Processing Model A model of advertising effects developed by William McGuire that views the receiver of a message as an information processor and problem solver. The model views the receiver as passing through a response hierarchy that includes a series of stages including message presentation, attention, comprehension, acceptance or yielding, retention, and behavior. Innovation Adoption Model A model that represents the stages a consumer passes through in the adoption process for an innovation such as a new product. The series of steps includes awareness, interest, evaluation, trial and adoption. Low-Involvement Hierarchy A response hierarchy whereby a message recipient is viewed as passing from cognition to behavior to attitude change. Nonpersonal channels of communication that allow a message to be sent to many individuals at one time. A communication containing information or meaning that a source wants to convey to a receiver Extraneous factors that create unplanned distortion or interference in the communications process Peripheral Route to Persuasion In the elaboration likelihood model, one of two routes to persuasion in which the receiver is viewed as lacking the ability or motivation to process information and is not likely to be engaging in detailed cognitive processing The person or persons with whom the sender of a message shares thoughts or information The process of identifying and choosing the initial group of consumers who will be used to start the diffusion or spreading of a message. The sender- person, group, or organization - of the message Favorable cognitive thoughts generated toward the source of a message. Negative thoughts generated about the source of a communication Progression by the consumers through a learn-feel-do hierarchial response Consumers' thoughts that support or affirm the claims being made by a message The act of propogating marketing-relevant messages through the help and cooperation of individual consumers The set of reactions the receiver has after seeing, hearing, or reading a message
Social channels of communication such as friends, neighbors, associates, co-workers, or family members Ad Execution Related Thoughts A type of thought or cognitive response a message recipient has concerning factors related to the execution of the ad, such as creativity, visual effects, color, and style In which sequence a buyer is usually passing the stages of the response hierarchy models?All response hierarchy models of the communication process assume the buyer passes through cognitive, affective, and behavioral stages, in that order.
Is defined as the passing of information or the exchange of ideas between a sender and a receiver?Communication has been variously defined as the “passing of information,” the “exchange of ideas,” or the “process of establishing a commonness or oneness of thought between a sender and a receiver.” For communication to occur there must be some common thinking or ground between the two parties and a passing of ...
Which of the following is the initial stage in the consumer response process?1. Problem recognition. The first step of the consumer decision-making process is recognizing the need for a service or product. Need recognition, whether prompted internally or externally, results in the same response: a want.
Which of the following are basic types of channels of communication?Communication Channels. Communication channels can be categorized into three principal channels: (1) verbal, (2) written, and (3) non-verbal. Each of these communications channels have different strengths and weaknesses, and oftentimes we can use more than one channel at the same time.
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A buyer passing successively through attention, interest, desire, and action is depicted in the
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