Management and Organizational Studies 1021A/B Study Guide - Final Guide: Rites, Yer, Aboriginal Peoples In Canada

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 1021A/B
• Professor: Phills

Document Summary

Consumer hyperchoice: a condition where the large number of available options forces us to make repeated choices that may drain psychological energy while decreasing our abilities to make smart decisions. Too much choice can lead consumers to be less satisfied with the purchase experience and less likely to choose within the product category. Purchase momentum: occurs when these initial impulses actually increase the likelihood that we will buy even more (instead of less as our needs are satisfied) People differ in terms of their cognitive processing style: Rational system of cognition that processes information analytically and sequentially using rules of logic. Experiential system of cognition that processes information more holistically and in parallel. Behavioral influence perspective: under these circumstances managers must concentrate on assessing the characteristics of the environment, such as physical surroundings and product placement, that influence members of a target market for decisions made under conditions of low involvement.