A model of customer decision making based on the notion that customers see a retailer or a product as a collection of attributes or characteristics. The model can also be used for evaluating a retailer, product, or vendor. The model uses a weighted average score based on the importance of various issues and the performance on those issues.
Post purchase evaluation
The evaluation of merchandise or services after the customer has purchased and consumed them.
Psychological needs
Needs associated with the personal gratification that customers get from shopping or from purchasing and owning a product.
PRIZM
A database combining census data, nationwide consumer surveys, and interviews with hundreds of people across the country into a geo-demographic segmentation system.
psychographics
Refers to how people live, how they spend their time and money, what activities they pursue, and their attitudes and opinions about the world they live in.
Reference group
One r more people whom a person uses as a basis of comparison for his beliefs, feelings, and behaviors.
Retail market segment
A group of customers whose needs will be satisfied by the same retail offering because they have similar needs and go through similar buying processes.
Satisfaction
A post-consumption evaluation of the degree to which a store or product meets or exceeds customer expectations.
Store loyalty
A condition in which customers like and habitually visit the same store to purchase a type of merchandise.
Subculture
A distinctive group of people within a culture. Members of a subculture share some customs and norms with the overall society but also have some unique perspectives.
trialability
The costs and commitment required to initially adopt a fashion.
trickle-down theory
A theory of how fashion spreads that suggests that the fashion leaders are consumers with the highest social status —wealthy, well-educated consumers. After they adopt a fashion, the fashion trickles down to consumers in lower social classes. When the fashion is accepted in the lowest social class, it is no longer acceptable to the fashion leaders in the highest social class.
