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The theory of reasoned action ( TRA or ToRA) aims to explain the relationship between attitudes and behaviors within human action. It is mainly used to predict how individuals will behave based on their pre-existing attitudes and behavioral intentions. An individual's decision to engage in a particular behavior is based on the outcomes the ...
Cultivated identity or identity construction and formation is the shaping of a person's beliefs, values, practices, and knowledge; influenced both by cultural systems and by individual actions in attempts to create, enhance, or maintain the views about one's self. The creation and preservation of the self is signaled to others through the ...
Brand relationship. A consumer-brand relationship, also known as brand relationship, is the relationship that consumers think, feel, and have with a product or company brand (Fournier, 1998; Veloutsou, 2007). For more than half a century, scholarship has been generated to help managers and stakeholders understand how to drive favorable brand ...
Customer loyalty, defined as "the relationship between an individual's relative attitude and repeat patronage" (Dick and Basu, 1994: p. 99). Thus, by definition, loyalty has both an attitudinal component and a behavioural component. Dick and Basu proposed four types of loyalty based on relative attitude and patronage behaviour:
Mechanisms Uncertainty about the correct conclusion. Uncertainty is a major factor that encourages the use of social proof. One study found that when evaluating a product, consumers were more likely to incorporate the opinions of others through the use of social proof when their own experiences with the product were ambiguous, leaving uncertainty as to the correct conclusion that they should make.
v. t. e. Customer relationship management ( CRM) is a process in which a business or other organization administers its interactions with customers, typically using data analysis to study large amounts of information. [1] CRM systems compile data from a range of different communication channels, including a company's website, telephone (which ...
Logic of appropriateness. The logic of appropriateness is a theoretical perspective to explain human decision-making. It proposes that decisions and behavior follow from rules of appropriate behavior for a given role or identity. These rules are institutionalized in social practices and sustained over time through learning.
Behavioral script. In the behaviorism approach to psychology, behavioral scripts are a sequence of expected behaviors for a given situation. [1] Scripts include default standards for the actors, props, setting, and sequence of events that are expected to occur in a particular situation. The classic script example involves an individual dining ...