Consumer Behavior Final

_____ is the complex whole that includes knowledge, belief, art, law, morals, customs, and any other capabilities and habits acquired by humans as members of society. A. Reference group B. Government C. Culture D. Authority E. Gestalt

C. Culture

While Asian-Indian Americans are diverse in many ways, they do share a number of important cultural traits. Which of the following is NOT one of these shared traits? A. They place a great value on education, particularly their children's education. B. They are concerned with financial security and save at a rate much higher than the average American. C. Husbands and wives tend to share an equal role in family decisions. D. They do not have a "throw-away" mentality; they shop for value and look for quality and durability. E. All of the above are shared traits

C. Husbands and wives tend to share an equal role in family decisions.

Groups with negative desirability are referred to as _____. A. primary reference groups B. secondary reference groups C. dissociative reference groups D. aspiration reference groups E. unattractive reference groups

C. dissociative reference groups

Which type of reference group influence occurs when individuals have internalized the group's values and norms? A. informational B. normative C. identification D. utilitarian E. affective

C. identification

Which of the following is one of the defining characteristics of American society? A. aversion to change B. collectivism C. individualism D. extended family E. status

C. individualism

Jamarcus was his collegiate chapter's delegate at a national conference of a professional business fraternity, Phi Chi Theta, in which he is a member. When the business meeting was conducted, parliamentary procedure was used, and Jamarcus was not familiar with this. Thus, he looked to the others to learn how he should behave in this situation. What type of influence does this reference group exhibit? A. transient B. substantive C. informational D. legal E. procedural

C. informational

Which of the following is NOT generally involved in green marketing? A. developing products whose production, use or disposal is less harmful to the environment than the traditional versions of the product B. developing products that have a positive impact on the environment C. pricing products lower than the competition D. tying the purchase of a product to an environmental organization or event E. All of the above are involved in green marketing.

C. pricing products lower than the competition

Robert is 15 years old and has recently moved to a new town and therefore, a new high school. He was trying to get accepted by a group of kids that he wanted to be friends with. When they asked him to attend a party over the weekend, he said he'd have to ask his parents for permission. This group of students laughed at him and called him a "momma's boy" and told him he can't be one of them because they don't ask parents for permission, they just do what they want. This social disapproval of Robert's behavior is an example of a(n) _____. A. norm B. violation C. sanction D. precept E. edict

C. sanction

Identification influence is also called _____ influence. A. informational B. normative C. value-expressive D. affective E. utilitarian

C. value-expressive

Which age category is expected to experience the largest percentage increase between 2010 and 2020? A. <10 B. 20-29 C. 40-49 D. 60-69 E. >69

D. 60-69

Malcolm is studying subcultures in the United States. He is trying to identify the subculture that has the highest education levels and median household incomes. Which ethnic group meets these criteria? A. Whites B. Blacks C. Hispanics D. Asian Americans E. South Americans

D. Asian Americans

A persuasion technique of making someone comply by first asking a large request that will most likely be turned down. This induces feelings of guilt, which makes the person more receptive to a second, more reasonable request.

door-in-the-face technique

When comparing income levels by education and gender, which of the following is TRUE? A. Men and women earn about the same income if they have the same education. B. The difference between men and women on earnings occurs mostly at the lower education levels. C. The difference between men and women on earnings occurs mostly at the higher education levels. D. Men earn more than women at each level of education. E. Women earn more than men at each level of education.

D. Men earn more than women at each level of education.

Which consumer group is driven by a desire to help with respect to cause-related marketing programs? A. Skeptic B. Balancer C. Attribution-oriented D. Socially concerned E. Apathetic

D. Socially concerned

Which of the following is TRUE regarding changes in American cultural values? A. Shifts in cultural values are not observable. B. Changes in values tend to occur quickly. C. Changes in values tend to occur evenly across individuals and groups. D. There is substantial variance in values across individuals and groups. E. Cultural values are constant.

D. There is substantial variance in values across individuals and groups.

Which of the following statements is FALSE regarding cross-cultural marketing? A. Marketing across cultural boundaries is a difficult and challenging task. B. Increasingly, globalization means mutual influence as products, brands, cultures, and values move back and forth across the world. C. There are both subtle and direct ethical issues involved in international marketing. D. While marketing strategy is heavily influenced by cultural factors, it does not influence aspects of cultures. E. Cultures may differ in demographics, languages, nonverbal communications, and values.

D. While marketing strategy is heavily influenced by cultural factors, it does not influence aspects of cultures.

Amanda is in junior high and begged her mother to buy her a certain brand of athletic shoe that all the "cool" kids in school were wearing. She thought that if she had those shoes, she would be accepted as one of them. To Amanda, these other students in school that she wants to be associated with represent a(n) _____. A. primary reference group B. secondary reference group C. dissociative reference group D. aspiration reference group E. attractive reference group

D. aspiration reference group

Individuals frequently purchase products thought to be used by a desired group in order to achieve actual or symbolic membership in the group. This type of group is referred to as a(n) _____. A. primary reference group B. secondary reference group C. dissociative reference group D. aspiration reference group E. attractive reference group

D. aspiration reference group

Some individuals have information about many different kinds of products, places to shop, and other aspects of markets. They can be considered a special type of opinion leader and are known as _____. A. product experts B. shopping experts C. personal shoppers D. market mavens E. market leaders

D. market mavens

Which of the following is a self-oriented value? A. problem solving/fatalistic B. individual/collective C. tradition/change D. material/nonmaterial E. performance/status

D. material/nonmaterial

Karen's father is an executive for a major international corporation and has been transferred to various countries over the years. With each move, Karen is enrolled in a new school. Even though English is spoken in the schools she attends, there are students from all over the world whose parents have jobs similar to Karen's father. With each new school, Karen spends the first few weeks merely observing the other students to learn which behaviors are appropriate in specific situations because she's learned that at each school the kids behave differently. Karen is attempting to learn that student body's specific _____ regarding behavior. A. rules B. guidelines C. precepts D. norms E. prescriptions

D. norms

Which type of group's presumed perspectives or values are being used by an individual as the basis for his or her current behavior? A. cohort group B. generation group C. community group D. reference group E. modeling group

D. reference group

Consumers higher in individualism are more likely to _____ when faced with poor service performance. A. complain B. switch C. engage in negative word-of-mouth D. A and B E. A, B, and C

E. A, B, and C

Which of the following is NOT an environment-oriented value? A. cleanliness B. performance/status C. tradition/change D. risk taking/security E. All of the above are environment-oriented values.

E. All of the above are environment-oriented values.

Which of the following statements regarding age is TRUE? A. Proper age positioning is critical for many products. B. Age affects a consumer's self-concept and lifestyle. C. Our age shapes the media we use. D. Analyzing age cohort groups or generations often provides more meaningful segments and marketing strategies than merely looking at census age groups. E. All of the above are true.

E. All of the above are true.

Compared to the white population, Asian Americans tend to _____. A. be younger B. be higher educated C. have a higher household income D. be a larger subculture E. B and C

E. B and C

_____ is the process of describing and explaining the attitudes, values, and behaviors of an age group as well as predicting its future attitudes, values, and behaviors. A. Census analysis B. Demographic analysis C. Generation analysis D. Cognitive analysis E. Cohort analysis

E. Cohort analysis

In the United States, promptness is considered a virtue. Americans are expected to be on time to an event, and they expect others to do so as well. Which aspect of culture best explains this behavior? A. Culture is a simple concept. B. Culture is something one is born with. C. Culture is unique to each individual in a society. D. Culture is time-bound. E. Culture is acquired, that is, it is learned.

E. Culture is acquired, that is, it is learned.

Individualism affects which of the following? A. incentive systems for salespeople B. advertising themes C. product design D. customer complaining behavior E. all of the above

E. all of the above

Which of the following is a cultural factor that affects consumer behavior and marketing strategy? A. demographics B. values C. language D. nonverbal communications E. all of the above

E. all of the above

why does the low balling technique work

Having committed to the agreement, the other person will often feel obliged to extend their compliance to the second request.

A persuasion technique that first gets people to agree to a small request, which then makes them give into a larger request.

foot - in the door technique

_____ are rules that specify or prohibit certain behaviors in specific situations. A. Norms B. Precepts C. Sanctions D. Prescriptions E. Values

A. Norms

Maria is analyzing the baby boom generation by describing and explaining its attitudes, values, and behaviors as well as predicting its future attitudes, values, and behaviors. Maria is conducting a _____ analysis. A. cohort B. generational C. demographic D. census E. cognitive

A. cohort

Which term describes consumers' purchase and use of automobiles, homes, yachts, clothes, and so forth primarily to demonstrate their great wealth? A. conspicuous consumption B. outrageous consumption C. obnoxious consumption D. nouveaux consumption E. "blue blood" consumption

A. conspicuous consumption

Norms are derived from _____. A. cultural values B. laws C. education D. international protocol

A. cultural values

Which generation of Hispanic adults was born outside the United States, has the lowest income and education, is most likely to identify themselves as Hispanic, is most likely to have Spanish as their primary language, and is most likely to possess traditional values including a masculine view of the family decision hierarchy? A. first-generation adults B. second-generation adults C. third-generation adults D. primary-generation adults E. secondary -generation adults

A. first-generation adults

Health Valley is a brand of food, such as breakfast cereals, that uses all natural and organic ingredients. Moreover, it only purchases grain from organic farms. It states on its packages that "organic farming helps keep our food pure and protects our land and water from harmful substances. By supporting dozens of small organic farms, Health Valley helps protect a way of life for these family farmers, and helps ensure a safer and healthier Earth for you and your children." This is an example of _____. A. green marketing B. clean marketing C. environmental marketing D. activist marketing E. cause-related marketing

A. green marketing

Marketers have responded to Americans' increasing concern for the environment with an approach called _____. A. green marketing B. clean marketing C. environmental marketing D. activist marketing E. cause-related marketing

A. green marketing

In which situation is the likelihood of an individual seeking an opinion leader high? A. high product/purchase involvement and low product knowledge B. high product/purchase involvement and high product knowledge C. low product/purchase involvement and low product knowledge D. low product/purchase involvement and high product knowledge E. low product/purchase involvement and either high or low product knowledge

A. high product/purchase involvement and low product knowledge

Howard Industries is a computer manufacturer located in Laurel, MS. This company is interested in expanding internationally. Which of the following is a cultural factor that affects consumer behavior and marketing strategy that Howard Industries needs to be aware of? A. nonverbal communications B. natural resources C. economic conditions D. exchange rates E. all of the above

A. nonverbal communications

One's position relative to others on one or more dimensions valued by society is known as one's _____. A. societal rank B. social status C. social standing D. social sphere E. social realm

A. societal rank

Normative influence is sometimes referred to as _____ influence. A. utilitarian B. coercive C. functional D. value-expressive E. conformist

A. utilitarian

Which of the following statements is FALSE regarding Americans' environment-oriented values? A. Americans have long valued cleanliness. B. Americans traditionally have not been very receptive to change. C. Americans' risk-taking orientation seems to be moving more toward taking risks. D. Traditionally, nature was viewed as an obstacle. E. Americans are shifting back to a focus on performance rather than status.

B. Americans traditionally have not been very receptive to change.

____ are widely held beliefs that affirm what is desirable. A. Norms B. Cultural values C. Precepts D. Prescriptions E. Orientations

B. Cultural values

Which of the following statements is TRUE regarding culture? A. Culture is a relatively simple concept. B. Culture is acquired. C. Culture often provides detailed prescriptions for appropriate behavior. D. The nature of cultural influences is such that we are consciously aware of them. E. All of the above are true.

B. Culture is acquired.

_____ describes a population in terms of its size, structure, and distribution. A. Economics B. Demographics C. Psychographics D. Geographics E. Lifestyles

B. Demographics

Which cohort was born between 1930 and 1945? A. pre-Depression generation B. Depression generation C. baby boom generation D. Generation X E. Generation Y

B. Depression generation

Which of the following statements is TRUE regarding Americans' other-oriented values? A. A strong emphasis on collectivism is one of the defining characteristics of American society. B. Since World War II, Americans have increasingly valued diversity. C. The impact that the family has on the individual is great. D. Older people are considered wiser than young people and are looked to as models and leaders in American society. E. America is a cooperative rather than a competitive society.

B. Since World War II, Americans have increasingly valued diversity.

A(n) _____ is a group of persons who have experienced a common social, political, historical, and economic environment. A. census age group B. age cohort C. cognitive group D. chronological group E. demographic group

B. age cohort

Which type of influence occurs when an individual uses the behaviors and opinions of reference group members as potentially useful bits of information? A. transient B. informational C. normative D. identification E. substantive

B. informational

Amie usually wears a uniform to her Catholic school, but on the first Friday of every month, students can wear other clothes as long as they bring in something for the church's food bank. Amie loves to shop and has plenty of fashionable clothes, but on these free dress days, she usually wears blue jeans, a T-shirt, and athletic shoes. Her mother asked her why she doesn't wear her nice clothes, and Amie told her that she would be made fun of at school. Which type of influence do the other students have on Amie? A. informational B. normative C. identification D. conformist E. punitive

B. normative

Which type of reference group influence occurs when an individual fulfills group expectations to gain a direct reward or to avoid a sanction? A. informational B. normative C. identification D. transient E. permanent

B. normative

The boundaries that culture sets on behavior are called _____. A. rules B. norms C. prescriptions D. precepts E. sanctions

B. norms

Violation of cultural norms results in _____, or penalties ranging from mild social disapproval to banishment from the group. A. norms B. sanctions C. proclamations D. ostracization E. sentencing

B. sanctions

What two basic approaches are used to measure social status? A. primary and secondary measures B. single-item and multi-item indexes C. position and status measures D. income and occupation indexes E. income and education measures

B. single-item and multi-item indexes

Which group classification variable refers to the closeness and intimacy of the group linkages? A. membership B. strength of social tie C. number of members D. type of contact E. attraction

B. strength of social tie

What has been found to improve the results of cause-related marketing programs? A. the amount of money donated B. the fit between the company and the cause C. supporting causes that help children D. supporting causes that help the environment E. longer commitments to supporting a cause

B. the fit between the company and the cause

An individual who acts as an information broker between the mass media and the opinions and behaviors of an individual or group

opinion leader

why does the foot in the door technique work

people want to be consistent

A compliance strategy which presents an attractive offer at first, then before finalizing the agreement, the person will then change the offer

the low balling technique

why do people believe opinion leaders

they have some position/status or expertise