Consumer Behavior Midterm Exam

Cognitive Decision Making (Steps)

(1) problem recognition, (2) information search, (3) evaluation of alternatives, and (4) product choice.

Sacred Places/People/Events

A society "sets apart" sacred places because they have religious or mystical significance or because they commemorate some aspect of a country's heritage. and Sometimes public events resemble sacred, religious ceremonies.

The process of learning values from other cultures is called ________.

Acculturation

When people deface products, it is an act of ________

Anticonsumption

Explain compulsive consumption? What emotion typically triggers compulsive consumption?

Anxiety

Applications using learning which interacts with customers such as digital assistants like Siri and Alexa and robot companions that help people carry out routine tasks are part of what technology?

Artificial Intelligence

Jui-Jui has a need to achieve independence. He dreams daily of leaving home and getting his own apartment; however, because he lives in a neighborhood full of houses, he would have to go some distance to find an apartment that he could afford. This move would mean that he would distance himself from his friends. This example is a common dilemma for many teens. What kind of conflict that most teens face is most applicable to Jui-Ju situation?

Autonomy vs belonging

What is the most powerful age segment economically in the United States?

Baby Boomer Generation

According to the VALS2™ system, consumers that have strong principles and favor proven brands are considered ________.

Believers

Which term refers to the collection and analysis of extremely large data sets?

Big Data

About 78% of the population are low income consumers who may not have electricity or access to clean water. These people need inexpensive products to satisfy basic needs are known to marketers as:

Bottom of the Pyramid

Which term refers to the strong bond between product and consumer that is difficult for competitors to break?

Brand Loyalty

Rules of conduct that guide actions in the marketplace are called ________.

Business Ethics

A strategy that aligns a company brand with a cause to generate business and societal benefits is called ________.

Cause Marketing

A customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in ________ decision making.

Cognitive

________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

Cognitive Distance

An age ________ consists of people of similar ages who have undergone similar experiences.

Cohort

The systematic acquisition of a particular object or set of objects is called ________.

Collecting

The consumer's focus on personal health is merging with a growing interest in global health. Some analysts call this new value ________.

Conscientious Consumerism

The alternatives actively measured during a consumer's choice process are the ________ set.

Consideration

Harry was the lead singer in a band that hit it big. For his birthday, Harry had two hundred friends flown by chartered jets to a private island in the South Pacific. They ate the most expensive food, and every morning the bungalows were burned to the ground and rebuilt for the next night. Harry's party is a good example of ________.

Conspicuous Consumption

Which of the following is the study of the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires?

Consumer Behavior

Through the process of ________, ordinary objects associated with sacred events or people become sacred in their own right.

Contamination

It is quite common for mainstream culture to modify symbols identified with "cutting" subcultures and present these to a larger audience. Such cultural products undergo a process of ________, by which their original meanings are transformed by outsiders.

Cooptation

Freedom, youthfulness, achievement, and materialism are characterized as U.S. ________.

Core Values

The shoe company TOMS gives a pair of shoes to a needy child for every pair that it sells. This is an example of a company which has integrated ________ into its business model.

Corporate Social Responsibility

The local Harley-Davidson motorcycle outlet has special events on Saturday mornings that involve vintage bikes exhibitions and free goods. Some people travel more than 100 miles on their Harleys to be there almost every Saturday. The motorcycle outlet's marketing approach is successful because Harley-Davidson has become a ________ product.

Cult

In the cultural production process, the people who control the flow of information between producers and customers are called ________.

Cultural Gatekeepers

Define Culture

Culture is a society's Personality

1. When marketer's use psychological, sociological, and anthropological factors to analyze a market, they are using ________

Cycle Graphics

Walmart tracks the habits of the 100 million customers who visit its stores each week and responds with products and services directed toward those customers' needs based on the information collected. This is an example of

Data Base

________ are statistics that measure observable aspects of population telling us about age, gender, education, culture, etc.

Demographics

Money available to a household over and above what is required to have a comfortable standard of living is called ________.

Discretionary Income

Fred has been a farmer all his life. He inherited the family farm when he was 35, but that was twenty years ago. Due to the economy, Fred has lost the farm and has taken a manual labor job in the city to support his family. What form of mobility best describes Fred's position?

Downward Mobility

What theory of motivation is related to the idea that customers desire a state of balance called homeostasis?

Drive Theory

Lee-Ann Wang is young and enjoys risky activities such as skydiving, bungee jumping, and snowboarding. To which of the following VALS2™ groups would Lee-Ann most likely belong?

Experiencer

Consumers who refuse to sacrifice style, but achieve it on a budget are called ________.

Frugalistas

An age cohort that describes kids who were born in 2003 and later is ________.

Generation Z

A strategy that involves the development and promotion of environmentally friendly products is called ________.

Green Marketing

When companies make false claims about how environmentally friendly their products are, ________ has occurred.

Greenwashing

Buying decisions that are made with little or no conscious effort are called ________.

Habitual Decision Making

The 80/20 rule (20 percent of users account for 80 percent of sales) targets what user group?

Heavy Users

When a person buys expensive jewelry, which of the following needs is most likely being expressed?

Hedonic

Japan is a very tightly knit culture with rich history and social identification. In this culture, people tend to infer meanings that go beyond the spoken word. This classifies Japan as a ________ culture.

High Context

We tend to marry people in a similar social class to ours. Sociologists call this ________, or assortative mating

Homogamy

Sandra decided to become a nurse after several years as an elementary teacher. She still wanted to help people but in a different manner. Sandra's case is an example of which of the following?

Horizontal Ability

Sally always buys Coca-Cola out of habit, which is an example of ________.

Inertia

The VALS2™ group is termed the ________, who are successful consumers with many resources. This group is concerned with social issues and is open to change.

Innovator

When a product is part of a user's daily routine the user is said to have a(n) ________ type of relationship with the product.

Interdependence

Person, object, and situational factors are the three types of influences that determine a person's level of ________.

Involvement

Stephanie loves flea markets and garage sales. She spends most of her Saturday mornings going from one to another. About once a month, she holds her own garage sale just to get rid of some of the items she purchases during the month. Stephanie is actively engaged in ________.

Lateral Cycling

Both Justin and Craig are business majors and live in the same dorm, but Justin's room looks like a Cabela's showroom, with fishing trophies and lures on the wall and pictures of fishing trips across the study desk, while Craig's room features posters of his favorite musical group and stacks of CDs. The difference between the two rooms reflects a difference in ________ between Justin and Craig.

Lifestyle

The ability to find and purchase goods is called ________.

Market Access

The importance people attach to worldly possessions is called ________.

Materialism

Heuristics

Mental shortcuts or "rules of thumb" that often lead to a solution (but not always).

What term refers to people's end states in their lives that can apply to many different cultures?

Mores

________ refer(s) to the processes that lead people to behave as they do.

Motivation

A story containing symbolic elements that express the shared emotions and ideals of a culture is called a ________.

Myth

A ________ creates a state of tension that drives consumers to attempt to reduce or eliminate it.

Need

A member of ________ has recently gained personal wealth and may experience status anxiety. Such individuals may try to display symbols of their success to make up for an internal lack of assurance about the "correct" way to behave.

Nouveau Riche

___________ is when a person believes that there may be negative consequences if her/she chooses the wrong option.

Perceived Risk

Scams where people receive fraudulent emails that ask them to supply account information are called ________.

Phishing

A ________ is an economy that is driven by a fairly small group of rich people.

Plutonomy

A consumer researcher who believes in the paradigm of ________ believes that human reason is supreme and that there is a single or objective truth that can be discovered by science.

Positivism

Explain the Prizm System

Prizm System classifies every U.S. zip code into 1 of 66/68 categories, ranging from blue-blood estates to public assistance.

________ occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired state.

Problem Recognition

________ consumption occurs with objects and events that are considered to be ordinary and everyday.

Profane

Give an example of a consumed consumer?

Prostitute

Which marketing philosophy emphasizes interacting with customers on a regular basis and giving them reasons to maintain a bond with the company over time?

Relationship Marketing

Identify the consumer rights established in President John F. Kennedy's Declaration of Consumer Rights? What is not a right?

Right to desire more is not part of declaration of consumer rights

Thomas and his family recently toured the Gettysburg Battlefield on their vacation. The area was rich in history. While walking, Thomas remembered all the accounts of the battle that he had read in school. He finally understood why this place had such a special meaning in American history and to Americans in general. Gettysburg Battlefield is best classified as ________.

Sacred

A decision strategy that seeks to deliver an adequate solution rather than the best possible solution is referred to as ________.

Satisficing

When a product helps to establish the user's identity, the user is said to have a(n) ________ type of relationship with the product.

Self Concept

When a Rolls-Royce, a Cartier diamond, and an Andy Warhol painting are bought and displayed as markers of social class, they are ________.

Social Inhibitors

Advertisements reminding people to stay focused while driving and to avoid texting while driving are examples of

Social Marketing

________ refers to the passage of individuals from one social class to another.

Social Mobility

Consumers who buy everything in sight are called ________

Spendthrifts

A ________ is defined as a group whose members share beliefs and common experiences that set them apart from others (smaller group within society).

Subculture

What is homogamy? Give and example

Tend to marry people in the same class. Example: Celebrities

Covariation

The association among events that may or may not actually influence one another

An advertiser that uses its website to attract consumers classified as Innovators, Achievers, and Experiencers most likely uses the ________ segmentation system?

VALS2

Satisficing

We seek simply to receive an adequate outcome

Culture

a society's personality.

evoked set

alternatives a consumer knows about

A digital native is someone who ________.

brought up in the age of technology

Serial wardrobers are people who ________.

buy an outfit, wear it once, and return it

habitual decision making

describes the choices we make with little or no conscious effort.

A mental or problem-solving shortcut to make a decision is called a(n) ________.

heuristic

profane consumption

in contrast, describes objects and events that are ordinary or everyday; they don't share the "specialness" of sacred ones.

Rituals

is a set of multiple, symbolic behaviors that occurs in a fixed sequence and is repeated periodically.

Myths

is a story with symbolic elements that represents a culture's ideals.

Conditional Superstition

is defined as the feeling that you don't believe you have control over their outcomes come to associate a product that is paired with a reward with the outcome itself.

Information Search

is the process by which we survey the environment for appropriate data to make a reasonable decision.

Contamination

makes these places sacred: Something sacred happened on that spot, so the place itself takes on sacred qualities.

Sacralization

occurs when ordinary objects, events, and even people take on sacred meaning.

sacred consumption

occurs when we "set apart" objects and events from normal activities and treat them with respect or awe.

Objectification

occurs when we attribute sacred qualities to mundane items.

According to information presented in the chapter, the implication of Maslow's hierarchy of needs is that ________

one must first satisfy basic needs before moving to higher order needs

Cooptation

outsiders transform their original meanings

Ethnocentrism

refers to the belief that products from other places are inferior to local versions.

Collecting

refers to the systematic acquisition of a particular object or set of objects.

consideration set

the ones they seriously consider

consumer animosity

toward a brand due to an intense dislike for the manufacturer.