Consumer Behavior Test 2

Which below phrase best defines the idea of embodied cognition: "states of the body modify states of the mind" "states of the mind modify states of the body"

"states of the body modify states of the mind"

Select 2 examples from the Big 5 personality Traits: Extroversion Anger Agreeableness Pride

Extroversion, agreeableness

Values tend to be similar from culture to culture, allowing for ad agencies to market internationally with ease: True False

False

The idea of consumption style is made up of 3 primary circles that intersect to describe the consumer 'lifestyle', those three circles are: Person Product Price Setting

Person, product, setting

___ refers to a person's unique psychological makeup and how it consistently influences the way a person responds to his/her environment. Self image Consumer image Personality Mirror Image

Personality

When we over exaggerate the negative aspects of behaviors that will interfere with the ultimate goal self regulation constructive construal consumer hyperchoice none of the above

constructive construal

Theory that we evaluate the effort we'll need to make a choice and then tailor the amount of cognitive "effort" we expend to get the job done: self-regulation consumer hyperchoice constructive processing purchase momentum

constructive processing

Condition of having to make repeated decisions that may drain us psychologically, decreasing our ability to make smart choices: purchase momentum constructive processing self-regulation consumer hyperchoice

consumer hyperchoice

Which of the following is considered a post-purchase process? the shopping experience mood consumer satisfaction shopping orientation

consumer satisfaction

___ includes a buyer, a seller, and a product or service and other factors. seller consumption buyer consumption consumption situation none of the above

consumption situation

The source of a message has an impact on whether the message will be accepted or not. Two particularly important source characteristics are ___ . culture and ethnicity credibility and attractiveness credibility and recency attractiveness and recency

credibility and attractiveness

a typical antecedent state is product disposal true false

false

he 5 stages of consumer decision making are: Problem Recognition-> Evaluation of Alternative-> Information Search-> Product Choice-> Post Purchase Evaluation true false

false

The home can be symbolic for the extended self. Which of the following categories or levels of the extended self would be the home most likely be associated with. Family level Individual level Community level Group level

family level

Which buying decision situation has the highest level of risk and the most buyers involved in the process? new task straight rebuy modified rebuy

new task

Psychographic Research attempts to categorize people into 3 categories. select those 3 below: Activities Interests Opinions Age

Activities, Interests, Opinions

___ is a lasting, general evaluation of people, objects. advertisements, or issues: An object A power An attitude An image

An attitude

The Pillsbury Doughboy and the Jolly Green Giant are examples of ___ . Branded people Brand personalities Brand positioning Brand Arrogance

Brand personalities

Select the 3 descriptors psychologist Karen Horney used to categorize people Compliant Biased Aggressive Detached

Compliant, Aggressive, Detached

According to Freud, the part of the personality that seeks immediate gratification is called the ___ . Ego Super-Ego ID Conflict

ID

Jim Smith thinks he should be more outgoing. He is looking at his ___ . Ideal self Self-concept looking-glass self Self-esteem

Ideal self

Through the process of ___ . people try to "manage" what others think of them by strategically choosing clothing and other products that will convey a positive image. Impression management Self Extension Self esteem Social comparison

Impression Management

When marketer's use psychological, sociological, and anthropological factors to analyze a market, they are using: Demographics Personality Psychographics Positioning

Psychographics

A widely accepted perspective in literature that focuses on the role of the reader in interpreting a story rather than just relying upon the author's version is referred to as: Underdog Brand Biography Reader-response theory Anthropomorphism Lifestyle marketing perspective

Reader-response theory

___ summarizes the beliefs a person holds about his own attributes and how he/she evaluates their self on those qualities. Actual Self Self Esteem Self Concept Self Ego

Self Concept

When we act the way we assume others expect us to act we are practicing a ___ . Looking glass self Self image Self-fulfilling prophecy Real Self

Self-fulfilling prophecy

___ is when the person tries to evaluate their appearance by comparing it to the people depicted in these artificial images. Social comparison Self-esteem Real self Ideal self

Social comparison

Which of the below is the best example of how you live out the words spoken in Romans 12:2 "Do not conform to the pattern of this world, but be transformed by the renewing of your mind. Then you will be able to test and approve what God's will is-his good. pleasing and perfect will" Compare myself to others Concern myself with how others perceive me Spend time in His Word striving for what God has planned for me

Spend time in His Word striving for what God has planned for me

If a person's identity is derived in large measure from his or her social group. This is called ___ . The inner self The occupational self The collective self The dynamic self

The collective self

According to the 80/20 rule, only 20 percent of a product's users account for 80 percent of the volume of product a company sells. True False

True

Consumer researchers have adapted some of Sigmund Freud's ideas. In particular, his work highlights the potential importance of ___ that influence(s) our purchases. Rational Thinking Unconscious Motives Conscious Motives Deviant Behaviors

Unconscious Motives

A commercial referring to a brands humble beginnings and how it defied odds to succeed is tapping into the: Reader-response theory Lifestyle marketing perspective Underdog Brand Biography Psychographics

Underdog Brand Biography

The theory of enclothed cognition refers to how people act based on ___ _ What they are wearing How they are standing How high their self-esteem is

What they are wearing

The ideal self is a person's conception of how she ___ . Adapts to play different roles Imagines others think of her Would like to be Realistically thinks she is

Would like to be

In a(n) ___ . consumers participate in the production of the products or services they buy. pop-up store atmospherics activity store sharing site

activity store

Decisions driven by our emotional responses to a product are called ___ . affective habitual cognitive compensatory

affective

A component of the ABC model of attitude is ___ .: behavior affect cognition all of the above

all of the above

Freud's theory of personality includes the: Super-ego Ego Id All of the above

all of the above

Marketers use results from AIO surveys to ___ . Define target markets Position the product better communicate product attributes All of the above

all of the above

Which of the below is NOT an example of the four levels of extended self: Indivdual Family Community All of the above are examples

all of the above are examples

___ is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers. atmospherics pretailing marketing-landscape store image

atmospherics

The functional theory of attitudes was initially developed to explain how __: People identify with products Attitudes facilitate social behaviors Attitudes are learned from family and friends Attitudes change over an individual's lifetime

attitudes facilitate social behaviors

One element in the multi-attribute attitude model is __ _ evaluations salient beliefs scarcity beliefs

beliefs

A customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in __ _ decision making? cognitive limited habitual affective

cognitive

Which of the below are included in the 'three categories' of consumer decision making (select all that apply) cognitive defensive habitual affective

cognitive, habitual, affective

___ refers to a message that compares two or more recognizable brands and weighs them in terms or one or more specific attributes: cognitive dissonance comparative advertising reciprocity self-perception theory

comparative advertising

Psychologist David Katz developed the ___ of attitudes. clinical theory classical theory neo-classical theory functional theory

functional theory

Buying decisions that are made with little or no conscious effort are called ___ . close-minded cognitive inertia habitual

habitual

_____ describes the choices we make with little or not conscious effort behavioral economics prospect theory brand loyalty habitual decision making

habitual decision making

A person's conception of how he/she would like to be is called ___ . Self image Ideal self Self Concept Self esteem

ideal Self

A multi-attribute attitude model specifies the importance of attributes, beliefs. and ___ . action variables motivations recency of events importance weights

importance weights

Anna Jeter has a sudden urge she couldn't resist to buy a new purse; she was engaging in ___ . point of purchase stimuli impulse buying store image none of the above

impulse buying

The ___ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning. Knowledge utilitarian value-expressive ego-defensive

knowledge

___ is the way we assume others expect us to act. Looking glass self Self-fulfilling prophecy Collective self Self-concept

looking glass self

____ describes how people hate to lose things more so than gain things loss aversion prospect theory sunk cost fallacy behavioral economics

loss aversion

The ___ hierarchy of effects assumes the consumer does not initially have a strong preference for one brand over another. Instead. a consumer acts on the basis of limited knowledge and then forms an evaluation only after the product has been purchased or used. Experiential habitual low involvement standard learning

low involvement

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ___ . point of purchase stimuli sales person atmospherics store design

point of purchase stimuli

The first stage in the consumer decision-making process is ___ . information search product choice problem recognition evaluation of alternatives

problem recognition

According to the consumer behavior model presented in the text, the ___ includes the shopping experience, point-of-purchase stimuli, and sales interactions. antecedent state post-purchase process cognitive process purchase environment

purchase environment

____ can be described as impulse buying that increases the likelihood we will continue to buy more at that moment. sequential decision making purchase momentum habituation emotional stimulus

purchase momentum

Tara was shopping for a new pair of shoes for work. The salesperson was very helpful and friendly, bringing Tara some styles she hadn't thought to try on but that she ended up really liking. Noticing Tara's University of Wisconsin tee-shirt, the salesperson said that she was a student there. Tara ended up buying three pairs of shoes rather than the one pair she had planned on. Tara's experience shows the effect of ___ on consumer behavior. atmospherics salesperson retail theming reward power

salesperson

The persuasion tactic that hits on our preference for items that are "limited time offers" is: authority reciprocity scarcity consensus

scarcity

If we have a" _______ • strategy this means that we specify in advance how we want to respond to certain situations self regulatory constructive processing consumer hyperchoice none of the above

self regulatory

If Volkswagen owners see themselves as being more economical and conservative than do owners of the Buick Regal, ___ is probably at work. Self-image congruence model Self-concept Self-image Looking-glass self

self-image congruence model

Select two examples of good characteristics of a message: showing convenience of use graphic displays indirect comparison to other products outdoor setting

showing convenience of use, indirect comparison to other products

A communicator's expertise, objectivity and trustworthiness refer to ___ . corporate social responsibility ethics source credibility expert power

source credibility

the personality of a retail store is also called: store image retail theming store theming store layout

store image

According to a major study of more than 1.000 commercials. the single most important factor in whether a commercial will be persuasive is whether the communication ___ . features a credible spokesperson has sex appeal stressed a unique attribute or benefit of the product provides specific price information

stresses a unique attribute or benefit of the product

______ describes if we've paid for something, more reluctant to waste it sunk cost fallacy loss aversion behavioral economics prospect theory

sunk cost fallacy

Allison Chewie felt she was always pressed for time; she was feeling ___ .purchase pressure time poverty psychological time consumption situation

time poverty

Most Americans will state that they are always rushed tor time even though many people have opportunities tor leisure. This perception is referred to as ___ . time poverty consumer satisfaction psychological time circular time

time poverty

A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is time pressure sales interations product disposal customer satsifaction

time pressure

People renting what they need rather than buying is referred to as collaborative consumption true false

true

The Expectancy Dis-confirmation Model suggests we form beliefs about product performance based on our prior experience with the product or communications about the product that imply a certain level of quality true false

true

Which of the below are examples of 'attitude functions'? Choose all that apply. utilitarian function value-expressive function ego-defensive function demographic function

utilitarian function, value-expressive function, ego-defensive function