367 test 2

Beatrice is from an elite and sophisticated family. Both her parents are investment bankers and are highly respected in their social circle. Beatrice would like to get her hair streaked purple and also get an eyebrow stud. She decides instead to behave in a sophisticated manner like her parents as she does not want to embarrass them in any way. In the given scenario, Beatrice's behavior is influenced by her ____.

- not alter ego, either superego, ideal self or actual self

After the purchase of a new car, Samantha continues to wonder if she made a good decision. A few days after she had bought the car, the salesperson follows up with a call and lets her know that the purchase also includes a free quarterly oil change and a yearly check. What is likely to increase for Samantha now that she has received these unexpected extra services (free of charge)?

- not emotional intelligence - either emotional communication, contagion, involvement

Brenda is a video gamer who often plays interactive games with other skillful gamers for long periods of time. Which concept might be a factor when Brenda purchases a new video game?

- not personology - either self-congruency, promotional strategy, materialism

Which of the following is true about consumer moods?

A consumer's mood can serve as a type of frame that can transfer into product value judgments.

Pratik is highly involved in the family car purchase. He does extensive research, looks at online reviews, and asks the opinions of both friends and work colleagues. Given Pratik's high level of involvement in this decision making, what is he likely to do?

Achieve relatively high value

_____ is the effort put forth by employees in carefully managing their appearance as a requisite for performing their job well.

Aesthetic labor

_____ refers to the extent to which a company actively monitors its customers' evaluations of objects, products, services, issues, or people over time.

Attitude tracking

Which of the following statements is true of attitudes?

Attitudes and value are closely related.

Ayano owns a Honda Civic that is seven years old. She owned her previous Honda Civic for nine years. Ayano believes the Honda Civic is reliable, fuel-efficient, and an overall good value. She's rarely had any maintenance problems with either of her cars. Ayano is in the market for a new car and will once again purchase a Honda Civic. In this scenario, which of the following concepts explains the consumer-brand relationship?

Brand partner quality

Which of the following is true under the concept of the self-congruency theory?

Brands become vehicles for self-expression.

Which of the following is true of the symbolic interactionism perspective?

Consumers agree on the shared meaning of products and symbols.

In the context of the peripheral route to persuasion, which of the following statements is true?

Consumers are unlikely to develop cognitive responses to a message.

Which of the following statements is true about high emotional intelligence (EI)?

Consumers with high EI exhibit better self-control.

Which of the following models illustrates how attitudes are changed based on differing levels of consumer involvement?

Elaboration likelihood model

_____ refers to relatively superior recall for information presented with mild affective content compared to similar information presented in an affectively neutral way.

Emotional effect on memory

Luis, a realtor, works with potential homeowners and sellers to understand their lifestyle, family situation, location, and home requirements, along with their budget and many other factors that drive preferences and customer satisfaction. Luis asks several questions to get to know the family situation and build a stronger working relationship. This ability to understand specific circumstance and preferences reflects what on Luis's part?

Emotional intelligence

_____ increases when a consumer receives something extra with products purchased.

Emotional involvement

Ashley has been collecting vintage silverware for a decade. She is an active member of many silverware collectors' forums, and in search of unique pieces, she regularly attends estate sales held across various states. In the given scenario, Ashley exhibits what type of involvement?

Enduring

John and Leah are good friends, and both take tennis lessons from the same instructor. John feels that his game is as good as Leah's. However, the instructor offers Leah more opportunities to play at competitive tournaments. John finds this unfair, and he feels jealous of Leah and angry with the instructor. In the context of cognitive appraisal theory, John has made what type of appraisal?

Equity

The advertisement for a new luxury automobile shows a man working out in his large home gym. Then it cuts to the same man getting ready for work by putting on a designer suit and Rolex watch. Finally, it shows the man dining at an upscale restaurant. When he leaves the restaurant, he gets into his new luxury car. Which of the following self-concepts is this advertisement trying to appeal to?

Extended self

Marketers for a laundry detergent brand aim to understand specific traits and behaviors of individuals to develop an engaging marketing message. What concept should the marketers use to capture insightful individual consumer data?

Idiographic perspective

Which of the following best describes consumers who are experiencing self-conscious emotions?

If they mistreat a service provider, they may recommend the service provider to others as a way to counterbalance their behaviors

Which of the following is not one of the five dominant traits found in human personality, according to the five-factor model?

Innovativeness

Which of the following is a characteristic of the idiographic perspective?

It focuses on the total person and the uniqueness of his or her psychological makeup.

Which of the following statements is true of the lifestyle analysis technique known as PRIZM?

It is used to identify commonalities in consumption patterns of households in various regions.

Which of the following is a characteristic of personality?

Its traits are relatively stable and interact with situations to influence behavior.

Mariana decides to enhance her wardrobe by purchasing a fashionable clothing item. Identify the situation that indicates the impact of self-esteem on her consumer buying behavior.

Mariana feels good about herself, including how she looks, when wearing the clothing item purchased.

Which of the following theories describes consumers as addressing a finite set of prioritized requirements?

Maslow's hierarchy of needs theory

Denise and Samir both have high-paying jobs and live in a gated community. Denise drives a Lexus automobile, and Samir drives a BMW. After their neighbor recently purchased a boat, Denise and Samir also purchased one. When asked to participate in a charity event, Denise and Samir declined to do so and decided to take a vacation instead. In the given scenario, Denise and Samir illustrate which of the following consumer traits?

Materialism

Mathias, a college student, is particularly fond of burritos. When he was young, his mother used to prepare them on special occasions. Whenever he eats them now, he is reminded of his mother. What capacity is Mathias exhibiting?

Mood-congruent recall

Greta's friends have told her about a new brand of cosmetics. She begins to pay attention to advertising, sees displays in the retail store, does some online shopping, and receives related social media information on her smartphone. Greta's viewing related information through these multiple channels is an example of what?

Omnichannel

Pieter's, a chain of supermarkets, hires consumer analysts to analyze consumer lifestyles in a neighborhood where it plans to open a new store. This will help the store understand the lifestyles of potential customers and target them effectively. In the given scenario, which of the following would the analysts find most useful?

PRIZM technique

_____ is a self-report measure that asks respondents to rate feelings using semantic differential items.

Pleasure-arousal-dominance

Chas is head of the marketing research department and is evaluating a set of possible advertising campaigns the product manager is considering. Part of the assessment is to determine how respondents self-report the extent to which they feel about many emotional adjectives (e.g., happy, sad, fearful, excited, and others). Chas is employing what approach in this scenario?

Positive-affect-negative-affect scale

Which of the following is an example of organizational identification?

Ruth is a big football fan of her alma mater and goes to several of their games each year.

_____ refers to emotions that become stored as part of the meaning for a category.

Schema-based affect

Marissa's kitchen sink gets clogged very frequently. She asks her friends for suggestions to solve the problem. Her friends suggest an expensive but long-term solution—a garbage disposal unit that can be installed under the sink. She then does an online search to learn more about the different types of disposal units. Marissa's interest in the disposal unit is an example of what type of involvement?

Situational

Janine is a frank and honest person who speaks her mind. However, she feels that people perceive her to be rude and blunt. It saddens her that people do not understand that she is just being truthful. Which of the following self-concepts is the cause of Janine's sadness?

Social self

How has interactive communications, such as websites and blogs, changed the communication model?

The flow of information uses a many-to-many approach.

Sophia loves socializing and getting together with her friends. She knows she's considered by her friends to be the one who organizes and plans any events, a role she takes great pride in. She wants to set up a dinner out for the group. She is looking to select a restaurant that everyone will like, a place that is convenient, and menu options that offer a wide array of choices for the entire group. What is motivating Sophia?

The opportunity to connect with her friends and feel good about the restaurant choice

In the context of the attitude-toward-the-object (ATO) model, which of the following statements is true?

The strength of the belief that a certain object has an attribute can help predict a consumer's attitude.

Which of the following drives consumers to acquire products that they can use to accomplish things?

Utilitarian motivation

Elaina has recently been promoted, and she is very happy with the trajectory of her career. She wants to celebrate her joy by buying a new cell phone. She has been loyal to a particular brand of cell phones, but on an impulse, she decides to try out a newly launched brand. Elaina's decision is an example of _____.

a mood-congruent judgment

The Robins are a family of four. Benjamin Robins is a real estate agent, and his wife is a professor. Both of them are religious, ambitious, and hardworking people. They try to instill the same values in their two children. The family usually likes to watch movies, go sailing, or take a long drive in their Audi on weekends. According to the Values and Lifestyles (VALS) segments, the Robins can be categorized as _____.

achievers

When consumers are highly involved, there is a greater chance of _____.

achieving relatively high value

According to the ABC approach to attitudes, which of the following is a component of attitude?

affect

Hennigan's is a department store. The management wants to analyze the consumer market to be able to change the store's image and attract more customers. Its analysis reveals that the ideal group to target would be the baby boomers due to the group's size and spending power. It wants to evaluate the traits of the group to be able to target them effectively. In the given scenario, which of the following demographic variables is being analyzed by the management of Hennigan's?

age

In the context of cognitive appraisal theory, an _____ reviews responsibility for events and can evoke consequential emotions like gratefulness, frustration, guilt, or sadness.

agency appraisal

Consumer lifestyles _____.

are useful in identifying viable market segments

The theory of planned action includes a perceived control component that _____.

assesses the difficulty faced by consumers in performing a behavior and the extent to which consumers perceive that they are in control of the product selection

In the context of measuring emotion, _____ is a situation wherein if one feels joyful, he or she cannot also experience sadness.

bipolar

The Starbucks' brand can be described as outgoing, youthful, personable, and friendly. These traits are important to the company's messaging and overall success and recognition. By promoting these traits, Starbucks is using _____ to help differentiate its products.

brand personality

In the context of measuring emotion, autonomic emotion measures _____.

can record neurological brain activity

_____ refer specifically to information found in a message pertaining to a particular product, its attributes, its advantages, or the consequences of its use.

central cues

The ATO approach is known as a(n) _____, wherein attitudes are formed holistically across a number of attributes, with poor ratings on one attribute being offset by higher ratings on another attribute.

compensatory model

The term _____ refers to the general feelings a consumer has about a particular product or activity expressed as tone or liking.

consumer affect

In the high-involvement hierarchy, _____.

consumer beliefs about products are formed first

Regulatory focus theory puts forward the notion that _____.

consumers orient their behavior either through a prevention focus or promotion focus

Pavani and her friends like to frequent the nearby outlet mall to browse a particular high-end accessory shop. Pavani purchases a purse from the store she knows is well beyond her budget and not a good deal. But she is eager to portray herself in front of her friends as having style and money to spare. This scenario exemplifies which function of attitudes?

ego-defensive

In the context of consumer traits, materialism refers to the _____.

extent to which physical goods and possessions are important in a consumer's life

During the motivational research era, the researchers in the field of consumer research _____.

focused heavily on psychoanalytic approaches

Which of the following traits contradicts the dimensions of materialism?

frugality

Rosa has been training for a half-marathon for more than six months. She has improved her time and overall confidence in the past month and is looking forward to the reward of finishing the race and achieving her goal. Her drive to experience something personally gratifying is an example of _____.

hedonic motivation

The approach to personality that assumes personality traits exist at varying levels of abstraction (some are specific and others are broad) is known as the _____.

hierarchical approaches to personality

The _____ suggests that affect, behavior, and cognitions form in a sequential order.

hierarchy of effects approach

Tanisha felt thirsty and hot after a long walk on the beach on a sunny day. She got a lemonade to cool herself. This is an example of _____.

homeostasis

A consumer's _____ focuses on hedonic value.

id

The _____ represents the image that a consumer would like others to have about him or her.

ideal social self

Which of the following is a primary motivation for consumers as classified by the Values and Lifestyles (VALS) approach to lifestyle segmentation?

ideals

A(n) _____ is a description of how each consumer varies according to specific trait patterns of behavior.

individual difference variable

Jennifer works at Hazel Hotel Inc. as a client executive. Her job requires her to remain calm and mask her emotions while interacting with clients in order to appear pleasant in her demeanor. In the given scenario, Jennifer's job stresses emotional _____.

labor

When _____ are made, consumers often have some basic beliefs about products without necessarily having strong feelings toward them.

low-involvement purchases

The _____ states that a feature possessed by a source, such as a spokesperson, is most effective when it is paired with relevant products.

matchup hypothesis

Body piercings and tattoos are _____.

methods of promoting one's self-concept

The _____ focuses on particular variables, or traits, that exist across a number of consumers.

nomothetic perspective

Alana just graduated from college and must begin paying off her student loan. She also has a credit card that currently has a low balance. Until she finds a better job, Alana is working as a server at a local restaurant. She and a friend are moving into an apartment together and need to furnish it. Alana goes shopping for a low-priced TV for her bedroom, but when she spots the larger 60-inch Smart HDTV, she can't resist and buys it using her credit card. In the given scenario, Alana's behavior is influenced by her _____.

not ego - either self-concept, id or innovativeness

Dora is studying graphic design at her local university. She often creates illustrations for the university newsletter. Her computer is an important tool in creating her designs. When she learns about new technology that enhances graphic applications, she's always first in line to buy it. In the given scenario, Dora illustrates the FFM trait of _____.

opens to experience

Kenneth is a loyal customer of a local designer boutique. He believes the boutique's clothes are made of premium fabric and that they are fashionable. He feels he looks good when he wears its clothes and so spends a substantial amount of money to buy all his clothes from the boutique. Which of the following is illustrated in the given scenario?

organizational identification

According to Maslow's hierarchy of needs theory, the most basic needs are the _____.

physiological needs

ADC Inc. claims that its antivirus software helps block all computer viruses. This implies that ADC Inc. appeals more to consumers with a _____ focus.

prevention

The term _____ refers to the way consumer lifestyles are measured.

psychographics

In the context of Freud's psychoanalytic approach to personality, the ego works largely in accordance with the _____.

reality principle

Alex, a marketer, asks an advertising agency to place an important piece of information toward the end of an advertisement in order to increase consumers' recall of the advertisement. In the given scenario, Alex wants to create what type of effect in the advertisement?

recency

Source effects _____.

refer to the characteristics of the person delivering a message that influence persuasion

Marketers use the self-congruency theory by _____.

segmenting groups of consumers who identify highly with product-user image

Hector has worked as a sales associate at an electronics store for two years. Although the job can be difficult at times, Hector views the challenges as learning opportunities. Whenever his manager gives him feedback, Hector is able to handle the criticism without taking it personally. An assistant manager position has opened up, and Hector has decided to apply for it. He likes to try new things and believes his skills would be valuable in the new position. Which of the following concepts is demonstrated in this scenario?

self-esteem

_____ involves using programs to search social networking sites to try to match sentences or phrases to consumer feelings.

sentiment analysis

The knowledge function of attitudes enables consumers to _____.

simplify decision-making processes

Cody often opts to stay at the quite budget-friendly No-Frills Hotel chain when he travels. He feels strongly that all those extra amenities such as continental breakfast, complementary coffee in the room, and a morning newspaper outside the door are not necessary and would drive the price point up beyond what he is willing to pay. But No-Frills recently remodeled, and its signage touts a new fitness room, 24/7 complementary coffee and tea, and prepackaged breakfast pastries, yet no increase in rates. Cody continues to book rooms there since the price is unchanged though he still finds the additional amenities unnecessary. Cody's reception to this change represents what type of theory?

social judgement

The _____ proposes that consumers compare incoming information to their existing attitudes about a particular object or issue.

social judgment theory

A(n) _____ refers to an extremely high emotional involvement in which a consumer is engrossed in an activity.

state of flow

Sigmund Freud's psychoanalytic approach to personality _____.

suggests personality results from a struggle between inner motives and societal pressures to follow rules and expectations

In the context of the ABC approach to attitudes, cognition refers to _____.

the beliefs that a consumer has about an object

Consumer identification is strengthened when _____.

there is congruency between a consumer's values and the values of a brand

Consumers who form close associations with organizations prove to be beneficial to those organizations because _____.

they are loyal to the brand

Amira is considered to be a very mature person by her family and friends. She graduated top of her class and is a successful investment banker. She is a well-organized person and prefers to spend her money wisely, not extravagantly. According to the Values and Lifestyles (VALS) segments, Amira can be classified as a(n) _____.

thinker

Amel lives in a farming community. She works as a cashier in a supermarket, and she tries to instill the values of hard work, perseverance, and frugality in her children. In a recent study conducted on consumer behavior in her neighborhood, it was found that there was a significantly similar pattern in Amel's values and that of all the households. The community believed in spending only on necessities and not on extravagant purchases. In the given scenario, the community's values can be described as a(n) _____ that affects consumer behavior.

trait

The _____ of attitudes is based on the concept of reward and punishment.

utilitarian function

Juan is an enthusiastic biker and loves racing. He wants to purchase a new pair of biking boots for additional safety and to enhance his biker look. He compares the specifications, price, and durability of four brands. The pair of boots that he finally selects completely satisfies him in terms of the time and money invested and how it perfects his look. In the given scenario, Juan illustrates the consumer trait of being _____.

value conscious

Emotions create _____, meaning that certain feeling states coincide with certain behaviors in a very direct way.

visceral responses