Consumer Behavior Exam 2
Freud's theory of personality includes the ________.
-id - ego - super ego
Power posing is an example of which of the following?
Embodied cognition
Negative emotion associated with a desire to reduce the gap between oneself and someone who is superior on some dimension.
Envy
A degree of arousal is called a drive.
TRUE
Abraham Maslow developed the Hierarchy of Needs theory
TRUE
Which of the following is a level of a person's extended self?
- individual level - community level - group level
An individual with a high need for ______ would likely place a premium on products and services that signify success.
Achievement
What type of conflict exists when we desire a goal, but wish to avoid it at the same time?
Approach-Avoidance conflict
___________ are universally recognized ideas and behavioral patterns.
Archetypes
______ refers to a consumer's subjective evaluation of his or her physical self.
Body Image
An individual with the personality trait of extroversion tends to be quiet and reserved.
FALSE
Expectancy theory states our motivation is driven by a need to eliminate an unpleasant state and return to homeostasis.
FALSE
Inertia occurs when a consumer is highly involved in a purchase decision.
FALSE
Karen Horney, a psychotherapist, described people who move toward each other as aggressive.
FALSE
Motivational research is based on the trait theory of personality.
FALSE
Self-esteem refers to the intensity and stability, over time, of a person's self-concept.
FALSE
The superego is also known as the pleasure principle.
FALSE
Sociologists call the process of imagining others' reactions "taking the role of the other" or _______.
Looking-glass self
Whether utilitarian or hedonic, the _______ a need creates determines the urgency the consumer feels to reduce it.
Magnitude of the tension.
When M&M's put consumers' names and faces on their candy, this is an example of __________.
Mass customization
When a need is aroused that the consumer wishes to satisfy, the ________ process has been activated.
Motivation
_________ refers to the processes that lead people to behave as they do.
Motivation
According to Maslow's hierarchy of needs, the lowest order (e.g., most basic) of needs is __________.
Physiological
Summarizes the beliefs a person holds about their own attributes and how they evaluate themself on those qualitites
Self-Concept
When we act the way we assume others expect us to act we are practicing a ______.
Self-fulfilling prophecy
__________ suggests that we choose products when their attributes match some aspect of the self.
Self-image congruence models.
________ refers to symbolic association (e.g.) rich people drink champagne) that we encode at a more abstract level.
Semantic Meaning
If products take on "masculine" and "feminine" attributes, they are said to be __________.
Sex-typed
These are sets of expectation regarding how those of a certain gender should act, dress, or speak
Sex/gender roles
_____ occurs when a person tries to evaluate their appearance by relating it to the people depicted in artificial images.
Social Comparison
Involvement is a person's perceived relevance of the object based on their inherent needs, values, and interests.
TRUE
Susan will most likely have an approach-avoidance conflict when she considers eating fast food and its impact on her diet
TRUE
The degree to which a person is willing to expend energy to reach one goal vs another reflects his/her motivation.
TRUE
The degree to which a person likes to try new things is called innovativeness.
TRUE
The ego is the referee in the fight between temptation and virtue.
TRUE
Goals can be positive or negative. This is an expression of a goal's ________.
Valence
The preference in a culture for a particular model of beauty (or exemplar) is called a(n) __________.
ideal of beauty
A person's conception of how he/she would like to be is called _________.
ideal self
When the ego tries to balance opposing forces, it uses the ________.
reality principle
