Mkt 3411 - Ch.3

A sales manager pays a bonus to new trainees when they develop a good sales prospectus. Later, after the trainees have completed two months of training, the manger pays a bonus only for an actual sale. The manager is applying what process of instrumental conditioning to help the trainees be productive in their sales careers? A) shaping B) extinguishment C) "carrot and stick" reward D) variable-ratio reinforcement

A

Another name for instrumental conditioning is ________ conditioning. A) operant B) neo-classical C) stimulus D) reward

A

As May-Lee considers her purchase of perfume, she shifts back and forth between thinking about claims made by the different brands, remembering ads she has seen, and considering her emotional responses to the various brands. Which of the following processes most accurately describes what May-Lee is going through? A) spreading activation B) advertising decay C) polar parallels D) scalar processing

A

Determining the most effective reinforcement schedule to use with consumers is important to marketers. What type of reinforcement schedule is most likely being used when after a period of time has passed, the first response a consumer makes brings the reward? A) fixed-interval reinforcement B) variable-interval reinforcement C) fixed-ratio reinforcement D) variable-ratio reinforcement

A

Family branding, licensing, and look-alike packaging are all marketing strategies based on ______ A) stimulus generalization B) the spacing effect C) stimulus discrimination D) extinction

A

Melissa knows that when she goes to the dentist she must make an appointment, show up on time, bring proof of insurance, and have her teeth cleaned before any other dental services will be performed. With respect to her visit to the dentist, Melissa has learned a schema known as a ________. A) service script B) punishment avoidance technique C) competitive distinction process D) maturation process

A

People tend to give "yes" responses to questions, regardless of what they are asked. This is an example of ________. A) response bias B) elaborative rehearsal C) salience D) nostalgia

A

Scott thought of himself as a very successful marketer. He created a campaign with a product logo that was very popular and that customers associated with a quality product. It was so popular that in a few months, the logo began to appear almost everywhere. Instead of increasing sales of the product, the customer demand began to decrease as competitors' products became more successful. What characteristic of learning was ruining Scott's apparent success? A) Too much repetition was decreasing the strength of the CS, thus leading to extinction of the learned relationship between the logo, the quality of the product, and the association with Scott's company. B) Customers confused Scott's logo with the logo of Scott's competitors, thus cognitive learning was incomplete and Scott lost customers. C) The logo produced only a fixed-ratio schedule of reinforcement that did not sustain sales, while Scott's competitor used a variable-ratio schedule. D) Over time the logo became boring, and customers punished Scott's company by buying competitors' products as a type of revenge for their boredom.

A

Which form of learning listed below assumes that learning takes place as the result of responses to external events? A) behavioral learning B) cognitive learning C) incidental learning D) Gestalt learning

A

Which of the following has occurred when a stimulus is able to evoke a weakened response years after the stimulus was first perceived? A) spontaneous recovery B) scripting C) reverse extinction D) attentional gate

A

Within a knowledge structure, which of the following is the LEAST complex knowledge unit? A) meaning B) proposition C) schema D) script

A

________ involves a process of acquiring information and storing it over time so that it will be available when needed. A) Memory B) Recognition C) Comprehension D) Attention

A

________ learning occurs when people watch the actions of others and note the reinforcements they receive for their behaviors. A) Observational B) Encoding C) Retrieval D) Masked

A

A woman no longer receives compliments on the perfume that she wears. In learning terms, the stimulus-response connection has weakened. Which of the following processes explains what has occurred to the woman in the example? A) negative reinforcement B) extinction C) punishment stimulation D) coercion

B

According to the definition of learning, how could a researcher ever show that cognitive learning had taken place in a subject? A) only by asking the subject if he or she had learned something B) by measuring a behavioral change that could directly be tied to a previous experience C) by measuring the brainwave pattern of the subject D) by relying upon an intuitive feel for the amount of learning the subject had experienced

B

Almost any technique that increases the novelty of a stimulus also improves recall of the stimulus. This result is called the ________. A) evoked set B) von Restorff Effect C) spacing effect D) halo effect

B

Behavioral learning theorists do not focus on internal thought processes; rather, they look to external evidence to study learning. What aspects of the environment are of most concern to behaviorists in studying learning? A) energy and work B) stimulus and response C) thought and memory D) sensation and perception

B

Clearly, forgetting is a big problem for marketers with respect to messages and communications sent to consumers. Memories of products are often replaced (forgotten) as we learn additional information. This displacement of information is called ________. A) the cueing effect B) interference C) brain cell decay D) recall adjustment

B

Herbal companies traditionally sold their products in cylinder-shaped plastic containers that were very characteristic of the herbal market. One company broke with tradition and began to sell its herbal products in bottles that appeared to be straight from the pharmacy's shelf. They were rectangular with white labels that looked very professional and very serious. Sales went through the roof. What form of stimulus generalization seems to be working for the herbal company? A) masked branding B) halo effect C) continual reinforcement D) shaping

B

If a woman gets compliments after wearing Obsession perfume, she is more likely to keep buying the product and wearing it. What type of instrumental conditioning has occurred in the situation? A) neutral reinforcement B) positive reinforcement C) negative reinforcement D) symbolic reinforcement

B

In a typical ________ test, subjects are shown ads one at a time and asked if they have seen them before. A) recall B) recognition C) chunking D) salience

B

John wants to teach his dog to do tricks such as "sit up," "roll over," and "fetch a stick." By systematically rewarding his dog for responding in the correct way, John is able to accomplish great progress over a 30-day period. John was able to teach his dog using which of the following learning processes? A) classical conditioning B) instrumental conditioning C) stimulation conditioning D) extinction conditioning

B

The researcher and theorist most associated with instrumental conditioning is ________. A) Pavlov B) Skinner C) Keller D) Werner

B

Which type of reinforcement best characterizes what an individual experiences while fishing? A) fixed-interval reinforcement B) variable-interval reinforcement C) fixed-ratio reinforcement D) mixed-ratio reinforcement

B

________ memories relate to events that are personally relevant; therefore, a person's motivation to retain these memories will likely be strong. A) Sensory B) Episodic C) Primary D) Elaborative

B

________ memory permits temporary storage of information we receive from our senses. A) Short-term B) Sensory C) Cognitive D) Working

B

________ was first demonstrated by experiments performed on dogs by Ivan Pavlov, a Russian physiologist doing research on digestion in animals. A) Instrumental conditioning B) Classical conditioning C) Rejection conditioning D) Extinction conditioning

B

According to the information processing-approach to studying the memory process, information enters in a way the system will recognize in the ________ stage. A) storage B) retrieval C) encoding D) decoding

C

According to the theory of classical conditioning, ________ should be encouraged when marketing an old, established product. A) stimulus generalization B) look-alike packaging C) stimulus discrimination D) extinction

C

Classical conditioning takes place when a ________ is continuously matched with a ________. A) conditioned stimulus; conditioned response B) unconditioned response; conditioned response C) conditioned stimulus; unconditioned stimulus D) unconditioned stimulus; unconditioned response

C

Erika landed a job as an analyst for a small marketing research firm whose task was to observe and probe patient behaviors at a small Midwestern clinic. In her study, she noticed that many of the patients had a tendency to underestimate the time since their last doctor visit. The memory lapse she observed was due to a memory problem called ________. A) omitting B) averaging C) telescoping D) normalizing

C

In instrumental conditioning, what is the distinction between negative reinforcement and punishment? A) There is no difference. They are two words for the same thing. B) Negative reinforcement can occur when a stimulus is positive, and punishment occurs when a stimulus is painful. C) Negative reinforcement occurs when a negative outcome is avoided, while punishment is a negative outcome in response to an action. D) Negative reinforcement creates a preference for negative results, while punishment teaches people to avoid negative results.

C

Many marketers use "the good old days" as a common theme in promotional messages. This is a strategy of focusing on ________. A) retro-interference B) the halo effect C) nostalgia D) memory spikes

C

Much learning takes effort and time, but some learning is so casual as to be unintentional. This type of learning is referred to as ________ learning. A) stage one B) subliminal C) incidental D) evoked

C

On her first visit to China, Jane did not know how to pay for the produce she had selected at a market. She watched several Chinese women pay for their selections and then Jane copied their behavior. This is an example of a practice known as ________. A) motivated learning B) retrieval learning C) modeling D) global conditioning

C

Sam Bolton hums the Purina Cat Chow jingle as he drives down the expressway. A thought suddenly occurs to Sam: "Why am I humming this stupid jingle? I don't buy this stuff. In fact, I don't even have a cat." Sam knows this jingle through ________. A) memory cycling B) reinforcement modeling C) incidental learning D) learning through experimentation

C

Stimulus generalization refers to ________. A) the tendency for stimuli to be similar in nature B) the fact that most conditioned stimuli are similar to unconditioned stimuli C) the tendency of stimuli similar to a conditioned stimulus (CS) to evoke similar, conditioned responses D) the tendency for extinction to occur when an unconditioned stimulus does not follow a stimulus similar to a conditioned stimulus

C

Susan Saurage picks and runs her focus groups carefully. She wants to make sure that each focus group member provides meaningful information for her research purpose. As she is examining potential focus group candidates, she notices that three men and two women seem to provide "yes" answers regardless of what she asks them. They seem to want to be on the focus group very badly and appear eager to be "good subjects." If Susan follows prudent testing methodology, she should reject these test subjects in order to avoid the possibility of which of the following biases? A) neophyte bias B) order bias C) response bias D) affinity bonding bias

C

What type of learning theory emphasizes that people are problem solvers who actively use information from the world around them to master their environment? A) instrumental conditioning B) classical conditioning C) cognitive learning D) operant conditioning

C

With respect to pictorial versus verbal cues, is one picture worth a thousand words? What does available data tell us? A) Verbal and pictorial cues are basically equal. B) Verbal cues are stronger over time. C) We are more likely to recognize information presented in picture form at a later time. D) No conclusions can be drawn with respect to this issue.

C

A customer who learns that two products are different even though the packages of both products look similar has learned ________. A) masked branding B) brand equity C) stimulus generalization D) stimulus discrimination

D

A department store decides to use "secret shoppers" at unannounced times to test for service quality among its personnel. Store personnel are rewarded for excellent service attitudes. Which of the following reinforcement schedules would most likely apply in this situation? A) fixed-ratio reinforcement B) fixed-interval reinforcement C) variable-ratio reinforcement D) variable-interval reinforcement

D

Claudia Norman was a marketing consultant. She recommended that brand equity for a new environmentally-friendly product could be established by giving her initial customers free memberships in the Green Peace organization. Claudia used which of the following in her recommendation? A) promotional conditioning B) emotional learning C) classical conditioning D) instrumental conditioning

D

Frank is sitting in his Psychology 101 class listening to his professor attempt to explain the "black box" process and its connection with learning. He suddenly smells the aroma of fresh cinnamon rolls and his mouth begins to water. He looks around and sees a student in the last row bite into a big, juicy roll. "I wish I were sitting next to him," Frank thinks, "because I know I could steal a bite." What Frank just went through in class was similar to the "black box" process being described by his professor. This process is most closely associated with which of the following learning methods? A) incidental learning B) Gestalt learning C) cognitive learning D) behavioral learning

D

If a conditioned stimulus is only occasionally matched with an unconditioned stimulus, the association between the two will become weakened. This is called ________. A) unlearning B) interference C) the spacing effect D) extinction

D

It's time for the Christmas shopping list thought Martha's mother, so she asked Martha for a quick list of her favorite perfumes. As a consumer, Martha gives her mother six names that were all her "favorite." This group constitutes Martha's ________ for perfume. A) position set B) emotional set C) rational set D) evoked set

D

Recently, Miller Brewing Co. wanted to try a new approach to reach consumers who had previously been uninterested in Miller products. It created a dummy company called Plank Road Brewery when it launched its Icehouse and Red Dog beers. Consumers who purchased these products never knew that they were really part of Miller's product line. This strategy is called ________ branding. A) dual B) piggyback C) deceptive D) masked

D

Samantha is passing down the cereal aisle when she spots a box of Life cereal featuring "Mikey" on box front. She remembers the taste of the cereal and how much fun she had talking to "Mikey" while she ate her cereal. She buys a box and leaves the cereal aisle without examining any other cereal products. What aspect of the retrieval process did Samantha use in her product search process? A) salience B) the von Restoff effect C) pictorial processing D) state-dependent retrieval

D

The ________ refers to the tendency people have to react to stimuli similar to an original stimulus in a classical conditioning situation in much the same way they responded to the original stimulus. A) masking illusion B) competitive blurring C) cueing effect D) halo effect

D

The popular marketing technique known as ________ marketing applies the principles of instrumental conditioning by reinforcing regular purchases; consumers are given rewards with values that increase along with the amount purchased. A) rebate B) discount C) reward D) frequency

D

What mechanism is used when a consumer learns to perform responses that produce positive outcomes? A) extinction B) punishment C) negative reinforcement D) positive reinforcement

D

_______ refers to a relatively permanent change in behavior that is caused by experience. A) Adjustment B) Shaping C) Reinforcement D) Learning

D