Consumer Behavior- Exam 1

A retailer decides to reduce the price of a sport coat that normally costs $98. The reduction in price is $3. The storeowner believes that the reduction will catch the eye of the value shopper. If the sport coat does not sell, the retailer might wish to consider which of the following before making another price change? A. Weber's law B. Subliminal perception C. The figure-ground principle D. The golden triangle

A

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

A

Companies that think carefully about the impact of sensations on product experiences are practicing ________. A. sensory marketing B. hedonic consumption C. need marketing D. want marketing

A

During ________, one consumer exchanges something she owns with someone else for something the other person owns. A. lateral cycling B. disposal casting C. freegan sharing D. divestment

A

People who suffer from compulsive consumption are most likely referred to as ________. A. shopaholics B. shallow C. bankrupt D. materialistic

A

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

A

When Sophie hums a McDonald's jingle, it is an example of ________. A. incidental learning B. consumer attention C. behavior D. brain worm

A

When a stimulus comes within the range of someone's sensory receptor, a(n) ________ occurs. A. exposure B. just noticeable difference (j.n.d.) C. retention D. subliminal suggestion

A

________ is when the person tries to evaluate their appearance by comparing it to the people they see depicted in advertising. A. Social comparison B. Real self C. Self-esteem D. Ideal self

A

________ is where a person derives his or her identity in large measure from a social group. A. Collective self B. Nano frame C. Micro frame D. Looking-glass sel

A

________ refer(s) to the processes that lead people to behave as they do. A. Motivation B. Directing C. Goals D. Cues

A

A ________ creates a state of tension that drives consumers to attempt to reduce or eliminate. A. demand B. need C. response D. want

B

A person's physical appearance is large part of his or her ________. A. group status B. self-concept C. inner pattern D. cultural right

B

A religious person who has taken a vow of celibacy would not necessarily agree that physiological needs must be satisfied before self-actualization needs are addressed. What does this example say about Maslow's hierarchy of needs? A. The theory is wrong. B. The hierarchy is often culture-bound. C. The theory is accurate for higher needs, but doesn't seem to account well for more basic needs. D. Psychogenic needs overwhelm biogenic needs.

B

A transaction in which two or more organizations or people give and receive something of value is called ________. A. consumer perspective B. exchange C. buyer behavior D. perception

B

A(n) ________ is a particular model, or exemplar, of physical appearance. A. self-concept B. ideal of beauty C. cathexis D. ideal self

B

According to information presented in the chapter, the implication of Maslow's hierarchy of needs is that ________. A. advertisers who appeal to the need for achievement before other needs are more successful B. one must first satisfy basic needs before moving to higher order needs C. the need for power is one of the most fundamental needs D. most needs are about equal for the average person

B

According to the basic marketing concept, a firm exists to ________. A. influence popular culture B. satisfy needs C. dominate market share D. nurture relationships

B

Advertisements reminding people to stay focused while driving and to avoid texting while driving are examples of ________. A. services marketing B. social marketing C. social media marketing D. public service marketing

B

Because the brain's capacity to process information is limited, consumers are very selective about what they pay attention to and tend to select stimuli that relate to their current needs. This type of perceptual filter is called ________. A. subliminal perception B. perceptual vigilance C. perceptual defense D. adaptation

B

If Chen Ho follows a Confucian perspective and dresses according to accepted rules of the group (where others' perceptions of the self and maintaining one's desired status in their eyes is important), then he is recognizing the importance of ________. A. conformity B. "face" C. politeness D. force and will

B

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. In this example, Jane used ________. A. shaping B. modeling C. stimulus discrimination D. stimulus generalization

B

Rudi Gonzalez sees himself as being handsome rather than intellectual. Which of the following self-concept dimensions best applies to Rudi's view of himself? A. Positivity B. Content C. Intensity D. Stability over time

B

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. A. environmental marketing B. corporate social responsibility C. correction marketing D. ethical marketing requirements

B

Walmart tracks the habits of the 100 million customers who visit it stores each week and responds with products and services directed toward those customers' needs based on the information collected. This is an example of ________ marketing. A. relationship B. database C. consumer-generated D. undifferentiated

B

Which of the following is NOT a stage of the consumption process? A. Purchase B. Desire C. Post-purchase D. Pre-purchase

B

Which of the following values is most associated with materialists? A. Frugality B. Status C. Loyalty D. Honesty

B

________ learning occurs when an individual watches the actions of others and notes the reinforcements they receive for their behaviors. A. Halo effect B. Observational C. Classical D. Reinforced

B

As May-Lee considers her purchase of shoes, she shifts back and forth between thinking about claims made by different brands, remembering what she has seen, and considering her emotional responses to various brands. Which term describes what May-Lee is doing? A. Chunking B. Advertising decay C. Spreading activation D. Scalar processing

C

As manufacturing costs decrease and the amount of products that people accumulate goes up, consumers increasingly want to buy things that will provide ________ value. A. Gestalt B. referent C. hedonic D. embedded

C

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

C

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 the room 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 more closely associated with which of the following learning methods? A. Cognitive learning B. Incidental learning C. Behavioral learning D. Gestalt learning

C

Joe was told by his mother that he needed to get a gift for his aunt's birthday. He had only met his aunt once before and hardly knew her. Joe was walking through a mall and saw a candy specialty store. He entered and looked at the selection without much interest. He was about to select a box of chocolates for his aunt simply because it was cheap when he remembered that his new girlfriend Julie loved chocolate. Joe really liked Julie. He began to inspect each box of chocolates carefully, trying to find evidence of quality. Which type of involvement explains Joe's change of behavior? A. Message involvement B. Product involvement C. Price involvement D. Purchase situation involvement

C

When Coke weaves a sound into a piece of music, the advertisement is using ________. A. sound watermarking B. sound marketing C. audio watermarking D. music marketing

C

When companies make false claims about how environmentally friendly their products are, ________ has occurred. A. phishing B. deceptive advertising C. greenwashing D. eco-lying

C

Which of the following was first demonstrated by Ivan Pavlov? A. Behavioral conditioning B. Instrumental conditioning C. Classical conditioning D. Psychological conditioning

C

Which term refers to the process by which the way a word sounds influences the listener's assumptions about what the word describes? A. The principle of similarity B. Semiotics C. Sound symbolism D. Audio watermarking

C

________ are statistics that measure observable aspects of population. A. Lifestyles B. Psychographics C. Demographics D. None of the above

C

A consumer wearing a temporary tattoo of a company's brand logo is an example of ________. A. an extended self B. compensatory consumption C. market targeting D. identity marketing

D

According to the exposure factor leading to adaptation, frequently encountered stimuli ________ as the rate of exposure increases. A. overload B. adapt C. prime D. habituate

D

According to the sociological tradition of ________, relationships with other people play a large part in forming the self. A. self-completion theory B. body cathexis C. symbolic interactionism D. self-image congruence

D

An individual with a high need for ________ would be most likely to place a premium on products and services that signify success. A. affiliation B. control C. uniqueness D. achievement

D

Both Eastern and Western cultures see the self as divided into a(n) ________. A. single, extended, and group self B. single, group, and dynamic self C. relational, occupational, and religious self D. inner, private self, and an outer, public self

D

Mary Chen is torn between going home for the holidays to visit her parents in China or going on a skiing trip with friends from college. Mary would love to be able to do both. Which of the following motivational conflicts will Mary most likely experience as she makes her decision? A. An orientation conflict B. An avoidance-avoidance conflict C. An approach-avoidance conflict D. An approach-approach conflict

D

Person, object, and situational factors are the three types of influences that determine a person's level of ________. A. values B. enculturation C. needs D. involvement

D

Sally always buys Coca-Cola out of habit, which is an example of ________. A. routine buying B. flow state C. low passion D. inertia

D

Scams where people receive fraudulent emails that ask them to supply account information are called ________. A. fraud B. junk mail C. spam D. phishing

D

The growth of the Internet has created ________. A. segmentation strategies B. behavioral processes C. mass cultures D. consumption communities

D

The process of acquiring information and storing it over time is called ________. A. storage B. encoding C. retrieval D. memory

D

The sociological perspective of ________ takes the view that much of consumer behavior resembles actions in a play. A. pastiche B. interpretivism C. psychographics D. role theory

D

Tiny figures that are inserted in a picture used in a magazine advertisement are called ________. A. novelties B. attention images C. hidden images D. embeds

D

What type of conflict exists when we desire a goal but wish to avoid it at the same time? A. Approach-approach conflict B. Direction-valence conflict C. Avoidance-avoidance conflict D. Approach-avoidance conflict

D

When a person buys a product for emotional reasons, the need is ________. A. functional B. utilitarian C. interdependent D. hedonic

D

Which of the following explains why people decorate or mutilate their bodies? A. To place a person in a gender category B. To enhance social role identification C. To separate group members from nonmembers D. All of the above

D

Which of the following is associated with compulsive consumption? A. Intelligence B. Happiness C. Income D. Anxiety

D

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? A. Lifestyle marketing B. Role theory C. Marketing research D. Consumer behavior

D

Why do all consumers sometimes replace a product that still functions? A. Change in the environment B. Change in the person's role C. Desire for new features D. All of the above

D

________ is a physiological or psychological dependency on product services. A. Materialism B. Consumer terrorism C. Consumerism D. Consumer addiction

D

________ 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. A. Value theory B. Choice theory C. Expectancy theory D. The theory of cognitive dissonance

D

________ refers to the meanings we assign to sensory stimuli. A. Prospection B. Contrast C. Cues D. Interpretation

D