FDM 493F Exam 2 Official

If a consumer's ideal state is very near or identical to his or her actual state, which of the following best describes the type of problem recognition the consumer would most likely have? A. No problem recognition B. Opportunity recognition C. Need recognition D. Search recognition

A. No problem recognition

Pam Henry is a purchasing agent for MicroTell. Each Tuesday she places an order for ten boxes of photocopier paper with her supplier. Ms. Henry is participating in which type of buying situation? A. Straight rebuy B. New task C. Modified rebuy D. Innovative rebuy

A. Straight rebuy

Instead of spending the weekend working on the research paper due at the end of next week, Andrew decided to spend the weekend going out with friends. According to Freudian theory, which system dominated in Adam's decision? A. The id B. The ego C. The superego D. The anti-ego

A. The id

Emphasizing the negative consequences that may occur unless a consumer changes behavior is called ________. A. a fear appeal B. social marketing C. comparative marketing D. a rational appeal

A. a fear appeal

According to the theories of Carl Jung, our shared memories create ________, which involve universal themes and appear frequently in myths and stories across cultures. A. archetypes B. Doppelgangers C. patterns of behavior D. symbolic communities

A. archetypes

M-commerce most likely takes place through ________. A. cell phones B. radio satellite C. billboards D. televisions

A. cell phones

When Sally sees an ad in a newspaper about a particular product, goes to the store, reviews the actual product offer in the store, rejects the product, and tells the salesperson why she did not buy the product, she is providing ________ in the communications model established by the store. A. feedback B. noise C. media forms D. a message

A. feedback

Tomorrow, Janice will be attending a party with a buffet. In anticipation of splurging on delicious food, she is eating very little today. Janice is using a ________ to help her estimate consumption over time and regulate her behavior. A. mental budget B. cognitive process C. diet D. constructive process

A. mental budget

Chen Lo uses a decision rule that says "Only buy well-known brand names" when selecting a set of golf clubs. He does not look at price, the store, or even discounts when purchasing clubs. Chen Lo's purchasing pattern is an example of a consumer using a ________. A. noncompensatory rule B. conjunctive rule C. compensatory rule D. habit decision rule

A. noncompensatory rule

Consumer researchers have adapted some of Sigmund Freud's ideas. In particular, his work highlights the potential importance of ________ that influence(s) our purchases. A. unconscious motives B. deviant behaviors C. conscious motives D. rational thinking

A. unconscious motives

When marketers define consumers by product usage they use the ________ rule. A. 70/30 B. 80/20 C. 30/70 D. 20/80

B. 80/20

Roger was really angry when Coca-Cola attempted to switch from its older formula to New Coke. He wrote letters to Coca-Cola, talked to friends, called the local bottler, attempted to hoard "old Coke," and complained to the local grocery store manager. In this example, which degree of commitment would be most closely associated with Roger and his attitudes? A. Identification B. Internalization C. Compliance D. Information acquisition

B. Internalization

The body is adorned or altered in some way in every culture. Decorating the self serves a number of purposes. Which of the following is NOT one of those purposes? A. To place the individual in the social organization B. To indicate negative feelings towards oneself C. To provide a sense of security D. To separate group members from nonmembers

B. To indicate negative feelings towards oneself

Linda named her car, which she drove to work every day, Sylvia. She talked to her friends about the personality traits her little car seemed to have. Linda has ________ her car. A. archetyped B. anthropomorphized C. repositioned D. branded

B. anthropomorphized

Researchers agree that there are various levels of commitment to an attitude. The lowest form of involvement is ________. A. internalization B. compliance C. identification D. commitment

B. compliance

Many of the props and settings consumers use to define their social roles become part of themselves. For example, one of Mary Bennett's last requests was that when she died, she wanted to be buried in her favorite dress. This situation illustrates ________. A. looking-glass self B. extended self C. real self D. ideal self

B. extended self

The preference in a culture for a particular model of beauty (or exemplar) is called a(n) ________. A. amorphous B. ideal of beauty C. ideal of sexuality D. narcissism

B. ideal of beauty

Jim Smith thinks he should be more outgoing. He is looking at his ________. A. self-esteem B. ideal self C. self-concept D. looking-glass self

B. ideal self

Both Justin and Craig are business majors and live in the same dorm, but Justin's room looks like a Cabela's showroom, with fishing trophies and lures on the wall and pictures of fishing trips across the study desk, while Craig's room features posters if his favorite musical group and stacks of CDs. The different between the two rooms reflects a difference in ________ between Justin and Craig. A. ego B. lifestyle C. motivational aptitudes D. brand awareness

B. lifestyle

If a female consumer sees an ad about a woman who can no longer fit into her old bathing suit, the consumer might think about her own situation and make a personal pledge to lose weight before summer arrives. This would be an example of marketing communications that attempt to influence a consumer's level of ________. A. doubt and regret B. self-esteem C. dedication and control D. strength and conviction

B. self-esteem

The Pillsbury Doughboy and the Jolly Green Gian are examples of _______

Brand Personalities

A company wants to persuade a customer to buy its products. If the consumer has a high degree of involvement with products that are sold by the company, what route to persuasion will the company most likely take? A. A circular route B. A peripheral route C. A central route D. A parallel route

C. A central route

Hannah was embarrassed when her friends teased her about dancing on a table on Friday night. She tried to tell her friends that she really is quite introverted and shy. Her friends observed that Hannah does not appear shy when she is out on a weekend evening. Which of the following statements is most applicable in understand Hannah's personality? A. Hannah's behavior on a weekend night is due to Freudian problems with her superego. B. Personality is a hypothetical construct that grows stronger with age. Hannah will likely be extroverted for the rest of her life. C. Hannah's personality is a unique psychological makeup that consistently influences behavior within a certain environmental situation. Although behavior will be consistent within consistent environments, it does not have to be consistent between environments. D. Personality is a set of consistent traits that do not change from one environment to the next. Either Hannah or her friends are wrong in their observations.

C. Hannah's personality is a unique psychological makeup that consistently influences behavior within a certain environmental situation. Although behavior will be consistent within consistent environments, it does not have to be consistent between environments.

A consumer who buys the same brand over and over again exhibits ________. A. customization B. rational purchase C. brand loyalty D. staple purchasing

C. brand loyalty

Features actually used to differentiate among choices are called ________ attributes. A. segmentation B. evaluation C. determinant D. search

C. determinant

A hot and thirsty customer buys a cool drink and finds it very satisfying. He then buys another drink even though he had not initially planned on buying two and even though he is no longer thirsty. This is an example of ________. A. rational decision making B. behaviorally influenced purchase C. purchase momentum D. inertia ody>

C. purchase momentum

The alternatives actively measures during a consumer's choice process are the _______ set.

Consideration

A politician attempts to gain support for her campaign for mayor by releasing a poll showing that almost 70 percent of the city's voters support her position on property taxes. What basic psychological principle is the politician using to persuade voters that she should be the next mayor? A. Authority B. Liking C. Consistency D. Consensus

D. Consensus

________ occurs when people appear to "forget" about the negative source and change their attitude. A. Native advertising B. Halo effect C. Sock puppeting D. The sleeper effect

D. The sleeper effect

An advertisement emphasizes that if a consumer uses a certain deodorant, he or she will not offend other people and will not cause problems in the workplace because of "bad body odor." What part of the Freudian system is this ad appealing to? A. The ego B. The id C. The archetype D. The superego

D. The superego

________ states when a person is confronted with inconsistencies among attitude or behavior, he/she will take action to restore consistency. A. Theory of attitude B. Theory of consistency C. Theory of commitment D. Theory of cognitive dissonance

D. Theory of cognitive dissonance

College student Jeff Barnes sees himself as a rich banker who drives a top of the line BMW. This fantasy is an expression of the ______. A. actual self B. collective self C. looking-glass self D. ideal self

D. ideal self

Latrell finds that every time he goes to select athletic shoes he always buys the same brand. In fact, he doesn't even remember trying on any of the other competitive brands even though some of these brands have attractive styles and prices. Latrell's purchase decision process has become one of less and less effort. Latrell's decision process in an example of ________. A. cognitive dissonance B. brand loyalty C. ineptness D. inertia

D. inertia

Tanya type scans the newspaper ads every day for new information about current fashion styles and trends, even though she isn't thinking about buying clothes anytime soon. Tanya is engaging in a(n) ________ search. A. delayed B. pre-purchase C. internal D. ongoing

D. ongoing

Les just bought a megaphone of root beer. As he drinks from the giant cup, he eventually becomes full. One of his friend's comments, "If you don't stop drinking that stuff, you will get sick." Les replies, "Hey, I bought it, and I am not going to waste one drop of it." Les's behavior best illustrates ________. A. loss aversion B. risk positioning C. hyperopia l> D. the sunk-cost fallacy

D. the sunk-cost fallacy

Ideal beauty refers to a consumer's subjective evaluation of his/her physical appearance. True False

False

In South Korean shopping malls, teenage girls line up at photo machines that provide high-tech makeovers, including glamor, lighting, a hair-blowing breeze, and virtual plastic surgery. if one of these girls sends a photo from this machine to her boyfriend, she is expressing the actual self state.

False

Samuel would like to use occupational prestige to measure social class, but his study is international, and prestige of occupation from one culture to the next

False

The communications model requires a source and a message, but receivers of the message are not part of the model. True False

False

The object of an attitude (Ao) can be an object or an issue, but not a person. True False

False

The reality principle, according to Freudian psychology, is behavior guided by the primary desire to maximize pleasure and avoid pain. True False

False

The self-image congruence model helps to explain why it is a deal killer in the Japanese business culture to mishandle a business card for a prospective client.

False

Tyler told a local journalist about an upcoming astrological event, and the reporter printed the information in the newspaper the next day. a local college professor who specializes in astrophysics said the newspaper story had numerous inaccuracies and was "penned by an amateur." in this case, Tyler and the journalist created a situation in which reporting bias has occurred.

False

When companies team up and promote two or more items this is called product complementary. True False

False

according to the elaboration likelihood model, the marketers of a low-involvement product must first change attitudes before customers are likely to purchase their product.

False

Chet meets each Wednesday night at his local bookstore with a small group of computer enthusiasts. the group calls itself X-Hackers because at one time all of these select members were hackers. Today, the members of the group have similar values and have pledged to stop computer hacking. Which membership factor best describes what brings this group together?

Group Cohesiveness

Based on motivational research, which of the following consumption on motives most likely explains a person's motivation to purchase gourmet foods, foreign cars, cigarette holders, or perfume?

Individuality

China's economic boom has created 130 million people in what social class?

Lower-Middle Class

The functional theory of attitudes was initially developed to explain how ___________.

People identify with products

According to the consumer behavior model presented in the text, the _______ includes the shopping experience, point-of-purchase stimuli, and sales interactions.

Purchase environment

if products take on masculine or feminine attributes, they are said to be _________.

Sex-Typed

Meagan is planning her wedding an wants everything to be just right. because she feels overwhelmed by all of the information to sort through and the choices to make, she hires a wedding planner to make many of the decisions and purchases for her. Meagan's wedding planner is best described as a(n) ________________.

Surrogate Consumer

which of the following theories measures attitude toward the act of buying, rather than only the attitude towards the product itself?

The theory of reasoned action

The Berry and Dale advertising agency as proposed a new campaign for Bayer aspirin to overcome the public's tendency to "tune out" Bayer commercials. the proposed technique involves creating ten different 15-second spots that all demonstrate reasons for using Bayer aspirin. which theory of message communication is the agency trying to use for its proposal for Bayer aspirin?

The two-factor theory

an extended family unit is characterized by _________ living together

Three generations of a family

Cedric runs out of gas on the way to work. He thinks to himself—"How stupid I am!" Cedric has experienced a form of a problem recognition that is being dominated by a downward movement in his actual state. True False

True

Claire remembers that uniquely wonderful taste that can only come from a frosty mug of root beer. As she heads to the soft drink aisle in the grocery store, she decides that today is the day to experience her root beer again. Claire has just conducted what is called an informational search. True False

True

Conducting motivational research tends to be less expensive than conducting a large-scale, quantitative survey because interviewing and data-processing costs are relatively minimal. True False

True

Decisions are influenced by the way a problem is posed. This is called framing. True False

True

Double-Dip makes ice cream. The only advantage Double-Dip has over its competitors is taste. Double-Dip costs more and has more calories per unit weight. Promotions for Double-Dip should emphasize the experiential hierarchy of the ABC model of attitudes. True False

True

Dove's campaign for Real Beauty features women with imperfect bodies modeling in advertisements for skin and hair care products. The nature of the social comparison that occurs when a consumer uses these marketing images as a benchmark is likely different than the social comparison that occurs when a consumer seems advertisements for similar products that use professional models.

True

Every time Tim goes to at in his baseball game, he rubs the charm on the necklace that his professional baseball player uncle gave him. this charm has never failed to help him get a good hit. the charm has become part of Tim's extended self.

True

Habitual decision making is the lowest order of buying decision making. True False

True

In general, when the source of a message is perceived as attractive, the message will be more effectively communicated.

True

Jason believes that wearing a coat and tie suggests that he is a man who is "dressed for success." Therefore, Jason dresses formally even in class and for casual occasions. Jason is basing this decision on the cognition part of the ABC model of attitudes. True False

True

Justin is in charge of promoting a product that most customers perceive as a low-involvement product. He created a TV ad and aired it repeatedly. His colleague Beth questioned his strategy, saying that the repetition would create a negative reaction to the product. According to the mere exposure phenomenon, Beth is likely to be proven wrong. True False

True

Lifestyle profiles look for items that differentiate between users and nonusers of a product. True False

True

Personality refers to a person's unique psychological makeup and how it consistently influences the way a person responds to his or her environment. True False

True

The Geico Gecko, Tony the Tiger, and the Allstate Mayhem man are examples of spoke characters

True

The research on loss aversion suggests that people tend to emphasize their losses more than their gains. True False

True

earlier purchasers tend to be innovators, who like to take risks

True

when shopping with others, some people are more likely to choose risky alternatives that they would be if shopping alone. this behavior occurs due to the social power of groups.

True

a component of the ABC model of attitude is ______________.

all of the above (behavior, cognition, affect)

Jim Smith, Don Carson, and Jeff Sweeney are all 54 years old, so they can be sorted into __________.

an age cohort

a customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in _____ decision making

cognitive

The Macah, a Native American tribe from the Northwest, built functional seagoing canoes that are considered works of art by modern shipbuilders, by definition, these boats would be considered _________.

craft products

the source of a message has an impact on whether the message will be accepted or not. two particularly important source characteristics are _____.

credibility and attractiveness

According to the _______ hierarchy of effects, the consumer considers purchases based on an attitude of hedonic consumption (such as how the product makes him or her feel or the fun its use will provide).

experiential

the first step in the consumer decision-making process is to conduct information search

false

What type of cyber-medaries are intelligent agents?

they are computer programs that recommend products based on past purchasing patterns.

The Smith Company used after-sale interviews with its customers to examine how well the customers were served by the sales and service staff of the company. When the Smith Company follows this procedure, the company is attempting to use feedback as means to improve communications.

true

rick tuan has a unique problem he must persuade a good friend to stop smoking. he knows that if he just says "quit," his message will be rejected. instead, Rick chooses to offer a _____ message in which he presents the positives and negatives of quitting smoking. he feels sure that is approach will have a greater likelihood of success with his friend.

two-sided