Final Exam 3302

information power

"I have something you don't have"

reward power

"if you listen you will get a reward"

reasons people conform

1.cultural pressure- collectivism(group priority over individual needs) 2.fear of deviance- fear of something bad happening 3. group unanimity- settle for other people's wants 4.interpersonal influence- going because everyone else is going and you want to be liked

coercive power

A power base that is dependent on fear of the negative results from failing to comply ex. if you don't do as I say you are fired

conspicuous consumption

Buying and using products because of the "statement" they make about social position, SHOWING OFF

Suppose that Fabiola lives in a country where individual's behaviors are expected to be driven by what is best for the collective group rather than the individual self. Fabiola likely lives in a country that scores low on which particular cultural dimension? individualism uncertainty avoidance power distance indulgence

Individualism

When Michael Jordan's game worn shoes from the 1997 NBA Finals sell for over $100,000 years later, what is this phenomenon called? sacralization desacralization endowment effect processes

Sacralization

Objectification

attribute sacred qualities to mundane items

Which scholar proposed that personality is derived from our collective unconscious?

carl jung

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

cognitive

Marcello 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. Marcello's purchasing pattern is an example of a consumer using a

compensatory rule

Suppose that Araceli purchased a used car mainly because it was clean on the inside. She assumed that since it was clean, the previous owner must have kept up with the maintenance of the car and drove it carefully as well. What decision heuristic did Araceli use?

covariation

Marcello enjoys owning a micro-refrigerator, which is small enough to fit almost anywhere. Marcello believes that the efficient use of space is one of the characteristics that any good product should have. With respect to the functional areas of a cultural system, Marcello is focusing on ________ as a consideration in selecting products. socialization ideology social structure ecology

ecology

Suppose that Giovanna lives in a country where this is constantly a lot of traffic on the roads. Therefore, Giovanna and most people in the country prefer to have small cars in order to navigate through the traffic better. What functional area of culture does this represent? socialization ideology ecology social structure

ecology

suppose that an ad states that 9 out of 10 psychiatrists recommend a certain medication to combat anxiety. What type of power is this ad utilizing?

expert

Suppose that Luciana is content with the things that she has in life. Luciana likely scores high on which personality trait?

frugality

A mental or problem-solving shortcut to make a decision is called a(n)

heuristic

surrogate consumers

hired to purchase on consumer's behalf

According to Freud, the part of the personality that seeks immediate gratification is called the

id

Annalisa just bought the new iPhone 11 Pro while she was at Best Buy looking for a new television because her prior television broke. She has a perfectly good iPhone X, but she just felt the need to buy the latest iPhone. What part of the mind was likely the major reason why Annalisa made this purchase?

id

Which functional area of culture is most closely related to the idea of a common worldview? socialization social structure ideology ecology

ideology

Which type of purchases are mainly driven by the id part of consumers' personalities?

impulse

best predictor of social class

income and social class

Suppose that Marianna lives in a country where people are allowed and expected to freely gratify their wants and needs. It is likely that Marianna lives in a country that scores high on which cultural dimension? indulgence power distance collectivism restraint indulgence

indulgence

expert power

influence based on special skills or knowledge, expert in field

market maven

influencers

Suppose that Esmeralda likes to try new things, places, and products. She likely scores high on which personality trait?

innovativeness

profane consumption

involves consumer objects and events that are ordinary and not special

sacred consumption

involves objects and events that are set apart from normal activities that are treated with respect or awe

Power that is granted by the government or social agreement, such as the authority we give to police officers, is called referent power expert power legitimate power referent power information power

legitimate power

Suppose that Claudio is on the market for a new pickup truck and that he is going to purchase the truck that has the best miles per gallon as that is the most important attribute to him. Which decision rule is Claudio following? weighted additive additive lexicographic conductive

lexicographic

Imagine that Eusebio lives in a country that respects tradition and values making decisions that will be beneficial in the long-term rather than short-term. Eusebio likely lives in a country that scores high on which cultural element? Power distance collectivism short term orientation long term orientation

long term orientation

referent power

look up to someone

A group of people that the consumer actually knows is called a(n) ________ reference group tribal membership aspirational communal

membership

membership and aspirational groups

membership- regular people aspirational- celebrity

Suppose that Desiderio likes to think about things and cognitively solve problems. What personality trait does Desiderio likely score high on?

need for recognition

What type of word of mouth communication is especially influential to consumers? ambiguous negative positive neutral

negative

According to the ________ rule, a product with a low standing on one attribute cannot make up for this position by being better on another attribute.

non compensatory

Natalia 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. Natalia is engaging in a(n) ________ search.

on going

Culture is best describes as a society's history personality ideas attitudes

personality

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

personality

The first stage in the consumer decision-making process is

problem recognition

occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired state.

problem recognition

When the ego tries to balance opposing forces, it uses the

reality impulse

Suppose that Armando admires the qualities of the Beta Gamma Sigma honor society on his college campus. Since he has decided to try and join this group, he begins to imitate the qualities that he perceives the group has. What type of power does the group seem to be displaying with respect to Armando and his behavior? expert power reward power referent power information power

referent power

Suppose that Bartolomeo really admires and looks up to his best friend Antonio. What type of power does Antonio likely have over Bartolomeo? expert power reward power information power referent power

referent power

Suppose that Rodrigo is an owner at a high-end boutique shop. He wants to push his employees to sell more ties with the suits that they sell. He states that he will give bonuses to the top salespeople each month. What type of power is Rodrigo using in this example? information power expert power reward power coercive power

reward power

rites of passage

rituals marking initiation into adulthood

Which functional area of culture is most closed related to what type of governmental structure (democracy, dictatorship, etc.) the culture uses? ideology socialization ecology ideology social structure

social structure

is the control or possession of valued resources. status perceived control power monopoly

status

Suppose that Marianna is planning her wedding and 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. Marianna's wedding planner is best described as a(n) opinion seeker surrogate consumer innovative consumer opinion determinant

surrogate consumer

Which theory of personality states that personality traits can be quantitatively measured (e.g., though a survey, etc.)?

trait theory

Suppose that Paula lives in a country where people do not like to take risks or try new things. It is likely that Paula lives in a country that scores high on which cultural dimension? indulgence collectivism power distance uncertainty avoidance

uncertainty avoidance

Suppose that Leonardo tells Marcello about a great new laptop that he bought. Leonardo is practicing what? social marketing word of mouth marketing individualized marketing individual marketing

word of mouth marketing