Final Review

Which of the following represents the degree of personal relevance a consumer finds in pursuing value from a given consumption act?

Consumer involvement

In the attitude-toward-the-object model, the belief ratings do not vary across the brands under consideration.

False

Research has shown that consumer showrooming is decreasing in popularity

False

All of the following are dominant traits proposed in the "Five Factor Model" approach EXCEPT ___

Frugality

The Just Noticeable Difference concept was illustrated in class by a video about___,

Grocery products

Which theory describes consumers as addressing a finite set of prioritized needs from physiological, safety and security, belongingness and love, esteem, to self-actualization?

Maslow's hierarchy of needs

Which consumer research method utilized tools such as depth interviews and focus groups to improve understanding of inner motives and needs.

Motivational

___ are inner reasons or driving forces behind human actions as consumers are driven to address real needs.

Motivations

If a company promotes that it can remove a bad situation for a consumer, it is using the principle of___. An example is All-State telling customers that they can be treated better.

Negative reinforcement

If a marketer attempts to pursue one small, well-defined market segment, they are using:

Niche Marketing

In which type of unintentional learning is behavior conditioned through. reinforcement?

Operant conditioning

Which of the following is used to depict graphically the positioning of competing products?

Perceptual map

According to the elaboration likelihood mode of persuasion, if a consumer is not involved with a message or lacks either the motivation or ability to process information the ___ route to persuasion will be followed.

Peripheral

Which of the following represent a type(s) of reward for a consumer?

Positive reinforcers

Consumers do not view all soft drinks as identical to one another. Some prefer Coca-cola, which others will only drink Pepsi-Cola. Still others will not drink either cola or drink only non-caffeinated soft drinks. This marketplace condition in which consumers do not view all competing products as identical to one another is called ___.

Product differentiation

A group of individuals who has significant relevance for a consumer and who has an impact on the consumer's evaluations is known as a(n) _____.

Reference group

The ego-defensive function of attitudes works as a defense mechanism for consumers.

True

The five factor model proposes that five dominant traits are found in the human personality: extraversion, agreeableness, openness to experiences, stability, and conscientiousness.

True

The influence of generational effects are thought to play a big role in consumer behavior today.

True

Trends shaping the value received by consumers include internationalization, technological changes, and changing demogrpahics.

True

Which of the following is NOT a major theory of consumer satisfaction?

concept theory

The tendency for expectations to guide performance perceptions is known as _____.

confirmation/confirmatory bias

As discussed in class, fans of popular movie franchises often fall into the ____________ way of thinking regarding their satisfaction with movies.

conformation/confirmatory bias

_____ occurs when an individual yields to the attitudes and behaviors of other consumers.

conformity

Which decision rule leads the consumer to simply select a product that is "good enough" at everything it is supposed to do?

conjuctive

The set of products that a consumer considers to be acceptable for consideration in decision making is known as the _______ set.

consideration

___ can be defined from two different perspectives: human thought and behavior an as a field of study.

consumer behavior

The newly introduced "resiliency" index pertains to

consumer credit worthiness

_____ is a mild, positive emotional state resulting from a favorable appraisal of a consumption outcome.

consumer satisfaction

When the ratio of input/outcomes of one consumer is less equitable than that of another consumer, _______ is most likely to occur for the consumer who notices his outcome is inequitable.

dissatisfaction

Kelly and her friends get together in the mornings to walk for exercise. This group has no membership or application requirements or codes of conduct. Which type of group does this represent?

informal group

A marketplace condition that occurs when numerous segments exist in some markets but very few exist in some markets but very few exist in others is referred to as what?

market segmentation

In class, we discussed the way in which consumers build up expectations for movies. According to the expectancy/disconfirmation theory, what happens when performance perceptions are more positive than what was expected for a movie?

positive disconfirmation, then satisfaction

Expectations of what a consumer thinks will happen given past experiences with a product or service are called _____.

predictive expectations

Melanie exercises almost every day. she is motivated by changing her current state of fitness to a level that is more ideal. Which group of motivation behavior does this describe?

self-improvement

Americans born between 1928 and 1945 tend to be frugal and follow largely utilitarian motivations with their purchases. The generational microculture group illustrated here is the _____.

silent generation

The ability of an individual or a group to alter the actions of others is known as _____.

social power

Which of the following is a guerilla marketing tactic in which consumers do not realize that they are being targeted by a marketing message?

stealth marketing

he level of product category in which consumers consider products in the most detail is the _______ level.

subordinate

Which individual difference variable assesses the individual's need to enhance his or her image in terms of others by acquiring and using products, conforming to the expectations of others, and learning about products by observing others?

suspectability to interpersonal influence

According to the class notes and book, Expectancy Disconfirmation is the most widely accepted approach to consumer satisfaction.

true

An aspirational group is a group in which a consumer desires to become a member.

true

As a general statement, children are playing a much larger role in influencing household purchases than ever before.

true

Determinant criteria are the evaluative criteria that are related to the actual choice that is made.

true

Emotions and mood states play a big role in affect-based evaluations.

true

Equity theory represents a consumer satisfaction theory.

true

Evaluative criteria are the attributes, features, or potential benefits that consumers consider when reviewing possible solutions to a problem.

true

Expectations play a major role in consumer satisfaction, according to Expectancy Disconfirmation Theory.

true

Features play a big role in attribute-based evaluations.

true

Generation Z represents young consumers born between 1995 and 2010.

true

Group influence on brand selection tends to be strong for "public" products such as automobiles.

true

Hedonic criteria include emotional, symbolic, and subjective attributes or benefits that are associated with an alternative.

true

Learning by observing the behaviors and rewards or others is known as Vicarious learning

true

Materialism is seem as consisting of three separate dimensions: possessiveness, non-generosity, and envy

true

Peer pressure is the pressure the individual feels to behave in accordance with group expectations.

true

Relationship marketing is based on the belief that firm performance is enhanced through repeat business.

true

The shrinking of product packages is known as "product downsizing".

true

Which type of reference group influence occurs when consumers conform to group expectations to receive a reward or avoid punishment?

utilitarian influence

All evaluative criteria are equally important.

false

Benefits as physical parts of a product.

false

Generation X consumers were born between 1981 and 1995.

false

The Baby Boomers were born prior to 1928.

false

The silent generation consumers are characterized by lavish spending and lifestyles.

false

Pi Sigma Epsilon (PSE) is a professional marketing fraternity that has an official initiation ceremony for all its new members. The national association has a Chapter Efficiency Index outlining the activities the chapter members are expected to do. PSE is an example of a(n) _____ group.

formal group

What group will come after Gen Z?

gen alpha

Consumers born between 1965 and 1980, who are thought to feel alienation belong to: ________.

gen x

Which of the following groups of consumers directly follows the Millennials?

gen z

Young consumers who were born between 1995 and 2010 belong to _____.

gen z

In which type of group is interaction within the group much less frequent than in a primary group?

secondary group

One perspective of consumer behavior is that it can be defined as a field of study that is developing an accumulated body of knowledge.

True

When Honda first introduced the Odyssey, it's offering in the mini-van category, it was promoted as the "Honda of mini-vans." Honda was building off of its reputation for marketing reliable and dependable automobiles. Which brand personality dimension does this illustrate?

Competence

Which trait may be defined as an enduring tendency to strive to be better than others?

Competitiveness

Which of the following is NOT a discipline in which consumer behavior has roots?

Accounting

___ is the purposeful allocation of information processing capacity toward developing an understanding of some stimulus.

Attention

___ are relatively enduring overall evaluations of objects, products, services, issues, or people.

Attitudes

In CB terminology, the physical parts of a product are known as ___

Attributes

Much of what we currently know about instrumental (operant) conditioning comes from the work of___>

B.F. Skinner

"I buy Coca-Cola products" is an example of which component of attitude?

Behavior

Which model assesses a consumer's perceptions of what other people think they should do?

Behavioral intentions model

Which theory of consumer learning focuses on changing in behavior that occur through responses to stimuli without concern for the cognitive mechanics of the process (including the works of Skinner, Pavlov, etc.)?

Behaviorism approach

The ___ represents consumer behavior theory illustrating factors that shape consumption-related behaviors that ultimately determine the value associated with consumption.

CVF

According to the elaboration likelihood mode of persuasion, if a consumer is involved with a message and has the ability to process information the ___ route to persuasion will be followed.

Cental

What are the two "routes" to persuasion according to the ELM?

Central and peripheral

"I think Volvo's are safe automobiles" is an example of which component of attitude?

Cognitive

Which level of business strategy deals with how the firm will be defined and set general goals? E.g. deals with how the firm will be defined and set general goals?

Corporate

The ___ proposes that buying results from consumers perceiving that hey have a problem and then they move through a series of rational steps to solve the problem

Decision-making perspective

Which of the following is NOT a trend shaping the value received by consumers today?

Decreased segmentation

Proctor and Gamble sells six different brands of laundry detergent, each with a unique offering for different market segments. which business orientation does this illustrate?

Differentiated marketing

The alleged, though not proven, use of subliminal messaging in movies that was discussed in class was:

Disney movies

Which model of attitude change is based on differing levels of consumer involvement

ELM

Which theory stresses the importance of the original attitude position when describing persuasion processes.

ELM

The consumer "FIRE" movement centers on:

Early retirement

Which type of need reflects the need to be recognized as a person of worth?

Esteem

The acting out of a decision to give something up in return for something of greater value is known as ___

Exchange

Which of the following is NOT an attitude change theory or approach that has been discussed in class

Expectancy disconfirmation

"I really like my ipod" is an example of the belief component of attitudes.

False

Consumer behavior, as a field of study, is considered to be very old.

False

Harriet and her daughter go shopping for the fun of it. they are not necessarily looking for anything specific, they just like to be together looking at the products. Which motivation does this illustrate?

Hedonic

How do hedonic and utilitarian value differ?

Hedonic value is emotional and subjective such as when one goes skydiving; utilitarian is strictly needs-based, entailing little (if any) emotion such as when one buys soap.

According to the psychoanalytic approach to personality, which personality element focuses on pleasure-seeking and immediate gratification?

ID

Which of the following is memory for things that a person did not try to remember, as with things learned passively and unintentionally?

Implicit memory

Which perspective focuses on the cognitive processes associated with comprehension that lead to consumer learning?

Information processing perspective

The degree to which a consumer is open to new ideas and buying new products, services, or experiences early in their introduction is referred to as ___.

Innovativeness

With which type of learning do consumers simply sense and react (or respond) to the environment?

Intentional learning

Which of the following statements is FALSE regarding distinct qualities of personalty?

It is best to measure personality at one point in time

Which function of attitudes allows consumers to simplify their decision making process?

Knowledge function

All of the following are elements of consumer psychology ___

Learning, information processing, memory, attitude

The old adage "Sex Sells" is most closely associated with the work of psychologist:

Sigmund Freud

Which psychologist advocated the psychoanalytic approach to personality?

Sigmund Freud

Which type of processing occurs that is below the level of conscious awareness?

Subliminal

According to the text, selective perception includes all of the following expect ___

Subliminal perception

Which of the following CB trends have NOT been discussed in class so far:

The growth in popularity of "tiny houses"

A distinguishable characteristic that describes one's tendency to act in relatively consistent manner is called a ___

Trait

which approach to personality proposed that we should study distinguishable characteristics that will describe tendencies to act?

Trait approach

According to the ABC approach to attitudes, attitudes possess three important components: affect, behavior, and cognition.

True

According to the functional theory of attitudes, attitudes perform four functions.

True

An understanding of consumer behavior can mean better business for companies, better public policy for governments, and a better life for individuals.

True

Hierarchical approaches to personality assume that personality traits exist at varying levels of avstraction.

True

IN the attitude-toward-the-object model, the evaluation ratings do not vary across the brands under considerations while the belief ratings do.

True

In the ATO approach, it is generally assumed that the highest attitude score is given to the product to which the consumer has the most positive attitude.

True

Which function of attitudes is based on the concept of reward and punishment?

Utilitarian

___ is at the heart of experiencing and understanding consumer behavior.

Value

Elaine is very careful shopper and has a tendency to focus on maximizing what she receives from a transaction compared with what she must give up. She uses coupons whenever she can to save money. Which trait best describes Elaine?

Value consciousness

The basic consumer behavior consumption process ends when _____.

Value is derived

As illustrated in the book, a good example of a company that might not have the most satisfied customers and yet still do very well financially would be:

Walmart

All of the following are elements of the attitude-toward-the-object (ATO) model except___

a consumer's perception of what others think they should do

Buying a product on the feeling that it evokes is explained by:

affect based evaluations

In ___________ evaluations, alternatives are evaluated based on the overall feeling evoked by the alternative.

affect-based

Which of the following are the two major types of evaluation processes?

affect-based and attribute-based

Which theory focuses on explaining why a certain event has occurred?

attribution theory

Americans born between 1946 and 1964, during a time in the United States that was marked by optimism and relative economic security, belong to the _____.

baby boomer

Holly is a consumer researcher who assumes that consumers often make decisions that are actually learned responses to environmental influences. Which decision making perspective is Holly considering?

behavioral influence decision making perspective

Patrick graduated from college this year and moved back home with his parents to save money and pay off his college debts. What consumer behavior term is used to describe people like Patrick?

boomrang kids

Members of The Harley Owners Group come together for members-only rides and other events. This is an example of a(n) _____ community.

brand

_____ includes efforts that focus on generating excitement that is spread from consumer to consumer.

buzz marketing

____ refers to the interpretation or understanding that a consumer develops about some attended stimulus in order to assign meaning.

comprehension

Which type of social power occurs when a group has the power to sanction members for failing to follow expectations or rules?

coercive power

Which of the following is a NOT source from which consumers form expectations according to the text and lecture?

cognitive dissonance

According to the textbook, which of the following issues have NOT been discussed as a influencer of consumer judgments?

cognitive imbalance

A group of people who have lived the same major experiences in their life with the experiences shaping their core values is referred to as a(n) _____.

cohort

The attitude toward the object model is a _____ model.

compensatory

Which type of decision rule allows consumers to select products that may perform poorly on one attribute by compensating for the poor performance by good performance on another attribute?

compensatory

Derrick does not want to be part of the environmentalist movement and wants nothing to do with the groups associated with it. To Derrick an environmentalist group represents which type of group?

dissassociative group

Many consumer researchers advocate a theory that proposes that consumers cognitively compare their own level of inputs and outcomes to those of another party in an exchange. Which theory is this?

equity theory

According to a video that was presented in class, which of the following product groups had the highest positive increase in consumer interest during the covid-19 pandemic?

exercise equipment

The most commonly accepted theory of consumer satisfaction is _____.

expectancy disconfirmation theory

Which decision making perspective assumes that consumers make purchases and reach decisions based on the affect, or feeling, attached to the product or behavior under consideration.

experimental

The ability of a group or individual to influence a consumer due to the group's or individual's knowledge of, or experience with, a specific subject matter is called _____ power.

expert power

Americans who were born before 1928, and whose lives and values were shaped very much by World War II and post-war experiences, belong to the _____.

greatest generation

Louis was born in 1920 and spent four years in the Navy during World War II. He doesn't understand his grandchildren's spending habits because he was always thrifty. Which of the following generational microcultures is Louis most likely to belong?

greatest generation

Sarah is a member of a sorority that influences her attitudes, opinions, and behaviors, such as which clothes she purchases. The way in which this group influences Sarah is called _____.

group influence

Marketing of a product using unconventional means is called _____ marketing.

guerilla marketing

The experiential decision making perspective focuses on which of the type of value that have been discussed throughout this course?

hedonic

According to the functional theory of attitudes, attitudes perform all of the following functions EXCEPT ___

hedonic function

All of the following are categories of reference group influence EXCEPT _____.

hedonic influence

Which of the following is NOT a type of risk factor that consumers generally consider when making decisions?

hedonic risk

Expectations about what a consumer really wants to happen during an experience if everything was ideal are called _____.

ideal expectations

Aspirational group membership often appeals to the consumer's _____.

ideal self

Which type of group generally has a set of stated rules, accepted values, and codes of conduct that members are expected to adhere to?

legitimate group

In the United States, the President has the authority to mobilize military reservists to active duty military service from their civilian lives. Which type of social power does this represent?

legitimate power

Which decision rule leads the consumer to select the product that performs best on the most important attribute?

lexicographic

Which of the following consumer decision rules tends to be used the most often?

lexicographic

The ways consumers live and spend their time and money is know as consumer ___

lifestyles

Which of the following generational microcultures is also referred to as Generation Y?

millenials

According to the expectancy disconfirmation theory, when performance perceptions are worse than what was expected, _____ occurs.

negative disconfirmation

Which type of decision rules have strict guidelines set prior to selection, and any option that does not meet the specifications is eliminated from consideration?

non-compensatory

Which of the following are used to signal something about underlying attributes?

perceptual attributes

All of the following are types of expectations EXCEPT _____.

perceptual expectations

Family members have much influence on one another and many times directly affect a consumer's behavior in the marketplace. A family is a group that includes members who have frequent, direct contact with one another, which describes a _____ group.

primary

When Brittany completed high school and started applying to various colleges, she kept Florida Southern College at the top of her priority list as her parents wanted her to attend college there. This scenario illustrates the influence of a(n) _____ on Brittany's choice.

primary group

Which decision making perspective assumes that consumers diligently gather information about purchases, carefully compare various brands of products on salient attributes, and make informed decisions regarding what brand to buy?

rational

Which of the following is a NOT category of social power?

realized power

Which of the following types of social power motivates consumers to imitate the behaviors and attitudes of the group as a means of identifying with the group?

referent group

Krista is middle-aged with four teenagers at home. She also takes care of her ailing father, who lives nearby. What are individuals like Krista called?

sandwich generation

A brand community is an example of a(n) _____.

secondary group

The measure of the strength of connection between members in a group is known as social _____.

tie

The business practice wherein companies operate with the understanding that products provide value in multiple ways is called the___.

total value concept

A formal group is a group in which a consumer formally becomes a member.

true

A microculture is a group whose members share similar values and tastes.

true

A timer on a coffee pot could be a determinant criterion.

true

Abigail joined PETA (People for the Ethical Treatment of Animals) because she believes so strongly in this group's cause in helping animals. She even became a vegetarian because this group values this behavior. Which type of group influence does PETA exert on Abigail?

value expressive influence

In strictest sense, all of the following are potential activities in consumer decision making EXCEPT _____.

value realization

Ryan has a "save the whales" bumper sticker on his car because he feels so strongly about the issue. Which function of attitudes does this represent?

value-expressive function

Using online technologies to facilitate word-of-mouth by having consumers spread marketing messages through their online connections is known as _____ marketing.

viral