Chapter 1, Chapter 02, Chapter 03, Chapter 04, Chapter 05, Chapter 06, Chapter 07, Chapter 08, Chapter 09, Chapter 10, Chapter 11, Chapter 12, Chapter 13, Chapter 14, Chapter 15, Chapter 16
A discontinuous innovation is defined as:
A product that is so new that we have never known annything like it before
Alex plans to purchase a new automobile. His experience as an auto mechanic helps him decide which automobile will be suitable for him. In this case, Alex's experience as an auto mechanic acts as the ___ to purchase the new automobile
Ability
Which of the following statements is true when consumers are far away from implementing a goal?
Abstract knowledge about the desirability of attaining the goal becomes salient.
Through student transfer program, Clarke is transferred to a university in Lumeria. Clarke quickly learns the culture of the new country and adapts to it. In this case, Clarke experiences _____. Group of answer choices
Acculturation
_____ is a process where members of another culture or an immigrant group learn to adapt to the host culture.
Acculturation
Ahmet won the gold medal in a national-level swimming competition. He was also gifted a watch to honor this victory and he wears it every day. In this example, Ahmet's watch is a(n) _____.
Achievement symbol
Buying, trading, bartering are examples of consumers engaging in _____
Acquisition
The process by which a consumer comes to own an offering is known as ______
Acquisition
Discuss the acquisition, usage, and disposal decisions that a consumer must make
Acquisition are when consumer comes to own an offering Usage is when consumer comes to own an offering Disposition is when consumer discards an offering
Lifestyles are represented by a consumer's:
Activities, interests, and opinions
According to researcher Karen Horney, _____ need power, move against others, and are outgoing, assertive, self-confident, and tough-minded.
Agressive individuals
Why should marketers be careful when using symbols and language in their advertisements to which teens can relate?
All of these are correct
Which of the following best describes Gen Xers' consumer behavior?
All of these are correct.
_____ reflects the amount of mental activity a consumer devotes to a stimulus.
Attention
In the context of consumer behavior, identify a true statement about attention.
Attention is limited.
____ refers to how easily and readily an attitude can be retrieved from memory
Attitude accessibility
Some reserachers have used the term central-route processing to describe the:
Attitude formation and change process when consumer processing effort is high
What are characteristics of attitudes
Attitudes are combinations that are mostly refer as personality, beliefs, values, motivations and behaviors. They can either be favorable or unfavorable.
Discuss the five main characteristics of attitude
Attitudes are the predisposition of the individual to evaluate some objects in a varourable or unfavorable manner They are predispostion to respond to a certain set of facts Attitudes are eevaluating statements Attitudes safe embedded in a complex psychological structure of beliefs They are different from our values
In the context of values that characterize Western cultures, people who value the original article or a faithful reproduction focus on _____.
Authenticity
A(n) _____ is equally likely to be made by the husband or the wife, but not by both
Autonomic decision
_____ is a way of producing a response to a stimulus by repeatedly pairing it with another stimulus that automatically produces this response.
Classical conditioning
_____ refers to the fact that individuals have a need to organize perceptions so that they form a meaningful whole.
Closure
Discuss the use of cocreation in innovation.
Co-creation can and should be used throughout the development process to ensure that the solutions generated serve their correct and intended purpose. Investing in this process increases idea capacity and velocity, ensuring innovation, reducing risk and building brand loyalty.
Which of the following statements is true of comparative messages?
Comparative messages show how much better the offering is than a competitor's offering
Among factors that influence resistance, adoption, and diffusion, _____ refers to the extent to which an innovation follows established guidelines for what seems appropriate in the category.
Compatibility
_____ is doing what the group or social influencer asks.
Compliance
_____ is the extent to which a stimulus is capable of being imagined.
Concreteness
_____ refers to the tendency to recall information that reinforces our overall beliefs rather than contradicting them.
Confirmation bias
In the context of attidues, which of the following describes how attitudes influence consumer;s behavior?
Connative function
Joanna is a billionaire. She owns seven houses in seven states, has a garage full of new cars, and has been called materialistic by many of the people who know her. In this case, Joanna is engaged in _____.
Conspicuos waste
Which of the following statements is true when processing effort is low?
Consumer attitudes are not based on strong beliefs.
In the context of low-effort decision-making, which of the following is true of consumers?
Consumers can base a decision solely on how they feel rather than on what they think.
Identify a true statement about preattentive processing.
Consumers devote just enough attention to an object in peripheral vision to understand it.
Which of the following statemetns is true of cognitive responses
Consumers form attitydes based on their cognitive responses.
Which of the following statements is true of prospect theory?
Consumers have strong negative reactions to price increases.
Which of the following statements is true of inhibition?
Consumers may not always consider key aspects of a brand when making a decision.
Which of the following statements is true of consumers' perceptions?
Consumers perceive that packages in eye-catching shapes contain more of a product.
Which of the following statements is true of online sources for information search?
Consumers use online sources as part of external information search.
In the context of making decisions in a group, which of the following statements is true of self-presentation?
Consumers use unique choices to express their individuality.
Which of the following statements is true of the factors that might affect the search process?
Consumers who face no time restrictions have more opportunity to search.
Which of the following statements is true of subliminal perception?
Consumers' attention is directed squarely at the stimulus that is presented subliminally.
Which of the following statements is true of peripheral-route processing?
Consumers' attitudes are based on tangential analysis of the message
A two-sided nessage is one that:
Contains both positive and negative information
_____ are thougts that express disagreement with the message
Conterarguments
Shine&Lime Inc. has introduced a new sponge that has an antimicrobial polymer designed to kill bacteria and germs and reduce the odors associated with wet sponges. This is best thought of as an example of a _____.
Continuos innovation
Religious influences and traditions do not affect consumer behavior.
False
The affective function influences consumer;s thoghts
False
The attitudes of high-effort consumers may be less resistant to attack than those of low-effort consumers because the high-effort people may not resist a message or develop counterarguments.
False
The position of an ad within a medium does not affect consumers' exposure to the ad.
False
Two-side messages are marketing messages that present only positive information
False
Unlike taxonomic categories, goal-derived categories exhibit graded structure.
False
When consumers see one brand alongside a second brand that has a completely different personality, the first will stimulate more negative reaction than if the second brand's personality is similar to that of the first brand.
False
Joshua likes ice cream and routinely eats it for dessert after dinner. The schema for ice cream includes associations that reflect its consumption occasions. In the context of the associations in schemas, which of the following dimensions is depicted in this scenario?
Favorability
Philip is British but lives and works in Greece. While watching television, if an advertisement is in English, he adopts the cultural frame of that language. The advertisement activates the aspects of his self-concept that relate to his cultural background. This scenario illustrates _____.
Frame switching
When consumers who are involved in two cultures and are fluent in two languages are exposed to an ad in one of the languages they know, the aspects of their self-concepts that relate to that language's cultural background are activated. This phenomena is called _____.
Frame switching
_____ is the degree to which consumers take a disciplined approach to short-term acquisitions and are resourceful in using products and services to achieve longer-term goals.
Frugality
Trackanddeliver.com is an online retail store that does not require a fixed delivery location and delivers goods to the current location of the customer by tracking the customer's cell phone location. This way customers need not be at home when a package arrives nor have the package delivered to a neighbor. In this scenario, Trackanddeliver.com is considered as a _____.
Fucntional innovation
When consumers operate on the principle of _____, they desire products and services that simply make them feel good. Group of answer choices
Hedonism
People who are guided by the view and behaviors of others are called
High- seld monitors
Which of the following statements is true of assessing values through questionnaires?
Marketers can directly assess values by using questionnaires
The promoters of a famous musician heighten her aura by enhancing the mystery and myth that shroud her, making her exclusive, and promoting the powerful emotional effect she has on people. In the context of special possessions and brands, this is an example of _____
Marketers creating sacredness in people
Describe how high-effort and low-effort adoption decisions differ
High-effortsdecisions are usually decisions that take long periods of consideration, usually involve a high amount of money, or would affect the future of the person. Low effort decisions are usually decisions that only take a few minutes to decide. Some examples are using a snack for the day.
A single person living alone or a group of individuals who live together in a common dwelling, regardless of whether they are related can be referred to as a _____.
Household
Attitde confdence refers to
How strongly we hold an attitude.
_____ is the pigment contained in a color.
Hue
Joshua saw an online article with information that was slightly negative about the brand of personal computer he had just bought. He then looked up other articles on the Internet to see if this was the case. In this scenario, which of the following factors is affecting Joshua's motivation?
Inconsistency with attitudes
Mike wants to buy a computer. His friend, Gregory, researches the various brands of computers in the market and helps Mike choose one. As Mike is about to buy it, Mike's father mentions that the brand Mike has chosen is mediocre compared with the other brands in the market. In this scenario, Mike's father plays the role of the _____
Influencer
In the context of consumer learning, which of the following statements is true of direct experience?
Information acquired is extremely vivid.
Discuss innovations from a marketing viewpoint
Innovation is an important entrepreneurial function for business. Businesses must provide better and more economic ones. The role of innovation in marketing is to explore new markets to increase sales and profitability. Innovation marketing believes in the dynamics of business world that are changing on regular basis and so as the marketing strategies as well.
Which of the following statements is true of perceived risk?
It is high when negative outcomes are likely.
Which of the following is true of inherited status?
It is the anchor point from which upward or downward mobility can begin
Which of the following best defines acculturation?
It is the process by which individuals learn the values and behaviors of a new culture
Which of the following statements is true when a company repetitively plays the same message?
It makes the brand name familiar.
Which of the following statements is true of the problem recognition stage of the consumer decision process?
It occurs if consumers become aware of a discrepancy between the actual and the ideal states.
_____ reflects the information we have already learned and stored in memory.
Knowledge content
_____ describes how we organize knowledge in memory.
Knowledge structure
The _____ are the slowest group to adopt an innovation, and are considered skeptics.
Laggards
The _____ are more conservative, wary of progress, and rely on tradition.
Late majority consumers
The _____ occurs when trends that start in the upper classes are copied by lower classes.
Law of social influence
_____ refers to the extent to which an innovation can foster new styles.
Legitimacy
Which of the following is a way to get rid of an offering remporarily?
Lending the offering
_____ are advantageous to top dogs because consumers will simply confirm existing beliefs and expectations and be overconfident, particularly when the motivation to learn is low.
Limitations to learning
Which of the following statements is true of nonfocal attention?
Limited attentional resources are devoted to nonfocal attention.
An offering is a product, service, activity, or idea:
Made available by a marketing organization to consumers
Identify the differences between adoption and diffusion of an innovation.
Diffusion refers to the process by which innovations are spread among the members of a social system over time, whereas adoption is a decision of implementing innovations based on knowledge, persuasion of individuals within a given system
Which of the following statements is true of direct compative messages?
Direct comparative messages are effective in generating attention and brand awarenees.
Freulia Corp. is a manufacturer of personal care products. In one of its TV advertisements, the shampoo manufactured by Freulia Corp. is placed neat the shampoo manufactured by Magnira Corp., another manufacturer of personal care products. The advertisement compares the features of Freulia Corp.'s shampoo with Magnira Corp.'s shampoo with Magnira Corp's. This is an example of ____
Direct comparitive advertising
Fly-Away Airlines is one of the earliest airline companies. It has received many awards due to the effect it has on how, when, and where passengers travel. At the time when Fly-Away Airlines was introduced in the market, it was regarded as a:
Discontinuos innovation
Linda runs a small cafe. At the end of the day, she recycles all paper and plastic. In the context of consumer behavior, this is an example of:
Disposition behavior
When special possessions lose their symbolic meaning, consumers engage in _____, the wiping away of all traces of personal meaning.
Divestment rituals
Which of the following statements is true of attitude-behavior relationship of consumers?
Emotional attachment to a brand is a stronger prefictor of actual purchase behavior than brand attitudes
Which of the following is one of the stages that consumers must go through in testing hypotheses for learning?
Encoding of evidence
_____ refers to the extend to which consumers are emotionally connected to a product or ad
Engagement
_____ represents knowledge about ourselves and what has happened to us in our past, including emotions and sensations tied to past experiences.
Episodic memory
Gayatri wears business suits to work and casuals most of the other times. However, she wears a sari when she wants to appear especially feminine and traditional. In this example, the sari is a(n) _____.
Ethnic emblem
_____ is a special case of classical conditioning that produces an affective response by repeatedly pairing a neutral conditioned stimulus and an emotionally charged unconditioned stimulus.
Evaluative conditioning
Identify a characteristic of innovators.
Exact normative and informational influence on others
Compared with the members of other classes, upper class "old money" consumers are the least likely to save and invest money.
FALSE
Consumers who are increasingly operating on the principle of hedonism avoid luxury cars, good-tasting foods and beverages, digital innovations, and exciting vacations.
FALSE
Consumers who are low on frugality switch to lower-priced, private-label brands; postpone nonessential purchases; and limit their use of credit.
FALSE
Diffusion reflects the behaviors of an individual. TRUE OR FALSE
FALSE
Disposition is the process by which a consumer uses an offering. -True -False
FALSE
Dogmatism is the principle of pleasure seeking.
FALSE
Dollar stores, such as Dollar Tree, attract upper-class consumers with premium pricing of everyday goods.
FALSE
One reason marketing managers study consumer behavior is to create public awareness of inappropiate practices
FALSE
Parents who consider themselves environmentalists but still buy ecologically unfriendly disposable diapers may experience value conflict. Group of answer choices
FALSE
Research indicates that consumers find it difficult to understand the differences between brands when they view, a chart, matrix, or grid comparing brands and their attributes
FALSE
Ronald sees a TV advertisement for the Omega Player, a media player that plays all known file formats. Though Ronald likes the product, he decides to wait for a few months before buying it as he is not sure if the player is going to be popular in the market. In this scenario, Ronald is considered an innovator. TRUE OR FALSE
FALSE
The cultural principles associated with work time are very similar to those associated with leisure time.
FALSE
Token gifts are unappreciated in situations where there is no expectation of a gift.
FALSE
Traditionally, psychographics did not measure consumer lifestyles.
FALSE
Voluntary simplicity is the same as frugality.
FALSE
An end-of-aisle display can dramatically decrease sales by 100 to 400 percent.
False
Attention is unlimited and cannot be divided.
False
Attitudes formed under high-effort processing may not even be stored in memory, allowing consumers to form attitudes anew each time they are exposed to a message.
False
Authoritarian households exert the least amount of control on children. Group of answer choices
False
Children tend to have more influence when parents are more involved in the decision process or are more traditional and conservative.
False
Concepts connected by weak links are more likely to activate each other than are those connected by strong links.
False
Consumers appear to more quickly access information about brands they encounter when they are old compared to when they are younger.
False
Decision-making is judging how likely it is that something will occur.
False
Direct comparative messages have high credibility
False
Exposure to commercials is low when they air at the beginning or end of a commercial break within a program
False
Favorability refers an attitude can be retrieved from memory
False
Frank realizes that he needs a new television. This is an example of his actual state.
False
Gen Xers are more likely to own their own homes than baby boomers.
False
Hispanics are the third largest and fastest growing subculture in the United States.
False
Implicit memory is when consumers are consciously aware that they remember something.
False
In low-effort processing situations, brand evaluations suffer when consumers are repeatedly exposed to messages about product features.
False
In the context of cognitive decision-making, noncompensatory models require more cognitive effort than compensatory models do.
False
In the context of decisions based on gains and losses, consumers have a much stronger reaction to price decreases than to price increases.
False
Incidental learning is learning that occurs from conscious processing rather than from repetition.
False
Independent of educational level and income, people high in financial literacy have higher debt rates and lower savings.
False
Marketers can increase the likelihood of information processing by presenting messages at a time of day when consumers are most likely to be distracted.
False
Marketers can overlook localized culture and its effects on teen consumer behavior because a common teen "culture" is spreading around the world.
False
Marketing can help put consumers in a state of problem recognition and motivate them to start the decision process by attempting to create dissatisfaction with the ideal state.
False
Memory can be enhanced through elaboration that involves rote memorization.
False
Men appear more likely to engage in a detailed, thorough examination of a message and to make extended decisions based on product attributes.
False
Money received under negative circumstances is more likely to be spent on a hedonic purchase than on a utilitarian purchase.
False
Mood is similar to classical conditioning because both require a repeated association between two stimuli.
False
One way that consumers can make simple estimations or judgments is to make comparisons with a lesser known store-brand product.
False
Ongoing search does not occur independent of problem recognition.
False
Online consumer reviews have a significant effect on sales of brands that enjoy strong brand equity.
False
Product distribution and shelf placement do not affect consumers' exposure to brands and packages.
False
The SoundBoy was a portable radio targeted toward children in the 1970s. It came in different colors and shapes and was one of the most popular products in its time. Portable radios have slowly been replaced by smartphones, tablets and other gadgets. From the above scenario, it can be stated that the SoundBoy is currently in the _____ stage of the product life cycle.
Sales of the product over time
Which of the following statements is true of marketing communication?
Sales promotions include premiums, contests, sweepstakes, free samples, coupons, and rebates.
Women belonging to the wealthy sections of society take pride in owning and flaunting expensive diamond jewelry. In this example, expensive diamond jewelry is a:
Social class emblem
The disappearance of class distinctions is called _____.
Social class fragmentation
Which of the following statements is true of source credibility?
Sources are credible when they are trustworth, have expertise and have high status
When consumers are consistent across indicators of social class income, education, and occupation, it is called:
Status crystallization
A _____ occurs when trends in clothing and music start in the lower and middle classes and then spread upward.
Status float
Johnny Daniels, a clothing brand, started out by providing cheap and durable clothes for everyday use and gained popularity among the lower-income groups. After a while, higher-income groups began to purchase the brand's clothes to emulate the lower-income groups. This is referred to as a(n):
Status float
Sometimes, children may have difficulty reaching their parents' status level, a situation known as _____.
Status panic
Both social class and income are needed to explain behaviors that involve _____.
Status symbols
Goods or services become _____ to indicate their owners' place in the social hierarchy.
Status symbols
Geena treasures a scarf that belonged to her grandmother. The scarf is valuable to Geena because it evokes memories of the happy times she spent with her grandmother. This scenario illustrates _____.
The connectedness function
Best Light Energy has started manufacturing Lo-Po bulbs, these bulbs are stated to save 70% more energy compared to the conventional CFL bulbs. As Lo-Po bulbs are just the modified versions of conventional CFL bulbs, they will not be considered an innovation. TRUE OR FALSE
TRUE
Buying represents one type of acquisition behavior. -True -False-True -False
TRUE
Cocreation is actively involving consumers in creating value through participation in new product development, among other marketing activities TRUE OR FALSE
TRUE
Consumer behavior is the totality of consumers' decisions with respect to the acquisition, consumption, and disposition of goods, services, time, and ideas by human decision-making units over time.
TRUE
Consumer behavior reflects more than the way that a product is acquired by a single person at any one point in time.
TRUE
Consumers are often more uncertain about the usefulness of a discontinuous (vs. a continuous) innovation. TRUE OR FALSE
TRUE
Consumers perceive that an innovation has value if it offers greater perceived benefits or lower perceived costs than existing alternatives do. TRUE OR FALSE
TRUE
Culture refers to the typical or expected behaviors, norms, and ideas that charazterize a group of people
TRUE
Higher education is particularly important for gaining entry into higher-status occupations.
TRUE
Individuals from higher-status families are twice as likely to maintain their status as members of lower classes are to achieve a higher status.
TRUE
Innovations vary in how much behavioral change they require on the part of consumers. TRUE OR FALSE
TRUE
John discusses the benefits of exercising and eating a healthy diet, yet he is about 100 pounds overweight and eats junk food constantly. This is an example of how values and behavior differ.
TRUE
John is a successful attorney who refuses to adopt an electronic file system and instead keeps paper records. He fears that if something is not written down it is not permanent. In this scenario, John is considered a laggard. TRUE OR FALSE
TRUE
Like dynamically continuous innovations, discontinuous innovations often spawn a host of peripheral products and associated innovations. TRUE OR FALSE
TRUE
Marketers can create sacredness in objects or people.
TRUE
The personality trait of competitiveness has been associated with the desire to outdo others through conspicuous consumption of material items such as the newest electronic gadgets.
TRUE
Usage is at the core of consumer behavior.
TRUE
VALS, formerly known as Values and Lifestyles, is a psychographic tool used to create consumer segments based on consumers' resources and primary motivation.
TRUE
Voluntary simplicity means consciously limiting acquisition and consumption for a less materialistic, more eco-friendly lifestyle.
TRUE
Norah spent a whole day at the mall looking for the perfect Christmas gift for her mother. Finally she decided upon a beautiful silver bracelet. Which of the following stages of gift-giving does this example illustrate?
The gestation stage
Value segmentation refers to:
The grouping of consumers by common values
In the context of innovation, discuss the five consumer adopter categories and their characteristics.
The 5 adopter categories are Innovators, Early adopters, Early majority, Late majority and Laggards.
_____ is the minimal level of stimulus intensity needed to detect a stimulus.
The absolute threshold
Which of the following relational effects of gift-giving has experiential themes of empathy and recognition?
The affirmation effect
The family life cycle depends on:
The age of the parents and how many children are at home
Which of the following statements is true of sacred objects?
The are worshiped and treated with great respect
Social class structures are important because they strongly affect:
The bargaining power of consumers
Expectancy-value models are analytical processes that explain
The beliefs or knowledge consumers have abiut an object or action
Explain the potential benefits of cocreation in innovation.
The benefits include low-cost innovation and 'unique and personalized' customer experiences, improved customer relationship management, and productivity and efficiency gains
According to ____ consumers exert a lot of effort in responding to a message
The cognitive response model
Ying is known to read several online reviews, consult all his friends, and gather all the available information about a product before purchasing it. From the given information, it is understood that Ying follows _____ while making innovation adoption decisions.
The high-effor hierarchy of effects
Manson used to rent DVDs to watch movies. He has recently switched to downloading or streaming movies from the Internet and watching them on his smartTV. This change in his media consumption method is due to:
The innovation in media technology
Which of the following statements is true of measuring values?
The least obtrusive way to measure values is to make inferences based on a cultures milieu
Barbara was born and raised in South Dakota, but at age 33, she has moved to Hawaii. In order to adapt to the culture of a popular tourist beach town, she experiments with brightly colored, loose-fitting clothing and new hairstyles. In the context of role acquisition phases, which of the following phases is Barbara experiencing?
The transition phase
In the context of communicating a message to consumers, which of the following is true of humor?
The use of humor appears to be effective for consumers who have a low need for cognition.
Emblematic function is defined as:
The use of products to symbolize membership in social groups
Children tend to have less influence in the decision process when:
Their parents are more involved in the decision process
Discuss the relation between diffusion and the product life cycle.
There are certain product and service characteristics that affect the diffusion process and can influence consumer acceptance of new products and services; the five factors that can impact the diffusion process, and the rate of adoption are relative advantage, compatibility, complexity, trialability, and observability.
Which of the following is a reason why academics understand consumer behavior
They generate knowledge about consumer behavior when they conduct research foucsing on how consumers act, think, and feel
Which of the following statements is true of firms with an "exciting" brand personality?
They have an easier time reinvigorating customer relationships after a crisis.
Which of the following is true of consumers in the gray market?
They have difficulty making complex decisions.
Which of the following is true of teenagers in the "world savers" segment?
They have high aspirations and are characterized by their altruism.
Which of the following is true of symbolic innovations?
They have new social meaning carried by their use and ownership
Which of the following is one of the drawbacks of compensatory models?
They require a significant amount of effort.
Which of the following statements is true of consumers who are highly attached to a brand?
They serve as brand ambassadors of their favorite brand
Which of the following is true of Hispanic American consumers?
They sometimes resist assimilation out of a desire to maintain their ethnic identity.
Which of the following is true of innovators?
They tend to be opinion leaders
Which of the following statements is true of cord-cutters?
They tend to have different media habits.
In the context of the hierarchical structure of information stored in memory, which of the following statements is true of people who ignore environmental cues?
They tend to integrate pieces of information when storing them.
Which of the following is true of opinion leaders?
They tend to learn a lot about products.
Which of the following statements is true of prevention-focused consumers?
They tend to preserve the status quo by staying with the option they know.
In the context of decisions based on gains and losses, which of the following statements is true of prevention-focused consumers?
They tend to preserve the status quo.
In the context of lifestyles, which of the following statements is true of voluntary simplicity?
Those who follow this lifestyle will reuse items rather than buying disposable products
Why do nearly 20 percent of U.S. public schools require students to wear uniforms?
To remove social class emblems among students
_____ Hispanic Americans speak mostly Spanish.
Traditional
With low-effort hierarchy of effects, attitudes are based on:
Trial experience
A chunk is a group of items that are processed as a unit.
True
A consideration set that contains only one or two brands reduces the need to search for information.
True
A person is extremely prone to motivated reasoning when his or her self-esteem is at stake.
True
A puppy is given a treat every time he comes when called. This is an example of operant conditioning.
True
According to research, consumers judge ads as more credible when the ad indicates that the manufacturing firm is profitable.
True
Although most consumers prefer attribute processing because it is easier than brand processing, they cannot always find information available in a manner that facilitates it.
True
An overabundance of information, knowledge, or analysis can impair assessments made through thin-slice judgments.
True
Away to decrease counterarguments is through the disrupt-then-reframe technique
True
Brand attitudes improve when repetition allows consumers greater opportunity to process information about specific aspects of the brand and the ways that it relates to other brands in the category.
True
Bud wants to buy a car, but is not willing to consider any car that gets a mileage of less than 37 miles per gallon. This scenario illustrates that Bud has set a cutoff level in his mind.
True
Cognitive responses are thoughts a person has when he or she is exposed to a communication, which may take the form of recognitions, evaluations, associations, images, or ideas
True
Confirmation bias is related to the concept of selective perception.
True
Consumers are likely to recycle when they perceive that the benefits outweigh the costs.
True
Consumers with promotion-focused goals are motivated to act in ways to achieve positive outcomes, focusing on hopes, wants, and accomplishments
True
Denmark has a feminine culture where consumers tend to be more concerned with social relationships.
True
Despite skipping and zipping, prior exposure to an ad improves consumers' recall of the message but increases consumers' tendency to avoid previously seen ads.
True
Dr. Sean Rich is a well-known cardiologist and is respected by many in his field. Rezyl, a leading medical and healthcare company, contacts him to set up trials for a new medication. If Rezyl gets his endorsement, others will perceive the company's medication in a positive light.
True
Experts' associative networks are more interconnected than the networks of novices.
True
Fulfilling social needs requires the presence or actions of other people.
True
Groups that demonstrate a high degree of similarity among members are said to have a high degree of homophily.
True
If consumers are distracted from an ad, they devote less attention to it.
True
If two cars are the same price, then price is not diagnostic, or useful, when consumers are making a decision.
True
Imagery may lead consumers to overestimate how satisfied they will be with a product or service.
True
In Thailand, more than 80 percent of the population is of Thai origin, but several sizable ethnic subcultures still flourish.
True
In the context of the disposition process, the goal of the disposition to break free is to free oneself from the former relationship.
True
It is possible for culture to affect informational influence.
True
Jeff-Davis is a premium motorcycle brand. Jeff-Davis sponsors many motorcycle expeditions and rallies, and many motorcycle enthusiasts attend these events. In this case, Jeff-Davis is creating a brand community.
True
Judgments of goodness and badness are not only affected by the attributes of a product but also affected by how we feel.
True
Marketers segment people by age because people of the same age go through similar life experiences.
True
Marketing stimuli can be made pleasant by using attractive models, humor, and music in ads.
True
Mike took an Algebra class with Miss Tenabaum and did not like her teaching style. He tells his three closest friends not to take her class. The three friends modify their schedules so that they get to attend another teacher's classes. This is an example of the law of small numbers.
True
Negative information may prompt consumers to attribute problems to the offering itself, not to the consumer who uses it.
True
Nigel owns a pizza parlor in a Hispanic neighborhood. His restaurant's menu is available in both English and Spanish. This scenario is an example of accommodation theory.
True
Sexual messages can create negative feelings, such as disgust or uneasiness, in some consumers
True
Simple physical factors, such as running out of a product, having a product or become obsolete, or unexpectedly needing a service can influence consumers' perception of the actual state.
True
Socializing is one of the major reasons that teens like to shop.
True
Some individuals can be androgynous, having both male and female traits.
True
Sources are credible when they have one or more of three characteristics: trurtworthiness, expertise, and status
True
The members of the Kent family get together every Saturday to play board games. In this case, the members of the family are considered to be a dense group.
True
Two types of external search are prepurchase search and ongoing search.
True
Voters are more likely to be motivated to support a politician who expresses their values.
True
When consumers search by attribute, they compare brands in terms of one attribute at a time, such as by price.
True
When people are close to implementing a goal, more concrete knowledge about the feasibility of attaining the goal becomes salient.
True
While responding to service recovery, if consumers expect a rational response based on costs and benefits, the business should offer a discount or some other benefit to restore some level of satisfaction.
True
Willingness to engage in a goal-relevant activity is an outcome of motivation.
True
Episodic memory tends to be very personal and idiosyncratic because we each have a unique set of experiences.
True
TV programs, movies and videos, music, video games, the Internet, and ads can serve as socializing agents.
True
The Girl Scouts is an example of an embedded market, as Girl Scouts often sell to people within their social network.
True
According to Geert Hofstede's study, _____ is the extent to which a culture prefers structured to unstructured situations.
Uncertainty avoidance
The _____ are those who have incomes below the median and have trouble meeting class expectations.
Underpriviledged
In the context of the associations in schemas, which of the following is a dimension that is crucial to building and maintaining strong brands?
Uniqueness
In many cultures, consumers can raise their status level through _____, usually by educational or occupational achievement.
Upward mobility
Sam is from a working-class family, and his father did not have enough money to put him through school. However, with the help of scholarships and part-time jobs, Sam was able to get into a good school and eventually secured a well-paid job. In this case, Sam has experienced _____.
Upward mobility
Which of the following is a way to increase the prominence of ads?
Using dynamic, fast-paced action
Which of the following statements is true of the original Maslow's hierarchy?
Needs are not always ordered exactly as in this hierarchy.
Which of the following statements is true of diagnostic information?
Negative information tends to be more diagnostic than positive or neutral information.
According to Geert Hofstede's study, _____ is the degree to which a society's members are equal in terms of status.
Power distance
_____ occurs in response to the activation of problem recognition.
Prepurchase search
In the process of deciding which criteria are relevant to a choice, which of the following statements is true of consumers' goals during a decision process?
Prevention-focused consumers, who are more risk-averse, emphasize a product's efficacy.
_____ is the tendency to show greater memory for information that comes first in a sequence.
Primacy
Russell and his family are thinking about getting a new big-screen television. He has researched different brands, models, and prices of televisions frmo the internet. In this scenario, Russell is the ____
Purchaser
Which of the following is a feminine value as defined by Geert Hofstede?
Quality of life
Probem recognition occurs when we
Realize that we have an unfulfilled need
Which of the following is an internal search that involves retrieving information from autobiographical memory in the form of specific images and the effect associated with them?
Recall of experiences
Corbyn wants to be a professional football. He tires to emulate the behavior of National Football League (NFL) players and pays attention to the advertisements that use NFL players as spokepersons. In this scenario, Corbyn regards the NFL players as ____
Reference group
An organization in India promotes the cause of education for underprivileged children. The people who support this organization wear a unique purple badge to increase awareness about their social cause. In this scenario, the purple badge is an example of a _____.
Reference group emblem
In the context of role acquisition, feedback from others that tells us whether we are fulfilling a role correctly is known as _____.
Reflexive evaluation
Identify the influences on the rates of diffusion of an innovation.
Relative Advantage. Relative advantage is the degree to which an innovation is perceived as better than the product or idea that it replaces. Compatibility. ... Complexity. ... Trialability. ... Observability.
Scorla Foods, a food products manufacturer, initially manufactured all kinds of food products. Recently, the company started to manufacture and market only organic food products. Due to this change, the company came to be indenfitied as a manufacturer of organic products. In this case, Scorla Food is involved in ____
Repositioning
Mark is a graphic designer. He has an aversion toward tablets. He refused to buy a tablet even when all his friends bought one. He continued to refuse even when his boss pressured him to buy a tablet, as the company was to start doing all their design work on tablets. In the context of consumer behavior, Mark's behavior is an example of:
Resistance
David and Melanie are expecting their first baby. They decorate a nursery and prepare themselves by buying toys and baby essentials. Which of the following symbolic consumer behaviors is illustrated in this scenario?
Role transition ritual
Which of the following is true of a diffusion curve?
S-shaped
_____ describes whether information is positive or negative.
Valence
Joanne is a marketing manager at Calin Corp., a ready-to-eat food products manufacturer. During her interaction with the firm's regular customers, she came to know that they like Calin Corp.'s single serving size meals. When she probed why they liked the single serving size packs, they replied the packs come in separate boiling bags. They are of ideal quantity leaving no room for waste. In this case, Joanne is involved in:
Value laddering
Managers at Sephra Inc., a reputed garment manufacturer, notice that the firm's customers can be grouped according to their purchase decisions. These groups focus on a product's style, price, and durability of the products, respectively. In this case, managers at Sephra Inc. identify the customer groups through _____.
Value segmentation
According to VALS, formerly known as Values and Lifestyles, makers:
Value self-sufficiency
_____ are enduring beliefs about abstract outcomes and behaviors that are good or bad.
Values
Which of the following statements is true of confirmation bias?
When confirmation bias is operating, we are more likely to recall positive rather than negative information about favored brands.
Kimberley has two older sisters, Stephanie and Grace. Kimberley imitates her sisters' behaviors, such as the way they dress, the way they walk, and the way they talk. Stephanie and Grace are a(n) _____ to Kimberley.
associative reference group
A research study suggests that consumers' _____ may be the best indicator of advertising effectiveness
attitude toward the ad
A consideration set, which contains options that consumers want to choose among, consists of a leading brand's perfume, handbag, and designer footwear. To make this brand look even better, marketers decide to add accessories from an inferior brand to the consideration set. This act by the marketers is an instance of the _____.
attraction effect
Price comparison shopping in which consumers compare each brand on price and select the one with the desired price is an example of _____.
attribute processing
Jude wants to purchase a new mouse for his computer. He wants it to be ergonomic, functional, and durable. He invest considerable time and energy before making a decission. This is an example of ______
a high-effor decision
Applying the concept of correlated associations, when two brands with similar brand concepts become cosponsors of an event, _____.
a positive image transfer can occur
John really did not think much about Wind Out breath mints until he bought a pack and realized how strong they were. He instantly liked them and decided to buy all the available flavors of the mint. This is an example of how:
a purchase will be reinforced from a feeling of satisfaction.
The speaker at the Tomarao Enterprises sales seminar asked her audience "Would you like to be financially independent before the age of 50?" This is best thought of as an example of using _____ to elicit self-referencing.
a rhetorical question
Steve watches an ad for a brand of soda that portrays people surfing and having a party on a beach. Steve now associates the soda with fun and exciting people. In the context of consumer attitudes, Steve's behavior is an example of _____
a simple inference
Manson and his wife went out shopping for clothes one day. Since Manson always wore SoftSewn brand shirts, his wife picked out only those shirts for him to try on. However, when shown the shirts, Manson said, "I need to try something different." Manson's response is an example of _____.
a variety-seeking tactic
Psychological risk reflects consumers' concern about the extent to which a product or service:
fits with the way they perceive themselves.
The _____ is designed to induce compliance by getting an individual to agree first to a small favor, then to a larger one, and then to an even larger one.
foot-in-the-door technique
Most low-effort decisions are made:
frequently and repeatedly over time.
Helma needed to find a lawn mower to remove weeds that had grown rapidly after recent rains. Her need is best classified as a(n) _____.
functional need
A(n) _____ is a market in which the social relationships among buyers and sellers change the way the market operates.
embedded market
Imagery plays a key role in _____.
emotional decision-making
Sally is in charge of erecting billboards along highways. The billboards display the logos of newly launched brands in the market. She believes that although drivers might not stop their vehicles and read the ads, they might notice the ads just enough for them to make an impact. In this scenario, the drivers might engage in _____.
preattentive processing
In the consumer decision process, _____ is the perceived difference between an ideal and an actual state.
problem recognition
Anne is organizing a house party. She considers ordering expensive wine, caviar, and desserts that will be served to guests under one category. Although each of these items possess different attributes, Anne places them in the _____.
goal-derived category
Bill loved hang gliding. He enjoyed going out by himself to enjoy the thrilling sensation of flying like a bird. This is an example of a _____.
hedonic need
Representativeness and availability are two major types of _____.
heuristics
When consumers aid their judgments by inferring that brands with more frequent ads are high in quality, they are forming _____, which are simple rules of thumb that are easy to invoke and require little thought.
heuristics
In a grocery store, the beverages section of the floor contains sub-sections for juices, tea, coffee, and soft drinks. This denotes the usage of _____ within the retail environment.
hierarchical structures
Jenna is reading a fashion magazine. While flipping through the pages, she notices a black-and-white photograph amidst a photoset containing vibrant colors. The black-and-white photograph may attract Jenna primarily because it is:
in contrast with the competing stimulus.
Consumers can develop decision heuristics called choice tactics for quick, effortless decision-making:
in repeat-purchase situations.
According to a study, placing ads in violent programs can:
inhibit processing and ad recall.
When Eric runs out of toothpaste, he buys Shonder toothpaste. If that brand is not available, Eric purchases Smoshable toothpaste even though the store has other brands of toothpastes that are inexpensive and of good quality. In this scenario, Shonder toothpaste:
is part of the evoked set.
Linda and her friend, Cindy, meet to plan an exciting Saturday evening. Linda wants to go for a movie, whereas Cindy wants to go to a basketball game. However, the movie and the game begin at the same time. Hence, they need to decide on one of the activities. In this scenario, making the choice between the movie and the game exemplifies a situation of _____.
noncomparable decisions
Telore's yogurt container is narrower at the top than at the bottom. Its competitors' yogurt containers have a broader top and narrower bottom. This is an example of using _____ in marketing stimuli.
novelty
Andoitine, a leading pharmaceutical company, makes Tonedeep, a medicine widely used for viral infections in children. However, doctors recently discovered that children who took this medicine could develop a serious blood disorder. This has led to Andoitine's recalling their product for further testing. This is an example of Andoitine:
protecting its brand image.
Jason, a new salesperson at a shoe store, followed the customers around the store. He kept talking to them about all the products in the store even after a significant number of customers asked him to leave them alone. Ultimately, most of the customers left and went to the adjacent shoe store. The customers' reaction in this case is an example of:
reactance.
In the context of regions within the United States, the eastern seaboard:
reflects its roots as the original 13 British colonies.
In the context of consumer learning, when motivation is low, consumers will:
rely less on hypothesis testing.
Sally loves to paint. She recently sold some of her paintings and received good reviews. She feels happy with her decision to sell her paintings. In this scenario, Sally's feeling of content exemplifies _____.
satisfaction
The feeling that a purchase decision, consumption experience, or disposition decision meets or exceeds one's expectations is referred to as _____.
satisfaction
A(n) _____ is a special type of schema that represents knowledge of the sequence of actions involved in performing an activity.
script
Rad visits a posh restaurant while on vacation. He is aware that he will need to be well behaved while he enjoys his dinner. He knows that he will need to wait to be seated, speak in a quiet voice, and leave a tip. These are all parts of Rad's _____ for fine dining.
script
Brenda is an interior designer. Before buying products for interior furnishing, she gathers information about the products manufactured by a company and then moves on to the next company's products. In this scenario, Brenda is:
searching by brand.
Iconic memory is sensory memory of things we _____.
see
Zina has been using computers all her life and has extensive knowledge about hardware and software. In this context, Zina can process information about computers more extensively when the information is stated in terms of _____.
specific attributes
During their teen years, individuals:
strive to establish an identity.
In the context of taxonomic categories being structured hierarchically, the finest level of differentiation exists at the _____.
subordinate level
The difference between sugar cookies and cinnamon crackers is a fine one. This can be considered a(n) _____ of categorization.
subordinate level
Savor Rich coffee and Jolnes bottled water are both members of the beverage category. Although they have a few common associations, they also have many that are different. In this scenario, beverages are an example of a(n) _____ of categorization.
superordinate level
In the context of low-effort thought-based decision-making, shaping involves:
taking consumers through a series of successive steps to lead them to a desired response.
Horizen is an Internet service provider. It has started a promotional offer where its existing customers are given discounts on their next bill if they refer the Internet service to 20 other people whom they contact through social media and Internet forums. This is an example of:
targeting networks of individuals.
Negative disconfirmation occurs when:
performance is worse than expected.
The advertisement for CoolBreeze air conditioners claims that it is the fastest cooling, lowest power consuming, and easiest to install air conditioner. This advertisement is an example of a marketing strategy appealing to consumers' use of _____ tactics.
performance-related
Kimberly has been planning to purchase a digital camera for a long time. She finally makes the purchase and is happy because she feels she has bought it at the best price. However, after using the camera, she feels doubtful about her choice. This scenario exemplifies _____.
post-decision dissonance
The negative feeling that one should have made another purchase, consumption, or disposition decision than one actually did is referred to as _____.
post-decision regret
Bargainer's Bin is a retail store. It has started a new dollar store and launched a new Web page, www.bargainersbin.com The Web page has several series of webisodes related to the new store for customers to watch. Viewers can also send the webisodes to their friends via e-mail. In this case, Bargainer's Bin is hoping to spread the buzz about its Web page through:
viral marketing.
In the problem recognition stage of decision-making, the ideal state is the:
way that consumers would like a situation to be.
Magnira Inc. is trying to promote its cosmetics. It offers discoutns to customers who post about its products' beneffit in their social media accounts. This enables others to know about the company's products. In this case, customers of Magnira Inc. are involved in_____
word of mouth
The influence delivered verbally from one person to another person or group of people is called _____.
word of mouth
Sarah lives with four family members. When they watch television after dinner, Sarah holds on to the remote control and switches channels during commercials. In this scenario, Sarah is involved in _____.
zapping
In the 1980s, almost everybody owned a novelty called a Sound Boxer. This product was a musical device that played a musical note at the press of a button. The sales of this product rapidly grew and just as rapidly fell. In terms of the Product Life Cycle, the Sound Boxer was a:
Fad
A _____ is a successful innovation with a lengthy product life cycle.
Fadd
A direct comparative message is the most common type of message in an ad
False
A key aspect of households is that more than one individual cannot become involved in acquisition and consumption.
False
A need is an external state of tension experienced as a similarity between the current state and a desired state.
False
According to Maslow, people generally fulfill higher-order needs before they fulfill lower-order needs.
False
According to the thoery of reasonedaction model, normative factors do not affect consumers' attitude-bahavior relatiopnship
False
African Americans represent 30 percent of the U.S. population.
False
Agentic goals stress the formation of affiliations and fostering of harmonious relations with others.
False
Although consumers have different goals over time, they have goal-derived categories that are consistent.
False
Ambiguous consumption information enhances consumers' ability to learn from experience.
False
An Internet chat group is an example of a primary reference group.
False
An infomercial is advertising that takes the form of editorial content.
False
Consumers are less likely to complain when they have the time and easy access to formal channels of communication to do so.
False
Consumers are not guided by feelings when buying from a particular store.
False
Consumers are not susceptible to informational influence when considering complex products such as electronic appliances that consumers cannot easily understand how to use.
False
Consumers are satisfied if they perceive inequity in an exchange.
False
Consumers can acquire knowledge by direct experience, which is often more marketer-controlled.
False
Consumers disposing of a possession of high value are likely to throw it away rather than to sell it or to give it to someone special.
False
Consumers find nontechnical and qualitative data more difficult to handle than technical or quantitative information.
False
Consumers use the same type of choice tactic for different product categories.
False
Consumers who consider indulging in a purchase expect to have more positive than negative feelings when a strong justification for the indulgence is lacking.
False
Consumers will have negative attitudes toward a brand if it is present during an experience that provokes fear, because the brand "shared" in that experience.
False
Consumers will search the same information sources no matter what stage of the search process they are in.
False
Dual-career families tend to spend less than other families do on childcare, eating out, and services in general.
False
Echoic memory is sensory memory of things we see.
False
Felicia cannot remember how many miles per gallon her car gets, but she does recall it has very good mileage. This is an example of recall of brands.
False
Firms with a sincere brand personality may have an easier time reinvigorating customer relationships after a crisis because consumers are less surprised by nonroutine experiences with such brands
False
For teens, advertisements on TV are a major source of information about products.
False
If an attribute is salient, it must also be diagnostic.
False
In the context of consideration sets, the attraction effect occurs because adding superior brands to a set increases the attractiveness of a dominant brand, making decisions easier for consumers.
False
India has a diverse ethnic population with approximately 20 different languages being spoken in the country.
False
Low-effort cognition involves classical and evaluative conditioning.
False
Market share turns out to be a strong positive predictor of a company's future customer satisfaction, because consumers prefer many choices in the marketplace.
False
Personality is a relatively global and enduring evaluation of an object, issue, person, or action.
False
Positioning close to the prototype can be an effective way to differentiate a brand.
False
Post-decision dissonance is a feeling of elation after a purchase.
False
Preattentive processing takes place during focal attention.
False
Present-oriented consumers want to develop themselves and select life-enriching vacations and books.
False
Promotion-focused consumers, whose goal is to maximize gains and positive outcomes, will put more emphasis on the effectiveness of a product and put less emphasis on whether they think they have the skills and capacity to use the product.
False
Randy heard the same ad for Orenico cookies on many occasions. In the context of the truth effect, he is more likely to develop a negative belief about the product.
False
Repetition of a brand name and messages in marketing communications prevents the brand name from being retained in the consumer's memory.
False
Research has shown that children use brand names as cues for consumer decisions by the time they are two years old.
False
Research indicates that fear appealls that evoke guilt, regret, or challenge are ineffecctive in influecncing consumers
False
When a consumer watches a funny movie and experiences intense emotions, he or she is exhibiting strong cognitive involvement.
False
When consumers encounter a lot of information about a product, those who are promotion-focused will have lower brand evaluations.
False
When consumers' motivation, ability, and opportunity (MAO) to process information relevant to a decision are low, consumers put a lot of effort into making these decisions.
False
Modernity refers to the extent to which consumers in the social system have positive attitudes toward change. TRUE OR FALSE
TRUE
One way to characterize innovations is to describe the degree of change that they create in our consumption patterns.
TRUE
Women use social class emblems to signal their attractiveness to men, whereas men use them to signal to other men that their partners are devoted to them.
FALSE
Wrapping a present nicely in appropriate paper helps to commodify a mass-produced product.
FALSE
People discard special possessions when they lose their functional value.
FALSE
Preserving family heirlooms is an example of the connectedness function of products.
TRUE
Product diffusion and the product life cycle are related but different concepts. TRUE OR FALSE
TRUE
Rhonda does not think automatic dishwashers are as effective as washing dishes by hand. Although her friends have dishwashers and are happy with the performance, she refuses to consider washing dishes any other way. In consumer behavior, Rhonda displays dogmatism. Group of answer choices
TRUE
Social class motives and values can determine which offerings consumers desire.
TRUE
Someone who owns an expensive watch or car will likely be viewed as upper class.
TRUE
Studies indicate that the earlier someone adopts an innovation, the more prestige is associated with it. TRUE OR FALSE
TRUE
The characteristics of the social system in which an innovation operates affect resistance, adoption, and diffusion. TRUE OR FALSE
TRUE
The many factors that affect acquisition, usage, and disposition decisions can be classified into four broad domains: the psychological core, the process of making decisions, the consumer's culture, and consumer behavior outcomes.
TRUE
With a low-effort hierarchy of effects, the time between awareness of an innovation and its trial or adoption may be brief. TRUE OR FALSE
TRUE
Working-class consumers depend heavily on family members for economic and social support in many areas, including job opportunities. Group of answer choices
TRUE
In the context of symbolic consumer behavior, groups on the margins of society can be agents of change in cultural principles.
TRUE
_____ propose that personality is composed of a set of characteristics that describe and differentiate individuals.
Trait theorist
Consumers are motivated to relieve their boredom because their level of arousal falls below the optimal stimulation level (OSL).
True
Consumers can be exposed to marketing stimuli at any stage of the decision-making process.
True
Consumers control their exposure to marketing stimuli.
True
Consumers seek variety for two major reasons: satiation and boredom.
True
Consumers tend to like a brand or product when there is a close match between their emotional receptivity and the emotional intensity expressed in an ad or by a salesperson
True
Consumers using a disjunctive model set up acceptable cutoffs to find options that are good.
True
Customer retention:
is the practice of working to satisfy customers with the intention of developing long-term relationships with them.
Jack has been using Candlone printer ink cartridges for almost a decade. His knowledge about this brand of printer ink is high and he is sure that he likes the product and wants to continue using it. In the context of consumer learning, Jack:
is unlikely to generate new hypotheses.
A principal objective of marketing strategy should be to increase the likelihood of _____ through offering quality.
satisfaction
According to the _____, consumers can have a favorable attitude toward an ad either because they find it believable or because they feel good about it.
dual-mediation hypothesis
Word-of-mouth communication has more credibility, whereas advertising:
has more reach.
Personal relevance is something that:
has potentially significant consequences or implications for our lives.
Consumers are highly motivated to conduct an external search when:
they are uncertain about which brand is the bes
Consumers will attempt to recall more information from memory when:
they have a greater degree of knowledge.
Ryan has just started a new semester in college. He attends his first lecture on statistics. Halfway through the lecture, Ryan's disinterest in the subject prompts him to make up his mind that statistics will be boring for the rest of the semester. In this scenario, Ryan has made the _____ form of assessment.
thin-slice judgment
Conscious low-effort decision-making can follow a hierarchy of effects in which:
thinking leads to behaving and results in feeling.
A business school has set up a gateway course that allows its students to collaborate with each other and their lecturers through a private social media platform. The platform allows students to ask their queries, exchange notes, and share information related to exam schedules and class timings. The school hopes that this new platform will increase graduation rates. In this case, the business school is attempting to increase what is known as the _____ of the students.
tie-strength
Exotic King Foods used songs from the 60s and 70s in their ads to evoke a positive response in consumers who were baby boomers. The music could have acted as a(n) _____ in classical conditioning to create a good feeling toward Exotic King Foods.
unconditioned response
Teenagers in the _____ segment are dutiful and conforming, seeking a rewarding family life and maintaining traditional values.
upholders
Under preipheral-route processing, consumers' attitudes are based on
The surpeficial cues withing the message
Which of the following statements is true of judgments?
They do not require a decision.
The goal of a transformational ad is to:
associate the experience of using the product with a unique set of psychological characteristics.
Explain consumer behavior as a dynamic process
A Dynamic Process Consumer behavior involves understanding that acquisition, consumption, and. In other words, usage of an offering is often a logical outcome of acquisition; disposal
A successful innovation that has a moderately long and potentially cyclical product life cycle is known as a(n) _____.
A fashion
Outfits of a certain design that are made of blue silk fabric symbolize identification with the country of Kailand. In the context of sources and functions of symbolic meaning, this is an example of _____.
A geographic emblem
Bertha always spends hours cleaning and polishing the furniture of her home before guests arrive. In the context of special possessions and brands, this is an example of:
A grooming ritual
Discuss innovations from a marketing viewpoint.
A high degree of physical distance between members
A parody display is:
A status symbol that moves in a reverse direction
Nathan is a trained mountain climber. He is a member of a mountaineering club and dons the club's T-shirt during his expeditions. In this sceneraio, Nathan's Tshirt is an example of ___
A symbol
A fraudulent symbol is:
A symbol that becomes so widely adopted that it loses its status
Internal information search is:
the process of recalling stored information from memory.
_____ propose that differences in personality are more a function of how individuals have been rewarded or punished in the past.
Behavioral approaches
In the List of Values, which of the following primary values is an external value
Being well respected
_____ Hispanic Americans are those who can function in either English or Spanish.
Bicultural
The working class is mainly represented by:
Blue-collar workers
_____ is the easy recognition of a well-known brand.
Brand familiarity
Which of the following statement is true of perceptual maps?
Brand in the same quadrant of the map are perceived as offering similar benefits to consumers
_____ form a solid base on which companies can build brand profitability.
Brand-loyal consumers
Which of the following statements is true of an evoked set?
Brands that are closest to the prototype are more likely to be included in the consideration set than brands that are not typical of the category.
Marketers classify innovations in three main ways: (1) the degree of novelty, (2) the type of benefits offered, and (3) the:
Breath of innovation
Brand-choice congruence is:
the purchase of the same brand as members of a group.
Distinguish between central and peripheral-route procesisng
Central processing: when a receriver is doing it, this person is being an active participant in the prcess of persuasion Peripheral: this occurs when the listener decides whether to agree with message based on other cues besides the idea of the message
Robert has developed a favorable attitude toward a brand of stationery knonw as Impress because the brand is eco-friendly and promotes sustainability. He has since learned, through his own research, that Impress also engages in fair trade practices. Robert's attitude formation is an example of ______
Central-route processing
Visibly buying products and services that one never uses is called _____.
Cospicuos waste
Brad often watches advertisements for acne removal creams. When he listens to claims that the prooduct makes the users' skin clearer in a few hours, he wonders, "No one's skin can become clear within hours. The product will not work." Brad's thoutghts are examples of ____
Counterargumetns
The term _____ refers to the natural grouping of objects that reflect our culture.
Cultural categories
In the context of symbolic consumer behavior, which of the following statements is true of cultural principles?
Cultural priciples give meaning to product
An Indonesian family that has immigrated into the U.S. tries to adopt the American culture by participating in festivals such as Easter and Halloween. The family also begins to celebrate Thanksgiving and Christmas in their own home. Which of the following symbolic consumer behaviors does this scenario illustrate?
Cultural transition
What are cultural categories and how do they affect consumer behavior?
Culture unites people of a single society together through shared beliefs, traditions, and expectations. The two basic types of culture are material culture, physical things produced by a society, and nonmaterial culture, intangible things produced by a society.
Brand loyalty is:
the repeat purchase of a brand because of a conscious evaluation.
Earned status is: Group of answer choices
Derived primarily from one;s beliefs and values
Value laddering refers to:
Determining the root values related to product attibutes that are important to consumers
Maureen hates shopping for clothes and is easily confused if provided with plenty of choices. She has an upcoming office party for which she needs to purchase a dress. The night before the party, she reluctantly goes to a nearby mall to buy a dress that would be apt for the occasion. Which of the following consumer tendencies is illustrated by Maureen in this scenario?
Decision delay
A _____ is a successful innovation that has a very short product life cycle.
Decline
____, or moving to a lower class, is an increasing trend in some industrialized societies.
Dpwnward mobility
YapSnap.com is a social media website which allows its members to chat and send pictures to each other via private messages. YapSnap can be considered to be a _____ because it changes the way one communicates with other people. Group of answer choices
Dynamically innovation
Tomas, a tennis player, has fractured his elbow andd has been advised not to play tennis for a few months. He decides to temporarily dispose of his tenniis racket untul he has healed. In this case, which of the following should Tomas do to accomplish
He should rent his tennis racket
FlyBeyond Airlines offers its flyers abundant legroom, gourmet meals, and a large selection of videos on individual screens. In this scenario, FlyBeyond Airlines appeals to _____ of its customers.
Hedonism
In the context of service recovery, which of the following should businesses do when customers respond aggressively to a problem?
Give customers choices to allow them to feel in control of the situation
Which of the following statements is true regarding the value of a gift?
Givers believe that the gifts they give others are extremely valuable
_____ are a particular end state or outcome that a person would like to achieve.
Goals
At the consumption stage, some consumers engage in _____ to bring out or maintain the best in special products. Group of answer choices
Grooming rituals
_____ is the most effortless type of consumer decision-making, and is characterized by little or no information seeking.
Habit
Which of the following is an ego-focused response?
Hapiness
Penny's father is the managing partner of a well-known law firm, and her mother is a hospital administrator. Ever since her childhood, she has never felt the need to find a job or worry about any of her bills as her parents took care of all her expenses. In this case, Penny has lived a comfortable life due to:
He inherited status
Match-up hypothesis refers to the
Idea that the source be appropriate for the product or service
Which of the following statements is true of a lexicographic model?
If one attribute of an option dominates, the consumer selects that option.
In the process of acculturation, consumers are more likely to adopt the values of a new culture: Group of answer choices
If they view that culture as attractive and as having values similar to their own
Which of the following is an impact of changes in the aesthetic qualities of a product or package?
Images located near the package top or on the left side add to the perception of a product as "lighter."
In the context of domain-specific values, which of the following statements is true of materialism?
In a materialistic society, consumers will be receptive to marketing tactics that facilitate the acquisition of goods
Household decision roles can be _____, meaning that they relate to tasks affecting the buying decision, such as when and how much to purchase. Group of answer choices
Instrumental
Reena is seeking monetary help from friends and family. In the hopes of getting a loan from her distant but wealthy aunt, Reena meets and gifts her a silk scarf. In this scenario, Reena's motive in giving a gift to her aunt is _____.
Instrumental
In the context of household decision roles, the roles that relate to tasks affecting the buying decision are called _____.
Instrumental roles
Which of the following strategies can help a company get its brand into the consumer's consideration set?
Maximizing the attraction effect resulting in a more positive evaluation of the brand
Kathryn treasures a pen that once belonged to her grandfather. The pen evokes memories of happy times spent with her grandfather. In the context of special possessions and brands, Kathryn's pen is an example of a(n) _____.
Memory-laden object
In the context of special possessions for men, which of the following statements is true? Group of answer choices
Men consider products to be special when they have instrumental and functinal features
In the context of special possessions and brands, which of the following is a difference between men and women?
Men consider products to be special when they symbolize achievement, whereas women consider products to be special when they symbolize attachment
Which of the following is a characteristic of Asian American consumers?
Messages delivered to them in their native language are more effective than messages in English.
If an innovation is to spread through the market, it:
Must appeal to every adopter group
The term _____ describes a family consisting of a father, mother, and children.
Nuclear family
The greatest determinant of class standing is _____, particularly in Western cultures.
Occupation
John likes an informarcial about a new piece of weable technology. The celebrity in the informecial explains how the technology works and shows its use in everyday life. In this scenario, John likes the ad because:
Of its utilitarian dimension
In the context of touch as a marketing stimulus, which of the following is a tactic to increase sales?
Offering trial sizes
Phoenix Inc., a XYZ manufacturing company, introduces Numberator, a scientific calculator, that comprises a special, high-quality chip. This chip helps the Numberator calculate faster than the traditional scientific calculators. In this scenario, Numberator can be considered an innovation: Group of answer choices
Only if it is perceived so by consumers
Nina is a celebrity lifestyle coach. She advises her clients on topics such as fashion, fitness, and food. She is very famous and thousands of people follow her on social media. In the context of sources and functions of symbolic meaning, Nina is a(n) _____.
Opinion leader
Specific people who shape, refine, or reshape cultural principles and the products and attributes they are linked to are known as _____.
Opinion leaders
Anne wants to purchase a new computer. She decides to go on a vacation before making the purchase. In this case, her vacation provides her with the _____ to learn as much as possible about purchasing the computer
Opportunity
According to the psychoanalyst Sigmund Freud, at the _____, the infant is entirely dependent on others for need satisfaction and receives gratification from sucking, eating, and biting.
Oral stage
Kimberly needs to pick out a color to repaint her restaurant. Since the restaurant is located in a dreary setting, she wants the interior of the restaurant to encourage activity and excitement. In this case, which of the following colors will best suit Kimberly's purpose?
Orange
In the context of special possessions and brands, profane objects are:
Ordinary objects without special power
Bob and Jane are married and are partners at a prestigious law firm. Together, they earn a comfortable seven-figure salary, which allows them to buy luxury products that most people cannot afford. In the context of social class distinctions, it can be said that Bob and Jane belong to the _____ class.
Overpriviledged
Families whose income level is 20 to 30 percent more than the median of their class are considered _____.
Overprivileged
Segmentation systems such as _____ group areas and neighborhoods into more precise clusters based on consumers' similarities in demographic characteristics and consumption lifestyles.
PRIZM
Which of the following statements is true of using novel marketing stimuli?
People do not like extreme novelty.
Which of the following statements is true regarding the motives and emotions of gift giving?
People who give gifts for altruistic reasons show their love for the receiver
When consumers have the opportunity to be exposed to information about a product, they need to ____ and attend to information
Perceive
Benjamin has been buying generic brake oil for years. When he watches an advertisement for a new type of brake oil, he pays attention to the ad and understands the information in it. In this scenario, Benjamin is involved in ____
Perception
_____ is the process of determining the properties of stimuli using vision, hearing, taste, smell, and touch.
Perception
_____ represents a somewhat higher, more meaningful level of processing than simply having stimuli register on consumers' sensory receptors.
Perceptual organization
_____ refers to the extent to which buying, using, or disposing of an offering is perceived to have the potential to harm one's safety.
Physical risk
Which of the following factors affects whether a consumer regards something as a category prototype?
Pioneer brands setting a standard for later brands
Which of the following statemts is true of positioning
Positioning should suggest that the product is superior in one or more attributes valued by the target market
Discuss the positive and negative effects of innovations on society.
Positive: Enhances Learning, Fosters, Problem-Solving Skills, Develops Future, Technological Leaders. Negative: Diminishes Relationships and Social Skills, Stimulates Health Issues.
Children's influence on the family's decision process is greatest during the:
Problem recognition phase
A company in India sells decorations during the Diwali festival. The decorative items are specific to the traditions and rituals of Diwali. This scenario illustrates _____.
Product involvement in sacred activities and rituals
The product life cycle deals with the:
Product lige cycle
Social class is a better predictor of consumption when:
Product prices are low
Which of the following statements is true of consumers' perception of vision?
Products in the center visually attract more attention than products from the side of the shelf.
_____ is the intensity of stimuli that causes them to stand out relative to the environment.
Prominence
Which of the following statements is true of prominence in marketing stimuli?
Prominent stimuli stand out relative to the environment because of their intensity.
Ed could not afford a new SUV after losing his job, but he nevertheless purchased one. After the purchase, he felt better about himself. This is an example of how, during times of downward mobility, acquisition and consumption can help:
Protect self-worth
_____ is the extent to which category members are considered to be representative of a category.
Prototypicality
According to _____, personality arises from a set of dynamic, unconscious internal struggles within the mind.
Psychoanalytic theories
Misaki Inc., an electronic goods manufacturer, has a research department that collects details about its customers and classifies them according to their values, personality, and lifestyles. This helps the department to develop marketing strategies to suit the preferences of the firm's customers. In this scenario, the research department at Misaki Inc. focuses on its customers' _____.
Psychographics
Explain psychographics.
Psychographics is the qualitative methodology of studying consumers based on psychological characteristics and traits such as values, desires, goals, interests, and lifestyle choices. Psychographics in marketing focus on understanding the consumer's emotions and values, so you can market more accurately.
_____ may lead consumers to reevaluate the choice tactic and use a different tactic for the next purchase.
Punishment
A particularly important survival activity for homeless consumers is _____.
Scavenging
Fourlotts Corp., a safety equiment manufacturer, sends brochures of its latest safety equipment to neighborhoods where theft or robbery is highly prevalent. In this scenario, Fourlotts Corp. is:
Selecting a target marjet from among numerous segments
_____ refers to the concept of seeing what we want to see.
Selective perception
Which of the following is a way of disponsing of an offering permanently?
Selling
_____ is the process of systematically managing consumers' perception and experiences of marketing stimuli.
Sensory marketing
_____ is leading consumers through a series of steps to create a desired response.
Shaping
Members of a particular social class tend to:
Share similar values and bahavior patterns
Which of the following is a factor that affects whether a consumer regards something as a category prototype?
Shared associations
According to VALS, formerly known as Values and Lifestyles, _____ belong to achievement-oriented segments.
Strivers
_____ is the consumer's perception about what he or she knows relative to what others know.
Subjective knowledge
_____ is the activation of sensory receptors by stimuli presented below the perceptual threshold.
Subliminal perception
Sarah, a fitness enthusiast, watches a TV advertisement for the latest type of fitness equipment. She is impressed by the producr and thinks that she needs to buy the equipment as soon as possible. In this case, Sarah's thourhts are examples of ____
Support argumetns
According to VALS, formerly known as Values and Lifestyles, _____ have the lowest incomes.
Survivors
Rohawk, a laptop bag manufacturer, has created a new line of laptop bags with a feminine design. The target market for this new product is urban working women. In order to market it effectively to the targeted segment, the advertisements for Rohawk women's laptop bags show smart and successful young women professionals using these bags. This scenario is an example of _____.
Symbol development
_____ are needs that relate to the meaning of our consumption behaviors to ourselves and to others.
Symbolic needs
When possessions fulfill the emblematic, role adoption, connectedness, and expressiveness functions, they are said to have _____.
Symbolic value
The external signs we use, conscoisuly or unconscoiusly, to express our identity are as known as ___
Symbols
Mary and Dennis had disagreements on where to spend their Christmas vacation. This led to a quarrel. Finally, they sat together, discussed, and picked a place both of them liked. In this case, Mary and Dennis have made a(n):
Syncratic decision
A family is usually defined as a group of individuals living together who are related by marriage, blood, or adoption.
TRUE
A national character represents only very broad generalizations about a particular country.
TRUE
Which of the following social classes in the United States consists primarily of white-collar workers, many of whom have attended college? Group of answer choices
The middle class
Which of the following relational effects of gift-giving has experiential themes of charity and overkill? Group of answer choices
The negligible effect
Breadth of an innovation is defined as:
The new and different uses of a particular product
In the context of British social classes, identify the social class that has the lowest household income of any of the classes, has limited social and cultural activity, and is low in educational achievement.
The precariat
Ceremony, timing and surprise, attention to the recipient, and the recipient's reaction are aspects of which of the following stages of gift-giving?
The presentation stage
Which of the following statements is true of consumers under time pressure to make a decision?
They acquire limited information about a product or service.
Which of the following is true of hedonic innovations?
They appeal to our pleasure-seeking an/or sensory needs
Which of the following is true of upper-class individuals?
They are a varied group of individuals who include the aristocracy and the "old money" of inherited wealth
Which of the following is true of teenagers in the "quiet achievers" segment?
They are ambitious, and they conform to societal norms.
Which of the following statements is true of concrete emotional appeals?
They are effective in stimulating short-term behavioral intentions.
Which of the following best defines affective responses
They are feelings and images in response to a message
Which of the following statements is true of affective responses?
They are generally more influential than cognitive responses in shaping consumer's towards products
Which of the following is true of the baby boomers?
They are heavy consumers of financial services as they look toward retirement.
In the context of recalling attributes, which of the following statements is true of vivid information?
Vividness affects attitudes only when the effort required to process the information matches the amount of effort the consumer is willing to put forth.
Which of the following types of complainers are likely to complain directly to the retailer or service provider?
Voicers
_____ is limiting acquisition and consumption to live a less material life.
Voluntary simplicity
Which of the following statements is true of color as a crucial factor in visual perception?
Warm colors generally encourage activity and excitement.
Which of the following statements is true of acquasistion behavior?
Ways of obtaining goods and services include renting, leasing, trading, and sharing
_____ is a process that involves consumers becoming bored with a stimulus.
Wearout
_____ states that the stronger the initial stimulus, the greater the additional intensity needed for the second stimulus to be perceived as different.
Weber's law
Even with the inequalities, social class distinctions can help individuals determine:
What their role in society is
Disposable cameras were unsuccesful when they were launched in the market. Consumers doubted whether they could take good picctures. When disposable cameras were repositioned "for those who forgot their camera on vacation" or "for those who do not want to ruin their expensice camera on the beach or slopes," sales increased. This could be bet thought of as a successful example of marketers understanding:
Why consumers acquire cameras
Harriet is married to Jonas, and ever since their marriage, Harriet has been responsible for purchasing groceries and toiletries every week. Jonas is happy with the way Harriet handles this task and has never had any complaints. This arrangement is an example of a(n):
Wife-dominant decision
Who among the following is a low-redibility source?
William, an actor, who endorses multiple products
Which of the following is true of weak ties?
Word of mouth spreads more effectively among people with weak ties.
_____ is the portion of memory where incoming information is encoded or interpreted in the context of existing knowledge, and kept available for more processing.
Working memory
In the context of individual consumer segments, _____ are affluent, well-educated, tech-savvy 25- to 44-year-olds living in urban areas.
Young Digerati
Tom wants to achieve his goal of scoring high grades at school. To this effect he is always on time for class, listens and takes lengthy notes during lectures, and studies hard for exams. This is an example of a(n) _____.
abstract goal
Zone of acceptance refers to consumers':
acceptable range of prices for any purchase situation.
The _____ is the consumer's perception of the way things actually are.
actual state
The feeling that consumers experience such as distress, sadness, regret, disgust, or anger after a purchase decision, consumption experience, or disposition decision is referred to as _____.
dissatisfaction
The term _____ is used to refer to a large and influential U.S. demographic group born between 1946 and 1964.
baby boomers
In classical conditioning, when the unconditioned stimulus is presented first, it is known as _____.
backward conditioning
Marketers can attempt to overcome the availability bias by providing consumers with _____ about the general population.
base-rate information
Judgments based on the availability heuristic are biased because consumers tend to ignore:
base-rate information.
The impact of reference groups as socializing agents:
can change over time.
A company decided to move all its products to the end of every aisle in a supermarket. Over a period of time, the company observed that the sale of its products increased exponentially. This is an example of marketers attempting to:
capture the habitual buyer's attention
Asian American consumers are more likely than the average consumer to:
check products and prices on the Internet before making purchases.
Saturation is also called _____.
chroma
Healthy Bite ice cream formed a partnership with the Fingerlicking candy bars to come up with a new flavor of ice cream. This is an example of _____.
co-branding
Consumers collaborating with companies to shape brand personality and develop new products is referred to as _____.
cocreation
When Stephanie was young, her parents bought her clothes from the brands they preferred. As she grew up, she started shopping with her friends instead of her parents. This led to a change in her brand preferences. This is best thought of as an example of:
consumer socialization.
Advertising can play a central role in influencing performance evaluations by increasing the:
consumer's expectation of positive reinforcement and satisfaction.
Cluster analysis is based on the principle that:
consumers in the same neighborhood tend to buy the same products and services.
Consumer learning from marketer-controlled information is often limited because:
consumers perceive the message to be of low credibility.
In a progression from the superordinate to the basic to the subordinate levels, _____.
consumers use more associations to describe objects
In the context of brand extensions, stretchability of a brand depends on:
consumers' ability to process relationships between the parent brand and associated products.
Gatekeepers are individuals who:
control the flow of information.
Jackson recently canceled his cable television subscription. He continues to watch his favorite shows by streaming them online. In this scenario, Jackson is a(n) _____.
cord-cutter
ost-decision dissonance can influence consumer behavior because it:
creates discomfort that the consumer would like to reduce.
Judgment is a(n) _____ the decision-making process.
critical input into
A conditioned stimulus is something that:
does not automatically elicit an involuntary response by itself.
Caroline and her friends are going out of state for a vacation. The journey will require her to fill her car with gas. Since she needs a lot of gas for the journey, she does not care much about where she buys it, as long as it is cheap. In this scenario, Caroline is a:
deal-prone consumer.
The initial reference point or anchor in the decision process is referred to as _____.
decision framing
Making a selection among options or courses of action is referred to as _____.
decision-making
Rene wants to purchase a laptop. She compares the laptops of Finneco and Twissare, two of the leading laptop brands in the market, to decide which of the two brands would suit her requirements perfectly. She finds that both the laptop brands tie on the most important feature "processing speed." She then moves on to compare the next feature "graphics" and selects Finneco because it is ranked higher. This scenario exemplifies the use of the _____ by Rene to make the selection.
lexicographic model
With the _____, consumers order the attributes in terms of importance and compare the options one attribute at a time, starting with the most important attribute.
lexicographic model
In the context of involvement, consumers can be involved with many different entities, which makes it important to identify the:
object of involvement.
When performance is _____, it is based on the actual performance, which is fairly constant across consumers.
objective
Shawn is planning to gift his parents a camera for their wedding anniversary. As soon as he thought of gifting a camera, he is reminded of Armora brand of cameras. In this scenario, Shawn remembers Armora brand of cameras because:
of its prototypicality.
The insurance on Carlos' car is due to expire, and he wants to renew it with a different company. He met different insurance agents to collect information about individual policies. In this scenario, Carlos meets with different insurance agents because:
of the information format affecting the opportunity to process information.
An indirect comparative message is:
one in which the offering is compared with those of unnamed competitors
Jonathan has always been interested in computers. He consistently reads computer magazines, attends various seminars on computer technology, and follows developments in the field through the Internet. In this scenario, Jonathan is engaged in _____.
ongoing search
Michelle is planning to buy a new computer. Whenever she sees ads for computers, she evaluates whether the brand is good or not. In this case, Michelle is engaged in _____.
online processing
A(n) _____ is an individual who acts as an information broker between the mass media and the views and behaviors of an individual or group.
opinion leader
Carol is a graphic designer. She wants to buy a computer, so she asks Reda, her friend, for advice. Reda works at a computer repair and assembly store and knows everything there is to know about computers. In this case, Reda is a(n):
opinion leader.
Ellen is driving down the road with the car's radio on. An ad for a new store is being aired as Ellen maneuvers through heavy traffic. Although Ellen enjoys shopping and is always interested in new stores, she pays more attention to her driving than the ad. In this scenario, Ellen has limited _____ to pay attention to the ad.
opportunity
Boomerangers are:
people who move back with their parents after college or after being on their own.
La Malang is a regular food festival which invites chefs from across the world to participate. People come in large numbers to try out the different cuisines. Food stalls during the festival have been classified into categories such as "Starters," "Main Course," and "Desserts." The common characteristics of the dishes have led to this form of a categorization. The various categories in this scenario can be called _____.
taxonomic categories
Sellers should create the endowment effect by setting a higher price for goods than buyers are willing to pay
FALSE
The second stage of gift giving, when a gift is actually given, is called the gestation stage.
FALSE
The sequence of acquisition, consumption, and disposition does not occur over time. -True -False
FALSE
When giver and receiver have close connections, the receiver perceives a low economic value in the gift received.
FALSE
Symbolic items such as a mother's wedding gown, family mementos, and photos are important to those high in materialism.
FALSE
The ability to develop successful new products is critical to a company's sales, future growth, and long-term survival potential. TRUE OR FALSE
.TRUE
Which of the following characteristics of a social system could result in the slowing of an innovation's diffusion?
Adaptability
Discuss the ways in which adopter group characteristics can be researched by marketers.
Adopter categories divide consumers into segments based on their willingness to try out a new innovation or product.
The advertising department of Locder Inc. has come up with a new set of advertising campaigns. The advertising manager determines the effectiveness of the new ads before they are broadcast. In this scenario, the advertising manager of Locder Inc. is involved in ____
Advertising copy testing
Tiffany likes to think of herself as a fashionista. She watches advertisements that show beautiful young women flaunting branded items with interest and often buys these products. This is an example of _____.
Advertising that fits with the targeted segment's self-concept
New forms of dance, new types of music, new clothing styles, and new types of food would all qualify as _____.
Aesthetic innocations
Fructose Inc., a soft drink manufacturer, has launched a new advertising campaign. The slogan of the campaign is "Orange juice isn't just for breakfast anymore." The campaign is an example of:
Affecting when people use orange juice.
Melissa watches an advertisement for Flyhigh Airlunes on televisiono. The advertisement brings back memories of family trips during her childhood, and it elicits an emotional response from her. in this scenario, Melissa's reaction to the advertisement can be categorized as a(n) ___
Affective response
Aaron used to have a lot of stuffed animals when he was a child. When he was a teenager, he gave them away and bought himself a few albums of music he liked. In the context of special possessions, this is an example of special possessions changing with _____.
Age
Which of the following strategies can help overcome consumers' habituation to stimuli?
Altering marketing stimuli periodically
Edward is fond of his nephew Jamie. On Jamie's 21st birthday, he gifts Jamie a large sum of money for his college expenses. In the context of gift-giving, Edward's motive of giving the gift is _____.
Altruistic
Sapone Inc. is a leading clothing manufacturer. Linda likes the patterns and the fit of its clothes, but she is not satisfied with their quality and price. She routinely tires clothers from different clothing brands when she hears positive reviews about them. In this case, Linda's attitude toward Sapone Inc. can be characterized as having ___
Ambivalence
_____ in attitudes occurs when our evaluations regarding a brand are mixed
Ambivalence
______ is an overall evaluation that expresses how much consumers like or dislike an object, issue, person, or action
An attitude
Immigrants from Brittolia the world over identify with red rice as a symbol of their culture and identity. In the context of sources and functions of symbolic meaning, this is an example of _____.
An ethnic emblem
Innovation can be defined as:
An offering that is perceived as new by consumers within a market segment an effect on existing consumption patterns
Sunny wants to dispose of her unused bike permanently. Discuss ways to dispose of her bike permanently
An option is to sell it to someone else, that way Sunny does not have to worry about it. Another option is to break it up in parts and recycle them.
Brad and Jake are coworkers and competitors for the post of manager. Jake bagged the top performer award for three quarters in a row, resulting in Brad feeling jealous and resentful. For Jake's birthday, Brad presented him with tickets to a movie starring Jake's least favorite actor. In this example, Brad's gift to Jake is an example of _____.
Antagonistic gift-giving
_____ occurs when a consumer must choose between two or more equally desirable options that fulfill different needs.
Approach-approach conflict
According to Futures Company's MONITOR MindBase, consumers in "I am at capacity" segment:
Are extremely busy
One reason why so many prices end in the number 9 is that they:
Are prerceived by consumers to be cheaper
Countries such as Vesmeta and Aldarnia are considered to be Fourth World countries. Products like TVs and VCRs are very new to the people who live there, even though most First World countries regard them as established products. These products are considered to be innovations in these countries now because they:
Are regarded as new products in their country of origin
_____ are groups we admire and wish to be like but are not currently a member of.
Aspirational reference groups
Which of the following strategies can help marketers include a brand in consumers' consideration set?
Associating products with certain goals and usage situations
The development of a motive for gift giving occurs in the reformulation stage of gift giving.
FALSE
In Aldmur, warmth of food is associated with freshness. CheesyPies is trying to sell frozen pizzas in Aldmur. CheesyPies would likely face difficulties in the market because of the:
Classic
The importance of special possessions for individuals remains constant with age.
FALSE
_____ is the extent to which the group has the capacity to deliver rewards and sanctions.
Coercive power
_____ is how often an event really occurs on average.
Base-rate information
By virtue of their experience with the innovation, innovators may:
Be more receptive to information about new products
Consumers acquire items that reflect not only their current social class but also their:
Class aspirations
_____ is the process by which consumers combine items of information about attributes to reach a decision.
Cognitive decision-making model
The more compatible an innovation is with consumers' values, norms, and behaviors, the lesser the product diffusion. TRUE OR FALSE
FALSE
Explain the cognitive, affective, and connative functions of attitude
Cognitive: are ideas about something Affective: are feeling and/or emotions that evokes fear, hate or sympathy Cnative: are tendency to act in a certain way toward something in situations
_____ is the consumer behavior of buying products or services to offset frustrations or difficulties in life.
Compensatory consumption
Robert is father to five-year-old Ella. His job involves extensive traveling, which keeps him away from home for weeks at a time. He feels sad about not being able to spend enough time with Ella and gifts Ella expensive toys on his return. Which of the following reasons or motives of gift-giving fits this scenario best?
Compensatory motive
_____ is the acquisition and display of goods and services to show off one's status.
Conspicuous consumption
_____ describes the different levels of abstractness in the associations that a consumer has about concepts and how the consumer's psychological distance from these concepts influences his or her behavior.
Construal level theory
Identify a true statement about consumer behavior process
Consumer behavior is a dynamic process
Explain consumer behavior
Consumer behavior is the study of individuals and organizations and how they select and use products and services, how people make decisions about what they buy, want, need. Study of consumer buying behavior is most important for marketers as they can understand the expectation of the consumers.
Which of the following is a nonmarketing source of marketing stimuli?
Consumer reviews
Which of the following statements is true of decision framing?
Consumers are more willing to take risks with products when a choice is framed as avoiding a loss than one framed as acquiring a gain.
Which of the following statements is true of strong arguments in a message?
Consumers are persuaded by a message containing a strong argument when they devote suffiencint cognitive resources to processing the information
Which of the following is possible if humor is not tied or related to the offering?
Consumers will only pay attention to the humor and ignore the brand.
Margaret refuses to upgrade her laptop to the latest version of the operating system because she is more comfortable with the current version. This can be considered a symbolic innovation. TRUE OR FALSE
FALSE
Informative ads tend to be less liked and generate negative consumer responses that ads that are not informative
FALSE
Innovations are always good for society at large. TRUE OR FALSE
FALSE
Legitimacy of an innovation refers to the legality of its channels of distribution. TRUE OR FALSE
FALSE
Lower-class consumers tend to watch TV less and are more likely than other classes to read magazines and newspapers.
FALSE
_____ refers to any aspect of a situation that diverts consumers' attention.
Distraction
Jacob used to be very attached to his old and comfortable recliner during his years as a student. Now, with a steady job and a new home, Jacob no longer likes or needs the recliner. He left it in his attic for months before finally giving it away to a thrift shop. This scenario illustrates the _____ of a special belonging.
Divestment ritual
_____ is a tendency to be resistant to change or new ideas.
Dogmatism
The _____ are visionaries in the product category, and they admire a technologically new product for its abilities to create a revolutionary breakthrough in how things are done.
Early adopters
The _____ are pragmatists, seeking innovations that offer incremental, predictable improvements on an existing technology.
Early-majority consumers
Marketing managers need to understand consumer behavior to protect consumers from unfair, unsafe, or inappropiate marketing practices
FALSE
Which of the following is a terminal value in the prosocial category?
Equality
_____ is a theory about the fairness of exchanges between individuals, which helps in understanding consumer satisfaction and dissatisfaction.
Equity theory
Which of the following is a difference between equity theory and the disconfirmation paradigm?
Equity theory focuses on the consumer's inputs and outputs versus those of others, whereas the disconfirmation paradigm focuses on the consumer's predictions and experiences.
The ____ are analytical processes that explain how ocnsumers form and change attitudes
Expectancy-value models
According to VALS, formerly known as Values and Lifestyles, _____ like being the first to participate in a trend and the first to leave it behind, seek out stimulation, and are highly sociable.
Experiencers
Which of the following is a source of internal information search?
Experiences
Which of the following is a difference between expert consumers and novices?
Expert consumers have more refined taxonomic structure of categories than novices.
With direct comparative advertising, advertisers:
Expliitly name a competitor or set of competires and attack them on the basis of an attribute or benefit
_____ is the degree to which consumers influence each other in the diffusion of a new product.
Exponential diffusion curve
_____ means coming into physical contact with a stimulus.
Exposure
The term _____ describes the nuclear family plus relatives such as grandparents, aunts, uncles, and cousins.
Extended family
A brand name is better remembered when placed in an ad that has interesting and unrelated visuals
FALSE
According to VALS consumer segments, thinkers have the lowest incomes and focus on meeting basic day-to-day needs.
FALSE
According to consumer segments identified by VALS, formerly known as Values and Lifestyles, strivers have the highest discretionary income, value self-sufficiency, and family.
FALSE
According to psychologist Carl Jung, introverts are outgoing, sociable, and typically conventional.
FALSE
Carol loves collecting animal figurines. Her treasured collection includes figurines gifted by her friends and family. In this scenario, Carol considers her animal figurines to be profane objects.
FALSE
Compared to low self-monitors, high self-monitors are generally more responsive to ads that make a quality claim and are more willing to try these products and pay extra for them.
FALSE
Compared with other cultures, the United States has long placed a low value on youth.
FALSE
Donovan bought a new car and crashed it into a tree. After having it repaired, the car is not as functional as it used to be. He blames the brand for its poor manufacturing ability. This is an example of Donovan's internal locus of control.
FALSE
Grooming rituals are designed to wipe away all traces of personal meaning in a product.
FALSE
Households are all the same in terms of stage in the family life cycle.
FALSE
Ideas cannot be described as innovations. TRUE OR FALSE
FALSE
In the context of special possessions and brands, replicas or copies of a particularly valued item cannot become fetish objects.
FALSE
In the context of symbolic consumer behavior, cultural categories do not reflect gender and age characteristics of people.
FALSE
In the context of symbolic consumer behavior, marketers create products and consumers use them in ways that are inconsistent with cultural principles.
FALSE
Research shows that when customers expect a close relationship with a brand, they will have more favorable brand evaluations after reading messages that use "you and the brand," compared with messages that use words such as "we."
False
Self-actualization is the need for prestige, success, accomplishment, and self-esteem.
False
Self-concept is the abstract, enduring belief about what is right/wrong, important, or good/bad.
False
Situational involvement is a long-term interest in an offering, activity, or decision.
False
The absolute threshold is the intensity difference needed between two stimuli before they are perceived to be different.
False
The broadest level of categorization is the subordinate level, where objects share a few associations but also have many different ones.
False
The concept of social class is inherently negative.
False
The hedonic dimension is when an ad provides information rather creates feelings
False
The statistical technique called clustering suggests that, despite many differences, boomer parents and their adult children share many common characteristics.
False
To reduce dissonance, a search is conducted that is designed to make the chosen alternative less attractive and the rejected ones more attractive.
False
When firms with a "sincere" brand personality suffer a product crisis, they do not have any difficulty reconnecting with customers because consumers are less surprised by nonroutine experiences with such brands.
False
When motivation, ability, and/or opportunity (MAO) is high, consumers like a brand less when it features a celebrity endorser who also endorses lots of other products.
False
When the option to see pricing information is presented with the higher price first, consumers are more likely to choose the lower priced option.
False
When the outcome of a decision will be realized far in the future, consumers may consider the rational aspects of the decision to be more important than the hedonic aspects of the decision.
False
When we believe our freedom to choose is being threatened, a boomerang effect occurs and we engage in compliance.
False
Whether or not music evokes a positive affective response is not dependent on the music's structure.
False
With zipping, consumers attend to all marketing stimuli.
False
A product, service, or brand that is the market leader or has a large market share is called an underdog.
False
Adding information actually makes imagery processing complicated because more information makes it difficult for consumers to form an accurate image.
False
Deal-prone consumers are often brand loyal.
False
Fred watches an ad for a new car and immediately likes the car. This is an example of selective perception.
False
The first or pioneer brand in a category lacks the ability to set a standard against which later brands can be compared.
False
Voicers are angry consumers who engage heavily in all types of complaining, including to a third party.
False
The _____ is a concept that suggests that offerings go through an initial introductory period followed by periods of sales growth, maturity, and decline.
Fashion
____ refers to how much consumers like or dislike somehitng
Favorability
A TV commercial for a local blood bank features a young boy in urgent need of a blood transfusion. The commercial makes viewers feel guilty about not donating blood. This ad is using ____
Fear appeal
____ attempt to elicit anxiety by stressing the negative consequences of either engaging or not engaging in a particular behavior
Fear appeals
_____ is a consumer's experience of being motivated with respect to a product or service, or decisions and actions about these.
Felt involvement
Curtis likes to drink soda. He takes the empty bottles and cans that he has collected to his wife, who usees them to make art. This is an example of how to:
Find new use for an offering
Explain how consumers decide whether to acquire, use, or dispose of an offering
First consumers recognize the need they have. Then they search for information, after that they evaluate alternatives. After this they purchase the best option for them and lastly they decide wheter this satisfy them or not.
Righteous Fury, a movie released in the US, has been well-received by audiences. Its story has elements of freedom, independence, and competition. Viewers regard such movies as authentic. This scenario is an example of the:
Fit between cultural principle and offerings
Which of the following statements is true of focal attention?
Focal attention happens when consumers focus on a stimulus.
GreenMachine, a hybrid car, is considered to be more fuel-efficient and environment friendly than a traditional gasoline-powered car. GreenMachine is an example of a(n) _____.
Functinal innovation
Flapbox is a new type of tablet that does not require any hardware medium for input. It offers the benefit of portability and additional functionality that desktop computers do not. Flapbox can be best classified as a(n) _____.
Functional innovation
_____ are those that offer benefits in product performance over existing alternatives.
Functional innovations
Kimberly wants to learn about the latest developments in agricultural tools and equipment. She attends many trade shows and conferences on these products. In this case, Kimberly's action of attending these events is an example of ____.
Gaining exposure
Individuals born between 1965 and 1979 are often called:
Generation X.
Among factors that influence resistance, adoption, and diffusion, _____ is the extent to which an innovation is consistent with one's needs, values, norms, or behaviors.
Incompatibility eith the existing consumer values and norms
Which of the following sources of prepurchase search involves gathering information from books, nonbrand-sponsored websites, government pamphlets, or magazines?
Independent search
Ruelis Copr. Is working on a new set of TV commercials. In one of its commercials, the company's product is displayed alongside a product from an unnamed company.The commercial compares one of its products with the other company's product. In this scenario, the commerccial is using ____
Indirect comparative advertising
Idiocentric consumers tend to put more emphasis on _____ than allocentric consumers.
Individual freedom
Samantha is quite attached to her smartphone because she finds it extremely useful. Apart from communication, she uses her phone for surfing the Internet, shopping, daily planning, saving important information, and as a camera. Samantha's smartphone is a special possession owing to its _____.
Instrumental importance
David chose a new notebook computer after thorough research. After a few weeks of purchase, he faced several issues with its performance. So, he felt embarrassed that he could not make a right decision. In this case, it can be inferred that David possesses a(n) _____.
Internal locus of control
Which of the following statements is true of consumer behavior?
It affects decisions about managing debt
In the context of noncomparable decisions, which of the following statements is true of alternative-based strategy?
It develops an overall evaluation of each option.
Which of the following is true of a continuous innovation?
It has a limited effect on existing consumption patterns
Which of the following is true of a dynamically continuous innovation?
It has the same usage as the products that came before it
Which of the following statements is true of the means-end chain analysis?
It helps marketers identify important values and the attirbutes associated with them
Which of the following is true of the low-effort hierarchy of effects?
It involves less risk and fewer people in the buying decision
Which of the following statements is true of an experiential search?
It involves using product samples or service trials.
Explain why it is important for marketers to understand why consumers acquire, use, or dispone of products
It is important for marketers to understand this so that they can plan on how to market and how to choose a better target group that will benefit them the most so they can earn the most revenue.
Which of the following statements is true of the absolute threshold?
It is the amount of intensity needed for a person to detect a difference between something and nothing.
How does a company's reputation affect the credibility of a message?
It might affect the way people perceive the message based in the reputaiton of the company. If the company does not hhave a good reputaion, consumers might not pay attention to the message and will identify it as false and won't benefit the company at all because it will not help build a better reputaion because all that it keeps getting are bad cooments about it
In the context of mispredictions about emotions, which of the following statements is true of negative performance disconfirmation?
It occurs when a product fails to perform how a consumer thought it would.
In the context of memory and retrieval, which of the following statements is true of interference?
It occurs when the strength of a memory deteriorates over time because of the presence of other memories that compete with it.
Which of the following statements is true of post-decision regret?
It occurs when there is a negative outcome from a chosen alternative.
Which of the following statements is true of post-decision dissonance?
It reduces when there is a search for additional information from sources such as experts.
The _____ starts out quickly, with a large percentage of the market purchasing as soon as possible.
It reflects the precentage of the population who have adopted a product
Vicky likes an advertisemetn for candies because it reminds her of the times her mother gave her a canfy as a treat when she was a child. In this case, Vicky likes the ad because of:
Its hedonic dimension
A key concept of the phenomenological approach is _____, or people's interpretations of why specific things happen, attributing the cause of events to the self or to others.
Locus of control
A major feature that distinguishes middle-class consumers from consumers of other classes is that they:
Look to the upper class for guidance on certain behaviors
David buys his favorite brand of chocoates every time he goes shopping. On the other hand, his friends, Alex, asks other's opinions while buying chocolates. In this scenario, David is a ____
Low-self monitor
Which of the following emotional responses is elicited with a combination of medium pitch, firm rhythm, and dissonant harmony in a musical piece used in an ad?
Majestic
In Swedish weddings, the bride receives a gold coin from her father and a silver one from her mother as parting gifts. This tradition is believed to ensure prosperity for the newly-wed couple throughout their lives. Which of the following symbolic consumer behaviors does this example illustrate?
Marital transition
In the context of individual consumer segments, _____ are single, lower-income consumers who live in smaller cities, are under the age of 55, and have a high school education.
Mobility Blues
Which of the following is a search bias that alters the nature of internal search?
Mood
Possessions that evoke specific feelings such as pride and happiness in owners are said to have _____.
Mood-altering properties
In most societies, the upper classes tend to be:
More cosmopolitan and international in orientation than other classes
Gregory, a pianist, wants to join a famous orchestra. He wants to buy an antique piano that had been put up for sale so that he can practice. In the context of consumer behavior, Gregory;s desire to buy the piano is an example of _____
Motivation
_____ is defined as "an inner state of activation," with the activated energy directed to achieving a goal.
Motivation
Explain how motivation, ability, and opportunity impact the consumer decision-making process
Motivation is what moves the consumer to engage in goal-relevant behaviors. Motivation is what would define how much of a product the consumer wants to obtain and how much they are willing to obtain. Ability is how much the consumer can actually obtain based on their income, storage, actual used, etc. Opportunity is how easy a consumer can obtain the product and how often they can obtain it.
_____ is when a consumer is actively evaluating a brand as he or she views an ad for it.
Online processing
Which of the following is a choice tactic that can be used in low-effort processing situations?
Performance
Which of the following is a type of perceived risk?
Performance risk
The term___ has been used to descrive the attitude formation and change process when effort is low on the part of the consumer
Peripheral-route processing
Marty bought a pre-owned pickup truck. He repainted it blue with a stylized white design. He also replaced the upholstery and the floor mats. In the context of special possessions and brands, this is an example of a:
Possession ritual
At the acquisition stage, _____ enable the consumer to claim personal ownership of new goods.
Possession rituals
Some institutions, such as the military and prisons, deliberately strip individuals of their belongings to erase old identities. This illustrates that: Group of answer choices
Possessions help shape people's identity
_____ is a feeling of discomfort about whether or not the correct decision was made.
Post-decision dissonance
George goes to a restaurant for dinner with his family. The service and the food at the restaurant are not up to standard. After they leave, George wonders whether his choice of restaurant was good. In this case, George is in the ____ stage of making decisions
Postpurchase evaluation
The third and final stage of the gift-giving process is the _____.
Reformulation stage
_____ increases the probability that we will purchase the same brand again.
Reinforcement
Arnold has named his pickup truck Betty and often speaks to it. He has owned this truck for about 14 years, and it often used to break down and require expensive repairs. On a recent trip, the axle broke and there were no spare parts to be found. Regardless of the loss of its function, Arnold still keeps the truck in his garage. In the context of special possession characteristics, this is an example of _____.
Relucatance to discard
The Red Boulevard neighborhood used to be restricted to families of old wealth and aristocracy. Of late, families of low economic backgrounds are moving in and mingling with the current residents. Even the local country club has relaxed its membership rules to admit members from a wider range of backgrounds. The given scenario is an example of:
Social class fragmentation
_____ is the grouping of members of society according to status, high to low.
Social class hierarchy
Discuss social identity theory and how products fit into this theory
Social identity is a person's sense of who they are based on their group membership. The central hypothesis of social identity theory is that group members of an in-group will seek to find negative aspects of an out-group, thus enhancing their self-image.
_____ is the information by and implicit or explicit pressures from individuals, groups, and the mass media that affects how a person behaves.
Social influence
Michael has become newly wealthy due to a large inheritance. In order to flaunt his prosperity, he buys a large house and an expensive car. He makes sure to display brand labels. Which of the following symbolic consumer behaviors does this scenario illustrate?
Social status transition
_____ is the process by which individuals acquire the skills, knowledge, values, and attitudes that are relevant for functioning in a given domain.
Socialization
Which of the following is a disadvantage of using smell as a marketing stimulus?
Some consumers may dislike a product scent or find it irritating.
Discuss how materialism characterizes Western cultures.
Some of the central characteristics of Western culture include: Democracy. Rational thinking.
Discuss ways of acquiring an offering
Some ways consumers can acquire an offering are by Buying, Trading, Renting or leasing, Bartering, Gifting, Finding, Stealing, and Sharing.
Mousetrap Corp.'s new advertisements feautes Harris, a celebrity. Harris endorses the firm's products and claims that the products work wonders. Some consumers who were dissatisfied with the firm;s products view thw ad and think that he had been paid to present a positive picture of Mousetrap Corp. In this scenario, the consumer's responses are examoles of ____
Source derogations
_____ is determining what the stimulus that consumers have detected actually is.
Source identification
Allocentric consumers are those who prefer interdependence and social relationships.
TRUE
An innovation does not necessarily have to be new as long as consumers perceive it as new. TRUE OR FALSE
TRUE
Before consumers can make decisions, they must have some source of knowledge or information upon which to base their decisions
TRUE
Consumers who pursue a unique position and experiences through the purchase, use, and disposition of goods and services display a need for uniqueness. Group of answer choices
TRUE
Dan is interested in mountain climbing and other adventures. He would be considered an idiocentric consumer.
TRUE
Depictions of the material success of peers can spur the desire for luxurious status symbols as well.
TRUE
Expensive heirloom china given to a couple on their wedding day by a favorite aunt can serve emblematic, connectedness, and role transition functions.
TRUE
Functional innovations often rely on new technology that makes a product better than existing alternatives. TRUE OR FALSE
TRUE
Giving a gift that aligns with the giver's self-concept can have a positive effect on the giver.
TRUE
Marketers sometimes unintentionally profane sacred objects through commercialization.
TRUE
Mary is a high-ranking executive at Symphic Inc. Mary bought a luxury bag from the brand Voulez Vous and got it to work. After a couple of weeks, she notices that many of her female subordinates have also started carrying Voulez Vous bags. This would be an example of the trickle-down effect. Group of answer choices
TRUE
Explain terminal and instrumental values.
Terminal values are the goals that we work towards and view as most desirable. These values are desirable states of existence. They are the goals that we would like to achieve during our lifetime. Instrumental values are the preferred methods of behavior. They can be thought of as a means to an end.
____ deals with how consumers cope with the threat of death by defending their world view of values and beliefs
Terror management theory
In the context of need for uniqueness, creative choice counter-conformity means:
That the consumer's choice reflects social distinctiveness yet is one that others will approve of
Which of the following is a concern associated with brand extensions?
The brand schema becomes less coherent and brand's image is diluted.
Attitudes are more likely to predict behavior when...
The consumers are knowledgeable about the object of the attitude
Describe the various types of innovation as characterized by their degree of novelty
The different types of innovation are Incremental, Disruptive, Architectural and Radical they help illustrate the various ways that companies can innovate.
Cook Wave is one of the first microwave ovens in the market. Initially, the adoption rate of Cook Wave ovens was very slow. The adoption rate increased dramatically as consumers became more aware and knowledgeable of microwave technology and as more products compatible with microwave technology came into the market. The diffusion pattern for this product is likely to be:
The do less planning and deliberation
Explain how marketers can use the emblematic function of products to sell their brands.
The emblematic function is derived from culture allows us to use brands and products to symbolize the social groups we belong to (or wish to belong to). Marketes may make inferences about the groups others are in. Developing Symbols, Communicating symbols, Reinforcing Symbols, Removing Symbols
Luke is an ardent fan of a certain rock band. He colored his hair purple and tattooed his body to reflect the band's iconography. In the context of sources and meaning of symbolic function, Luke's appearance is an example of _____.
The expressiveness function
Which of the following statements is true when consumers see one brand alongside a second brand that has a completely different personality?
The first brand will seem more distinctive than the second brand.
Briefly explain the four domains of consumer behavior
The four domains are the consumer's culture, the psychological core, the process of making decisions, and consumer behavior outcomes and issues.
____ refers to an ad providing information to consumers
The functional dimensioin
Ajeet has graduated from law school and is about to start formal practice as a lawyer. He wears the black robes that identify him as a lawyer and introduces himself as a lawyer. Which of the following phases of role acquisition does Ajeet fit into?
The incorporation phase
Jonathan always wore horned-rimmed glasses when he was in school and was always ridiculed because of them. However, in college, he was praised for his smart and intelligent looking glasses even though he wore the same kind of glasses. Horned- and wire-rimmed glasses were considered old-fashioned until they became associated with intellectualism in the 1980s. From the above scenario, it can be understood that when Jonathan entered college his glasses were perceived as a symbolic innovation because:
The meaning assocaited with his glasses was new
______ covers motivation, ability, and opportunity; exposure, attentnion, perception, and comprehension; memory and knowledge; attitudes about an offering
The psychological core
During which of the following stages of gift giving do people consider what to give an intended recipient?
The reformulation stage
During which of the following stages of gift giving do people reevaluate their relationship with a recipient based on the gift-giving experience?
The reformulation stage
Melissa is in the process of divorcing her husband Oliver. She gives away her engagement and wedding rings because she wishes to rid herself of memories associated with the relationship. Which of the following role acquisition phases is Melissa in?
The separation phase
In the context of consumer behavior, resistance refers to
The sesire to not buy an innovation, even in the face of pressure to do so
Jeremiah watched an advertisment for a breakfast cereal on TV. The advertismetn was enforsed by a famous actor. After a few weeks, he could not remember the actor who was featured in the ad, but he could remember the message of the ad. This is an example of _____
The sleeper effect
____ occurs when consumers forget the source of a message more quiclky than they forget the message
The sleeper effect
Which of the following relational effects of gift-giving has an experiential theme of epiphany?
The strengthening effect
According to _____, people prefer things that are moderately arousing to things that are either too arousing or not arousing at all. Group of answer choices
The theory of optimal stimulation level
____ is the model that providese an explanation of how, when, and why attitudes predict consumer behavior
The theory of reasoned action
Discuss ways of using an offering
The ways of using the offering depends on the offering and what would be the benefit that the consumer is expecting to obtain. Also the ways that this offering was acquire can influence in the way it is being used.
Which of the following statements is true regarding the appropriateness of a gift?
Token gifts are appropiate and appreciated in situations where no gifts are expected
Which of the following statements is true of high self-monitors?
They are more responsive that low self-monitors to image-oriented ads
In the context of sources of influence, which of the following is true of nonmarketing sources?
They are regarded as highly credible sources of influence.
Which of the following statements is true of values?
They are so ingrained that people are often not conscious of them
Which of the following is true of brand-loyal customers?
They are strongly committed to one brand and do not switch to another one easily.
Which of the following statements best defines instrumental values?
They are the values needed to achieve the desired end states
Which of the following statements is true of regrets that are transitory?
They are usually concerned with an unimportant purchase.
Which of the following statements is true when consumers are highly motivated to achieve a goal?
They attempt to understand goal-relevant information.
Which of the following is true of class-average families?
They can afford the symbols expected of their status
Which of the following statements is true of satisfied customers?
They can be retained easily by marketers.
Which of the following statements is true of underdogs?
They can instigate learning through comparisons of their brand with the market leader, when consumers are not motivated.
Which of the following is a characteristic of African American consumers?
They do not always aspire to assimilate with the majority culture.
Which of the follwoing statements is true of attitues?
They do not always predict behavior
Which of the following is true of groups that are formally structured?
They have rules outlining the criteria for group membership.
In the context of attitudes toward ads, which of the following statements is true of consumers in a good mood?
They like a brand extension that is moderately similar to the parent product.
Which of the following statements is true of needs?
They reflect inner forces that create tension in individuals.
Metacognitive experiences affect decisions beyond formal knowledge by influencing retrieval ease, inferences, and biases.
True
Once a brand emerges as the leader early in the search process, subsequent information acquisition and evaluation are distorted in favor of that brand.
True
One way to increase personal relevance of stimuli is by using dramas and mini-stories that depict the experiences of actors or consumers through a narrative in one or more ads.
True
Packaging can be an important retrieval cue for food products
True
People who are guided more by their own internal dispositions, called low self-monitors, are more likely to exhibit similar behavior patterns across situations than high self-monitors
True
Perceived attractiveness is an important source characteristic affecting high-effort, emotionally based attitudes of consumers
True
Physical capabilities can affect how, when, where, and whether consumers make decisions and take actions.
True
Priscilla can recall information such as the price, number of shelves, and color of the refrigerator she purchased. However, she cannot recall the refrigerator's capacity. This is an example of inhibition.
True
Rather than remembering all available brands in any given situation, consumers tend to recall a subset of two to eight brands known as a consideration or evoked set.
True
Repetition of ad messages increases the likelihood that consumers will be better able to process it when making a purchasing decision.
True
Sarah buys only CoolDay and SundayMist sodas; she can be called multibrand loyal.
True
Several consumers held the belief that ClearGel creams could be used to achieve a fairer skin tone as the product's advertisement stated so. This belief could not be proven or disproved and is known as ambiguous information.
True
The millennial generation, also known as Generation Y, consists of consumers born between the years 1980 through 1994.
True
Women outnumber men in the gray market because women tend to live longer.
True
Word of mouth between consumers tends to have a large impact on subsequent purchase decisions because it is very vivid.
True
Working memory is where most of the conscious information processing takes place.
True
Consumers engage in price-related tactics by simplifying decision heuristics that are based on price.
True
Consumers must know the meaning of the body feedback they experience in order to explain their behavior.
True
Describe values and how they constitute a value system.
Values are stable long-lasting beliefs about what is important to a person. They become standards by which people order their lives and make their choices. A belief will develop into a value when the person's commitment to it grows and they see it as being important.
The overall similarity among members in the social system is called _____.
autonomy
Which of the follwoing statements is true of the influence of price on consumers' acquisition, usage, and disposition decisions?
When making a purchase, consumers consider how much they must pay in relation to the price of other relevant brands
Lois purchased an automobile that required constant repair and often broke down. Because of her bad experience with the brand, she chose never to buy or recommend the brand to others. This is an example of how _____ is likely to influence consumer judgements.
accessible information
Crystal had put on some weight due to a medical condition. She went on a strict diet to reduce the weight she had gained during her illness. She managed to lose 30 pounds, and she was proud of her achievement. In the context of appraisal theory, her emotion of pride is the result of:
achieving an outcome consistent with her goals.
Jon repeatedly watches an ad for BoNmarts, which promotes itself as the store with the lowest prices. These repeated viewings have led Jon to believe that this store has low prices. This is an example of repetition leading consumers to:
acquire basic knowledge about products features.
The _____ is a compensatory model in which brands are compared by attribute, two brands at a time.
additive difference model
Jane and her friends went out for ice cream one day. All her friends bought CreamFreeze ice cream, but Jane bought FreezyDelight ice cream. When her friends asked her why she prefers FreezyDelight ice cream over CreamFreeze ice cream, she said, "I like the brand, so I bought it." In this scenario, Jane's response is an example of _____.
affect
Customers recall from memory when making a choice; this process is called:
affect referral.
Barbara loves to visit the mountains during this time in the summer. It is December and she has already started planning ahead for summer. In this scenario, Barbara's prediction of her summer holidays is an example of _____.
affective forecasting
Consumers' predictions of what they will feel in the future is referred to as _____.
affective forecasting
Kimberly is excited about a high-end vacuum cleaner she purchased. She can't wait to show her husband how well the vacuum cleaner works on their old carpet. Kimberly feels proud of her purchase because it displays her ability to take care of her family. This is an example of _____.
affective involvement
People of the same _____ are going through similar life experiences and therefore share many common needs, which may lead to similar consumption patterns.
age
Trisha buys toiletries after careful thought and analysis. When she has to choose between Hroko detergents and Ghikan detergents, she does not seem to analyze them much. According to her, both the detergent brands are same with regard to performance. Moreover, she hardly has any information that distinguishes the two brands. In this scenario, Trisha is most probably facing:
ambiguity of information.
Danny is interested in purchasing a new car. He sees an ad of a new car model manufactured by Jadeon, which is Danny's favorite car company. Danny's interest in the new model increases when he finds out through the ad that this model is affordable and also has a high engine power. In this scenario, Danny's method of making a judgment about the new car model is an example of _____.
an anchoring and adjustment process
In the context of making judgments about likelihood and goodness and badness, starting with an initial evaluation and adjusting it with additional information is referred to as _____.
an anchoring and adjustment process
Enduring involvement is:
an ongoing response.
Perceived risk is the extent to which a consumer:
anticipates negative consequences of an action.
A(n)_____ is the inner struggle about which offering to acquire when each can satisfy an important but different need.
approach-avoidance conflict
Linda has recently bought a new sports car. While driving to a party, she feels the urge to drive well above the speed limit so that she could win the admiration of her friends, but she also has safety concerns. This is a classic example of an _____.
approach-avoidance conflict
Dairymeisters, a company that makes food products, conducts a survey that reveals that delicious desserts usually have a high fat and calorie content. In order to capitalize on this, they begin the development of a low-calorie, healthy, and delicious dessert as a substitute to the high-fat items. This is an example of how marketers can help consumers resolve:
approach-avoidance conflict.
Consumers pay more attention to things that:
are concrete.
Consumers tend to use decision-making shortcuts when they:
are less motivated.
Alan, the marketing manager for ReadOn Note, realizes that the company's consumer base holds low-effort attitudes toward the product. On closely observing the consumers' reactions, Alan notices that the consumers do not devote emotional resources to processing the central idea behind ReadOn Note's marketing communications. In this scenario, the consumers:
are passive recipients of the message.
When processing effort is low, consumers _____ brand messages.
are unlikely to generate arguments for or against
After graduating from university, Ted joined the army. He had been looking forward to serving his country by joining the army, but the routine-based lifestyle and strict training had him doubting his decision. In this scenario, Ted is feeling the influence of a(n) _____.
aspirational reference group
Marc, a student, wants to become a member of his university's football team. However, to be accepted in the team, he needs to adhere to strict team rules, such as attending all team practices and earning a passing grade in all subjects. To Marc, the university football team is a(n) _____.
aspirational reference group
Owing to the rising popularity of celebrities and professional athletes, most top brands have started using them as brand ambassadors in their TV commercials and newspaper advertisements. Brands are likely doing this because youngsters consider celebrities and professional athletes their _____.
aspirational reference group
Whitney, a teenager, loves Frenemies, a television series. She wants to have a life just like the characters on the show. She admires all the actors on the show because of their sense of style and the activities they endorse. In this scenario, Whitney sees the cast of Frenemies as a(n):
aspirational reference group.
Ted discovered that the white dust on his donuts was not powdered sugar but mold. When he returned the donuts to the supermarket he purchased them from, the manager there gave him two new boxes of donuts for free and explained that the problem was temporary and that the products came from the supplier and, therefore, was not under the supermarket's control. This scenario exemplifies:
attribution theory.
Consumers can form simple beliefs based on _____ for an endorsement.
attributions
Ian purchased an Icewall refrigerator that regularly broke down. So, when his friend Susan asked him to recommend a good refrigerator for her new home, Ian said, "You can buy any refrigerator other than an Icewall refrigerator because I had a bad experience with it." This bias of judgement is an example of the _____.
availability heuristic
When evidence is ambiguous, confirmation bias and overconfidence can lead consumers to:
avoid both negative and highly diagnostic information
Born and bred on TV, Gen Xers tend to:
be cynical about obvious marketing techniques.
Gen Xers are doing well by:
being at the cutting edge of technology.
When consumers are highly motivated to learn, the top dog can encourage consumers not to acquire new information, which is called _____.
blocking exposure to evidence
Marketers at Raindew Cookies decide to change the packaging of their high-fiber nutritious oatmeal cookies to make them look like attractive chocolate bars. This move has led to a marked increase in the sales of these cookies. In this scenario, the marketers at Raindew Cookies considered repackaging the oatmeal cookies due to the _____.
body feedback theory
Bill went to college to fulfill his dream of becoming a great movie director. However, he moved back into his parents' home right after he finished college. In this scenario, Bill could be considered a:
boomeranger.
Teenagers in the _____ segment are family-oriented achievement seekers with hopes for the future.
bootstrappers
A(n) _____ is a specialized group of consumers with a structured set of relationships involving a particular brand.
brand community
BuyandBefriend.com, an online retailer, allows its customers to post reviews of the books, music, and other products it sells. Customers can add each other as friends, share wish list items, and recommend products to each other. In this case, BuyandBefriend.com is using a _____ to promote its products.
brand community
Joos Up, a leading soft drink company, recently launched several energizing drinks for young people. If a consumer's _____ of Joos Up is favorable, it may include such associations as "tastes great" and "boosts me up."
brand image
Ronth Chemicals, a leading chemical manufacturing factory, has taken efforts to minimize disposing of chemical waste. This effort by the management is a step toward preserving the environment. In this scenario, Ronth Chemicals is trying to change its _____.
brand image
In external search, _____ is the most frequently accessed type of information because it is a central node around which other information can be organized in memory.
brand name
The _____ is designed to induce compliance by first asking an individual to comply with a very large and possibly outrageous request, followed by a smaller and more reasonable request.
door-in-the-face technique
Linda wants to purchase a new smartphone and assessing one brand at a time. She first collects information about Kiarane smartphones, which are marketed as top of the line. She decides to make a judgment on Kiarane smartphones before moving on to the next brand. This act of Linda is an example of _____.
brand processing
Lavish Homes is a furnishing and home décor store that is suited to people of all classes and tastes. Consumers tend to describe the brand as a down-home, honest, thrifty, helpful, and working-class friendly. In this scenario, the consumers' descriptions reflect the _____.
brand's personality
In the context of the hierarchically structured taxonomic categories, the superordinate level is the _____ of categorization.
broadest level
Nathan wants to purchase a new laptop. To make the best choice, he reads computer magazines and articles online daily to acquire knowledge about various laptop specifications available. This is an example of _____.
cognitive involvement
Clay has invited his friends to a dinner party at his new house. When he provides his friends the directions to his new house, he draws a detailed map of the area rather than providing listed written instructions. Clay's way of presenting the information is influenced by his:
cognitive style.
In the context of individual consumer segments, Boomtown Singles are:
college-educated consumers under the age of 35, working in entry-level jobs and living in smaller cities where the singles scene thrives.
Traditionally, women have been guided by _____ of forming affiliations and fostering harmonious relations with others.
communal goals
In a _____, the brand that has the best overall score, attribute goodness times importance summed across all of the brand's attributes, is the one consumers choose.
compensatory model
When brands in consumers' consideration set are similar in attractiveness, they must put more effort into making a decision and will more likely use a(n) _____.
compensatory model
Michael is watching his favorite show on television when an ad catches his attention. He perceives that it is a life insurance commercial. In this scenario, Michael must _____ what he saw to retain information.
comprehend
Jenny skips breakfast to attend an important meeting and is extremely hungry well ahead of lunch time. One of her goals at lunch is to eat a big and delicious meal. This is an example of a(n) _____.
concrete goal
Diana likes Anakia, a tent-making company. When she saw the latest ad for its tents, she could recall how sturdy and easy to use they were. However, she could not recall any flaws about them. This is an example of _____.
confirmation bias
Clay rarely drinks and hence considers himself a social drinker. When at a party or out with friends, he has only a mug of beer so that he is not the only one not drinking. This is an example of Clay:
conforming to the group's behavior.
A _____ is best when a customer wishes to rule out unsuitable options as soon as possible.
conjunctive model
Nancy plans to purchase a new car. She has planned a holiday and hence wants to buy the car at the earliest. To make a quick decision, she first dismisses all the cars that do not have a rear-view camera. In this scenario, Nancy's attitude toward the car purchase exemplifies the _____.
conjunctive model
When deciding which brands to consider, a(n) _____ refers to those options that consumers want to choose among.
consideration set
Identito Foods, a leading snack food brand, believes in delivering food products that are tasty and healthy. However, the marketing professionals at Identito Foods notice that it is difficult to convince consumers that their products taste good and are healthy at the same time. This scenario demonstrates an instance where consumers look at healthy food and lack of taste as _____.
correlated attributes
Marketers at Cephida Corp., an automobile manufacturer, advertise the company's new product, an SUV, with the tagline "A must-have car for parents." The ad highlights features that benefit parents. In this case, the marketers at Cephida Corp. stimulate consumer problem recognition by:
creating a new ideal state.
Scale Viewer, a nutritional food manufacturer, offers various products that assist weight loss. Consumers who successfully lose weight using its products are featured on an inspirational video displayed in the company website. In the video, the consumers talk about their experiences with Scale Viewer's products. This is an example of a marketer:
creating norms for group behavior.
While reading the morning newspaper, Rebecca noticed an article that stated that a brand of soft drink causes cancer. She immediately called her friends and family and told them not to consume any products from that brand. Rebecca likely did this because she thought that this information was _____.
credible
Len wants to purchase a car and visits a car showroom to have a look at all the new models. In the showroom, Len assesses the cars' key features, such as the quality, comfort, and performance of the engines. In this scenario, he is _____.
critical input into
For each attribute, the point at which a brand is rejected with a noncompensatory model is referred to as the _____.
cutoff level
Ron wants to buy furniture for his living room. He does not know much about couches, but he knows that the expensive ones are better than the cheaper ones. In this case, the price of couches can be categorized as _____.
diagnostic information
Canis Inc., a market research firm, conducts a research study for Fresnas Inc., an automobile manufacturer. Canis Inc.'s research indicates that the minimum price increase needed for consumers to notice a change in price is $200. This minimum price increase is an example of _____.
differential threshold
In the _____, the consumer bases evaluations on several of the most important attributes rather than on all of them.
disjunctive model
The intent of _____ is to cling to possessions with the hope that a relationship can be repaired.
disposition to hold on
A(n) _____ is a group we do not want to emulate.
dissociative reference group
There are a lot of biker gangs in Michael's neighborhood. These gangs do not follow community rules, drive their motorbikes at reckless speeds, and draw graffiti on the wall. Michael's family and friends have warned him to stay away from these gangs as they can be a bad influence on him. To Michael and the people in his neighborhood, the biker gangs are an example of a(n) _____.
dissociative reference group
Harry recently purchased a new store-brand laundry detergent and was impressed by the product. He has decided that he is going to buy another box of the same detergent as soon as he runs out of the one he's using. In the context of operant conditioning, this is an example of the nature of:
einforcement obtained from former actions.
Unlike consumers from individualistic cultures, consumers from cultures high in collectivism:
emphasize connections to others rather than their own identity.
Linda is watching a new television series. Although she has obtained mixed reviews about the series from her friends, she wants to watch it for herself to reach a conclusion. While watching the show, she is able to assess whether it is worth watching. In this scenario, Linda is trying to:
encode the evidence.
Clarke is moving out of town and wishes to sell his Legone motorbike. Patrick, Clarke's friend, is ready to purchase the motorbike. However, Clarke wants to charge a price that is much higher than Patrick is willing to pay. This scenario is an example of the _____.
endowment effect
When asked to set a price for an item to be exchanged, sellers typically ask for a much higher price than buyers are willing to pay. This is referred to as the _____.
endowment effect
Cindy has had an interest in Barbie dolls since she was 7 years old. She continues to collect Barbie dolls and attends conventions with other Barbie doll enthusiasts. Cindy has _____ in Barbie dolls.
enduring involvement
In the context of the different types of involvement, _____ exists when we show interest in an offering or activity over a long period of time.
enduring involvement
In the context of how age affects consumer behavior, teens:
enjoy a good deal of financial independence
Laura used to go to a restaurant near her home. During her past few visits to the restaurant, the staff were rude and the food was served cold, even though she would always include a generous tip with the bill. This scenario exemplifies _____, according to which Laura did not perceive fairness in the exchange.
equity theory
According to _____, consumers form perceptions of their own inputs and outputs into a particular exchange and compare these perceptions with their perceptions of the inputs and outputs of the salesperson, dealer, or company.
equity theory
Judging how probable it is that something will occur is referred to as a(n) _____.
estimation of likelihood
In the context of customer satisfaction, low-involvement consumers:
exhibit satisfaction that increases over time after a purchase.
Consumers who have a high intensity of ethnic identification are more likely to:
exhibit the consumption patterns of their cultural group.
In the context of the disconfirmation paradigm, _____ are desired or anticipated product/service outcomes and include "pre-consumption beliefs about overall performance, or . . . the levels or attributes possessed by a product (service)."
expectations
When Martha visited her favorite salon, a salon representative gave her a new moisturizer that was yet to be launched in the market. She was asked to try the product and provide a review about it. In this scenario, Martha acquired information about the new moisturizer through _____.
experiential search
When a consumer is highly motivated to learn, and evidence about the top dog is unambiguous, the marketer simply needs to try:
explaining the experience.
Bill suffers from athlete's foot but is skeptical of getting himself treated. After watching an advertisement for a particular athlete's foot treatment that depicts a famous professional footballer being successfully treated, Bill changes his mind and decides that this treatment will be effective. This is an example of simple beliefs based on:
explanations from an endorsement.
When consumers tend to exhibit _____, they often find moderately priced options more attractive than options that are either very expensive or very inexpensive
extremeness aversion
The mere exposure effect results in:
familiarity leading to liking the object.
The hierarchy of effects for low-effort situations is:
feeling, behavior, and thinking.
Jonathan loves using Giranne Car Wax on his vehicles. When someone notices his car, he always engages in a conversation about his favorite car wax. In this scenario, Jonathan displays _____ with Giranne Car Wax.
felt involvement
Price-related tactics are more likely to be employed when there are:
few perceived differences among brands.
Hesgrove Automobiles is a well-known car manufacturer. In one of its ads, its latest car is shown in a variety of locales, illustrating its ability to function on all terrains. The car is the focal point of attention, and the locales are relatively unnoticeable. In this case, the ad uses the principle of _____.
figure and ground
The fact that taxonomic category members vary in how well they are perceived to represent a category illustrates the principle of _____.
graded structure
Novices are able to process information better than experts when the information is stated in terms of _____.
general benefits
Rene is watching television and sees an exciting ad of a new thriller movie by her favorite director. She fondly remembers the previous thriller movies of the director. Based on the memory, she believes that the upcoming movie is an homage to her favorite director's style and it would be a good movie to watch. In this scenario, Rene is _____.
generating a hypothesis
Disposition refers to:
getting rid of meaningless or used-up items.
The _____ segment is comprised of consumers over the age of 65.
gray market
At Sulgen Bed and Bath store, the mattresses displayed are covered with linen and pillows are placed on the mattresses. This is done to influence the perception of the products. This setting is an example of _____.
grouping
SummerCool, a popular soft drinks manufacturer in Sparanthia, installed vending machines throughout the country and doubled its sales. The company took advantage of the fact that most consumers were used to buying its soft drinks from convenience stores and supermarkets and were already familiar with the brand. In this scenario, Summer cool used _____ to capture consumers.
habit
Sharon takes the same route to work every day. During her commute, she does not notice the billboards that have been there for more than a week. In this scenario, Sharon is experiencing _____.
habituation
The process by which a stimulus loses its attention-getting abilities by virtue of its familiarity is known as _____.
habituation
Humor appears to be more effective when consumers:
have a positive attitude toward a brand.
People become opinion leaders because they:
have an intrinsic interest in and enjoyment of products.
In the context of the gender differences in consumption and acquisition behavior, women are more likely to:
have shared brand stereotypes for fashion goods.
Consumers engage in thinking, which leads to feelings, which result in behaving, a progression known as the _____.
hierarchy of effects
Kimberly went to a bookstore looking for something to read. At the store, a particular cover attracted her eye and she wanted to purchase the book. It was only after she started reading the book that she realized that the book was not as good as the cover made it seem. This is best known as the:
hierarchy of effects.
Consumers with a(n) _____ enjoy being involved in mentally taxing activities like reading and deeply processing information when making decisions.
high need for cognition
Consumers with a(n) _____ tend to be involved in shopping and seeking brand information.
high optimum stimulation level
Fred, who had carried out an extensive evaluation of Geronite computers right before its purchase, felt a high level of satisfaction with his new computer. However, his satisfaction steadily declined over time. In this scenario, Fred can be referred to as a _____.
high-involvement consumer
Attribution theory describes:
how individuals find explanations for events.
Marketers can target the _____ by showing consumers how the product is the solution to their problems.
ideal state
Way Wares is a health, beauty, and home care company. It targets individual customers as selling agents and rely on their friendships, social media contacts, and internal social groups for direct-selling efforts. This is best thought of as an example of marketers using weak ties to:
identify new networks.
Mel recently started following a healthy diet and has promised his nutritionist that he is going to eat only healthy food. On his way back home from work one day, he notices a new fast food restaurant. He decides to enter the restaurant to just have a look at the menu but ends up buying a large pizza. This is an example of:
impulse purchase.
SEVA (surgency, elation, vigor, and activation) is a category of affective response which:
is present when the communication puts a consumer in an upbeat mood.
Learning that occurs from repetition rather than from conscious processing is known as _____.
incidental learning
Scratch-and-sniff print ads are an example of attempts by marketers to _____ consumers.
increase the situational involvement of
Marketers can use _____ to uncover consumers' needs wherein they ask consumers to interpret a set of relatively ambiguous stimuli.
indirect techniques
Nathan goes to a store to purchase laundry detergents. When Nathan looks around to make a brand selection, he realizes that he loves the brands Deit and Dolen, hates the brands Duss and Tone Out, and does not have much of an opinion about the brand Little Alls. In this scenario, Little Alls is clearly in Nathan's _____.
inert set
Relani.com is a new Internet search engine. The site focuses on displaying the most popular, frequently accessed sites worldwide first in any search, encouraging users to explore the most optimal options. In this case, Relani.com avoids:
information overload.
Important cultural influences on consumption patterns are the consumer's level of acculturation and:
intensity of ethnic identification.
Typically, the next step in consumer decision-making after problem recognition is _____.
internal information search
When consumers are less knowledgeable about a product category, they tend to perceive the product as being more effective when:
its image is shown close to the image of the promised results.
The _____ is the expectation that information obtained from a small sample of people represents the larger population.
law of small numbers
Getting consumers to acquire or use an offering repeatedly is important because repeat purchases:
lead to profitability.
Judith recently moved to a new town and went to the supermarket to buy some LastingFresh frozen meals. However, all the supermarkets in the town only have store-brand frozen dinners. She wants to make sure that the frozen dinner is of high quality and starts to compare its ingredients with those used in LastingFresh's products. This is an example of a(n):
learning process.
In the context of retail merchandising, when products are organized according to benefit, consumers will perceive individual products in each category to be _____.
less distinctive
One of the factors that determines whether or not a communication source evokes favorable affective reactions is _____.
likability
According to prospect theory, _____.
losses loom larger than gains for consumers even when the outcomes of decision models are of the same magnitude
The elimination-by-aspects model is similar to the lexicographic model except that it:
losses loom larger than gains for consumers even when the outcomes of decision models are of the same magnitude
In the context of unconscious formation of attitudes, _____ involves classical and evaluative conditioning.
low-effort affect
Ying purchased a new brand of laundry detergent. When she used the detergent for the first time, she was highly frustrated because of its bad odor. However, over time, she becomes satisfied with the detergent's performance as it removes stains effectively. In this scenario, Ying can be referred to as a _____.
low-involvement consumer
Reference groups influence product category choice for _____.
luxury items
In common, repeat-purchase situations, choice tactics allow consumers to:
make quick, effortless decisions.
Vactin Corp., an apparel store, wants to create an air of mystery around its products. To advertise the store, it puts up billboards with the message "Would you like to know what is in store for you?" on a white background. This advertisement is an example of:
making stimuli personally relevant.
Carlon International, a leading manufacturer of orthotic aids, launched an ad that contained claims that 9 out of 10 orthopedicians recommended the Carlon brand of orthotic aids for a speedy recovery. In this scenario, Carlon International is using _____ to influence consumers' attitudes?
many message arguments
Manson has subscribed to all the shopping magazines that he knows of and hence is aware of the sale offers in his town. His friends come to him for advice on a wide range of products and to determine where to shop. In this scenario, Manson is a(n):
market maven.
Happy Kid Toys conducted a study on children between the ages of four and ten to determine the kind of toys they liked to receive as gifts during Christmas. The study concluded that roughly 75 percent of the requests made to Santa Claus were for things they had seen on TV. This is best thought of as an example of:
media influence on children.
Using a conjunctive model, consumers set up:
minimum cutoffs for each attribute that represent the absolute lowest value they are willing to accept.
In the context of targeting ethnic groups, African American consumers are:
more likely to have positive attitudes toward advertisements.
In the context of responses to dissatisfaction, complaining is:
more likely when motivation, ability, and opportunity are high.
In context of price changes, consumers tend to be:
more responsive to price decreases than to price increases.
Ben wants to purchase a new tablet. He spends a lot of time researching the latest features available on different brands of tablets. He extensively reads most of the technology consumer blogs. In this scenario, Ben has created a willingness to expend time and energy on preparations to purchase the target, making him a(n) _____ consumer.
motivated
Ron regularly consumes pain killers even if he feels the slightest of body aches. Although Ron has been warned several times by his well-wishers that heavy consumption of pain-reducing medicines could harm his kidneys, he still continues to believe that he can compensate the medication's harmful effects by drinking a lot of water. In this scenario, Ron's behavior is an example of _____.
motivated reasoning
Tara has been thinking about losing some weight before her cousin's wedding and comes across an ad for a quick method for weight loss. She wants to believe the service advertised and is convinced that it will help her lose weight. This type of information processing is called:
motivated reasoning.
Shelly went to buy toothpaste at a nearby store. She quickly checked whether either of the two brands she regularly bought was on sale, and she chose the cheaper one. Shelly's _____ in choosing the toothpaste.
motivation is low
Li is a doctor. She works in a hospital and has her own private practice. Li uses different phones when she is at the hospital and when she is at home, and both of these phones are from different brands. She switches to the newest version of each phone every year. Li is _____.
multibrand loyal
Fast-food chains have a separate marketing director and multimillion-dollar budget for communicating with Hispanic American consumers, with African American consumers, and with Asian American consumers. This is an example of:
multicultural marketing.
Mediavoid, a think tank, conducted a study on adolescents between the ages 14 and 18 and found that those who watch violent television shows and movies are more likely to buy cigarettes, indulge in drug use, and consume alcoholic drinks. This is an example of how the media can:
negatively affect consumer socialization.
In a(n) _____, a negative rating on a key attribute leads to immediate rejection of the brand from the consideration set.
noncompensatory model
Bertha was a well-behaved child when she was young, but as soon as she entered high school, she started skipping class, wearing strange clothes, and watching offensive television shows with a group of new friends. Her behavior had become just like that of her new friends. Bertha's behavior is likely due to _____.
normative influence
In low-processing situations, a simple message is more likely to be effective because consumers will:
not have to process a lot of information.
In a mystery ad, the brand is:
not identified until the end of the message.
Negative word-of-mouth communication is more likely to occur when consumers:
perceive that the problem is severe.
Carol had considered buying a 2015 Raddo Car. While researching the car before she bought it, she came across a magazine article claiming that the car's brakes were prone to failure. Carol was motivated to pay attention to the article because of the information's:
perceived safety risk.
Chris wants to buy a new car. He watches a commercial of a DarnMotors car and has decided that he would like to test drive one of its latest models. He is probably motivated by the commercial because the information was:
personally relevant.
One of the effective ways to differentiate a brand from other brands is to:
position the brand away from the prototype.
Nathan was recently gifted a video game by his aunt. He did not think the game would be entertaining and reluctantly accepted the gift. However, when he played the game, he was pleasantly surprised. It had better graphics than he expected and was highly entertaining. In this scenario, Nathan is experiencing _____.
positive disconfirmation
The difference between a conjunctive model and a disjunctive model is that a disjunctive model puts the weight on _____.
positive information
Judy sees a new shoe store near her school. Though she is initially reluctant to shop there, she decides to take a look anyway. She finds several shoes that she really likes and buys a pair. When Judy wears them to school the next day, her friends compliment her on the shoes. In the context of operant conditioning, this is an example of:
positive reinforcement.
According to the mere exposure effect, humans tend to:
prefer familiar objects to unfamiliar ones.
Cognitive style refers to a consumer's:
preferences for ways information should be presented.
In the context of time pressure, _____ want to improve their current well-being and prefer products that help them to do so.
present-oriented consumers
Operant conditioning views behavior as being influenced by:
previous actions and the reinforcement from these actions.
Brandon is interested in electronic music and owns a used mixing deck. Recently, he realized that for better sound clarity, he needs a new music mixing deck. In this case, Brandon is in the stage of _____.
problem recognition
Perlis Foods has launched a new brand of soda. As a part of its marketing strategy, Perlis Foods has entered into a contract with a leading television production company. The contract arranges for the new brand of soda to be shown in the new TV series to be aired soon. This is an example of _____.
product placement
When Hissone Corp. increased the size of its ads in billboards, its customer traffic increased because a lot of customers noticed the ads. This is due to _____ in advertising.
prominence
The frequency with which an object is encountered as a category member makes it a(n) _____.
prototype
Brands viewed as the best examples of a product category are called _____
prototypical brands
SparklySafe gum's advertisements focus on the statistical information that four out of five dentists recommend SparklySafe. The advertisements humorously show the fifth dentist falling asleep or being bitten by a squirrel to explain why all the dentists are not endorsing SparklySafe. This is an example of:
providing consumers with vivid, base-rate information.
Anne considers herself an environmentalist. However, she also likes the convenience of bottled water. Purchasing water in a non-ecological, disposable, plastic bottle would be a _____ for Anne?
psychological risk
A consumer may have a bad experience with a product or service and decide not to purchase it again. In operant conditioning terms, this is known as:
punishment.
Some marketers include _____ in various marketing elements so that consumers can get more information via cell phone
quick response codes
Anna sees an ad for Naimo Lands, a theme park. Though she does not remember the price of the ticket or the names of the rides, she remembers how the employees had entertained the crowd during her last trip to Naimo Lands. She also remembers that she was given a gift before she left the park. In this case, the details remembered by Anna can be categorized as _____.
recall of experiences
Ned was confused about which computer to buy. He finally purchases a Redhane computer. However, owing to his earlier confusion, he feels uneasy even after the purchase and hence seeks information from magazines and friends who are favorable to Redhane and unfavorable to other brands. In this scenario, Ned is probably trying to:
reduce post-decision dissonance.
Understanding consumer behavior is crucial for ___ in developing policies and rules to protect consumers from unfair, unsafe, or inappropiate marketing practices
regulators
Cassidy, a 20-year-old girl, is a Mormon. Her faith does not allow her to consume liquor, tobacco, coffee, tea, or illegal drugs. The given scenario is an examples of:
religious influences on consumption.
The process referred to as the _____ occurs when consumers make comparisons with a category prototype or exemplar.
representativeness heuristic
Teenagers in the _____ segment have low expectations of the future and material success and are alienated from society.
resigned
In the context of objects of involvement, consumers involved in certain decisions and behaviors are experiencing a(n) _____.
response involvement
A _____ is some stimulus that facilitates the activation of memory.
retrieval cue
Gnosis Inc. is an energy drink manufacturer. A white racing stag on a purple background is the logo on all of its drinks. When consumers see the logo, they immediately associate it with the brand. This increases the chances of them buying the energy drink. In this case, the logo of the brand is an example of a(n) _____.
retrieval cue
In the context of brand selection, decision-making based on habit decreases:
risk.
Kimberly wants to buy a digital camera. She compares cameras of different brands by their picture quality, level of optical zoom, and the availability of lenses, respectively. In this scenario, Kimberly is:
searching by attribute.
To reduce interference, marketers use visual and textual cues that reinforce each other. This tactic helps consumers to process _____, thereby improving retrieval.
second-language messages
Ying is a competitive gamer. She is a member of several online computer gaming communities, and she streams and shares all the games she plays with the members of the communities. For her, these online communities serve as a(n) _____.
secondary reference group
The benefit of cluster analysis is that it allows marketers to:
segment and target consumers more effectively.
A survey has been conducted by different groups of marketers to find out the taste interests of cake lovers. The survey reveals that some groups of consumers like low-sugar cakes and other groups of consumers like rich, fondant cakes. In this scenario, marketers are most likely to use consumer needs, goals, or values to:
segment the market.
According to Maslow's theory, _____ is the need for self-fulfillment and enriching experiences.
self-actualization
Our view of who we are and the way we think others view us is referred to as:
self-concept.
Georgia wishes to rent a convertible car during her upcoming vacation in Hawaii. She imagines the view of the ocean, the smell of tropical flowers, and the wind in her hair. However, when reaches Hawaii, it is raining heavily and her rental car has engine problems. Georgia's expectation before she started her trip is an instance of a(n) _____.
self-positivity bias
Marketers use nostalgia in messages to influence positive attitudes and encourage _____.
self-referencing
An ad for Windrose Energy Drinks shows a man, wearing a suit, multitasking successfully. The ad has the caption "Get more done every day." Marketers came up with this idea after considering that everyone wants to get more done in a day. In this scenario, the marketer's idea behind involving the consumers in the message is an example of _____.
self-referencing
In the context of advertising to teens, Heeling Sports, a manufacturer of sneakers with retractable wheels, can reach teen consumers by:
sending teen ambassadors to perform at malls and parks.
Although objects may belong to very different taxonomic categories, they can be assigned to the same category by consumers if they:
serve the same goal.
In the context of gender and consumer behavior, gay and lesbian consumers are likely to respond favorably to _____ in advertising.
sexual orientation symbols
In the context of brand images and personalities being threatened during a brand crisis, strong prior brand images can act as a _____.
shock-absorber
A stimulus can be made personally relevant by:
showing people who are similar to the target audience in an ad.
When motivation, ability, and opportunity (MAO) is low, individuals are motivated to:
simplify cognitive processes.
Multicultural marketing is the use of strategies that:
simultaneously appeal to a variety of societies.
Alan became interested in baby toys when his daughter was born. His interest in the toys declined when his daughter turned 2 years old. This is an example of _____.
situational involvement
Cathy and Don are soon to be parents. Lately, they have been interested in childcare products. In this scenario, Cathy and Don's behavior is an example of _____.
situational involvement
In the context of moods that ads evoke in consumers, _____ refers to feelings of warmth, tenderness, and caring.
social affection
Gretchen found herself buying and wearing clothes from a boutique that her friends frequented even though she really did not like the brands. This is an example of _____ driving acquisition.
social needs
Len drives a car that was a gift from his father on a birthday almost a decade ago. In spite of the age of the car, Len enjoys driving around in it. However, as a partner in a major law firm he is expected to drive an expensive, luxury automobile, and he is disrespected by other partners for having an older car. In this scenario, there is a high degree of _____ for Len.
social risk
Terri usually has the television on in the background while she works. She can recognize different ads during commercial breaks by their jingles. In this scenario, Terri recognizes the ads due to _____.
sonic identity
Jenny remembers that her friend told her about a new apparel store in town. She plans to visit the store during the weekend to purchase a dress for an office party. She is excited and looks forward to making the purchase, yet she forgets that it was her neighbor who had told her about the store and not her friend. This scenario depicts an example of a form of _____.
source confusion
Acculturated Hispanic Americans are those who:
speak mostly English and have a high level of assimilation
Items such as cookies, crackers, and potato chips have separate schemas. However, these can be clustered into one category because they are all snack foods and share the common characteristic of being served as snacks. Such categories are referred to as _____.
taxonomic categories
Unlike consumers from feminine cultures, consumers from masculine cultures:
tend to be more aggressive and focused on individual advancement.
When consumers face ambiguity of information and it is hard to determine product quality, they:
tend to support hypotheses of the product derived from advertising or word of mouth.
Caroline saw a TV commercial in which a school student talked about the issues she faced while keeping track of all her homework and how easy the task had become since she had started using the Automated Homework Aid System. Being a school student herself, Caroline was immediately able to relate with the student in the commercial and decided to buy the Automated Homework Aid System. This scenario exemplifies how _____ can have a considerable impact on consumers.
testimonials
Agentic goals are those:
that stress mastery, self-assertiveness, and self-efficacy.
Joshua's tool and die company put a lot of effort into understanding the Asian American subculture in the United States. The company advertised its products in several Asian languages and hired salespeople from the community. The company's sales went up by the end of the year, and it was approached by more Asian Americans consumers. This scenario illustrates the use of _____.
the accommodation theory
Kartheiser Inc. makes the effort to use Hispanic actors who speak in both Spanish and English in its ads that target these consumers. The company wants to be able to communicate better with its target audience. The Hispanic community reacts positively toward Kartheiser Inc.'s marketing strategy. This scenario is an example of a company using _____ to appeal to a target market.
the accommodation theory
Consumers' exposure to a brand is high when:
the amount of shelf space allocated to the brand in stores is high.
According to research, conditioning is most likely to occur when:
the conditioned stimuli-unconditioned stimuli link is relatively novel or unknown.
Akjoine oil, used to relieve muscle pains, was also believed to be highly effective against sun burns for many years. This belief was strongly followed by consumers primarily because these claims could not be disconfirmed by usage. This is an example of consumers supporting hypotheses derived from advertising because:
the consumption experience is ambiguous.
Trisni Candies recently changed the size of its candy bars. Consumers noticed the change in the candy bars' size as soon as the new batch of candy bars were supplied to the market. In this scenario, the consumers noticed the change in the size of the candy bars because:
the differential threshold of their visual perception has been crossed.
Pentrall Bros. is seller of used automobiles. A research study conducted by the company indicates that customers are not willing to pay more than 70 percent of the market price of a new car for a used car. In light of this, the company makes sure that the prices of used cars are not set higher than 70 percent of the market value. In this scenario, Pentrall Bros. is trying to avoid
the endowment effect
Consumers use _____ when they form beliefs based on the number of supporting arguments.
the frequency heuristic
In the context of the personal form of voluntary disposition of possessions, _____ is the primary beneficiary.
the giver
Word-of-mouth communication is powerful because we tend to have confidence that the opinions of friends or relatives are more reflective of the majority than they may be. This is an example of:
the law of small numbers.
Affect can also be generated from brand familiarity through _____.
the mere exposure effect
Preattentive processing can be defined as:
the nonconscious processing of stimuli.
Perceived risk can be associated with any product or service, but it tends to be higher when:
the offering has a high price.
When consumers believe a statement simply because it has been repeated a number of times, it is referred to as _____.
the truth effect
If consumers really like an ad, _____.
their positive feelings may transfer from the ad to the brand
Certain individuals, such as famous athletes, politicians, and movie stars, have influence because:
their power or expertise makes others want to follow.
For equity to occur, a buyer must perceive that:
there is a fairness in an exchange.
An out-of-stock condition could force consumers to break a habit because:
they are resistant to switching brands.
Walkane Juices is planning to launch a line of flavored beverages. It encourages consumers to take a "$1,000,000 Taste Challenge." According to the challenge, every consumer who is able to identify the flavor with just a sip of the beverage has a chance to win a holiday. In this scenario, Walkane Juices is an underdog which is trying to:
use promotions to get consumers to try the brand.
Jenny, a frequent jogger, sees a television ad for sports shoes that features a famous marathon runner. Viewing the ad makes her think "This must be a good product if he is endorsing it because he has won many marathons." In this scenario, Jenny is:
using credible sources to make an inference about the product.
Jason likes to drink a particular brand of soda and has been drinking that brand of soda for the last ten years. Lately, one of the newer brands has been gaining popularity and he wants to switch to that brand. In the context of marketing and consumer behavior, this phenomenon is referred to as _____.
variety seeking
Associative reference groups are groups that:
we actually belong to.
In the context of the disconfirmation paradigm, performance indicates:
whether the expected outcomes have been achieved.
Weldine Inc. is an online seller of seconf-hand electronics. On Black Friday, it sells its products at a discount of 80 percent. This is an example of ____
white sales
Consumers are most likely to be exposed to ads:
within TV programs that interest them.
Brenda records her favorite TV show on a digital video recorder because it is aired during her work hours. When she watches the recorded show later, she skips all the commercials and watches only the show. In this case, Brenda's actions can be categorized as _____.
zipping
Naoki believes that food prices should be standardized and a restaurant should not charge more simply because it is a popular brand. He feels that $10 to $20 is a suitable price for a meal at a restaurant and all restaurants should follow the same pricing strategy. This is what is best known as his:
zone of acceptance.
Which of the following statements is true of recalling attributes when consumers engage in internal search?
Consumers' goals will determine which attribute is recalled from memory.
