Consumer Behavior

The process of movement and adaption to one country's cultural environment by a person from another country is called ______. a. de-ethnicization b. immigration c. acculturation d. progressive learning

c. acculturation

Which of the following is considered a post-purchase process? a. Mood b. Shopping orientation c. The shopping experience d. Consumer satisfaction

d. Consumer satisfaction

______ refers to the meanings we assign to sensory stimuli. a. Interpretation b. Contrast c. Perception d. Cues

a. Interpretation

People born between 1946 and 1964 belong to ______. a. The Baby Boomer Generation b. Generation X c. The Interbellum Generation d. Generation Y

a. The Baby Boomer Generation

The Pillsbury Doughboy and the Jolly Green Giant are examples of _______. a. brand personalities b. brand positioning c. brand arrogance d. branded people

a. brand personalities

A(n) _______ is a person who identifies a need or desire, makes a purchase, and then disposes of a product. a. consumer b. content generator c. marketer d. influencer

a. consumer

A physiological or psychological dependency on a product or service is called a ________. a. consumer addiction b. need c. want d. specialty product

a. consumer addiction

Wants are a combination of _____. a. personal factors b. cultural factors c. A and B d. none of the above

c. A and B

________ is a lasting, general evaluation of people, objects, advertisements, or issues. a. A power b. An image c. An attitude d. An object

c. An attitude

_______ refers to a person's unique pychological makeup and how it consistently influences the way a person responds to his/her environment. a. Consumer image b. Self-image c. Archetype d. Mirror image

c. Archetype

_______ summarizes the beliefs a person holds about his own attributes and how he/she evaluates their self on those qualities. a. Actual self b. Self-ego c. Self-concept d. Self-esteem

c. Self-concept

_______ refers to the positivity of a person's self-concept. a. Stability over time b. Intensity c. Self-esteem d. Content

c. Self-esteem

________ is the degree to which a person is able to make other people do something. a. Identity power b. Referent power c. Social power d. Group power

c. Social power

The wealthiest 160,000 U.S. families are consered one percenters.

True

When Sophie hums a McDonald's jingle, it is an example of _______. a. incidental behavior b. behavior c. consumer attention d. brain worm

a. incidental behavior

The shoe company TOMS gives a pair of shoes to a needy child for every pair that it sells. This is an example of a company which has integrated ________ into its business model. a. environmental marketing b. corporate social responsibility c. ethical marketing requirements d. correction marketing

b. corporate social responsibility

Of the countries listed below, which thought to be highly status-conscious? a. Spain b. Brazil c. Japan d. Canada

c. Japan

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

True

Self-regulation refers to a perosn's efforts to change or maintain his actions over time.

True

The success of a positioning strategy depends on the marketer's ability to convince the consumer to consider its product within a given category.

True

True or False: A process by which the way a word sounds influences our assumptions about a product's attributes is called sound symbolism.

True

When Campbell's markets many products under the same brand name it's called family branding

True

________ is a system in which we define people by what they do for a living. a. Occupational prestige b. Status hierarchy c. Social prestige d. Social class

a. Occupational prestige

_______ memory permits the temporary storage of information we receive from our senses. a. Sensory b. Working c. Cognitive d. Elaborative

a. Sensory

Which of the following is an example of C2C e-commerce? a. Virtual brand communities b. Green marketing c. RFID tags d. Database marketing

a. Virtual brand communities

An individual with a high need for _______ would be most likely to place a premium on products and services that signify success. a. achievement b. uniqueness c. affiliation d. control

a. achievement

When we ________ products, we evaluate them using schemas we typically apply to classify people. a. anthropomorphize b. filter c. prime d. imprint

a. anthropomorphize

The Myers-Briggs type indicator is based on the work of _______. a. Milton Rokeach b. Carl Jung c. Sigmund Freud d. Daren Horney

b. Carl Jung

The mental characteristics of people and the way they relate to their environment and social group and called ecology.

False

According to the functional theory of attitudes, attitudes exist because they are hereditary.

False

Drive theory focuses on psychological needs that produce unpleasant states of arousal (e.g., your feelings are hurt when someone is critical of your appearance).

False

________ refers to a consumer's subjective evaluation of his or her physical self. a. Body fantasy b. Body image c. Body dialect d. Body tone

b. Body image

Which of the following time periods is encompassed in the study of consumer behavior? a. Pre-purchase b. Post-purchase c. Purchase d. All of the above

d. All of the above

_______ refer(s) to the processes that lead people to behave as they do. a. Directing b. Cues c. Goals d. Motivation

d. Motivation

An ethnographer would be interested in studying the process of acculturation in an immigrant community.

True

Consumers are swayed more by negative word-of-mouth than by positive comments.

True

Education is one determining in future income.

True

Groups maintain fundamental standards of conduct through normative influence.

True

Humorous ads receive attention, but many times the humor distracts from the promotional message.

True

One of the most important levels of the extended self is the family level.

True

Most Americans will state that they are always rushed for time even though many people have opportunities for leisure. This perception is referred to as _______. a. time poverty b. the leisure paradox c. circular time d. psychological time

a. time poverty

Sophie tells Nick about a great new restaurant. Sophie is practicing ________. a. word-of-mouth communication b. viral advertising c. group advertising d. social advertising

a. word-of-mouth communication

All multiattribute attitude models specify the importance of three elements. Two of those elements are attributes and beliefs. What is the third element? a. motivations b. importance weights c. action variables d. regency of events

b. importance weights

The process of acquiring information and storing it over time is called _______. a. storage b. memory c. encoding d. retrieval

b. memory

Culture is best described as a society's ________. a. consciousness b. personality c. attitude d. history

b. personality

Which of the following is associated with compulsive consumption? a. Intelligence b. Happiness c. Anxiety d. Income

c. Anxiety

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

c. inner, private self, and an outer, public self

________ describes consumers in terms of their aesthetic and intellectual preferences. a. An elaborated code b. A restricted code c. Social culture d. Taste culture

d. Taste culture

Emphasizing the negative consequences that may occur unless a consumer changes behavior is called ________. a. comparative marketing b. a rational appeal c. social marketing d. a fear appeal

d. a fear appeal

True or False: The 80/20 rule states that 80% of consumers will use 20% of the product.

False

Understanding consumer involvement has proven to be quite straightforward because it generally means the same thing to almost all consumers and researchers.

False

Passing a driving test to receive a driver's license is an example of a rite of passage.

True

____ usually dictate what is right and wrong, acceptable or unacceptable. a. Theories b. Myths c. Rituals d. Norms

d. Norms

______ is a discipline that studies the correspondence between signs and symbols and their meaning. a. Symbolism b. Indexing c. Interpretation d. Semiotics

d. Semiotics

________ is the first element in the traditional communications model. a. Noise b. Receiver c. Media d. Source

d. Source

A component of a person's subculture is ______. a. ethnic background b. age c. race d. all of the above

d. all of the above

A component of the ABC model of attitude is ________. a. cognition b. affect c. behavior d. all of the above

d. all of the above

A reason why consumers conform is ________. a. fear of deviance b. cultural pressures c. commitment d. all of the above

d. all of the above

A stage in the perception process is _______. a. interpretation b. attention c. exposure d. all of the above

d. all of the above

A temporal factor is one that reflects sense of time.

True

Social comparison is a basic human tendency.

True

True or False: Consumer research shows that all things being equal, people are likely to choose a brand that gives back to the community over one that does not.

True

True or False: The location of a product's image on a package influences the way our brains make sense of it; we perceive objects lower in a frame to be heavier that objects higher in the frame and objects on the right side of a frame heavier than those on the left side of the frame.

True

When Pavlov's famous dogs responded to a bell signaling feeding time, they were exhibiting what is called classical conditioning.

True

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

True

gen Z is the most diverse generation in American history.

True

When marketers define consumers by product usage they use the _______ rule. a. 80/20 b. 30/70 c. 20/80 d. 70/30

a. 80/20

A ________ includes a buyer, a seller, a product or service and other factors. a. Consumption situation b. Seller consumption c. Buyer consumption d. None of the above

a. Consumption situation

Which of the following is an unpleasant psychological state? a. Crowding b. Density c. Arousal d. Expectancy

a. Crowding

______ refers to analytical techniques that combine data on consumer expenditures and other socioeconomic factors with geographic information. a. Geodemography b. Perceived age c. Senior market d. Consumer identity renaissance

a. Geodemography

One of the most important in-store factors is the salesperson. This influence can be understood in terms of _______ theory, which stresses that each participant gives something to the other and hopes to receive something in return. a. exchange b. satisfaction/dissatisfaction c. gestalt d. gemba

a. exchange

Fred Johnson lives, eats, and breathes pro football. His favorite team is the Dallas Cowboys. His home looks like a Dallas Cowboy's museum. Which level of the extended self would most likely apply to Fred's situation? a. group level b. family level c. community level d. individual level

a. group level

Sally always buys Coca-Cola out of habit, which is an example of ________. a. inertia b. flow state c. low passion d. routine

a. inertia

Individuals with the ability to influence others' attributes or behaviors are considered ________. a. opinion leaders b. reference groups c. avoidance leaders d. experts

a. opinion leaders

Wedding rice, birthday candles, and diplomas are considered ________. a. ritual artifacts b. norms c. potlatch d. ritual script

a. ritual artifacts

An extended family unit is characterized by ______ living together. a. three generations of a family b. two generations of a family c. two parents and at least one child d. one parent and at least one child

a. three generations of a family

Which term refers to the collection and analysis of extremely large data sets? a. Online media data b. Big data c. Internet information data d. Mainframe marketing data

b. Big data

Which term refers to the bond between product and consumer that is difficult for competitors to break? a. Custom b. Brand Loyalty c. Relationship d. Patronage

b. Brand Loyalty

________ is where a person derives his or her identity in large measure from a social group. a. Micro frame b. Collective self c. Looking-glass self d. Nano frame

b. Collective self

________ measures how optimistic or pessimistic people are about the future health of the economy and how they will fair in the future. a. Credit score b. Consumer confidence c. Income inequality d. Saving rate

b. Consumer confidence

A customer buying an unfamiliar product which carried a fair degree of risk would most likely engage in what type of problem solving? a. Limited problem solving b. Extended problem solving c. Habitual problem solving d. Recognition problem solving

b. Extended problem solving

_______ describes consumption at the low end. a. Complex rebuy b. Inertia c. Routine buying d. Utilitarian

b. Inertia

_______ is a frenzied, guilt-ridden compromise between conflicting cultural ideals of motherhood and professionalism. a. Dad advertising b. Juggling lifestyle c. Home shopping d. Kin-network system

b. Juggling lifestyle

Which of the following is NOT considered a demographic? a. Sex b. Lifestyle c. Occupation d. Income

b. Lifestyle

Which term refers to the bittersweet emotions that arise when a consumer views the past with happiness and sadness? a. A schema b. Nostalgia c. Spontaneous recovery d. Chunking

b. Nostalgia

_______ learning occurs when an individual watches the actions of others and notes the reinforcements they receive for their behaviors. a. Halo effect b. Observational c. Classical d. Reinforced

b. Observational

Which of the following occurs when a consumer uses a selected product and decides whether it merits his/her expectations? a. Framing b. Post-purchase evaluation c. Inertia d. Feature creep

b. Post-purchase evaluation

Which term refers to marketing techniques that are used to encourage positive behaviors such as literacy or discourage negative behaviors like drunk driving? a. Services marketing b. Social marketing c. Public service marketing d. Social media marketing

b. Social marketing

Source ________ refers to the perceived social value of a message source. a. hierarchy b. attractiveness c. valence d. class

b. attractiveness

A strategy that aligns a company brand with a cause to generate business and societal benefits is called _______. a. response marketing b. cause marketing c. social marketing d. ethic marketing

b. cause marketing

Tory Burch flats, cage-free eggs, electric cars, selfies, and high tech furniture are part of the ________. a. value movement b. cultural movement c. marketing concept movement d. lifestyle movement

b. cultural movement

Features actually used to differentiate among choices are called ________ attributes. a. search b. determinant c. evaluation d. segmentation

b. determinant

Money available to a household over and above what is required to have a comfortable standard of living is called ________. a. real income b. discretionary income c. overtime pay d. average of earnings

b. discretionary income

All of the following are important components of social class EXCEPT for ________. a. educational attainment b. gender c. occupational prestige d. income

b. gender

When a person buys a product for emotional reasons, the need is _______. a. interdependent b. hedonic c. utilitarian d. functional

b. hedonic

College student Jeff Barnes sees himself as a rich banker who drives a top of the line BMW. This fantasy is an expression of the _______. a. collective self b. ideal self c. looking-glass self d. actual self

b. ideal self

Researchers agree that there are various levels of commitment to an attitude. The highest level of involvement is ________. a. compliance b. internalization c. actualization d. identification

b. internalization

The saying "one man's trash is another man's treasure" is the philosophy behind ________. a. green marketing b. lateral cycling c. sharing d. recycling

b. lateral cycling

A relative permanent change of behavior is called _______. a. personality b. learning c. lifestyles d. all of the above

b. learning

Psychographics are used to measure _______. a. social class b. lifestyles c. income d. demographics

b. lifestyles

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

b. mental budget

The ______ for brand guides how a company uses elements of the marketing mix to influence the consumer's interpretation of the brand's meaning in the marketplace relative to its competitors. a. sensory signature b. positioning strategy c. priming strategy d. gestalt psychology

b. positioning strategy

The first step in the cognitive decision-making process is _______. a. information search b. problem recognition c. evaluate alternatives d. per purchase search

b. problem recognition

The average adult is exposed to about 3,500 pieces of advertising information every single day, far more information than they can or are willing to process. Consumers who are exposed to more information than they can process are in a state of _______. a. advertising bombardment b. sensory overload c. circuit overcapacity d. sensory shifting

b. sensory overload

If products take on masculine or feminine attributes, they are said to be _______. a. sexually explicit b. sex-typed c. sexy d. androgynous

b. sex-typed

A general attitude toward shopping is called _______. a. shopping feeling b. shopping orientation c. shopping psychology d. shopping addiction

b. shopping orientation

The best predictor of major expenditures that do not have status or symbolic value is ________. a. social class b. social class and income c. occupation d. income

b. social class and income

When a Rolls-Royce, a Cartier diamond, and an Andy Warhol painting are bought and displayed as markers of social class, they are ________. a. social inhibitors b. status symbol c. social parameters d. psychological blocks

b. status symbol

A _______ is defined as a group whose members share beliefs and common experiences that set them apart from others. a. cohort b. subculture c. network d. micro culture

b. subculture

________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another. a. Expectancy theory b. Value theory c. The theory of cognitive dissonance d. Choice theory

c. The theory of cognitive dissonance

The process of learning values from other cultures is called _______. a. enculturation b. core values c. acculturation d. crescive norms

c. acculturation

Linda named her car, which she drove to work every day, Sylvia. She talked to her friends about the personality traits her little car seemed to have. Linda has ________ her car. a. repositioned b. branded c. anthropomorphized d. archetyped

c. anthropomorphized

_______ considers how people perceive relations among different attitude objects, and how they alter their attitudes to remain consistent. a. Foot-in-the-door theory b. rejection theory c. balance theory d. social judgement theory

c. balance theory

Rules of conduct that guide actions in the marketplace are called _______. a. social obligation b. social awareness c. business ethics d. social responsibility

c. business ethics

A _____ is a very short-lived fashion. a. style b. classic c. fad d. trend

c. fad

Anna Jeter has a sudden urge she couldn't resist to buy a new purse; she was engaging in ________. a. point of purchase stimuli b. unplanned buying c. impulse buying d. none of the above

c. impulse buying

The importance people attach to worldly possessions is called ________. a. ego products b. needs c. materialism d. wants

c. materialism

A church that serves 2000 or more congregants per week is called a ________. a. mass church b. large church c. megachurch d. mainstream church

c. megachurch

A group composed of people that the consumer actually knows is called a(n) ________ reference group. a. tribal b. networked c. membership d. aspirational

c. membership

A set of socially relevant nodes connected by one or more relations is called a social ________. a. graph b. group c. network d. message

c. network

When consumers see only what they want to see - don't see what they don't want to see is called _______. a. perceptual attention b. perceptual contrast c. perceptual defense d. perceptual retention

c. perceptual defense

According to Maslow's hierarchy of needs, the lowest order (e.g., most basic) of needs is _______. a. esteem b. belongingness c. physiological d. safety

c. physiological

If a woman receives compliments after wearing Obsession perfume, she is more likely to keep buying the product and wearing it. What type of instrumental conditioning has occurred in the situation? a. neutral reinforcement b. negative reinforcement c. positive reinforcement d. symbolic reinforcement

c. positive reinforcement

M&M allows consumers to put names and works on their candy, this is an example of ________. a. brand personality b. personality traits c. product personalization d. extroversion personality

c. product personalization

A(n) _______ is an actual or imaginary individual or group conceived of having significant relevance upon an idividual's evaluations, aspirations, or behavior. a. opinion group b. focus group c. reference group d. demographic group

c. reference group

Companies that think carefully about the impact of sensations on product experiences are practicing _______. a. hedonic consumption b. want marketing c. sensory marketing d. need marketing

c. sensory marketing

Facebook, Twitter, and Instagram are examples of ________. a. Local interaction b. asynchronous interaction c. synchronous interaction d. horizontal interaction

c. synchronous interaction

What theory of personality suggests that one person differs from another because of a number of different characteristics such as introversion or extroversion? a. Collective unconscious theory b. Social conflict theory c. Trait theory d. Freudian theory

c. trait theory

_____ is/are the mental characteristics of people and the way know they relate to their environment and social groups. a. Norms b. Theories c. Myths d. Ideology

d. Ideology

Which of the following is NOT a category in the buyclass theory of of purchasing? a. Modified rebuy b. New task c. Straight rebuy d. Innovative rebuy

d. Innovative rebuy

Freud's theory of personality includes the _______. a. id b. super ego c. ego d. all of the above

d. all of the above

Which theory stresses the importance of internal mental processes? a. stimulus-response theory b. variable interval reinforcement theory c. fixed-interval reinforcement theory d. cognitive learning theory

d. cognitive learning theory

Movie and restaurant reviewers, magazine editors, retail buyers and DJ's are considered ________ because they filter information. a. early adopters b. laggards c. innovators d. gatekeepers

d. gatekeepers

In advertising terms, a(n) ________ refers to a view or exposure to an advertising message. a. node b. connection c. reference d. impression

d. impression

Consumers who always are on the lookout for novel products or services and who are first to try something new are _____. a. early adopters b. laggards c. continuous innovation d. innovators

d. innovators

Person, object, and situational factors are the three types of influences that determine a person's level of ________. a. enculturation b. values c. needs d. involvement

d. involvement

Older adults that control more than 50% of discretionary income are considered the _____ market. a. echo boomer b. boomer c. millennial d. senior

d. senior

_______ argue(s) that each of us has several "selves that relate to groups." a. cultural pressures b. social loafing c. membership groups d. social identity theory

d. social identity theory

A well-known segmentation system based on how consumers agree or disagree with various social issues is called _______. a. the AIO measurement analysis b. the Likert scale analysis c. the PRIZM Cluster system d. the VALS system

d. the VALS system

When consumers are unhappy with a product, they may file complaint in the form of legal action, Better Business Bureau complaint, or publishing a negative review. This is called a ______ response. a. voice b. complaint c. private d. third-party

d. third-party