EXAM 2 Consumer Behavior CH 7-10

Which buying decision situation has the highest level of risk and the most buyers involved in the process? A) New task B) Straight rebuy C) Innovative rebuy D) Modified rebuy

A) New task

Source ________ refers to the perceived social value of a message source. A) attractiveness B) class C) valence D) hierarchy

A) attractiveness

According to the VAL system, consumers that have strong principles and favor brands are considered ________. A) believers B) strugglers C) strivers D) makers

A) believers

The source of a message has an impact on whether the message will be accepted or not. Two particularly important source characteristics are ________. A) credibility and attractiveness B) attractiveness and recency C) credibility and recency D) culture and ethnicity

A) credibility and attractiveness

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

A) ongoing

A ________ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles. A) polychronic B) temporal C) planning D) social

A) polychronic

Tara was shopping for a new pair of shoes for work. The salesperson was very helpful and friendly, bringing Tara some styles she hadn't thought to try on but that she ended up really liking. Noticing Tara's University of Wisconsin tee-shirt, the salesperson said that she was a student there. Tara ended up buying three pairs of shoes rather than the one pair she had planned on. Tara's experience shows the effect of ________ on consumer behavior. A) salespeople B) reward power C) retail theming D) atmospherics

A) salespeople2

Decisions driven by our emotional responses to a product are called ________. A) compensatory B) habitual C) affective D) cognitive

C) affective

One element in the muliattribute attitude model is ________. A) salient beliefs B) evaluations C) beliefs D) object-attribute linkage

C) beliefs

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) Freudian theory C) Social conflict theory D) Trait theory

D) Trait theory

Which attitude function is associated with a focus on particular social identities and lifestyles (e.g., "What sort of man rides a Harley Davidson motorcycle?")? A) Ego-defensive B) Utilitarian C) Knowledge D) Value-expressive

D) Value-expressive

A bucket in consumer decision making is ________. A) habitual B) cognitive C) affective D) all of the above

D) all of the above

A buying decision made by organizational buyers is called ________. A) modified rebuy B) straight rebuy C) new buy D) all of the above

D) all of the above

A component of a hierarchy of effects is ________. A) high involvement hierarchy B) non-experiential hierarchy C) standard learning hierarchy D) all of the above

D) all of the above

A component of the ABC model of attitude is ________. A) affect B) behavior C) cognition D) all of the above

D) all of the above

Freud's theory of personality includes the ________. A) id B) ego C) super ego D) all of the above

D) all of the above

A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is ________. A) product disposal B) point-of-purchase stimuli C) sales interactions D) time pressure

D) time pressure

Jim sees himself as being confident, powerful, and heroic. According to the BrandAsset Archetypes model developed by ad agency Young & Rubicam, Jim would be classified as a ________. A) troubadour B) sage C) patriarch D) warrior

D) warrior

Which of the following is NOT a category in the buyclass theory of purchasing? A) New task B) Modified rebuy C) Straight rebuy D)Innovative rebuy

D)Innovative rebuy

________ is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers. A) Atmospherics B) Pretailing C) Store image D) Marketing-landscaping

A) Atmospherics

________ refers to a strategy in which a message presents two or more specifically named or recognizably presented brands and evaluates them in terms of one or more specific attributes. A) Comparative advertising B) Cognitive differentiation C) Conclusion advertising D) Emotional appeal

A) Comparative advertising

Which of the following is considered a post-purchase process? A) Consumer satisfaction B) Mood C) The shopping experience D) Shopping orientation

A) Consumer satisfaction

Directories and portals, Web site evaluators, forums, fan clubs, and user groups are all forms of which of the following? A) Cybermediaries B) Design groups C) Cybercash D) Web retailers

A) Cybermediaries

Lee-Ann Wang is young and enjoys risky activities such as skydiving, bungee jumping, and snowboarding. To which of the following VALS2™ groups would Lee-Ann most likely belong? A) Experiencers B) Achievers C) Thinkers D) Strivers

A) Experiencers

________ uncovers consumer's associations between specific product attributes and general consequences. A) Laddering B) List of values scale C) Means-end-chain model D) Terminal value

A) Laddering

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

A) cell phones

Others who are present in a consumer's physical and social environment when purchases are made are called ________. A) co-consumers B) purchase competitors C) challengers D) by-standers

A) co-consumers

Freedom, youthfulness, achievement, and materialism are characterized as U.S. ________. A) coercive norms B) core values C) value systems D) belief systems

A) coercive norms

A customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in ________ decision making? A) cognitive B) affective C) limited D) habitual

A) cognitive

When marketer's use psychological, sociological, and anthropological factors to analyze a market, they are using ________. A) psychographics B) positioning C) demographics D) personality

A) psychographics

________ refers to a person's unique psychological makeup and how it consistently influences the way a person responds to his/her environment. A) Personality B) Consumer image C) Self-image D) Archetype

A) Personality

________ occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired state. A) Problem recognition B) Evaluating alternatives C) Evaluating of evoked set D) Information search

A) Problem recognition

Which of the following theories measures attitude toward the act of buying, rather than only the attitude toward the product itself? A) The theory of reasoned action B) The theory of cognitive dissonance C) The balance theory D) The theory of trying

A) The theory of reasoned action

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

A) a fear appeal

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

A) archetypes

The functional theory of attitudes was initially developed to explain how ________. A) attitudes facilitate social behaviors B) attitudes change over an individual's lifetime C) attitudes are learned from family and friends D) people identify with products

A) attitudes facilitate social behaviors

The "good enough" perspective on decision making is known as ________. A) bounded rationality B) a nudge C) default bias D) framing

A) bounded rationality

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

A) compliance

The alternatives actively measured during a consumer's choice process are the ________ set. A) consideration B) inert C) evaluate D) evoked

A) consideration

According to ________, we evaluate the effort we'll need to make a particular choice and then we tailor the amount of cognitive "effort" we expend to make that choice. A) constructive processing B) mental processing C) cognitive processing D) behavioral processing

A) constructive processing

Products that loyal consumers are often willing to pay a lot more for are called ________ products. A) cult B) staple C) routine D) limited

A) cult

Motivational research relies on ________ of individual consumers. A) depth interviews B) behavior targeting C) Jungian analysis D) psychological profiles

A) depth interviews

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

A) determinant

The steps that consumers practice to gradually distance themselves from things they treasure so that they can sell or recycle them are called ________. A) divestment rituals B) tangential cycling C) underground reinvestments D) recycling instincts

A) divestment rituals

People often make decisions on the basis of a mental accounting. One facet of this accounting is making a decision based on the way a problem was posed. This is called ________. A) framing B) loss aversion C) the sum-cost fallacy D) positioning

A) framing

A mental or problem-solving shortcut to make a decision is called a(n) ________. A) heuristic B) experience rule C) determinant D) detail rule

A) heuristic

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

A) internalization

The day reconstruction method requires a respondent to ________. A) keep a diary of everything he or she did during the day B) dispose of any unused product during a specified period of time C) try to remember what he or she did a month ago on the same day of the week D) keep a record of everything he or she recycles during the month

A) keep a diary of everything he or she did during the day

The ________ hierarchy of effects assumes the consumer does not initially have a strong preference for one brand over another. Instead, a consumer acts on the basis of limited knowledge and then forms an evaluation only after the product has been purchased or used. A) low-involvement B) habitual C) experiential D) standard learning

A) low-involvement

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

A) mental budget

In the 1950s, an approach called ________ research attempted to use Freudian ideas to understand the deeper meanings of products and advertisements. A) motivational B) archetype C) psychic D) lifestyle

A) motivational

According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions. A) purchase environment B) antecedent state C) cognitive process D) post-purchase process

A) purchase environment

Elizabeth created a print ad in which the coach of a football team was shown standing out in the middle of a hay field. The text read, "UNR's Coach Roberts....outstanding in his field." Elizabeth was using a literary device called ________. A) resonance B) metaphor C) simile D) allegory

A) resonance

A decision strategy that seeks to deliver an adequate solution rather than the best possible solution is referred to as ________. A) satisficing B) anchoring C) inertia D) rationalizing

A) satisficing

The personality of a retail store is also called ________. A) store image B) retail theming C) store layout D)store theming

A) store image

In Japanese, the word "gemba" means ________. A) the one true source of information B) falsehoods C) the news D) a possible interpretation of the truth

A) the one true source of information

Researchers have added to the original Fishbein multiattribute model. The name of this extended-Fishbein model is the ________. A) theory of reasoned action B) linked Fishbein model C) subjective norm model D) Phillips approach

A) theory of reasoned action

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

B) A central route

Most messages merely present one or more positive attributes about a product or reasons to buy it. Which of the following best describes this approach to communicating a message? A) Refutational arguments B) Supportive arguments C) Reporting bias D) Two-sided message

B) Supportive arguments

________ are universally recognized ideas and behavioral patterns. A) Detached B) Archetypes C) Compliant D) Aggressive

B) Archetypes

In general, people from which of the following cultures have typically been shown to wait the most patiently while standing in a long line? A) French B) Asian C) Italian D) American

B) Asian

________ considers how people perceive relations among different attitude objects, and how they alter their attitudes to remain consistent. A) Social judgement theory B) Balance theory C) Rejection theory D) Foot-in-the-door theory

B) Balance theory

________ includes a buyer, a seller, and a product or service and other factors. A) Buyer consumption B) Consumption situation C) Seller consumption D) None of the above

B) Consumption situation

Which of the following is an unpleasant psychological state? A) Expectancy B) Crowding C) Arousal D) Density

B) Crowding

________ is the process by which the consumer surveys the environment for appropriate data to make a reasonable decision. A) Product choice B) Information search C) Problem recognition D) Evaluation of alternatives

B) Information search

The VALS2™ group that has the highest degree of resources and innovation is termed the ________. This group is concerned with social issues and is open to change. A) Makers B) Innovators C) Believers D) Strugglers

B) Innovators

________, one of Freud's followers, proposed that people can be described as moving toward others (compliant), away from others (detached), or against others (aggressive). A) Ernest Dichter B) Karen Horney C) Alfred Adler D) Carl Jung

B) Karen Horney

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________. A) pretailing B) POP stimuli C) shopping orientations D) retail theming

B) POP stimuli

________ acknowledges that marketers will be more successful when they communicate with consumers who have already agreed to listen to them. A) Authorized marketing B) Permission marketing C) Target marketing D) Reach marketing

B) Permission marketing

The psychological dimension of time or how it is experienced is an important factor in what mathematical study? A) Polychromic activity B) Queuing theory C) Physical metrics D) Temporal tasking

B) Queuing theory

Which dimension of psychological time includes the category of "time for me"? A) Planning orientation dimension B) Social dimension C) Polychromic dimension D) Temporal orientation dimension

B) Social dimension

________ is the first element in the traditional communications model. A) Noise B) Source C) Media D) Receiver

B) Source

Milton Rokeach identified a set of ________. A) crescive values B) terminal values C) cultural values D) core values

B) terminal values

Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors or between attitudes? A) Balance theory B) Theory of cognitive dissonance C) Social judgement theory D) Self-perception theory

B) Theory of cognitive dissonance

A study found that women who engage in extensive information search and comparison shopping were most likely to select which of the following metaphors to express their perspective of time? A) Time is a feast. B) Time is a map. C) Time is a river. D) Time is a pressure cooker.

B) Time is a map.

What is a major distinction between customers who purchase a product because they are brand loyal and those who purchase by inertia? A) The social risk of the product B) Whether the customers hold a very strong positive or weak attitude toward the product C) The cost of the product D) Whether the purchase is made after a compensatory or noncompensatory decision process

B) Whether the customers hold a very strong positive or weak attitude toward the product

The process of learning values from other cultures is called ________. A) core values B) acculturation C) crescive norms D) enculturation

B) acculturation

The VALS2™ group is termed the ________, who are successful consumers with many resources. This group is concerned with social issues and is open to change. A) achievers B) actualizers C) fulfillers D) believers

B) actualizers

Our culture's current fascination with novels and movies such as the Harry Potter Series and The Lord of the Rings, in which the magician and the patriarch triumph over the sorcerer and the dictator, emphasizes the importance of ________. A) extroversion overcoming introversion B) archetypes C) consumption movies D) the superego overcoming the id

B) archetypes

When using the ________ rule of decision making, a consumer evaluates brands on the most important attribute, but specific cutoffs are imposed. A) lexicographic B) conjunctive C) compensatory D) elimination-by-aspects

B) conjunctive

A ________ includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel. A) psychological situation B) consumption situation C) post-purchase process D) purchase process

B) consumption situation

Dimensions we use to judge the merits of competing options are called ________. A) rational factors B) evaluative criteria C) attributes D) emotional factors

B) evaluative criteria

A small group of consumers that come into a facility to try new products while being observed is called ________. A) interested consumers B) focus group C) target market D) heavy user

B) focus group

According to Freud, the part of the personality that seeks immediate gratification is called the ________. A) ego B) id C) conflict D) super ego

B) id

Innovative merchants have turned to retail theming to provide new ways to stimulate and encourage consumers during their shopping experience. A retailer that used a simulated outdoor environment (such as a fishing pond with real fish) to attract outdoor enthusiasts to the retail store is using a ________ theme. A) cyberspace B) landscape C) mindscape D) marketscape

B) landscape

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

B) lifestyle

According to the ________ rule, a product with a low standing on one attribute cannot make up for this position by being better on another attribute. A) conjunctive B) noncompensatory C) elimination-by-aspects D) lexicographic

B) noncompensatory

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

B) noncompensatory rule

M&M allows consumers to put names and works on their candy, this is an example of ________. A) extroversion personality B) product personalization C) brand personality D) personality traits

B) product personalization

According to ________, utility is defined in terms of gains and losses. A) heuristics B) prospect theory C) hyperopia D) Zipf's law

B) prospect theory

Since Janie is seen as a beautiful female, many friends also perceive her to be smarter, cooler, and happier. These assumptions illustrate ________. A) cultural meanings B) the "halo effect" C) the "beauty" factor D) the "sleeper effect

B) the "halo effect"

According to Freud, the system that acts as a referee in the fight between temptation and virtue is called ________. A) the id B) the ego C) the superego D) the thalamus

B) the ego

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

B) unconscious motives

________ is/are a norm that controls basic behaviors such as who does household chores. A) More B) Conventions C) Custom D) Values

C) Custom

Norma Shields is a researcher investigating lifestyles of the rich and famous. This week she is examining her target audience's views on food, the media, fashion, and recreation. Which of the AIO categories does Norma seem to be working on now? A) Opinions B) Demographics C) Interests D) Activities

C) Interests

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

C) Internalization

________ is a frenzied, guilt-ridden compromise between conflicting cultural ideals of motherhood and professionalism. A) Home shopping B) Dad advertising C) Juggling lifestyle D) Kin-network system

C) Juggling lifestyle

What does the sleeper effect suggest about source credibility? A) The effectiveness of a message will increase over time. B) If a receiver is not paying attention, a message cannot be effective. C) The effectiveness of positive sources over less positive sources can be erased over time. D) Many people can learn the important parts of a message even when asleep.

C) The effectiveness of positive sources over less positive sources can be erased over time.

What type of cybermediaries are intelligent agents? A) They are people who can help computer users with problems they encounter when trying to shop online. B) They are search engines specifically designed for marketing online. C) They are computer programs that recommend products based on past purchasing patterns. D) They are travel agents who answer questions online.

C) They are computer programs that recommend products based on past purchasing patterns.

Wynona was impulsive. Her friends accused her of being calculating, but she thought of herself as simply an analytical thinker. She wanted what she wanted and tomorrow could take care of itself. Researchers would classify her as being a hedonic variety-seeker. Which of the following time metaphors would best capture Wynona's perspective of time? A) Time is a mirror. B) Time is a pressure cooker. C) Time is a feast. D) Time is a map.

C) Time is a feast.

Which of the following general attitude functions is most closely related to the basic principles of reward and punishment? A) Value-expressive function B) Ego-defensive function C) Utilitarian function D) Knowledge function

C) Utilitarian function

Two important factors determine how a couple spends time and money. One of these factors is whether the couple has children. What is the other factor? A) Whether they live in an urban or suburban setting B) Whether they have jobs that require extensive travel C) Whether the woman works D) Whether they have extended family members living with them

C) Whether the woman works

In a(n) ________, consumers participate in the production of the products or services they buy. A) minipreneur shop B) pop-up store C) activity store D) sharing site

C) activity store

Evaluating the effort when we need to make a particular choice is called the ________. A) need B) want C) constructive process D) routine process

C) constructive process

Beth likes to volunteer at a local food bank. Because she once worked at a large supermarket and saw lots of food that had not been purchased, she arranged for a local store to give unsold items to the food bank. Beth was engaged in ________. A) divestment cycling B) underground cycling C) freecycling D) lateral cycling

C) freecycling

Buying decisions that are made with little or no conscious effort are called ________. A) satisficing B) extended C) habitual D) close minded

C) habitual

Physically attractive people are perceived as smarter, cooler, and happier than average people. These perceptions are a result of the ________. A) principle of cognitive dissonance B) balance theory C) halo effect D) self-perception theory

C) halo effect

A garage sale is an example of what is called ________. A) casting away B) the profit motive C) lateral recycling D) renewing

C) lateral recycling

The ________ route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message. A) central B) dual C) peripheral D) subconscious

C) peripheral

Match.com and eharmony.com measure identifiable personal characteristics called ________. A) personality image B) personality matches C) personality traits D) ego matches

C) personality traits

The first stage in the consumer decision-making process is ________. A) product choice B) information search C) problem recognition D) evaluation of alternatives

C) problem recognition

Most Freudian applications in marketing relate to the product's supposed ________. A) brand personality B) competitive advantage C) sexual symbolism D) hidden value

C) sexual symbolism

A well-known segmentation system based on how consumers agree or disagree with various social issues is called ________. A) the Likert scale analysis B) he PRIZM™ Cluster system C) the VALS™ (the Values and Lifestyles) system D) the AIO measurement analysis

C) the VALS™ (the Values and Lifestyles) system

According to ________, a company can make money if it sells small numbers of items that only a few people want, if the company sells enough different items. A) Zipf's Law B) feature creep C) the long tail D) neuromarketing

C) the long tail

The fine line between familiarity and boredom has been explained by the ________, which proposes that two separate psychological processes are operating when a person is repeatedly exposed to an ad. A) balance theory B) repetition theory C) two-factor theory D) halo theory

C) two-factor theory

Rick Tuan has a unique problem. He must persuade a good friend to stop smoking. He knows that if he just says "Quit," his message will be rejected. Instead, Rick chooses to offer a ________ message in which he presents the positives and negatives of quitting smoking. He feels sure that his approach will have a greater likelihood of success with his friend. A) refutational B) low-involvement C) two-sided D) supportive

C) two-sided

Allen has a store that rents only formal wear to men, such as tuxedoes. Allen sells to a highly segmented market based on ________. A) product disposal B) mood C) usage situation D) sales interaction

C) usage situation

When marketers classify consumers by heavy v. light product usage they use the ________ rule. A) 70/30 B) 20/80 C) 30/70 D) 80/20

D) 80/20

The balance theory perspective involves relations among three elements (a triad). Which of the following is one of the elements of the triad? A) A person's lifestyle B) Subconscious motives C) The marketer and its strategy of image building D) A person and his or her perceptions

D) A person and his or her perceptions

A company who uses the home shopping party method is ________. A) Avon B) Amway C) Mary Kay D) All of the above

D) All of the above

What form do psychographic studies take? A) General lifestyle segmentation B) Lifestyle profile C) Product-specific profile D) All of the above

D) All of the above

________ is a lasting, general evaluation of people, objects, advertisements, or issues. A) An image B) An object C) power D) An attitude

D) An attitude

A customer buying an unfamiliar product which carried a fair degree of risk would most likely engage in what type of problem solving? A) Recognition problem solving B) Habitual problem solving C) Limited problem solving D) Extended problem solving

D) Extended problem solving

Which type of psychographic study places a large sample of respondents into homogeneous groups based on similarities of their overall preferences in how they spend their leisure time? A) Lifestyle profile B) Product-specific profile C) Product-specific segmentation D) General lifestyle segmentation

D) General lifestyle segmentation

Based on motivational research, which of the following consumption motives most likely explains a person's motivation to purchase gourmet foods, foreign cars, cigarette holders, or perfume? A) Eroticism B) Security C) Disalienation D) Individuality

D) Individuality

________ describes consumption at the low end. A) Complex buying B) Utilitarian C) Routine buying D) Inertia

D) Inertia

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

D) The sleeper effect

The Berry and Dale advertising agency has proposed a new campaign for Bayer aspirin to overcome the public's tendency to "tune out" Bayer commercials. The proposed technique involves creating ten different 15-second spots that all demonstrate reasons for using Bayer aspirin. Which theory of message communication is the agency trying to use for in its proposal for Bayer aspirin? A) The trait-factor theory B) The theory of reasoned action C) The balanced communication theory D) The two-factory theory

D) The two-factory theory

Hedonic shopping motives include ________. A) thrill of the hunt B) interpersonal attraction C) social experiences D) all of the above

D) all of the above

Marketers use results from AIO surveys to ________. A) create a new view of the market B) position a product C) define target markets D) all of the above

D) all of the above

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) archetyped D) anthropomorphized

D) anthropomorphized

Julie Morgan loves to go into Springer's Old Country Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Old Country Gifts has attracted Julie with its ________. A) subliminal clues B) store position C) marketscape theme D) atmospherics

D) atmospherics

A store environment that has been made to resemble a living room where customers can relax, hang out with friends, or even learn is referred to as a(n) ________. A) mindscape B) marketscape C) activity space D) being space

D) being space

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

D) brand loyalty

The Pillsbury Doughboy and the Jolly Green Giant are examples of ________. A) branded people B) brand arrogance C) brand positioning D) brand personalities

D) brand personalities

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) gestalt B) gemba C) satisfaction/dissatisfaction D) exchange

D) exchange

According to the ________ hierarchy of effects, the consumer considers purchases based on an attitude of hedonic consumption (such as how the product makes him or her feel or the fun its use will provide). A) habitual B) low-involvement C) standard learning D) experiential

D) experiential

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

D) feedback

All multiattribute attitude models specify the importance of attributes, beliefs, and ________. A) regency of events B) action variables C) motivations D) importance weights

D) importance weights

The ________ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning. A) ego-defensive B) utilitarian C) value-expressive D) knowledge

D) knowledge

Kraft has repackaged its salad dressings as "anything" dressings to encourage people to shift their ________ and consider the dressings as a complement to more than just salads. A) mean-end chains B) demonstration signals C) mental maps D) knowledge structures

D) knowledge structures

Stephanie loves flea markets and garage sales. She spends most of her Saturday mornings going from one to another. About once a month, she holds her own garage sale just to get rid of some of the items she purchases during the month. Stephanie is actively engaged in ________. A) divestment cycling B) freecycling C) underground cycling D) lateral cycling

D) lateral cycling

According to the two-factor theory, the net effect of being exposed repeatedly to the same message is a combination of ________. A) argument and counter-argument B) affect and cognition C) compliance and non-compliance D) learning and tedium

D) learning and tedium

AIO surveys help measure ________. A) heavy users B) demographics C) personality D) lifestyles

D) lifestyles

The success of ________ hinges on the marketer's ability to convince the consumer to consider its product within a given category. A) product locations B) exemplar products C) identifying competitors D) positioning strategy

D) positioning strategy

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

D) purchase momentum

When the ego tries to balance opposing forces, it uses the ________. A) related principle B) super ego C) id D) reality principle

D) reality principle

According to a survey, with respect to disposing of products, about two out of three people indicate that they could be classified as ________. A) compulsive recyclers B) excessive disposers C) pack rats D) selective savers

D) selective savers

A general attitude toward shopping is called ________. A) shopping feeling B) shopping addiction C) shopping psychology D) shopping orientation

D) shopping orientation

A communicator's expertise, objectivity and trustworthiness refer to ________. A) corporate social responsibility B) expert power C) ethics D) source credibility

D) source credibility

According to a major study of more than 1,000 commercials, the single most important factor in whether a commercial will be persuasive is whether the communication ________. A) employs a sexual symbol or suggestion B) provides specific price information C) features a credible spokesperson D) stresses a unique attribute of benefit of the product

D) stresses a unique attribute of benefit of the product

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) the leisure paradox B) psychological time C) circular time D) time poverty

D) time poverty