Exam 3

POP Stimuli

. A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________.

consumption situation

A ________ includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel.

fad

A ________ is a very short-lived fashion.

plutonomy

A ________ is an economy that is driven by a fairly small group of rich people.

find socially active persons who are intensely interested in the product category and who are similar to the other customers

A marketing manager who wants to identify opinion leaders for her product category should ________.

cultural pressures, fear of deviance, commitment

A reason why consumers conform is ________.

network

A set of socially relevant nodes connected by one or more relations is called a social ________.

rite of passage

A special ritual marking a person's transition from one role to another is called a ________.

homogamy

A tendency for people to marry in a social class similar to their own is called ________.

membership, aspirational, avoidance

A type of reference group is ________.

blogs

A type of virtual community of consumption based on sharing online journals is called ________.

reference group

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

artifacts, scripts, performance roles

According to Dennis Rook, a key aspect of a ritual is ________.

habitus

According to Pierre Bourdieu, people's taste regarding entertainment and the arts serves as a status-making force or ________ that causes consumption preferences to cluster together.

selective savers

According to a survey, with respect to disposing of products, about two out of three people indicate that they could be classified as ________.

work class lower middle

Blue-collar workers with relatively high-prestige jobs consider themselves as ________.

fortress

Brands that we closely link to our rituals are called ________ brands; once they become imbedded in our rituals we are unlikely to replace them.

spendthrifts

Consumers who buy everything in sight are called ________.

frugalistas

Consumers who refuse to sacrifice style, but achieve it on a budget are called ________.

Cultural

Evan was an aggressive, rich, and determined businessman originally from a working class family. He had become wealthier than he had ever imagined by buying and selling other businesses. Evan seemingly could do anything until he tried a hostile takeover of an established bank owned by several prestigious families. When his bid failed, Evan said "I always knew there was an elite, but up to now I thought I was part of it." What type of capital was Evan lacking?

the process of social diffusion by which style is adopted by consumers

Fashion refers to _________.

Downward mobility

Fred has been a farmer all his life. He inherited the family farm when he was 35, but that was twenty years ago. Due to the economy, Fred has lost the farm and has taken a manual labor job in the city to support his family. What form of mobility best describes Fred's position?

conspicuous consumption

Harry was the lead singer in a band that hit it big. For his birthday, Harry had two hundred friends flown by chartered jets to a private island in the South Pacific. They ate the most expensive food, and every morning the bungalows were burned to the ground and rebuilt for the next night. Harry's party is a good example of ________.

social experiences, interpersonal attraction, thrill of the hunt

Hedonic shopping motives include ________.

activity store

In a(n) ________, consumers participate in the production of the products or services they buy.

impression

In advertising terms, a(n) ________ refers to a view or exposure to an advertising message.

referent power

James' friend, whom he admires and respects, just purchased a new car. James decides to buy the same model. This situation illustrates the influence of ________.

high-context

Japan is a very tightly knit culture with rich history and social identification. In this culture, people tend to infer meanings that go beyond the spoken word. This classifies Japan as a ________ culture.

atmospherics

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 ________.

discretionary income

Money available to a household over and above what is required to have a comfortable standard of living is called ________.

time poverty

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 ________.

born-again Christian

Most religion-oriented marketing activity in America can be traced to the ________ community.

gatekeepers

Movie and restaurant reviewers, magazine editors, retail buyers and DJ's are considered ________ because they filter information.

connexity

One of the goals of marketing to Gen Yers has been to allow them to remain free of the restraints of wires and cords, but still have media available at any time. The lifestyle created by this approach is referred to as ________.

referent power

Power that is granted by virtue or a social agreement, such as the authority we give to police officers, is called ________.

Silent

The ________ Generation includes people who were born between the two World Wars.

African American children tend to gravitate toward toys and characters that look like them.

The first thing D'Andrea was asked when she went to work for an advertising firm is how to promote to African-Americans. After careful consideration, which of the following is the best advice D'Andrea could give her new employers?

store image

The personality of a retail store is also called ________.

de-culturization

The process whereby a product formerly associated with a specific ethnic group is detached from its roots and marketed to other subcultures is called ________.

Queuing Theory

The psychological dimension of time or how it is experienced is an important factor in what mathematical study?

divestment rituals

The steps that consumers practice to gradually distance themselves from things they treasure so that they can sell or recycle them are called ________.

collecting

The systematic acquisition of a particular object or set of objects is called ________.

sacred

Thomas and his family recently toured the Gettysburg Battlefield on their vacation. The area was rich in history. While walking, Thomas remembered all the accounts of the battle that he had read in school. He finally understood why this place had such a special meaning in American history and to Americans in general. Gettysburg Battlefield is best classified as ________.

homogamy

We tend to marry people in a similar social class to ours. Sociologists call this ________, or assortative mating.

A marriage

What modern American ceremony would come closest in intent to a Native American potlatch?

Viral marketing

________ refers to the strategy of getting visitors to a Web site to forward information on the site of their friends in order to make more consumers aware of a product.

subculture

A ________ is defined as a group whose members share beliefs and common experiences that set them apart from others.

polychromic

A ________ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles.

modified rebuy, new buy, straight rebuy

A buying decisions made by organizational buying is called ________.

megachurch

A church that serves 2000 or more congregants per week is called a ________.

Amway, Avon, Mary Kay

A company who uses the home shopping party method is ________.

age, race, ethnic background

A component of a person's subculture is ________.

creative subsystem, managerial subsystem, communication subsystem

A cultural production system is a ________.

lateral recycling

A garage sale is an example of what is called ________.

membership

A group composed of people that the consumer actually knows is called a(n) ________ reference group.

the nouveau riche

A member of ________ has recently gained personal wealth and may experience status anxiety. Such individuals may try to display symbols of their success to make up for an internal lack of assurance about the "correct" way to behave.

a mother, a father, and at least one child

A nuclear family consists of ___________

being space

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) ________.

myth

A story containing symbolic elements that express the shared emotions and ideals of a culture is called a ________.

Time is a map

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?

time pressure

A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is ________.

surrogate consumer

A(n) ________ is a marketing intermediary retained by a consumer to guide what that consumer buys.

purchase environment

According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions.

committed to staying in the relationship

According to the principle of least interest, the person who is least ________ has the most power in the relationship.

gender

All of the following are important components of social class except for ________.

marketing

All of the following are subsystems in a culture production system EXCEPT a ________ subsystem.

usage situation

Allen has a store that rents only formal wear to men, such as tuxedoes. Allen sells to a highly segmented market based on ________.

Social stratification

Amos always felt that it was unfair that society created artificial divisions that discouraged him from having friends from different social structures. Which of the following terms describes the process that Amos is having difficulty with?

Generation Z

An age cohort that describes kids who were born in the late 1990s to early 2000s is ________.

group unanimity

Angela belongs to a film club that selects and views classic movies once a month. Angela won't watch scary movies on her own, but agrees to watch the classic vampire film with the club because almost all of the other club members voted to see it. This example demonstrates which factor of conformity?

homophily

Anna and David both have the same college degree, belong to the same social class, and attend the same church. This situation illustrates ________.

reference group

Anna asks people in her social group their opinion about a movie before she watches it. Her social group is an example of a(n) ________.

group cohesiveness

Chet meets each Wednesday night at his local bookstore with a small group of computer enthusiasts. The group calls itself X-Hackers because at one time all of these select members were hackers. Today, members of the group have similar values and have pledged to stop computer hacking. Which membership factor best describes what brings this group together?

Lower-middle class

China's economic boom has created 130 million people in what social class?

innovators

Consumers who always are on the lookout for novel products or services and who are first to try something new are ________.

personality

Culture is best described as a society's ________.

consumer tribe

Every summer, thousands of bikers converge on Sturgis, South Dakota, filling up every campground, motel, and hotel within miles of the city. This annual meeting is an example of a gathering of a(n) ________.

consumer tribe

Every summer, thousands of motorcycle enthusiasts converge at Sturgis, South Dakota, for a motorcycle rally. They fill up every campground, motel, and hotel, in the vicinity. This annual illustrates a(n) ________.

thumb culture

Gen Y'ers are at home in ________, which communicates by texting and IMing.

ecology

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

deindividuation

Home shopping parties may activate the risky shift or ________, in which the individual at the party may get so caught up in the party spirit that he orders products that he would normally not purchase.

mass class

Hundreds of millions of consumers around the world have the purchasing power to afford higher quality products. This consumer group, known as the ________, tend to buy affordable cars rather than luxury cars.

referent

If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied has ________ power.

referent

If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied is said to have ________ power.

legitimate

If a fireman told you to leave your apartment, you would comply because the fireman has ________ power.

parody display

If a member of the upper class wore shredded Levi's jeans to a formal party, the person would be exhibiting a sophisticated form of conspicuous consumption known as ________.

Segregation

Immigrants to the United States who exhibit ________ tend to live and shop in places separated from mainstream Anglo consumers.

Asian

In general, people from which of the following cultures have typically been shown to wait the most patiently while standing in a long line?

cultural gatekeepers

In the cultural production process, the people who control the flow of information between producers and customers are called ________.

assimilation

In the process of ________, new immigrants adopt products, habits, and values they identify with the mainstream culture.

opinion leaders

Individuals with the ability to influence others' attributes or behaviors are considered ________.

landscape

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.

cooptation

It is quite common for mainstream culture to modify symbols identified with "cutting edge" subcultures and present these to a larger audience. Such cultural products undergo a process of ________, by which their original meanings are transformed by outsiders.

Baby Boomers

Items such as Swiffer, Keurig, and Dove target ________.

Aspirational Group

James Otis wants to be "just like Mike" (basketball star Michael Jordan) and has for many years. James has purchased Jordan-gear, follows Jordan's career, and he has often thought about how to give back to his community the way MJ has. Which of the following reference group terms would apply to James Otis and his relationship with Michael Jordan?

American consumers generally have little difficulty accurately placing themselves in the lower-middle class or middle class.

Jason is a marketing researcher working for a client who believes that social class will be an important segmenting device. Jason decides to find social class categories by simply asking respondents to pick their own category. Which of the following best supports Jason's approach?affluenza Anna is a millionaire but she is constantly stressed and unhappy despite her wealth, Anna is experiencing ________.

reference group

Jeff had collected a nice wardrobe before graduating from college. All of his friends considered him "well dressed." After the first day at his new job, however, Jeff immediately went out and replaced most of his clothes with what was considered to be professional dress clothing. Jeff had just experienced the power of a new ________.

an age cohort

Jim Smith, Don Carson, and Jeff Sweeney are all 54 years old, so they can be sorted into ________.

Social class

Jim is considered a part of the upper middle class, while Marcos is considered part of the lower upper class. Jim and Marcos have been identified in terms of ________.

conspicuous consumption

John Jones purchases products to show visible evidence of his ability to afford luxury goods, John is practicing ________.

Autonomy vs. belonging

Jui-Jui has a need to achieve independence. He dreams daily of leaving home and getting his own apartment; however, because he lives in a neighborhood full of houses, he would have to go some distance to find an apartment that he could afford. This move would mean that he would distance himself from his friends. This example is a common dilemma for many teens. Which of the following conflicts that most teens face is most applicable to Jui-Jui's situation?

glamping

Luminaries from Amazon, Google, and Twitter tend to use ________.

acculturation agent

Manuel still remembers the impact of his first college class in the United States. As a new immigrant, he was sincere in his desire to learn about the American culture that he had chosen to adopt. His college professor taught Manuel many things about the American culture. In doing so, the professor was acting as a(n) ________.

market maven

Margaret stayed on top of what was happening in the marketplace, but she was not necessarily the first to purchase items when they first came out. Margaret would be classified as a(n) ________.

adaption

Maria Gomez is thrilled to be in the United States. After spending her childhood years in Mexico, she is looking forward to the freedom given to teenage girls in the United States. "I can wear shorts, pantsuits, and even halter tops and no one will think badly of me," says Maria. Maria is in the process of ________.

Most are active, interested in what life has to offer, and are enthusiastic consumers with the means and willingness to buy many goods and services.

Marketers must know the needs and wants of their customers. Which of the following presents the most accurate picture of the typical elderly consumer today?

The war baby generation

Members of which of the following age cohorts are part of today's senior market?

Mexican

Nearly 60% of the Hispanic American population are of ________ descent.

Japan

Of the countries listed below, which is thought to be highly status-conscious?

senior

Older adults that control more than 50% of discretionary income are considered the ________ market.

exchange

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.

income inequality

One percenters are an example of ________.

co-consumers

Others who are present in a consumer's physical and social environment when purchases are made are called ________.

ritual

Pavel is an inventor. He read that there were several million people who could not sleep at night until they looked under the bed. He invented a light that could be put under the bed and went on automatically when someone looked there. Pavel's product is designed to help people perform a ________.

progressive learning

Peggy Simmons has a tough assignment. She is to live in Japan for the next five years and successfully introduce her company's line of cosmetics to Japanese women. Her company's management hopes that living in an average neighborhood, commuting to work every day, eating native food, and speaking Japanese will help Peggy involve herself in the society more quickly than if she stayed separate from her hosts. The company's management wants Peggy to use the ________ model.

acculturation agents

People and institutions that teach the ways of a culture are called ________.

The Baby Boomer Generation

People born between 1946 and 1964 belong to ________.

referent power

Phillipe is a member of a small Harley-Davidson motorcycle club. Members meet once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike he buys for his girlfriend.

mere exposure

Political candidates who get the most media coverage are more likely to win elections because of the effect of ________ in determining one's set of referents.

cultural selection

Products are winnowed out as they make their way down the path from conception to consumption, a process called ________.

cultural formula

Raymond Chandler wrote classic American detective stories. By always using certain roles for his characters and props that were appropriate to the genre, Chandler's novels followed a(n) ________.

generalized

Recent research on opinion leadership has called into question the traditional view that there are ________ opinion leaders, whose recommendations people see for all purchases.

Luxury is functional, Luxury is a reward, Luxury is indulgence

SRBI Consulting Business Intelligence divides consumers into which of the following groups?

sociometric

Several research methods are used to study reference groups and opinion leadership. ________ methods trace communication patterns among members of a group. These techniques allow researchers to systematically map out the interactions that take place among group members.

cohort

Shannon Reeves and Tish Phillips remember their days as student protesters in the 1960s. Shannon remembers seeing Jim Hendrix at Woodstock and Tish remembers burning her bra in front of the central administration building at Yale. These memories about cultural heroes and events are one of the chief characteristics of an age ________.

The reciprocity norm

Sharon is upset with her secretary. Though everyone in the office agreed not to give Christmas presents this year, Sharon's secretary gave her an expensive bottle of perfume. Which of the following best identifies the source of Sharon's feelings?

word-of-mouth communication

Sophie tells Nick about a great new restaurant. Sophie is practicing ________.

lateral cycling

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 ________.

salespeople

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.

ecology

The Japanese greatly value products that make efficient use of space because of the cramped conditions in urban areas in Japan. This is an example of ________ in Japan's cultural system.

bigger

The ________ a group is, the more likely members are to engage in social loafing.

comparative

The ________ influence is the reference group influence that helps the consumer make decisions about specific brands or activities.

social mobility

The ability of a person to pass from one social class to another is called ________.

chronological

The actual number of years a person has been alive is their ________ age.

Ideology

The aspect of a cultural system which describes the mental characteristics of a people and the way they relate to their environment and social groups is known as ________.

a shift in women's roles and an increase in educational attainment

The average American's standard of living continues to improve. These income shifts are linked to two key factors: ________.

translation

The cultural learning acquired through ________ leads immigrants to a process of adaptation.

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

The day reconstruction method requires a respondent to ________.

Avoidance groups

The plain and simple fact is that Ralph has body odor. Worse than that, Ralph does not seem to care. Ralph's clothes are in shambles, and his personal hygiene could certainly be improved. For most people, Ralph would be in which of the following groups?

bandwagon

The pressure to conform that escalates as more and more group members "cave in" is called ________.

bandwagon

The pressure to conform that escalates as more and more group members "cave in" is called the ________ effect.

acculturation

The process of movement and adaption to one country's cultural environment by a person from another country is called ________.

liminality

The second stage in the rite of passage is ________.

Psychological

The story goes that a young George Washington cut down his father's cherry tree with a hatchet. Young Washington was then asked who might have committed this act. Even though the boy feared punishment, George replied, "I cannot tell a lie; I cut down the cherry tree." This story has taken on mythical proportions in the United States. Which of the follow functions does the myth best match?

warming

Through the process of ________, immigrants make the unfamiliar familiar by integrating symbols from their former lives into their new homes.

contamination

Through the process of ________, objects associated with sacred events or people become sacred in their own right.

status crystallization

Trisha grew up in a drug-ridden inner city neighborhood. Through sheer determination and intelligence, Trisha is now a medical doctor teaching on the staff of a large university hospital. Trisha is proud of what she has accomplished, but sometimes she feels stressed and uncertain of who she really is. The concept of ________ assesses the impact of such inconsistencies.

homogamy

Vance comes from the lower-upper class as does Jeff. They are both madly in love with Julia, who is beautiful enough to do part-time modeling. According to the principle of ________, Julia could be attracted to both men.

ritual artifacts

Wedding rice, birthday candles, and diplomas are considered ________.

The Baby Boomer Generation

What is the most powerful age segment economically in the United States?

trickle-up effect

When Bob, a wealthy real estate investor, saw an inner city kid wearing a heavy gold chain with a medallion around his neck, Bob wanted the same for himself. Bob's behavior is best explained by the ________.

status symbols

When a Rolls-Royce, a Cartier diamond, and an Andy Warhol painting are bought and displayed as markers of social class, they are ________.

desacralization

When a sacred item or symbol is removed from its special place or is duplicated in mass quantities, then it becomes profane as a result of ________.

aspirational

When companies use celebrities in their ads they are using the principle of ________ reference groups.

taste culture

When people are differentiated in terms of their aesthetic and intellectual preferences, a ________ is being applied.

social dimension

Which dimension of psychological time includes the categorization of "time for me"?

Ideology

Which functional area of culture is most closely related to the idea of a common worldview?

Teenagers often develop brand loyalty during their adolescence, committing to a brand and continuing to purchase it for decades to come.

Which of the following best explains why marketers view teens as "consumers-in-training"?

Idealism vs. activism

Which of the following is NOT one of the basic conflicts common to all teens?

Anti-brand communities

Which of the following is a new kind of avoidance group that has grown in popularity through the Web?

An art product

Which of the following is an object that is admired strictly for its beauty or because it inspires an emotional reaction?

crowding

Which of the following is an unpleasant psychological state?

consumer satisfaction

Which of the following is considered a post-purchase process?

Birds of a feather flock together

Which of the following phrases is the best illustration of homogamy?

Karl Marx

Which of the following theorists is best known for arguing that an individual's relationship to the means of production determines his position in society?

Flows

Which term refers to exchanges of resources, information, or influence among members of networks?

Pecking order

With respect to social organization, some barnyard animals exhibit signs of a dominance-submission hierarchy. Which of the following terms best illustrates such a hierarchy?

New immigrants often attempt to maintain their old cultural backgrounds be segregating themselves, living and shopping in physically separated areas from the main culture.

With respect to the acculturation process, what is the relationship between maintenance and segregation?

norms

Within groups, informal rules of behavior are called ________.

Time is a feast

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?

Tweens

________ are 8- to 14-year-old children.

Frugalistas

________ are consumers who refuse to sacrifice style, but they achieve on a budget.

opinion leaders

________ are frequently able to influence others' attitudes on behavior.

social identity theory

________ argue(s) that each of us has several "selves that relate to groups."

Profane

________ consumption occurs with objects and events that are considered to be ordinary and everyday.

Taste culture

________ describes consumers in terms of their aesthetic and intellectual preferences.

social power

________ describes the capacity to alter the actions of others.

Halal

________ foods are permissible under the laws of Islam.

High-content culture

________ group members tend to be tightly knit, and they infer meaning that goes beyond the spoken word.

social loafing

________ happens when we do not devote as much time and effort to a task as we could because our contribution is part of a larger group effect.

consumption situation

________ includes a buyer, a seller, and a product or service and other factors.

social cue

________ influence helps the consumer make decisions about specific brands or activities.

Metaphysical

________ is a myth that explains the origins of existence.

Occupational prestige

________ is a system in which we define people by what they do for a living.

social power

________ is the degree to which a person is able to make other people do something.

Power distance

________ is the extent to which less powerful members of organizations and institutions accept and expect that power is distributed unequally.

Social Structure

________ is the way people maintain an orderly social life.

Sacralization

________ is when ordinary objects, events, and even people take on sacred meaning.

Ideology

________ is/are the mental characteristics of people and the way they relate to their environment and social group.

consumer confidence

________ measures how optimistic or pessimistic people are about the future health of the economy and how they will fair in the future.

fear of deviance

________ occurs when an individual may have reason to believe that the group will apply sanctions to punish nonconforming behavior.

Levi-Strauss

________ postulated that myths involve binary opposition, in which two opposing ends of some dimension are represented (such as good versus evil).

Gestation

________ refers to a stage in the gift-giving process, where the giver procures an item to make some event.

Geodemography

________ refers to analytical techniques that combine data on consumer expenditures and other socioeconomic factors with geographic information.

Movement

________ refers to the factors that motivate people to physically uproot themselves from one location to another.

social mobility

________ refers to the passage of individuals from one social class to another.

Cultural Production System (CPS)

________ refers to the set of individuals and organizations that create and market cultural products.

Norms

________ usually dictate what is right and wrong, acceptable or unacceptable.