Final Study Guide

Immigrants to the United States who exhibit ________ tend to live and shop in places separated from mainstream Anglo consumers. A) movement B) segregation C) warming D) adaptation

B

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) ________. A) cohort B) acculturation agent C) ethnographer D) guidance agent

B

Money available to a household over and above what is required to have a comfortable standard of living is called ________. A) average of earnings B) discretionary income C) real income D) overtime pay

B

Products are winnowed out as they make their way down the path from conception to consumption, a process called ________. A) cultural mapping B) cultural selection C) diffusion D) cooptation

B

According the law of supply and demand, all else being equal, what happens to the supply of a product when its price goes up?

Increases

Which of the following values is most associated with materialists? Frugality Status Honesty Loyalty

Status

Which of the following theories suggests that people who have an incomplete self-definition tend to complete their identity when they acquire and display symbols they associate with that role. Looking-glass self Symbolic self-completion Self-fulfilling prophecy dramaturgical perspective

Symbolic self-completion

According to the book Predictably Irrational, I can get people do way more if I pay them than if I simply ask them for a favor. All else being equal. ( T/ F)

False

According to the documentary Terms and Conditions May Apply, use of the Internet is "free" and there is not. ( T/F )

False

A transaction in which two or more organizations or people give and receive something of value is called ________. perception consumer perspective exchange buyer behavior

exchange

Much learning takes effort and time, but some learning is so casual as to be unintentional. This type of learning is referred to as ________ learning. evoked stage one subliminal incidental

incidental

Blue-collar workers with relatively high-prestige jobs consider themselves as ________. A) upper lower class B) working class lower middle C) lower lower class D) upper middle class

A

One percenters are an example of ________. A) income inequality B) pay pay ratio C) saving rate D) plutonomy

A

The best predictor of major expenditures that do not have status or symbolic value is ________. A) social class and income B) social class C) income D) occupation

A

Which of the following refers to the positivity of a person's self-concept? A) self-esteem B) collective self C) self-concept D) identity

A

Which of the following refers to the process in which people work hard to manage what others think of them? Question options: A) impression management B) ideal self C) Social comparison D) actual self

A

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

A

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

A

A cultural production system is a ________. A) managerial subsystem B) All of these C) communication subsystem D) creative subsystem

B

________ is the way people maintain an orderly social life. A) Ideology B) Social structure C) Ecology D) Lifestyle

B

Which of the following are true according to Chapter 11 in Predictably Irrational? (select all that apply). Note: The ideas/scenarios in the selection options are intended to communicate the concepts of the chapter. A) Consumers' response to high prices and quality is consistent with traditional economic theory. B) The price of a product/service influences consumers' perception of quality. C) Placebos pose dilemmas for marketers.

B, C

A ________ is defined as a group whose members share beliefs and common experiences that set them apart from others. A) network B) micro culture C) subculture D) cohort

C

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

C

All of the following are subsystems in a culture production system EXCEPT a ________ subsystem. A) communications B) creative C) marketing D) managerial

C

Consumers who buy everything in sight are called ________. A) justifiers B) balancers C) spendthrifts D) tightwads

C

Consumers who refuse to sacrifice style, but achieve it on a budget are called ________. A) the mass class B) social consumers C) frugalistas D) the nouveau rich

C

The cultural learning acquired through ________ leads immigrants to a process of adaptation. A) maintenance B) resistance C) translation D) segregation

C

Which of the following is the study of the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires? Role theory Marketing research Lifestyle marketing Consumer behavior

Consumer Behavior

Which of the following is the best response regarding the factors influencing consumer behavior?

Consumers' decisions are a product of a multitude of factors that actively work to influence what, when, and how they purchase.

Which term refers to sensations that subtly influence how we think about a product? Hedonic consumption Respondents Perception Context effect

Context effect

A ________ is an economy that is driven by a fairly small group of rich people. A) homogany B) democracy C) monarchy D) plutonomy

D

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

D

A component of a person's subculture is ________. A) age B) ethnic background C) race D) All of these

D

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) conscious motives B) unconscious motives C) deviant behaviors D) rational thinking

D

Fred Johnson has worked hard all of his life to make a decent living for himself and his family. However, in recent years he has become obsessed with a fear of being ruined, either because of losing his job or losing all of his savings. According to clinical psychologists, Fred Johnson's fear of being ruined is equated to ________. A) aurophobia B) peniaphobia C) harpaxophia D) atephobia

D

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

D

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 ________. A) occupational prestige B) cultural capital C) social rank D) social class

D

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

D

________ group members tend to be tightly knit, and they infer meaning that goes beyond the spoken word. A) Mid-content culture B) Low-content culture C) Host culture D) High-content culture

D

If a conditioned stimulus is only occasionally matched with an unconditioned stimulus, the association between the two will become weakened. This is called ________. the spacing effect repetition interface extinction

extinction

In the motivation process, the desired end state is the consumer's ________. drive benefit need state goal

goal

As manufacturing costs decrease and the amount of products that people accumulate goes up, consumers increasingly want to buy things that will provide ________ value. referent Gestalt hedonic embedded

hedonic

Jenny Rowlins is absolutely exhausted after her shopping trip to pick out a dress for her sorority's formal event. The stores were crowded, and none of her favorite shops carried a dress that she liked in her size. After spending hours at the mall, Jenny decided to order her dress online and just return it if it was not exactly right. This story is an example of how consumer behavior is a(n) ________. industry art form process theory

process

Goals can be considered positive or negative. This is an expression of a goal's ________. direction valence dissonance strength

valence

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

materialism

When a need is aroused that the consumer wishes to satisfy, the ________ process has been activated. want homeostasis motivation desire

motivation

In the Western Culture the color black is often associated with ________. innocence cult mourning fear

mourning

Which of the following was first demonstrated by Ivan Pavlov? Psychological conditioning Behavioral conditioning Instrumental conditioning Classical conditioning

Classical conditioning

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

D

Which of the following refers to the beliefs a person holds about his or her own attributes and how they evaluate the self on these qualities? Question options: A) identity B) collective self C) self-esteem D) self-concept

D

Which of the following refers to when a person tries to evaluate their appearance by comparing it to others? Question options: A) impression management B) actual self C) ideal self D)Social comparison

D

Monopolies and duopolies are manifestations of weaknesses in our current economic system. Monopolies and duopolies are manifestations of weaknesses in our current economic system.( T/ F )

True

According to the documentary "The Flaw", which of the following is correct?

Demand for goods decreases as their price increases. Demand for assets increases as their price increases. Demand for goods increases as their price increases. Demand for assets decreases as their price increases.

Which of the following is NOT a stage of the consumption process? Desire Pre-purchase Post-purchase Purchase

Desire

Wants are a combination of ________. None of these Personal and cultural cultural factors personal factors

Personal and cultural

Which of the following refers to where a person derives their identity in large measure from a social group. self-esteem self-concept identity collective self

collective self

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

consumer

According to the book, which of the following basic conclusions about gender differences were found by a comprehensive review of literature? (Select all that apply) Females are more sensitive to differentiating conditions and factors. Females process information more comprehensively. Females are more responsive to negative data. Females are more cautious responders. Males are more self-oriented.

ALL

Though the Organization for Economic Cooperation and Development (OECD) outlaws bribery in business practices, it is still common in ________. Germany Japan Mexico All of these

All of these

Which of the following time periods is encompassed in the study of consumer behavior? Post-purchase Pre-purchase Purchase All of these

All of these

Which of the following is correct regarding advertising? Companies spend on advertising because they believe advertising will lead to increased sales that will cover the cost of advertising and higher profits. The U.S. i the largest advertising market in the world. The cost of advertising is built into the price of the product we buy. All of these are correct Advertisers spent an average of $604.2 per person in the U.S. to advertise. The only things consumers can do is purchase non-advertised products that are similar in quality and lower in price.

All of these are correct

What type of conflict exists when we desire a goal but wish to avoid it at the same time? Avoidance-avoidance conflict Approach-approach conflict Approach-avoidance conflict Direction-valence conflict

Approach-avoidance conflict

The process of curation refers to what product(s)? Art Travel Animals Food

Art Travel Food

Which of the following refers to a person's conception of how they really are? Question options: A) impression management B) actual self C) ideal self D) Social comparison

B

Which of the following refers to any category label with which a consumer self-associates that is amenable to a clear picture of what a person in that category looks like, thinks, feels, and does. A) collective self B) identity C) self-esteem D) self-concept

B

Which of the following theories suggests that people who have an incomplete self-definition tend to complete their identity when they acquire and display symbols they associate with that role. A) Looking-glass self B) Symbolic self-completion C) Self-fulfilling prophecy D) dramaturgical perspective

B

Which theory listed below assumes that learning take place as the result of responses to external events? Gestalt learning Incidental learning Episodic learning Behavioral learning

Behavioral learning

Which term refers to the bond between product and consumer that is difficult for competitors to break? Brand loyalty Relationship Custom Patronage

Brand Loyalty

Rules of conduct that guide actions in the marketplace are called ________. Business ethics Social obligation Social awareness Social responsibility

Business ethics

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

C

Which of the following refers to a person's conception of how they would like to be? A) Social comparison B) impression management C) ideal self D) actual self

C

Which of the following is true regarding scarcity? (Select all that apply)

Causes people to reflect on what they are lacking Can tax a person's mental capacity and prevent them being acting rationally and logically. Forces people to make decisions and priorities their limited resources Affects everyone

Which of the following refers to where a person derives their identity in large measure from a social group. A) self-esteem B) self-concept C) identity D) collective self

D

The market price of most goods in the marketplace include all the following, EXCEPT? Factory Overhead Direct Materials Disposal and environmental costs Direct Labor

Disposal and environmental costs

What theory of motivation is related to the idea that customers desire a state of balance called homeostasis? Instinct theory Drive theory Expectancy theory Need theory

Drive Theory

All the following are assumptions of capitalism, EXCEPT? Effective Market Allocation Consumer Sovereignty Perfect Competition Voluntary Exchange

Effective Market Allocation

Which of the following is not a biological explanation of motivation? Expectancy theory Instinct Homeostasis process Drive theory

Expectancy theory

According to the book, which of the following basic conclusions about gender differences were found by a comprehensive review of literature? (Select all that apply) Question options: A) Females are more sensitive to differentiating conditions and factors. B) Females process information more comprehensively. C) Females are more responsive to negative data. D) Females are more cautious responders. E) Males are more self-oriented. F) All of the Above

F

All people have to do to protect their online privacy is to change the settings on their browser asking companies not to track them.( T/F )

False

Business ethics are rules of conduct published by the Better Business Bureau that guide actions in the marketplace.( T/F )

False

Materialism refers to the importance people attach to the fabric used in their clothing ( T/F )

False

Materialistic values tend to focus on the individual rather than a group or family( T/F )

False

Needs abased decision-making requires individuals to have firm understanding of their values to make decisions based upon those values.( True/ False )

False

The United States has perfect competition. ( T/F)

False

Most people know exactly what they want irrespective of context.( T/F )

Flase

Mark has to search online for information on advertising for a research paper. He opens his laptop and his browser and types the word advertising. How did Mark just pay for the privilege A small fee was deducted from his account A large fee was deducted from his bank account The company that developed the browser charged his credit card. He paid with his private information

He paid with his private information

All the following are essential requirements for rational consumer decision-making, EXCEPT?

Hedonic minimization

Which of the following are correct regarding pursuasive advertising? (select all that apply) Given the relevant information about the key aspects-price, quality and availability Intended to associate a specific product with a certain lifestyle or image in the minds of consumers Provides virtually no factual information. Intended to change consumer tastes by appealing to their psychological needs.

Intended to associate a specific product with a certain lifestyle or image in the minds of consumers Provides virtually no factual information. Intended to change consumer tastes by appealing to their psychological needs.

ABC non-profit would like start a new program to help low-income working families who are struggling with their finances. Their plan is to ask professional financial planners if they could provide financial counseling at half their normal rate. Which of the following is correct about their efforts according to Predictably Irrational? It argues that consumers are smart, engaged, and can tell when they being marketed. It argues that it increases ales for brands and complete product categories. It argues that advertising acts as a driving force for the engine of demand It argues that advertising increases knowledge and changes people's attitudes

It argues that consumers are smart, engaged, and can tell when they being marketed. It argues that it increases ales for brands and complete product categories. It argues that advertising acts as a driving force for the engine of demand It argues that advertising increases knowledge and changes people's attitudes

A philosophy that translates customers' feelings into design elements is called ________ engineering. relationship reverse Sigma Kansei

Kansei

According the capitalism, the primary force leading to the efficient and effective allocation of limited resources is...

Self-Interest

Which of the following refers to when a person tries to evaluate their appearance by comparing it to others? impression management actual self ideal self Social comparison

Social comparison

Which term refers to the process by which the way a word sounds influences the listener's assumptions about what the word describes? The principle of similarity Semiotics Audio watermarking Sound symbolism

Sound Symbolism

Behavioral learning theorists do not focus on internal thought processes; rather, they look to external evidence to study learning. What aspects of the environment are of most concern to behaviorists in studying learning? Energy and work Stimulus and response Sensation and perception Thought and memory

Stimulus and response

According to the FTC's classifications of advertising, puffing is? Supplies little or no constructive information about the product—persuade rather than inform. Is an attempt to mislead the consumer. Scientifically untrue and/or Would deceive a reasonable consumer. (Bait & Switch) Advertising that provides the consumer with specific, understandable, and verifiable claims about the product or service. Tends to focus deception that can cause harm

Supplies little or no constructive information about the product—persuade rather than inform.

Which of the following represents what CR4 stands for?

The percentage of the market share held by the largest four firms in an industry.

Which of the following is the definition of consumer behavior?

The study of the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires.

Why do consumer purchase brand-name products? (Select all that apply.) They cost the same. It saves them time. They cost less. They think the product is superior to alternative goods and services.

They cost the same. It saves them time. They think the product is superior to alternative goods and services.

How are the Declaration of Independence and Constitution related to consumer behavior?

They establish the political and economic system that underlies the market place in America. They set the tone for the drafting, passage, and implementation of future laws and regulations influencing the market and consumer choice. They communicate American values that influence consumers' subconscious and conscious choices.

Which of the following is correct regarding comparative advertising? (select all that apply) They name competing brands. Its purpose is to simply inform the public. It is advertising that makes comparisons between a product and specific competing products. It is selective and shows only what the advertiser wants you to know.

They name competing brands. Its purpose is to simply inform the public. It is advertising that makes comparisons between a product and specific competing products. It is selective and shows only what the advertiser wants you to know.

According to the documentary, Terms and Conditions May Apply TomTom sold data from its vehicle navigation systems to the government in order for officials to give tickets to people who went over the speed limit. ( T/F )

True

Humans rarely choose things in absolute terms ( T/F )

True

When a woman buys expensive jewelry, which of the following needs is most likely being expressed? Hedonic Rational Biogenic Utilitarian

Utilitarian

Which of the following refers to a person's conception of how they really are? impression management actual self ideal self Social comparison

actual self

Motivation that is driven by raw emotions is called ________. effect hedonic utility affect

affect

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

compliant

Classical conditioning takes place when a(n) ________ is continuously matched with a(n) ________. conditioned stimulus; unconditioned stimulus unconditioned response; conditioned stimulus conditioned stimulus; conditioned response unconditioned stimulus; unconditioned response

conditioned stimulus; unconditioned stimulus

Which of the following refers to a person's conception of how they would like to be? Social comparison impression management ideal self actual self

ideal self

Which of the following refers to any category label with which a consumer self-associates that is amenable to a clear picture of what a person in that category looks like, thinks, feels, and does. collective self identity self-esteem self-concept

identity

Which of the following refers to the process in which people work hard to manage what others think of them? impression management ideal self Social comparison actual self

impression management

Sam Bolton hums the Purina Cat Chow jingle as he drives down the expressway. A thought suddenly occurs to Sam: "Why am I humming this stupid jingle? I don't buy this stuff; in fact, I don't even have a cat." Sam knows this jingle is ________. incidental learning stimulus generalization reinforcement modeling operant conditioning

incidental learning

When Sophie hums a McDonald's jingle, it is an example of ________. behavior brain worm incidental learning consumer attention

incidental learning

A relative permanent change of behavior is called ________. learning personality Hearing lifestyles

learning

The process by which people select, organize, and interpret sensations is called ________. consumption perception adaption application

perception

When consumers are unhappy with a product, they boycott the product and/or store and express dissatisfaction to friends. This is called ________response. voice private public third-party

private

Research has indicated that the color ________ creates feelings of arousal and stimulates appetite. red blue black yellow

red

Which of the following refers to the beliefs a person holds about his or her own attributes and how they evaluate the self on these qualities? identity collective self self-esteem self-concept

self-concept

Which of the following refers to the positivity of a person's self-concept? self-esteem collective self self-concept identity

self-esteem

The sensory characteristic of a product that sticks with consumers, helping them to remember the product in a unique way, is called the ________. phoneme sensory input interpretant schema

sensory input

Companies that think carefully about the impact of sensations on product experiences are practicing ________. want marketing hedonic consumption sensory marketing need marketing

sensory marketing

When Coke weaves a sound into a piece of music, the advertisement is using ________. sound watermarking sound marketing audio watermarking music marketing

sound watermarking

Stimulus generalization refers to ________. the tendency for stimuli to be similar in nature the tendency of stimuli similar to a conditioned stimulus to evoke similar, conditioned responses the tendency for extinction to occur when an unconditioned stimulus does not follow a stimulus similar to a conditioned stimulus the fact that most conditioned stimuli are similar to unconditioned stimuli

the tendency of stimuli similar to a conditioned stimulus to evoke similar, conditioned responses