MGT 434 Consumer Behavior QUIZZES

Despite improvements to the Fishbein model, what is considered an obstacle?

1.) measures of attitude often do not correspond to the behavior they are supposed to predict 2.) Some behavioral outcomes are beyond the consumer's control 3.) The model deals either actual behavior, not with the out comes of behavior

Lindsay believed that customers would come to view her new resort hotel with high personal involvement because it was a quality property with an excellent view. Instead, she found that many of her customers came to the hotel only when she offered special price discounts. What aspect of consumer involvement had Lindsay ignored? A) Lindsay forgot that consumer involvement includes personal factors and situational factors as well as object factors. B) Lindsay forgot that most consumers are apathetic about travel, irrespective of the quality of facilities at their travel destinations. C) Lindsay forgot that consumer involvement is primarily a function of price; other factors such as quality are relatively unimportant. D) Lindsay forgot that consumer involvement develops only over long periods of time, and most tourists simply don't have the time to become involved consumers.

A

Scott thought of himself as a very successful marketer. He created a campaign with a product logo that was very popular and that customers associated with a quality product. It was so popular that in a few months, the logo began to appear almost everywhere. Instead of increasing sales of the product, the customer demand began to decrease as competitors' products became more successful. What characteristic of learning was most likely ruining Scott's apparent success? A) Too much repetition was decreasing the strength of the CS, thus leading to extinction of the learned relationship between the logo, the quality of the product, and the association with Scott's company. B) Customers confused Scott's logo with the logo of Scott's competitors, making cognitive learning incomplete. C) The logo produced only a fixed-ratio schedule of reinforcement that did not sustain sales, while Scott's competitor used a variable-ratio schedule. D) Over time the logo became boring, and customers punished Scott's company by buying competitors' products as a type of revenge for their boredom.

A

The functional theory of attitudes was initially developed to explain how ____.

attitudes facilitate social behaviors

Personal objects, places, and things allow people to feel that they are rooted on their larger social environments. The home can be symbolic for the extended self. Which category or level of the extend self would be the home most likely associated with

family level

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.

feedback

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

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

____ considers how people perceive relations among different attitude objects, and how they alter their attitudes to remain consistent

balance theory

One element in the multiattribute model is ___

beliefs

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

bigger

The Pillsbury Doughboy and the Jolly Green Giant are examples of ____

brand personalities

M-Commerce most likely takes place through

cell phones

A company wants to persuade a customer to buy its products. If the consumer has a high degree of involvement with products that are solid by the company, what route to persuasion will the company most likely take?

central route

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) ________. A) normative clan B) consumer tribe C) maven network D) aspirational group

consumer tribe

Psychologist David Katz developed the ____ of attitudes.

functional theory

Herbal companies traditionally sold their products in cylinder-shaped plastic containers that were very characteristic of the herbal market. One company broke with tradition and began to sell its herbal products in bottles that appeared to be straight from the pharmacy's shelf. They were rectangular with white labels that looked very professional and very serious. Sales went through the roof. What form of stimulus generalization most likely worked for the herbal company? A) masked branding B) halo effect C) continual reinforcement D) shaping

halo effect

Mary Jane is a very conservative businesswoman by day. However, when she decides to "go out on the town," she likes to party and "kick up her heels." This would be an example of a reaction due to the fact that many consumers

having multiple selves

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.

ongoing

Individuals with the ability to influence others' attitudes of behaviors are considered

opinion leaders

The mass market produces and consumes music, movies, sports, and other forms of entertainment known as ______

popular culture

George says that he sees everything as "black or white-no in between." George would most accurately be characterized as a(n) ________. A) positivist B) collectivist C) interpretivist D) consumerist

positivist

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 this approach will have a greater likelihood of success with his friend. A) supportive B) low-involvement C) two-sided D) refutational

two-sided

Mary Nabholz travels the same way to work every day. She notices advertisements in store windows when the ads first go up. However, after a few days, Mary no longer pays any attention to these ads because they have become familiar. Which of the following personal selection factors is affecting Mary Nabholz's response to the ads? A) perceptual vigilance B) perceptual defense C) contrast D) adaptation

Adaptation

Ben Perez is driving along a mountain road. In the distance, he sees a road crew working on a fallen tree that has blocked the highway. When Ben first sees the road crew, which of the following perceptual processes has been engaged? A) exposure B) attention C) adaptation D) interpretation

Exposure

Hannah was embarrassed when her friends teased her about dancing on a table on Friday night. She tried to tell her friends that she is really quite introverted and shy. Her friends observed that Hannah does not appear shy when she is out on a weekend evening. Which of the following statements is most applicable in understanding Hannah's personality? A) Personality is a set of consistent traits that do not change from one environment to the next. Either Hannah or her friends are wrong in their observations. B) Personality is a person's unique psychological makeup that consistently influences behavior within a certain environmental situation. Although behavior will be consistent within consistent environments, it does not have to be consistent between environments. C) Personality is a hypothetical construct that grows stronger with age. Hannah will likely be extroverted for the rest of her life. D) Hannah's behavior on a weekend night is due to Freudian problems with her superego.

B

Frank is sitting in his Psychology 101 class listening to his professor attempt to explain the "black box" process and its connection with learning. He suddenly smells the aroma of fresh cinnamon rolls, and his mouth begins to water. He looks around and sees a student in the last row bite into a big, juicy roll. "I wish I were sitting next to him," Frank thinks, "because I know I could steal a bite." What Frank just went through in class was similar to the "black box" process being described by his professor. This process is most closely associated with which of the following learning methods? A) incidental learning B) Gestalt learning C) cognitive learning D) behavioral learning

Behavioral learning

The Harley-Davidson motorcycle outlet has special events on Saturday mornings that involve vintage bikes exhibitions and free goods. Some people travel more than 100 miles on their Harley's to be there almost every Saturday. The motorcycle outlet's marketing approach is successful because Harley-Davidson have become a _______.

Cult product

People buy products for ________. A) what they do B) what they mean C) the role the product plays in the consumer's life D) all of the above

D

True or False: Downward mobility is not possible in the US social class system

False

True or False: Income is a better predictor of purchases that have symbolic aspects but low moderate prices

False

True or False: The Fishbein model had weak theorems about attitudes.

False

What occurs when an individual may have a reason to believe that the group will apply sanctions to punish nonconforming behavior?

Fear of Deviance

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) information acquisition D) internalization

Internalization

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 is the subject of Norma's research at present? A) Activities B) Interests C) Opinions D) Ideas

Intrests

Both Justin and Craig are business majors and live in the same dorm. Justin's room looks like a Bass Pro Shops showroom, with fishing trophies and lures on the wall and framed photos of fishing trips on his study desk. Craig's room features posters of his favorite musical group and stacks of CDs. It is most accurate to say that the difference between the two rooms reflects a difference in ________ between Justin and Craig. A) motivation aptitudes B) ego C) brand awareness D) lifestyle

Lifestyle

Casinos make their interiors very plush and expensive looking, knowing that gamblers who would be reluctant to make a $10 bet in average surroundings would gladly make $100 wagers in luxurious surroundings. Which of the following best explains the gamblers' behavior?

Mental accounting emphasizes the extraneous characteristics of the choice environment even if the results are not rational

______ refers to the processes that lead people to behave as they do

Motivation

In a speech at a research conference, a computer expert stated that shopping centers would become obsolete in the future. He believed that because everything could be bought online and delivered directly to the home of a customer, there would be no need for physical shopping areas in the future. A psychologist who spoke next disagreed and stated that this concept of the future violated a basic human need. What need did the computer expert ignore, according to the psychologist? A) need for power B) need for uniqueness C) need for affiliation D) need for safety

Need for Affiliation

In instrumental conditioning, what is the distinction between negative reinforcement and punishment?

Negative reinforcement occurs when a negative outcome is avoided, while punishment occurs when an action causes a negative outcome.

____ are the use of psychological, sociological, and anthropological factors to determine how the market is segmented by the propensity of groups within the market to make a particular decisions about a product, person, ideology, or otherwise hold an attitude or use a medium.

Psychographics

One of the principles of psychophysics is that change in the physical environments is not always matched by equal changes perceptually. If Madison Wilson were creating a new drink, what would psychophysics tell her?

She would need to research how the perception of "sweetness" changed by the amount of sugar added

A billboard is positioned beside a busy highway. However, the merchant that has purchased the billboard complains that no response is being generated by his advertising message. Upon closer inspection, the billboard company determines that the typeface used is too small to be effectively read by a motorist going 60+ mph on the highway. Which of the following sensory thresholds would be most appropriate to explain the failure of this advertisement to connect with motorists?

The absolute threshold

Pamela Ortiz rarely makes eye contact with others in social settings. Though by many standards she is physically attractive, she perceives that others find her plain and uninteresting. By not making eye contact, she is somewhat creating a self-fulfilling prophecy with respect to males in her social circle. This situation matches occurrences in which of the following "self" situations?

The looking glass self

Which theory measures attitude toward the act of buying, rather than only the attitude toward the product itself?

The theory of reasoned action

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?

The two-factor theory

____ states when a person is confronted with inconsistencies amount attitude or behavior, he/she will take action to restore consistency.

Theory of cognitive dissonance

Double-Dip makes ice cream. The only advantage Double-Dip has over its competitors is taste. Double-Dip costs more and has more calories per unit weight. Promotions for Double-Dip should emphasize the experiential hierarchy of the ABC model of attitudes.

True

Gasoline is the only commonly purchased product that is priced down to a fraction of a cent. This is the case because buying gasoline is a low-involvement activity, which makes point-of-purchase factors more important.

True

Jason believes that wearing a coat and tie suggests that he is a man who is "dressed for success." Therefore, Jason dresses formally even in class and for casual occasions. Jason is basing this decision on the cognition part of the ABC model of attitudes.

True

True or False: An example of social mobility is when a consumer moves from one social class to another

True

True or False: Social Stratification refers to the creation of artificial divisions in a society

True

True or False: The flamboyant consumption of the nouveau riche is and example of symbolic self-completion.

True

Which statement best explains the research findings about using two-sided messages to communicate with consumers?

Two-sided messages can be quite effective, yet marketers rarely use them

What general attitude function is most closely related to the basic principles of reward and punishment?

Utilitarian function

Which attitude function is associated with a focus on particular social identities and lifestyles (What sort of man reads Playboy?)

Value-expressive

A retailer decides to reduce the price of a sport coat that normally costs $98. The reduction in price is $3. The storeowner believes that the reduction will catch the eye of the value shopper. If the sport coat does not sell, the retailer might wish to consider which of the following before making another price change?

Weber's Law

James Otis wants to be "Just like Mike" and has for many years. James has purchased Jorden-gear, follows Jordan's career, and he has often thought about how to give back to his community the way MJ has. What is the reference group that would apply to this relationship?

aspirational group

When using the ____ rule of decision making, a consumer evaluates brands on the most important attribute, but specific cutoffs are imposed.

elimination-by-aspects

According to the ________ hierarchy, 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) experiential B) habitual C) low-involvement D) standard learning

experiential

Bart was a mortuary worker who noticed that there seemed to be a social class difference in what people placed on the graves of departed family members. What Bart observed was a class difference in how people manifest the relationship between external objects and the ________ self.

extended

All multiattribute attitude models specify the importance of attributes, beliefs, and _____

importance weights

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 through ________. A) stimulus generalization B) reinforcement modeling C) incidental learning D) operant conditioning

incidental learning

Sally always buys Coca-Cola out of habit, which is an example of ________.

inertia

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

internalization

The belief that meaning is not fixed but is instead constructed by each individual is apart of the _________

interpretivist paradigm

The ____ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning

knowledge

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.

low-involvement

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) ________.

market maven

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.

mental budget

A _____ creates a state of tension that drives the consumer to attempt to reduce or eliminate it.

need

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) ________.

reference group

Phillip admires the qualities of the Sigma Chis on his college campus. Since he has decided to try and pledge this group, he begins to imitate the qualities that he perceives the group has. What type of power does the fraternity seem to be displaying with respect to Phillip and his behavior?

referent power

If Volkswagen owners see themselves as being more economical and conservative than do owners of the Buick Regal, ________ is probably at work.

self-image congruence model

What happens when we do not devote as much ice and effort to a task as we could because our contribution is part of a larger group effect?

social loafing

Since Janie is seen as a beautiful female, many friends also perceive her to be smarter, cooler, and happier. These assumption illustrates ___

the halo effect

Les just bought a megaphone of root beer. As he drinks from the giant cup, he eventually becomes full. One of his friend's comments, "If you don't stop drinking that stuff, you will get sick." Les replies, "Hey, I bought it and I am not going to waste one drop of it." Les's behavior illustrates

the sunk cost fallacy