Consumer Behavior Final
Consumer born between 1965 and 1980
Gen X
Which of the following groups of consumers directly follows the millennials
Gen Z
Which theory describes consumers as addressing a finite set of prioritized needs from physiological, safety and security, belongingness and love, esteem, to self-actualization
Maslow's hierarchy of needs
If elimination by aspects model was being used
Product B
If the disjunctive model is being used, which product would be selected
Product B
The shrinking of product packages is known as "product downsizing"
True
Which of the following is NOT a major theory of consumer satisfaction
concept theory
Sara's cat learned to associate the sound from electric can opener with being fed, so ever time Mary used the can opener, her cat salivate
conditioned stimulus
As discussed in class fans of popular movies franchises often fall into
confirmation / bias
The tendency for expectations to guide performance perceptions is known as
confirmation / bias
____ occurs when an individual yields to the attitudes and behaviors of other consumers
conformity
Which decision rules leads the consumer to simply select a product that is "good enough at everything it is supposed to do
conjunctive
The set of products that a consumer considers to be acceptable for consideration in decision making is known as
consideration
____ can be defined from two different perspectives: human thought and behavior and as a field of
consumer behavior
The newly introduced "resiliency" index pertains to:
consumer credit worthiness
Which of the following represents the degree of personal relevance a consumer finds in pursuing value from a given consumption act?
consumer involvement
____ is a mild, positive emotional state resulting from a favorable appraisal of a consumption outcome
consumer satisfaction
When the ratio or input/outcomes of one consumer is less equitable
dissatisfaction
A marketplace condition that occurs when numerous segment exist in some market but very few exist in others is referred to as what?
market segmentation
Kelly and her friends get together in the morning to walk for exercise
informal group
Which perspective focuses on the cognitive processes associated with comprehensive that lead to consumer learning?
information processing perspective
The degree to which a consume is open to new ideas and buying new products, services or experiences
innovativeness
According to the elaboration likelihood model of persuasion if a consumer IS NOT involved with a message or lacks either the motivation or ability to process information the ____
peripheral
Which of the following endorsers below has been discussed in the text and lecture as an illustrate of Balance Theory
peyton manning
In class we discussed the way in which consumers build up expectations for movies
positive disconfirmation then satisfaction
Which of the following represents a type of reward for a consumer?
positive reinforcers
Expectations of what consumer thinks will happen given past experiences with a product or service are called
predictive expectation
Melanie exercises almost everyday. She is motivated by changing her current state of fitness to a level that is ideal
self-improvement
The old adage "sex sells" is most closely associated with the work of psychologist
sigmund freud
Which psychologist advocated the psychoanalytic approach to personality?
sigmund freud
Americans born between 1928 and 1945 tend to be frugal and follow largely
silent generation
Which theory stresses the importance of the original attitude position when describing persuasion processes
social judgement
The ability of an individual or a group to alter the actions of others is known as ___
social power
Which of the following is a guerilla marketing tactic in which consumers do not realize that they are being targeted
stealth marketing
Which type of processing occurs that is below the level of conscious awareness?
subliminal
According to the text, selective perception includes all of the following EXCEPT _____
subliminal perception
The level of product category in which consumers consider products in the most detail is the ___ level
subordinate
Which individual difference variable assesses the individuals need to enhance his or her image
susceptability to interpersonal influence
The "mere exposure" effect for consumers was discussed in class by using the example of _____
textbooks
According to the functional theory of attitudes, attitudes perform for function
true
An aspirational group is a group in which a consumer desires to become a member
true
An understanding of consumer behavior can mean better business for companies, better public policy for government, and a better lie for individuals
true
As a general statement, children are playing a much larger role in influencing household purchases
true
Determinant criteria are the evaluative criteria that are related to the actual choice that is made.
true
Emotions and mood states play a big role in affect-based evaluations
true
Equity theory represents a consumer satisfaction theory
true
Evaluations criteria are the attributes, features or potential benefits that consumers consider when
true
Expectations play a major role in consumer satisfaction, according to expectancy
true
Features play a big role in attribute-based evaluations
true
Generation Z represents young consumer born between 1995 and 2010
true
Group influence on brand selection tends to be strong for "public" products such as automobiled
true
Hedonic criteria include emotional, symbolic, and subjective attributes or benefits
true
Hierarchical approaches to personality assume that personality traits exist at varying levels of abstraction
true
In the ATO approach it is generally assumed that the highest attitude score is given to the product to which the consumer has the most positive attitude
true
In the ATO model the evaluation ratings do not vary across the brands under consideration while the belief ratings do
true
Learning by observing the behaviors and rewards of others is known as Vicarious learning
true
Materialism is seen as consisting of three separate dimensions: possessiveness, nongenerosity, and envy
true
Peer pressure is the pressure the individual feels to behave in accordance with group expectation
true
Relationships marketing is based on the belief that firm performance is enhanced through repeat business
true
The Five Factor model (FFM) proposes that five dominant traits are found in the human personality: extraversion, agreeableness, openness to experiences
true
The ego defensive function of attitudes works as a defense mechanism for consumers
true
The influence of general effects are thought to play a big role in consumer behavior today
true
Trends shaping the value received by consumers include internationalization, technical changes, and changing demographics
true
With which type of learning do consumers simply sense and react (or respond) to the environment?
unintentional learning
Which of the following of attitudes is based on the concept of reward and punishment
utilitarian
Which type of reference group influence occurs when consumers conform to group expectations to receive a reward or avoid punishment
utilitarian influence
_____ is at the heart of experiencing and understanding consumer behavior
value
Elaine is a very careful shopper and has a tendency to focus on maximizing what she receives from a transaction compared with what she must give up
value consciousness
"I really like my airpod" is an example of the belief component of attitudes
false
All evaluative criteria are equally important
false
Benefits are the physical parts of a product
false
Generation X consumers were born between 1981 and 1995
false
In the attitude toward the object ATO model the belief ratings do not vary across the brands under consideration
false
Research has shown that consumer showrooming is decreasing in popularity
false
The baby boomer were born prior to 1928
false
The silent generation consumers are characterized by lavish spending and lifestyles
false
PSE is a professional marketing fraternity
formal group
Which type of group generally has a set of stated rules, accept values, and codes of conduct that members are expected to adhere to
formal group
All of the following are dominant trait proposed in the "Five Factor Model" approach except
frugality
Young consumers who were born between 1995 and 2010
gen Z
What group will come after gen z
gen alpha
According to the class notes and book expectancy disconfirmation is most widely accepted
true
One perspective of consumer behavior is that it can be defined as a field of study that is developing an accumulated body of knowledge
True
Using the information below how many decisions would lead to the selection of Product C
4
Marketers can attempt to gain consumer attention through using several different psychological principles. Which example was used in class to illustrate the use of surprise
Ads on airline trays
Must of what we currently know about instrumental (operant) conditioning comes from the work of ____
B.F. Skinner
A video clip was shown in class to illustrate Operant Conditioning. Thus was from which of the following popular TV shows?
Big Bang Theory
The _____ represents consumer behavior theory illustrating factors that shape consumption-related behaviors that ultimately determine the value associated with consumption
CVF
The alleged, though not proven, use of subliminal messaging in movies that was discussed in class was:
Disney Movies
Which model of attitude change is based on differing levels of consumer involvement
ELM
Consumer behavior, as a field study, us considered to be very old
False
According to the psychoanalytic approach to personality, which personality element focuses on pleasure-seeking and immediate gratification?
ID
Which of the following statements is FALSE regarding distinct qualities of personality?
It is best to measure personality at one point in time
All of the following are elements of the attitude-toward-the-object ATO model except
a consumers perception of what other people think they should do
Which of the following is NOT a discipline in which consumer behavior has roots?
accounting
In ____ evaluations alternatives are evaluated based on the overall feeling evoked by the alternative
affect based
Buying a product on the feeling that it evokes is explained by
affect based evaluations
Which of the following are the two major typed of evaluation processes
affect-based and attribute based
Using the table for State, Ivy and local universities which attribute do respondents believe that local university is most likely to have
atmosphere
Which attribute does Ivy U have the most room to improve its belief rating (other than belief regarding cost)
atmosphere
_____ is the purposeful allocation of information processing capacity toward developing an understanding of some stimulus
attention
_____ are relatively enduring overall evaluations of objects, products, services, issues, or people
attitudes
In CB terminology, the physical parts of a product are known as _____
attributes
Which theory focuses on explaining why a certain event has occurred
attribution theory
Americans born between 1946 and 1964
baby boomers
"I buy Coca-Cola products" is an example of which component of attitude
behavior
Holly is a consumer researcher who assumes that consumer
behavioral influence decision making perspective
Which model assesses a consumers perception of what other people think they should do
behavioral intentions model
Which theory of consumer learning focuses on changes in behavior that occur through responses to stimuli without concern fro the cognitive mechanics of the process (including the works of Skinner, Pavlov)
behaviorism approach
Patrick graduated from college this year and moved back home with his parents to save money and pay off his college debts
boomerang kids
Member of the harley owners group come together for members one ride and other event this is an example of ____ community
brand
____ includes efforts that focus on generating excitement that is spread from consumer to consumer
buzz marketing
_____ refers to the interpretation or understanding that a consumer develops about some attended stimulus in order to assign meaning
comprehension
According to the elaboration likelihood model of persuasion if a consumer IS involved with a message or lacks either the motivation or ability to process information the ____
central
What are the two "router" to persuasion according to the ELM
central and peripheral
Which type of social power occurs when a group has the power to sanction members for failing to follow expectation or rules
coercive power
"I think Volvo's are safe automobiles" is an example of which component of attitude
cognitive
Which of the following is NOT a source from which consumers from expectations according to the text and lecture
cognitive dissonance
According to the textbook, which of the following issues have NOT been discussed as a influencer of consumer judgments
cognitive imbalance
A group of people who have lived the same major experiences in their life with the experiences shaping their core value
cohort
The attitude toward the object model is a ___ model
compensatory
Which type of decision rue allows consumer to select products that may perform poorly on one attribute by compensating for the poor performance
compensatory
When Honda introduced its Odyssey mini-van, its advertising merely claimed, "It's the Honda of mini-vans." This is an example of _____.
competence
Which trait may be defined as an enduring to strive to be better than others
competitiveness
Which level of business strategy deals with how the firm will be defined and sets general goals? egy deals with how the firm will be defined and sets general goals
corporate
All of the following are elements of consumer psychology EXCEPT ____
culture
The ____ proposes the buying results from consumers perceiving that they have a problem and then they move through a series of rational steps to solve the problem
decision-making perspective
Which of the following is NOT a trend shaping the value by consumers today
decreased segmentation
Procter & Gamble sells six different brands of laundry detergent, each with a unique offering for different market segments. Which business orientation does this illustrate
differentiated marketing
Derrick does not want to be apart of the environmentalist movement and wants nothing to do with the groups associated with it
dissassociative group
The consumer "FIRE" movement center on:
early retirement
Many consumers researchers advocate a theory that proposes that consumers cognitively compare their own level of inputs
equity theory
Which type of need reflects the need to be recognized as a person of worth
esteem
The acting out of decision to give something up in return for something of greater value is known as ____
exchange
According to a video that has presented in class, which of the following product groups had the highest positive increase in consumer interest during the COVID-19 pandemic
exercise equipment
Which of the following is not an attitude change theory or approach that has been discussed in class
expectancy disconfirmation
The most commonly accepted theory of consumer satisfaction is
expectancy disconfirmation theory
Which decision making perspective assumes that consumers make purchases and reach decisions
experimental
The ability of a group or individual to influence a consumer due to the groups or individuals
expert power
Americans who were born before 1928, and whose lives and values were shaped very much by WWII
greatest generation
Louis was born in 1920 and spent four years in the Navy during WWII
greatest generation
The Just Noticeable Difference concept was illustrated in class by a video about ____
grocery products
Sarah is a member of a sorority that influences her attitudes, opinions, and behaviors, such as which clothes she purchases
group influence
Marketing of a product using unconventional means is called ___ marketing
guerilla marketing
Harriet and her daughter go shopping for the fun of it
hedonic
The experimental decision making perspective focuses on which type of value that have been discussed throughout this course
hedonic
According to the functional theory of attitudes, attitudes perform all of the following functions except
hedonic function
All of the following are categories of reference group influence except
hedonic influence
Which of the following is NOT a type of risk factor that consumers generally consider when making decisions
hedonic risk
How do hedonic and utilitarian value differ?
hedonic value is emotional and subjective such as when one goes skydiving; utilitarian is strictly needs based, entailing little (if any) emotion such as when one buys soap
Using the same university table of the three attributes listed below which attribute is evaluated most positively
high cost
Using the table for state, ivy, and local universities, which attribute is evaluated most negatively
high cost
Aspirational group membership often appeals to the consumer's
ideal self
Expectations about what a consumer really wants to happen during an experience
idle expectations
Which of the following is memory for the things that a person did not try to remember, as with things learned passively and unintentionally
implicit memory
Negative reinforcement was discussed in class using the example of ____ commercials
insurance companies
According to the attitude towards the object model to which of the universities listed in the table would a person be predicted to have the highest attitude
ivy
Which of the following attitudes allows consumers to simplify their decision making process
knowledge function
In the US the president has the authority to mobilize military reservists to active duty military service from their civilian lives
legitimate power
Which decision rule leads the consumer to select the product that performs best on the most important attribute
lexicographic
Which of the following consumer decision rules tends to be used most often
lexicographic
The ways consumers live and spend their time and money is known as consumer
lifestyle
Which of the following generational microcultures is also referred to as generation Y
millenieals
Which consumer research method utilized tools such as depth interviews and focus groups to improve understanding of inner motives and needs
motivational
____ are inner reasons or driving forces behind human actions as consumers are driven to address real needs
motivations
According to the expectancy disconfirmation thery
negative disconfirmation
If a company promotes that it can remove a bad situation for a consumer, it is using the principle of __, an example is All-State telling customers that they can be treated better
negative reinforcement
Is a marketer attempts to pursue one small, well-defined market segment, they are using:
niche marketing
Which type of decision rules strict guidelines set prior to selection, and any option that does not meet the specifications is eliminated from consideration
non-compensatory
In which type of unintentional learning is behavior conditioned through reinforcement?
operant conditioning
Which of the following are used to signal something about underlying attributes
perceptual attributes
All of the following are types of expectations EXCEPT
perceptual expectations
Which of the following is used to depict graphically the positioning of competing products
perceptual map
Family members have much influence on one another and many times directly affect consumers behavior in the marketplace
primary
When Brittany completed high school and started applying to various colleges, she kept FSC at the top
primary group
Consider the following ratings for a product. If the conjunctive model was being used, and the cutoff is 5, which product would be selected
product A
Consider the following ratings for a product. If the lexicographic model was being used which product would e selected
product A
Consumers do not view all soft drinks as identical to one another. Some prefer Coca-Cola, while others will only drink Pepsi-Cola....
product differentiation
Which decision making perspective assumes that consumers gather information about purchases, carefully compare various brands of products on salient
rational
Which of the following is NOT category of social power?
realized power
A group of individuals who has significant relevance for a consumer and who has an impact on the consumers evaluations is known as
reference group
Which of the following types of social power motivates consumer to imitate the behaviors
referent power
Krista is middle aged with four teenagers at home
sandwich generation
A brand community is an example of
secondary group
In which type of group is interaction within the group much less frequent than in a primary group
secondary group
Which of the following CD trends have NOT be discussed in class so far:
the growth in popularity of "tiny houses"
The measures of the strength of connection between members in a group is known as social
tie
The business practice wherein companies operate with the understanding that products provide value in multiple ways is called the ____
total value concept
A distinguishable characteristic that describes one's tendency to act in relatively consistent manner is called a ____
trait
Which approach to personality proposes that we should study distinguishable characteristics that will describe tendencies to act?
trait approach
A formal group is a group in which a consumer formally becomes a member
true
A microculture is a group whose members share similar values and tastes
true
A times on a coffee pot could be a determinant criterion
true
According to the ABC approach to attitudes, attitudes possess three important components: affect behavior, and cognitive
true
Abigail joined PETA (People for the Ethical Treatment of Animals) as she strongly believes in the group's cause of helping animals. She even chose to become a vegetarian because of her belief in the group's vision for animal welfare. Which of the following types of group influence does PETA exert on Abigail?
value expressive influence
The basic consumer behavior consumption process ends when ___
value is derived
In strict sense, all of the following are potential activities in consumer decision making except
value realization
Ryan has a "Saves the Whales" bumper sticker on his car because he feels so strongly about the issue
value-expressive function
Using online technologies to facilitate word of mouth by having consumers spread marketing
viral
As illustrated in the book a good example of a company that might not have
walmart
