Consumer Behavior (Final Cumulative)
lifestyles
Psychographics are used to measure ___________________.
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 ________.
cradle to cradle
Jan's Tees creates t-shirts from natural materials that are fully reusable and recyclable so that the firm uses zero resources to manufacture the shirts. This is known as ____________________.
modeling
On her first visit to China, Jane did not know how to pay for the products she had selected at a market. She watched several Chinese women pay for their selections, and then Jane copied their behavior. In this example, Jane used _____________.
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 ________.
craft products
The Macah, a Native American tribe from the Northwest, built functional seagoing canoes that are considered works of art by modern shipbuilders. By definition, these boats would be considered ________.
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 ________.
interpretation
___________________ refers to the meanings we assign to sensory stimuli
motivation
_____________ refers to the processes that lead people to behave as they do.
adrogony
_______________ refers to the possession of both masuline and feminine traits
habitual
Buying decisions that are made with little or no conscious effort are called ________.
perceptual vigilance
Because the brain's capacity to process info is limited, consumers are very selective about what they pay attention to and tend to select stimuli that relates to their current needs. This type of perceptual filter is called ____________________.
the one true source of information
In Japanese, the word "gemba" means ______________.
inertia
Sally always buys Coca-Cola out of habit, which is an example of _________.
Consumer confidence
________ measures how optimistic or pessimistic people are about the future health of the economy and how they will fair in the future.
The sleeper effect
________ occurs when people appear to "forget" about the negative source and change their attitude.
encoding
According to the information process-approach to studying the memory process, in the ___________ stage, information enters in a way the system will recognize it.
position
Lifestyle, attributes, competitors, and quality are all dimensions marketers can use to carve out a brand's _______________ in the market place.
To indicate negative feelings towards oneself
The body is adorned or altered in some way in every culture. Decorating the self serves a number of purposes. What is not one of the purposes?
Permission marketing
________ acknowledges that marketers will be more successful when they communicate with consumers who have already agreed to listen to them.
Opinion seekers
________ are generally more involved in a product category and actively search for information.
________ describes the capacity to alter the actions of others.
________ describes the capacity to alter the actions of others.
unique self
"Casual Friday's" in American workplaces encourage the expression of a person's _______________.
Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing needs should give locations where the products can be purchased.
A consumer can recognize problems as either an opportunity or a need. How should promotions differ between those emphasizing opportunities and those emphasizing needs?
similarity principle
A green giant campaign relied on the ______________ when it used a redesigned package for the GG products that showed the GG in a "sea of green". It was felt that the GG products were under a common design banner.
underprivileged
A middle class person with an income at least 15 percent lower than the median middle class income, would be considered a(n) ________ consumer.
achieved
A person who receives rewards and status because of his hard work is said to have ________ status.
commitment fear of deviance cultural pressures all of the above
A reason why consumers conform is ________.
all of the above -nostalgic attachment -self-concept attachment -and interdependence
A relationship a person might have with a product is called ___________________.
stresses a unique attribute of benefit of the product
According to a major study of more than 1,000 commercials, the single most important factor in whether a commercial will be persuasive is whether the communication ________.
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 ________.
learning and tedium
According to the two-factor theory, the net effect of being exposed repeatedly to the same message is a combination of ________.
stimulus and response
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 concerns to behaviorists in studying learning?
exposure
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?
sensory marketing
Companies that think carefully about the impact of sensations on product experiences are practicing _______________________.
inertia
Consumption at the extreme low end of the involvement continuum is characterized by ___________, when decisions are made out of habit.
social outcasts
Historically, tattoos have been associated with people who are considered ________.
sensory threshold
If a consumer chooses not to perceive they are reaching ________________________.
goal
In the motivation process, the desired end state is the consumer's ______________.
assimilation
In the process of ________, new immigrants adopt products, habits, and values they identify with the mainstream culture.
mourning
In the western culture the color black is often associated with ________________________.
operant conditioning
Instrumental conditioning is also called __________________.
ideal self
Jim Smith thinks he should be more outgoing. He is looking at his _______.
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 ________.
affect
Motivation that is driven by raw emotions is called __________.
popular culture
Music, movies, sports, and books are part of _________________.
sensory inputs emanating from the external environment
Nadia Ali loves the feel of her new sweater and the smell of her leather car seats on a crisp fall day. As she passes a bill board, she sees an ad for Baskin Robins ice cream and immediately does a u-turn into the shopping center where she knows the famous ice cream store is located. In the above example, Nadia is responding to _______________.
functional theory
Psychologist David Katz developed the ________ of attitudes.
the "halo effect"
Since Janie is seen as a beautiful female, many friends also perceive her to be smarter, cooler, and happier. These assumptions illustrate ________.
frequencey
The popular marketing technique known as ___________ marketing applies the principles of instrumental conditioning by reinforcing regular purchases with value
mental budget
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.
approach avoidance conflict
Tonya would love to have a full-length mink coat; however, animal rights have caused her to reconsider making such a purchase. This situation illustrates a(n) _____________.
audio watermarketing
When Coke weaves sound into a piece of music, the advertisement is using _________________.
mass customization
When M&M's put consumer's names and faces on their candy, this is an example of ___________.
shaping
When a consumer learns a desired behavior over a period of time, it is called ___________________.
motivation
When a need is aroused that the customer wishes to satisfy, the _______ process has been activated
hedonic
When a person buys a product for emotional reasons, the need is ________________.
private
When consumers are unhappy with a products, they boycott the product and or store and express dissatisfaction to friends. This is called ________________ response.
taste culture
When people are differentiated in terms of their aesthetic and intellectual preferences, a ________ is being applied.
conjunctive
When using the ________ rule of decision making, a consumer evaluates brands on the most important attribute, but specific cutoffs are imposed.
magnitude of the tension
Whether a consumer's need is utilitarian or hedonic, the _________ it creates determines the urgency the consumer feels to reduce it.
Value-expressive
Which attitude function is associated with a focus on particular social identities and lifestyles (e.g., "What sort of man reads Playboy?")?
Social dimension
Which dimension of psychological time includes the categorization of "time for me"?
Sophisticated software programs that use collaborative filtering technologies to learn from past user behavior to recommend new purchases
Which of the following best describes intelligent agents?
Desire
Which of the following is NOT a stage of the consumption process?
opportunity to correct the situation
Which of the following is a benefit organizational receive when customers complain?
virtual brand communities
Which of the following is an example of C2C e-commerce?
Weber's Law
Which of the following is most relevant to a company that wants to position a new brand on price leadership?
perceived effort required
Which of the following is the best predictor of whether people will recycle?
Theory of cognitive dissonance
Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors?
variable-interval reinforcement
Which type of reinforcement best characterizes what an individual would typically experience while fishing?
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?
Inertia
________ describes consumption at the low end.
Juggling lifestyle
________ is a frenzied, guilt-ridden compromise between conflicting cultural ideals of motherhood and professionalism.
Source
________ is the first element in the traditional communications model.
Two-step flow model of influences
________ proposes that a small group of influences disseminates information because they can modify the opinion of a large group.
Geodemography
________ refers to analytical techniques that combine data on consumer expenditures and other socioeconomic factors with geographic information.
the theory of cognitive dissonance
__________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another
body image
________________ refers to a consumer's subjective evaluation of his or her physical self
self-fulfilling prophecy
__________________ is the way we assume others expect us to act
subliminal perception
__________________ refers to the extent to which processing activity is devoted to a particular stimulus
social comparison
___________________ is when the person tries to evaluate their appearance by comparing it to the people depicted in these artificial images.
consumer addiciton
_____________________ is a physiological or psychological dependency on product services
the halo effect
_____________________ refers to the tendency people have to react to stimuli similar to an original stimulus in a classical conditioning situation in much the same way they responded to the original stimulus
symbolic interactionism
According to the sociological tradition of __________, relationships with other people play a large part in forming the self.
consumption situation
A ________ includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel.
polychronic
A ________ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles.
megachurch
A church that serves 2000 or more congregants per week is called a ________.
schema
A cognitive framework we develop through experience is called ______________.
By associating the soda with a fictional character called Simon Soda
A common practice among advertisers is to create new relationships between objects and interpretants by inventing new connections between products and benefits. How could a marketer use hyperreality to find a new use for baking soda?
source credibility
A communicator's expertise, objectivity and trustworthiness refer to ________.
A central route
A company wants to persuade a customer to buy its products. If the consumer has a high degree of involvement with products that are sold by the company, what route to persuasion will the company most likely take?
shaping
A sales manager pays a bonus to new trainees when they develop a good sales prospectus. Later, after the trainees have completed two months of training, the manager pays a bonus only for an actual sale. Which of the following is the manager using to improve the productivity of sales trainees?
focus group
A small group of consumers that come into a facility to try new products while being observed is called _____________.
symbol
A(n) ____________________ is a sign that relates to a product by either conventional or agreed-on associations.
stronger
According to Weber's Law, the ________________ the initial stimulus, the greater a chance must be for people to notice the change
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.
time poverty
Allison Chewie felt she was always pressed for time; she was feeling ________.
Mental accounting emphasizes the extraneous characteristics of the choice environment even if the results are not rational.
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 gamblers' behavior?
noncompensatory rule
Chen Lo uses a decision rule that says "Only buy well-known brand names" when selecting a set of golf clubs. He does not look at price, the store, or even discounts when purchasing clubs. Chen Lo's purchasing pattern is an example of a consumer using a ________.
personality
Culture is best described as a society's ________.
phantom vibration syndrome
David habitually reaches for his cell phone, thinking that it is vibrating, even when it is not David suffers from ______________.
The model has relatively weak theorems about attitudes.
Despite improvements to the Fishbein model, all of the following are considered obstacles to predicting behavior using this model EXCEPT which one?
constructive process
Evaluating the effort when we need to make a particular choice is called the ________.
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.
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?
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.
knowledge
The ________ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning.
comparative
The ________ influence is the reference group influence that helps the consumer make decisions about specific brands or activities.
chronological
The actual number of years a person has been alive is their ________ age.
consideration
The alternatives actively measured during a consumer's choice process are the ________ set.
problem recognition
The first step in the cognitive decision-making process is ________.
collecting
The systematic acquisition of a particular object or set of objects is called ________.
3-30%
The underground economy refers to used product sellers who sell in secondary markets. It is thought to make up _________________. of the US gross national product.
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.
most people must first have their basic needs met before they will be motivated by higher needs
What is the most important thing a marketing practitioner can learn from Maslow's theory?
cognitive learning theory
What type of learning theory emphasizes that people are problem solvers who actively use information from the world around them to master the environment?
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 ________.
market access
the ability to find and purchase goods is called _________________.
materialism
The importance people attach to wordly possessions is called __________________.
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?
status
Which of the following values is most associated with materials?
the majority of respondents believe women in ads are not realistic
A unilever-sponsored survey which asked American women how they felt about their appearance reported which of the following?
body image
Anna Jones thinks she should lose some weight even though she is skinny. Anna is concerned about her _________.
affective
Decisions driven by our emotional responses to a product are called ________.
valence
Goals that can be considered positive or negative. This is an expression of a goal's _________________.
all of the above -the role the product plays in the consumer's lfe -what they do -and what they mean
People buy products for _____________________.
impression management
Through the process of _________, people try to "manage" what others think of them by strategically choosing clothing and other products that will convey a positive image
status hierarchy
Most groups exhibit a structure called a ________ in which some members are somehow better off than others in terms of authority, power, or respect.
two-factor theory
The fine line between familiarity and boredom has been explained by the ________, which proposes that two separate psychological processes are operating when a person is repeatedly exposed to an ad.
purchase environment
According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions.
extended self
Many of the props and settings consumers use to define their social roles become part of themselves. For example, one of Mary Bennett's last requests was that when she dies, she wanted to be buried in her favorite dress. This situation illustrates __________.
lifestyle
Which of the following is NOT considered a demographic?
evoked set
"It's time for the Christmas shopping list." thought Martha's mother, so she asked Martha for a quick list of her favorite perfumes. Martha gave her mother six names that were all her "favorite". This group constitutes Martha's ______________ for perfume
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 ________.
satisficing
A decision strategy that seeks to deliver an adequate solution rather than the best possible solution is referred to as ________.
membership
A group composed of people that the consumer actually knows is called a(n) ________ reference group.
Weber's Law
A retailer decides to reduce the price of a sport coat that normally costs $98. The reduction price is $3. The store owner believes that the reduction will catch the eye of the value shopper. If the sport coat doesn't sell, the retailer might wish to consider which of the following before making another price change?
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.
identity theft
According to the Federal Trade Commission, the most common consumer complaint, accounting for nearly 20% of all problems reported is ____________________.
by measuring a behavioral change that could directly be tied to a previous experience
According to the definition of learning, how could a researcher ever show that cognitive learning had taken place in a subject?
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) ________.
cyberbullying
Anna is being called "names" online. This is an example of _________________.
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.
Lower-middle class
China's economic boom has created 130 million people in what social class?
conditioned stimulus; unconditioned stimulus
Classical conditioning takes place when a(n) ____________ is continuously matched with a(n) ____________________.
Instrumental Conditioning
Claudia Norman, a marketing consultant, recommended that brand equity for a new environmentally-friendly product could be established by giving initial customers free memberships in the Sierra club organization. Claudia used which of the following in her recommendation?
affiliation
If a consumer were to pursue products and services that seemed to alleviate loneliness, such as playing team sports, going to a bar, and or shopping in busy malls, the consumer would be expressing a need for ____________________.
activity store
In a(n) ________, consumers participate in the production of the products or services they buy.
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?
"rents" a well-known name
Licensing occurs when a company _________________..
Easters
Many _________ cultures stress the importance of a collective self, in which an individuals identity is derived in large measures from his or her social group
an approach-approach conflict
Mary Chen is torn between going home for the holidays to visit her parents in China or going on a skiing trip with friends from college. Mary would love to be able to do both. Which of the following motivational conflicts will mary most likely experience as she makes her decision?
born-again Christian
Most religion-oriented marketing activity in America can be traced to the ________ community.
She would need to research how the perception of "sweetness" changed by the amount of sugar added
One of the principles of psychophysics is that change in the physical environment is not always matched by equal changes perceptually. If Madison Wilson were creating a new drink, what would physchophysics tell her?
youth
People across all cultures appear to favor physical features that are associated with ________.
acculturation agents
People and institutions that teach the ways of a culture are called ________.
shopaholics
People who suffer from compulsive consumption are most likely referred to as __________________.
safety
Ralph Nader's book, Unsafe at Any Speed, was published in part to enforce the consumers right to ________________.
compliance
Researchers agree that there are various levels of commitment to an attitude. The lowest form of involvement is ________.
theory of reasoned action
Researchers have added to the original Fishbein multiattribute model. The name of this extended-Fishbein model is the ________.
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?
attractiveness
Source ________ refers to the perceived social value of a message source.
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 ________.
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: ________.
A person and his or her perceptions
The balance theory perspective involves relations among three elements (a triad). Which of the following is one of the elements of the triad?
keep a diary of everything he or she did during the day
The day reconstruction method requires a respondent to ________.
repetition conditioning
When a professor reviews a certain topic many times, he is practicing _______________.
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 ________.
anticonsumption
When people deface products, it is an act of _____________.
anthropomorphize
When we ___________________ products, we evaluate them using schemas we typically apply to classify people.
self-actualization needs
Which of the following needs from Maslow's hierarchy is addressed by the U.S. army's advertising slogan, "Be all you can be"?
Green
Which of the following qualities is a requirement for products to qualify for a listing on Amazon's Vine Website?
Amount of income
Which of the following variables related to social class distinction is identified by the text as being unclear and the subject of debate with respect to its role as an indicator of social class?
Asian Americans are the best educated of any ethnic subculture in the United States.
Which statement about Asian Americans is true?
nostalgia
Which term refers to the bittersweet emotions that arise when a consumer views the past with happiness and sadness?
subliminal perception
Which term refers to the perception that is below the level of the consumer's awareness?
norms
Within groups, informal rules of behavior are called ________.
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."
Balance theory
________ considers how people perceive relations among different attitude objects, and how they alter their attitudes to remain consistent.
Expert power
________ derives from the knowledge that a consumer possesses about a content area.