Consumer Behavior Final

greenwashing

When .companies make false claims about how environmentally friendly their product _______ has occurred

Word of mouth communication

Sophia tells Marcella about a great new restaurant. Sophia is practicing______.

Status Symbols

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

hedonic

When a person buys a product for emotional reasons, the need is________.

self-concept attachment

When a product helps to establish the user's identity, the user is said to have a(n)__________ type of relationship with the product

Anchoring and adjustment

When a retailer frames a sales as "buy 5, save $5" rather than simply save 1 each consumers are more likely to purchase higher amounts of the product in the former (vs latter) condition. This is an example of which heuristic: A) Anchoring and adjustment B) availability C) representativeness D) covariation

exposure

When a stimulus comes within the range of someone's sensory receptor, a(n)______ occurs.

US

Which country below scores highest on the cultural dimension of individualism? A) US B) Japan C) China D) Guam

megachurch

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

Membership

A group composed o people that the consumer actually knows is called a(n)______

heuristic

A mental or problem-solving shortcut to make a decision is called a(n)___________.

rite of passage

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

extincition

A woman no longer receives compliments on the perfume she wears. In learning that stimulus-response connection has weakened. Which of the following terms best describe her situation?

surrogate consumer

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

the ego

According to freud , the system that acts as a referee in the fight between temptation and virtue is called__________.

Apple

According to past research, which watch brand would a highly religious consumer bis more likely to purchase? A) Gucci B) Rolex C) Apple D) Timex

Group unanimity

Angelica belongs to a film club that selects and views classic movies once a month. Angelica wont watch scary movies on her own, but agrees to watch the classic vampire film with their friends because all of the other club members voted to see it. This examples demonstrates which factor of conformity?

homophily

Anna and David both have the same college degree, belong to the same social calsss, attend the same church. This situation illustrates_________.

perceptual vigilance

Because the brain's capacity to process information is limited, consumers are very selective about what they pay attention to and tend to select stimuli that relate to their current needs. The type of perceptual filter is called_______.

conditional stimulus; unconditonal stimulus

Classical conditioning takes place when a(n)__________ is continuously matched with__________.

sensory marketing

Companies that think carefully about the impact of sensations on product experience is practicing________.

advertisements

Consumer behavior research has found that religiosity increases trust in__________. A) advertisements B) social media C) the internet D) branded products

eastern

Consumers from____________ culture are more likely to conform to others.

sensory overload

Consumers who are exposed to more information that they can process are in a_______.

functional

Consumers who purchase luxury brands because they think they are higher quality and will last longer view luxury as______________________. A) Functional B) Rewards C) indulgence D) Operational

ecology

Cultures closer to the equator use more spices in their culinary practices than do cultures farther from the equator as a means to help protect themselves from teratogens (food) which functional area of a cultural system does this practice represent? A) Ideology B) ecology C) social structure D) socio-psychology

Aspirational group

Danilo wants to be "just like mike" (Michael Jordan) and has for many Saved, Danilo has purchased Jordan-gear, follows Jordan's career, and he has often thought about to give back to his community the way MJ has. Which of the following reference group term would apply to Danilo and his relationship with Michael Jordan?

Referent power

Emiliano 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 Emiliano and his behavior?

a fear appeal

Emphasizing the negative consequences that may occur unless a consumer changes behavior is called__________.

downward mobility

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

legitimate

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

utilitarian needs

In its advertising, an automobile company emphasizes the fuel economy, safety rating, and resale value of its car. The company is trying to appeal to which of the following consumer needs?

islamic marketing

In what the of marketing should sex appeals be completely avoided? A) millennial marketing B) social media marketing C) Nostalgic marketing D) Islamic marketing

opinion leaders

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

approach-avoidance conflict

Isabella would really love to have a full-length mink coat; however, animal rights ( and animal rights activists) have caused her to reconsider making such a purchase. This situation illustrates a(n)_________.

process

Jenny is absolutely exhausted after her shopping trip to pick out a dress for her sororities 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 if it was not exactly right. This story is an example of how consumer behavior is a(n)_______.

Discretionary income.

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

referent power

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

fear

Prior consumer research has shown that religion reduces the effectiveness that a message appeals? A) emotion B) rational C) Fear D) technical

increase

Reminders of religion have been shown to_________ consumer's forgiveness toward transgressing brands. A)decrease B) increase C) have no effect on D) have an indeterminate effect on

ecology

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

pain of payment

The Tightward-spendtrift scale measures the degree of____________ consumers face. A) frugality B) Conspicuous consumption C) pain of payment D) luxury

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:______.

ultimate

The evolutionary explanation for a given phenomenon is called the____________ explanation of the phenomenon. A) proximate B) ultimate C) Proximal D) superior

would like to be

The ideal self is a person's conception of how she_________.

Religious themes can be effectively used by mainstream marketers.

The popularity of the movie The passion of Christ , the book the Da musical The book of Mormon are evidence of which of the following? A) Megachurches provide marketing opportunities for niche marketers. B) Religious themes can be effectively used by mainstream marketers. C) Born again Christians are the primary religious market in the U.S. D) Church leaders impact the consumption

coercive

The use of potential punishment to influence the actions of others is called ___________ power.

cultural movement

Tory Burch flats, cage-free eggs, electric cars, selfies, and high tech furniture are:

contamination

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

Both A and B: abstract and decoupling

Which factor(s) of payment mechanisms influence the pain of payment associated with that form of payment? A) level of abstractness B) level of decoupling C) Level of intelligence D) Both A and B

Values

Which of the following could be considered a part of the cultural system? A) Values B) Cars C) Clothing D) All of the Above

psychology

Which of the following is not a functional area in a cultural system? A) ecology B) Social structure C) ideology D) psychology

wine from Italy

Which of the following would enjoy a positive country-of-origin effect? A) wine from Russia B) wine from Italy C) perfume from Korea D) automobiles from China

Cash

Which payment mechanism produces the highest level of pain of payment for consumers. A) Cash B) Debit Card C) credit card D) check

pain of payment

Which phenomenon relates to the psychological and emotional pain that consumers experience when they spend their money? A) monetary pain B) pain of finances C) pain of payment D) currency pain

middle class

Which social class of consumers are more likely to go camping and fishing?

the need for power is one of the most fundamental needs

Which tenet of Maslow's hierarchy of needs has been proven to be invalid? A) one must first satisfy basic needs before moving to higher order needs B) the need for power is one of the most fundamental needs C) advertisers who appeal to the need for achievement before other needs are most successful D) most needs are about equal for the average person

social marketing

Which terms refers to marketing techniques that are used to encourage positive behavior such as literacy or discourage negative behaviors like drunk driving?

cognitive learning theory

Which theory stresses the importance of internal mental processes?

occupation

Which variable is the best predictor of one's social class?

Approach-approach conflicts result when both alternatives are positive. The selection of one requires the rejection of another, which creates a need for a cognitive explanation of why one positive choice was not selected

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?

the 80/20 principle

Young teenage girls are very heave users of makeup( especially eye-shadow ). Though the size of this market is smaller than the larger adult market, marketers have learned that the consumption pattern is very heavy and these young women experiment with many varieties of products. This market most closely resembles which of the following principles?

Fear of deviance

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

profane

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

problem recognition

________ occurs whenever the consumer sees a significant difference between his or her current stat of affairs and some desired state

Expert power

_________ derives from the knowledge that a consumer possesses about a content area.

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.

social structure

__________ is the way people maintain an orderly social life.

consumer confidence

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

sensory

__________ memory permits the temporary storage of information we receive from.

avoidance

___________ groups are those from which consumers are motivated trough oneself.

sacralisation

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

social mobility

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

expectancy theory

___________ suggest that expectations of achieving desirable outcomes— positive incentives— rather than being pushed from within motivate our behavior.

power distance

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