Exam 2 Review

The balance theory perspective involves relations among three elements (a triad). Which of the following is one of the elements of the triad? a) subconscious motives b) a person's beliefs c) the marketer and its strategy of image building d) a person and his or her perceptions

d) a person and his or her perceptions

A component of the ABC model of attitude is ________. a) behavior b) cognition c) affect d) all of these

d) all of these

Which of the following is a level of a people extended self? a) individual level b) family level c) community level d) all of these

d) all of these

___________ is a lasting, general evaluation of people, objects, advertisements, or issues. a) an object b) an image c) a power d) an attitude

d) an attitude

Evaluating the effort when we need to make a particular choice is called the ________. a) need b) routine process c) want d) constructive process

d) constructive process

The two-factory theory explains the fine line between _________________. a) argument and counter-argument b) affect and cognition c) compliance and non-compliance d) familiarity and boredom

d) familiarity and boredom

Which of the following occurs when a consumer uses a selected product and decides whether it merits his or her expectations? a) framing b) inertia c) feature creep d) post-purchase evaluation

d) post-purchase evaluation

A person's physical appearance is a large part of his or her ____________. a) cultural right b) inner pattern c) group status d) self-concept

d) self-concept

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

A) internalization

Since Janie is seen as a beautiful female, many friends also perceive her to be smarter, cooler, and happier. These assumptions illustrate ________. A) the "halo effect" B) the "beauty" factor C) cultural meanings D) the "sleeper effect"

A) the "halo effect"

Self-esteem refers to the intensity and stability, over time, of a person's self-concept. TRUE FALSE

FALSE

The object of an attitude (Ao) can be an object or an issue, but not a person. TRUE FALSE

FALSE

When we act the way we assume others expect us to act we are practicing a ________. a) self-image b) self-fulfilling prophecy c) real self d) looking-glass self

b) self-fulfilling prophecy

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 FALSE

TRUE

Habitual decision making describes the choices we make with little or no conscious effort. TRUE FALSE

TRUE

It is possible for a person to hold two contradictory attitudes toward the same object. TRUE FALSE

TRUE

Needs are created when the actual state of a customer declines. TRUE FALSE

TRUE

The utilitarian function related to the basic principles of reward and punishment. TRUE FALSE

TRUE

A person's actual self is a person's conception of how he/she would like to be. TRUE FALSE

FALSE

A consumer who falls back on "mental rules-of-thumb" when making a decision is using heuristics. TRUE FALSE

TRUE

Evaluative criteria are the dimensions used to judge the merits of competing options. TRUE FALSE

TRUE

____________ refers to the possession of both masculine and feminine traits. a) heterosexual b) amorphany c) androgyny d) homosexual

c) androgyny

______________ refers to a strategy in which a message presents two or more specifically names or recognizably presented brands and evaluates them in terms of one or more specific attributes. a) emotional appeal b) conclusion advertising c) comparative advertising d) cognitive dissonance

c) comparative advertising

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

D) internalization

Despite improvements to the Fishbein model, all of the following are considered obstacles to predicting behavior using this model EXCEPT which one? A) The model has relatively weak theorems about attitudes. B) The model deals with actual behavior, not with the outcomes of behavior. C) Some behavioral outcomes are beyond the consumer's control. D) Measures of attitude often do not correspond to the behavior they are supposed to predict.

A) The model has relatively weak theorems about attitudes

If a female consumer sees an ad about a woman who can no longer fit into her old bathing suit, the consumer might think about her own situation and make a personal pledge to lose weight before summer arrives. This would be an example of marketing communications that attempt to influence a consumer's level of ________. A) doubt and regret B) self-esteem C) dedication and control D) strength and conviction

B) self-esteem

Neuromarketing uses functional magnetic resonance imaging (or fMRI), a brain-scanning device that tracks blood flow as we preform mental tasks to take an up-close look at how our brains respond to marketing messages and product design features. TRUE FALSE

TRUE

Power posing is standing in a confident way even if you don't feel confident. TRUE FALSE

TRUE

Self-Concept refers to the beliefs a person holds about his or her own attributes and how he or she evaluates these qualities. TRUE FALSE

TRUE

Self-regulation refers to a person's efforts to change or maintain his actions over time. TRUE FALSE

TRUE

The ideal self is a person's conception of how she or he would like to be. TRUE FALSE

TRUE

A consumer can recognize problems as either an opportunity or a need. How should promotions differ between those emphasizing opportunities and those emphasizing needs? a) Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing need should give locations where the products can be purchased. b) Promotions emphasizing needs should decrease the ideal state, while promotions emphasizing opportunities should provide buying locations. c) Promotions emphasizing needs should increase the ideal state, while opportunity promotions should attempt to decrease the ideal state. d) Promotions emphasizing needs should attempt to increase a consumer's ideal state, while promotions emphasizing opportunities should simply give locations where the products can be found for purchased.

a) Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing need should give locations where the products can be purchased.

The _________ refers to out more realistic appraisal of he qualities we have and don't have. a) actual self b) inner self c) outer self d) ideal self

a) actual self

The functional theory of attitudes was initially developed to explain how _________________. a) attitudes facilitate social behaviors b) attitudes are learned from family and friends c) attitudes change over an individual's lifetime d) people identify with products

a) attitudes facilitate social behaviors

Psychologist David Katz developed the ___________ of attitudes. a) functional theory b) classical theory c) clinical theory d) neoclassical theory

a) functional theory

A person's conception of how he/she would like to be is called ________. a) ideal self b) self-image c) self-esteem d) self-concept

a) ideal self

The first step in the cognitive decision-making process is ______________. a) problem recognition b) evaluate alternatives c) information search d) per purchase search

a) problem recognition

___________ summarizes the beliefs a person holds about his own attributes and how he or she evaluates their self on those qualities. a) self-concept b) self-ego c) actual self d) self-esteem

a) self-concept

If Volkswagen owners see themselves as being more economical and conservative than do owners of the Buick Regal, ________ is probably at work. a) self-image congruence model b) self-image c) self-concept d) looking-glass self

a) self-image congruence model

________________ is where a person derives his or her identity in large measure from a social group. a) looking-glass self b) collective self c) self-esteem d) self concept

b) collective self

When using the _______________ rule of decision making, a consumer evaluated brands on the most important attribute, but specific cutoffs are imposed. a) compensatory b) conjunctive c) elimination-by-aspects d) lexicographic

b) conjunctive

Features actually used to differentiate among choices are called ________ attributes. a) search b) determinant c) evaluation d) segmentation

b) determinant

A mental or problem-solving shortcut to make a decision is called a(n) ________. a) detail rule b) heuristic c) determinant d) experience rule

b) heuristic

A(n) ______________ is a particular model , or exemplar, or appearance. a) self-concept b) ideal of beauty c) ideal self d) cathexis

b) ideal of beauty

________________ is the process by which the consumer surveys the environment for appropriate data to make a reasonable decision. a) product choice b) information search c) problem recognition d) evaluation of alternatives

b) information search

The success of ________ hinges on the marketer's ability to convince the consumer to consider its product within a given category. a) exemplar products b) positioning theory c) identifying competitors d) product locations

b) positioning strategy

A decision strategy that seeks to deliver an adequate solution rather than the best possible solution is referred to as ________. a) inertia b) satisficing c) rationalizing d) anchoring

b) satisficing

Which attitude function related to the consumer's self-concept or central values? a) knowledge b) value-expressive c) utilitarian d) ego-defensive

b) value-expressive

According to _____________, we evaluate the effort we'll need to make a particular choice and then we tailor the amount of cognitive "effort" we expend to make that choice. a) behavioral processing b) cognitive processing c) constructive processing d) mental processing

c) constructive processing

Understanding our social roles is part of our _____________. a) self-esteem b) self-image c) extended self d) looking-glass self

c) extended self

Physically attractive people are perceives as smarter, cooler, and happier than the average people. These perceptions are a result of the ________________. a) balance theory b) self-perception theory c) halo effect d) principle of cognitive dissonance

c) halo effect

Both Eastern and Western cultures see the self as divided into a(n) ________. a) relational, occupational, and religious self b) single, extended, and group self c) inner, private self, and an outer, public self d) single, group, and dynamic self

c) inner, private self, and an outer, public self

According to ____________, utility is defined in terms of gains and losses. a) hyperopia b) heuristics c) prospect theory d) Zipf's law

c) prospect theory

_____________ summarizes the beliefs a person holds about his or her own attributes and how he or she evaluates the self on these qualities. a) impression management b) halo effect c) self-concept d) self-extension

c) self-concept

What does the sleeper effect suggest about source credibility? a) if a receiver is not paying attention, a message cannot be effective b) the effectiveness of a message will increase over time c) the effectiveness of positive sources over less positive sources can be erased over time d) many people can learn the important parts of a message even when asleep

c) the effectiveness of positive sources over less positive sources can be erased over time

Which of the following general attitude functions is most closely related to the basic principles of reward and punishment? a) ego-defensive function b) value-expressive function c) utilitarian function d) knowledge function

c) utilitarian function

Which statement best explains the research findings about using two-sided messages to communicate with consumers? a) two-sided messages are cost-prohibitive b) two-sided messages are widely used and are very effective in reaching target audiences c) two-sided messages are no different from one-sided messages and are used equally by marketers d) two-sided messages can be quite effective, yet marketers rarely use them

d) two-sided messages can be quite effective, yet marketers rarely use them

People appear to favor features we associate with good health and ________ because these signal reproductive ability and strength. a) wealth b) intellect c) confidence d) youth

d) youth