MKTG EXAM 3 will cover Chapters 9 though 12

People often make decisions on the basis of a mental accounting. One facet of this accounting is making a decision based on the way a problem was posed. This is called ________.

framing

Recent research on opinion leadership has called into question the traditional view that there are ________ opinion leaders, whose recommendations people see for all purchases.

generalized

Anna is a millionaire but she is constantly stressed and unhappy despite her wealth, Anna is experiencing ________.

affluenza

Which of the following is a new kind of avoidance group that has grown in popularity through the Web?

anti-brand communities

We tend to marry people in a similar social class to ours. Sociologists call this ________, or assortative mating.

homogamy

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

social mobility

Meagan is planning her wedding and wants everything to be just right. Because she feels overwhelmed by all of the information to sort through and the choices to make, she hires a wedding planner to make many of the decisions and purchases for her. Meagan's wedding planner is best described as a(n) ________.

surrogate consumer

A member of ________ has recently gained personal wealth and may experience status anxiety. Such individuals may try to display symbols of their success to make up for an internal lack of assurance about the "correct" way to behave.

the nouveau riche

Wynona was impulsive. Her friends accused her of being calculating, but she thought of herself as simply an analytical thinker. She wanted what she wanted and tomorrow could take care of itself. Researchers would classify her as being a hedonic variety-seeker. Which of the following time metaphors would best capture Wynona's perspective of time?

time is a feast.

Allison Chewie felt she was always pressed for time; she was feeling ________.

time poverty

Sophie tells Nick about a great new restaurant. Sophie is engaged in ________.

word-of-mouth communication

Decisions driven by our emotional responses to a product are called

affective

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________.

POP stimuli

Julie Morgan loves to go into Springer's Old Country Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Old Country Gifts has attracted Julie with its ________.

atmospherics

________ is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers.

atmospherics

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?

avoidance group

The pressure to conform that escalates as more and more group members "cave in" is called the ________ effect.

bandwagon

A store environment that has been made to resemble a living room where customers can relax, hang out with friends, or even learn is referred to as a(n) ________.

being space

Others who are present in a consumer's physical and social environment when purchases are made are called ________.

co-consumers

Dimensions we use to judge the merits of competing options are called ______

evaluative criteria

Latrell finds that every time he goes to select athletic shoes he always buys the same brand. In fact, he doesn't even remember trying on any of the other competitive brands even though some of these brands have attractive styles and prices. Latrell's purchase decision process has become one of less and less effort. Latrell's decision process in an example of ________.

inertia

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

legitimate

SRBI Consulting Business Intelligence divides consumers into which of the following groups?

luxury is functional, a reward and indulgence (all of the above)

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

What modern American ceremony would come closest in intent to a Native American potlatch?

marriage

A group composed of people that the consumer actually knows is called a(n) ________ reference group.

membership

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

heuristic

Amanda thought she had been cheated by a local car dealership. She was so upset that she created a Web site to share her story with the world. What is the most likely result of Amanda's action?

Amanda's website will decrease the credibility of the dealership's ad and will influence potential buyers to stay away from the dealership.

Fred 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, Fred has lost the farm and has taken a manual labor job in the city to support his family. What form of mobility best describes Fred's position?

downward mobility

A customer buying an unfamiliar product which carried a fair degree of risk would most likely engage in what type of problem solving?

extended problem solving

According to the ________ rule, a product with a low standing on one attribute cannot make up for this position by being better on another attribute.

noncompensatory

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 ________.

noncompensatory rule

With respect to social organization, some barnyard animals exhibit signs of a dominance-submission hierarchy. Which of the following terms best illustrates such a hierarchy?

pecking order

A ________ is an economy that is driven by a fairly small group of rich people.

plutonomy

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

problem recognition

According to ________, utility is defined in terms of gains and losses.

prospect theory

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

reference group

If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied has ________ power.

referent

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

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 ________.

social class