In general, when the source of a message is perceived as attractive, the message will be
more effectively communicated.
Answer:
The communications model requires a source and a message, but receivers of the
message are not part of the model.
Answer:
Vincente is conducting research to test the hypothesis that the social contagion effect is
weak in adults. His finding that adults who have a close friend or relative that abstains
from drinking alcohol are more likely to abstain themselves will support this
hypothesis.
Answer:
Groups maintain standards of conduct through normative influence.
Answer:
Tyler told a local journalist about an upcoming astrological event, and the reporter
printed the information in the newspaper the next day. A local college professor who
specializes in astrophysics said the newspaper story had numerous inaccuracies and was
“penned by an amateur.” In this case, Tyler and the journalist created a situation in
which reporting bias has occurred.
Answer:
Novelty in the form of interruption intensifies our experiences, increases our enjoyment
of pleasant stimuli and amplifies our dislike of unpleasant stimuli.
Answer:
According to the trickle-down theory, fashion moves from the upper classes to the
lower classes.
Answer:
Nate searches famous people and tries to buy products that they endorse. For Nate,
these celebrities serve as an aspirational reference group.
Answer:
Locational privacy is an issue now that GPS-enabled mobile devices are ubiquitous.
Answer:
A normative community is an actual or imaginary individual or group conceived of
having significant relevance upon an individual’s evaluations, aspirations, or behavior.
Answer:
Culture or origin is considered one of the acculturation agents mentioned in the text.
Answer:
Hirosi ordered the expensive “heart attack special” at the local pub. It came with a
one-pound hamburger and a full bucket of fries. Halfway through the meal, Hirosi was
not feeling well. Yet according to the sunk-cost fallacy, Hirosi will likely continue until
he has finished the ‘special.”
Answer:
Consumer research shows that all things being equal, people are likely to choose a
brand that gives back to the community over one that does not.
Answer:
The reality principle finds ways to gratify the id that are acceptable to the outside
world.
Answer:
In the VALS2™ system thinkers are career oriented and prefer predictability to risk.
Answer:
A process by which the way a word sounds influences our assumptions about a
product’s attributes is called sound symbolism.
Answer:
When Pavlov’s famous dog responded to a bell signaling feeding time, Pavlov
demonstrated classical conditioning.
Answer:
Clothing, food, and travel can be considered part of the curation process.
Answer:
Clothing choices are often heavily influenced by the situation in which the consumer
needs to wear them.
Answer:
Every time Tim goes to bat in his baseball game, he rubs the charm on the necklace that
his professional baseball player uncle gave him. This charm has never failed to help
him get a good hit. The charm has become part of Tim’s extended self.
Answer:
An individual’s motivation to distance himself from a negative reference group cannot
be as powerful as his motivation to please a positive group.
Answer:
Low-content culture group members tend to be tightly knit, and they infer meanings
that go beyond the spoken word.
Answer:
A fad is a relatively long-term acceptance cycle in today’s marketplace because of the
money necessary to develop the fad.
Answer:
Alcoholics Anonymous and Weight Watchers follow the spiritual-therapeutic model.
Answer:
Dove’s campaign for Real Beauty features women with imperfect bodies modeling in
advertisements for skin and hair care products The nature of the social comparison that
occurs when a consumer uses these marketing images as a benchmark is likely different
than the social comparison that occurs when a consumer sees advertisements for similar
products that use professional models.
Answer:
The 80/20 rule states that 80% of consumers will use 20% of the product.
Answer:
The tendency to attribute human characteristics to objects or animals is called
anthropomorphism.
Answer:
The first step in the consumer decision-making process is to conduct information
search.
Answer:
Individuals have different absolute thresholds for visual and aural stimuli. This fact
supports the statement that subliminal advertising would need to be tailored to the
individual in order to be effective.
Answer:
Consumers may have abandoned products in their homes because they bought for a
specific purpose but then changed plans.
Answer:
According to the different categories of relationships that people may have with
products, nostalgic attachment occurs if the product is part of the user’s daily routine.
Answer:
According to Hoftstede, power distance refers to the extent to which the less powerful
members of organizations and institutions accept and expect that power is distributed
unequally.
Answer:
A consumer’s ability to detect a difference between two stimuli is relative to the strength
of those stimuli.
Answer:
People occupy sacred time and space when they travel on vacation.
Answer:
Acculturation agents may come from the culture of immigration, but not from the
culture of origin.
Answer:
The likelihood that someone will belong to your reference group is enhanced if you and
the person have propinquity.
Answer:
The kin network is still the most common family unit.
Answer:
Men are more likely to use a woman’s body shape as a sexual cue. One explanation of
this phenomenon is that feminine curves provide evidence of ________.
A) compatibility
B) reproductive potential
C) intellectual capacity
D) sociability
Answer:
Most messages merely present one or more positive attributes about a product or
reasons to buy it. Which of the following best describes this approach to
communicating a message?
A) Supportive arguments
B) Two-sided message
C) Refutational arguments
D) Reporting bias
Answer:
The preference in a culture for a particular model of beauty (or exemplar) is called a(n)
________.
A) ideal of sexuality
B) ideal of beauty
C) narcissism
D) amorphous
Answer:
Which of the following occurs when a consumer uses a selected product and decides
whether it merits his/her expectations?
A) Feature creep
B) Inertia
C) Framing
D) Post-purchase evaluation
Answer:
In the process of ________, new immigrants adopt products, habits, and values they
identify with the mainstream culture.
A) assimilation
B) maintenance
C) segregation
D) resistance
Answer:
Within a knowledge structure, which of the following is the LEAST complex
knowledge unit?
A) Meaning
B) Proposition
C) Schema
D) Script
Answer:
Products are winnowed out as they make their way down the path from conception to
consumption, a process called ________.
A) diffusion
B) cooptation
C) cultural selection
D) cultural mapping
Answer:
Chet meets each Wednesday night at his local bookstore with a small group of computer
enthusiasts. The group calls itself X-Hackers because at one time all of these select
members were hackers. Today, members of the group have similar values and have
pledged to stop computer hacking. Which membership factor best describes what brings
this group together?
A) Propinquity
B) Mere exposure
C) Group cohesiveness
D) Avoidance
Answer:
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 ________.
A) trickle-down effect
B) trickle-up effect
C) trickle-across effect
D) meme theory
Answer:
Understanding our social roles are part of our ________.
A) self-image
B) self-esteem
C) looking-glass self
D) extended self
Answer:
According to the ________ hierarchy of effects, the consumer considers purchases
based on an attitude of hedonic consumption (such as how the product makes him or
her feel or the fun its use will provide).
A) experiential
B) habitual
C) low-involvement
D) standard learning
Answer:
Though the Organization for Economic Cooperation and Development (OECD) outlaws
bribery in business practices, it is still common in ________.
A) Japan
B) Mexico
C) Germany
D) All of the above
Answer:
________ is the extent to which less powerful members of organizations and
institutions accept and expect that power is distributed unequally.
A) Power distance
B) Individualism
C) Uncertainty avoidance
D) Long-term orientation
Answer:
If a member of the upper class wore shredded Levi’s jeans to a formal party, the person
would be exhibiting a sophisticated form of conspicuous consumption known as
________.
A) parody display
B) invidious distinction
C) downsizing
D) status anxiety
Answer:
Which of the following theorists is best known for arguing that an individual’s
relationship to the means of production determines his position in society?
A) Karl Marx
B) Max Weber
C) Horatio Alger
D) Thorstein Veblen
Answer:
The minimum difference that can be detected between two stimuli is known as the
________.
A) absolute threshold
B) gradual differentiation
C) just noticeable difference
D) graded difference
Answer:
Harry was the lead singer in a band that hit it big. For his birthday, Harry had two
hundred friends flown by chartered jets to a private island in the South Pacific. They ate
the most expensive food, and every morning the bungalows were burned to the ground
and rebuilt for the next night. Harry’s party is a good example of ________.
A) parody display
B) social mobility
C) ascribed status
D) conspicuous consumption
Answer:
The process of learning values from other cultures is called ________.
A) enculturation
B) acculturation
C) core values
D) crescive norms
Answer:
Melissa knows that when she goes to the dentist she must make an appointment, show
up on time, bring proof of insurance, and have her teeth cleaned before any other dental
services will be performed. With respect to her visit to the dentist, Melissa has learned a
schema known as a(n) ________.
A) service script
B) evoked set
C) proposition
D) elaborative rehearsal
Answer:
Herbal companies traditionally sold their products in cylinder-shaped plastic containers
that were very characteristic of the herbal supplement market. One company broke with
tradition and began to sell its herbal products in bottles that appeared to be straight from
the pharmacy’s shelf. They were rectangular with white labels that looked very
professional. Sales went through the roof. What form of stimulus generalization most
likely worked for the herbal company?
A) Masked branding
B) Halo effect
C) Continual reinforcement
D) Shaping
Answer:
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.
A) balance theory
B) repetition theory
C) halo theory
D) two-factor theory
Answer:
Dimensions we use to judge the merits of competing options are called ________.
A) rational factors
B) attributes
C) evaluative criteria
D) emotional factors
Answer:
A ________ is an economy that is driven by a fairly small group of rich people.
A) democracy
B) plutonomy
C) monarchy
D) homogany
Answer:
The ________ threshold refers to the ability of a sensory system to detect changes
between two stimuli.
A) absolute
B) differential
C) intensity
D) relative
Answer:
What is a major distinction between customers who purchase a product because they
are brand loyal and those who purchase by inertia?
A) The cost of the product
B) The social risk of the product
C) Whether the purchase is made after a compensatory or noncompensatory decision
process
D) Whether the customers hold a very positive or weak attitude toward the product
Answer:
A Unilever-sponsored survey which asked American women how they felt about their
appearance reported which of the following?
A) Positive feelings about the self were lowest in ethnic groups such as African
American and Hispanic women.
B) Older women were more likely to describe themselves as beautiful.
C) The majority of respondents believe women in ads are not realistic.
D) The majority of respondents believe that beauty comes from women’s physical
appearance.
Answer:
Lifestyle, attributes, competitors, and quality are all dimensions marketers can use to
carve out a brand’s ________ in the marketplace.
A) sensory signature
B) position
C) priming
D) trade dress
Answer:
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) lateral cycling
B) divestment cycling
C) freecycling
D) underground cycling
Answer:
The first step in the cognitive decision-making process is ________.
A) information search
B) evaluate alternatives
C) problem recognition
D) per purchase search
Answer:
________ refer(s) to the processes that lead people to behave as they do.
A) Goals
B) Cues
C) Motivation
D) Directing
Answer:
Explain how the relationship between England’s class structure and consumption has
recently begun to change.
Answer:
Explain the fair packaging and labeling act of 1966.
Answer:
Explain the concept of de-ethnicization. Give an example.
Answer:
List and describe the three “buckets” of consumer decision making.
Answer:
Explain purchase involvement.
Answer:
Explain the term “trade dress” and give an example.
Answer:
Identify the elements of balance theory. Discuss possible interaction effects between
unit relation and sentiment relation and how they can be applied to a marketing strategy.
Answer:
What are the two major components of social class? Explain and comment on each
component (such as which is more important).
Answer:
Explain why the original descriptions and stereotypes of Gen Xers may be inaccurate.
Answer:
Define a subculture.
Answer:
Explain the term “behavioral economics.”
Answer:
Explain the queuing theory.
Answer:
Explain the concepts of the ideal and actual self. How do we bridge the gaps between
these two selves?
Answer:
List and explain the 4 basic conflicts teens face.
Answer:
Explain the term “market segmentation strategies.”
Answer:
Several processes and outcomes come into play as immigrants adapt to their new
surroundings. List these processes and outcomes and create an example that
demonstrates the linkage between them.
Answer:
Why is wearing a baseball cap backward (with the brim toward the back) a type of
parody display?
Answer: