According to the definition of consumer behavior, how a consumer disposes of an idea
and accepts another is part of consumer behavior.
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A sophisticated form of conspicuous consumption is called parody display.
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Green marketing refers to the strategy of promoting how environmentally friendly a
product is.
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Western cultures tend to subscribe to an independent understanding of the self, which
emphasizes the inherent separateness of each individual.
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Materialism refers to the importance people attach to the fabric used in their clothing.
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Consumers’ attraction to slot machines can be explained by the variable-ratio
reinforcement schedule the machines use.
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Hedonic shopping is typically motivated by immediate needs.
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A consumer’s overall reaction to a product after it was purchased is called feature creep.
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In South Korean shopping malls, teenage girls line up at photo machines that provide
high-tech makeovers, including glamor lighting, a hair-blowing breeze, and virtual
plastic surgery. If one of these girls sends a photo from this machine to her boyfriend,
she is expressing the actual self state.
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If you were born between 1946 and 1964, you would belong to the War Baby
Generation.
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A good example of a cult product is an Apple computer.
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Asian Americans as a whole tend to be an easy target to communicate with because of
their cultural similarity to one another.
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Understanding consumer involvement has proven to be quite straightforward because it
generally means the same thing to almost all consumers and researchers.
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Habitual decision making is the lowest order of buying decision making.
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Personal and social factors combine to create wants.
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People born between World War I and World War II belong to the Silent Generation.
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Balance theory helps explain why consumers like being linked to positively valued
objects.
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Some color combinations can become so associated with a company that the
corporation may be granted exclusive use of these colors.
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The evaluation of alternatives is the third stage of the consumer decision-making
process.
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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.
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Self-esteem refers to the intensity and stability over time of a person’s self-concept.
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Claire remembers that uniquely wonderful taste that can only come from a frosty mug
of root beer. As she heads to the soft drink aisle in the grocery store, she decides that
today is the day to experience her root beer again. Claire has just conducted what is
called an informational search.
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How consumers dispose of products can apply to the disposal of ideas just as it does to
products.
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A person who believes that science can fix or find a cure for anything most likely
follows the philosophy of interpretivism.
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Target began a new campaign to sell leather furniture. In emphasizing how leather
furniture has been used over the decades in movies and books, by celebrities, and a
necessity for home entertainment, the campaign is drawing upon popular culture.
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A degree of arousal is called a drive.
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Psychographics use lifestyle profiles to target markets.
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Retrieval is the process whereby we recover information from long-term memory.
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A story about an abstract trait or concept that advertisers tell in context of a person,
animal, vegetable, or object is called a metaphor.
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Sensory marketing has proven to be largely ineffective as a marketing approach.
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Brand personality is a set of traits people attribute to a product as if it was a person.
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A metaphysical myth fulfills the cultural function of explaining how the components of
the universe relate to each other.
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Mothers with preschool children are the fastest-growing segment of working people.
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When consumers are exposed to far too much information they are experiencing
sensory overload.
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Samantha is passing down the cereal aisle when she spots a box of Frosted Flakes
cereal featuring Tony the Tiger on the box front. She remembers the taste of the cereal
and how much fun she had talking to Tony while she ate her cereal as a kid. She buys a
box and leaves the cereal aisle without examining any other cereal products. What
aspect of the retrieval process did Samantha use in her product search process?
A) Salience
B) The von Restorff effect
C) The spacing effect
D) State-dependent retrieval
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In the 1950s, an approach called ________ research attempted to use Freudian ideas to
understand the deeper meanings of products and advertisements.
A) psychic
B) archetype
C) motivational
D) lifestyle
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The process of curation refers to what product(s)?
A) Art
B) Travel
C) Food
D) All of the above
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Which act makes it illegal for American executives to bribe foreigners to gain business?
A) Lanham Act
B) Foreign Corruption Practices Act
C) Patriot Act
D) Robinson-Patman Act
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A well-known segmentation system based on how consumers agree or disagree with
various social issues is called ________.
A) the Likert scale analysis
B) the AIO measurement analysis
C) the VALS™ (the Values and Lifestyles) system
D) the PRIZM™ Cluster system
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According to information presented in the chapter, the implication of Maslow’s
hierarchy of needs is that ________.
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 more
successful
D) most needs are about equal for the average person
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When a need is aroused that the consumer wishes to satisfy, the ________ process has
been activated.
A) homeostasis
B) want
C) desire
D) motivation
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The ________ a group is, the more likely members are to engage in social loafing.
A) more homogeneous
B) smaller
C) bigger
D) less homogenous
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Members of which of the following age cohorts are part of today’s senior market?
A) Generation Z
B) Generation Y
C) Generation X
D) The War Baby Generation
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Which of the following time periods is encompassed in the study of consumer
behavior?
A) Pre-purchase
B) Purchase
C) Post-purchase
D) All of the above
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An individual with a high need for ________ would be most likely to place a premium
on products and services that signify success.
A) affiliation
B) control
C) achievement
D) uniqueness
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The systematic acquisition of a particular object or set of objects is called ________.
A) prioritizing
B) hoarding
C) collecting
D) ritualizing
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A transaction in which two or more organizations or people give and receive something
of value is called ________.
A) buyer behavior
B) exchange
C) perception
D) consumer perspective
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When consumers are unhappy with a product, they may file a complaint in the form of
legal action, Better Business Bureau complaint, or publishing a negative review. This is
called a ________ response.
A) private
B) third-party
C) voice
D) complaint
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Explain the term ‘social media.”
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A ________ orientation dimension distinguishes between people who prefer to do one
thing at a time and those who have multitasking timestyles.
A) social
B) polychronic
C) planning
D) temporal
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A ________ includes a buyer, a seller, a product or service and other factors, such as
how the physical environment makes one feel.
A) post-purchase process
B) purchase process
C) consumption situation
D) psychological situation
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The 80/20 rule targets what user group?
A) All consumers
B) Light users
C) Heavy users
D) Moderate users
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Die-hard Apple fans post videos on YouTube claiming their affection for Apple
products. They most likely have a(n) ________ relationship with the product.
A) self-concept attachment
B) nostalgic attachment
C) interdependence
D) love
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What is the most important thing a marketing practitioner can learn from Maslow’s
theory?
A) Safety needs are more important than social needs.
B) Maslow’s hierarchy scheme of needs has been found to be universal and applies
equally in all cultures.
C) Maslow’s theory is theoretical and has been very difficult to actually apply in
practice.
D) Most people must first have their basic needs met before they will be motivated by
higher needs.
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Sally always buys Coca-Cola out of habit, which is an example of ________.
A) routine buying
B) low passion
C) inertia
D) flow state
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The revolution in cyberspace has created a situation in which consumers can sell to
other consumers in communities like Amazon. This is known as ________.
A) B2C e-commerce
B) C2C e-commerce
C) B2B e-commerce
D) consumption community
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Psychologist David Katz developed the ________ of attitudes.
A) clinical theory
B) classical theory
C) neoclassical theory
D) functional theory
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The importance of weak ties in a social system is demonstrated by their ________.
A) bridging function
B) social contagion
C) momentum effect
D) diffusion responsibility
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________ occurs when people appear to “forget” about the negative source and change
their attitude.
A) Halo effect
B) The sleeper effect
C) Native advertising
D) Sock puppeting
Answer:
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-concept
C) self-image
D) looking-glass self
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A buying decisions made by organizational buying is called ________.
A) modified rebuy
B) new buy
C) straight rebuy
D) all of the above
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People who belong to the same social class are most likely to have which of the
following in common?
A) Social standing in the community
B) Personality
C) Ethnicity
D) Family structure
Answer:
The second stage in the rite of passage is ________.
A) separation
B) aggregation
C) liminality
D) sacred consumption
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Which of the following best characterizes hedonic consumption?
A) Bill can’t get an advertising jingle out of his mind when he enters a store and sees
the product the jingle advertises.
B) Kim can never buy fashionable clothes without looking carefully at their
construction and then feeling the quality of the cloth with her fingers.
C) Marcus often buys products just to make his wife angry. He thinks that since she is
such a penny-pincher she ought to be punished. Buying unneeded items is how Marcus
punishes her frugality.
D) A new video game rapidly becomes more popular than an older one because it has
much faster action.
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Which of the “Big Three” American subcultures makes up 13% of the population?
A) African American
B) Hispanic American
C) Asian American
D) Arab American
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M-commerce most likely takes place through ________.
A) cell phones
B) billboards
C) radio satellite
D) televisions
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The first stage in the consumer decision-making process is ________.
A) information search
B) evaluation of alternatives
C) problem recognition
D) product choice
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If products take on masculine or feminine attributes, they are said to be ________.
A) sexy
B) sexually explicit
C) sex-typed
D) androgynous
Answer:
The U.S. government estimates that approximately ________ of American adults are
overweight or obese.
A) 25 percent
B) 35 percent
C) 50 percent
D) 66 percent
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As a personal selection factor, adaptation is seen as the degree to which consumers
continue to notice a stimulus over time. Five factors can lead to adaptation. List and
briefly describe the connection with adaptation.
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What characteristics of opinion leaders make them valuable sources for product
information?
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Subcultures are defined in such a way that a person may belong to many subcultures at
the same time. What in the definition allows any given person to belong to multiple
groups, and what subcultures would apply to almost everyone?
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Define the term “reference group” and explain the difference between a “membership
reference group” and an “aspirational reference group.”
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Define learning.
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What is database marketing? How is it used by consumers?
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List and explain the four forms of psychographic studies.
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Consumers and the items they consume can take many forms. Give examples of three
different types of consumers and examples of three different types of items they could
consume, including products, services, and ideas.
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Describe the duties of the Federal Trade Commission (FTC).
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What is the major distinction between the concepts of personality and lifestyle?
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Explain the red sneaker effect.
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Briefly describe the characteristics of someone who is role-relaxed.
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What are four major psychological principles that can influence people to change their
minds or comply with a request? Be specific in your answer.
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Explain the expectancy theory.
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Explain the hedonic shopping motive “the thrill of the hunt.”
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