Unlock document.
This document is partially blurred.
Unlock all pages and 1 million more documents.
Get Access
Materialism refers to the importance people attach to the fabric used in their clothing.
Social class appears to be a poor predictor of purchases that have symbolic aspects and
low to moderate prices (such as liquor and cosmetics).
Conspicuous waste is the opposite of conspicuous consumption because one is aimed at
showing how important a person's wealth is, and the other is aimed at showing how
unimportant his or her wealth is.
Needs are created when the actual state of a customer declines.
According to the definition of consumer behavior, how a consumer disposes of an idea
and accepts another is NOT part of consumer behavior.
The observational learning process begins with a step called motivation.
Lower-class men are more likely than middle-class men to have a general sense of
empowerment.
The prestige of occupations varies dramatically from one culture to the next.
How consumers dispose of products can apply to the disposal of ideas just as it does to
products.
People we admire influence us because they hold reward power.
According to the Fishbein model, salient beliefs are those beliefs about an object that
are considered during evaluation.
A behavioral researcher studying how consumers use multi-sensory, fantasy, and
emotional factors in selecting products is studying hedonic consumption.
A co-branding strategy was being utilized when the Taco Bell Chihuahua showed up in
a commercial for Geico insurance.
Shopaholics suffer from compulsive consumption.
Stimulus generalization can create a halo effect.
Products appearing in retail stores are examples of the use of product placement.
A consumer who falls back on "mental rules of thumb" when making a decision is using
heuristics.
The absolute threshold is dependent upon how strong a marketer makes a stimulus.
Lateral cycling means reducing how much product one uses so there is less waste.
It is the actual age of seniors that determines their consumer behavior, not their
perceived age.
If a consumer is following the lexicographic rule in her decision making, then she
would select a brand that is the best on the most important attribute.
A market researcher who analyzes a population of consumers using the variable of
marital status is segmenting the population by the demographic category of family
structure.
Word-of-mouth has a more powerful effect on consumers than paid advertising does.
Surveys show that the percentage of consumers who are willing to pay more for green
products has dropped since 2008.
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.
A paradigm is a belief that guides an understanding of the world.
A mother observes her daughter stirring batter in a bowl just the way she does when she
bakes. The daughter has modeled her mother's behavior.
An individual with the personality trait of extroversion tends to be quiet and reserved.
Texting back-and-forth with a friend is an example of asynchronous interaction.
Product information that is transmitted by individuals to individuals is called ________.
A) independent analysis
B) product shuffle
C) reactance formation
D) word-of-mouth
Consumer researchers have adapted some of Sigmund Freud's ideas. In particular, his
work highlights the potential importance of ________ that influence our purchases.
A) rational-thinking
B) unconscious motives
C) conscious motives
D) deviant behavior
A(n) ________ is a person who identifies a need or desire, makes a purchase, and then
disposes of a product.
A) marketer
B) consumer
C) influencer
D) content generator
Pepsi A.M. was positioned as a coffee substitute. In one test market, Pepsi A.M. was
introduced onto a university campus. It was both an immense hit and a total failure. The
product always sold out of the vending machines, but the consumption of coffee stayed
the same and the sale of other Pepsi products declined. In terms of levels of
categorization, discuss what created the problem in the test market.
According to the class structure outlined in the text, most business managers and
university professors would be in the ________ class.
A) upper-upper
B) working
C) upper-middle
D) middle
"It's time for the Christmas shopping list," thought Martha's mother, so she asked
Martha for a quick list of her favorite perfumes. Martha gave her mother six names that
were all her "favorite." This group constitutes Martha's ________ for perfume.
A) position set
B) activation set
C) rational set
D) evoked set
Tian Zhao's parents were peasants from central China. Tian got a degree in electronics
from a university and now works for a medium-sized technology firm. Tian recently
purchased a Canon camera and a Dell computer, and he wears Nike running shoes. He
shares an apartment with a co-worker and hopes to buy a house in five years. Tian is a
member of the mass class.
Motivational research relies on ________ of individual consumers.
A) psychographic profiles
B) Jungian analysis
C) behavioral targeting
D) depth interviews
In school, it always seemed as if Kenneth got all the breaks. He had access to all the
right resources, such as special privileges, fancy cars, a large allowance, and dates with
all the beautiful girls. Even at work, he was put on the fast track and got promoted early
to a high-prestige job. It seemed as if Kenneth was artificially ranked higher than
others. The process that best describes what happened to Kenneth is called ________.
A) reference group affiliation
B) bias
C) ascribed status
D) achieved status
Carl Thorne has just passed the final test to become a member of a college fraternity.
This rite of passage has moved Carl from being an individual to being a member of a
bonded group. When Carl receives his fraternity pin in a final ceremony and joins his
new brothers, he will have passed through the final stage of a rite of passage. According
to the text, what is this stage called?
A) separation
B) aggregation
C) liminality
D) finality
So called "gripe sites" exist for consumers to publish ________ responses against
products or stores with which they are dissatisfied.
A) private
B) third-party
C) voice
D) complaint
Which of the following is NOT an element common to destructive consumer behaviors?
A) strong feelings of regret
B) feeling like there is no choice
C) feeling short-lived gratification
D) feeling in charge of life
________ are dimensions used to judge the merits of competing options.
A) Evoked sets
B) Evaluative criteria
C) Levels of abstraction
D) Category exemplars
Which theory of attitudes assumes that people use observations of their own behavior to
determine what their attitudes are?
A) theory of cognitive dissonance
B) balance theory
C) social judgment theory
D) self-perception theory
Gen Akoi greatly values his micro-refrigerator. The refrigerator is so small it will fit
almost anywhere. Gen believes that the efficient use of space is one of the
characteristics any good product should have. With respect to the functional areas of a
cultural system, Gen is focusing on ________ as a variable in selecting his products.
A) ideology
B) ecology
C) social structure
D) socio-psychology
Sam Bolton hums the Purina Cat Chow jingle as he drives down the expressway. A
thought suddenly occurs to Sam: "Why am I humming this stupid jingle? I don't buy
this stuff. In fact, I don't even have a cat." Sam knows this jingle through ________.
A) stimulus generalization
B) reinforcement modeling
C) incidental learning
D) operant conditioning
A story containing symbolic elements that express the shared emotions and ideals of a
culture is called a ________.
A) norm
B) ritual
C) myth
D) more
The sociological perspective of ________ takes the view that much of consumer
behavior resembles actions in a play.
A) role theory
B) pastiche
C) interpretivism
D) psychographics
Which of the following theorists proposed that an individual's adult personality results
from a conflict between the individual's desires to gratify his or her physical needs and
the necessity of functioning within a society?
A) Maslow
B) Jung
C) Reisman
D) Freud
The lower classes use more restrictive codes than do the upper classes. How does this
knowledge change the way insurance might be sold to a working-class man compared
to an upper-class man?
A) The promotion to the working-class man should emphasize his immediate
satisfaction in knowing that his family will be cared for, while the upper-class
promotion should emphasize the long-term consequences of the choice.
B) The promotion to the working-class man should emphasize the long-term benefits of
insurance, while the upper-class promotion should emphasize the short-term
consequences of the choice.
C) The promotion to the working-class man should emphasize pictures while the
upper-class promotion should emphasize words.
D) Both men would receive the same ad because elaboration codes have been found to
be irrelevant to this product category.
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
The way consumers feel about themselves, the things they value, and the things they
like to do in their spare time are part of how marketers segment using ________.
A) gender
B) age
C) social class
D) lifestyle
Scott thought of himself as a very successful marketer. He created a campaign with a
product logo that was very popular and that customers associated with a quality
product. It was so popular that in a few months, the logo began to appear almost
everywhere. Instead of increasing sales of the product, the customer demand began to
decrease as competitors' products became more successful. What characteristic of
learning was most likely ruining Scott's apparent success?
A) Too much repetition was decreasing the strength of the CS, thus leading to
extinction of the learned relationship between the logo, the quality of the product, and
the association with Scott's company.
B) Customers confused Scott's logo with the logo of Scott's competitors, making
cognitive learning incomplete.
C) The logo produced only a fixed-ratio schedule of reinforcement that did not sustain
sales, while Scott's competitor used a variable-ratio schedule.
D) Over time the logo became boring, and customers punished Scott's company by
buying competitors' products as a type of revenge for their boredom.
________ is the promotional strategy that involves select consumers altering some
aspects of their selves to advertise for a branded product.
A) Halo effect
B) Identity marketing
C) Impression management
D) Self-extension
________ refers to a person's unique psychological makeup and how it consistently
influences the way a person responds to his or her environment.
A) Lifestyle
B) Belief system
C) Personality
D) Self-concept
Honesty, trustworthiness, fairness, and justice are all ________ with which people in a
culture judge what is right and what is wrong.
A) norms
B) business ethics
C) universal values
D) personality characteristics
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
The mindfulness with which consumers may shop and make decisions in order to make
the right decisions for themselves and for the environment is known as ________.
A) green marketing
B) social marketing
C) conscientious consumerism
D) sustainable thinking
A philosophy that translates customers' feelings into design elements is called
________ engineering.
A) Kinsei
B) Sigma
C) relationship
D) reverse
The process by which people select, organize, and interpret sensory information is
called ________.
A) reception
B) awareness
C) perception
D) sensation
When consumers are unhappy with a product, they may use a ________ response,
which means they respond directly to the retailer for redress.
A) private
B) third-party
C) voice
D) public
The ________ function of attitudes applies when a person is in an ambiguous situation
and needs order, structure, or meaning.
A) knowledge
B) utilitarian
C) value-expressive
D) ego-defensive
What mechanism is used when a consumer learns to perform responses that produce
rewarding outcomes?
A) extinction
B) punishment
C) negative reinforcement
D) positive reinforcement
Reference groups influence consumers in threeways. Name these three ways and
describe the nature of the influence upon the consumer.
Explain the two-step flow model of influence.
Outline and explain the parts of the perceptual process that would allow a shopper to
recognize a ketchup bottle in a supermarket.
Briefly explain how marketers play a significant role in our view of the world and how
we live in it. Give a specific example.
Describe the difference between an enacted norm and a crescive norm. Indicate forms
that the crescive norm may take.
The average American's standard of living continues to improve. This shift in income
has been linked to two key factors. What are these factors? Provide explanatory
comments on each factor.
Provide an example of the underground economy and its drivers.
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.
What is an evoked set? What is a consideration set? Create examples to illustrate the
terms.
According to exchange theory, what might occur if a salesperson interacts with an
assertive consumer?
Some people have been offended when marketers refer to an event such as the Super
Bowl as a sacred event. They believe that business people are being disrespectful.
Explain how the concept of sacred in consumer behavior is both the same and different
from the concept of sacred in a traditional religious context.
Use cultural ideas about food and eating as examples to explain the differences between
the three types of crescive norms discussed in the book.
List the various ways that psychographic segmentation can be used.
How does online social networking magnify word-of-mouth communication?
The process of stimulus generalization is often central to branding and packaging
decisions that attempt to capitalize on consumers' positive associations with an existing
brand or company name. In this context, list and briefly discuss the four strategies
based on stimulus generalization presented in the text.
Explain the concept of social mobility and its various forms.
Is product disposal a consumer behavior issue or a public policy issue? Explain.
Subcultures are defined in such a way that a person may belong to many 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?
Time is viewed differently around the world. Discuss how time might be seen in
different cultures.
