Personality refers to a person’s unique psychological makeup and how it consistently
influences the way a person responds to his or her environment.
When a transaction occurs between two or more organizations or people who give and
receive something of value, an exchange has taken place.
The extent to which the less powerful members of organizations and institutions accept
and expect that power is distributed unequally is referred to as power distance.
A typical utilitarian shopping motive is interpersonal attraction.
Time poverty seems to be more a problem of perception than of fact.
Of the three groups of attitudes toward luxury, the largest group is “luxury is
indulgence”; this view is held mainly by seniors with wealth.
The communications model requires a source and a message, but receivers of the
message are not part of the model.
Perception refers to the immediate response of our sensory receptors to such basic
stimuli as light, color, and sound.
A biography of a famous American woman indicated that she never married the man
she loved the most because his family status and income didn’t meet her goals. This is
evidence of the strength of hierogamy in some people’s lives.
A good metaphor for women whose timestyles are spontaneous in their planning
orientation and have a present focus is “Time is a mirror.”
A person with social power has the ability to alter the actions of others.
The psychological principle of reciprocity is at work when we take into account what
others do before we decide what to do.
Identity theft occurs when someone steals your personal information and uses it without
your permission, even if no money is stolen.
Putting more and more people into the same marketing space will increase arousal in
customers. This can be seen as either positive or negative, depending upon each
customer’s interpretation of this arousal.
When shopping with others, some people are more likely to choose risky alternatives
than they would be if shopping alone. This behavior occurs due to social power of
groups.
A metaphysical myth fulfills the cultural function of explaining how the components of
the universe relate to each other.
The traditional communication model that regards a broadcast message as perishable
doesn’t work as well with narrowcasting as it does with broadcasting.
The largest of the “Big Three” American subcultures is the African-American
subculture.
Wal-Mart began a new campaign to sell lawn furniture. In emphasizing how lawn
furniture has been used over the decades in movies and books, by celebrities, and as
essential ingredients to home entertainment, the campaign is drawing upon popular
culture.
Age cohorts share similar problems because they are more genetically similar than are
people from different cohorts.
Originally, another name for Generation X was “slackers.”
Culture jamming is the term used to explain the plethora of culturally-relevant content
posted to social media sites.
Opinion leaders often absorb much of the risk in buying new products because they
generally buy them first.
The likelihood that someone will belong to your reference group is enhanced if you and
the person have propinquity.
Psychographic information is not considered to be demographic data because this type
of information is not directly observable.
Passing a driving test to receive a driver’s license is an example of a rite of passage.
Measures of consumer confidence can help marketers predict how much money
consumers will pump into the economy through discretionary purchases.
Mothers with preschool children are the fastest-growingsegment of working people.
Consumers who are more satisfied with their bodies are more frequent users of such
“preening” products as hair conditioners, blow dryers, cologne, facial bronzer, tooth
polish, and pumice soap.
Cause marketing is the same as social marketing.
Double-Dip makes ice cream. The only advantage Double-Dip has over its competitors
is taste. Double-Dip costs more and has more calories per unit weight. Promotions for
Double-Dip should emphasize the experiential hierarchyof the ABC model of attitudes.
One of the goals of marketing to Gen Yers has been to allow them to remain free of the
restraints of wires and cords but still be connected to any media at any time. The
lifestyle created by this approach is referred to as ________.
A) identity renaissance
B) cosplay
C) distinct-styling
D) connexity
Kent, a college student, is a loyal Coca-Cola drinker. He averages about six Cokes a
day. He even prefers Coke to water. However, today when he passed a vending machine
in his dorm, he bought a new flavor of soft drink called Big Red. Which of the
following most accuratelyexplains his behavior, given the facts about Kent’s previous
behavior?
A) Kent is variety seeking.
B) Kent is brand switching.
C) Kent is involved in cognitive decision-making.
D) Kent is influenced by peer pressure.
A woman no longer receives compliments on the perfume that she wears. In learning
terms, the stimulus-response connection has weakened. Which of the following
processes best explains what has occurred in the example?
A) negative reinforcement
B) extinction
C) discrimination
D) generalization
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) ________.
A) marketscape
B) being space
C) mindscape
D) activity space
A soft drink company decided to produce a cola drink with more caffeine than usual in
hopes of preventing current teen and early-twenties customers from shifting to coffee
and tea drinks after graduating from college. The company test-marketed this new
product at a Midwestern university. The company has segmented the market based on
________.
A) psychographics
B) lifestyle
C) demographics
D) usage rates
Myths serve four interrelated functions in a culture. All of the following are among
those functions EXCEPT the ________ function.
A) cosmological
B) sociological
C) psychological
D) anthropological
Which of the following is an example of C2C e-commerce?
A) RFID tags
B) virtual brand communities
C) database marketing
D) green marketing
The ________ threshold refers to the minimum amount of stimulation that can be
detected on a sensory channel.
A) absolute
B) differential
C) intensity
D) relative
What two basic dimensions determine if a shopper will react positively or negatively to
a consumption environment? What factors can affect a consumer’s moods in the
shopping environment that are a) under the control of the marketer and b) not under the
control of the marketer?
________ usually dictate what is right or wrong, acceptable or unacceptable.
A) Myths
B) Theories
C) Norms
D) Rituals
________ buyers are people who purchase goods and services on behalf of companies
for use in the process of manufacturing, distribution, or resale.
A) Individual
B) Consumer
C) Global
D) Organizational
________ memories relate to events that are personally relevant; therefore, a person’s
motivation to retain these memories will likely be strong.
A) Sensory
B) Episodic
C) Primary
D) Elaborative
The idea that each human life is unique rather than a part of a group developed in
________.
A) ancient times (between the first and fifth centuries)
B) late medieval times (between the eleventh and fifteenth centuries)
C) colonial times (between the sixteenth and eighteenth centuries)
D) modern times (between the eighteenth and twentieth centuries)
Which American ethnic subculture is most likely the fastest growing?
A) Hispanic American
B) African American
C) Asian American
D) American Indian
Which theory listed below assumes that learning takes place as the result of responses
to external events?
A) behavioral learning
B) episodic learning
C) incidental learning
D) Gestalt learning
The lack of marketing information about religion is most likely due to ________.
A) the small number of people who are influenced in the marketplace by religious
issues
B) the dollar value of the Christian market being very low
C) traditional bigotry toward religion
D) the subject being taboo among researchers
Which of the following theoretical models measures attitude toward the act of buying
(Aact), rather than the attitude toward only the product itself?
A) the theory of cognitive dissonance
B) the theory of reasoned action
C) the balance theory
D) the theory of trying
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
The mass market produces and consumes music, movies, sports, and other forms of
entertainment known as ________.
A) user-generated content
B) culture
C) urban dictionary
D) popular culture
Which of the following is NOT one of the three stages of the process of perception?
A) interpretation
B) adaptation
C) attention
D) exposure
On Big Bang Theory, Sheldon Cooper plays a ________ expert with knowledge in
topics ranging from flag history to string theory.
A) market mavens
B) monomorphic
C) polymorphic
D) generalized
The ability for a consumer to assess, analyze, evaluate, and communicate information in
a variety of forms including print and non-print messages is known as ________.
A) analytical literacy
B) functional literacy
C) media literacy
D) consumer literacy
According to the theory of classical conditioning, ________ should be encouraged by
promoting unique attributes of a well-established brand.
A) stimulus generalization
B) the halo effect
C) stimulus discrimination
D) extinction
Thomas and his family recently toured the Gettysburg battlefield on their vacation. The
area was rich in history. While walking, Thomas remembered all the accounts of the
battle that he had read in school. He finally understood why this place had such a
special meaning in American history and to Americans in general. This tour is best
classified as an example of ________ consumption.
A) profane
B) objectified
C) sacred
D) crescive
Japan is a very tightly knit culture with rich history and social identification. In this
culture, people tend to infer meanings that go beyond the spoken word. This classifies
Japan as a ________ culture.
A) high-context
B) low-context
C) progressive
D) paradigm
Which stakeholder group is LEAST likely targeted by an organization’s corporate social
responsibility efforts?
A) employees
B) consumers
C) environment
D) government
Which term refers to a piece of information triggering a sequence of interactions?
A) information cascade
B) media multiplexity
C) information networking
D) influence impression
According to a study on timestyles, which of the following is a fast country?
A) Syria
B) Mexico
C) Brazil
D) Ireland
Family branding, licensing, and look-alike packaging are all marketing strategies based
on ________.
A) stimulus generalization
B) the spacing effect
C) stimulus discrimination
D) extinction
Researchers have added to the original Fishbein multiattribute model. The name of this
extended-Fishbein model is the ________.
A) linked Fishbein model
B) theory of reasoned action
C) Phillips approach
D) subjective norm model
Give a brief explanation of cognitive learning.
In the early stages of development, consumer behavior was known as buyer behavior.
What important aspect of the exchange process does this change in name reflect?
What is a decision-making heuristic? Describe two typical heuristics used in consumer
decision-making situations.
Explain the concept called age cohort. Briefly explain how marketers might use this
concept to segment markets.
How strongly or weakly a consumer is committed to a specific attitude relates to the
level of involvement he or she has with the attitude object (Ao). Describe the strength
of commitment involved in each of the following and give an example:
∙ Compliance
∙ Identification
∙ Internalization
Define the concepts of hedonic consumption and sensory marketing, and then explain
how they are related.
Describe the concepts of normative influence and comparative influence among
reference groups.
Why would short-term memory be greatly impaired, or perhaps made impossible,
without sensory memory?
Ben is a little nervous about how he will be perceived when he arrives for a job
interview. He got his hair cut and wore his most expensive business suit so he would
appear more like the person the firm would like to hire at the executive level. He knows
that he “cleans up well” and hopes that will compensate for his rather weak resume. In
terms of symbolic interactionism, explain what Ben is doing.
The body is adorned or altered in some way in every culture. Decorating the self serves
a number of purposes. According to information provided in the text, what are these
purposes? Provide an example of each. Which one of these purposes do you think is
most important to marketers? Explain.
Explain how religion can influence marketing and consumption. Provide at least two
examples to illustrate your response.
What does the word gestalt mean, and how does the term describe an important
principle of the perceptual process?
A customer searching for an SUV is trying to decide what to buy. She decides to limit
her options by using the following strategy. First, the car must be a Honda or a Toyota
because the customer believes that they have the highest quality. Second, the vehicle
cannot cost more than $30,000 or get less than 10 miles per gallon. Third, the remaining
vehicles’ interiors, comfort, and instrument panel will be judged by giving each a score
and summing them. The SUVs that are left, with the highest summed scores, will be
selected for an intensive test drive. What type of decision rules was this customer
proposing to use? There will be more than one rule used.
With respect to opinion leadership, compare the self-designating model and the key
informant method.
A cultural system consists of three functional areas. What are they? Give a brief
explanation of each.
Explain the meaning of a triple bottom-line orientation.