Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
100 Cards in this Set
- Front
- Back
|
Give a Consumer Behavior Definition |
Thestudy of the processes involved when individuals or groups select, purchase,use, or dispose of products, services, ideas, or experiences to satisfy needsand desires. |
|
|
Name the 6 Demographics? |
Age Gender Family Structure Social Class/Income Race/Ethnicity Geography |
|
|
What is Consumption Influenced by? |
Consumptionis influence by (pop) culture: music, movies, sports, books, celebrities,entertainment. |
|
|
Name the 4 types of Consumer-Brand Relationships? |
1) Self-Concept Attachment 2) Nostalgic Attachment 3) Interdependence 4) Love |
|
|
Describe Self-Concept Attachment and give an example? (Consumer-Brand Relationships) |
Whenthe product establishes the user’s identity
EXAMPLE: "I am a Harley Rider" |
|
|
Describe Nostalgia Attachment and give an example? (Consumer-Brand Relationships) |
Aproduct that links with the past
EXAMPLE: VW Beetle |
|
|
Describe Interdependence and give an example? (Consumer-Brand Relationships) |
A product that is part of the usersevery day routine.
EXAMPLE: |
|
|
Describe Love and give an example? (Consumer-BrandRelationships) |
Theproduct elicits emotional bonds, warmth, passion or strong emotion. EXAMPLE: |
|
|
What is a Hedonic need? |
Hedonicshopping is driven by our desire for fun, entertainment and satisfaction. It’sderived from the perceived fun or playfulness of shopping experiences. |
|
|
What is a Utilitarian need? |
Utilitarianshopping is all about actual need and function.
EXAMPLE: Clothes, Food & Dental Floss |
|
|
What are our Utilitarian motives for shopping? |
Utilitarian motives for shopping include meeting our basic needs, finding greater convenience, seeking variety, seeking greater quality of merchandise, and searching for better prices. |
|
|
Define Need for Affiliation? (Classifying Consumer Needs) |
Tobe in the company of others. EXAMPLE: Trends = Loom Bands |
|
|
Define Need for Uniqueness? (Classifying Consumer Needs) |
To be different. EXAMPLE: Consumerspend 8 billion per year on cosmetics. |
|
|
Define Need for Power? (Classifying Consumer Needs) |
To be more powerful EXAMPLE: Womenwith a high need for power are likely to wear business clothes - they are notinterested in expressing their femininity. |
|
|
Define 'Horizontal Revolution'. |
Characterizedpartly by social media. Horizontal revolution means that information flowsACROSS people, not just from companies. |
|
|
Provide examples regarding the power of the web. |
Peopleshare more than 1.5 billion pieces of content on Facebook—every day.
One out ofeight couples that married last year met on a social media site. |
|
|
Name Maslow's 5 Hierarchy of Needs. |
Self-Actualization (Hobbies, Travel, Educaiton) Ego Needs (cars, furniture, liquor) Belonging (Clothing, Grooming Product) Safety (Insurance, Investments, Alarm Systems) Physiological (Medicines, Food) |
|
|
Positivist Approach - Describe the: Nature of Reality Goals Knowledge Generated View of Causality Research Relationship |
Nature of Reality = Objective, Tangible. Single Goals = Prediction Knowledge Generated = Time free. Context Independent View of Causality = Existence of Real Causes Research Relationship= Seperation between researcher and subject. |
|
|
Interpretativist Approach - Describe the: Nature of Reality Goals Knowledge Generated View of Causality Research Relationship |
Nature of Reality = Socially Constructed. Multiple Goals = Understanding Knowledge Generated = Time bound. Context Dependent View of Causality = Multiple, simultaneous. Shaping events Research Relationship = Interactive, cooperative with researcher being part of phenomenon under study. |
|
|
Define Sensations |
Sensationrefers to the immediate response of our sensory receptors (eyes, ears, nose,mouth, fingers, skin) to basic stimuli such as light, colour, sound, odor, andtexture. |
|
|
Define Perception |
Perceptionis the process by which people select, organize, and interpret these sensations. |
|
|
Provide 2 Sensory System Examples |
Respondentsevaluated products more harshly when they stood on a tile floor rather than acarpeted floor (Myers-Levy, Zhu & Jiang, 2010). Individuals who heardlouder sounds when biting into crisps perceived them as more fresh (Zampini& Spence, 2003). |
|
|
Provide examples which show how company's use vision to sell their products. |
Procter & Gamble uses brighter colours in the make up itsells in Latin countries (Thomas, 1995). Colours look duller to older people, so they prefer white andother bright tones. Lexus, which sells heavily in this market. It makes 60% ofits vehicles in white (Paul, 2002). |
|
|
Provide examples which show how company's use scent to sell their products. |
Companies spend about $80 million peryear on scent marketing. The Scent Marketing Institute estimates that numberwill reach more than $500 million by 2016 (Newman, 2007). |
|
|
Provide examples which show how company's use touch to sell their products. |
The researchers found that participants who simply touched an item(an inexpensive coffee mug) for (≤ 30 secs) created a greater level ofattachment to the product and increased willingness to pay for it (Peck &Shu, 2009). |
|
|
What's another word for the touch sense? |
Haptic Sense |
|
|
What is sound symbolism? |
The process by which the way a word sounds influences ourassumptions about what it describes and attributes. |
|
|
What's a Morpheme? |
Smallest linguistic unit having meaning. (7,000 in the Englishlanguage) (Nisian “Sentra” is composed of 2 morphemes; central and sentry). |
|
|
What's a Plosive? |
The letters b, c, d, g, k, p, and t. are harsher and moredirect. They give the impression of larger size. e.g. Bold, Powerade. |
|
|
What's a Sibilant? |
Sounds like s and soft c e.g. Chanel. |
|
|
What's Stimulus Organisation? |
Gestalt: A school of thought that maintainsthat people interpret meaning from the totality of a set of stimuli rather thanfrom an individual stimulus. (i.e. the whole is greater than the sum of itsparts). |
|
|
What's Closure Principle? |
We perceive an incomplete picture as complete.We fill in the blanks based on our past experiences. E.g. The WWF Panda Logo |
|
|
What's Similarity Principle? |
We group together objects that share similarphysical characteristics. |
|
|
What's figure-ground principle? |
One part of the stimulus will dominate (thefigure) while the other parts recede into the background (ground). |
|
|
Define Learning? |
Learning is an ongoing process that resultsin relatively permanent change in behaviour caused by experience (Baron, 1989). |
|
|
When are 3 times that learning occurs? |
1) Directly through personal experiences.
2)Indirectly through observed experiences. 3) Incidentally (unintentionallearning). |
|
|
AO stands for... A) Attitude Objective B) Attitude Object C) Attitude Organisation D) Attitude Ontology (Attitudes and Persuasion) |
B) Attitude Object |
|
|
Which of these is NOT a function of attitudes? A) Ego Defense B) Value Expression C) Knowledge D) Internalisation (Attitudes and Persuasion) |
D) Internalisation |
|
|
Which is NOT a component of an attitude .... A) Cognition C) Intelligence D) Affect (Attitudes and Persuasion) |
C) Intelligence |
|
|
The standard learning hierarchy assumes... A) Low Involvement B) High Involvement C) Do - Feel - Think causality D) Emotion Based Processes (Attitudes and Persuasion) |
B) High Involvement |
|
|
Multi-attribute model are NOT composed of:
A) Attributes B) Belief C) Importance Weights D) Effective Weights (Attitudes and Persuasion) |
D) Effective Weights |
|
|
Which statement is false? A) The Extended Fishbein Model = Theory ofReasoned Action B) Subjective norms are composed Normativebeliefs are a component of subjective norms C) The ELM = The Elaboration LikelihoodModel D) Central processing invoves the use ofheuristics (Attitudes and Persuasion) |
D) Central processing invoves the use of heuristics |
|
|
The term used to describe when an advertising campaign isno longer effective.... A) Advertising zero point B) Advertising singularity C) Advertising wearout D) Advertising decay yield (Attitudes and Persuasion) |
C) Advertising wearout |
|
|
Jake goes to his local pub on Fridays. He like going therebecause of the welcome he gets from his friends and the barstaff who make him feel welcome. This is an example of the__________component of his attitude towards this local pub.
A) Cognitive B) Effective C) Situational D) Co-native (Attitudes and Persuasion) |
B) Effective |
|
|
The most persuasive (i.e. credible) source of information is______________ A) Print Adverts B) Word of Mouth (Attitudes and Persuasion) |
B) Word of Mouth |
|
|
Attitudes are more easily changed when.... A) Information is processed via the central route B) When information is provided by crediblesources C) When the attitude relates to a broad topic D) When the person strongly holds the belief (Attitudes and Persuasion) |
C) When the attitude relates to a broad topic |
|
|
Which is not a stage in the consumption process... (A) Purchase stage (B) Post purchase stage (C) Transaction stage (D) Pre-purchase stage (Introduction to Consumer Behavior) |
C) Transaction Stage |
|
|
Consumer culture finds it origins... A) Before the industrial revolution B) Before the french revolution C) After world war 1 D) At the turn of the 15th century (Introduction to Consumer Behavior) |
A) Before the industrial revolution |
|
|
Which statement is untrue? A) Consumer are mostly irrational decision makers B) Information processing is a domain withinconsumer behaviour C) Marketing is a sub-discipline of consumerbehavior D) Consumer behaviour studies how individualsdispose of products/services (Introduction to Consumer Behavior) |
C) Marketing is a sub-discipline of consumer behavior |
|
|
Which is not a consumer need? A) Need for affiliation B) Need for power C) Need for contentment D) Need for uniqueness (Introduction to Consumer Behavior) |
C) Need for contentment |
|
|
Which statement is untrue. Maslow's Hierarchy of Needs A) Is a process model B) Can describe Asian culture C) Suggests safety needs are secondary tophysiological needs D) Suggests that self-actualization is the highestneed that can be satisfied (Introduction to Consumer Behavior) |
B) Can describe Asian culture |
|
|
Consumers who were born in an age where the internet istaken for granted is: A) A digitite B) A digital baby C) A digital native D) A digital responder (Introduction to Consumer Behavior) |
C) A digital Native |
|
|
The free flow of info on the web has been described as a: A) A vertical revolution B) Horizontal revolution C) A digital revolution D) An information revolution (Introduction to Consumer Behavior) |
B) Horizontal revolution |
|
|
Which is not a positivist approach to consumer behaviorresearch? A) Focus Groups B) Big data C) Surveys D) Web traffic analysis (Introduction to Consumer Behavior) |
A) Focus Groups |
|
|
Identify the hedonic product from the list below: A) Cinema Trip B) Bread C) Bottle of Water D) A visit to the Dr (Introduction to Consumer Behavior) |
A) Cinema Trip |
|
|
Pareto's law is also know as the: A) The 50:50 Rule B) The 80:20 Rule C) The 30:70 Rule D) The p Rule (Introduction to Consumer Behavior) |
B) The 80:20 Rule |
|
|
Classical conditioning influences A) Responses to voluntary behaviour B) Responses to involuntary behaviour C) Primed behaviours D) Classical behaviours (Memory and Learning) |
B) Responses to involuntary behaviour |
|
|
This piggybacking strategy used by the "me-too" product isreliant upon: A) Unconditioned responses B) Stimulus associative networks C) Conditioned product associations D) nodes (Memory and Learning) |
C) Conditioned product associations |
|
|
Which is NOT an application of stimulus generalization? A) Family branding B) Product line extensions C) Licensing D) Unique Selling proposition
(Memory and Learning) |
D) Unique Selling proposition |
|
|
Slot machines in casinos employ a: A) Flexible interval reinforcement schedule B) Fixed interval reinforcement schedule C) Variable-ratio reinforcement schedule D) Variable interval reinforcement schedule (Memory and Learning) |
C) Variable-ratio reinforcement schedule |
|
|
A child makes their first independent purchase between theages of: A) 2 year - 4 years B) 6 years - 10 years C) 3 years - 7 years D) 4 years - 8 years (Memory and Learning) |
D) 4 years - 8 years |
|
|
One of the following is not a parental socialization style A) Authoritarian parents B) Indulgent parents C) Indifferent parents D) Neglecting parents (Memory and Learning) |
C) Indifferent parents |
|
|
Which of these is NOT a stage in the memory A) Encoding B) Retrieval C) Processing D) External Inputs (Memory and Learning) |
C) Processing |
|
|
Elaborative rehearsal involves transferring information fromthe: A) Sensory memory to the short-term memory B) Short-term memory to the long-term memory C) Long-term memory to the short-term memory D) Long term memory to the sensory memory (Memory and Learning) |
B) Short-term memory to the long-term memory |
|
|
Proactive interference occurs when: A) Prior learning interferes with new learning B) When new information replaces old information C) You are proactively learning something byheart D) Memory disolves (Memory and Learning) |
A) Prior learning interferes with new learning B) When new information replaces old infomation |
|
|
Which statement is FALSE? A) Memories can change over time B) The more nodes connected the weaker the recall C) Concepts can vary in level of abstraction D) A proposition is defined by two connected nodes (Memory and Learning) |
C) Concepts can vary in level of abstraction |
|
|
Which of the following is NOT a stage in the perceptualprocess? A) Interpretation B) Exposure (Perception) |
C) Analysis |
|
|
JND stands for ______________? A) Jumping noise distortion B) Justified negotiated distance C) Judged noisy distraction D) Just noticeable difference (Perception) |
D) Just noticeable difference |
|
|
_______ law suggests that the amount of change required fora perceiver to notice a change in a stimulus is systematicallyrelated to the intensity of the original stimulus. A) Activation B) Perception D) Weber's (Perception) |
D) Weber's |
|
|
The point at which a sensory system detects changes in ordifferences between two stimuli is called________________________. A) Exposure horizon B) Differential threshold C) JND (just noticeable difference) D) Sensory threshold (Perception) |
B) Differential Theory |
|
|
The minimum difference we can detect between two stimuliis called the __________? A) Just noticeable difference B) Differential threshold C) Sensory threshold D) exposure threshold (Perception) |
A) Just Noticeable Difference |
|
|
Subliminal priming studies often lack A) Face validity B) Ecological validity C) Internal validity D) Experimental validity (Perception) |
B) Ecological Validity |
|
|
Which of the follow is NOT a personal selection factor? A) Perceptual defense B) Perceptual vigilance C) Adaption D) Perceptual acuity (Perception) |
D) Perceptual acuity |
|
|
Which of the following DOES NOT lead to adaption? A) Personality B) Duration C) Discrimination D) Relevance (Perception) |
A) Personality |
|
|
Which of the following are IS NOT a stimulus selectionfactors: A) Size B) Novelty C) Position D) Range (Perception) |
D) Range |
|
|
Which statement is False? A) Interpretation refers to the meanings weassign to sensory stimuli B) Gestalt is a school of thought that maintainsthat people interpret meaning from the totality ofa set of stimuli rather than from an individualstimulus C) The closure principle and the disimilarityprinciple are examples of how humans assessstimuli holistically D) Figure-ground principle suggests one part ofthe stimulus will dominate while the other partsrecede into the background (Perception) |
C) The closure principle and the disimilarity principle are examples of how humans assess stimuli holistically |
|
|
Which of the following in NOT a reason why we conform tosocial norms? A) Cultural pressure B) Interpersonal Influence C) Fear of deviance D) Deescalating commitment (Social Influences) |
D) Deescalating commitment |
|
|
Gift giving is regulated by: A) Authority B) Scarcity C) Reciprocity D) Affection (Social Influences) |
C) Reciprocity |
|
|
Reference Group Influence depends upon: 1) group characteristics 2) demographics and personality traits of the individual 3) Situational factors 4) Product characteristics A) 1 + 2 +3 B) 1 + 4 + 3 C) 1 + 2 + 3 + 4 D) 1 + 4 (Social Influences) |
C) 1 + 2 + 3 + 4 |
|
|
Which is the most credible source? A) Independent Consumer report B) WOM C) Press conference D) Sales person (Social Influences) |
B) WOM |
|
|
From a consumer's perspective, the role of a reference groupis to: 1) Provide a point of comparison 2) Influence an individual's evaluations, aspirations and behaviors 3) To help segment the market 4) All of the above A) 1 B) 1 + 2 C) 4 + 3 D) 3 + 1 (Social Influences) |
B) 1+2 |
|
|
Which of the following is NOT a characteristic of a referencegroup? A) Degree of formality B) Density of contact C) Degree of transparency D) Degree of identification (Social Influences) |
C) Degree of transparency |
|
|
The following is not a type of reference group. A) Associate Reference Group B) Disassociative Reference Group C) Aspiration Reference Group D) Disaspriational Reference Group (Social Influence) |
D) Disaspriational Reference Group |
|
|
Which statements are TRUE? 1) The cool kids in class exert referent and reward powerover classmates 2) A member of the CBM facbook group who posted a link toa good paper exerted information power but not expertpower 3) The student union at Reading University exert legitimatepower over students 4) Early product adopters are opinion leaders whofrequently have information power A) 1+2 B) 3 + 4 C) 4+ 2 + 1 D) 1 + 3 + 2 + 4 (Social Influences) |
D) 1 + 2 + 3 + 4 |
|
|
Which DOES NOT influence how reference groups influence consumer choice? A) Hedonic Influence B) Utilitarian influence C) Information influence D)Value expressive influence (Social Influences) |
A) Hedonic Influence |
|
|
Which statement is FALSE? A) Wearing a suit at the office is an exampleof utilitarian influence B) Wearing your Nike jacket because you likethe brand personality is an example of valueexpressive influence C) The salesperson selling the Samsung TV exerted infomational influence when he told the consumer about its HD capabilities D) Reference groups influence us in four ways; utilitarian influence, value expressive influence,informational influence and hedonic influence (Social Influences) |
D) Reference groups influence us in four ways; utilarian influence, value expressive influence, informational influence and hedonic influence |
|
|
Which of the following is NOT a means by which a referencegroup can exert an influence over consumer purchase decisions: A) Internalisation B) Compliance C) Identification D) Iteration (Social Influences) |
D) Iteration |
|
|
The ad (wet ladies) appeals to the following? A) Superego B) Ego C) ID D) Self Concept (The role of personality (self) in consumers) |
C) ID |
|
|
According to Freud, many consumer behaviors occur dueto... A) Heuristic decision making B) Unconscious Motives C) Compensatory Models D) Trait Preferences (The role of personality (self) in consumers) |
B) Unconscious Motives |
|
|
THERA BREATH AD This product appeals to: 1) The alter ego 2) The super ego 3) The id 4) High self monitors A) 1 + 4 B) 2 + 4 C) 2 D) 3 + 4 (The role of personality (self) in consumers) |
B) The super ego and the High self monitors |
|
|
You buy a suit because it makes you look powerful. This is anexample of:
A) Hedonic consumption B) Symbolic consumption C) Power Purchasing D) Ego buying (The role of personality (self) in consumers) |
B) Symbolic consumption |
|
|
Which of the following is NOT a criticism of trait theory? A) Generalised traits measures are not predictiveof consumer behaviour B) Some trait measures are not sufficently validand reliable C) To difficult to analyse D) Trait measures are (The role of personality (self) in consumers) |
C) To difficult to analyse |
|
|
Which of the following is not a dimension of self concept? A) Content B) Direction C) Face validity D) Accuracy (The role of personality (self) in consumers) |
C) Face validity |
|
|
Advertisers of cosmetics appeal to: A) The actual self B) The ideal self C) The super ego D) The Id (The role of personality (self) in consumers) |
B) The ideal self |
|
|
Social identity theory answers the the question below withwhat answer? Who am I now? A) The sum of the ties to my social friendsand family B) The sum of my material possessions C) The sum of my beliefs about social identity D) The sum of my knowledge on brands (The role of personality (self) in consumers) |
B) The sum of my material possessions |
|
|
Preferring to buy products from your own culture is know as: A) Ethno purchase preference B) Ethno bias C) Enthnocenticity D) Ethno deviance (The role of personality (self) in consumers) |
C) Enthnocenticity |
|
|
Which is not one of the big 5 personality traits? A) Openness to experience B) Conscientiousness C) Extroversion D) Materialism (The role of personality (self) in consumers) |
D) Materialism |
|
|
Provide the 3 types of Decision Making Behaviors and give a brief definition to them. |
Cognitive: deliberate, rational, sequential
Habitual: behavioral, unconscious, automatic Effective: emotional, instantaneous |
|
|
What are the 5 steps in the decision making process? |
1. Problem Recognition 2. Information Search 3. Evaluation of Alternatives 4. Product Choice 5. Result |
|
|
What % of consumers now start their online process by typing queries into a search engine? |
60% |
