Consumer behavior 1-13

Which of the following is not a decision-making unit in the consumption process?

contributor

What is the first stage in Maslow's hierarchy of needs theory?

Physiological needs

Which of the following is not a driver of motivation?

situational relevance

Which of the following is not a domain of consumer behavior?

The consumer demographics

An offering by a form or entity can be

Activity or idea
Service
A product
Experience

How many stages are there in the consumption process?

3

How do companies apply consumer behavior concepts when making marketing decisions?

Promotion and marketing communications decisions
Pricing decisions and making distribution decisions
Developing products and positioning
Developing and implementing customer-oriented strategy

Which company was used as an example to explain the application of consumer behavior?

Amazon

Which of the following is a not a reason why motivated and able consumers cannot do what they set out to do?

Lack of interest

What is the benefit of studying consumer behavior for companies?

To develop marketing strategies and tactics.

How many types of involvement is possible?

4

The extent to which consumers have the required resources to make an outcome happen is called

Ability

An inner state of activation that provides energy needed to achieve a goal is

motivation

In consumption context, motivation leads to

involvement

The amount of mental activity a consumer devotes to a stimulus is called as

attention

The process of taking in (or encoding) a stimulus using vision, hearing, taste, smell, and touch is known as

Perception

What percentage of ads fail to reach the "attention threshold"?

85

What the consumer understands from the message, regardless of whether this understanding is accurate is known as

Subject comprehension

Consumers actively seek out certain stimuli and avoid or resist others is known as

Selective exposure

The process by which the consumer comes in physical contact with a stimulus?

Exposure

Which of the following is a not a characteristic of attention?

Attention depends on cognition

The process of systematically managing consumers' perception and experiences of marketing stimuli?

Sensory marketing

General knowledge about an entity, detached from specific episodes is

Semantic memory

A special type of schema that represents knowledge of the sequence of actions involved in performing an activity

Script

Long term memory can be

Explicit or implicit

Specific type of schema that captures what a brand stands for and how favorably it is viewed.

Brand image

The information that we have learned in the past and stored in memory

Prior knowledge

The increased sensitivity to certain concepts and associations due to prior experience based on implicit memory

Priming

Retrieval is not affected by

The firm characteristics

__ is the category member perceived to be the best example of the category, like Disney being the prototypical theme park

Prototype

Which among the following is not a cognitive foundation for low effort processing?

Perceived attractiveness

The attitude formation and change process when effort is low known as

Peripheral route processing

Dual mediation hypothesis is an emotional foundation for

Low effort processing

Perceived attractiveness and Match-up hypothesis are factors related to ___, that influence emotion-based attitudes in high effort processing.

The source

Classical and evaluative conditioning is an emotional foundation for

Low effort processing

Music, humor, sex, pleasant pictures are factors related to ___, that influence emotion-based attitudes in low effort processing.

The message

Which among the following is not a cognitive foundation for high effort processing?

Heuristics

The extent to which consumers are emotionally connected to a product or ad is called

Engagement

Match-up hypothesis can influence the emotion-based attitudes for

High effort processing

_ is an overall evaluation that expresses how much we like or dislike an object, issue, person, or action

Attitude

Internal information search leads to _?

Recall of brands, attributes, evaluations, experiences

__ is a search that occurs regularly, regardless of whether the consumer is making a choice.

Ongoing search

The perceived difference between an actual and an ideal state known as

Problem recognition

As a marketer, you should showcase or target the _____ state to consumer?

Ideal

Search biases is a component of

Internal information search

Tendency to recall information that reinforces or confirms our overall beliefs rather than contradicting them is called

Confirmation bias

The subset of top-of-mind brand evaluated when making a choice is called _____

Consideration set

Is External Search Always Accurate?

No

The process of recalling stored information from memory is

Internal information search

External information search involves the below mentioned steps, except

Judgement

Solutions that Seek to Insulate the Decision Process from the Emotion always works.

False

Which among the following is not a consumer characteristic that affects high effort decisions?

Information Format

Options that are unacceptable when making a decision is known as

Inept set

Decision delay occurs in various situations, except ____

If consumers are certain about the product availability

Losses loom larger than gains for consumers even when the two outcomes are of the same magnitude is given by _____ theory

prospect

Decision making process is only cognitively based.

False

Which is not a bias in high effort judgement process

Mental accounting

__ is evaluation of an object or estimate of likelihood of an outcome or event.

Judgement

An arrangement by which the two brands form a partnership to benefit from the power of both is called as

Co-branding

Which of the following is not a Low-Effort Feeling-Based Decision-Making tactic.

Brand extension

In low effort decision making process, as much as _ percent of all shopping decisions are made spontaneously and unconsciously while consumers are in the store.

50

A process of learning drive by the use of rewards to reinforce desired behavior and punishment to discourage objectionable behavior

Operant conditioning

Low-elaboration decision-making that is based on others' opinions is called ____

Normative choice tactics

Making a judgment by simply comparing a stimulus with the category prototype or exemplar.

Representativeness heuristic

The acceptable range of prices for any purchase decision is called

Zone of acceptance

In Low-Effort Thought-Based Decision-Making, Tactics based on benefits, features, or evaluations of the brand

Performance related tactics

A consumer who is more likely to be influenced by price

Deal-prone customer

An unexpected purchase based on a strong feeling is called

Impulse purchase

Companies are aiming to _____ customers by exceeding their expectations on performance.

delight

What are the two dominant consumption emotions?

Regret and pride

A lower-share brand that is perceived to be doing well despite the odds against it

Underdog

When expectations do not match the actual brand, product, or service performance because performance is either better or worse than expected is called

Disconfirmation

__ is a theory of how individuals find explanations for events.

Attribution theory

A market leader or brand with a large or the largest market share

Top dog

Which of the following is not a factor that influence consumers' learning from experience?

Attitude

Which of the following steps is not a part of the learning process from consumption?

Illustration of evidence

__ jointly influence consumer satisfaction and dissatisfaction.

Expectation and performance

What are the 3 types of reference groups?

Aspirational, Associative, and Dissociative

A technique designed to induce compliance by getting an individual to agree first to a small favor, then to a larger one, and then to an even larger one.

Foot in the door

A consumer on whom others rely for information about the marketplace in general is called

Market mavens

Marketing and nonmarketing sources does not differ in their credibility.

False

The process by which we learn to become consumers is called __.

Consumer socialization

The extent to which a close, intimate relationship connects people is called.

Tie strength

Which of the following is not a tool of influence?

Many to one

Which of the following is not a non-marketing source?

Personal selling

Among Gen z or zoomers, almost____ percent indicate social media is prime source of influence in purchase decisions.

40

Which of the following is not a regional influence dimension that affects consumer behavior.

Small vs large

Which cohort sees though "greenwashing" and demands authentic actions by brands for a better world?

Generation Alpha

The process of change in the values, beliefs, behaviors, and/or identities of cultural groups due to intercultural contact to adjust to their new or changing cultural context is called __.

Acculturation

When products, services, or brands consumed by upper classes are adopted by lower classes is called Trickle-up consumption.

False

How many major ethnic groups are present in USA?

3

Marketing strategies and tactics that appeal to a variety of cultural groups at the same time is called.

Multicultural marketing

The theory that specifies that, independent of age and period, birth cohorts or generations share similar defining life events, and therefore long lasting values and patterns of behavior is called _

Generational Cohort Theory

A statistical technique that can group consumers based on their common characteristics, such as demographics and consumption lifestyles is

Clustering

Generation Y or Millennials is also known as _

Digital pioneers

Which of the following is not a domain specific value that characterize the global consumer culture?

Materialism

Because societies and their institutions are constantly evolving, value systems are also changing.

True

Patterns of specific, concrete activities, interests, and opinions (AIOs) of consumers is called __.

Lifestyle

A person's most enduring, strongly held, and abstract values that hold in many situations is known as_____

Core values

Enduring beliefs about desirable, abstract outcomes is called

Values