exam 3

Question 1

the beliefs and attitudes we hold about ourselves

Answer 1

self-concept

Question 2

represents the numerous positions that people occupy in society such as student, friend, son, or daughter

ex: (friends should be loyal)

Answer 2

role identities

Question 3

involve modes of interpersonal behavior the distinguish people from one another, such as sense of humor or friendliness. can also be thought of as traits

Answer 3

personal qualities

Question 4

considering the adequacy of their performances in various role identities
ex; “am i a smart shopper” “am I a good girlfriend”

Answer 4

self-evaluations

Question 5

the overall evaluative component of a persons self-concept. or ones general attitude towards themself

Answer 5

self-esteem

Question 6

embodies others perceptions of a consumer

Answer 6

actual public concept

Question 7

represents how consumers would like others to see them

Answer 7

ideal public concept

Question 8

represents how consumers see themselves

Answer 8

actual self concept

Question 9

describes how consumers in fact perceive themselves

Answer 9

ideal self concept

Question 10

cognitive structures that help us make a sense of who we are

Answer 10

self-schemas

Question 11

the direct link between a consumer’s self concepts and her possessions. (“our belongings are a representation of ourselves”) Our bodies, Personal space, pets, children, home and property

Answer 11

extended self

Question 12

shown to derive much of their emotional status by helping to resolve internal conflicts during times of psychological conflict (ex: a stuffed animal brings comfort to a child in time of internal conflict)

Answer 12

loved objects

Question 13

the extent to which consumers use situational cues to guide their social behaviors( people who adjust their behavior to meet them expectations are know as high self monitors)

Answer 13

self-monitoring

Question 14

accessable at any given moment, consumers are able to access and use different ones when they are needed like tools in a tool box

Answer 14

self-conceptions

Question 15

practice to increase control over valued outcomes such as, praise, approval, sympathy and special treatment. (to make people like you, intimidation, and respect)

Answer 15

impression management

Question 16

controlling your physical appearance (ex: clothes, grooming, verbal habits)

Answer 16

appearance management

Question 17

strategic set of behaviors used to increase the probability of getting benefits or favors (ex: getting someone to like you)

Answer 17

ingratiation

Question 18

promoting your good qualities (ex: job interview)

Answer 18

self-presentation

Question 19

entails expressing insincere agreement on important issues

Answer 19

opinion conformity

Question 20

excessive compliments or praised designed to make someone feel good about their self

Answer 20

flattery

Question 21

excuses or justifications

Answer 21

accounts

Question 22

a set of unique psychological characteristics that influences how a persons responds to his or her environment, including cognitive, affective, and behavioral tendencies.

Answer 22

personality

Question 23

represent the way a consumer responds across similar situations

Answer 23

personality traits

Question 24

1. surgency (outgoingness)
2. agreeableness
3. conscientiousness
4. emotional stability
5. intellect

Answer 24

five factor model- 5 basic traits that derive from genetics

Question 25

personality traits that describe an individuals mental responses to objects

Answer 25

cognitive personality variables

Question 26

the extent in which an individual possesses internal or external reinforcement beliefs internal; masters of their own attitudes, beliefs external: believe their outcomes are controlled by fate or luck

Answer 26

locus of control

Question 27

measures an individuals natural tendency to engage and enjoy cognitive activities (HIGH, involved more in effortful activities)

Answer 27

need for cognition (NFC)

Question 28

represents an individuals tendency to crave and enjoy humor

Answer 28

need for humor (NFH)

Question 29

the formation and use of everyday knowledge suggests that individuals differ in the degree to which they mack the improvement trade-off between speed and accuracy

Answer 29

theory of epistemology

Question 30

describes the consumers need for definite knowledge of any kind to reduce confusion or ambiguity

Answer 30

Need for cognitive closure (NFCC)

Question 31

when someone says "yes" to a specific request

Answer 31

verbal compliance

Question 32

a situation where someone actually carries out a request

Answer 32

behavioral compliance

Question 33

the corner stone for all influence techniques, asserts that people think mindlessly or act automatically without thinking of the consequences

Answer 33

automaticity principle

Question 34

people tend to process smaller request mindlessly (ex: hearing the word"because" and being able to evaluate the reasons for the request)

Answer 34

because heuristic

Question 35

involves making a small request followed by a bigger one (ex: telemarketers start out with a simple request like a survey question and then follow with the bigger request)

Answer 35

foot-in-the-door technique

Question 36

complying with a small request results in people labeling themselves as helpful or good citizen for doing the small request. feel the need to maintain the label

Answer 36

self-perception theory

Question 37

get someone one to make an initial agreement and then changing the offer

Answer 37

low ball technique

Question 38

suggest that the purpose of obtaining initial commitment is to impart resistance to change

Answer 38

commitment theory

Question 39

when someone does you a favor and you fell the need to return the favor to be kind

Answer 39

reciprocity theory

Question 40

known as the lure procedure , this approach lures customers by advertising a low priced service or product and when the customers goes to the store to see that the product is no longer available they are persuaded to purchase a substitue

Answer 40

bait and switch

Question 41

a large request followed by a smaller one (opposite of foot in the door)

Answer 41

door in the face technique

Question 42

starts high and goes down in a spiral fashion

Answer 42

"thats not all" technique

Question 43

the first request is refused and another one is offered and then accepted

Answer 43

multiple deescalting requests technique

Question 44

"a penny, dollar, or one minute of your time"

Answer 44

even-a-penny technique

Question 45

"limited addition" "sale ends soon" people often want what they can't have

Answer 45

scarcity principle

Question 46

"proof in numbers principle" an idea increases as the number of people supporting it increases

Answer 46

social validation principle

Question 47

presenting a list of supporters of donors to a prospect

Answer 47

list-technique

Question 48

people are more likely to do something when they fell that they are the only ones able to help

Answer 48

diffusion of responsibility

Question 49

involve perceptions of which behaviors are common or popular

Answer 49

descriptive norms

Question 50

involve perceptions of which behaviors are accepted or rejected by society

Answer 50

injunctive norms

Question 51

we tend to comply to a request of those whom we like

Answer 51

liking principle

Question 52

purposfully bringing oneself into the good graces of another person ( forceful liking)

Answer 52

ingratiation

Question 53

occurs when a positive affect (feeling) is created by an unconditioned stimulus becomes associated with a conditioned stimulus

Answer 53

affect transfer

Question 54

tendency to keep "mum" about unpleasant things (no one wants to give unfavorable news)

Answer 54

MUM effect

Question 55

authority figures use clothes, titles, or expensive possessions to convey that status and influence others

Answer 55

authority principle

Question 56

compromise a collective set of beliefs about what is important ,useful and desirable.

Answer 56

cultural values

Question 57

smaller groups of a larger culture thatshare the same cultural values with society overall and yet demonstrate unique cultural values and behaviors with in individual subgroups

Answer 57

subcultures

Question 58

Help organize a society by dividing the world into specific and distinct segments of time, space, and people

Answer 58

Cultural categories

Question 59

The ideas that help guide and construct cultural categories (ex: women’s clothing demonstrates being feminine)

Answer 59

Cultural principles

Question 60

Individuals who, by virtue of birth, beauty, talent, or accomplishment are held in the highest team and provide cultural meaning to those of lesser standing

Answer 60

Opinion leaders

Question 61

Symbolic actions that occur and I fixed sequence in a repeated over time

Answer 61

Rituals

Question 62

Involve one person or a group or people purchasing and presenting consumer products to another

Answer 62

Exchange ritual

Question 63

Occur when consumers discuss compare reflect and display their belongings

Answer 63

Possession rituals

Question 64

Allow consumers to extract cultural meaning from perishable possessions through repeated use product such as shampoo, cosmetics, and clothes facility daily grooming rituals (ex: going out)

Answer 64

Grooming ritual

Question 65

For previously owned items such as cars are homes consumers engage in elaborate cleaning and redecorating rituals to help erase meanings associated with the previous owner

Answer 65

Divestment ritual

Question 66

Occurs when people in one culture adapt to the meetings of another culture

Answer 66

Acculturation

Question 67

A set of products and services from emerging economies such as Ethnic food, music, movies, entertainment and media Serve as means of expression and represent symbols of particular culture

Answer 67

Cultural brands

Question 68

Problems related to the spirit of the language some words simply have no for an equivalent because the meaning may not be relevant to a foreign culture

Answer 68

Cultural translation

Question 69

Short catchy tunes with or without words that represent a brand organization

Answer 69

Brand jingles

Question 70

Certain properties of music may be analogous to bio chemical agents, such as histamines, which causes edge on the skin

Answer 70

Theory of cognitive Itch

Question 71

Take a variety forms, including colors, shapes, words, and other images

Answer 71

Brand logo

Question 72

Restroom in the United States provide gender please cars indicating separate facilities for men and women to use and contrast the same restrooms can be shared by both sexes and Fretz

Answer 72

Enacted forms

Question 73

Learned only through interacting with other members of a culture

Answer 73

Crescive norms

Question 74

Behaviors that have been passed down from one generation to the next

Answer 74

Customs (ex: celebrations, traditions, drinking coffee at breakfast)

Question 75

A custom with strong moral implications

Answer 75

Morè

Question 76

Norms that deal less with right or wrong or tradition, but rather with more is correct

Answer 76

Conventions

Question 77

Describes norms onto dimensions the behavioral dimension specifies the amount of behavior regulated by the norm and the evaluation dimension shows the cultural response to that behavior

Answer 77

Return potential model

Question 78

A consumers awareness and perceptions about him or herself

Answer 78

Self-concept

Question 79

The basic characteristics of a good or service can be tangible such as processing speed or memory can Pacitti of a computer the miles per gallon of an automobile

Answer 79

Attributes

Question 80

Represent preferred mode of behavior

Answer 80

Instrumental Values

Question 81

Represent psychological states of being or desirable end points (a good life, true friend ship, beauty, self respect,)

Answer 81

Terminal values