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Consumer Behavior > Test 1 > Flashcards

Test 1 Flashcards

1
Q

Who studies consumer behavior?

A

Marketers, social organizations, public policy makers, consumers, academics

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2
Q

Advertising, sales promos, publicity, special events, email, websites, cell phone social media wrt social influence

A

Lower in credibility, higher in reach

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3
Q

News, critiques, external endorsements, program content, cultural heroes, clubs, social media

A

High in reach and credibility

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4
Q

Salespeople, service reps, customer service agents

A

Low in credibility and reach

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5
Q

Family, friends, acquaintances, coworkers

A

High in credibility and low in reach

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6
Q

Someone who acts as info broker between mass media and opinions and behaviors of individual group

A

Opinion leader

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7
Q

MAP TRIP

A

Motivated, activities, process, timing and complexity, rolls, influenced by external factors, people (diff for different people)

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8
Q

A group that we admire and desire to be like

A

Aspirational reference group

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9
Q

Group of people we compare ourselves with for information regarding behavior and attitudes or value

A

Reference group

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10
Q

The group to which we currently belong, family, friends

A

Associative reference group

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11
Q

The group we do not want to emulate

A

Dissociative reference group

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12
Q

Characteristics of reference groups

A

Degree of contact, formality, Homophily, group attractiveness, density, degree of identification

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13
Q

Process by which we learn to become consumers income to know the value of money

A

Consumer socialization

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14
Q

To meet other people’s expectations to conform to others behaviors

A

Normative influence

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15
Q

Make a small request and then a larger one

A

Foot in the door technique

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16
Q

First make large request then a small one

A

Door in the face technique

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17
Q

Extent to which sources of influence consumers by simply providing information, word of mouth, packaging

A

Informational influence

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18
Q

Smallest percentage of US population

A

Ages 18 to 24

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19
Q

Largest percentage of US population

A

ages 45 to 64

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20
Q

goal that stresses self assertiveness, self-efficacy, strength and no emotion, masculine

A

agentic goal

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21
Q

Goal stresses affiliation and fostering her movies relationships with others submissiveness emotionality and home orientation, femenine

A

Communal goal

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22
Q

Woman acquisition and consumption behavior

A

Deliberate and thorough research

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23
Q

Male acquisition and consumption behavior

A

Driven by themes simple heuristics

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24
Q

True or false it is more important to cater to males masculinity than females femininity

A

True

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25
Q

Grouping consumers according to common characteristics using statistical techniques, consumers in the same neighborhood’s tend to buy similar cars homes appliances

A

Clustering

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26
Q

Learning how to adopt to a new culture via social interaction, modeling behavior, reinforcement for certain behaviors

A

Acculturation

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27
Q

Strategies used to appeal to variety of cultures at the same time

A

Multicultural marketing

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28
Q

The more everyone puts forth and trying to communicate with the group the more positive the reaction

A

Accommodation Theory

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29
Q

Changing trends in US households structures

A

Delayed marriage, cohabitation, dual-career families, divorce, smaller families, same-sex couples

30
Q

Roles that relate to tasks affecting the buying decision

A

Instrumental rolls

31
Q

Roles that involve indication of the family norms

A

Expressive roles

32
Q

Household member who collects and controls information important to the decision

A

Gatekeeper

33
Q

Household members who try to express their opinions and influence the decision

A

Influencer

34
Q

Person or persons who actually determine which product or service will be chosen

A

Decider

35
Q

Household member who physically acquires the product or service

A

Buyer

36
Q

Household members who consume the product

A

User

37
Q

Decision equally likely to be made by husband and wife but not both

A

Autonomic decision

38
Q

Decision made jointly by husband and wife

A

Syncratic decision

39
Q

Trends that star in the upper classes and then are copied by lower classes

A

Trickle-down effect

40
Q

A hierarchal division of a society into relatively distinct and homogeneous groups with respect to attitudes values and lifestyles

A

Social class system

41
Q

Once position relative to others on one or more dimensions valued by society

A

Societal rank

42
Q

Degree or prestige attached to his position in society, Brands used as cue for positioning

A

Social status

43
Q

How to achieve upward mobility

A

Education

44
Q

What causes downward mobility

A

Job loss

45
Q

Fear that kids will be in as high of a social class

A

Status panic

46
Q

Disappearance of class distinctions and causes

A

Social class fragmentation…blurred class divisions, mass media exposing to other classes, advances in technology

47
Q

Acquisition and display of us is to show off one status

A

Conspicuous consumption

48
Q

Product or service that tells others about someone’s social class standing

A

Status symbol

49
Q

Status symbols that start in the lower social class and move upward

A

Parody display, trucker hat

50
Q

Symbol that becomes widely adopted that it loses its status

A

Fraudulent symbol, subtler coach logo

51
Q

Consumer behavior of buying products or services to upset frustration or difficulties in life, restoring self-esteem

A

Compensatory consumption

52
Q

True or false: positive emotions when buying an experienced last longer than the good feelings they have from acquiring and owning a material possession

A

True

53
Q

Description of consumers on the basis of their psychological and behavioral characteristics

A

Psychographics

54
Q

How do marketers use psychographics?

A

To gain more detailed understanding of consumer behavior then they can from demographic variables

55
Q

Components of personality

A

Psycho analytic approaches, trait theories, phenomenological approaches, social psychological approaches, behavioral approaches

56
Q

Seek for thrill

A

Optimal stimulation level

57
Q

Resistance to change and new ideas

A

Dogmatism

58
Q

Desire for novelty to purchase use and disposition of products and services

A

Need for uniqueness

59
Q

Trait that describes how much people think

A

Need for cognition

60
Q

Degree to which individuals look to others for cues on how to behave

A

Self-monitoring behavior

61
Q

Abstract in during beliefs about what is right important or good or bad

A

Values

62
Q

Total set of values and their relative importance

A

Value system

63
Q

Do something inconsistent with one value but consistent with another equally important value

A

Value conflict

64
Q

A person’s most enduring strongly held values the holding many situations, global values

A

Maturity, security, prosocial, restrictive conformity, enjoyment, achievement, self-direction

65
Q

Highly desired end states such as social recognition and pleasure

A

Terminal values

66
Q

The values needed to achieve the desired and states such as ambition and cheerfulness

A

Instrumental values

67
Q

Western culture values

A

Materialism, home, work and play, individual, family and children, health, hedonism, authenticity, the environment, technology

68
Q

Values that differ in different cultures

A

Individualism versus collectivism, uncertainty avoidance, masculinity versus femininity, power distance

69
Q

Patterns of people’s behavior

A

Lifestyle

70
Q

Three components of lifestyles

A

Activities interests and opinions

71
Q

Val’s analyzes the behavior of US consumers to create segments based on what two factors

A

Resources and primary motivation

72
Q

The totality of consumers decisions with respect to acquisition, consumption, and disposition of goods, services, ideas

A

Consumer behavior

Consumer Behavior (5 decks)

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