Consumer Behavior Concepts
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Questions and Answers

What does the self-perception theory primarily explain regarding attitudes?

  • Observing others’ behaviors for clues.
  • Accepting information within the non-commitment zone.
  • Identifying inconsistencies between beliefs and actions.
  • Rationalizing attitudes based on past actions. (correct)

In social judgment theory, what does the zone of rejection refer to?

  • Attitudes that align closely with personal values.
  • Neutral attitudes requiring further persuasion.
  • Information that is incompatible with current beliefs. (correct)
  • Indifference to new or conflicting data.

Which of the following does NOT need to be consistent in the balance theory triad?

  • Person’s perception of self.
  • Perception of another person.
  • Perception of an unrelated third-party product. (correct)
  • Perception of an attitude object.

What is a defining characteristic of risk in organizational buying decisions?

<p>High stakes for business operations. (A)</p> Signup and view all the answers

In Hofstede's power distance dimension, what does it measure?

<p>Tolerance of unequal power distribution. (C)</p> Signup and view all the answers

What does deindividuation refer to in group dynamics?

<p>Lost sense of identity within a group (B)</p> Signup and view all the answers

What is included in the consideration set when evaluating alternatives for a purchase?

<p>Brands we decide on taking into consideration while making the purchase decision (B)</p> Signup and view all the answers

How do children primarily influence the consumer market?

<p>By guiding their parents' purchasing decisions (D)</p> Signup and view all the answers

What is a common consequence of social loafing in group tasks?

<p>Less effort put into achieving group goals (C)</p> Signup and view all the answers

What role do opinion leaders play in consumer behavior?

<p>They provide expert opinions that shape product preferences (D)</p> Signup and view all the answers

What effect does time pressure have on consumer decision-making?

<p>Leads to impulsive buying behaviors (B)</p> Signup and view all the answers

How is subliminal perception defined in consumer context?

<p>Stimuli below the level of consumer’s awareness (A)</p> Signup and view all the answers

What does the weighted additive model involve in evaluating alternatives?

<p>Multiplying scores of attributes and summing them up (C)</p> Signup and view all the answers

What defines a primary group?

<p>Informal, close relationships such as family and friends. (D)</p> Signup and view all the answers

Which option is an example of utilitarian influence?

<p>Buying a product based on professional advice. (A)</p> Signup and view all the answers

What type of family decision is made independently by a single family member?

<p>One made independently by a single family member. (B)</p> Signup and view all the answers

Vertical social mobility involves a change in what?

<p>Socioeconomic class, upward or downward. (D)</p> Signup and view all the answers

Which variable is NOT included in the Hollingshead Index of Social Position?

<p>Housing type. (C)</p> Signup and view all the answers

What approach may help consumers resolve avoidance-avoidance conflict?

<p>Emphasizing unexpected benefits of one option. (C)</p> Signup and view all the answers

Which scenario illustrates perceptual vigilance?

<p>Paying attention to low-fat product labels while shopping. (A)</p> Signup and view all the answers

What type of need is described as hedonic?

<p>Entertainment or fun-driven (C)</p> Signup and view all the answers

Which factor is NOT a stimulus selection factor?

<p>Individual motivation. (D)</p> Signup and view all the answers

In the perceptual process, absolute threshold refers to:

<p>The minimum level of stimulation detectable. (D)</p> Signup and view all the answers

The 3-times rule in classical conditioning emphasizes which outcome?

<p>Conditioning a response through immediate repetition. (B)</p> Signup and view all the answers

In classical conditioning, stimulus generalization can lead to:

<p>Responding to stimuli similar to the conditioned stimulus. (A)</p> Signup and view all the answers

In instrumental conditioning, punishment leads to what effect on behavior?

<p>Decreased likelihood of behavior repetition. (A)</p> Signup and view all the answers

Observational learning requires:

<p>Attention to others' behavior and imitation. (D)</p> Signup and view all the answers

Retroactive interference occurs when:

<p>New information disrupts recall of old information. (C)</p> Signup and view all the answers

A consumer believes a product's performance meets their expectations. This describes:

<p>Cognitive consistency (C)</p> Signup and view all the answers

Which psychological principle makes scarcity appealing to consumers?

<p>Scarcity (B)</p> Signup and view all the answers

The Fishbein model calculates overall attitudes by:

<p>Multiplying attributes by probability linkages and summing them. (C)</p> Signup and view all the answers

Deliberate information search occurs when:

<p>A consumer specifically looks for information to solve a problem. (B)</p> Signup and view all the answers

Cybermediaries like Trivago help consumers by:

<p>Compiling information for easier comparison. (A)</p> Signup and view all the answers

Which of the following is NOT a characteristic of consumer behavior?

<p>It is a simple and linear process. (A)</p> Signup and view all the answers

In consumer behavior, the role of the 'influencer' is to:

<p>Affect others' decisions through suggestions. (D)</p> Signup and view all the answers

Problem recognition occurs when:

<p>A stimulus highlights a gap between the actual and ideal state. (A)</p> Signup and view all the answers

Prepurchase information search is characterized by:

<p>High involvement in finding a specific product. (B)</p> Signup and view all the answers

A dissociative group is one that:

<p>The consumer avoids being associated with. (B)</p> Signup and view all the answers

Which type of influence causes individuals to change their behavior to conform to societal expectations?

<p>Normative. (A)</p> Signup and view all the answers

The sandwich generation refers to adults:

<p>Caught between caring for aging parents and their children. (B)</p> Signup and view all the answers

Social stratification involves:

<p>The dynamic distribution of power and prestige. (A)</p> Signup and view all the answers

High-income levels always correlate with high social class.

<p>False. (B)</p> Signup and view all the answers

Which of the following describes an approach-avoidance conflict?

<p>Wanting a goal but simultaneously wishing to avoid it. (A)</p> Signup and view all the answers

Flashcards

Deindividuation

A state of reduced self-awareness and personal responsibility in a group setting where individuals feel less accountable for their actions.

Consideration Set

A set of brands that a consumer actively considers when making a purchase decision.

Primary Market for Children

The influence that children have on their parents' purchasing decisions.

Social Loafing

The phenomenon where individuals exert less effort when working in a group compared to when working alone.

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Opinion Leaders

Individuals who are knowledgeable and influential in a particular product category and whose opinions others trust.

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Time Pressure on Consumer Behavior

The impact of time pressure on consumer behavior

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Superego

The moral conscience in Freud's theory of personality, representing internalized societal values and rules.

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Subliminal Perception

Stimuli that are presented below the threshold of conscious awareness, potentially influencing behavior without being consciously perceived.

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Consumer Behavior

A process where consumers make decisions about which products or services to buy based on their individual needs, wants, and motivations.

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Influencer Role

The role of the influencer in consumer behavior is to affect others' decisions through suggestions, recommendations, or opinions.

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Problem Recognition

Problem recognition occurs when a consumer identifies a gap between their current state and their desired state.

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Prepurchase Information Search

Prepurchase information search is the process of gathering information about a product or service before making a purchase.

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Disassociative Group

A dissociative group is a group that a consumer actively avoids associating with or being perceived as belonging to.

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Normative Social Influence

Normative social influence is a type of influence that causes individuals to change their behavior to conform to societal expectations or social norms.

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Sandwich Generation

The Sandwich Generation refers to adults who are responsible for caring for both their aging parents and their own children.

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Social Stratification

Social stratification is the hierarchical arrangement of individuals, groups, or institutions in society.

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Approach-Avoidance Conflict

This conflict occurs when an individual desires a goal but also simultaneously wishes to avoid it because of potential negative consequences or associated fears.

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Brand Loyalty

Brand loyalty is the tendency of consumers to repeatedly purchase products or services from a specific brand over time and across various situations.

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Absolute Threshold

The minimum amount of stimulation needed for a person to detect a stimulus 50% of the time.

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Difference Threshold

The ability to distinguish between two similar stimuli.

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Classical Conditioning

A learning process where a previously neutral stimulus becomes associated with a conditioned response due to repeated pairings with an unconditioned stimulus.

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Stimulus Generalization

When a conditioned response occurs to stimuli that are similar to the conditioned stimulus.

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Observational Learning

Learning by observing and imitating the behavior of others.

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Retroactive Interference

When new information disrupts the recall of previously learned information.

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Cognitive Dissonance

A mental state of discomfort caused by conflicting thoughts, beliefs, or behaviors.

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Scarcity Effect

The psychological principle that suggests scarcity increases the desirability of a product.

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Fishbein Model

A model that calculates overall attitudes towards a product by assessing the importance of each attribute and the perceived likelihood that the product possesses that attribute.

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Deliberate Information Search

The process of actively seeking information to solve a problem or make a decision.

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Self-Perception Theory

The tendency for people to infer their attitudes from their own behavior. When actions and beliefs don't match, we may adjust our beliefs to match our actions.

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Zone of Rejection

The zone in social judgment theory that represents attitudes that are unacceptable and would be strongly disagreed with.

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Organizational Buying Behavior

The process by which organizations make purchase decisions. It often involves several stakeholders and a formal evaluation process.

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Survivors (VALS)

A consumer group in VALS analysis characterized by being primarily concerned with practical needs and basic necessities, often experiencing financial constraints.

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Power Distance (Hofstede)

A dimension of culture that reflects the degree to which a society accepts unequal distribution of power. Societies with high power distance have a hierarchical structure with clear authority.

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Primary Group

A group based on close, personal relationships, like family and friends.

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Utilitarian Influence

Influence based on practical benefits or problem-solving, like choosing a product due to professional advice.

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Autonomous Decision

A decision made independently by one family member.

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Vertical Social Mobility

Moving up or down in social class, like changing from working class to the middle class.

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Hollingshead Index of Social Position

The Hollingshead Index measures socioeconomic status based on occupation, education, and income level.

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Avoidance-Avoidance Conflict Resolution

A marketing strategy that highlights the positive aspects of both options to help consumers choose.

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Perceptual Vigilance

Paying attention to information that's relevant to your current needs, like focusing on low-fat labels while dieting.

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Stimulus Selection Factors

Factors that affect how quickly someone notices a stimulus, like size, color, or novelty.

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3-Times Rule in Classical Conditioning

The idea that repeated exposure to a stimulus strengthens learning by creating a conditioned response, such as pairing a brand with a positive feeling.

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Stimulus Discrimination in Learning

Learning to distinguish between similar stimuli, enabling preferences for specific brands over competitors.

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Study Notes

Deindividuation

  • Lost sense of identity within a group
  • A sense of identity within a group is not deindividuation

Consideration Set

  • Brands a consumer considers when evaluating the alternatives before purchase.
  • Brands a consumer is aware of but doesn't recall are not part of the consideration set

Children's Market

  • Children influence their parents' purchasing decisions
  • Children spend their own money

Social Loafing

  • Less effort put into group achievement of a goal

Opinion Leaders in Consumer Behavior

  • Experts who influence others' product choices

Time Pressure and Consumer Behavior

  • Time pressure leads to more impulsive buying
  • More time leads to more research

The Superego in Personality Theories

  • Represents moral conscience

Subliminal Perception

  • Stimuli below the level of consumer awareness

Weighted Additive Model

  • Model in evaluating alternatives: select the best overall outcome

Psychographics in Consumer Behavior

  • Focuses on consumer lifestyles and values

Consumer Behavior Activities

  • Selecting, purchasing, using, and disposing of products
  • To satisfy needs and desires

Consumer Behavior Characteristics

  • Complex and multidimensional
  • Motivated by internal and external factors

Consumer Behavior Influencer

  • Affect others' purchase decisions through suggestions

Problem Recognition

  • Gap between the actual and ideal state, triggering a need
  • Continuous learning about a product category
  • Low involvement, minimal effort

High vs. Low Involvement Consumers

  • High involvement consumers search more for information
  • Low-involvement consumers are not information-driven

Dissociative Groups

  • Groups a consumer avoids associating with

Social Stratification

  • Dynamic distribution of power and prestige
  • Horizontal mobility is part of social stratification

Methods of Measuring Social Status

  • Reputational, subjective, quantitative, not objective

Approach-Avoidance Conflict

  • Desire for a goal but also wishing to avoid it

Hedonic Needs

  • Entertainment or fun-driven
  • Not survival-driven

Absolute Threshold

  • Minimum level of detectable stimulation

Classical Conditioning: Stimulus Generalization

  • Responding to stimuli similar to the conditioned stimulus

Observational Learning

  • Requires attention to others, imitation, rewards/punishments for reinforcement

Retroactive Interference

  • New information disrupts recall of old information

Retroactive Interference

Consumer Expectations vs. Performance

  • Belief that product performance matches expectations
  • Not belief that product performance exceeds expectations

Scarcity Effect

  • Scarcity is appealing to consumers

Fishbein Model

  • Calculates overall attitudes by multiplying attributes with probability linkages and then summing them
  • Intentional search for information to resolve a problem
  • Not unintentional but relevant data-driven search

Cybermediaries

  • Help consumers by eliminating the need to search

Decision-Making Strategies

  • Lexicographic, elimination by aspects, simple additive, weighted additive

Decision-Making in Families

  • Joint decisions
  • Autonomous decisions

Vertical Social Mobility

  • Change in socioeconomic class, either up or down

Hollingshead Index of Social Position

  • Not: gender, includes occupation, education, and income

Avoidance-Avoidance Conflict

  • Choosing between two undesirable outcomes

Perceptual Vigilance

  • Paying attention to a stimulus

Factors Affecting Stimulus Selection

  • Size, color, individual motivation, not novelty

Classical Conditioning

  • Focuses on increasing awareness, information, and stressing benefits, not reducing product selection effort

Stimulus Discrimination

  • Distinguishing between similar stimuli, instead of generalizing

Instrumental Conditioning

  • Punishments decrease, rewards increase likelihood of repetition, not neutral effects

Self-Perception Theory

  • Explains attitudes as inconsistent behavior rationalizes the beliefs

Social Judgment Theory: Zone of Rejection

  • Incompatibility with current beliefs; neutral and indifferent not closely align

Organizational Buying

  • Group decisions

Risk in Organizational Buying

  • Emotional impulse purchasing, not always unstructured decision making

Consumer Behavior

  • Fewer people, risky and planned, large money volume, not low volume, and long-term relationships.

VALS Analysis: Survivor

  • Basic needs driven

Consumer Traits: Seeking Unique Experiences

  • High self-expressiveness

Lifestyles: Belongers

  • Conventional and family-oriented, not competitive.

Hofstede's Power Distance Dimension

  • Tolerance of unequal power distribution

High Context Cultures

  • Nonverbal cues and context are important factors, not clear and detailed messages

Subculture Definition

  • Place of residence, religious beliefs, and ethnic background, not income.

Illusion of Truth

  • Repeated false statements are believed

Product Needs

  • Satisfies both utilitarian and hedonic needs

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Consumer Behavior Quiz PDF

Description

Test your knowledge on various consumer behavior concepts such as deindividuation, social loafing, and the role of opinion leaders. This quiz explores how factors like time pressure and psychographics affect consumer decisions. Perfect for students of psychology and marketing.

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