Consumer Behavior Overview
48 Questions
0 Views

Choose a study mode

Play Quiz
Study Flashcards
Spaced Repetition
Chat to Lesson

Podcast

Play an AI-generated podcast conversation about this lesson

Questions and Answers

What does the self-concept primarily refer to?

  • The beliefs a person holds about their attributes (correct)
  • The financial status of an individual
  • The preferences a person has for products
  • The social connections a person maintains

What is the primary focus of the need for achievement in McClelland's theory?

  • Need to influence others' behavior
  • Desire for social acceptance
  • Drive to excel in relation to standards (correct)
  • Emphasis on safety and security

How can self-concept influence consumer behavior?

  • By guiding purchase decisions based on self-esteem (correct)
  • By dictating the financial decisions people make
  • By enhancing physical attractiveness through negative ads
  • By limiting the diversity of products consumers choose

Which behavior best exemplifies regression as a coping strategy?

<p>Throwing a tantrum when denied a request (C)</p> Signup and view all the answers

Which of the following is NOT a dimension of self-concept attributes?

<p>Complexity (D)</p> Signup and view all the answers

In Maslow's hierarchy of needs, which of the following is considered a higher-order need?

<p>Self-actualization (D)</p> Signup and view all the answers

What aspect of self-concept is related to acceptance by others?

<p>Self-esteem (A)</p> Signup and view all the answers

What type of arousal is characterized by feeling frustrated when goals are unattainable?

<p>Emotional arousal (A)</p> Signup and view all the answers

Which need is primarily related to establishing close interpersonal relationships according to McClelland's theory?

<p>Need for affiliation (A)</p> Signup and view all the answers

Which statement best describes the relationship between marketing communications and self-esteem?

<p>Marketing communications can enhance self-esteem. (D)</p> Signup and view all the answers

How does one commonly cope with withdrawal in stressful situations?

<p>By removing oneself from the situation (D)</p> Signup and view all the answers

What is meant by the term 'valence' in the context of self-concept?

<p>The positivity or negativity of self-esteem (B)</p> Signup and view all the answers

What characteristic distinguishes the need for power in McClelland's theory?

<p>Need to control and influence others (C)</p> Signup and view all the answers

What could lead to a consumer using a product to 'reward' themselves?

<p>A high level of self-esteem (B)</p> Signup and view all the answers

Which of the following needs in Maslow's hierarchy must be satisfied before moving to higher-order needs?

<p>Safety needs (A)</p> Signup and view all the answers

What is a characteristic of self-concept intensity?

<p>It relates to the degree of confidence in self-assessment (B)</p> Signup and view all the answers

Which condition does NOT indicate the presence of cognitive dissonance?

<p>Decision is reversible (C)</p> Signup and view all the answers

What is the primary concept of Self-Perception theory?

<p>Behavior is judged based on observed behavior (D)</p> Signup and view all the answers

According to Social Judgement Theory, what happens to ideas within a latitude of acceptance?

<p>They may be favorably received (B)</p> Signup and view all the answers

What does Balance Theory primarily focus on?

<p>The interconnectedness of attitudes and perceptions (B)</p> Signup and view all the answers

Which function of attitudes relates to the rewards and punishments experienced by consumers?

<p>Utilitarian function (A)</p> Signup and view all the answers

In the context of consumer behavior, what does cognition refer to?

<p>The beliefs a consumer holds about an attitude object (D)</p> Signup and view all the answers

What is an example of a psychological condition that contributes to cognitive dissonance?

<p>Free will in decision making (D)</p> Signup and view all the answers

What effect occurs when new information is assimilated within the latitude of acceptance?

<p>Assimilation effect (C)</p> Signup and view all the answers

What type of influence do small, informal groups primarily exert on individual consumers?

<p>Normative influence (C)</p> Signup and view all the answers

Which of the following correctly defines a membership or associative reference group?

<p>A group of people who we interact with and know personally (B)</p> Signup and view all the answers

What effect does scarcity have on consumer perception of products?

<p>Scarcity increases the attractiveness of products. (B)</p> Signup and view all the answers

What is the primary role of an aspirational reference group?

<p>To provide social cues through admiration of their success (D)</p> Signup and view all the answers

Under conditions of low involvement, what route of persuasion does the Elaboration Likelihood Model (ELM) suggest consumers will take?

<p>Peripheral route (C)</p> Signup and view all the answers

What is a reference group?

<p>An actual or imaginary group that affects an individual's evaluations. (A)</p> Signup and view all the answers

What is the primary goal of instrumental conditioning?

<p>To increase positive behaviors and decrease negative behaviors (B)</p> Signup and view all the answers

How do marketers typically influence formal groups compared to informal groups?

<p>Marketers find it easier to identify and access formal groups (C)</p> Signup and view all the answers

What is an example of positive reinforcement?

<p>Getting a promotion for completing a project (A)</p> Signup and view all the answers

Which type of influence refers to decisions affected by opinions of fans in a specific club?

<p>Comparative influence (C)</p> Signup and view all the answers

According to the principles of loss aversion, how do consumers view potential losses compared to gains?

<p>Losses have greater weight than gains. (B)</p> Signup and view all the answers

How might the perception of a product change when consumers believe it is a 'once in a lifetime opportunity'?

<p>Consumers may invest more in options they fear will disappear. (C)</p> Signup and view all the answers

In the context of consumer behavior, what does the value-expressive influence achieve?

<p>It allows consumers to express values that align with their group. (D)</p> Signup and view all the answers

How does negative reinforcement function in behavior learning?

<p>By encouraging behaviors through the absence of negative outcomes (A)</p> Signup and view all the answers

Which type of influence refers to the provision of information on consumer choices from others?

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

What distinguishes larger, formal groups from smaller, informal groups in terms of influence?

<p>Formal groups generally have less involvement in daily life (A)</p> Signup and view all the answers

What happens when positive outcomes are no longer presented after a behavior?

<p>The learned behavior may be extinguished (C)</p> Signup and view all the answers

Which of the following best describes punishment in the context of operant conditioning?

<p>An event that decreases the likelihood of the behavior recurring (D)</p> Signup and view all the answers

What is meant by utilitarian influence in consumer behavior?

<p>Influence exerted by significant others affecting choices. (A)</p> Signup and view all the answers

Which of the following describes the social cues provided by reference groups?

<p>They guide individual decisions through expected norms. (C)</p> Signup and view all the answers

What is an indirect effect of emotional reactions according to operant conditioning?

<p>They can influence future behavior engagement based on past experiences (D)</p> Signup and view all the answers

What is the primary assumption of the Elaboration Likelihood Model (ELM) regarding consumer message processing?

<p>Consumers may process messages differently based on personal relevance. (A)</p> Signup and view all the answers

Which statement about extinction in operant conditioning is true?

<p>Extinction leads to a decrease in previously reinforced behavior (D)</p> Signup and view all the answers

What role do emotions play in motivating behaviors?

<p>Emotions drive individuals to seek positive moods and avoid negative feelings (C)</p> Signup and view all the answers

Flashcards

Self-Concept

A person's beliefs about their own qualities and how they evaluate them.

Self-Esteem

The positivity or negativity of a person's self-concept.

Content of Self-Concept

Attributes of self-concept, like how attractive you feel or how good you feel at math.

Valence of Self-Concept

How positive or negative a particular self-concept attribute is.

Signup and view all the flashcards

Intensity and Stability of Self-Concept

How intense or stable a specific self-concept attribute is over time.

Signup and view all the flashcards

Accuracy of Self-Concept

The degree to which your self-assessment matches reality.

Signup and view all the flashcards

Self-Esteem Boosting Products

The way a person buys to boost their self-esteem.

Signup and view all the flashcards

Marketing's Influence on Self-Esteem

How marketing messages can influence a person's self-esteem.

Signup and view all the flashcards

Rationalization

A coping mechanism where people invent believable explanations for not achieving their goals, often blaming external factors like lack of time.

Signup and view all the flashcards

Regression

When a person faces stress, they revert to immature or child-like behaviors.

Signup and view all the flashcards

Withdrawal

A person avoids the stressful situation completely.

Signup and view all the flashcards

Arousal

Any internal or external stimulus that triggers motivation.

Signup and view all the flashcards

Maslow's Hierarchy of Needs

Motivational theory suggesting that humans are driven by a hierarchy of needs, starting with basic physiological needs and progressing to higher-level needs like self-actualization.

Signup and view all the flashcards

Need for Achievement

The drive to achieve success and excel in relation to standards, driving individuals to pursue achievements.

Signup and view all the flashcards

Need for Affiliation

The desire to be accepted and connected with others, motivating people to seek companionship and belonging.

Signup and view all the flashcards

Need for Power

The need to exert influence and control over others, leading individuals to seek power and leadership positions.

Signup and view all the flashcards

Instrumental Conditioning

A theory that explains how we learn by associating our actions with their consequences. People are driven to maximize positive emotions and minimize negative ones.

Signup and view all the flashcards

Positive Reinforcement

When a behavior is followed by a reward, making it more likely to occur again.

Signup and view all the flashcards

Negative Reinforcement

When a behavior helps avoid a negative outcome, making it more likely to occur again.

Signup and view all the flashcards

Punishment

When a behavior is followed by an unpleasant consequence, making it less likely to occur.

Signup and view all the flashcards

Extinction

The weakening of a learned association when a behavior is no longer followed by a reward.

Signup and view all the flashcards

Reinforcement

The process by which a behavior is strengthened through repeated positive consequences.

Signup and view all the flashcards

Punishment

The process by which a behavior is weakened through repeated negative consequences.

Signup and view all the flashcards

Emotional Influence

The ability of our emotions to influence our future actions. If an action leads to positive emotions, we're more likely to repeat it.

Signup and view all the flashcards

Cognitive Dissonance

Cognitive dissonance is a state of discomfort experienced when a consumer holds conflicting beliefs, attitudes, or behaviors. This can occur when a consumer makes an important purchase and later doubts their decision.

Signup and view all the flashcards

Self-Perception Theory

This theory states that consumers infer their attitudes based on their own behavior. It's like looking in the mirror and saying, 'I bought this, so I must like it!'

Signup and view all the flashcards

Social Judgement Theory

People assimilate new information about products based on their pre-existing knowledge and feelings. If it fits their existing attitude, it's accepted; if not, it's rejected.

Signup and view all the flashcards

Conditions for Cognitive Dissonance

Cognitive dissonance is more likely when the purchase is important, irreversible, and involves a number of appealing alternatives. This is because the consumer has more to lose if their decision turns out to be wrong.

Signup and view all the flashcards

Utilitarian Function of Attitudes

The utilitarian function of an attitude is based on the rewards and punishments associated with a product. You like things that give you pleasure and dislike those that cause pain.

Signup and view all the flashcards

Value-Expressive Function of Attitudes

The value-expressive function of an attitude reflects a consumer's values and self-concept. Buying a product can express who you are or what you believe in.

Signup and view all the flashcards

Cognitive vs. Affective

Cognition refers to a consumer's beliefs about a product, while affect relates to how they feel about it. Both are important parts of forming an attitude.

Signup and view all the flashcards

Functions of Attitudes

Attitudes serve a purpose for consumers. They help us make decisions, express ourselves, and cope with the world around us.

Signup and view all the flashcards

Scarcity Effect

Consumers are more likely to choose a product that is scarce or limited in availability, even if it's not their top choice.

Signup and view all the flashcards

Loss Aversion

The tendency to invest more in options with a higher risk of loss, even if the potential gain is smaller. This happens because losses are more emotionally impactful than gains.

Signup and view all the flashcards

Reframing

The process of altering how a consumer thinks about a problem or situation, aiming to turn a negative into a positive and change the importance of a certain attribute.

Signup and view all the flashcards

Social Influence

The impact of other people on an individual's beliefs, attitudes, and behaviors. It can influence decision-making and create social pressure.

Signup and view all the flashcards

Social Power

The ability to influence the actions of others through various means like authority, expertise, or rewards.

Signup and view all the flashcards

Reference Group

A group of people (real or imagined) that a person compares themselves to or looks to for guidance on their own beliefs, values, and behaviors.

Signup and view all the flashcards

Information Influence

The way a reference group provides information about products and services, affecting a consumer's choices.

Signup and view all the flashcards

Utilitarian Influence

The influence a reference group has on a consumer's choices due to the desire to fit in or gain approval from important people in their lives.

Signup and view all the flashcards

Normative influence

The influence of other people's opinions on your own choices, especially when you want to fit in.

Signup and view all the flashcards

Comparative influence

When you're influenced by how others choose specific brands or products, aiming to be like them.

Signup and view all the flashcards

Membership reference group

A group of people you know who influence your behavior, like your friends or family.

Signup and view all the flashcards

Aspirational reference group

A group of people you admire but don't personally know, like successful athletes or actors.

Signup and view all the flashcards

Value-expressive influence

The idea that people can use their purchasing choices to express their values, aligning with or against a particular group.

Signup and view all the flashcards

Smaller, informal groups' influence

Smaller, informal groups tend to have a stronger influence on our everyday lives and decisions because they set social norms we care about.

Signup and view all the flashcards

Larger, formal groups' influence

Larger, formal groups are often product-specific and influence decisions more about what brands or products we choose.

Signup and view all the flashcards

Study Notes

Consumer Behavior Summary

  • This summary covers consumer behavior, specifically from the Universidad Carlos III de Madrid.
  • The document is organized into topics: The Self, Perception, Market Research in CB, Motivation, Learning and Memory, Attitudes & Emotion, Social Influence, Decision Making, and Culture.
  • Each page has a specific topic subtitle and details for further study.
  • The topics cover different aspects of consumer behavior, including self-concept, self-esteem, social comparison, sensory systems, motivation, learning theories, attitudes, social influence, decision-making processes, and cultural influences.
  • The document includes details on topics like symbolic interactionism, the looking-glass self, sensory thresholds (vision, smell, etc.), the motivation process, learning theories (classical and operant conditioning), attitudes and emotions, the role of reference groups in influencing consumer behavior, decision-making models, and cultural influences on consumer behavior.

Studying That Suits You

Use AI to generate personalized quizzes and flashcards to suit your learning preferences.

Quiz Team

Related Documents

Description

This summary provides a comprehensive overview of consumer behavior, focusing on key topics such as self-concept, perception, market research, motivation, and decision-making. It is designed for students at Universidad Carlos III de Madrid and serves as a helpful guide for understanding the various aspects that influence how consumers make choices. Explore the intricate relationships between emotions, social influence, and cultural factors in consumer behavior.

More Like This

Use Quizgecko on...
Browser
Open
Browser
Browser