Consumer Behavior Overview

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?

Throwing a tantrum when denied a request Signup and view all the answers

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

Complexity Signup and view all the answers

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

Self-actualization Signup and view all the answers

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

Self-esteem Signup and view all the answers

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

Emotional arousal Signup and view all the answers

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

Need for affiliation Signup and view all the answers

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

Marketing communications can enhance self-esteem. Signup and view all the answers

How does one commonly cope with withdrawal in stressful situations?

By removing oneself from the situation Signup and view all the answers

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

The positivity or negativity of self-esteem Signup and view all the answers

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

Need to control and influence others Signup and view all the answers

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

A high level of self-esteem Signup and view all the answers

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

Safety needs Signup and view all the answers

What is a characteristic of self-concept intensity?

It relates to the degree of confidence in self-assessment Signup and view all the answers

Which condition does NOT indicate the presence of cognitive dissonance?

Decision is reversible Signup and view all the answers

What is the primary concept of Self-Perception theory?

Behavior is judged based on observed behavior Signup and view all the answers

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

They may be favorably received Signup and view all the answers

What does Balance Theory primarily focus on?

The interconnectedness of attitudes and perceptions Signup and view all the answers

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

Utilitarian function Signup and view all the answers

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

The beliefs a consumer holds about an attitude object Signup and view all the answers

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

Free will in decision making Signup and view all the answers

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

Assimilation effect Signup and view all the answers

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

Normative influence Signup and view all the answers

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

A group of people who we interact with and know personally Signup and view all the answers

What effect does scarcity have on consumer perception of products?

Scarcity increases the attractiveness of products. Signup and view all the answers

What is the primary role of an aspirational reference group?

To provide social cues through admiration of their success 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?

Peripheral route Signup and view all the answers

What is a reference group?

An actual or imaginary group that affects an individual's evaluations. Signup and view all the answers

What is the primary goal of instrumental conditioning?

To increase positive behaviors and decrease negative behaviors Signup and view all the answers

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

Marketers find it easier to identify and access formal groups Signup and view all the answers

What is an example of positive reinforcement?

Getting a promotion for completing a project Signup and view all the answers

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

Comparative influence Signup and view all the answers

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

Losses have greater weight than gains. 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'?

Consumers may invest more in options they fear will disappear. Signup and view all the answers

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

It allows consumers to express values that align with their group. Signup and view all the answers

How does negative reinforcement function in behavior learning?

By encouraging behaviors through the absence of negative outcomes Signup and view all the answers

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

Information influence Signup and view all the answers

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

Formal groups generally have less involvement in daily life Signup and view all the answers

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

The learned behavior may be extinguished Signup and view all the answers

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

An event that decreases the likelihood of the behavior recurring Signup and view all the answers

What is meant by utilitarian influence in consumer behavior?

Influence exerted by significant others affecting choices. Signup and view all the answers

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

They guide individual decisions through expected norms. Signup and view all the answers

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

They can influence future behavior engagement based on past experiences Signup and view all the answers

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

Consumers may process messages differently based on personal relevance. Signup and view all the answers

Which statement about extinction in operant conditioning is true?

Extinction leads to a decrease in previously reinforced behavior Signup and view all the answers

What role do emotions play in motivating behaviors?

Emotions drive individuals to seek positive moods and avoid negative feelings Signup and view all the answers

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.

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.