Advanced Topics in Consumer Behavior
Exam Materials
Course Introduction
This course delves into the complex psychological, sociological, and cultural factors that influence consumer decision-making processes beyond foundational theories. Students will explore advanced topics such as consumer motivation, affective responses, identity and self-concept, social influence, and the impact of digital environments on behavior. Emphasis is placed on recent research findings, behavioral experiments, and emerging trends, including the role of technology and globalization in shaping modern consumption. Through case studies, discussions, and applied projects, students will develop a nuanced understanding of how to analyze and predict consumer behavior in diverse markets.
Recommended Textbook
CB 8th Edition by Babin
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16 Chapters
1600 Verified Questions
1600 Flashcards
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Page 2
Chapter 1: What is CB and Why Should I Care?
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100 Verified Questions
100 Flashcards
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Sample Questions
Q1) Two common interpretative research orientations are big data analytics and predictive analytics.
A)True
B)False
Answer: False
Q2) Interpretive research seeks to explain the inner meanings associated with specific consumption experiences.
A)True
B)False
Answer: True
Q3) A _____ is a key component of a firm with a market-oriented culture.
A) consumer orientation
B) stockholder approach
C) product orientation
D) monopolistic approach
Answer: A
Q4) The Internet has made geographical distance almost a nonissue.
A)True
B)False
Answer: True
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Chapter 2: Value and the Consumer Behavior Framework
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100 Flashcards
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Sample Questions
Q1) A basic Customer Relationship Management (CRM) premise is that customers form relationships with companies as opposed to companies conducting individual transactions with customers.
A)True
B)False Answer: True
Q2) The marketing mix represents the factors that shape consumption-related behaviors and ultimately determine the value associated with consumption.
A)True
B)False Answer: False
Q3) In the context of Customer Relationship Management (CRM), the social and cultural aspects of life are the internal influences that shape consumption-related behavior of a consumer.
A)True
B)False Answer: False
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Chapter 3: Consumer Learning Starts Here: Perception
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Sample Questions
Q1) A company that produces a popular brand of pasta decides against increasing its product price. Instead, the management chooses to decrease the quantity of packed content from 100gms to 90gms. According to the management, any move to increase the product price might result in the brand losing a major chunk of its loyal consumers who relate to the brand as affordable. This is an attempt by the company to preserve the _____ of its consumers regarding its product.
A) anticipation
B) assimilation
C) perception
D) apprehension
Answer: C
Q2) Effects of subliminal persuasion are highly significant in bringing about behavioral changes in consumers.
A)True
B)False
Answer: False
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Chapter 4: Comprehension, Memory, and Cognitive Learning
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Sample Questions
Q1) A chunk includes seven memory units.
A)True
B)False
Q2) Habituation refers to unintentional, spontaneous, recurrent memory of past and sometimes long-ago events that are not necessarily triggered by anything in the environment.
A)True
B)False
Q3) Sam, a high school student, lives in a busy neighborhood. When he sits down to study, he can hear different sounds, such as a phone ringing somewhere, a baby crying, a car honking, even though he does not pay much attention to these sounds. In this case, these sounds will be stored in Sam's _____.
A) long-term memory
B) sensory memory
C) workbench memory
D) procedural memory
Q4) Long-term memory represents permanent information storage.
A)True
B)False
Q5) What is workbench memory? Explain its various aspects.
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Chapter 5: Motivation and Emotion: Driving Consumer Behavior
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Sample Questions
Q1) Which of the following terms refers to one's awareness of the emotions experienced in a situation, and an ability to control reactions to these emotions?
A) Emotional expressiveness
B) Emotional detachment
C) Emotional consistency
D) Emotional intelligence
Q2) Joana has been wanting to buy a dress that she had seen in the display window of her favorite store. After considering it for a couple of weeks, she finally makes up her mind to buy it. When she tries it out in the store, she is ecstatic to find out that it is a perfect fit and looks wonderful on her. In the given scenario, Joana has made an _____.
A) anticipation appraisal
B) outcomes appraisal
C) agency appraisal
D) equity appraisal
Q3) A consumer needs some degree of involvement to have an ability to evaluate multiple brands effectively.
A)True
B)False
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Chapter 6: Personality, Lifestyles, and the Self-Concept
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Sample Questions
Q1) Claudia reads publications such as The Wall Street Journal and other reputed dailies, and perceives herself to be knowledgeable about current affairs. Which of the following self-concepts is best reflected in Claudia's perception of herself as a knowledgeable person?
A) The possible self
B) The ideal self
C) The social self
D) The actual self
Q2) Which of the following statements is true of personality?
A) Personality traits remain consistent across all individuals.
B) Personality traits are consistent across situations.
C) Personality is best conceived as a set of acquired habits.
D) Personality can be conceptualized as a combination of specific traits.
Q3) How do consumers identify with organizations?
Q4) The concepts of consumer personality, lifestyles, and the self-concept are often referred to as individual difference variables.
A)True
B)False
Q5) Define brand personality and explain its significance.
Q6) Define personality and describe the distinct qualities exhibited by personality.
Page 8
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Chapter 7: Attitudes and Attitude Change
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Sample Questions
Q1) According to social judgment theory, assimilation occurs when:
A) the material presented toward the end of a message is most influential.
B) the material presented early in a message is most influential.
C) an incoming message falls within the latitude of rejection.
D) an incoming message falls within the latitude of acceptance.
Q2) The extent to which a company actively monitors its customers' attitudes over time is referred to as behavioral intentions modeling.
A)True
B)False
Q3) The utilitarian function of attitudes enables consumers to express their core values, self-concept, and beliefs.
A)True
B)False
Q4) Research confirms that social media's influence on consumer loyalty is not significant.
A)True
B)False
Q5) Describe the ABC approach to attitudes. Provide an example statement for each component of attitudes.
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Chapter 8: Group and Interpersonal Influence
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Sample Questions
Q1) _____ are consumers who have great influence on the behavior of others relating to product adoption and purchase.
A) Conscientious consumers
B) Surrogate consumers
C) Opinion leaders
D) Market mavens
Q2) _____ is a marketing tactic that involves using fake identities in online discussions to promote a product.
A) Shilling
B) Infiltrating
C) Dissociative marketing
D) Consumer socialization
Q3) _____ occurs naturally when consumers truly enjoy a product or service and they want to share their experiences with others.
A) Outgroup influence
B) Organic word-of-mouth
C) Separated self-schema
D) Amplified word-of-mouth
Q4) What is viral marketing?
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Chapter 9: Consumer Culture
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Sample Questions
Q1) Countries with relatively high cultural distance (CD) scores are more similar and tend to value the same types of consumption experiences.
A)True
B)False
Q2) Claudia, a researcher, conducted a survey in Spain. She wrote her report in Spanish. However, she wants to publish her findings in English. She hires a translator to translate her report in English and hires another translator to translate it back to Spanish. Claudia is trying to ensure _____.
A) metric equivalence
B) scalar equivalence
C) dialectic equivalence
D) translational equivalence
Q3) While tradition can be thought of as influencing culture, it can also be stated that, in the long run culture also defines tradition.
A)True
B)False
Q4) Explain the concept of glocalization with an example.
Q5) Describe how ecological factors cause differences in culture.
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Chapter 10: Microcultures
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Sample Questions
Q1) In sociology, a marriage that comprises people from similar classes is referred to as
A) polygamy
B) monogamy
C) polyandry
D) homogamy
Q2) Culture explains the habits and idiosyncrasies of all groups of consumers.
A)True
B)False
Q3) The Internet facilitates communication among consumers around the world, contributing to what some believe is a more universally similar world teen culture.
A)True
B)False
Q4) Discuss the importance of religious microcultures in the United States. Briefly state the differences among U.S. Christians and the influences of each on religious microcultures of the United States.
Q5) Explain the hierarchical nature of culture and microculture with the help of an example.
Q6) Explain the African American culture with regards to ethnic microculture.
Page 12
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Chapter 11: Consumers in Situations
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Sample Questions
Q1) Which of the following is most likely to be true of consumers who experience time pressure while deciding on a purchasing activity?
A) Their orientations are most likely to switch from utilitarian to hedonic.
B) They are more likely to enjoy the shopping experience due to the adrenaline rush.
C) They are most likely to shop with others than shop alone.
D) They are more likely to believe that a seller-supplied reference price is indeed a fair price.
Q2) Which of the following elements is most likely to influence the functional quality of a shopping environment?
A) Crowded entrance
B) Upbeat music
C) Cool color
D) Low price
Q3) Payday loans offer hedonic value to consumers.
A)True
B)False
Q4) What are unplanned purchases?
Q5) Briefly discuss the implications of unredeemed gift cards for merchants.
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Chapter 12: Decision Making I: Need Recognition and Search
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Sample Questions
Q1) The risk associated with the safety of a product as well as the harm from its consumption is referred to as _____.
A) financial risk
B) performance risk
C) time risk
D) physical risk
Q2) Retailers use the brand-lift index to measure the incremental sales that occur when a product is on display.
A)True
B)False
Q3) Soft music and dim lighting in a restaurant generally lead consumers to slow down, stay in the restaurant for a longer time, and buy more drinks and dessert. In this case, the tendency of the diners to spend more time and money can be best explained by the
A) rational decision-making perspective
B) experiential decision-making perspective
C) attribute-based decision-making perspective
D) behavioral influence decision-making perspective
Q4) Differentiate between ongoing searches and prepurchase search activities.
Page 14
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Chapter 13: Decision Making II: Alternative Evaluation and Choice
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Sample Questions
Q1) When consumers need to purchase a refrigerator, they usually evaluate different models across a set of features or characteristics such as storage capacity, freezer shelving, and energy efficiency. Such an evaluation is an example of _____.
A) qualitative evaluation
B) hedonic evaluation
C) attribute-based evaluation
D) affect-based evaluation
Q2) Market mavens are trusted sources who can guide consumers in focusing on various product attributes.
A)True
B)False
Q3) The underlying attributes of a product are referred to as _____.
A) features
B) search qualities
C) experience qualities
D) signals
Q4) Briefly explain the difference between the compensatory and noncompensatory decision rules that consumers use when selecting products.
Q5) Explain the concept of product categorization by consumers?
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Chapter 14: Consumption to Satisfaction
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Sample Questions
Q1) If performance perceptions are more positive than what was expected, neutral disconfirmation occurs.
A)True
B)False
Q2) Identify an accurate statement about customer satisfaction.
A) It creates strong behavioral motivations.
B) It is a pre-consumption phenomenon.
C) It results from a cognitive appraisal.
D) It is an outcome of cognitive dissonance.
Q3) Nondurable goods are consumed over a long duration.
A)True
B)False
Q4) Which of the following elements in the attribution theory refers to the likelihood that an event will occur again in the future?
A) Locus
B) Stability
C) Control
D) Bias
Q5) What is service quality? How is it measured?
Q6) Define consumer refuse. List the disposal alternatives available to consumers.
Page 16
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Chapter 15: Beyond Consumer Relationships
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Sample Questions
Q1) Starz Inc. manufactures popular game CDs for a particular gaming console. Starz Inc. is most likely to be vulnerable to consumers' switching behavior if the competitor's product is:
A) cheaper and uses the same gaming console.
B) more expensive and uses a different gaming console.
C) cheaper but uses a different gaming console.
D) more expensive but uses the same gaming console.
Q2) What are the different courses of action that a company can choose to handle negative public publicity?
Q3) _____ are the costs associated with changing from one choice, such as a brand, retailer, or service provider, to another.
A) Switching costs
B) Fixed costs
C) Variable costs
D) Operating costs
Q4) Negative avoidance emotions are most likely to precede complaining behavior.
A)True
B)False
Q5) Briefly discuss three categories of switching costs.
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Chapter 16: Consumer and Marketing Misbehavior
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Sample Questions
Q1) The practice of managing and intentionally setting discontinue dates for products is known as price gouging.
A)True
B)False
Q2) The Consumer Bill of Rights, which today stands as a foundation of the consumerism movement, was introduced in 1962.
A)True
B)False
Q3) Research indicates that consumers are more likely to purchase products when disclaimers are presented very quickly, especially for unknown or untrusted brands.
A)True
B)False
Q4) List any seven ways to improve marketing ethics.
Q5) Purchasing and using a product before returning it for a refund is a practice known as _____.
A) differential association
B) retail borrowing
C) addictive consumption
D) illicit sharing
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