Consumer Behavior
Midterm Exam
Course Introduction
Consumer Behavior explores the psychological, social, and cultural factors that influence how individuals and groups select, purchase, use, and dispose of goods and services. The course examines theories and models of consumer decision-making, motivation, perception, learning, attitude formation, and post-purchase behavior. Students will analyze how personal, situational, and external factors shape consumer preferences and responses to marketing strategies. Practical applications include interpreting market research, segmenting target audiences, and crafting effective marketing campaigns based on consumer insights.
Recommended Textbook
Consumer Behavior Buying Having and Being 11th Edition by Michael R. Solomon
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12 Chapters
1070 Verified Questions
1070 Flashcards
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Page 2
Chapter 1: Buying, Having, and Being: an Introduction to Consumer Behavior
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) The way consumers feel about themselves, the things they value, and the things they like to do in their spare time are part of how marketers segment using ________.
A) gender
B) age
C) social class
D) lifestyle
Answer: D
Q2) Jenny Rowlins is absolutely exhausted after her shopping trip to pick out a dress for her sorority's formal event. The stores were crowded, and none of her favorite shops carried a dress that she liked in her size. After spending hours at the mall, Jenny gave up and decided to order her dress online and just return it if it wasn't exactly right. This story is an example of how consumer behavior is a(n) ________.
A) industry
B) process
C) art form
D) theory
Answer: B
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Chapter 2: Decision-Making and Consumer Behavior
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) Cedric runs out of gas. He thinks to himself, How stupid I am! Cedric has just experienced a form of problem recognition that is being dominated by a downward movement in his actual state.
A)True
B)False
Answer: True
Q2) ________ are dimensions used to judge the merits of competing options.
A) Evoked sets
B) Evaluative criteria
C) Levels of abstraction
D) Category exemplars
Answer: B
Q3) Jack isn't motivated to spend time thinking about what his mom's birthday present could be so he just orders her flowers yet again. Jack is experiencing ________.
A) boredom
B) emotional decision making
C) inertia
D) mental budgeting
Answer: C
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Page 4
Chapter 3: Cultural Influences on Consumer Decision-Making
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87 Verified Questions
87 Flashcards
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Sample Questions
Q1) A style typically begins as a risky or unique statement by a relatively small group of people.
A)True
B)False
Answer: True
Q2) Hofstede's Dimensions of National Culture organizes cross-cultural values based on power distance, individualism, masculinity, uncertainty avoidance, long-term orientation, and indulgence.
A)True
B)False
Answer: True
Q3) In many cultures, stories feature talking animals that act as mediating figures.
A)True
B)False
Answer: True
Q4) Passing a driving test to receive a driver's license is an example of a rite of passage.
A)True
B)False
Answer: True
Page 5
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Chapter 4: Consumer and Social Well Being
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) When companies make False claims about how environmentally friendly their products are, ________ has occurred.
A) phishing
B) greenwashing
C) eco-lying
D) deceptive advertising
Q2) The word for bribery in Japanese is kuroi kiri which translates to black mist.
A)True
B)False
Q3) During ________, one consumer exchanges something she owns with someone else for something the other person owns.
A) freegan sharing
B) divestment
C) disposal casting
D) lateral cycling
Q4) Shopaholics suffer from compulsive consumption.
A)True
B)False
Q5) Explain greenwashing and why businesses would participate in greenwashing.
Page 6
Q6) What is the distinction between cause marketing and social marketing?
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Chapter 5: Perception
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) Define perceptual selection and describe the types of filters that prevent clear perception and reception of marketing stimuli.
Q2) Mary Nabholz travels the same way to work every day. She notices advertisements in store windows when the ads first go up. However, after a few days, Mary no longer pays any attention to these ads because they have become familiar. Which of the following personal selection factors is affecting Mary Nabholz's response to the ads?
A) perceptual vigilance
B) perceptual defense
C) contrast
D) adaptation
Q3) At a business meeting, a consultant states that "perception is reality, because a customer never works with the actual product, but only with his or her perception of that product." In a university lab, researchers determine that when a rat is looking at a brightly colored rectangle, a close inspection of the rat's optic nerves (that connect the eyes to the cortex) show no visible change from when the rat is looking at a green circle; however, electrodes placed in the nerve show a different pattern of transmitted codes. How are these two events related, and what does this relationship tell us about perception?
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Chapter 6: Learning and Memory
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89 Verified Questions
89 Flashcards
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Sample Questions
Q1) A sales manager pays a bonus to new trainees when they develop a good sales prospectus. Later, after the trainees have completed two months of training, the manger pays a bonus only for an actual sale. The manager is applying what process of instrumental conditioning to help the trainees be productive in their sales careers?
A) shaping
B) modeling
C) negative reinforcement
D) variable-ratio reinforcement
Q2) On her first visit to China, Jane did not know how to pay for the produce she had selected at a market. She watched several Chinese women pay for their selections, and then Jane copied their behavior. In this example, Jane used ________.
A) shaping
B) stimulus discrimination
C) modeling
D) stimulus generalization
Q3) Compare and contrast classical and instrumental (operant) conditioning.
Q4) Why would short-term memory be greatly impaired, or perhaps made impossible, without sensory memory?
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Chapter 7: The Self
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87 Verified Questions
87 Flashcards
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Sample Questions
Q1) ________ refers to a consumer's subjective evaluation of his or her physical self.
A) Looking-glass self
B) Self-concept
C) Ideal self
D) Body image
Q2) ________ refers to the positivity of a person's self-concept.
A) Social comparison
B) Self-esteem
C) Self-image
D) Self-concept
Q3) People tend to pattern their behavior on the perceived expectations of others, which is a form of a self-fulfilling prophecy.
A)True
B)False
Q4) Men and women who are exposed to beautiful models in advertisements and commercials are likely to alter their perceptions of their own body shapes.
A)True
B)False
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Page 9
Chapter 8: Attitudes and Persuasion
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) Which theory of attitudes assumes that people use observations of their own behavior to determine what their attitudes are?
A) theory of cognitive dissonance
B) balance theory
C) social judgment theory
D) self-perception theory
Q2) According to the Fishbein model, one of the components of attitude is the ________ people have about an Ao.
A) salient beliefs
B) subconscious beliefs
C) latitude of acceptance
D) latitude of rejection
Q3) According to the basic ABC model of attitudes, ________ refers to the beliefs a consumer has about an attitude object.
A) affect
B) conditions
C) approval
D) cognition
Q4) Describe the functional theory of attitudes and its components (functions).
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Chapter 9: Group and Situational Effects on Consumer Behavior
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Sample Questions
Q1) Kimberly has been contacted eight times in the last week by a pushy telemarketer. She made the mistake of showing some interest in the product being sold and has not had much luck in getting rid of the caller. Which of the following forms of power is being exercised by the telemarketer?
A) expert power
B) referent power
C) reward power
D) coercive power
Q2) A membership reference group is made up of idealized figures such as successful business people, athletes, or performers.
A)True
B)False
Q3) The fact that some customers will pay three to four times as much as others to fly first class, even though the plane arrives at the same time for every passenger, demonstrates the importance of both the social and physical surroundings in the marketplace.
A)True
B)False
Q4) Why are modern industrialized societies dependent upon perceptions of time?
11
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Chapter 10: Consumer Identity I: Sex Roles and Subcultures
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) Which of the following is generally True about Asian Americans?
A) They tend to be both brand conscious and brand loyal.
B) They are not attracted to products that express material status.
C) They are one of the least brand-loyal of all American subcultures.
D) They are less likely than the average American to buy high-tech gadgets.
Q2) Explain the concept called age cohort. Briefly explain how marketers might use this concept to segment markets.
Q3) Peggy Simmons has a tough assignment. She is to live in Japan for the next five years and successfully introduce her company's line of cosmetics to the Japanese woman. Her company's management hopes that living in an average neighborhood, commuting to work every day, eating native food, and speaking Japanese will help Peggy involve herself in the society more quickly than if she stayed separate from her hosts. The company's management wants Peggy to use the ________ model.
A) life course paradigm
B) progressive learning
C) warming
D) consumer identity renaissance
Q4) What is a place-based subculture?
Q5) Describe the baby boomer market and the impact it has had on marketing efforts.
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Chapter 11: Consumer Identity 2: Social Class and Lifestyles
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87 Verified Questions
87 Flashcards
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Sample Questions
Q1) Product ________ occurs when the symbolic meanings of different products are related to one another.
A) distinction
B) crystallization
C) complementarity
D) hierarchy
Q2) Of the three groups of attitudes toward luxury, the largest group is "luxury is indulgence"; this view is held mainly by seniors with wealth.
A)True
B)False
Q3) The flamboyant consumption of the nouveau riche is an example of symbolic self-completion.
A)True
B)False
Q4) Lifestyle is a statement about who one is in society and who one is not.
A)True
B)False
Q5) Identify the three components marketers use to express a consumption style and explain why marketers would want to express a consumption style.
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Chapter 12: Networked Consumer Behavior:
Word-Of-Mouth, Social Media, and Fashion
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90 Flashcards
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Sample Questions
Q1) Social networking is an integral part of what many call ________, which is characterized by interactive platforms that foster the creation of communities.
A) the virtual world
B) the mega Web
C) the inner Web
D) Web 2.0
Q2) On Big Bang Theory, Sheldon Cooper plays a ________ expert with knowledge in topics ranging from flag history to string theory.
A) market mavens
B) monomorphic
C) polymorphic
D) generalized
Q3) What is a market maven? How does a market maven differ from an opinion leader?
Q4) When product information is transmitted from individual to individual it is best known as ________.
A) word-of-mouth
B) C2C
C) trickle-across
D) viral marketing
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