Consumer Psychology
Final Exam Questions
Course Introduction
Consumer Psychology explores the psychological processes underlying consumer behavior, examining how individuals select, purchase, use, and dispose of products and services. The course covers topics such as perception, motivation, learning, attitude formation, decision-making, and the influence of social and cultural factors on buying behavior. Students will gain insights into how marketers and organizations apply psychological concepts to influence consumer choices and develop effective marketing strategies. Through case studies, research analysis, and real-world examples, participants will learn to anticipate consumer needs and design approaches that enhance consumer satisfaction and loyalty.
Recommended Textbook
CB 6 6th Edition by Barry
J. Babin
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16 Chapters
2052 Verified Questions
2052 Flashcards
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Page 2
Chapter 1: What is CB and Why Should I Care?
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127 Verified Questions
127 Flashcards
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Sample Questions
Q1) A highly competitive marketplace in which consumers have many alternatives is more likely to result in better customer service than a marketplace with little competition.
A)True
B)False
Answer: True
Q2) A product is defined as _____.
A) a potentially valuable bundle of benefits
B) the physical effort required in the purchase
C) the attributes of an item a customer buys
D) the resource allocated toward satisfying a felt need
E) the cost associated with buying the physical parts of a product
Answer: A
Q3) Interpretive research better enables researchers to test hypotheses as compared to quantitative research.
A)True
B)False
Answer: False
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Chapter 2: Value and the Consumer Behavior Value Framework
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132 Verified Questions
132 Flashcards
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Sample Questions
Q1) Situational influences are unique to a time or place that can affect consumer decision making and the value received from consumption.
A)True
B)False
Answer: True
Q2) A product's value can only be created by what the marketer is offering.
A)True
B)False
Answer: False
Q3) Which of the following terms is used to represent market sensitivity to changes in price or other characteristics?
A) Elasticity
B) Differentiation
C) Congruity
D) Segmentation
E) Positioning
Answer: A
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Page 4
Chapter 3: Consumer Learning Starts Here: Perception
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134 Verified Questions
134 Flashcards
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Sample Questions
Q1) In the case of intentional learning,consumers simply sense and react (or respond)to the environment and do not attempt to comprehend the information presented.
A)True
B)False
Answer: False
Q2) Subliminal persuasion is behavior change induced or brought about based on selectively processing a message.
A)True
B)False
Answer: False
Q3) _____ refers to the personal relevance a consumer feels towards a particular product.
A) Involvement
B) Commitment
C) Reliability
D) Relativity
E) Compatibility
Answer: A
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Chapter 4: Comprehension, Memory, and Cognitive Learning
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130 Verified Questions
130 Flashcards
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Sample Questions
Q1) Consumers tend to comprehend and remember more from an ad that is presented with congruent material surrounding it.
A)True
B)False
Q2) Prototypes present concepts in an associative network.
A)True
B)False
Q3) In terms of comprehension,familiarity can increase a consumer's motivation to process a message.
A)True
B)False
Q4) The process that occurs when preexisting knowledge is used to assist in storing new information is known as _____.
A) response generation
B) semantic coding
C) meaningful encoding
D) memory tracing
E) cognitive interference
Page 6
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Chapter 5: Motivation and Emotion: Driving Consumer Behavior
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131 Verified Questions
131 Flashcards
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Sample Questions
Q1) _____ motivation involves a drive to experience something personally gratifying.
A) Utilitarian
B) Preventive
C) Homeostatic
D) Physiological
E) Hedonic
Q2) Which of the following types of cognitive appraisals reviews responsibility for events and can evoke emotions like gratefulness,frustration,or sadness?
A) Outcomes appraisal
B) Equity appraisal
C) Anticipation appraisal
D) Agency appraisal
E) Introspective appraisal
Q3) Which of the following is true of autonomic measures?
A) It requires a volitional response from a consumer.
B) It has to be personally administered by a consumer.
C) It requires the attachment of a measuring device to a consumer.
D) It requires a consumer to recall their affect state from a recent experience.
E) Its outcomes have little validity in representing consumer emotions.
Q4) Explain the regulatory focus theory.
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Chapter 6: Personality, Lifestyles, and the Self-Concept
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137 Verified Questions
137 Flashcards
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Sample Questions
Q1) _____ refers to human characteristics that can be associated with a brand.
A) Brand language
B) Brand personality
C) Brand architecture
D) Brand identity
E) Brand equity
Q2) Danielle is a very careful shopper,and is keen on maximizing the value of every transaction she makes.She uses coupons whenever possible,and purchases items on sale to save money.However,she is likely to pay more for a product if she thinks that it is the best one to meet her or her family's needs.Which consumer behavior trait does Danielle display?
A) Materialism
B) Value consciousness
C) Competitiveness
D) Innovativeness
E) Trait Vanity
Q3) Demographics refer to the way consumer lifestyles are measured.
A)True
B)False
Q4) Define trait.Differentiate between the nomothetic and idiographic approaches.
Page 8
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Chapter 7: Attitudes and Attitude Change
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139 Verified Questions
139 Flashcards
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Sample Questions
Q1) According to the social judgment theory,when an incoming message falls within the latitude of acceptance,_____ occurs.
A) attitude tracking
B) contrast effect
C) assimilation
D) anchoring
E) bandwagon effect
Q2) According to the elaboration likelihood model of persuasion,if a consumer is not involved with a message or lacks either the motivation or ability to process information,the _____ route to persuasion will be followed.
A) central
B) peripheral
C) primary
D) relational
E) abstract
Q3) The behavioral influence hierarchy suggests that some behaviors occur without either beliefs or affect being strongly formed beforehand.
A)True
B)False
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Page 9
Chapter 8: Group and Interpersonal Influence
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128 Verified Questions
128 Flashcards
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Sample Questions
Q1) Richard,a tennis player,has dreams of winning all four Grand Slam titles so that he can be a member of the exclusive club of players with a Career Grand Slam.This is an example of a(n)_____ group.
A) primary
B) aspirational
C) associative
D) dissociative
E) informal
Q2) The person in the household who recognizes a need and provides information about a potential purchase to others is known as a(n)_____.
A) influencer
B) gatekeeper
C) purchaser
D) user
E) decision maker
Q3) In general,personal connections originating in brand communities lead to negative outcomes for consumers and companies.
A)True
B)False
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Page 10
Chapter 9: Consumer Culture
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Sample Questions
Q1) Long-term orientation prioritizes short-term benefits over long-term rewards.
A)True
B)False
Q2) Consumers from high-uncertainty-avoidance cultures demand greater amounts of product information and explanation.
A)True
B)False
Q3) Renquing is the idea that when someone does a good deed for an individual,the individual is expected to return that good deed.
A)True
B)False
Q4) Men tend to share some feminine traits in a culture with low _____.
A) masculinity
B) individualism
C) uncertainty avoidance
D) power distance
E) long-term orientation
Q5) Ethnocentrism is highly related to the concept of uncertainty avoidance.
A)True
B)False
11
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Chapter 10: Microcultures
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Sample Questions
Q1) Richard was born in 1976.His parents divorced when he was five years old.Since then he has been a cynicist,but now he is a strong believer of traditional family values.The generational microculture Richard belongs to is _____.
A) Generation X
B) Millennials
C) Baby Boomers
D) greatest generation
E) Generation Y
Q2) A group of people who have lived the same major experiences in their life with the experiences shaping their core values is referred to as a(n)_____.
A) cohort
B) series
C) tribe
D) legion
E) order
Q3) The varying ethnicities of consumers in the U.S.have no effect on their consumption patterns.
A)True
B)False
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Page 12
Chapter 11: Consumers in Situations
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Sample Questions
Q1) State-oriented shoppers' purchasing and shopping value perceptions are unaffected by dominance.
A)True
B)False
Q2) Time pressure represents an urgency to act based on some real or self-imposed deadline.
A)True
B)False
Q3) Utilitarian shopping value represents the worth of an activity because the time spent doing the activity itself is personally gratifying.
A)True
B)False
Q4) Feelings of dominance among action-oriented shoppers increase hedonic shopping value and decrease utilitarian shopping value.
A)True
B)False
Q5) Very few products are susceptible to seasonal influence.
A)True
B)False
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Chapter 12: Decision Making I: Need Recognition and Search
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127 Verified Questions
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Sample Questions
Q1) Consumer search behavior refers to the behaviors that consumers engage in as they seek information that can be used to satisfy needs.
A)True
B)False
Q2) The end state is the perceived state for which the consumer strives.
A)True
B)False
Q3) Performance risk is risk associated with the likelihood of a product performing as expected.
A)True
B)False
Q4) In an ongoing search,the search effort is focused on simply staying up to date on a topic of interest.
A)True
B)False
Q5) Alternatives that are deemed to be unacceptable for further consideration in decision making comprise a consumer's inert set.
A)True B)False
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Chapter 13: Decision Making II: Alternative Evaluation and Choice
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Sample Questions
Q1) A consumer who uses strict guidelines set prior to selection,and eliminates any option that fails to meet the specifications from consideration is employing a(n)_____ rule.
A) compliance
B) elimination
C) noncompensatory
D) superordinate
E) subordinate
Q2) Visually apparent and easily recognizable attributes of a product are known as _____ attributes.
A) objective
B) perceptual
C) underlying
D) primary
E) determinant
Q3) Perceived quality refers to the quality of a product that is assessed through industry specification or expert rating.
A)True
B)False
Q4) Name and describe the four types of noncompensatory decision rules.
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Chapter 14: Consumption to Satisfaction
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Sample Questions
Q1) When expectations lack a strong degree of confidence,satisfaction is less strongly influenced by perceived performance.
A)True
B)False
Q2) Refer to Louis Vuitton.Carla's friend,who bought a counterfeit Louis Vuitton handbag for a few hundred dollars,expressed dismay over her own purchase decision after she saw Carla's authentic Louis Vuitton bag with a superior finish.This feeling of dismay is an example of _____.
A) buyer's remorse
B) buyer's guilt
C) search regret
D) cognitive inertia
E) cognitive dissonance
Q3) The attribution theory _____.
A) judges actual performance perceptions against an expectations benchmark
B) compares if performance perceptions exactly match with what was expected
C) explains why a certain event has occurred
D) maintains consistency among consumers' beliefs
E) compares consumers' own level of inputs and outcomes to those of another party
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Page 16
Chapter 15: Consumer Relationships
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119 Flashcards
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Sample Questions
Q1) A healthy relationship between a consumer and a marketer enhances value both for the consumer and the marketer.
A)True
B)False
Q2) Which of the following characteristics of relationship quality indicates that a buyer treats a seller as an individual with unique desires and requirements?
A) Competence
B) Communication
C) Equity
D) Personalization
E) Trust
Q3) For experiential types of services,utilitarian value is more strongly related to customer share than is hedonic value.
A)True
B)False
Q4) What is a third party endorsement? What are its two types?
Q5) Explain how relationship quality impacts value for both customers and the firm.
Q6) Explain critical incident in the context of consumer behavior.
Q7) Define customer commitment and describe its significance.
Page 17
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Chapter 16: Consumer and Marketing Misbehavior
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123 Verified Questions
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Sample Questions
Q1) Theodore Levitt's article,"Marketing Myopia," brought about a new perspective that argued that businesses should define themselves in terms of the products that they make rather than in terms of the consumer needs they satisfy.
A)True
B)False
Q2) The focal motivation for consumer misbehavior is _____.
A) value
B) belief
C) trust
D) esteem
E) ethic
Q3) When Gerald returned a used product at the retailer he bought it from,and managed to get a refund,he was happy with himself as he was able to buy a new laptop with the refunded money.This is an example of _____ evaluation.
A) dysteleological
B) deontological
C) analogical
D) teleological
E) ideological
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Page 18