BUS 460 FINAL EXAM QUESTIONS WITH VERIFIED
ANSWERS
Description of consumers based on their psychological and behavioral characteristics,
specifically, their personal values, personality traits, and lifestyles. - Answers -
psychographics
Relatively broad and stable psychographic characteristics that influence a range of
consumer behaviors over time, but usually with a modest effect on each specific
behavior - Answers - values, personality, and lifestyles
The total set of values and their relative importance to a person. - Answers - Value
system
When consumers are aware that a particular behavior is consistent with one or more of
their important values but inconsistent with one or more of their other important values. -
Answers - Value conflict
A person's most enduring, strongly held, and abstract values that hold in many
situations. These values are at the center of a person's value system - Answers - Core
values
The desired end states such as equality and pleasure. - Answers - Terminal values
Intermediate values needed to attain the desired end states such as honesty to attain
equality, and cheerfulness to attain pleasure. - Answers - Instrumental values
Values that apply to a particular life domain or area of activities, such as consumption,
health, work, leisure, family, technology, the environment. - Answers - Domain-specific
values
The tendency to place a high importance on acquiring and owning material goods and
money. - Answers - Materialism
The principle of pleasure seeking. - Answers - Hedonism
The degree to which a culture focuses on the individuals rather than the group. -
Answers - Individualism versus collectivism
The extent to which a culture prefers structured, ordered to unstructured, unordered
situations. - Answers - uncertainty avoidance
, The extent to which a culture stresses masculine values (as defined by Hofstede) such
as assertiveness, action orientation, success, and competition over feminine values
such as quality of life, warm personal relationships, and caring. - Answers - Masculinity
versus femininity
The degree to which a society's members are equal or different in terms of status. -
Answers - Power distance
Grouping consumers by their shared values and customizing marketing offerings and
communication based on these values. - Answers - Value segmentation
Describes how attributes of products and services ("means") link to the values of
consumers ("ends"). - Answers - Means-end chain analysis
A questionnaire instrument that measures the instrumental and terminal values
proposed by psychologist Milton Rokeach. - Answers - Rokeach Value Survey (RVS)
The broad, stable patterns of feelings, thinking, and behaviors that differentiate people
from each other, and that influence their future behaviors. - Answers - Personality
Five broad traits or dimensions in the personality of people, as expressed in stable,
consistent patterns of their feeling, thinking, and behavior. The Big Five are neuroticism,
extraversion, openness, agreeableness, and conscientiousness. - Answers - The Big-
Five personality traits
People's tendency to attribute the cause of events and outcomes to the self (internal) or
not to the self (external, such as others, the situation, luck, or fate). - Answers - Locus of
control
The extent to which people like to think and engage in cognitive challenges. - Answers -
Need for cognition
The desire for a unique position and experiences, compared to other people, through
the purchase, use, and disposition of products and services. - Answers - Need for
uniqueness
The extent to which people look to others for cues on how to behave, and to follow
these cues. - Answers - Self-monitoring
The set of beliefs that people have about the proper order of society and how it can be
achieved. - Answers - political orientation
The belief that "one gets what one deserves and deserves what one gets" because
people have a free will and because the world is by and large fair. - Answers - System
justification
ANSWERS
Description of consumers based on their psychological and behavioral characteristics,
specifically, their personal values, personality traits, and lifestyles. - Answers -
psychographics
Relatively broad and stable psychographic characteristics that influence a range of
consumer behaviors over time, but usually with a modest effect on each specific
behavior - Answers - values, personality, and lifestyles
The total set of values and their relative importance to a person. - Answers - Value
system
When consumers are aware that a particular behavior is consistent with one or more of
their important values but inconsistent with one or more of their other important values. -
Answers - Value conflict
A person's most enduring, strongly held, and abstract values that hold in many
situations. These values are at the center of a person's value system - Answers - Core
values
The desired end states such as equality and pleasure. - Answers - Terminal values
Intermediate values needed to attain the desired end states such as honesty to attain
equality, and cheerfulness to attain pleasure. - Answers - Instrumental values
Values that apply to a particular life domain or area of activities, such as consumption,
health, work, leisure, family, technology, the environment. - Answers - Domain-specific
values
The tendency to place a high importance on acquiring and owning material goods and
money. - Answers - Materialism
The principle of pleasure seeking. - Answers - Hedonism
The degree to which a culture focuses on the individuals rather than the group. -
Answers - Individualism versus collectivism
The extent to which a culture prefers structured, ordered to unstructured, unordered
situations. - Answers - uncertainty avoidance
, The extent to which a culture stresses masculine values (as defined by Hofstede) such
as assertiveness, action orientation, success, and competition over feminine values
such as quality of life, warm personal relationships, and caring. - Answers - Masculinity
versus femininity
The degree to which a society's members are equal or different in terms of status. -
Answers - Power distance
Grouping consumers by their shared values and customizing marketing offerings and
communication based on these values. - Answers - Value segmentation
Describes how attributes of products and services ("means") link to the values of
consumers ("ends"). - Answers - Means-end chain analysis
A questionnaire instrument that measures the instrumental and terminal values
proposed by psychologist Milton Rokeach. - Answers - Rokeach Value Survey (RVS)
The broad, stable patterns of feelings, thinking, and behaviors that differentiate people
from each other, and that influence their future behaviors. - Answers - Personality
Five broad traits or dimensions in the personality of people, as expressed in stable,
consistent patterns of their feeling, thinking, and behavior. The Big Five are neuroticism,
extraversion, openness, agreeableness, and conscientiousness. - Answers - The Big-
Five personality traits
People's tendency to attribute the cause of events and outcomes to the self (internal) or
not to the self (external, such as others, the situation, luck, or fate). - Answers - Locus of
control
The extent to which people like to think and engage in cognitive challenges. - Answers -
Need for cognition
The desire for a unique position and experiences, compared to other people, through
the purchase, use, and disposition of products and services. - Answers - Need for
uniqueness
The extent to which people look to others for cues on how to behave, and to follow
these cues. - Answers - Self-monitoring
The set of beliefs that people have about the proper order of society and how it can be
achieved. - Answers - political orientation
The belief that "one gets what one deserves and deserves what one gets" because
people have a free will and because the world is by and large fair. - Answers - System
justification
