Consumer Behavior test Latest Update
2024/2025
2 types of value - ANSWER-1. Hedonic
2. Utilitarian
3 decision making approaches - ANSWER-habitual
limited
extended
3 decision making perspectives - ANSWER-rational
experiential
behavioral influence
ABC approach to attitude - ANSWER-- The three components to attitude
- approach that suggests that attitudes encompass one's affect, behavior, and cognitions toward and
object.
AFFECT—I really like my new iPad.
BEHVAIOR—I always buy Apple products.
COGNITION—My iPad helps me study.
acculturation - ANSWER-how consumers learn OTHER cultures
*Low ethnic identification, young, low ethnocentrism, female = likelihood of acculturation
acquisitional shopping - ANSWER-A consumer who runs out to the store on her lunch hour to buy a gift
for a coworker's baby shower is strongly oriented toward getting a gift. Thus, shopping if more like a
task, and this particular activity depends high on utilitarian value as an outcome.
ATO approach model - ANSWER-- Change beliefs by changing product, advertising
- Add new belief about new product attribute (i.e., red wine)
- Change evaluations of product (it's not that bad, good)
**Focus on entire market segments rather than individuals
attitude behavior consistency - ANSWER-extent to which a strong relationship exists between attitudes
and actual behavior
o High involvement, limited situational factors, strong attitude
balance theory (homeostasis) - ANSWER-- demonstrates how attitudes arent always easy to change
- we like consistency. Consumers are motivated to maintain perceived consistency in the relations found
in a system
, Consumer Behavior test Latest Update
2024/2025
** all positive signs, or negative
Basic Perception process - ANSWER-o Sensing—an immediate response to stimuli that have come into
contact with one of the consumer's five senses (sight, smell, touch, taste, or sound).
o Organizing—how your brain assesses something when you don't know what it is.
o Reacting—when an object is successfully recognized, chances are some nearly automatic reaction
takes place.
behavioral influence - ANSWER-Directly changing behaviors without first attempting to change either
beliefs or feelings.
Behavior change can precede belief and attitude change.
Changing a retail store's design or atmospherics can have a direct influence on behavior.
Being better consumers - ANSWER-studying CB can help consumers make better decisions by
understanding:
Consequences of poor budgeting
Avenues for redress
Role of emotions
Social influences
Environmental effects
Business strategy - ANSWER-A product is a potentially valuable bundle of benefits. Good marketing
strategies emphasize the importance of the value that the customer receives from a product rather than
the product itself.
** Milkshakes being bought before 10 a.m. because they took up the length of a long commute.
central route - ANSWER-- high involvement
o Support arguments/counterarguments
o Reliance on central cues (i.e., information specific "central" to the product / more detailed
information)
Chunking - ANSWER-process of grouping stimuli by meaning so that multiple stimuli can become one
memory unit.
cohort - ANSWER-life experience
Comptitiveness - ANSWER-- A key trait studied in consumer research
2024/2025
2 types of value - ANSWER-1. Hedonic
2. Utilitarian
3 decision making approaches - ANSWER-habitual
limited
extended
3 decision making perspectives - ANSWER-rational
experiential
behavioral influence
ABC approach to attitude - ANSWER-- The three components to attitude
- approach that suggests that attitudes encompass one's affect, behavior, and cognitions toward and
object.
AFFECT—I really like my new iPad.
BEHVAIOR—I always buy Apple products.
COGNITION—My iPad helps me study.
acculturation - ANSWER-how consumers learn OTHER cultures
*Low ethnic identification, young, low ethnocentrism, female = likelihood of acculturation
acquisitional shopping - ANSWER-A consumer who runs out to the store on her lunch hour to buy a gift
for a coworker's baby shower is strongly oriented toward getting a gift. Thus, shopping if more like a
task, and this particular activity depends high on utilitarian value as an outcome.
ATO approach model - ANSWER-- Change beliefs by changing product, advertising
- Add new belief about new product attribute (i.e., red wine)
- Change evaluations of product (it's not that bad, good)
**Focus on entire market segments rather than individuals
attitude behavior consistency - ANSWER-extent to which a strong relationship exists between attitudes
and actual behavior
o High involvement, limited situational factors, strong attitude
balance theory (homeostasis) - ANSWER-- demonstrates how attitudes arent always easy to change
- we like consistency. Consumers are motivated to maintain perceived consistency in the relations found
in a system
, Consumer Behavior test Latest Update
2024/2025
** all positive signs, or negative
Basic Perception process - ANSWER-o Sensing—an immediate response to stimuli that have come into
contact with one of the consumer's five senses (sight, smell, touch, taste, or sound).
o Organizing—how your brain assesses something when you don't know what it is.
o Reacting—when an object is successfully recognized, chances are some nearly automatic reaction
takes place.
behavioral influence - ANSWER-Directly changing behaviors without first attempting to change either
beliefs or feelings.
Behavior change can precede belief and attitude change.
Changing a retail store's design or atmospherics can have a direct influence on behavior.
Being better consumers - ANSWER-studying CB can help consumers make better decisions by
understanding:
Consequences of poor budgeting
Avenues for redress
Role of emotions
Social influences
Environmental effects
Business strategy - ANSWER-A product is a potentially valuable bundle of benefits. Good marketing
strategies emphasize the importance of the value that the customer receives from a product rather than
the product itself.
** Milkshakes being bought before 10 a.m. because they took up the length of a long commute.
central route - ANSWER-- high involvement
o Support arguments/counterarguments
o Reliance on central cues (i.e., information specific "central" to the product / more detailed
information)
Chunking - ANSWER-process of grouping stimuli by meaning so that multiple stimuli can become one
memory unit.
cohort - ANSWER-life experience
Comptitiveness - ANSWER-- A key trait studied in consumer research
