CB Exam 2

Question 1

What is an attitude?

Answer 1

An enduring organization of motivational, emotional, perceptual, and cognitive processes regarding an aspect of the environment.

Question 2

What is an attitude object?

Answer 2

The evaluation of an object or thought.

Question 3

Define persuasion in the context of consumer behavior.

Answer 3

Changing attitudes through information processing.

Question 4

What does attitude tracking involve?

Answer 4

Monitoring customer attitudes.

Question 5

What is attitude-behavior consistency?

Answer 5

The match between attitudes and behaviors.

Question 6

What does Cognitive Dissonance Theory (CDT) explain?

Answer 6

Conflict between attitudes and behaviors creates discomfort, leading to changes to achieve harmony.

Question 7

What is Social Judgment Theory?

Answer 7

New information is assessed based on existing attitudes, involving latitudes of acceptance and rejection.

Question 8

What does the Elaboration Likelihood Model (ELM) state?

Answer 8

Attitude change depends on consumer involvement.

Question 9

What is the Attitude-Toward-the-Object (ATO) Model focused on?

Answer 9

Attributes, importance, and evaluation of alternatives.

Question 10

What are reference groups?

Answer 10

Groups influencing consumer evaluations and behaviors.

Question 11

Define conformity in consumer behavior.

Answer 11

Adopting behaviors and attitudes of others.

Question 12

What is referent power?

Answer 12

Influence from admiration.

Question 13

What is information power?

Answer 13

Influence from knowledge.

Question 14

What is legitimate power?

Answer 14

Influence from authority.

Question 15

What is expert power?

Answer 15

Influence from expertise.

Question 16

What is reward power?

Answer 16

Influence through incentives.

Question 17

What is coercive power?

Answer 17

Influence through fear or punishment.

Question 18

What are the two types of word-of-mouth (WOM)?

Answer 18

• Organic: Natural sharing of information
• Amplified: Marketing efforts to boost sharing.

Question 19

Who are opinion leaders?

Answer 19

Respected individuals whose opinions influence others.

Question 20

What are the types of influencers?

Answer 20

• Celebrities
• Industry experts
• Bloggers
• Micro- and nano-influencers.

Question 21

What is culture?

Answer 21

Shared meanings, traditions, and norms.

Question 22

What does Consumer Culture Theory study?

Answer 22

Culture’s role in consumer behavior.

Question 23

What are cultural norms?

Answer 23

Social rules guiding behavior.

Question 24

What are cultural sanctions?

Answer 24

Penalties for breaking norms.

Question 25

What are role expectations?

Answer 25

Cultural roles assigned to individuals.

Question 26

List the dimensions of cultural values.

Answer 26

* Individualism vs. Collectivism * Masculinity vs. Femininity * High vs. Low Uncertainty Avoidance * Long-Term vs. Short-Term Orientation * High vs. Low Power Distance.

Question 27

What is enculturation?

Answer 27

Learning native culture.

Question 28

What is acculturation?

Answer 28

Learning a non-native culture.

Question 29

Define ethnic identification.

Answer 29

Sense of belonging to a culture.

Question 30

What is modeling & shaping?

Answer 30

Learning through imitation and reinforcement.

Question 31

What does glocalization refer to?

Answer 31

Adapting global marketing strategies for local markets.

Question 32

What is a microculture?

Answer 32

A subgroup with distinct values within a larger culture.

Question 33

What is role conflict?

Answer 33

Conflict between cultural expectations.

Question 34

What are the types of microcultures?

Answer 34

* Age-Based: Similar preferences within age groups * Religious: Influence on consumption habits.

Question 35

What is the decision-making process?

Answer 35

Stages of consumer choices.

Question 36

What types of involvement & risk are there?

Answer 36

* Financial * Social * Performance * Physical * Time.

Question 37

What is search behavior?

Answer 37

Internal vs. external information sources.

Question 38

What are signals in consumer behavior?

Answer 38

Characteristics influencing consumer decisions (brand name, price, appearance, reputation).

Question 39

What does bounded rationality mean?

Answer 39

Consumers cannot always make perfectly rational decisions.

Question 40

What are situational factors?

Answer 40

Temporary conditions affecting behavior.

Question 41

What are antecedent conditions?

Answer 41

Factors like time, shopping orientation, personal traits, mood.

Question 42

What is the purchase environment?

Answer 42

Store atmosphere, nudges, ownership experience.

Question 43

What are postpurchase processes?

Answer 43

Consumer satisfaction, product disposal (recycling, recommerce, swishing, underground economy).

Question 44

How does time affect consumer behavior?

Answer 44

Effects of time pressure, time of day, and seasonality.

Question 45

What are shopping orientations?

Answer 45

* Acquisitional * Epistemic * Experiential * Impulsive.