Chapter 6

Question 1

Descriptions of how individual consumers differ according to specific trait patterns of behavior

Answer 1

Individual Difference Variables

Question 2

Totality of thoughts, emotions, intentions, and behaviors that a person exhibits consistently as he or she adapts to the environment

Answer 2

Personality

Question 3

Approach to studying personality in which behavior is assessed at a number of points in time

Answer 3

Aggregation Approach

Question 4

Approach to personality research, advocated by Sigmund Freud, that suggests personality results from a struggle between inner motives and societal pressures to follow rules and expectations

Answer 4

Psychoanalytical Approach to Personality

Question 5

The personality component in psychoanalytical theory that focuses in pleasure-seeking motives and immediate gratification

Answer 5

Id

Question 6

Principle found in psychoanalytical theory that describes that factor that motivates pleasure-seeking behavior within the id

Answer 6

Pleasure Principle

Question 7

Component in psychoanalytical theory that works against the id by motivating behavior that matches the expectations and norms of society

Answer 7

Superego

Question 8

Component in psychoanalytical theory that attempts to balance the struggle between the superego and the id

Answer 8

Ego

Question 9

The principle in psychoanalytical theory under which the ego attempts to satisfy the id within societal constraints

Answer 9

Reality Principle

Question 10

Era in consumer research that focused heavily on psychoanalytical approaches

Answer 10

Motivational Research Era

Question 11

Approaches in personality research that focus on specific consumer traits as motivators of various consumer behaviors

Answer 11

Trait Approach to Personality

Question 12

Distinguishable characteristic that describes one’s tendency to act in relatively consistent manner

Answer 12

Trait

Question 13

Variable-centered approach to personality that focuses on particular traits that exist across a number of people

Answer 13

Nomothetic Perspective

Question 14

Approach to personality that focuses on understanding the complexity of each individual consumer

Answer 14

Idiographic Perspective

Question 15

Approach in trait research wherein the focus is on one particular trait

Answer 15

Single-Trait Approach

Question 16

Approach in trait research wherein the focus remains on combinations of traits

Answer 16

Multiple-Trait Approach

Question 17

The extent to which consumers tend to maximize what they receive from a transaction as compared to what they give

Answer 17

Value Consciousness

Question 18

Extent to which material goods have importance in a consumer’s life

Answer 18

Materialism

Question 19

Three separate dimensions of Materialism:

Answer 19

Possessiveness
Nongenerosity
Envy

Question 20

A tendency to retain control and ownerships over possessions

Answer 20

Possessiveness

Question 21

An unwillingness to share with others

Answer 21

Nongenerosity

Question 22

Resentment that arises as a result of another’s belongings and a desire to acquire similar possessions

Answer 22

Envy

Question 23

The extent to which consumers exhibit restraint when purchasing and using material goods

Answer 23

Frugality

Question 24

Degree to which an individual is open to new ideas and tends to be relatively early in adopting new products, services, or experiences

Answer 24

Innovativeness

Question 25

Refers to the degree to which consumers enjoy engaging in effortful cognitive information processing

Answer 25

Need for Cognition

Question 26

Enduring tendency to strive to be better than others

Answer 26

Competitiveness

Question 27

The tendency for consumers to make impulsive, unintended purchases

Answer 27

Impulsiveness

Question 28

A tendency to respond with anxiety when facing threatening events

Answer 28

Trait Anxiety

Question 29

The tendency for a consumer to engage in bargaining behaviors when making purchases

Answer 29

Bargaining Proneness

Question 30

The tendency for consumers to take excessive pride in themselves, including their appearances and accomplishments

Answer 30

Trait Vanity

Question 31

The Five-factor Model Approach:

Answer 31

``` Extroversion Agreeableness Openness to experience Stability Conscientiousness ```

Question 32

Multiple-trait perspective that proposes that the human personality consists of five traits

Answer 32

Five-Factor Model

Question 33

Approaches to personality inquiry that assume that personality traits exist at varying levels of abstraction

Answer 33

Hierarchical Approaches to Personality

Question 34

Collection of human characteristics that can be associated with a brand

Answer 34

Brand Personality

Question 35

A consumer may have such strong feelings about a brad that they actually describe it with the term love

Answer 35

Love and Passion

Question 36

Brands may help to express some central component of a consumer's identity. Research indicates that the correct match between a customer's personality and a perceives brand personality leads to higher overall satisfaction.

Answer 36

Self-Connection

Question 37

In a strong consumer-brand relationship, consumers are very committed to their brands and feel very loyal to them

Answer 37

Commitment

Question 38

Consumer-brand relationships may be marked by interdependence between the product and the consumer. This can be described in terms of the frequency of use, the diversity of bran-related situations, and the intensity of product usage.

Answer 38

Interdependence

Question 39

Strong relationships between consumers and brands can be described as intimate. Deep-seated needs and desires of consumers can be tied directly to specific brands

Answer 39

Intimacy

Question 40

Consumers develop feelings of trust regarding specific brands, and these feelings of trust foster consumer-brand relationships.

Answer 40

Brand Partner Quality

Question 41

Distinctive modes of living, including how people spend their time and money

Answer 41

Lifestyles

Question 42

Fundamentally focused on the family, this segment values product quality. These consumers enjoy cultural activities such as visiting art exhibits and monuments. The home-loving group takes the greatest number of long, family-oriented travel vacations.

Answer 42

Home Loving

Question 43

These responsible consumers believe that the road to success is based on bettering the world. They enjoy classical music and theater. Travel destinations for this group are primarily rural locations and country villages

Answer 43

Idealistic

Question 44

These independent-thinking consumers strive to be upwardly mobile. They enjoy the nightlife and read few newspapers. This segment weekend travel

Answer 44

Autonomous

Question 45

They value human relationships and work. They are interested in new product offerings and enjoy listening to music. These consumers enjoy visiting large cities.

Answer 45

Hedonistic

Question 46

These consumers tend to view success simply in terms of their work careers. This group dislikes nightlife and modern music and instead focuses on issues related to religions, law, and order.

Answer 46

Conservative

Question 47

Quantitative investigations of consumer lifestyles

Answer 47

Psychographics

Question 48

Observable, statistical aspects of populations such as age, gender, or income

Answer 48

Demographics

Question 49

Activity, interest, and opinion statements that are used in lifestyle studies

Answer 49

AIO statements

Question 50

Popular psychographics method in consumer research that divides consumers into groups bases on resources and consumer behavior motivations

Answer 50

VALS

Question 51

They are successful, sophisticated people who have high self-esteem. They are motivated by achievement, ideals, and self-expression. Image is important to these consumers.

Answer 51

Innovators

Question 52

They are ideal motivated. they are mature, reflective people who value order and knowledge. They have relatively high income and are conservative, practical consumers.

Answer 52

Thinkers

Question 53

They have an achievement motivation and are politically conservative

Answer 53

Achievers

Question 54

Experiences are self-expressive consumers who tend to be young, impulsive, and enthusiastic

Answer 54

Experiencers

Question 55

They are ideal motivated and conservative. They follow routines, and their lives largely center around home, family, and church.

Answer 55

Believers

Question 56

They are achievement motivated, but they do not have the amount of resources that are available to achievers

Answer 56

Strivers

Question 57

They tend to express themselves through their activities such as raising children, fixing cars, and building houses

Answer 57

Makers

Question 58

They are very low on resources and are constricted by this lack of resources

Answer 58

Survivors

Question 59

It is used in order to identify commonalities in consumption patterns of households in various regions

Answer 59

Geodemographics Techniques

Question 60

Popular geodemographic technique that stands for Potential Ratings Index by ZIP Market

Answer 60

PRIZM

Question 61

Totality of thoughts and feelings that an individual has about himself or herself

Answer 61

Self-concept

Question 62

Perspective that proposes that consumers live in a symbolic environment and interpret the myriad of symbols around them, and that members of a society agree on the meanings of symbols

Answer 62

Symbolic Interactionism

Question 63

Study of symbols and their meanings

Answer 63

Semiotics

Question 64

Refers to how a consumer currently perceives himself

Answer 64

Actual Self

Question 65

Refers to how a consumer would like to perceive himself

Answer 65

Ideal Self

Question 66

Refers to the beliefs that a consumer has about how he or she is seen by others

Answer 66

Social Self

Question 67

This represents the image that a consumer would like others to have about him or her.

Answer 67

Ideal Social Self

Question 68

This presents an image of what the consumer could become

Answer 68

Possible Self

Question 69

This represents the various possessions that a consumer owns that helps him form perceptions about himself

Answer 69

Extended Self

Question 70

Positivity of the self-concept that one holds

Answer 70

Self-Esteem

Question 71

Theory that proposes that much of consumer behavior can be explained by the congruence of a consumer's self-concept with the image of typical users of a focal product

Answer 71

Self-Congruency Theory

Question 72

The purchase of privately consumable items are heavily influenced by the...

Answer 72

Actual Self-Concept

Question 73

The purchase of publicly visible products are more strongly related to the...

Answer 73

Ideal Self-Concept