Marketing

Q: Describe the psychoanalytic approach to personality and the way it has been applied in consumer research. Has this approach been useful for understanding consumer behavior? Explain.

Q: Define personality and describe three distinct qualities exhibited by personality.

Q: THE DESIGNER CLOTHES SCENARIOFashion weeks in New York, Paris, and Milan featuring haughty supermodels strutting up and down the ramp generate a lot of attention for designers, especially if the collection is unique or unorthodox. But who buys these clothes? Apparently, only a small group of customers, as the celebrities seen so often flaunting designer clothing get these outfits for free in return for the publicity they generate for designers. This small group of customers comprise of women like Anna, Cindy, and Christine. Anna purchased a Balmain mini dress worth $24,000 and several other outfits because, as she stated, "I buy what I love." On the other hand, Cindy, an art enthusiast, purchased an Alexander McQueen jacket priced over $11,000. To her an apparel, besides being a work of art, also helps her form perceptions about herself. Christine, who attends high society events almost every night, wears any dress only once and in case she is attending more than one social event, changes several times in the course of a single evening. For these women, their clothing is an expression of themselves and how they want people to see them. Refer to The Designer Clothes Scenario. Cindy's _____ represents the various designer outfits that she owns that help her form perceptions about herself.a. low need for cognitionb. self-esteemc. ideal selfd. extended selfe. actual self

Q: THE DESIGNER CLOTHES SCENARIOFashion weeks in New York, Paris, and Milan featuring haughty supermodels strutting up and down the ramp generate a lot of attention for designers, especially if the collection is unique or unorthodox. But who buys these clothes? Apparently, only a small group of customers, as the celebrities seen so often flaunting designer clothing get these outfits for free in return for the publicity they generate for designers. This small group of customers comprise of women like Anna, Cindy, and Christine. Anna purchased a Balmain mini dress worth $24,000 and several other outfits because, as she stated, "I buy what I love." On the other hand, Cindy, an art enthusiast, purchased an Alexander McQueen jacket priced over $11,000. To her an apparel, besides being a work of art, also helps her form perceptions about herself. Christine, who attends high society events almost every night, wears any dress only once and in case she is attending more than one social event, changes several times in the course of a single evening. For these women, their clothing is an expression of themselves and how they want people to see them. Refer to The Designer Clothes Scenario. Anna, Cindy, and Christine can afford to spend on high-end luxury brands. For them, these brands are means of self-expression, and testimonials to their sophistication and achievement. The way they are perceived in society really matters to them. According to the VALS 2 approach, Anna, Cindy, and Christine would most likely be classified as _____.a. innovatorsb. striversc. believersd. makerse. thinkers

Q: THE DESIGNER CLOTHES SCENARIOFashion weeks in New York, Paris, and Milan featuring haughty supermodels strutting up and down the ramp generate a lot of attention for designers, especially if the collection is unique or unorthodox. But who buys these clothes? Apparently, only a small group of customers, as the celebrities seen so often flaunting designer clothing get these outfits for free in return for the publicity they generate for designers. This small group of customers comprise of women like Anna, Cindy, and Christine. Anna purchased a Balmain mini dress worth $24,000 and several other outfits because, as she stated, "I buy what I love." On the other hand, Cindy, an art enthusiast, purchased an Alexander McQueen jacket priced over $11,000. To her an apparel, besides being a work of art, also helps her form perceptions about herself. Christine, who attends high society events almost every night, wears any dress only once and in case she is attending more than one social event, changes several times in the course of a single evening. For these women, their clothing is an expression of themselves and how they want people to see them. Refer to The Designer Clothes Scenario. Christine wears a different designer outfit in each social event that she attends. For her, such occasions are not only an opportunity to flaunt her endless collection of designer wears, but also to display her social class in the process. This is an example of _____.a. value consciousnessb. frugalityc. philanthropyd. low self-monitoringe. conspicuous consumption

Q: THE DESIGNER CLOTHES SCENARIOFashion weeks in New York, Paris, and Milan featuring haughty supermodels strutting up and down the ramp generate a lot of attention for designers, especially if the collection is unique or unorthodox. But who buys these clothes? Apparently, only a small group of customers, as the celebrities seen so often flaunting designer clothing get these outfits for free in return for the publicity they generate for designers. This small group of customers comprise of women like Anna, Cindy, and Christine. Anna purchased a Balmain mini dress worth $24,000 and several other outfits because, as she stated, "I buy what I love." On the other hand, Cindy, an art enthusiast, purchased an Alexander McQueen jacket priced over $11,000. To her an apparel, besides being a work of art, also helps her form perceptions about herself. Christine, who attends high society events almost every night, wears any dress only once and in case she is attending more than one social event, changes several times in the course of a single evening. For these women, their clothing is an expression of themselves and how they want people to see them. Refer to The Designer Clothes Scenario. Expensive designer clothes are possessions that are very important to women like Anna, Cindy, and Christine. Which of the following consumer behavior traits are these consumers displaying?a. Materialismb. Need for cognitionc. Frugalityd. Downshiftinge. Low self-monitoring

Q: THE DESIGNER CLOTHES SCENARIOFashion weeks in New York, Paris, and Milan featuring haughty supermodels strutting up and down the ramp generate a lot of attention for designers, especially if the collection is unique or unorthodox. But who buys these clothes? Apparently, only a small group of customers, as the celebrities seen so often flaunting designer clothing get these outfits for free in return for the publicity they generate for designers. This small group of customers comprise of women like Anna, Cindy, and Christine. Anna purchased a Balmain mini dress worth $24,000 and several other outfits because, as she stated, "I buy what I love." On the other hand, Cindy, an art enthusiast, purchased an Alexander McQueen jacket priced over $11,000. To her an apparel, besides being a work of art, also helps her form perceptions about herself. Christine, who attends high society events almost every night, wears any dress only once and in case she is attending more than one social event, changes several times in the course of a single evening. For these women, their clothing is an expression of themselves and how they want people to see them.Refer to The Designer Clothes Scenario. Anna's statement, "I buy what I love," focuses on immediate gratification and is based on the _____ principle.a. realityb. abstinencec. pleasured. superegoe. philanthropy

Q: THE BILLIONAIRE LIFESTYLE SCENARIOPhilip, Joe and Ralph are all part of a billionaire's club in their city. They are all in their mid-40s, but with remarkably successful careers, they became billionaires within a very short period of time. Philip, the CEO of his own real-estate venture, started out as a dynamic entrepreneur who managed to make huge profits within two years of starting his business venture. He believes in living life luxuriously and lavishly. Joe, the CEO of an event management company, shares the same thought. Joe and Philip splurge on the latest cars and electronic gadgets in the market. They buy designer clothes, shoes and watches. They party at the best clubs in the city and are known to order customized suits for themselves from some of the best designers around the world. They also have a passion for traveling. They take time off from their work and visit exotic locations around the world, stay in the best hotels, and eat at expensive restaurants. But not all billionaires are like Philip and Joe; Ralph, the CEO of a chain of luxury hotels, used to be materialistic like the others. These days, he is no longer interested in living a lavish life and is rather keen on reducing his material consumption. He prefers living a simple life with his family, and rarely indulges himself like he used to do earlier. He feels that being too materialistic can not only lead to financial distress in the future, but also create problems in his personal life. Instead of partying like the others, he is often seen at charity events making donations. He wants to be known primarily for his contributions to the society and not for having an extravagant lifestyle. Refer to The Billionaire Lifestyle Scenario. Ralph's desire to be known as a philanthropist reflects his _____.a. low need for cognitionb. low self-monitoring tendencyc. ideal social selfd. extended selfe. actual self

Q: THE BILLIONAIRE LIFESTYLE SCENARIOPhilip, Joe and Ralph are all part of a billionaire's club in their city. They are all in their mid-40s, but with remarkably successful careers, they became billionaires within a very short period of time. Philip, the CEO of his own real-estate venture, started out as a dynamic entrepreneur who managed to make huge profits within two years of starting his business venture. He believes in living life luxuriously and lavishly. Joe, the CEO of an event management company, shares the same thought. Joe and Philip splurge on the latest cars and electronic gadgets in the market. They buy designer clothes, shoes and watches. They party at the best clubs in the city and are known to order customized suits for themselves from some of the best designers around the world. They also have a passion for traveling. They take time off from their work and visit exotic locations around the world, stay in the best hotels, and eat at expensive restaurants. But not all billionaires are like Philip and Joe; Ralph, the CEO of a chain of luxury hotels, used to be materialistic like the others. These days, he is no longer interested in living a lavish life and is rather keen on reducing his material consumption. He prefers living a simple life with his family, and rarely indulges himself like he used to do earlier. He feels that being too materialistic can not only lead to financial distress in the future, but also create problems in his personal life. Instead of partying like the others, he is often seen at charity events making donations. He wants to be known primarily for his contributions to the society and not for having an extravagant lifestyle. Refer to The Billionaire Lifestyle Scenario. Ralph, unlike Joe and Philip, practices _____ as he thinks that high levels of materialism can adversely affect his debt levels and personal relationships.a. eliminative materialismb. downshiftingc. reductionismd. subjective idealisme. functionalism

Q: THE BILLIONAIRE LIFESTYLE SCENARIOPhilip, Joe and Ralph are all part of a billionaire's club in their city. They are all in their mid-40s, but with remarkably successful careers, they became billionaires within a very short period of time. Philip, the CEO of his own real-estate venture, started out as a dynamic entrepreneur who managed to make huge profits within two years of starting his business venture. He believes in living life luxuriously and lavishly. Joe, the CEO of an event management company, shares the same thought. Joe and Philip splurge on the latest cars and electronic gadgets in the market. They buy designer clothes, shoes and watches. They party at the best clubs in the city and are known to order customized suits for themselves from some of the best designers around the world. They also have a passion for traveling. They take time off from their work and visit exotic locations around the world, stay in the best hotels, and eat at expensive restaurants. But not all billionaires are like Philip and Joe; Ralph, the CEO of a chain of luxury hotels, used to be materialistic like the others. These days, he is no longer interested in living a lavish life and is rather keen on reducing his material consumption. He prefers living a simple life with his family, and rarely indulges himself like he used to do earlier. He feels that being too materialistic can not only lead to financial distress in the future, but also create problems in his personal life. Instead of partying like the others, he is often seen at charity events making donations. He wants to be known primarily for his contributions to the society and not for having an extravagant lifestyle. Refer to The Billionaire Lifestyle Scenario. Philip and Joe mostly wear designer outfits, watches, and shoes. They also buy the latest and the most expensive cars and electronic gadgets. If Philip and Joe were to engage in flaunting their material possessions as a way of displaying their social class, such a tendency could be described as _____.a. value consciousnessb. frugalityc. philanthropyd. low self-monitoringe. conspicuous consumption

Q: THE BILLIONAIRE LIFESTYLE SCENARIOPhilip, Joe and Ralph are all part of a billionaire's club in their city. They are all in their mid-40s, but with remarkably successful careers, they became billionaires within a very short period of time. Philip, the CEO of his own real-estate venture, started out as a dynamic entrepreneur who managed to make huge profits within two years of starting his business venture. He believes in living life luxuriously and lavishly. Joe, the CEO of an event management company, shares the same thought. Joe and Philip splurge on the latest cars and electronic gadgets in the market. They buy designer clothes, shoes and watches. They party at the best clubs in the city and are known to order customized suits for themselves from some of the best designers around the world. They also have a passion for traveling. They take time off from their work and visit exotic locations around the world, stay in the best hotels, and eat at expensive restaurants. But not all billionaires are like Philip and Joe; Ralph, the CEO of a chain of luxury hotels, used to be materialistic like the others. These days, he is no longer interested in living a lavish life and is rather keen on reducing his material consumption. He prefers living a simple life with his family, and rarely indulges himself like he used to do earlier. He feels that being too materialistic can not only lead to financial distress in the future, but also create problems in his personal life. Instead of partying like the others, he is often seen at charity events making donations. He wants to be known primarily for his contributions to the society and not for having an extravagant lifestyle. Refer to The Billionaire Lifestyle Scenario. Philip and Joe buy the latest and the most expensive cars in the market. They also splurge on designer clothes, shoes and watches. In doing so, which of the following consumer behavior traits are they displaying?a. Materialismb. Need for cognitionc. Frugalityd. Downshiftinge. Low self-monitoring

Q: THE BILLIONAIRE LIFESTYLE SCENARIOPhilip, Joe and Ralph are all part of a billionaire's club in their city. They are all in their mid-40s, but with remarkably successful careers, they became billionaires within a very short period of time. Philip, the CEO of his own real-estate venture, started out as a dynamic entrepreneur who managed to make huge profits within two years of starting his business venture. He believes in living life luxuriously and lavishly. Joe, the CEO of an event management company, shares the same thought. Joe and Philip splurge on the latest cars and electronic gadgets in the market. They buy designer clothes, shoes and watches. They party at the best clubs in the city and are known to order customized suits for themselves from some of the best designers around the world. They also have a passion for traveling. They take time off from their work and visit exotic locations around the world, stay in the best hotels, and eat at expensive restaurants. But not all billionaires are like Philip and Joe; Ralph, the CEO of a chain of luxury hotels, used to be materialistic like the others. These days, he is no longer interested in living a lavish life and is rather keen on reducing his material consumption. He prefers living a simple life with his family, and rarely indulges himself like he used to do earlier. He feels that being too materialistic can not only lead to financial distress in the future, but also create problems in his personal life. Instead of partying like the others, he is often seen at charity events making donations. He wants to be known primarily for his contributions to the society and not for having an extravagant lifestyle.Refer to The Billionaire Lifestyle Scenario. Philip's belief in living life the luxurious way indicates that he follows the _____ principle.a. realityb. abstinencec. pleasured. stoice. charity

Q: Which theory proposes that much of consumer behavior can be explained by the match between a consumer's self-concept and the image of typical users of a product?a. Self-congruency theoryb. Self-determination theoryc. Self-verification theoryd. Self-perception theorye. Self-discrepancy theory

Q: The positivity of an individual's self-concept is called _____. a. id b. body esteem c. extended self d. self-congruence e. self-esteem

Q: Kenneth enrolled in a graduate school to study entrepreneurship because he wanted to become a successful entrepreneur and start his own business venture in a few years' time. Which of the following types of self-concepts played the greatest role in Kenneth's decision to enroll in graduate school? a. Actual self b. Social self c. Ideal social self d. Extended self e. Possible self

Q: Which of the following statements about self-concept is true? a. Actual self refers to how a consumer would like to perceive himself. b. Ideal self refers to how a consumer currently perceives him- or herself. c. Ideal social self represents the image that a consumer would like others to have about him or her. d. Possible self represents the various possessions that a consumer owns that help him form perceptions about himself. e. Extended self refers to the positivity with which one holds his or her body image.

Q: Which of the following best describes the ideal self? a. It represents the various possessions that a consumer owns that help him form perceptions about himself. b. It represents the image that a consumer would like others to have about him or her. c. It refers to how a consumer would like to perceive himself. d. It refers to the beliefs that a consumer has about how he or she is perceived by others. e. It refers to how a consumer currently perceives him- or herself.

Q: The extended self refers to: a. how a consumer would like to perceive himself. b. the beliefs that a consumer has about how he or she is seen by others. c. the various possessions that a consumer owns that help him form perceptions about himself. d. an image of what the consumer could ideally become. e. the image that a consumer would like others to have about him.

Q: Claudia reads publications such as The Wall Street Journal and other reputed dailies, and perceives herself to be knowledgeable about current affairs. Which of the following self-concepts is best reflected in Claudia's perception of herself as a knowledgeable person? a. Possible self b. Ideal self c. Social self d. Extended self e. Actual self

Q: Which self-concept refers to how a consumer currently perceives him- or herself? a. Ideal self b. Actual self c. Possible self d. Social self e. Extended self

Q: Sally is a research student who has chosen to conduct a consumer behavior research for her doctoral thesis. Believing that consumers often use products to convey their self-concepts to others, she studies luxury brands, logos, and products to find out what they mean to consumers. Which of the following best describes this field of study? a. Teleology b. Semiotics c. Linguistics d. Personology e. Archeology

Q: Which of the following best describes semiotics? a. It refers to the study of symbols and their meanings. b. It refers to the study of human psychology. c. It refers to the study of human behavior. d. It refers to the study of organizational behavior. e. It refers to the study of cognitive development.

Q: According to _____, consumers agree on the shared meaning of products and symbols. a. symbolic interactionism perspective b. symbolic logic perspective c. nomothetic perspective d. idiographic perspective e. self-congruency perspective

Q: Mary thinks of herself as a warm, caring person. She is happy and content with her life and believes that others enjoy her company. These thoughts and feelings that Mary has about herself comprise her _____. a. body esteem b. self-congruence c. demographic features d. need for cognition e. self-concept

Q: _____ refers to the totality of thoughts and feelings that an individual has about him- or herself. a. Value Consciousness b. Brand personality c. Self-concept d. Self-esteem e. Body esteem

Q: _____ are observable, statistical aspects of populations including such factors as age, gender, or income. a. Psychographics b. Strata c. Traits d. Identifiers e. Demographics

Q: Which of the following is true about PRIZM? a. It combines demographic and behavioral information in a manner that enables marketers to better understand and target their customers. b. It classifies consumers into eight distinct segments based on resources available to the consumer as well as three primary motivations. c. It was developed and marketed by Strategic Business Insights. d. It is based on the premise that people with similar backgrounds and means disassociate themselves from each other's behaviors and lifestyles. e. It is based on the premise that people with similar backgrounds tend to live away from one another.

Q: Define autobiographical memory and describe one of yours. Explain how a marketer might be able to influence consumers to recall positive autobiographical memories.

Q: Compare and contrast two self-report measures for measuring emotions. Explain how consumers can experience both positive and negative emotions, and which self-report measure is best at capturing that?

Q: Define cognitive appraisal theory. Describe the four types of cognitive appraisals and their relevance to consumer behavior.

Q: Describe Maslow's hierarchy of needs and give an example of each type of need.

Q: Explain the regulatory focus theory.

Q: Explain how motivation drives human behavior and describe the two key groups of behaviors around which human motivations are oriented.

Q: VISITING THE DENTIST SCENARIOAccording to a survey conducted by the American Dental Association, almost 25 percent of Americans don"t go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fearpain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide "˜service with a smile", which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. Refer to Visiting the Dentist Scenario. Dentists are trying to enhance patients' moods by creating a pleasant environment and experience during visits. The hope is that patients' evaluation and memories of the experience can be influenced in a positive way. This hope is based on the concept of _____.a. affective forecastingb. doublethinkc. cognitive dissonanced. choice-supportive biase. mood-congruent recall

Q: VISITING THE DENTIST SCENARIOAccording to a survey conducted by the American Dental Association, almost 25 percent of Americans don"t go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fearpain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide "˜service with a smile", which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. Refer to Visiting the Dentist Scenario. Patients feel fearful of visiting the dentist, though they also know that keeping up the recommended twice-a-year visits is actually good for them. This is an example of _____ appraisal.a. equityb. outcomesc. anticipationd. agencye. retrospective

Q: VISITING THE DENTIST SCENARIOAccording to a survey conducted by the American Dental Association, almost 25 percent of Americans don"t go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fearpain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide "˜service with a smile", which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. Refer to Visiting the Dentist Scenario. Providing "˜service with a smile" helps minimize patients' anxiety about the experience as patients generally respond in the same manner. Which of the following describes this phenomenon?a. Equity appraisalb. Agency appraisalc. The emotional contagion effectd. The product contamination effecte. Nostalgia

Q: VISITING THE DENTIST SCENARIOAccording to a survey conducted by the American Dental Association, almost 25 percent of Americans don"t go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fearpain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide "˜service with a smile", which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. Refer to Visiting the Dentist Scenario. Most patients go to the dentist because they want to maintain dental hygiene. This is an example of consumer behavior driven by _____ motivation.a. hedonicb. utilitarianc. promotionald. self-actualizatione. adaptive

Q: VISITING THE DENTIST SCENARIOAccording to a survey conducted by the American Dental Association, almost 25 percent of Americans don"t go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fearpain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide "˜service with a smile", which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits.Refer to Visiting the Dentist Scenario. Many people don"t go to the dentist as they nurture deep-rooted fears, preferring instead to go only when they have a problem such as a toothache or a broken tooth which needs immediate attention. Which of the following types of motivation drives us to visit the dentist for dental problems that require immediate attention?a. Self-improvement motivationb. Homeostasisc. Promotional motivationd. Homeorhesise. Hedonic motivation

Q: CHRISTMAS SHOPPING SCENARIOMaisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships at this time of year. She steps out wearing her warm fur coat to protect herself from the sub-zero temperatures. As she shops for her gifts, she comes across a pair of designer sunglasses that are on sale. She buys them immediately as she does not like her old pair, and has been thinking of replacing her it with a new one. As a rule, every year, she buys her mother's gift last, after she has checked out all the available gift options. This year, she gets her mother a pair of exquisite pearl drop earrings. She is a bit anxious because they are very expensive and she hopes that her mother will like them. While at the jeweler, she decides to buy herself an ornate Christmas dove as an indulgence. Maisie has had a fascination for them for as long as she can remember. She has a huge collection of Christmas doves in various sizes and colors. Maisie comes back tired, but satisfied with her day's shopping. Refer to Christmas Shopping Scenario. Maisie gets her mother a pair of exquisite pearl drop earrings. She feels anxious because they are very expensive and hopes that her mother will love them. This is an example of _____ appraisal.a. anticipationb. outcomec. agencyd. equitye. retrospective

Q: CHRISTMAS SHOPPING SCENARIOMaisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships at this time of year. She steps out wearing her warm fur coat to protect herself from the sub-zero temperatures. As she shops for her gifts, she comes across a pair of designer sunglasses that are on sale. She buys them immediately as she does not like her old pair, and has been thinking of replacing her it with a new one. As a rule, every year, she buys her mother's gift last, after she has checked out all the available gift options. This year, she gets her mother a pair of exquisite pearl drop earrings. She is a bit anxious because they are very expensive and she hopes that her mother will like them. While at the jeweler, she decides to buy herself an ornate Christmas dove as an indulgence. Maisie has had a fascination for them for as long as she can remember. She has a huge collection of Christmas doves in various sizes and colors. Maisie comes back tired, but satisfied with her day's shopping. Refer to Christmas Shopping Scenario. Maisie has had a fascination for Christmas doves for as long as she can remember. She has a huge collection of them in various sizes and colors. Which of the following is exemplified by Maisie's involvement with doves?a. Monetary involvementb. Enduring involvementc. Situational involvementd. Momentary involvemente. Contextual involvement

Q: CHRISTMAS SHOPPING SCENARIOMaisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships at this time of year. She steps out wearing her warm fur coat to protect herself from the sub-zero temperatures. As she shops for her gifts, she comes across a pair of designer sunglasses that are on sale. She buys them immediately as she does not like her old pair, and has been thinking of replacing her it with a new one. As a rule, every year, she buys her mother's gift last, after she has checked out all the available gift options. This year, she gets her mother a pair of exquisite pearl drop earrings. She is a bit anxious because they are very expensive and she hopes that her mother will like them. While at the jeweler, she decides to buy herself an ornate Christmas dove as an indulgence. Maisie has had a fascination for them for as long as she can remember. She has a huge collection of Christmas doves in various sizes and colors. Maisie comes back tired, but satisfied with her day's shopping. Refer to Christmas Shopping Scenario. As Maisie stays alone, she strongly feels the need for kinship and attachment with her family and close friends. According to Maslow's hierarchy of needs, which of the following needs is Maisie most concerned with?a. Self-actualization needsb. Esteem needsc. Physiological needsd. The need for belongingness and lovee. The need for safety and security

Q: CHRISTMAS SHOPPING SCENARIOMaisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships at this time of year. She steps out wearing her warm fur coat to protect herself from the sub-zero temperatures. As she shops for her gifts, she comes across a pair of designer sunglasses that are on sale. She buys them immediately as she does not like her old pair, and has been thinking of replacing her it with a new one. As a rule, every year, she buys her mother's gift last, after she has checked out all the available gift options. This year, she gets her mother a pair of exquisite pearl drop earrings. She is a bit anxious because they are very expensive and she hopes that her mother will like them. While at the jeweler, she decides to buy herself an ornate Christmas dove as an indulgence. Maisie has had a fascination for them for as long as she can remember. She has a huge collection of Christmas doves in various sizes and colors. Maisie comes back tired, but satisfied with her day's shopping. Refer to Christmas Shopping Scenario. Maisie instantly buys a pair of designer sunglasses that are on sale as she did not like her old pair and had been thinking of replacing it. Which of the following motivated Maisie's purchasing activity?a. Self-improvement motivationb. Homeostatic motivationc. Preventive motivationd. Utilitarian motivatione. Physiological motivation

Q: CHRISTMAS SHOPPING SCENARIOMaisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships at this time of year. She steps out wearing her warm fur coat to protect herself from the sub-zero temperatures. As she shops for her gifts, she comes across a pair of designer sunglasses that are on sale. She buys them immediately as she does not like her old pair, and has been thinking of replacing her it with a new one. As a rule, every year, she buys her mother's gift last, after she has checked out all the available gift options. This year, she gets her mother a pair of exquisite pearl drop earrings. She is a bit anxious because they are very expensive and she hopes that her mother will like them. While at the jeweler, she decides to buy herself an ornate Christmas dove as an indulgence. Maisie has had a fascination for them for as long as she can remember. She has a huge collection of Christmas doves in various sizes and colors. Maisie comes back tired, but satisfied with her day's shopping.Refer to Christmas Shopping Scenario. Maisie steps out wearing a warm fur coat to protect herself from the sub-zero temperature. Which of the following types of motivation drove Maisie to keep herself warm?a. Self-improvement motivationb. Homeostasisc. Hedonic motivationd. Promotional motivatione. Homeorhesis

Q: Maria sees a price reduction on a makeup kit she has wanted for a long time. She buys it but when she gets home and begins to take it out from its packaging, she notices that the box in which the kit was kept is open and torn. This gives her a feeling that it might have been used by somebody else earlier. This thought makes her feel uneasy. Which of the following terms refers to this situation?a. Product contaminationb. Buyer's dissonancec. Buyer's remorsed. Product contagione. Product dissociation

Q: _____ refers to the fact that consumers feel uneasy about buying things that others have previously touched. a. Product contagion b. Product dissociation c. Buyer's remorse d. Buyer's dissonance e. Product contamination

Q: Holly works as an attendant on international flights. Sometimes, despite being tired and grumpy, she has to remain kind, helpful, and upbeat on her job. Being an attendant requires that she does not give vent to her emotions. Holly's efforts at managing her emotions are an example of emotional _____. a. flow b. labor c. contagion d. consistency e. fabrication

Q: Which of the following terms refers to the efforts put forth by service workers who must overtly manage their own emotional displays as part of the requirements of the job? a. Emotional labor b. Aesthetic labor c. Emotional flow d. Emotional fabrication e. Emotional consistency

Q: A consumer who eats a whole pint of Ben & Jerry's New York Super Fudge Chunk ice-cream and later feels guilty, is experiencing _____. a. emotional contagion b. emotional labor c. extraneous emotions d. self-conscious emotions e. autonomic emotions

Q: Emotions that result from some evaluation or reflection of one's own behavior"which can include both actions and failures to act"are known as _____ emotions. a. self-conscious b. autobiographical c. contagious d. laborious e. extraneous

Q: Julie believes that if she smiles, the whole world would smile with her. Her belief is based on the concept of emotional _____. a. activation b. contagion c. intelligence d. labor e. flow

Q: Which of the following represents the extent to which an emotional display by one person influences the emotional state of a bystander? a. Emotional involvement b. Emotional labor c. Emotional flow d. Emotional activation e. Emotional contagion

Q: A new western-themed family steakhouse requires its employees to dress like cowboys and cowgirls from head-to-toe with cowboy hats, red-and-white checkered shirts, blue jeans, and cowboy boots. The owners believe that this specific appearance is needed to generate the emotional reaction it seeks from its customers. This dressing requirement for employees is an example of _____. a. emotional labor b. emotional contagion c. aesthetic labor d. aesthetic expression e. emotional expressiveness

Q: Which of the following terms refers to the efforts put forth by employees in carefully managing their own personal appearances as a requisite to performing their job well? a. Emotional labor b. Emotional contagion c. Emotional flow d. Aesthetic labor e. Aesthetic expression

Q: Disney tries to create a magical experience for guests visiting its resorts. The company knows that positive emotions can become stored as part of the meaning visitors have for Disney. Disney wants its customers to feel happy when they think of Disney resorts. This indicates that Disney is trying to create _____. a. emotional contagion b. schema-based affect c. cognitive dissonance d. non-conscious affect e. affective resonance

Q: When emotions become part of the meaning for a category, it is referred to as _____. a. affective resonance b. positive affect optimization c. non-conscious affect d. schema-based affect e. integrated affect

Q: Florence often thinks of the past when her children were young. She remembers all the good times they had and how much they depended on her. She yearns for those times thinking that it was more pleasant than her life is now. Florence is experiencing _____. a. cognitive dissonance b. mood-appropriate affect c. nostalgia d. mood-congruent recall e. emotional flow

Q: According to _____, a consumer's memories and evaluations can be influenced to the extent that the consumer's mood can be controlled. a. mood-congruent sensory stimuli b. mood-congruent encoding c. mood euthymia affect d. mood-association affect e. mood-congruent recall

Q: Chelsea, who has four siblings, has vivid memories of her special Saturday mornings when her father used to take her out for breakfast. It was their special time together as she got her dad all to herself. Chelsea's memories are an example of _____ memories. a. procedural b. implicit c. iconic d. autobiographical e. echoic

Q: Memories of previous, meaningful events in one's life are known as _____ memories. a. procedural b. implicit c. autobiographical d. iconic e. echoic

Q: Some consumers get very upset when they are served "bad food" in a restaurant. They lose control and start yelling at the server. Sometimes, they even demand to see the manager. This lack of emotional control on the part of consumers suggests that such consumers have low emotional _____. a. tolerance b. contagion c. intelligence d. expressiveness e. regulation

Q: Which of the following terms is used to capture one's awareness of the emotions experienced in a situation, and an ability to control reactions to these emotions? a. Emotional expressiveness b. Emotional intelligence c. Emotional involvement d. Emotional abandonment e. Emotional detachment

Q: Mr. Robert Smith is the United States Speaker of the House of Representatives. He couldn"t help showing his emotion when he was sworn in. He often has trouble hiding his emotions and sometimes breaks out in tears when he is talking about something he is passionate about. Mr. Smith can be said to have high emotional _____. a. contagion b. expressiveness c. intelligence d. focus e. flow

Q: The extent to which a consumer shows outward behavioral signs and otherwise reacts obviously to emotional experiences is called emotional _____. a. expressiveness b. flow c. focus d. attachment e. contagion

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