MKTG 367 FINAL EXAM ACTUAL QUESTIONS AND
SOLUTIONS GRADED A+
✔✔grounded cognition - ✔✔theory that suggests that bodily sensations influence
✔✔prototype - ✔✔schema that is the best representative of some category but that is
not represented by an existing entity; conglomeration of the most associated
characteristics of a category
✔✔sentiment analysis - ✔✔sometimes called conversation analysis; automatic
procedures that search social networking sites like Twitter for phrases/sentences that
are coded for emotional meaning
✔✔Homeostasis - ✔✔state of equilibrium wherein the body naturally reacts in a way so
as to maintain a constant, normal bloodstream
✔✔Maslow's Hierarchy of Needs - ✔✔a theory of human motivation that describes
consumers as addressing a finite set of prioritized needs
✔✔utilitarian motivation - ✔✔drive to acquire products that can be used to accomplish
something
✔✔hedonic motivation - ✔✔drive to experience something emotionally gratifying
✔✔schema-based affect - ✔✔emotions that become stored as part of the meaning for a
category (a schema)
✔✔mood-congruent recall - ✔✔consumers will remember information better when the
mood they are currently in matches the mood they were in when originally exposed to
the information
✔✔aggregation approach - ✔✔approach to studying personality in which behavior is
assessed at a number of points in time
✔✔lifestyles - ✔✔distinctive modes of living, including how people spend their time and
money
✔✔VALS - ✔✔popular psychographic method in consumer research that divides
consumers into groups based on resources and consumer behavior motivations
✔✔PRIZM - ✔✔popular geodemographic technique that stands for Potential Ratings
Index by ZIP Market
, ✔✔self-congruency theory - ✔✔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
✔✔utilitarian function of attitudes - ✔✔function of attitudes in which consumers use
attitudes as ways to maximize rewards and minimize punishment
✔✔attitude-toward-the-object (ATO) model - ✔✔attitude model that considers three key
elements, including beliefs consumers have about salient attributes, the strength of the
belief that an object possesses the attribute, and evaluation of the particular attribute
✔✔compensatory model - ✔✔attitudinal model wherein low ratings for one attribute are
compensated for by higher ratings on another
✔✔elaboration likelihood model - ✔✔attitudinal change model that shows attitudes are
changed based on differing levels of consumer involvement through either central or
peripheral processing
✔✔central cues - ✔✔information presented in a message about the product itself, its
attributes, or the consequences of its use
✔✔Social Judgement Theory - ✔✔theory that proposes that consumers compare
incoming information to their existing attitudes about a particular object or issue and that
attitude change depends upon how consistent the information is with the initial attitude
✔✔peripheral cues - ✔✔nonproduct-related information presented in a message
✔✔reference group - ✔✔individuals who have significant relevance for a consumer and
who have an impact on the consumer's evaluations, aspirations, and behavior
✔✔Group Influence - ✔✔ways in which group members influence attitudes, behaviors,
and opinions of others within the group
✔✔Conformity - ✔✔result of group influence in which an individual yields to the attitudes
and behaviors of others
✔✔peer pressure - ✔✔extent to which group members feel pressure to behave in
accordance with group expectations
✔✔utilitarian influence - ✔✔ways in which a consumer conforms to group expectations
in order to receive a reward or avoid punishment
✔✔buzz marketing - ✔✔marketing efforts that focus on generating excitement among
consumers and that are spread from consumer to consumer
SOLUTIONS GRADED A+
✔✔grounded cognition - ✔✔theory that suggests that bodily sensations influence
✔✔prototype - ✔✔schema that is the best representative of some category but that is
not represented by an existing entity; conglomeration of the most associated
characteristics of a category
✔✔sentiment analysis - ✔✔sometimes called conversation analysis; automatic
procedures that search social networking sites like Twitter for phrases/sentences that
are coded for emotional meaning
✔✔Homeostasis - ✔✔state of equilibrium wherein the body naturally reacts in a way so
as to maintain a constant, normal bloodstream
✔✔Maslow's Hierarchy of Needs - ✔✔a theory of human motivation that describes
consumers as addressing a finite set of prioritized needs
✔✔utilitarian motivation - ✔✔drive to acquire products that can be used to accomplish
something
✔✔hedonic motivation - ✔✔drive to experience something emotionally gratifying
✔✔schema-based affect - ✔✔emotions that become stored as part of the meaning for a
category (a schema)
✔✔mood-congruent recall - ✔✔consumers will remember information better when the
mood they are currently in matches the mood they were in when originally exposed to
the information
✔✔aggregation approach - ✔✔approach to studying personality in which behavior is
assessed at a number of points in time
✔✔lifestyles - ✔✔distinctive modes of living, including how people spend their time and
money
✔✔VALS - ✔✔popular psychographic method in consumer research that divides
consumers into groups based on resources and consumer behavior motivations
✔✔PRIZM - ✔✔popular geodemographic technique that stands for Potential Ratings
Index by ZIP Market
, ✔✔self-congruency theory - ✔✔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
✔✔utilitarian function of attitudes - ✔✔function of attitudes in which consumers use
attitudes as ways to maximize rewards and minimize punishment
✔✔attitude-toward-the-object (ATO) model - ✔✔attitude model that considers three key
elements, including beliefs consumers have about salient attributes, the strength of the
belief that an object possesses the attribute, and evaluation of the particular attribute
✔✔compensatory model - ✔✔attitudinal model wherein low ratings for one attribute are
compensated for by higher ratings on another
✔✔elaboration likelihood model - ✔✔attitudinal change model that shows attitudes are
changed based on differing levels of consumer involvement through either central or
peripheral processing
✔✔central cues - ✔✔information presented in a message about the product itself, its
attributes, or the consequences of its use
✔✔Social Judgement Theory - ✔✔theory that proposes that consumers compare
incoming information to their existing attitudes about a particular object or issue and that
attitude change depends upon how consistent the information is with the initial attitude
✔✔peripheral cues - ✔✔nonproduct-related information presented in a message
✔✔reference group - ✔✔individuals who have significant relevance for a consumer and
who have an impact on the consumer's evaluations, aspirations, and behavior
✔✔Group Influence - ✔✔ways in which group members influence attitudes, behaviors,
and opinions of others within the group
✔✔Conformity - ✔✔result of group influence in which an individual yields to the attitudes
and behaviors of others
✔✔peer pressure - ✔✔extent to which group members feel pressure to behave in
accordance with group expectations
✔✔utilitarian influence - ✔✔ways in which a consumer conforms to group expectations
in order to receive a reward or avoid punishment
✔✔buzz marketing - ✔✔marketing efforts that focus on generating excitement among
consumers and that are spread from consumer to consumer
