Deck 15: Application Module A: Applying Social Psychology to Consumer Behavior

Question 1

Successful green marketing targets a larger population with products and services that anyone might be able to use while simultaneously ____.

A)ensuring the protection of overseas workers and promoting local jobs
B)saving money and reducing impact on the environment
C)promoting the development of local jobs and saving money
D)identifying mechanisms for social equity and fiscal responsibility

Answer 1

saving money and reducing impact on the environment

Question 2

The use of software to empirically analyze online conversations to constantly monitor how consumers feel about brands is called _____.

A)sentiment analysis
B)e-commerce
C)social currency
D)data mining

Answer 2

sentiment analysis

Question 3

How do grocery store advertising, grocery store format (layout), and grocery store location influence consumers' decisions about where to shop?

A)All three affect behavior.
B)Interestingly, location has very little impact.
C)Interestingly, format (layout)has the strongest impact of the three.
D)Advertising is the only one of these variables to have an impact.

Answer 3

All three affect behavior.

Question 4

When consumers experience loud music, in-store crowding, or other shopping stressors, they tend to ____.

A)enact their dominant response
B)enact their non-dominant response
C)purchase more
D)purchase less

Question 5

Suppose that Ina is given the opportunity to try out three different kinds of hotdogs, and suppose that Oliver is given the opportunity to try out twelve different kinds of hot dogs. After trying the hot dogs, they are given the opportunity to purchase hot dogs. Research suggests that ____.

A)Ina will enjoy her hotdogs more than will Oliver
B)Oliver will enjoy his hotdogs more than will Ina
C)Ina and Oliver will enjoy their hotdogs about the same amount
D)the person who will enjoy the hotdogs more depends on whether brand information is included at the taste test

Question 6

When people are shopping, crowding tends to ____.

A)intensify whatever experience we are having at the time
B)make the shopping experience more negative
C)increase purchasing
D)decrease purchasing

Question 7

Harley Davidson hires researchers to ride motorcycles and attend various events so they can learn more about the way enthusiasts talk about their products, to identify opinion leaders, and ultimately to have good ideas as to product modifications or new items such as Harley Davidson branded clothing and other accessories for motorcycles. This approach is best described as ____.

A)idiographic
B)ethnographic
C)anthropological
D)existential

Question 8

Conspicuous consumption refers to cases in which people ____.

A)buy things just so they can "show them off"
B)buy things that they cannot afford
C)buy things that they never end up using
D)buy things for other people

Question 9

High self-monitors are to social aspects of products as low self-monitors are to ____.

A)product attributes and qualities
B)competitive product pricing
C)whether they have a need for the product
D)the experience of purchasing

Question 10

After World War II, the United States had a lot of manufacturing capabilities but ____.

A)the social conditions during the war had created a population disinterested in purchasing
B)to continued raw material shortages of the war made it difficult to manufacture anything
C)people remained very fearful, resulting in decreased willingness to purchase anything but essentials
D)the products produced were so similar that there was no reason to purchase one over the other

Question 11

The post-World War II development of brand identities can be traced largely to the ____.

A)need to compete with products from foreign manufacturers
B)need of manufacturers to have products for specific market segments
C)need of consumers to find products that could previously only be found overseas
D)need of consumers to be secure in the belief that the products would meet their needs.

Question 12

Services like Klout.com help advertisers ____.

A)determine how many people their advertisements reach via various media
B)improve the ability of advertisers to monitor their product's online image
C)identify opinion leaders in social media by analyzing their social network
D)trace trolls and stop the damage they cause by legal action

Question 13

Research indicates that credit card debt is most related to ____.

A)impulsive buying
B)general self-destructiveness
C)a tendency to feel generally out of control
D)time orientation

Question 14

People tend to buy more expensive wine when a restaurant offers valet parking as opposed to when it doesn't. This is an example of consumers being influenced via ____.

A)unconscious thought processes
B)central route processing
C)Maslow's physiological needs
D)polychronic activity

Question 15

Ali is having a garage sale. He is trying to sell an old alarm clock for $20, an old pair of sneakers for $40, and an old TV set for $100. These prices are way too high. Since Ali owns these products, they seem to him to be more valuable than they really are. This phenomenon is known by social psychologists as ____.

A)lateral shrinkage
B)product affinity
C)personal use shrinkage
D)the mere ownership effect

Question 16

From an advertiser's point of view, one of the strengths of social media is the ____.

A)intelligence of social media users in comparison to nonusers
B)fact that even savagely negative reviews typically lead to increased sales
C)ease with which a single brand can come to dominate the media and hence the market
D)ability to gather consumer data that can be used to target ads

Question 17

As discussed in the text, the case study of "New Coke" was an example of ____.

A)brand-loyal consumers being turned off by changes to a brand
B)brand-loyal consumers being especially loyal to a brand when it is not doing well
C)a brand creating loyalty among a new set of consumers
D)a brand creating awareness among a new set of consumers

Question 18

As discussed in the text, the consumer consumption process begins ____.

A)long before we choose a product
B)when we recognize that we need a product
C)when we decide to shop for a product
D)when we choose among different products

Question 19

The importance of physical location within a store is illustrated by the observation that moving the grocery store deli from the back of the store to the front increase sales by ____.

A)50%
B)100%
C)200%
D)300%

Question 20

Groups that call themselves ____ may promote events like refusing to participate in "black Friday" sales.

A)web guerillas
B)e-commerce opponents
C)anti-consumerists
D)culture jammers

Question 21

The general adaptation syndrome, discussed in the text, is a model for understanding ____.

A)how people react to immediate dangers or threats
B)how people respond to stressors
C)how people respond to lifestyle changes
D)how people cope with long-term illness or disease

Question 22

Many consumers today are feeling time compression, leading them to select products that will alleviate time pressure. In consumer psychology terminology, this phenomenon is called ____.

A)time poverty
B)the commons dilemma
C)polychronic poverty
D)time shrinkage

Question 23

The term ____ refers to selling or giving a previously purchased product to someone else to use for its intended purpose.

A)lateral cycling
B)e-commerce
C)social currency
D)guerilla consumption

Question 24

Tim is simultaneously talking on his cell phone, checking an instant message, listening to a CD, and browsing the web. Consumer psychologists would say that he is engaged in ____.

A)time shrinkage
B)lateral cycling
C)polychronic activity
D)multilateral activity

Question 25

How does stress relate to homeostasis?

A)Stress is the upsetting of homeostasis.
B)Stress is the exacerbation, or worsening, of homeostasis.
C)Stress leads to homeostasis.
D)Stress is caused by homeostasis.

Question 26

Health is most accurately viewed as a(n)_____.

A)dichotomy
B)binary state
C)continuum
D)trait

Question 27

Tony is too cheap to buy weights to do weight-lifting. He therefore decides to use bottled water instead. Consumer psychologists would say that this is an example of ____.

A)shrinkage
B)lateral cycling
C)product misuse
D)unbranded creativity

Question 28

According to the general adaptation syndrome, long-term stressors ____.

A)can cause physiological (but not psychological)damage
B)can cause psychological (but not physiological)damage
C)can cause both physiological and psychological damage
D)have temporary negative effects, but cannot cause either physiological damage or psychological damage

Question 29

What is one important way in which consumers today differ from consumers in previous decades?

A)Consumers today experience more time poverty.
B)Consumers today are less likely to engage in polychronic activity.
C)Consumers today are less likely to feel anonymous during the shopping experience.
D)Consumers today have fewer product choices.

Question 30

If everyone in North America stopped smoking today, the death rates due to cancer would drop by close to ____.

A)10%
B)20%
C)30%
D)40%

Question 31

In consumer psychology, the term shrinkage refers to ____.

A)the tendency for consumers to devalue products once they own them
B)the tendency for consumers to overanalyze, and over-justify, their purchases
C)the tendency for consumers to devalue products that they consider but don't end up buying
D)a company's loss of money or inventory as a result of shoplifting or employee theft

Question 32

Health psychology is an interdisciplinary subspecialty of psychology best described as dedicated to ____.

A)promoting health
B)promoting and maintaining health
C)preventing illness
D)promoting and maintaining health, and preventing and treating illness

Question 33

Which explanation of conspicuous consumption fits with terror management theory?

A)Acquisition of material things helps humans feel their existence extends beyond death.
B)Purchasing things lowers arousal and reduces terror.
C)Purchasing things increases arousal and helps one combat terror.
D)Acquisition of material things help a person establish their social identity.

Question 34

The definition of health, as given in the text's Application Module on Health, includes ____.

A)physical health only
B)mental and physical health
C)mental health only
D)mental, physical, and social health

Question 35

The three broad segments of health psychology are _____.

A)physical, psychological, and social health
B)stress and coping, health behaviors, and issues in health care
C)innate traits, current state, and modifiable behavior
D)infectious disease, chronic disease, and psychological disease

Question 36

_____ are a strong predictor of whether consumers patronize fast-food restaurants.

A)Self-monitoring patterns
B)Subjective norms
C)Prevailing mores
D)Positive frames

Question 37

Suppose that you are nearly mugged while walking down a crowded city street. Your body quickly reacts. Your heart rate speeds up, your breathing becomes more intense, and you feel pumped up to either attack the mugger or flee the scene. It would be most accurate to say that your ____ was activated in this situation.

A)peripheral nervous system
B)sympathetic nervous system
C)autonomic nervous system
D)parasympathetic nervous system

Question 38

Most researchers contend that the best way to know when a person is stressed is to ____.

A)see how their body responds to a given situation
B)take an inventory of recent life changes that they have experienced
C)simply ask them
D)measure their blood pressure

Question 39

The Student Stress Scale assesses a person's stress level by ____.

A)gauging basic lifestyle habits (e.g., hours of sleep received per night)
B)taking a read of various physical phenomena that are known to be stress-related (e.g., headaches, teeth-grinding)
C)asking questions about a person's mood and emotions
D)taking an inventory of recent life changes a person has experienced

Question 40

Research indicates that the presence of credit card stimuli is associated with ____.

A)having a marked preference for lower prices
B)making quicker decisions to spend
C)delaying decisions to purchase an item
D)having a negative view of credit card use

Question 41

It is estimated that ____ of all deaths in the United States could have been postponed or avoided had people changed unhealthy behaviors.

A)5%
B)20%
C)50%
D)90%

Question 42

The tend-and-befriend response is a more ____ stress response for females than the basic fight-or-flight response.

A)dangerous
B)threatening
C)rational
D)illogical

Question 43

Early definitions of stress tended to focus on ____ factors.

A)biological
B)personality
C)behavior
D)interpersonal

Question 44

_____ applied the concept of homeostasis to the study of human interactions with the environment.

A)Richard Lazarus
B)Walter Cannon
C)Sigmund Freud
D)Carl Rogers

Question 45

Research on the effects of movie watching on teens' smoking behavior (i.e., watching popular movies containing instances of smoking)found that ____.

A)there were only very weak effects
B)there were moderately strong effects-but these effects disappeared when one accounted for individual differences on personality variables
C)there were moderately strong effects-but these effects disappeared when one accounted for parental smoking and peer group smoking
D)there were progressively stronger effects as the exposure to instances of smoking in movies increased

Question 46

The ____ model is a value-expectancy theory in which the values and expectations have been reformulated from abstract concepts into health-related behaviors and concepts.

A)planned behavior
B)health belief
C)cognitive appraisal
D)transtheoretical

Question 47

Are there any differences in health between people who have solid social support and people who don't?

A)No-psychologists suspect that there are differences, but research has not consistently found any evidence that social support makes a real difference.
B)Yes-although social support does not appear to improve people's physical health, it does improve their mood and general psychological well-being.
C)Yes-social support appears to improve physical and psychological well-being, though it does not improve objective measures of health (e.g., recovery time from illness).
D)Yes-social support has been tied to better health, more rapid recovery from illness, and a lower risk for mortality.

Question 48

Which of the following statements best summarizes the cognitive appraisal model of stress developed by Lazarus?

A)Our experience of stress depends on past learning.
B)Our experience of stress depends on how we interpret situations.
C)Our experience of stress depends on cultural norms.
D)Our experience of stress depends on individual personality variables.

Question 49

The tend-and-befriend response is ____.

A)a female pattern of responding to general stress
B)a style of responding to aggressive threats that is often taught in anger-management therapies
C)a style of responding to aggressive threats that is characteristic of some (non-human)animals when confronted by dominant opponents
D)a general orientation toward others that many people take on when encountering new, ambiguous situations

Question 50

According to Lazarus, during ____ appraisal, we ascertain whether an event is positive, negative, or neutral, and if negative, whether it is harmful, threatening, or challenging.

A)fundamental
B)primary
C)identification
D)secondary

Question 51

People have attitudes and perceptions of social norms, which affect intentions, which affect behaviors. This, in a nutshell, is the ____.

A)theory of planned action
B)general adaptation syndrome
C)cognitive appraisal model
D)transtheoretical model

Question 52

The cognitive appraisal model of stress developed by Lazarus suggests that, when people encounter potentially stressful situations, they make both primary appraisals and secondary appraisals. Primary appraisals concern ____.

A)whether a situation is positive or negative
B)whether a situation is relevant to oneself
C)whether one has resources to effectively cope with a situation
D)whether a situation is temporary or long-term

Question 53

Which of the following is most directly concerned with the stages that people go through-and the themes present at each stage-when they are trying to change a specific behavior?

A)The theory of planned behavior
B)The general adaptation syndrome
C)The cognitive appraisal model
D)The transtheoretical model

Question 54

When male rats are under stress, they react with the fight-or-flight response. Female rats, on the other hand, may react with ____.

A)the might-or-right syndrome
B)the tend-and-befriend response
C)flight only
D)a tendency to hide

Question 55

When we believe the event will be extremely demanding and will put us at risk for damage, we make a(n)____ appraisal.

A)caution
B)alert
C)danger
D)threat

Question 56

Research has shown that the more instances of smoking adolescents view in movies, the more likely they are to smoke. This is believed to be a result of ____.

A)social pressures to smoke cigarettes
B)a spurious relationship since the actual relationship is with being able to afford cigarettes
C)a spurious relationship, since students who perform poorly are both more likely to smoke and to watch movies
D)identification with movie characters

Question 57

In health psychology, a(n)____ can be defined as any program or message providing information or structure to change a behavior.

A)intervention
B)treatment
C)therapy
D)manipulation

Question 58

The health belief model discussed in the text proposes that ____.

A)we form our health beliefs on the basis of observational information and our sense of self-efficacy
B)our beliefs about the effectiveness, ease, and consequences of doing (or not doing)a certain behavior determine whether we do (or do not do)that behavior
C)our beliefs about what others are doing vis-à-vis their health (whether accurate or not)guide our health-related behavior
D)we form our health beliefs by relying too much on what "feels good" either psychologically or physically

Question 59

Edward has a really difficult co-worker. They are constantly in conflict over how to use the limited resources in the office. Edward offers to take the co-worker out to lunch and over lunch, they discuss how they can manage their respective needs for the office resources with less conflict. Edward has used ____ coping.

A)avoidant
B)emotion-focused
C)problem-focused
D)precontemplative

Question 60

Research has found that one of the strongest, most consistent psychological differences between males and females is with respect to ____.

A)identification of threatening situations
B)physiological responses to stress
C)production of cortisol in response to stress
D)seeking social support

Question 61

A(n)____ is defined as a person's subjective probability that he or she will perform the behavior in question.

A)plan
B)intention
C)appraisal
D)hypothesis

Question 62

Which theme of the text does not always apply in the intersection of health and social psychology?

A)Put people first.
B)Nature says go, culture says stop.
C)Inner processes serve interpersonal functions.
D)We are built to relate.

Question 63

The process organizations use to identify potential employees for a job is ____.

A)job analysis
B)organizational socialization
C)recruitment
D)performance review

Question 64

The identification of critical elements to do a job is accomplished through ____.

A)job analysis
B)workforce planning
C)performance review
D)organizational climate

Question 65

Maria opposes mandatory vaccination of children and often cites "evidence" of the harm caused by vaccines while apparently ignoring their safety and efficacy in the vast majority of instances. This is consistent with _____.

A)negativity bias
B)cognitive dissonance
C)confirmation bias
D)social learning

Question 66

People who experience ____ show a disease-prone personality.

A)low levels of anxiety
B)long-term negative feelings
C)high self-esteem
D)chronic positive affect

Question 67

____ permit organizations to discriminate in hiring individuals in a protected class on the basis of a qualification that is deemed reasonably necessary to the operation of the business.

A)Usual and customary practices
B)Bona fide occupational qualifications
C)O*Net policies and procedures
D)Unique occupational needs

Question 68

Janae is doing an interview with a series of prospective employees. She asks each candidate the same questions in the same order and rates their answers on a predetermined rating scale. Janae is conducting a(n)____ interview.

A)affective
B)normative
C)structured
D)unstructured

Question 69

In 2013, employees ages 25-54 with children worked, on average, ____ hours per day.

A)6)7
B)7)7
C)8)7
D)9)7

Question 70

If you discriminate against an individual in a protected class in a hiring decision, you must be sure that the reason for your discrimination is based upon a(n)____.

A)performance review
B)OCB
C)quid pro quo
D)BFOQ

Question 71

If you need to know about the tasks, knowledge, skills, work activities, wages, and employment outlook for a number of different jobs, what online resource would be most helpful?

A)SIOP
B)O*NET
C)WorkForce
D)About

Question 72

"Can-do" is to ____ as "will-do" is to ____.

A)ability; motivation
B)motivation; ability
C)mentoring; leadership
D)leadership; mentoring

Question 73

Your text describes a study in which researchers recruited single, sexually active student volunteers to take part in a campaign (actually the experimental manipulation)supposedly designed to get other students who were just becoming sexually active to practice safe sex. The volunteers were asked to develop a persuasive speech about acquired immune deficiency syndrome (AIDS)and safer sex that was then videotaped. Researchers found that the students who made the taped speeches were more likely to use condoms, a finding that is consistent with ____.

A)social learning theory
B)the stages of change model
C)the health belief model
D)cognitive dissonance

Question 74

Which company was rated the best company to work for (based on employee input)by Fortune in 2014, and why?

A)Facebook, because of the popularity of the application for users worldwide
B)Amazon, because of the financial stability of the company and potential for future growth
C)Apple, because of the extreme competitiveness in the workplace, which fosters employee pride
D)Google, because of the attitudes of the executives towards their employees in terms of benefits and culture

Question 75

One of the defining characteristics of industrial/organizational psychology is its _____.

A)atheoretical orientation
B)focus on normal behavior
C)focus on basic rather than applied research
D)study of groups rather than individuals

Question 76

Amira notices a lump in her breast, but convinces herself that it was always there. As she continues to examine her breasts monthly, the lump remains and seems larger, but each time Amira finds a way to explain it away--the lump is just a result of the uncomfortable bra she was wearing, the lump is connected to her menstrual cycle, and so forth. In fact, she never has the lump investigated because she interprets the lump in terms of her belief that she is "healthy." Amira has succumbed to which social psychological error in thinking?

A)confirmation bias
B)attribution
C)self-fulfilling prophecy
D)chronic negative affect

Question 77

You are taking a test for a job application as a brick layer. The test requires you to answer questions about science fiction literature. This test lacks ____.

A)reliability
B)validity
C)leadership
D)job analysis

Question 78

The most respected jobs of 2013 based on ratings of the honesty and ethical standards of occupations include ____.

A)lobbyists
B)media reporters
C)corporate lawyers
D)nurses

Question 79

Mia has pictures of half-naked men all over her cubicle, and she is constantly making lewd jokes about sex and men as sex objects. Mia is engaged in ____.

A)affective commitment
B)quid pro quo harassment
C)hostile work environment harassment
D)leadership

Question 80

The critical incident technique (CIT)uses critical incidents or behaviors that discriminate between ____ behavior for someone performing the job.

A)successful and unsuccessful
B)legal and illegal
C)excellent and poor
D)ethical and unethical