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Quiz 3
1. Learning acquired by accident or without much effort is known as intrinsic learning
False
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2. According to B.F. Skinner, the kind of learning most characteristic of human beings is problem solving, which enables individuals to gain some control over their environment False
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3. The role of experience in learning indicates that all learning is deliberately sought False
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4. Instrumental learning theorists believe that learning occurs through a trial-and-error process, with habits formed as a result of rewards received for certain responses or behaviors True
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5. Lotteries, sweepstakes, door prizes, and contests that require certain consumer behaviors for eligibility are examples of variable ratio reward schedules True
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6. A distributed ad campaign, with ads repeated on a regular basis, results in more long-term learning and is relatively immune to extinction. True
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7. Product information stored in memory tends to be brand based False
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8. Ads can act as retrieval cues for a competitive brand True
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9. Celebrity endorsements can be explained by Classical conditioning theory of pairing leading to associative learning True
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10. Classical conditioning works with lower order animals like mice or dogs and human being generally learn cognitively False
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11. Variable time reinforcements are more effective and this is the reason why performance based incentives are popular in sales. False
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12. Films create new fashion trends which is an example of vicarious learning True
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13. Many of you like tea or coffee. This is learned at childhood mostly by operant conditioning False
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14. Many athletes are superstitious in following routine repetitive behaviors like some cricketers always carrying a red hand kerchief. These behaviors are learnt as a result of vicarious modeling. False
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15. Most brands are stored in the memory chronologically. This is why brands evoke nostalgia as child hood memories. False
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16. Schemas are associative networks of knowledge beliefs and associations and are recalled in response to cues True
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17. We tend not to forget cycling or swimming because of episodic memory False
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18. Brands like Nike, Rayban etc. are examples of symbolic consumption and semantic memory structures offers a better explanation of symbolic consumption than operant conditioning True
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19. Three hit theory is supported by operant conditioning False
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20. For low involvement products, classical conditioning is a better method of creating the learning in the consumer than operant conditioning True
Learning Theories
Classical Conditioning Operant Conditioning
Cognition or Connection? Shaping and Insight Learning
Murray (1898-1988)
Abasement : To surrender and submit to others, accept blame and punishment. To enjoy pain and misfortune. Achievement : To accomplish difficult tasks, overcoming obstacles and becoming expert. Affiliation : To be close and loyal to another person, pleasing them and winning their friendship and attention. Aggression :To forcefully overcome an opponent, controlling, taking revenge or punishing them. Autonomy : To break free from constraints, resisting coercion and dominating authority. To be irresponsible and independent. Counteraction : To make up for failure by trying again, seeking pride-fully to overcome obstacles.
Murray (1898-1988)
Defendance : To defend oneself against attack or blame, hiding any failure of the self. Deference : To admire a superior person, praising them and yielding to them and following their rules. Dominance : To control one's environment, controlling other people through command or subtle persuasion. Exhibition : To impress others through one's actions and words, even if these are shocking. Harm avoidance : To escape or avoid pain, injury and death. Infavoidance : To avoid being humiliated or embarrassed. Nurturance :To help the helpless, feeding them and keeping them from danger.
Murray (1898-1988)
Order : To make things clean, neat and tidy. Play : To have fun, laugh and relax, enjoying oneself. Rejection : To separate oneself from a negatively viewed object or person, excluding or abandoning it. Sentience :To seek out and enjoy sensual experiences. Sex : To form relationships that lead to sexual intercourse. Succourance :To have one's needs satisfied by someone or something. Includes being loved, nursed, helped, forgiven and consoled. Understanding :To be curious, ask questions and find answers.
A Trio of Needs
Power
individuals desire to control environment
Affiliation
need for friendship, acceptance, and belonging
Achievement
need for personal accomplishment closely related to egoistic and self-actualization needs
Brand is a Person
Person-like traits associated with brands Examples
Peter England Louis Philippe Allan Solly Woodland Rayban
Brand personality which is strong and favorable will strengthen a brand but not necessarily demand a price premium
A Brand as a person
What Is Personality
The inner psychological characteristics that both determine and reflect how a person responds to his or her environment Enduring Consistent But can Change Are you Extraverted or Introverted
Theories of Personality
Freudian theory
Unconscious needs or drives are at the heart of human motivation
Trait theory
Quantitative approach to personality as a set of psychological traits
Freudian Theory
Id
Warehouse of primitive or instinctual needs for which individual seeks immediate satisfaction
Superego
Individuals internal expression of societys moral and ethical codes of conduct
Ego
Individuals conscious control that balances the demands of the id and superego
Freudian Systems
Marketing Implications Unconscious motives underlying purchases Symbolism in products to compromise id and superego
Sports car as sexual gratification for men Phallic symbols, such as cigars
6-37
Neo-Freudian Theories
Karen Horney
Compliant versus detached versus aggressive
Alfred Adler
Motivation to overcome inferiority
Trait Theory
Personality theory with a focus on psychological characteristics Trait - any distinguishing, relatively enduring way in which one individual differs from another Personality is linked to how consumers make their choices or to consumption of a broad product category - not a specific brand
Trait Theory
Innovativeness The degree to which consumers are Dogmatism receptive to new Social character products, new services, Need for uniqueness or new practices Optimum stimulation level Variety-novelty seeking
Trait Theory
Innovativeness Dogmatism Social character Need for uniqueness Optimum stimulation level Variety-novelty seeking
Other-directedness
look to others less likely to be innovators
Allocentrics
(group orientation)
More satisfied with current life Less satisfied with current life Less likely to avoid unhealthy foods Spend less time preparing food More likely to avoid unhealthy foods Love kitchen; spend more time preparing food
Workaholics
Lifestyles
Lifestyle: patterns of consumption reflecting a persons choices of how one spends time and money Lifestyle marketing perspective: people sort themselves into groups on the basis of:
What they like to do How they spend leisure time How they spend disposable income
Personality
Mentally Alert (Clam Chowder): I am: intellectual, sophisticated, creative, detail-oriented, witty, nutrition conscious
Social (Chili): I am: fun at parties, outgoing, spontaneous, trendsetter Athletic (Cream Soups): I am: athletic, competitive, adventurous Carefree (Minestrone): I am: down-to-earth, affectionate, fun loving, optimistic
Motivational Research
Qualitative research designed to uncover consumers subconscious or hidden motivations Attempts to discover underlying feelings, attitudes, and emotions
Motivational Research
Metaphor analysis Storytelling Word association and sentence completion Thematic apperception test Drawing pictures and photo-sorts
Femininity
Reward Mastery over environment Disalienation Magic-mystery
Would you think Ms. A or Ms. B would drink more milk, or possibly the same amount? (Give reason)
TAT
ZMET
Zaltman Metaphor Elicitation Technique (ZMET)
Think about product or brand and find 8-10 pictures (from magazines, catalogues, photoalbums) to represent thoughts and feelings about it (1 week) Probing interview in lab about pictures (2 hours) Digital collage of most meaningful 5-7 pictures
ZMET
Conventional research told Dupont that most women hate to wear panty hose. Zaltman selected 20 panty-hose-wearing women and asked: "What are your thoughts and feelings about buying and wearing panty hose?" They collected a dozen pictures from magazines, catalogs, and family photo albums that captured their thoughts and feelings about the product.
ZMET
The women found images of steel bands strangling trees, twisted telephone cords, and of fence posts encased in a tight plastic wrap. also chose pictures of two African masks hanging on a bare wall, of an ice-cream sundae spilled on the ground, of a luxury car, and of flowers resting peacefully in a vase. the women discussed each picture during an intense two-hour session women have a love-hate relationship with nylons.
ZMET
Wearing the product made her feel thin and tall. The ice-cream sundae represented the embarrassment caused by stocking runs; the expensive car, the feeling of luxury. The images also brought out subtleties related to sexual issues,Women would say, 'They make my legs feel longer.' Why is it important to have long legs? 'Men like long legs.' Why do men like long legs? 'They're sexy.' And eventually women would say they wanted to feel sexy to men. These findings led hosiery manufacturers and retailers to alter their advertising to include not only images of supercompetent career women but also images of sexiness and allure
ZMET
Nestles Crunch
Subjects revealed that they saw the candy bar as a small indulgence in a busy world, a source of quick energy, and something that just tasted good
Subjects brought in pictures of old pickup trucks, of children playing on picket-fenced suburban lawns, of grandfather clocks, of snowmen, and of American flags.
Metaphor
Money runs through his fingers I am drowning in debt Dont pour your money down the drain The bank froze his assets