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business
principles of behavior

Consumer Behavior 6th Edition Wayne D Hoyer, Deborah J Macinnis, Rik Pieters - Solutions

2. Define marketing ethics and consumer ethics, and identify some of the issues that arise from unethical or deviant acquisition, consumption, and disposition behaviors.
1. Distinguish between social and temporal dilemmas, and explain the search for balance in decisions that involve such dilemmas.
4. What sacred meaning(s) might a bicycle hold for a consumer? What are the implications for marketers? Not so long ago, a bicycle was, well, just a pedal-powered way to get around. Today, the bicycle is not just two-wheeled transportation—it has become a major industry worldwide. A growing
3. Do scraper bikes derive their product meaning from the culture or the individual? Explain your answer. Not so long ago, a bicycle was, well, just a pedal-powered way to get around. Today, the bicycle is not just two-wheeled transportation—it has become a major industry worldwide. A growing
2. How can a bicycle be part of a social status transition? Not so long ago, a bicycle was, well, just a pedal-powered way to get around. Today, the bicycle is not just two-wheeled transportation—it has become a major industry worldwide. A growing number of consumers are buying bikes for
1. What emblematic functions can a bicycle serve? Be specific. Not so long ago, a bicycle was, well, just a pedal-powered way to get around. Today, the bicycle is not just two-wheeled transportation—it has become a major industry worldwide. A growing number of consumers are buying bikes for
8. Identify the three stages of gift giving, and explain how gift giving can affect relations between the giver and the recipient. Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various social categories to which they belong.
7. What are sacred entities, and how are they profaned? Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various social categories to which they belong. Products and rituals hold symbolic significance when people undergo role
6. Why do consumers engage in possession, grooming, and divestment rituals? Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various social categories to which they belong. Products and rituals hold symbolic significance when
5. What are the three main reasons why possessions take on special meaning? Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various social categories to which they belong. Products and rituals hold symbolic significance when
4. What is frame switching, and why do marketers have to consider it when targeting bilingual, bicultural consumers? Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various social categories to which they belong. Products and
3. How does the ideal identity schema relate to a person’s actual identity schema? Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various social categories to which they belong. Products and rituals hold symbolic
2. What is reflexive evaluation, and how does it affect role acquisition? Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various social categories to which they belong. Products and rituals hold symbolic significance when
1. Contrast the emblematic function of a product with the role acquisition function; also contrast the connectedness function of a product with the expressive function. Some offerings have symbolic meaning. Consumers use some products as conscious or unconscious badges that designate the various
4. Understand the process of gift giving and describe how marketers can use knowledge of this process to market more effectively
3. Distinguish between sacred and profane entities, and show why this distinction is important for marketing strategy.
2. Identify how marketers can influence or make use of the symbolic meaning that consumption may have for consumers.
1. Discuss how products, special possessions, and consumption activities gain symbolic meaning and how this meaning is conveyed from one consumer to another.
4. How is diffusion likely to be affected by the expiration of patents and the introduction of lower-priced coffee capsules? Brands such as Nespresso, Keurig, and Senseo are competing for the attention of dedicated coffee lovers who want to brew one very good cup of coffee at a time without taking
3. In which stage of the product life cycle would you place single-serve coffeemakers? Why should competitors in this industry pay attention to the life cycle? Brands such as Nespresso, Keurig, and Senseo are competing for the attention of dedicated coffee lovers who want to brew one very good cup
2. Is the decision to adopt single-serve coffeemakers likely to follow the high-effort or low-effort hierarchy of effects? Explain your answers. Brands such as Nespresso, Keurig, and Senseo are competing for the attention of dedicated coffee lovers who want to brew one very good cup of coffee at a
1. Do you think single-serve coffeemakers are discontinuous, dynamically continuous, or continuous?What are the implications for adoption and resistance of this innovation? Brands such as Nespresso, Keurig, and Senseo are competing for the attention of dedicated coffee lovers who want to brew one
8. What characteristics of the social system affect an innovation’s acceptance within a market? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be characterized as functional, symbolic, or hedonic and may vary in the
7. How do consumer learning requirements and social relevance affect resistance, adoption, and diffusion? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be characterized as functional, symbolic, or hedonic and may vary
6. What is the product life cycle, and how does it differ from product diffusion? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be characterized as functional, symbolic, or hedonic and may vary in the degree of
5. How can consumers be categorized in terms of their timing of adoption relative to that of other consumers? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be characterized as functional, symbolic, or hedonic and may
4. Under what circumstances might a consumer follow the high-effort hierarchy of effects in adopting an innovation? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be characterized as functional, symbolic, or hedonic
3. What is the difference between adoption and diffusion?How does the concept of resistance relate to adoption? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be characterized as functional, symbolic, or hedonic and
2. What is cocreation and what are its potential benefits? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be characterized as functional, symbolic, or hedonic and may vary in the degree of behavioral change their
1. How can innovations be described in terms of degree of novelty and types of benefits? How does the degree of novelty affect consumers’ behavioral change? Innovations are products, services, ideas, or attributes that consumers in a market segment perceive to be new. Innovations can be
4. Outline the main factors that affect adoption, resistance, and diffusion, and show how marketers can use their knowledge of these factors to market more effectively.
3. Define diffusion and discuss how diffusion curves relate to the product life cycle.
2. Explain how consumers adopt an innovation, why they might resist adoption, and why marketers must understand the timing of adoption decisions.
1. Describe how innovations can be classified in terms of their type, the benefits they offer, and their breadth.
4. How might personality characteristics such as dogmatism and frugality apply to consumers’ interest in and use of in-store medical clinics? Thousands of retailers across America will soon feature walk-in clinics to accommodate people who need to shop and want to get a flu shot or have an achy
3. Develop a means-end chain for an in-store medical clinic. What attributes are associated with the values you have identified? Thousands of retailers across America will soon feature walk-in clinics to accommodate people who need to shop and want to get a flu shot or have an achy ear inspected on
2. What consumer values are represented by the growth in demand for in-store medical clinics during recent years? Thousands of retailers across America will soon feature walk-in clinics to accommodate people who need to shop and want to get a flu shot or have an achy ear inspected on the same
1. How are retailers using in-store clinics in their marketing to consumers on the basis of lifestyle? Thousands of retailers across America will soon feature walk-in clinics to accommodate people who need to shop and want to get a flu shot or have an achy ear inspected on the same shopping trip.
7. Define psychographics, and discuss its use and potential limitations. Consumers learn values—enduring beliefs about things that are important—through the processes of socialization and acculturation.Our values exist in an organized value system, in which some are viewed as more important
6. What are the three components of a consumer’s lifestyle? Consumers learn values—enduring beliefs about things that are important—through the processes of socialization and acculturation.Our values exist in an organized value system, in which some are viewed as more important than others.
5. How does the locus of control affect personality? Consumers learn values—enduring beliefs about things that are important—through the processes of socialization and acculturation.Our values exist in an organized value system, in which some are viewed as more important than others. Terminal
4. What are three personality traits which affect consumer behavior? Consumers learn values—enduring beliefs about things that are important—through the processes of socialization and acculturation.Our values exist in an organized value system, in which some are viewed as more important than
3. How do marketers use means-end chain analysis, the Rokeach Value Survey, and the List of Values? Consumers learn values—enduring beliefs about things that are important—through the processes of socialization and acculturation.Our values exist in an organized value system, in which some are
2. What are the four main value dimensions along which national cultures can vary? Consumers learn values—enduring beliefs about things that are important—through the processes of socialization and acculturation.Our values exist in an organized value system, in which some are viewed as more
1. Explain the differences among global values, terminal values, instrumental values, and domain-specific values. Consumers learn values—enduring beliefs about things that are important—through the processes of socialization and acculturation.Our values exist in an organized value system, in
5. Describe how psychographic applications in marketing combine values, personality, and lifestyle variables.
4. Explain how lifestyles are represented by activities, interests, and opinions.
3. Discuss the personality characteristics most closely related to consumer behavior, and show why these are important from a marketing perspective.
2. Identify some values that characterize Western cultures, outline the main factors that influence values, and describe how values can be measured.
1. Define values and the value system and show how they can be described.
4. Why would IKEA continue to print millions of catalogs every year, while other retailers are eliminating printed catalogs in favor of online and in-store shopping? No matter where you live, no matter what kind of household you live in—married with children, samesex couple, single, single
3. IKEA’s ads targeting gay couples have drawn criticism as well as acclaim. What effect do you think such controversy has on the retailer’s image and appeal? No matter where you live, no matter what kind of household you live in—married with children, samesex couple, single, single parent,
2. Would you classify IKEA’s products as suitable for conspicuous consumption, voluntary simplicity, and/or compensatory consumption? Explain your answer. No matter where you live, no matter what kind of household you live in—married with children, samesex couple, single, single parent, or just
1. The Manland experiment lasted only one weekend in one store. What are the marketing advantages and disadvantages of expanding it to other stores?Do you think IKEA should do more with this idea?Why or why not? No matter where you live, no matter what kind of household you live in—married with
10. Why might a company develop different offerings for consumers in different social classes? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional
9. Under what circumstances does compensatory consumption occur? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households has increased because of
8. How does parody display differ from status symbols? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households has increased because of factors such
7. Why would a consumer engage in conspicuous consumption, conspicuous waste, or voluntary simplicity? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional
6. Why is social class fragmentation taking place? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households has increased because of factors such as
5. What are the determinants of social class? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households has increased because of factors such as (1)
4. What is the social class hierarchy? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households has increased because of factors such as (1) later
3. What five roles might a household member perform in acquiring and consuming something? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households has
2. What five key factors have altered the basic structure and characteristics of households? Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households
1. Define the terms nuclear family, extended family, and household. Households, which include families and unrelated people living together as well as singles, exert considerable influence on acquisition and consumption patterns. The proportion of nontraditional households has increased because of
5. Outline three key forces that are, over time, changing social class structure in many countries.
4. Explain how social class influences consumer behavior and why these influences are considerations when marketers plan strategy and tactics.
3. Define the social class hierarchy and identify the major determinants of social class standing.
2. Discuss the roles that household members play in acquisition and consumption decisions, and how companies can build on these roles to market more effectively.
1. Describe the various types of households and families, and explain how the family life cycle and other forces affect household structure.
3. From a consumer behavior perspective, why would these two companies emphasize new music and emerging performers in their ads, rather than wellknown songs and groups? Knowing that teenagers in many nations have similar attitudes and tastes, the world’s two largest soft drink companies see this
2. What are the marketing advantages and disadvantages of associating a soft drink brand such as Coca-Cola or PepsiCo with musical groups that are just beginning their careers? Do you agree with this strategy? Explain. Knowing that teenagers in many nations have similar attitudes and tastes, the
1. What long-term results do you think Coca-Cola and PepsiCo hope to achieve by investing heavily in marketing to teens around the world? Knowing that teenagers in many nations have similar attitudes and tastes, the world’s two largest soft drink companies see this group of consumers as an
9. Identify some of the ways in which religion can influence consumer behavior. Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious differences. Age is a key factor because
8. Why do marketers have to consider regional influences when targeting consumers within the United States or in another country? Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and
7. Why would a company adopt multicultural marketing rather than target a single subculture? Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious differences. Age is a key factor
6. Define the accommodation theory, and explain its importance for marketers who target Hispanic Americans. Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious differences. Age
5. How do acculturation and intensity of ethnic identification affect consumer behavior? Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious differences. Age is a key factor
4. What are the three main subcultures within the U.S.population? Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious differences. Age is a key factor because people of the same
3. What is clustering, and why do marketers use it? Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious differences. Age is a key factor because people of the same age have
2. What is the difference between gender and sexual orientation, and why is this distinction important for marketers? Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious
1. What type of U.S. consumers are in the Generation X, the millennial generation, and the baby boomer segments? Six major aspects of consumer diversity have important effects on consumer behavior: age, gender, sexual orientation, regional differences, ethnic differences, and religious differences.
3. Discuss how regional, ethnic, and religious influences can affect consumer behavior and why marketers must consider such influences when targeting specific groups.
2. Describe how gender and sexual orientation each affects consumer behavior and how companies can create more effective marketing by understanding these two influences.
1. Explain how the consumer’s age affects acquisition, consumption, and disposition behavior, and why marketers need to consider age influences when planning marketing activities.
4. What kind of shopping experiences and emotions do consumers feel when shopping together? Black Friday has long been a U.S. shopping tradition.It’s named for the day after Thanksgiving (fourth Thursday in November), when retail businesses move from the “red” into the “black”—become
3. How is the valence of information about Black Friday and Cyber Monday likely to influence consumers’decisions about where and when to shop on those days? Black Friday has long been a U.S. shopping tradition.It’s named for the day after Thanksgiving (fourth Thursday in November), when retail
2. What kinds of opinion leaders would you recommend that retailers target to influence consumers’decisions about where and when to shop on Black Friday and Cyber Monday? Black Friday has long been a U.S. shopping tradition.It’s named for the day after Thanksgiving (fourth Thursday in
1. What role do you think normative influence and consumer socialization have played in the ongoing popularity of Black Friday and Cyber Monday? Black Friday has long been a U.S. shopping tradition.It’s named for the day after Thanksgiving (fourth Thursday in November), when retail businesses
8. Why is word of mouth so important for marketers? Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more credible than marketing sources.
7. Differentiate between information valence and modality. Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more credible than marketing
6. What three techniques can marketers use to encourage consumer compliance? Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more credible
5. How might consumers respond to normative influence? Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more credible than marketing sources.
4. What are the three types of reference groups, and how can these groups be described? Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more
3. Why do companies sometimes target opinion leaders for marketing attention? Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more credible
2. How are social media affecting social influence? Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more credible than marketing sources.
1. How do sources of influence differ in terms of marketer domination and delivery? Consumers are influenced by many sources—marketing and nonmarketing, and those that are delivered through the mass media and those that are delivered personally. Consumers regard nonmarketing sources as more
4. Distinguish between normative and informational influence, and explain how marketers can use their knowledge of these types of influence for more effective marketing.
3. Highlight the types and characteristics of reference groups and show how each can affect consumer behavior.
2. Discuss why marketers must pay particular attention to the influence of opinion leaders, both online and offline, and to the effects of social media.
1. Explain how social influence can come from marketing or nonmarketing sources and can be mass media or personally delivered.

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