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CIE Psychology of Consumer Behaviour
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Who was the sample in Lovell et al. in CBT via telephone?
72 patients from two different outpatient hospitals in greater Manchester
What is reciprocal inhibition?
impossibility of feeling two strong and opposing emotions simultaneously
What did Grant et al. investigate in terms of the biochemical treatment of ICDs?
wanted to establish whether a family history of alcoholism and stronger urges to gamble would be associated with positive PG treatment outcome with opiates
"People are disturbed not by things but by their view of things" (Epictetus) - what theory does this represent?
REBT
What did Seligman do in his research into learned helplessness and attributional style? (Not the dog one)
39 patients unipolar/12 bipolar during depressive episode. Completed BDI then attributional style questionnaire with 12 hypothetical good and bad events.
How effective is cognitive restructuring?
Able to reduce symptoms in patients where antidepressants have not been effective (Wiles et al. 2012), any other relevant answer
Name two strategies that are used within cognitive restructuring
socratic questioning, thought recording, guided imagery
Suggest one behavioural category that might be included in a structured observation on schizophrenic patients
Any symptoms, must be clearly defined and unambiguous
What support is their for typical antipsychotic drugs working?
Davis et al. review of 29 studies, 55% relapse for patients on placebo vs. 19% on neuroleptics. Sampath et al. 75% relapse on placebo, 33% on neuroleptics
What is meant by concordance rate?
percentage of pairs of twins or other blood relatives who exhibit a particular trait or disorder
In experiment 3 of BraunLaTour et al. what were the two computer tasks given
recognition of items from own childhood visit to disneyland and implicit association test (IAT)
What items were used in Hall et al.'s research into choice blindness?
Tea and jam
What parts of the brain are associated with product preference and price excess
nucleus accumbens and insula and mesial prefrontal cortex
Name one of the promotions used in Wansink et al. (1998) research into anchoring and purchase quantity decisions
2 for $1.50, Limit 4, limit 12, buy 18 snickers bars for your freezer, Limit 14, limit 28, limit 56
What is a heurisitc?
Mental shortcut that helps us make decisions
What is meant by utility theory?
consumers make rational decisions based on the likely outcomes of their actions
Where did Milgram et al. (1986) conduct his field experiments into queues?
Train stations, betting shops, and other New York City locations
In the research by Robson et al. (2011) into space at restaurant tables, what was the sample?
over 1000 American participants
Name the three theories of personal space and describe one of them
Overload (maintain to control information), arousal (when personal space invaded feel heightened sense of arousal), behaviour constraint (freedom to choose lost
If a restaurant owner wants certain items to be ordered more often, where should they be placed on a menu?
At the beginning or end (primacy and recency effect)
In Wansink et al. (2005) reasearch into sensory perception and food name, what was the descriptive name given to 'Seafood Fillet'?
Succulent Italian Seafood Filet
What is the average time spent reading a menu?
109 seconds
Name two common menu mistakes
hard to read, overemphasising price, monotonous design, poor use of space, incongruent, too big
In what type of store would crowding not be related to customer satisfaction?
Discount store
What is meant by crowding?
the subjective experience of density
What is a cognitive map?
internal representation of an external graphical reality - mental map of physical environment
What type of scent was used in Chebat and Michon's (2003) research?
citrus
What type of lighting contributes to an exclusive brand image
high level of illumination, with light coloured, highly reflective colour scheme
What is the pleasure-arousal model?
Mood is a mediating factor between environmental cues and behabiour
What can be concluded about background noise and food perception?
background sound unrelated to food diminishes gustatory food properties saltiness, sweetness but enhances crunchiness
What was found in Geuguen et al.'s (2007) research into music in open air markets?
When music played customers stayed longer but did not necessarily spend more
What were the three musical conditions in North et al's research into music in restaurants?
Classical, Pop, No music
What was the aim of North et al. (2003)?
To investigate the effect of musical style on the amount of money customers spent in a restaurant
What was concluded to be the best store interior layout for grocery stores (Vrechopolous et al., 2004)?
grid layout as easiest to use
What is the difference between Friedman's macro casino design and Krane's playground model
Friedman's has the machines as a prominent feature whereas Krane suggested a more familiar, pleasing environment e.g. sunlight and green space
Turley and Milliman grouped atmosphere variables into five categories. Name three.
External variables, general interior variables, layout and design, point of purchase and decoration, human
What are the two ways of responding to the atmosphere of a retail environment?
Approach (positive responses) or avoidance (negative responses)


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