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CIE Psychology of Consumer Behaviour

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  • What were the three musical conditions in North et al's research into music in restaurants?
    Classical, Pop, No music
  • 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
  • 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
  • "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.
  • What items were used in Hall et al.'s research into choice blindness?
    Tea and jam
  • What are the two ways of responding to the atmosphere of a retail environment?
    Approach (positive responses) or avoidance (negative responses)
  • 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 is the pleasure-arousal model?
    Mood is a mediating factor between environmental cues and behabiour
  • What type of scent was used in Chebat and Michon's (2003) research?
    citrus
  • Who was the sample in Lovell et al. in CBT via telephone?
    72 patients from two different outpatient hospitals in greater Manchester
  • What is the average time spent reading a menu?
    109 seconds
  • 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 was concluded to be the best store interior layout for grocery stores (Vrechopolous et al., 2004)?
    grid layout as easiest to use
  • What is a heurisitc?
    Mental shortcut that helps us make decisions
  • 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
  • In what type of store would crowding not be related to customer satisfaction?
    Discount store
  • 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 can be concluded about background noise and food perception?
    background sound unrelated to food diminishes gustatory food properties saltiness, sweetness but enhances crunchiness
  • What is meant by concordance rate?
    percentage of pairs of twins or other blood relatives who exhibit a particular trait or disorder
  • What is a cognitive map?
    internal representation of an external graphical reality - mental map of physical environment
  • 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
  • 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
  • What type of lighting contributes to an exclusive brand image
    high level of illumination, with light coloured, highly reflective colour scheme
  • 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
  • Suggest one behavioural category that might be included in a structured observation on schizophrenic patients
    Any symptoms, must be clearly defined and unambiguous
  • 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
  • Name two common menu mistakes
    hard to read, overemphasising price, monotonous design, poor use of space, incongruent, too big
  • What is meant by crowding?
    the subjective experience of density
  • 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
  • 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
  • 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)
  • What parts of the brain are associated with product preference and price excess
    nucleus accumbens and insula and mesial prefrontal cortex
  • What is reciprocal inhibition?
    impossibility of feeling two strong and opposing emotions simultaneously
  • Name two strategies that are used within cognitive restructuring
    socratic questioning, thought recording, guided imagery
  • What is meant by utility theory?
    consumers make rational decisions based on the likely outcomes of their actions
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