Question 1

Which of the following statements about the VALS framework is FALSE?

Accepted Answer

A) Consumers are inspired by one of three primary motivations-ideals,achievement,and self-expression-that give meaning to their self or the world and govern their activities. 
B) Consumers are motivated to buy products and services and seek experiences that give shape,substance,and satisfaction to their lives. 
C) The VALS framework seeks to explain why and how consumers make purchase decisions. 
D) The VALS framework identifies eight consumer segments. 
E) A consumer's gender and age have a direct effect on placement within a VALS consumer segment. 
A) Consumers are inspired by one of three primary motivations-ideals,achievement,and self-expression-that give meaning to their self or the world and govern their activities. 
B) Consumers are motivated to buy products and services and seek experiences that give shape,substance,and satisfaction to their lives. 
C) The VALS framework seeks to explain why and how consumers make purchase decisions. 
D) The VALS framework identifies eight consumer segments. 
E) A consumer's gender and age have a direct effect on placement within a VALS consumer segment.

Question 2

Cognitive dissonance refers to

Accepted Answer

A) feelings of guilt for purchasing a product or service that was not consistent with a consumer's moral or ethical beliefs. 
B) feelings of discomfort associated with purchasing something purely for the sake of prestige. 
C) the feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives. 
D) feelings of discontent after a purchase has been made when the product fails to perform up to expectations. 
E) feelings of discontent before a purchase has been made when the customer finds out that he or she paid more for the product than necessary. 
A) feelings of guilt for purchasing a product or service that was not consistent with a consumer's moral or ethical beliefs. 
B) feelings of discomfort associated with purchasing something purely for the sake of prestige. 
C) the feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives. 
D) feelings of discontent after a purchase has been made when the product fails to perform up to expectations. 
E) feelings of discontent before a purchase has been made when the customer finds out that he or she paid more for the product than necessary.

Question 3

A consumer's purchases are often influenced by the views,opinions,or behaviors of others.Two aspects of personal influence that are important to marketing are __________ and word-of-mouth activity.

Accepted Answer

A) parental guidance 
B) peer pressure 
C) opinion leadership 
D) government regulation 
E) psychographics 
A) parental guidance 
B) peer pressure 
C) opinion leadership 
D) government regulation 
E) psychographics

Question 4

In 51% of households,__________ are the primary grocery shoppers,though they may not be the grocery decision makers.

Accepted Answer

A) teenagers 
B) extended family members 
C) paid help 
D) children of any age 
E) men 
A) teenagers 
B) extended family members 
C) paid help 
D) children of any age 
E) men

Question 5

In the hierarchy of needs,a burglar alarm would satisfy a __________ need.

Accepted Answer

A) physiological 
B) safety 
C) social 
D) personal 
E) self-actualization 
A) physiological 
B) safety 
C) social 
D) personal 
E) self-actualization

Question 6

Considerable research has documented that in many product categories,consumers are unable to distinguish among brands when given blind tests (i.e.,taste or other use of the products without labels).Such products include soft drinks,coffee,and cosmetics.Nonetheless,even when prices are similar,consumers have strong preferences for specific brands of these product categories.They may buy these out of habit,which is the basis of

Accepted Answer

A) extended problem solving. 
B) limited problem solving. 
C) routine problem solving. 
D) high-involvement problem solving. 
E) personal problem solving. 
A) extended problem solving. 
B) limited problem solving. 
C) routine problem solving. 
D) high-involvement problem solving. 
E) personal problem solving.

Question 7

Which of the following statements about African American buying patterns is most accurate?

Accepted Answer

A) African Americans spend more on products for women and girls,especially in terms of clothing. 
B) There are significant differences between the buying patterns of African Americans and Caucasians of similar socioeconomic status. 
C) African Americans are not price conscious but are strongly motivated by quality and choice. 
D) Adult African Americans spend half as much on online services than Caucasians. 
E) When socioeconomic status differences between African Americans and Caucasians are removed,there are more similarities than points of difference. 
A) African Americans spend more on products for women and girls,especially in terms of clothing. 
B) There are significant differences between the buying patterns of African Americans and Caucasians of similar socioeconomic status. 
C) African Americans are not price conscious but are strongly motivated by quality and choice. 
D) Adult African Americans spend half as much on online services than Caucasians. 
E) When socioeconomic status differences between African Americans and Caucasians are removed,there are more similarities than points of difference.

Question 8

All of the following would impact your decision about when to buy an offering EXCEPT:

Accepted Answer

A) the manufacturer is currently offering a $25 rebate. 
B) you don't have the money now and don't get paid until Friday. 
C) the product is on sale. 
D) the store is closing in 10 minutes. 
E) the retailer's return policy is very relaxed. 
A) the manufacturer is currently offering a $25 rebate. 
B) you don't have the money now and don't get paid until Friday. 
C) the product is on sale. 
D) the store is closing in 10 minutes. 
E) the retailer's return policy is very relaxed.

Question 9

In behavioral learning,a(n)__________ is a stimulus or symbol perceived by consumers.

Accepted Answer

A) drive 
B) cue 
C) attitude 
D) response 
E) reinforcement 
A) drive 
B) cue 
C) attitude 
D) response 
E) reinforcement

Question 10

Five situational influences have an impact on a consumer's purchase decision process.They are: __________,social surroundings,physical surroundings,temporal effects,and antecedent states.

Accepted Answer

A) competitive offerings 
B) core values 
C) perception 
D) consumer socialization 
E) purchase task 
A) competitive offerings 
B) core values 
C) perception 
D) consumer socialization 
E) purchase task

Question 11

When a man picks up a bottle of wine and tells the clerk,"I'm going to a dinner party tonight," which situational influence is being demonstrated?

Accepted Answer

A) purchase task 
B) social surroundings 
C) physical surroundings 
D) temporal effects 
E) antecedent states 
A) purchase task 
B) social surroundings 
C) physical surroundings 
D) temporal effects 
E) antecedent states

Question 12

Five situational influences have an impact on a consumer's purchase decision process.They are: purchase task,social surroundings,__________,temporal effects,and antecedent states.

Accepted Answer

A) competitive offerings 
B) physical surroundings 
C) core values 
D) motivation 
E) economic effects 
A) competitive offerings 
B) physical surroundings 
C) core values 
D) motivation 
E) economic effects

Question 13

-VALS creates profiles of people based on their primary motivation and resources.In the VALS framework above,"D" refers to

Accepted Answer

A) Ideals. 
B) Achievement. 
C) Self-Expression. 
D) Survivors. 
E) Innovators. 
A) Ideals. 
B) Achievement. 
C) Self-Expression. 
D) Survivors. 
E) Innovators.

Question 14

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Accepted Answer

A) angst. 
B) the temporal state. 
C) the dissociative state. 
D) selective perception. 
E) cognitive dissonance. 
A) angst. 
B) the temporal state. 
C) the dissociative state. 
D) selective perception. 
E) cognitive dissonance.

Question 15

At the __________ of the consumer purchase decision process,a consumer compares the product with his or her expectations and is either satisfied or dissatisfied.

Accepted Answer

A) problem recognition stage 
B) information search stage 
C) alternative evaluation stage 
D) purchase decision stage 
E) postpurchase stage 
A) problem recognition stage 
B) information search stage 
C) alternative evaluation stage 
D) purchase decision stage 
E) postpurchase stage

Question 16

Consumer behavior refers to

Accepted Answer

A) the aspects of a consumer's decision-making processes that cannot be measured. 
B) the actions a person takes in purchasing and using products and services,including the mental and social processes that come before and after these actions. 
C) the five stages a buyer passes through in making choices about which product and service to investigate,purchase,and consume. 
D) the mental and social processes related to purchasing that are innate in a person from birth. 
E) those purchasing behaviors that result from (1)repeated experience and (2)reasoning. 
A) the aspects of a consumer's decision-making processes that cannot be measured. 
B) the actions a person takes in purchasing and using products and services,including the mental and social processes that come before and after these actions. 
C) the five stages a buyer passes through in making choices about which product and service to investigate,purchase,and consume. 
D) the mental and social processes related to purchasing that are innate in a person from birth. 
E) those purchasing behaviors that result from (1)repeated experience and (2)reasoning.

Question 17

A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way is referred to as a(n)__________.

Accepted Answer

A) attitude 
B) belief 
C) value 
D) motivation 
E) perception 
A) attitude 
B) belief 
C) value 
D) motivation 
E) perception

Question 18

When an elementary school teacher was returning to school in the fall,she wanted to buy markers and craft paper.She remembered the discount website she visited last year for her purchases.What term best describes the information search method used by the teacher?

Accepted Answer

A) personal external source 
B) public external source 
C) market-dominated external source 
D) internal search 
E) market-dominated internal source 
A) personal external source 
B) public external source 
C) market-dominated external source 
D) internal search 
E) market-dominated internal source

Question 19

The energizing force that stimulates behavior to satisfy a need is referred to as a(n)

Accepted Answer

A) personality. 
B) antecedent state. 
C) motivation. 
D) cognitive dissonance. 
E) perception. 
A) personality. 
B) antecedent state. 
C) motivation. 
D) cognitive dissonance. 
E) perception.

Question 20

Enduring characteristics within a person or in his or her relationship with others are referred to as a(n)____________.

Accepted Answer

A) personality trait 
B) persona 
C) individualism 
D) core value 
E) ideal self 
A) personality trait 
B) persona 
C) individualism 
D) core value 
E) ideal self

Which of the following statements about the VALS framework is FALSE?

Cognitive dissonance refers to

A consumer's purchases are often influenced by the views,opinions,or behaviors of others.Two aspects of personal influence that are important to marketing are __________ and word-of-mouth activity.

In 51% of households,__________ are the primary grocery shoppers,though they may not be the grocery decision makers.

In the hierarchy of needs,a burglar alarm would satisfy a __________ need.

Which of the following statements about African American buying patterns is most accurate?

All of the following would impact your decision about when to buy an offering EXCEPT:

In behavioral learning,a(n)__________ is a stimulus or symbol perceived by consumers.

Five situational influences have an impact on a consumer's purchase decision process.They are: __________,social surroundings,physical surroundings,temporal effects,and antecedent states.

When a man picks up a bottle of wine and tells the clerk,"I'm going to a dinner party tonight," which situational influence is being demonstrated?

Five situational influences have an impact on a consumer's purchase decision process.They are: purchase task,social surroundings,__________,temporal effects,and antecedent states.

-VALS creates profiles of people based on their primary motivation and resources.In the VALS framework above,"D" refers to

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

At the __________ of the consumer purchase decision process,a consumer compares the product with his or her expectations and is either satisfied or dissatisfied.

Consumer behavior refers to

A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way is referred to as a(n)__________.

When an elementary school teacher was returning to school in the fall,she wanted to buy markers and craft paper.She remembered the discount website she visited last year for her purchases.What term best describes the information search method used by the teacher?

The energizing force that stimulates behavior to satisfy a need is referred to as a(n)

Enduring characteristics within a person or in his or her relationship with others are referred to as a(n)____________.

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment, Ethical Behavior and Social Responsibility

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Buildign an Effective Marketing Plan

Filters

Exam 4: Understanding Consumer Behavior

Which of the following statements about the VALS framework is FALSE?

Cognitive dissonance refers to

A consumer's purchases are often influenced by the views,opinions,or behaviors of others.Two aspects of personal influence that are important to marketing are __________ and word-of-mouth activity.

In 51% of households,__________ are the primary grocery shoppers,though they may not be the grocery decision makers.

In the hierarchy of needs,a burglar alarm would satisfy a __________ need.

Which of the following statements about African American buying patterns is most accurate?

All of the following would impact your decision about when to buy an offering EXCEPT:

In behavioral learning,a(n)__________ is a stimulus or symbol perceived by consumers.

Five situational influences have an impact on a consumer's purchase decision process.They are: __________,social surroundings,physical surroundings,temporal effects,and antecedent states.

When a man picks up a bottle of wine and tells the clerk,"I'm going to a dinner party tonight," which situational influence is being demonstrated?

Five situational influences have an impact on a consumer's purchase decision process.They are: purchase task,social surroundings,__________,temporal effects,and antecedent states.

-VALS creates profiles of people based on their primary motivation and resources.In the VALS framework above,"D" refers to

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

At the __________ of the consumer purchase decision process,a consumer compares the product with his or her expectations and is either satisfied or dissatisfied.

Consumer behavior refers to

A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way is referred to as a(n)__________.

When an elementary school teacher was returning to school in the fall,she wanted to buy markers and craft paper.She remembered the discount website she visited last year for her purchases.What term best describes the information search method used by the teacher?

The energizing force that stimulates behavior to satisfy a need is referred to as a(n)

Enduring characteristics within a person or in his or her relationship with others are referred to as a(n)____________.

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment, Ethical Behavior and Social Responsibility

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Buildign an Effective Marketing Plan

Filters