Question 1

Involvement refers to

Accepted Answer

A) the external influences that affect a consumer's purchase. 
B) the personal,social,and economic significance of the purchase to the consumer. 
C) the level of difficulty involved in making a purchase. 
D) the total number of people involved in the actual exchange process. 
E) the time,energy,and personal investment that will be required to use a product. 
A) the external influences that affect a consumer's purchase. 
B) the personal,social,and economic significance of the purchase to the consumer. 
C) the level of difficulty involved in making a purchase. 
D) the total number of people involved in the actual exchange process. 
E) the time,energy,and personal investment that will be required to use a product.

Question 2

In most cases,which problem solving variation would be used for blenders,lunch,and professional ball game tickets?

Accepted Answer

A) routine response behavior 
B) limited problem solving 
C) extended problem solving 
D) simulated selection 
E) integrated problem solving 
A) routine response behavior 
B) limited problem solving 
C) extended problem solving 
D) simulated selection 
E) integrated problem solving

Question 3

All of the following are challenges that Groupon faces EXCEPT:

Accepted Answer

A) most of the Groupon deals are unprofitable,so customers must be converted into repeat purchasers. 
B) Groupon faces an extraordinary level of competition because the daily deal technology is easy to copy. 
C) the business model is hard to adapt at the local level,though it works well for large,national businesses. 
D) some consumers buy the coupons but never use them,eventually leaving them dissatisfied and unlikely to use Groupon again. 
E) Groupon must develop a comprehensive understanding of the differences in international buying behaviors to continue its explosive growth outside the United States. 
A) most of the Groupon deals are unprofitable,so customers must be converted into repeat purchasers. 
B) Groupon faces an extraordinary level of competition because the daily deal technology is easy to copy. 
C) the business model is hard to adapt at the local level,though it works well for large,national businesses. 
D) some consumers buy the coupons but never use them,eventually leaving them dissatisfied and unlikely to use Groupon again. 
E) Groupon must develop a comprehensive understanding of the differences in international buying behaviors to continue its explosive growth outside the United States.

Question 4

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n)__________ group.

Accepted Answer

A) socialization 
B) membership 
C) aspiration 
D) dissociative 
E) integrated 
A) socialization 
B) membership 
C) aspiration 
D) dissociative 
E) integrated

Question 5

BzzAgent is a firm that specializes in a marketing strategy known as

Accepted Answer

A) sting. 
B) teaser advertising. 
C) spin. 
D) buzz. 
E) viral marketing. 
A) sting. 
B) teaser advertising. 
C) spin. 
D) buzz. 
E) viral marketing.

Question 6

In the VALS framework,consumers with the least resources of any segment represent a modest market for most products and services,are loyal to favorite brands,especially if they can be purchased at a discount,and are referred to as __________.

Accepted Answer

A) Strivers 
B) Believers 
C) Survivors 
D) Makers 
E) Thinkers 
A) Strivers 
B) Believers 
C) Survivors 
D) Makers 
E) Thinkers

Question 7

In an attempt to sell more soft drinks and popcorn,a theater owner embedded brief messages during movie trailers before showing the feature film.The messages,which flashed on the screen for such a short time that moviegoers were not consciously aware of them,urged consumers to "Drink Coke" and to "Eat Popcorn." Research has shown what about such messages?

Accepted Answer

A) Selective perception overrides advertising messages. 
B) Selective exposure is difficult for marketers to surmount. 
C) Subliminal messages have limited effects on behavior. 
D) Subliminal perception enables marketers to motivate consumers to take an action. 
E) The messages contradicted the implementation of selective comprehension. 
A) Selective perception overrides advertising messages. 
B) Selective exposure is difficult for marketers to surmount. 
C) Subliminal messages have limited effects on behavior. 
D) Subliminal perception enables marketers to motivate consumers to take an action. 
E) The messages contradicted the implementation of selective comprehension.

Question 8

About 65 percent of BzzAgents are

Accepted Answer

A) Fortune 500 CEOs. 
B) buzzing entrepreneurs. 
C) older than 25 years of age. 
D) considered low-income. 
E) men. 
A) Fortune 500 CEOs. 
B) buzzing entrepreneurs. 
C) older than 25 years of age. 
D) considered low-income. 
E) men.

Question 9

It is time for the Ramirez family to plan its annual vacation.The father wants to stay home this year and use the vacation money to work on the house.The paternal grandmother who lives with them wants to visit relatives in New York.The father asks his mother to determine how much a trip to New York would cost the family and if they could stay with relatives while they were there.The mother and the daughter Mary want to go to the beach.Which of the following sentences best describes the roles each family member played in making this decision?

Accepted Answer

A) There is no family member serving as an information gatherer. 
B) The only role played by the mother and the grandmother is influencer. 
C) The females in the family only play two roles-users and influencers. 
D) Since the father will make the final vacation decision,he has taken on all of the roles. 
E) The grandmother plays the roles of user,influencer,and information gatherer. 
A) There is no family member serving as an information gatherer. 
B) The only role played by the mother and the grandmother is influencer. 
C) The females in the family only play two roles-users and influencers. 
D) Since the father will make the final vacation decision,he has taken on all of the roles. 
E) The grandmother plays the roles of user,influencer,and information gatherer.

Question 10

In the VALS framework,consumers motivated by achievement look for products and services that demonstrate success to their peers or to a peer group they aspire to.A segment of the achievement-motivated groups,known as __________,are trendy,fun-loving,and less self-confident than Achievers.

Accepted Answer

A) Strivers 
B) Experiencers 
C) Believers 
D) Makers 
E) Survivors 
A) Strivers 
B) Experiencers 
C) Believers 
D) Makers 
E) Survivors

Question 11

Nico wants to buy a new camera for his semester studying abroad but he knows very little about cameras himself,having never owned one.As a result,he has begun asking for advice from friends and relatives.In addition,he has talked to several salespeople at a camera shop and Best Buy and has looked at some websites.Nico is engaging in

Accepted Answer

A) problem recognition. 
B) an internal search. 
C) an external search. 
D) the purchase decision. 
E) the creation of an antecedent state. 
A) problem recognition. 
B) an internal search. 
C) an external search. 
D) the purchase decision. 
E) the creation of an antecedent state.

Question 12

A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people are referred to as __________.

Accepted Answer

A) beliefs 
B) values 
C) attitudes 
D) predispositions 
E) opinions 
A) beliefs 
B) values 
C) attitudes 
D) predispositions 
E) opinions

Question 13

In the VALS framework,those consumers who are practical and deliberate information-seekers,and who value durability and functionality in products over styling and newness,are called

Accepted Answer

A) Experiencers. 
B) Achievers. 
C) Believers. 
D) Thinkers. 
E) Innovators. 
A) Experiencers. 
B) Achievers. 
C) Believers. 
D) Thinkers. 
E) Innovators.

Question 14

When Betty Crocker advertises that a cake baked from one of its mixes tastes just like homemade,it is influencing which type of learning?

Accepted Answer

A) stimulus discrimination 
B) cognitive learning 
C) brand loyalty 
D) stimulus generalization 
E) behavioral learning 
A) stimulus discrimination 
B) cognitive learning 
C) brand loyalty 
D) stimulus generalization 
E) behavioral learning

Question 15

Using the same brand name for different products,such as Tylenol$\rightarrow$Cold & Flu and Tylenol$\rightarrow$p.m.,is an example of

Accepted Answer

A) selective comprehension. 
B) selective retention. 
C) stimulus discrimination. 
D) stimulus generalization. 
E) routine problem solving. 
A) selective comprehension. 
B) selective retention. 
C) stimulus discrimination. 
D) stimulus generalization. 
E) routine problem solving.

Question 16

The family life cycle concept describes the distinct phases a family progresses through from __________,each phase bringing with it identifiable purchasing behaviors.

Accepted Answer

A) formation to retirement 
B) birth to death 
C) the birth of children to retirement 
D) the birth of children until they leave home 
E) marriage to retirement unless a divorce,separation,or death occurs 
A) formation to retirement 
B) birth to death 
C) the birth of children to retirement 
D) the birth of children until they leave home 
E) marriage to retirement unless a divorce,separation,or death occurs

Question 17

In the VALS framework,consumers motivated by self-expression desire social or physical activity,variety,and risk.One segment of the two self-expression-motivated groups,known as __________,are young,enthusiastic,and impulsive consumers who become excited about new possibilities but are equally quick to cool.

Accepted Answer

A) Experiencers 
B) Believers 
C) Makers 
D) Achievers 
E) Thinkers 
A) Experiencers 
B) Believers 
C) Makers 
D) Achievers 
E) Thinkers

Question 18

A local country club has a great golf course,swimming pool,tennis courts,and even a stable for horses.It also has numerous high-profile business people and local politicians as members.To attract new members,the club's board of directors should focus its marketing efforts on people who view its current members as a(n)__________ group.

Accepted Answer

A) achieving 
B) aspiration 
C) dissociative 
D) pressure 
E) involvement 
A) achieving 
B) aspiration 
C) dissociative 
D) pressure 
E) involvement

Question 19

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

Accepted Answer

Physiological needs,the lowest level in

Question 20

Because Marla is so strongly committed to a fat-free diet,she did not bother to read a recent report by the New England Journal of Medicine that suggested that some fat in our diet is healthy.The report was in a newspaper that Marla reads daily,but the headline did not appeal to Marla as a the result of

Accepted Answer

A) selective retention. 
B) selective comprehension. 
C) selective exposure. 
D) selective perception. 
E) stimulus discrimination. 
A) selective retention. 
B) selective comprehension. 
C) selective exposure. 
D) selective perception. 
E) stimulus discrimination.

Involvement refers to

In most cases,which problem solving variation would be used for blenders,lunch,and professional ball game tickets?

All of the following are challenges that Groupon faces EXCEPT:

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n)__________ group.

BzzAgent is a firm that specializes in a marketing strategy known as

In the VALS framework,consumers with the least resources of any segment represent a modest market for most products and services,are loyal to favorite brands,especially if they can be purchased at a discount,and are referred to as __________.

About 65 percent of BzzAgents are

In the VALS framework,consumers motivated by achievement look for products and services that demonstrate success to their peers or to a peer group they aspire to.A segment of the achievement-motivated groups,known as __________,are trendy,fun-loving,and less self-confident than Achievers.

A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people are referred to as __________.

In the VALS framework,those consumers who are practical and deliberate information-seekers,and who value durability and functionality in products over styling and newness,are called

When Betty Crocker advertises that a cake baked from one of its mixes tastes just like homemade,it is influencing which type of learning?

Using the same brand name for different products,such as Tylenol $\rightarrow$ Cold & Flu and Tylenol $\rightarrow$ p.m.,is an example of

The family life cycle concept describes the distinct phases a family progresses through from __________,each phase bringing with it identifiable purchasing behaviors.

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

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

Involvement refers to

In most cases,which problem solving variation would be used for blenders,lunch,and professional ball game tickets?

All of the following are challenges that Groupon faces EXCEPT:

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n)__________ group.

BzzAgent is a firm that specializes in a marketing strategy known as

In the VALS framework,consumers with the least resources of any segment represent a modest market for most products and services,are loyal to favorite brands,especially if they can be purchased at a discount,and are referred to as __________.

About 65 percent of BzzAgents are

In the VALS framework,consumers motivated by achievement look for products and services that demonstrate success to their peers or to a peer group they aspire to.A segment of the achievement-motivated groups,known as __________,are trendy,fun-loving,and less self-confident than Achievers.

A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people are referred to as __________.

In the VALS framework,those consumers who are practical and deliberate information-seekers,and who value durability and functionality in products over styling and newness,are called

When Betty Crocker advertises that a cake baked from one of its mixes tastes just like homemade,it is influencing which type of learning?

Using the same brand name for different products,such as Tylenol →\rightarrow→ Cold & Flu and Tylenol →\rightarrow→ p.m.,is an example of

The family life cycle concept describes the distinct phases a family progresses through from __________,each phase bringing with it identifiable purchasing behaviors.

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

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

Using the same brand name for different products,such as Tylenol $\rightarrow$ Cold & Flu and Tylenol $\rightarrow$ p.m.,is an example of