Question 1

Understanding of differences among subcultures is essential for developing effective marketing strategies.

Accepted Answer

A) True 
 B)False

Question 2

Discuss the four components of self-concept and explain how marketers can utilize this information.

Accepted Answer

Self-concept is a person's multifaceted

Question 3

Define cognitive dissonance. How can marketers manage a consumer's cognitive dissonance?

Accepted Answer

Cognitive dissonance is the anxiety that

Question 4

The consumer buying decision process involves _______ steps. The first step is ____________, and the last step is _____________.​

Accepted Answer

A)  ​five; evaluation of alternatives; postpurchase evaluation 
B)  ​five; information search; purchase 
C)  ​six; problem recognition; purchase 
D)  ​six; problem recognition; postpurchase evaluation 
E)  ​six; evaluation of alternatives; purchase 
A)  ​five; evaluation of alternatives; postpurchase evaluation 
B)  ​five; information search; purchase 
C)  ​six; problem recognition; purchase 
D)  ​six; problem recognition; postpurchase evaluation 
E)  ​six; evaluation of alternatives; purchase

Question 5

Restaurants think carefully about the décor and background music they play. Do they want a relaxing or fast-paced environment? Do patrons want to be entertained or able to carry on a conversation? The type of furniture, music, and lighting are all part of the restaurant's:

Accepted Answer

A)  physical surroundings. 
B)  purchase context. 
C)  built location. 
D)  social surroundings. 
A)  physical surroundings. 
B)  purchase context. 
C)  built location. 
D)  social surroundings.

Question 6

Helene made sure that her company car was equipped with OnStar in case she ever has car trouble or gets lost while traveling between appointments. OnStar is a service which can connect the car occupants with a personal service attendant to provide assistance. Which level of Maslow's hierarchy of needs is Helene addressing?

Accepted Answer

A)  Social needs 
B)  Safety needs 
C)  Esteem needs 
D)  Self-actualization needs 
A)  Social needs 
B)  Safety needs 
C)  Esteem needs 
D)  Self-actualization needs

Question 7

Bristol-Myers Squibb, a large pharmaceutical company, has developed a campaign to promote the development of their cancer drugs.. The campaign has a slogan, "Together We Can Prevail." This marketing strategy is being used by the company to satisfy ____ needs in the Maslow's hierarchy of needs.

Accepted Answer

A)  esteem 
B)  safety 
C)  self-actualization 
D)  physiological 
A)  esteem 
B)  safety 
C)  self-actualization 
D)  physiological

Question 8

The single group within society that is most vulnerable to reference group influence is:

Accepted Answer

A)  the older consumer who feels somewhat left out of things. 
B)  unmarried women, many of whom feel a need for stability in their lives. 
C)  new immigrants who want to capture the American dream. 
D)  children, who base most of their buying decisions on outside influences. 
A)  the older consumer who feels somewhat left out of things. 
B)  unmarried women, many of whom feel a need for stability in their lives. 
C)  new immigrants who want to capture the American dream. 
D)  children, who base most of their buying decisions on outside influences.

Question 9

Which of the following is a low-involvement product?

Accepted Answer

A)  Cars 
B)  Laptops 
C)  Stationery 
D)  Jewelry 
A)  Cars 
B)  Laptops 
C)  Stationery 
D)  Jewelry

Question 10

A motive is an inner state that directs a person to create:

Accepted Answer

A)  equilibrium between the actual and desired states. 
B)  excitement in attaining the need satisfaction. 
C)  equity between the cost and benefits of the need satisfaction. 
D)  a sense of cognitive dissonance in the process of need satisfaction. 
A)  equilibrium between the actual and desired states. 
B)  excitement in attaining the need satisfaction. 
C)  equity between the cost and benefits of the need satisfaction. 
D)  a sense of cognitive dissonance in the process of need satisfaction.

Question 11

Cultural differences are particularly important for:

Accepted Answer

A)  firms marketing internationally. 
B)  local not-for-profit organizations. 
C)  firms marketing to a specific target market in a single city. 
D)  firms that are marketing to the same segment of consumers for years. 
A)  firms marketing internationally. 
B)  local not-for-profit organizations. 
C)  firms marketing to a specific target market in a single city. 
D)  firms that are marketing to the same segment of consumers for years.

Question 12

In the area of self-concept theory, the real self is:

Accepted Answer

A)  the self that has achieved self-actualization. 
B)  the way the individual thinks other people see him or her. 
C)  the individual's personal set of objectives to which he or she aspires. 
D)  the objective view of the total person. 
A)  the self that has achieved self-actualization. 
B)  the way the individual thinks other people see him or her. 
C)  the individual's personal set of objectives to which he or she aspires. 
D)  the objective view of the total person.

Question 13

Consumers are most likely to exhibit routinized response behavior while purchasing low-involvement products.

Accepted Answer

A) True 
 B)False

Question 14

While making purchasing decisions, consumers may be influenced by _____ factors which include physical surroundings or a buyer's mood and condition.

Accepted Answer

A)  institutional 
B)  social 
C)  psychological 
D)  situational 
A)  institutional 
B)  social 
C)  psychological 
D)  situational

Question 15

Consumers are more likely to experience cognitive dissonance when:

Accepted Answer

A)  the purchase has been made at discount prices. 
B)  the purchase decision has potential economic consequences. 
C)  the purchased product has routine uses. 
D)  the product company offers excellent after-sales service. 
A)  the purchase has been made at discount prices. 
B)  the purchase decision has potential economic consequences. 
C)  the purchased product has routine uses. 
D)  the product company offers excellent after-sales service.

Question 16

Groups whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values and conduct are known as reference groups.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following scenarios best illustrates reinforcement in purchasing decisions?

Accepted Answer

A)  A chef purchases mushrooms for a second time from a wholesaler, even though the first order was disappointing. 
B)  An appliance distributor replaces a dishwasher free of charge and provides excellent after-sales service. 
C)  A needle on the gas gauge signals a driver to pull into a gas station. 
D)  The smell of hot dogs at a ballpark induces an obese man to order "a dog with everything on it." 
A)  A chef purchases mushrooms for a second time from a wholesaler, even though the first order was disappointing. 
B)  An appliance distributor replaces a dishwasher free of charge and provides excellent after-sales service. 
C)  A needle on the gas gauge signals a driver to pull into a gas station. 
D)  The smell of hot dogs at a ballpark induces an obese man to order "a dog with everything on it."

Question 18

The degree of external search increases as purchasing behavior moves from routine to limited to extended problem solving.

Accepted Answer

A) True 
 B)False

Question 19

Product features that consumers consider while choosing among alternatives are known as the:

Accepted Answer

A)  evoked sets. 
B)  evaluative criteria. 
C)  heuristics. 
D)  problem sets. 
A)  evoked sets. 
B)  evaluative criteria. 
C)  heuristics. 
D)  problem sets.

Question 20

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

Accepted Answer

A) True 
 B)False

Understanding of differences among subcultures is essential for developing effective marketing strategies.

Discuss the four components of self-concept and explain how marketers can utilize this information.

Define cognitive dissonance. How can marketers manage a consumer's cognitive dissonance?

The consumer buying decision process involves _ steps. The first step is , and the last step is _______.

Restaurants think carefully about the décor and background music they play. Do they want a relaxing or fast-paced environment? Do patrons want to be entertained or able to carry on a conversation? The type of furniture, music, and lighting are all part of the restaurant's:

Bristol-Myers Squibb, a large pharmaceutical company, has developed a campaign to promote the development of their cancer drugs.. The campaign has a slogan, "Together We Can Prevail." This marketing strategy is being used by the company to satisfy ____ needs in the Maslow's hierarchy of needs.

The single group within society that is most vulnerable to reference group influence is:

Which of the following is a low-involvement product?

A motive is an inner state that directs a person to create:

Cultural differences are particularly important for:

In the area of self-concept theory, the real self is:

Consumers are most likely to exhibit routinized response behavior while purchasing low-involvement products.

While making purchasing decisions, consumers may be influenced by _____ factors which include physical surroundings or a buyer's mood and condition.

Consumers are more likely to experience cognitive dissonance when:

Groups whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values and conduct are known as reference groups.

Which of the following scenarios best illustrates reinforcement in purchasing decisions?

The degree of external search increases as purchasing behavior moves from routine to limited to extended problem solving.

Product features that consumers consider while choosing among alternatives are known as the:

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

Marketing: the Art of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

E-Business: Managing the Customer Experience

Social Media: Living in the Connected World

Business Markets and Buying Behavior

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research

Product and Branding Concepts

Developing and Managing Products

Pricing Concepts

Pricing Strategies

Distribution Channels and Supply Chain Management

Retailing and Direct Marketing

Integrated Marketing Communications

Personal Selling and Sales Promotion

Creating A Marketing Plan

Financial Analysis In Marketing

Your Career In Marketing

Filters

Exam 6: Consumer Behavior

Understanding of differences among subcultures is essential for developing effective marketing strategies.

Discuss the four components of self-concept and explain how marketers can utilize this information.

Define cognitive dissonance. How can marketers manage a consumer's cognitive dissonance?

The consumer buying decision process involves _______ steps. The first step is ____________, and the last step is _____________.​

Restaurants think carefully about the décor and background music they play. Do they want a relaxing or fast-paced environment? Do patrons want to be entertained or able to carry on a conversation? The type of furniture, music, and lighting are all part of the restaurant's:

Bristol-Myers Squibb, a large pharmaceutical company, has developed a campaign to promote the development of their cancer drugs.. The campaign has a slogan, "Together We Can Prevail." This marketing strategy is being used by the company to satisfy ____ needs in the Maslow's hierarchy of needs.

The single group within society that is most vulnerable to reference group influence is:

Which of the following is a low-involvement product?

A motive is an inner state that directs a person to create:

Cultural differences are particularly important for:

In the area of self-concept theory, the real self is:

Consumers are most likely to exhibit routinized response behavior while purchasing low-involvement products.

While making purchasing decisions, consumers may be influenced by _____ factors which include physical surroundings or a buyer's mood and condition.

Consumers are more likely to experience cognitive dissonance when:

Groups whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values and conduct are known as reference groups.

Which of the following scenarios best illustrates reinforcement in purchasing decisions?

The degree of external search increases as purchasing behavior moves from routine to limited to extended problem solving.

Product features that consumers consider while choosing among alternatives are known as the:

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

Marketing: the Art of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

E-Business: Managing the Customer Experience

Social Media: Living in the Connected World

Business Markets and Buying Behavior

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research

Product and Branding Concepts

Developing and Managing Products

Pricing Concepts

Pricing Strategies

Distribution Channels and Supply Chain Management

Retailing and Direct Marketing

Integrated Marketing Communications

Personal Selling and Sales Promotion

Creating A Marketing Plan

Financial Analysis In Marketing

Your Career In Marketing

Filters

The consumer buying decision process involves _ steps. The first step is , and the last step is _______.