Question 1

________ are groups to which an individual wishes to belong, as when a young basketball player hopes to play someday in the NBA or WNBA.

Accepted Answer

A)  Membership groups 
B)  Aspirational groups 
C)  Leading adopters 
D)  Subcultures 
E)  Reference groups 
A)  Membership groups 
B)  Aspirational groups 
C)  Leading adopters 
D)  Subcultures 
E)  Reference groups B

Question 2

________ are ambassadors who enthusiastically share their passion for a company's products with large circles of friends and acquaintances.

Accepted Answer

A)  Leading adopters 
B)  Brand evangelists 
C)  Surrogate consumers 
D)  Market mavens 
E)  Innovators 
A)  Leading adopters 
B)  Brand evangelists 
C)  Surrogate consumers 
D)  Market mavens 
E)  Innovators B

Question 3

A current trend in the United States involves rediscovering the benefits of home-cooked food and the use of organic ingredients. People are choosing to spend hours in the kitchen using only the freshest ingredients to cook healthy and nutritious meals. This change in ________ is one of the reasons for the increasing demand for organic ingredients.

Accepted Answer

A)  self-concept 
B)  subculture 
C)  lifestyle 
D)  personality 
E)  life-cycle 
A)  self-concept 
B)  subculture 
C)  lifestyle 
D)  personality 
E)  life-cycle C

Question 4

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.

Accepted Answer

A)  subliminal retention 
B)  selective distortion 
C)  cognitive dissonance 
D)  selective attention 
E)  cognitive inertia 
A)  subliminal retention 
B)  selective distortion 
C)  cognitive dissonance 
D)  selective attention 
E)  cognitive inertia

Question 5

Explain why selective attention is not controllable by a marketer.

Accepted Answer

A marketer cannot guarantee that a consu

Question 6

People tend to interpret new information in a way that will support what they already believe. This is called ________.

Accepted Answer

A)  selective retention 
B)  selective distortion 
C)  cognitive dissonance 
D)  selective attention 
E)  cognitive bias 
A)  selective retention 
B)  selective distortion 
C)  cognitive dissonance 
D)  selective attention 
E)  cognitive bias

Question 7

A brand personality is the specific mix of human traits that may be attributed to a particular brand.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements is true regarding social classes in the United States?

Accepted Answer

A)  Social class is determined by income alone. 
B)  Lines between social classes in the United States are fixed and rigid. 
C)  Social classes show distinct product preferences in clothing and automobiles. 
D)  Wealth is more critical than education level in measuring social class. 
E)  People are relegated to a permanent social class in the United States. 
A)  Social class is determined by income alone. 
B)  Lines between social classes in the United States are fixed and rigid. 
C)  Social classes show distinct product preferences in clothing and automobiles. 
D)  Wealth is more critical than education level in measuring social class. 
E)  People are relegated to a permanent social class in the United States.

Question 9

Listing them in the proper order, what are the stages in the buyer decision process? Describe each.

Accepted Answer

In the need recognition stage, consumers

Question 10

Relative advantage, compatibility, complexity, divisibility, and communicability are all characteristics of ________.

Accepted Answer

A)  alternative evaluations 
B)  the degree of buyer involvement 
C)  a product's rate of adoption 
D)  unexpected situational factors 
E)  postpurchase behaviors 
A)  alternative evaluations 
B)  the degree of buyer involvement 
C)  a product's rate of adoption 
D)  unexpected situational factors 
E)  postpurchase behaviors

Question 11

Personality is a person's pattern of living as expressed in his or her psychographics.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is NOT part of Maslow's hierarchy of needs?

Accepted Answer

A)  physiological needs 
B)  safety needs 
C)  spiritual needs 
D)  esteem needs 
E)  social needs 
A)  physiological needs 
B)  safety needs 
C)  spiritual needs 
D)  esteem needs 
E)  social needs

Question 13

Consumer purchases are influenced strongly by characteristics that marketers cannot control but must take into account, including cultural, social, psychological, and ________ characteristics.

Accepted Answer

A)  economic 
B)  professional 
C)  medical 
D)  personal 
E)  genetic 
A)  economic 
B)  professional 
C)  medical 
D)  personal 
E)  genetic

Question 14

Explain how selective distortion is somewhat controllable by a marketer.

Accepted Answer

Selective distortion describes the tende

Question 15

James has decided to buy a new vehicle. His brother John has recently purchased a new truck and recommends the same model to James. James finally decides to buy the same truck. Which of the following sources of information has most likely influenced James' purchase decision?

Accepted Answer

A)  experiential sources 
B)  public sources 
C)  personal sources 
D)  commercial sources 
E)  market mavens 
A)  experiential sources 
B)  public sources 
C)  personal sources 
D)  commercial sources 
E)  market mavens

Question 16

Companies can research many aspects of buying decisions. However, the one that is the most difficult to identify is ________.

Accepted Answer

A)  what consumers buy 
B)  how and how much they buy 
C)  why they buy 
D)  when they buy 
E)  where they buy 
A)  what consumers buy 
B)  how and how much they buy 
C)  why they buy 
D)  when they buy 
E)  where they buy

Question 17

Cameron loves to own and be up-to-date on the latest technological gadgets available in the market. Among his friends, he is always the first to own the latest electronic gadgets. He loves trying out new products before others. Cameron most likely belongs to the ________ adopter group.

Accepted Answer

A)  innovator 
B)  surrogate consumer 
C)  late mainstream 
D)  early mainstream 
E)  lagging 
A)  innovator 
B)  surrogate consumer 
C)  late mainstream 
D)  early mainstream 
E)  lagging

Question 18

Commercial sources of information typically legitimize and evaluate products for buyers.

Accepted Answer

A) True 
 B)False

Question 19

Viviana wants to be the first to own the new fashion style of shoes. Viviana is an early mainstream adopter.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following best describes divisibility of an innovation that influences the rate of adoption?

Accepted Answer

A)  It is the degree to which the innovation is difficult to understand. 
B)  It is the degree to which the results of using the innovation can be observed or described to others. 
C)  It is the degree to which the innovation appears superior to existing products. 
D)  It is the degree to which the innovation may be tried on a limited basis. 
E)  It is the degree to which the innovation fits the values and experiences of potential consumers. 
A)  It is the degree to which the innovation is difficult to understand. 
B)  It is the degree to which the results of using the innovation can be observed or described to others. 
C)  It is the degree to which the innovation appears superior to existing products. 
D)  It is the degree to which the innovation may be tried on a limited basis. 
E)  It is the degree to which the innovation fits the values and experiences of potential consumers.

________ are groups to which an individual wishes to belong, as when a young basketball player hopes to play someday in the NBA or WNBA.

________ are ambassadors who enthusiastically share their passion for a company's products with large circles of friends and acquaintances.

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.

Explain why selective attention is not controllable by a marketer.

People tend to interpret new information in a way that will support what they already believe. This is called ________.

A brand personality is the specific mix of human traits that may be attributed to a particular brand.

Which of the following statements is true regarding social classes in the United States?

Listing them in the proper order, what are the stages in the buyer decision process? Describe each.

Relative advantage, compatibility, complexity, divisibility, and communicability are all characteristics of ________.

Personality is a person's pattern of living as expressed in his or her psychographics.

Which of the following is NOT part of Maslow's hierarchy of needs?

Consumer purchases are influenced strongly by characteristics that marketers cannot control but must take into account, including cultural, social, psychological, and ________ characteristics.

Explain how selective distortion is somewhat controllable by a marketer.

James has decided to buy a new vehicle. His brother John has recently purchased a new truck and recommends the same model to James. James finally decides to buy the same truck. Which of the following sources of information has most likely influenced James' purchase decision?

Companies can research many aspects of buying decisions. However, the one that is the most difficult to identify is ________.

Cameron loves to own and be up-to-date on the latest technological gadgets available in the market. Among his friends, he is always the first to own the latest electronic gadgets. He loves trying out new products before others. Cameron most likely belongs to the ________ adopter group.

Commercial sources of information typically legitimize and evaluate products for buyers.

Viviana wants to be the first to own the new fashion style of shoes. Viviana is an early mainstream adopter.

Which of the following best describes divisibility of an innovation that influences the rate of adoption?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 5: Consumer Markets and Buyer Behavior

________ are groups to which an individual wishes to belong, as when a young basketball player hopes to play someday in the NBA or WNBA.

________ are ambassadors who enthusiastically share their passion for a company's products with large circles of friends and acquaintances.

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.

Explain why selective attention is not controllable by a marketer.

People tend to interpret new information in a way that will support what they already believe. This is called ________.

A brand personality is the specific mix of human traits that may be attributed to a particular brand.

Which of the following statements is true regarding social classes in the United States?

Listing them in the proper order, what are the stages in the buyer decision process? Describe each.

Relative advantage, compatibility, complexity, divisibility, and communicability are all characteristics of ________.

Personality is a person's pattern of living as expressed in his or her psychographics.

Which of the following is NOT part of Maslow's hierarchy of needs?

Consumer purchases are influenced strongly by characteristics that marketers cannot control but must take into account, including cultural, social, psychological, and ________ characteristics.

Explain how selective distortion is somewhat controllable by a marketer.

James has decided to buy a new vehicle. His brother John has recently purchased a new truck and recommends the same model to James. James finally decides to buy the same truck. Which of the following sources of information has most likely influenced James' purchase decision?

Companies can research many aspects of buying decisions. However, the one that is the most difficult to identify is ________.

Cameron loves to own and be up-to-date on the latest technological gadgets available in the market. Among his friends, he is always the first to own the latest electronic gadgets. He loves trying out new products before others. Cameron most likely belongs to the ________ adopter group.

Commercial sources of information typically legitimize and evaluate products for buyers.

Viviana wants to be the first to own the new fashion style of shoes. Viviana is an early mainstream adopter.

Which of the following best describes divisibility of an innovation that influences the rate of adoption?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters