Question 1

The fourth stage in the consumer purchase decision process includes deciding from whom to buy and when to buy. What is this stage called?

Accepted Answer

A)  preference development 
B)  prepurchase evaluation 
C)  purchase decision 
D)  problem recognition 
E)  information search 
A)  preference development 
B)  prepurchase evaluation 
C)  purchase decision 
D)  problem recognition 
E)  information search

Question 2

When purchasing a product, the fear of physical harm, a large financial outlay required to buy the it, fear of poor product performance, and fear of disapproval from friends can all contribute to

Accepted Answer

A)  consumer angst. 
B)  cognitive dissonance. 
C)  purchase anxiety. 
D)  perceived risk. 
E)  consumer cynicism. 
A)  consumer angst. 
B)  cognitive dissonance. 
C)  purchase anxiety. 
D)  perceived risk. 
E)  consumer cynicism.

Question 3

Figure 5-5
-In Figure 5-5 above, D represents the ________ influences that can affect the consumer purchase decision process.

Accepted Answer

A)  economic 
B)  situational 
C)  psychological 
D)  sociocultural 
E)  marketing mix 
A)  economic 
B)  situational 
C)  psychological 
D)  sociocultural 
E)  marketing mix

Question 4

An external search for product information is likely to occur when

Accepted Answer

A)  the cost of gathering information is low. 
B)  review of past experience provides adequate information. 
C)  the risk of making a wrong purchase decision is low. 
D)  the item is frequently purchased. 
E)  the item is for personal use rather than for professional use. 
A)  the cost of gathering information is low. 
B)  review of past experience provides adequate information. 
C)  the risk of making a wrong purchase decision is low. 
D)  the item is frequently purchased. 
E)  the item is for personal use rather than for professional use.

Question 5

Julie is an avid mystery reader and her coworker Tina has been borrowing some of her books over the summer. When Tina's birthday approaches, Julie wants to buy her a good mystery. When Julie was trying to recall her favorite mystery authors, she was engaged in

Accepted Answer

A)  problem recognition. 
B)  an internal search. 
C)  an external search. 
D)  a purchase task. 
E)  the precognition of an antecedent state. 
A)  problem recognition. 
B)  an internal search. 
C)  an external search. 
D)  a purchase task. 
E)  the precognition of an antecedent state.

Question 6

Sociocultural influences that affect the consumer purchase decision process include all of the following except which?

Accepted Answer

A)  personal influence 
B)  reference groups 
C)  family 
D)  culture and subculture 
E)  values, beliefs, and attitudes 
A)  personal influence 
B)  reference groups 
C)  family 
D)  culture and subculture 
E)  values, beliefs, and attitudes

Question 7

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

Accepted Answer

A)  African Americans spend more on clothing products for women and girls than Caucasians. 
B)  African Americans spend half as much on health and beauty products as Caucasians. 
C)  African Americans are not price-conscious nor strongly motivated by quality and choice. 
D)  African Americans are very unlikely to tell their friends about products and services they like. 
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 clothing products for women and girls than Caucasians. 
B)  African Americans spend half as much on health and beauty products as Caucasians. 
C)  African Americans are not price-conscious nor strongly motivated by quality and choice. 
D)  African Americans are very unlikely to tell their friends about products and services they like. 
E)  When socioeconomic status differences between African Americans and Caucasians are removed, there are more similarities than points of difference.

Question 8

In the consumer purchase decision process for Coppertone products, the problem recognition stage is typically triggered either by "going somewhere" like a vacation, beach, or pool, or through what?

Accepted Answer

A)  heightened awareness of the need to protect skin regularly 
B)  consumer exposure to medical information from their doctors 
C)  participation in indoor or outdoor fitness activities 
D)  a desire to incorporate more natural products into one's lifestyle 
E)  experiencing a bad skin infection 
A)  heightened awareness of the need to protect skin regularly 
B)  consumer exposure to medical information from their doctors 
C)  participation in indoor or outdoor fitness activities 
D)  a desire to incorporate more natural products into one's lifestyle 
E)  experiencing a bad skin infection

Question 9

In the VALS framework, achievement-motivated consumers who have fewer resources than Achievers are called

Accepted Answer

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

Question 10

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 11

Scanning memory for previous experiences and also exploring the external environment represent which stage of the consumer purchase decision process?

Accepted Answer

A)  information search 
B)  purchase decision 
C)  alternative evaluation 
D)  opportunity identification 
E)  problem recognition 
A)  information search 
B)  purchase decision 
C)  alternative evaluation 
D)  opportunity identification 
E)  problem recognition

Question 12

A person's consistent behaviors or responses to recurring situations is referred to as

Accepted Answer

A)  motivation. 
B)  core values. 
C)  culture. 
D)  perception. 
E)  personality. 
A)  motivation. 
B)  core values. 
C)  culture. 
D)  perception. 
E)  personality.

Question 13

A palindrome is a word or phrase that reads the same whether read from the right or from the left (e.g., madam). Originally, Marshall had never recalled hearing the term. However, when he read about palindromes for his English class, he saw three examples of the term within a matter of days. This is most likely the result of

Accepted Answer

A)  selective retention. 
B)  selective identification. 
C)  selective intuition. 
D)  stimulus discrimination. 
E)  selective perception. 
A)  selective retention. 
B)  selective identification. 
C)  selective intuition. 
D)  stimulus discrimination. 
E)  selective perception.

Question 14

Why is the family life cycle important to marketing?

Accepted Answer

Consumers act and purchase differently a

Question 15

BzzAgent

Accepted Answer

A)  is the top consumer information source in developing countries. 
B)  captures honest word-of-mouth testimonials from satisfied customers who will promote new products or services. 
C)  was the first on the Internet to create a public forum for new products. 
D)  counteracts false rumors or negative buzz for quality products or services that have been unjustly accused on social networking websites. 
E)  uses ethnographic research techniques to discover subtle behavioral and emotional reactions to products in their natural use environment. 
A)  is the top consumer information source in developing countries. 
B)  captures honest word-of-mouth testimonials from satisfied customers who will promote new products or services. 
C)  was the first on the Internet to create a public forum for new products. 
D)  counteracts false rumors or negative buzz for quality products or services that have been unjustly accused on social networking websites. 
E)  uses ethnographic research techniques to discover subtle behavioral and emotional reactions to products in their natural use environment.

Question 16

Which of the following statements about psychographics is most accurate?

Accepted Answer

A)  Psychographics is unable to provide actionable information about potential customers since the data obtained from the research are too subjective to be reliably interpreted and acted upon. 
B)  Although helpful in segmenting markets, psychographics is limited in its ability to target consumers. 
C)  Psychographics combines demographic data, psychological data, and actual spending data of consumers to create VALS profiles. 
D)  Psychographics describes a variety of segmentation approaches such as those based on behaviors, attitudes, activities, interests, opinions, and social values. 
E)  Psychographic data are extremely vulnerable to current social trends and therefore are best suited to new market-product combinations rather than existing ones. 
A)  Psychographics is unable to provide actionable information about potential customers since the data obtained from the research are too subjective to be reliably interpreted and acted upon. 
B)  Although helpful in segmenting markets, psychographics is limited in its ability to target consumers. 
C)  Psychographics combines demographic data, psychological data, and actual spending data of consumers to create VALS profiles. 
D)  Psychographics describes a variety of segmentation approaches such as those based on behaviors, attitudes, activities, interests, opinions, and social values. 
E)  Psychographic data are extremely vulnerable to current social trends and therefore are best suited to new market-product combinations rather than existing ones.

Question 17

What attitude change approach did Colgate marketers use to encourage consumers to purchase its product when it began to include the antibacterial agent triclosan in its product?

Accepted Answer

A)  changing beliefs about the extent to which a brand has certain attributes 
B)  changing the perceived importance of attributes 
C)  adding new attributes to the product 
D)  providing free trials of the new product 
E)  obtaining a seal of approval to reduce consumers' risk and encourage purchases 
A)  changing beliefs about the extent to which a brand has certain attributes 
B)  changing the perceived importance of attributes 
C)  adding new attributes to the product 
D)  providing free trials of the new product 
E)  obtaining a seal of approval to reduce consumers' risk and encourage purchases

Question 18

Two VALS segments stand apart. One segment represents the group with the highest resources and the other segment represents the lowest. These two groups are the ________ and the ________.

Accepted Answer

A)  Thinkers; Believers 
B)  Strivers; Survivors 
C)  Achievers; Strivers 
D)  Innovators; Survivors 
E)  Experiencers; Makers 
A)  Thinkers; Believers 
B)  Strivers; Survivors 
C)  Achievers; Strivers 
D)  Innovators; Survivors 
E)  Experiencers; Makers

Question 19

Kendall was excited to begin her new job after she graduated from college. Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

Accepted Answer

A)  a subscription to The Wall Street Journal 
B)  an outfit for her first day 
C)  a new coffeemaker 
D)  flowers to decorate her new apartment 
E)  running shoes 
A)  a subscription to The Wall Street Journal 
B)  an outfit for her first day 
C)  a new coffeemaker 
D)  flowers to decorate her new apartment 
E)  running shoes

Question 20

Personality refers to

Accepted Answer

A)  the attitudes that determine how people spend their time and resources and what they consider important. 
B)  the way people see themselves and others. 
C)  the process by which an individual selects, organizes, and interprets information to create a meaningful ideal self. 
D)  a person's consistent behaviors or responses to recurring situations. 
E)  those qualities that either attract or repel other members of a person's personal, social, or professional environment. 
A)  the attitudes that determine how people spend their time and resources and what they consider important. 
B)  the way people see themselves and others. 
C)  the process by which an individual selects, organizes, and interprets information to create a meaningful ideal self. 
D)  a person's consistent behaviors or responses to recurring situations. 
E)  those qualities that either attract or repel other members of a person's personal, social, or professional environment.

Exam 5: Understanding Consumer Behavior

The fourth stage in the consumer purchase decision process includes deciding from whom to buy and when to buy. What is this stage called?

When purchasing a product, the fear of physical harm, a large financial outlay required to buy the it, fear of poor product performance, and fear of disapproval from friends can all contribute to

Figure 5-5 -In Figure 5-5 above, D represents the ________ influences that can affect the consumer purchase decision process.

An external search for product information is likely to occur when

Julie is an avid mystery reader and her coworker Tina has been borrowing some of her books over the summer. When Tina's birthday approaches, Julie wants to buy her a good mystery. When Julie was trying to recall her favorite mystery authors, she was engaged in

Sociocultural influences that affect the consumer purchase decision process include all of the following except which?

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

In the consumer purchase decision process for Coppertone products, the problem recognition stage is typically triggered either by "going somewhere" like a vacation, beach, or pool, or through what?

In the VALS framework, achievement-motivated consumers who have fewer resources than Achievers are called

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)

Scanning memory for previous experiences and also exploring the external environment represent which stage of the consumer purchase decision process?

A person's consistent behaviors or responses to recurring situations is referred to as

Why is the family life cycle important to marketing?

BzzAgent

Which of the following statements about psychographics is most accurate?

What attitude change approach did Colgate marketers use to encourage consumers to purchase its product when it began to include the antibacterial agent triclosan in its product?

Two VALS segments stand apart. One segment represents the group with the highest resources and the other segment represents the lowest. These two groups are the ________ and the ________.

Kendall was excited to begin her new job after she graduated from college. Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

Personality refers to

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

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

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multi-Channel Marketing

Pulling It All Together: the Strategic Marketing Proces

Building an Effective Marketing Plan

Financial Aspects of Marketing

Filters

Two VALS segments stand apart. One segment represents the group with the highest resources and the other segment represents the lowest. These two groups are the and the .