Question 1

Women influence what percentage of new-car buying decisions?

Accepted Answer

A)  15 percent 
B)  20 percent 
C)  45 percent 
D)  68 percent 
E)  87 percent 
A)  15 percent 
B)  20 percent 
C)  45 percent 
D)  68 percent 
E)  87 percent

Question 2

Which of the following statements about how women buy cars today is most accurate?

Accepted Answer

A)  For men, styling is more about a car's exterior lines while women are more interested in interior design and finishes. 
B)  Women have definite likes or dislikes when buying a car, but they don't feel comfortable expressing their opinions. 
C)  When it comes to the actual purchase process, women are more adept negotiators than men. 
D)  Women care more about engine capabilities, and men are more concerned with cargo space and gas mileage. 
E)  Women usually shop one dealership before making a decision and men usually shop three. 
A)  For men, styling is more about a car's exterior lines while women are more interested in interior design and finishes. 
B)  Women have definite likes or dislikes when buying a car, but they don't feel comfortable expressing their opinions. 
C)  When it comes to the actual purchase process, women are more adept negotiators than men. 
D)  Women care more about engine capabilities, and men are more concerned with cargo space and gas mileage. 
E)  Women usually shop one dealership before making a decision and men usually shop three.

Question 3

Explain how attitudes are shaped by our values and beliefs.

Accepted Answer

Values, beliefs, and attitudes play a ce

Question 4

Febreze is an odor-controlling spray that is manufactured by Procter & Gamble. When Febreze was introduced, a few people in an Internet chat room stated that the product was harmful to house pets. Though untrue, the rumor spread. This is an example of

Accepted Answer

A)  negative word of mouth. 
B)  a lack of back translation. 
C)  propaganda. 
D)  consumer ethnocentrism. 
E)  poor opinion leadership. 
A)  negative word of mouth. 
B)  a lack of back translation. 
C)  propaganda. 
D)  consumer ethnocentrism. 
E)  poor opinion leadership.

Question 5

Figure 5-3
-In Figure 5-3 above, column C represents which of the following in terms of consumer involvement and product knowledge?

Accepted Answer

A)  routine problem solving 
B)  limited problem solving 
C)  nominal problem solving 
D)  restricted problem solving 
E)  integrated problem solving 
A)  routine problem solving 
B)  limited problem solving 
C)  nominal problem solving 
D)  restricted problem solving 
E)  integrated problem solving

Question 6

An Acura automobile ad is headlined by a quote from Henry David Thoreau, "Go in the Direction of Your Dreams." This ad is most likely to appeal to consumers' ________ needs in the Maslow hierarchy of needs.

Accepted Answer

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

Question 7

Perception refers to

Accepted Answer

A)  a person's consistent behaviors or responses to recurring situations. 
B)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
C)  the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. 
D)  seeing or hearing messages without being aware of them. 
E)  the way people see themselves and the way they believe others see them. 
A)  a person's consistent behaviors or responses to recurring situations. 
B)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
C)  the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. 
D)  seeing or hearing messages without being aware of them. 
E)  the way people see themselves and the way they believe others see them.

Question 8

You need to buy a gift for a young cousin's birthday. At the mall you see a girl wearing a Hello Kitty T-shirt. You remember there is a store nearby with a lot of Hello Kitty merchandise so you go there and buy a little backpack. When you give it to your cousin, she is very excited. In terms of behavioral learning, your purchase at the Hello Kitty store was a

Accepted Answer

A)  drive. 
B)  response. 
C)  reinforcement. 
D)  cue. 
E)  prompt. 
A)  drive. 
B)  response. 
C)  reinforcement. 
D)  cue. 
E)  prompt.

Question 9

In behavioral learning, a ________ is the action taken by a consumer to satisfy a drive.

Accepted Answer

A)  cue 
B)  demotivator 
C)  motivator 
D)  response 
E)  stimulus 
A)  cue 
B)  demotivator 
C)  motivator 
D)  response 
E)  stimulus

Question 10

A study by Popular Mechanics magazine identified 18 million ________ who influence the purchases of some 85 million consumers for do-it-yourself products.

Accepted Answer

A)  lifestyle makers 
B)  aspirational people 
C)  autonomous leaders 
D)  opinion leaders 
E)  joint decision makers 
A)  lifestyle makers 
B)  aspirational people 
C)  autonomous leaders 
D)  opinion leaders 
E)  joint decision makers

Question 11

What does lifestyle mean and why is it important to marketers?

Accepted Answer

Lifestyle is a mode of living that is id

Question 12

An aspiration group is one

Accepted Answer

A)  to which a person belongs and wishes to continue with. 
B)  that a person wishes to be a member of or wishes to be identified with. 
C)  that a person wishes to maintain a distance from because of differences in values or behaviors. 
D)  that a person knows he or she can never really fit into because of basic cultural differences. 
E)  that a person feels is significantly above him or her in terms of socioeconomics. 
A)  to which a person belongs and wishes to continue with. 
B)  that a person wishes to be a member of or wishes to be identified with. 
C)  that a person wishes to maintain a distance from because of differences in values or behaviors. 
D)  that a person knows he or she can never really fit into because of basic cultural differences. 
E)  that a person feels is significantly above him or her in terms of socioeconomics.

Question 13

Purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states can have an impact on a consumer's purchase decision process. These are referred to as

Accepted Answer

A)  marketing mix influences. 
B)  situational influences. 
C)  psychological influences. 
D)  sociocultural influences. 
E)  evaluative criteria. 
A)  marketing mix influences. 
B)  situational influences. 
C)  psychological influences. 
D)  sociocultural influences. 
E)  evaluative criteria.

Question 14

Figure 5-1
-In Figure 5-1 above, A represents which stage of the consumer purchase decision process?

Accepted Answer

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

Question 15

Andres only has 30 minutes for lunch, so he typically goes somewhere within a block or two of his building and is careful about what he orders. This is an example of which situational influence in the purchase decision process?

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 16

The ________ is influenced by situational, psychological, sociocultural, and marketing mix influences.

Accepted Answer

A)  consumer purchase decision process 
B)  organizational buying decision process 
C)  marketing research process 
D)  marketing program 
E)  consumer socialization process 
A)  consumer purchase decision process 
B)  organizational buying decision process 
C)  marketing research process 
D)  marketing program 
E)  consumer socialization process

Question 17

Toyota was the first auto manufacturer to introduce a self-parking feature that it called Intelligent Parking Assist. Originally it was available as an option on the Toyota Prius in the Japanese market. Toyota was trying to change consumer attitudes about the vehicle by

Accepted Answer

A)  changing beliefs about the extent to which a brand has a specific attribute. 
B)  changing the perceived importance of a specific attribute. 
C)  adding a new attribute. 
D)  reducing the perceived risk of the product. 
E)  providing stimulus generalization to prospective buyers. 
A)  changing beliefs about the extent to which a brand has a specific attribute. 
B)  changing the perceived importance of a specific attribute. 
C)  adding a new attribute. 
D)  reducing the perceived risk of the product. 
E)  providing stimulus generalization to prospective buyers.

Question 18

Motivation is

Accepted Answer

A)  the stimulus required to cause a consumer to do something uncharacteristic of him- or herself. 
B)  the energizing force that stimulates behavior to satisfy a consumer need. 
C)  a person's consistent behaviors or responses to recurring situations. 
D)  the way people see themselves and the way they believe others see them. 
E)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
A)  the stimulus required to cause a consumer to do something uncharacteristic of him- or herself. 
B)  the energizing force that stimulates behavior to satisfy a consumer need. 
C)  a person's consistent behaviors or responses to recurring situations. 
D)  the way people see themselves and the way they believe others see them. 
E)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

Question 19

The five stages a buyer passes through in making choices about which products and services to buy is called the

Accepted Answer

A)  information sorting process. 
B)  purchase decision process. 
C)  alternative evaluation process. 
D)  postpurchase behavior process. 
E)  problem recognition process. 
A)  information sorting process. 
B)  purchase decision process. 
C)  alternative evaluation process. 
D)  postpurchase behavior process. 
E)  problem recognition process.

Question 20

A major shift in the needs of consumers using Coppertone products for their skin has been from ________ to ________.

Accepted Answer

A)  moisturizing; anti-aging 
B)  sealing; exfoliating 
C)  healing; maintenance 
D)  tanning; protection 
E)  simplicity; convenience 
A)  moisturizing; anti-aging 
B)  sealing; exfoliating 
C)  healing; maintenance 
D)  tanning; protection 
E)  simplicity; convenience

Exam 5: Understanding Consumer Behavior

Women influence what percentage of new-car buying decisions?

Which of the following statements about how women buy cars today is most accurate?

Explain how attitudes are shaped by our values and beliefs.

Febreze is an odor-controlling spray that is manufactured by Procter & Gamble. When Febreze was introduced, a few people in an Internet chat room stated that the product was harmful to house pets. Though untrue, the rumor spread. This is an example of

Figure 5-3 -In Figure 5-3 above, column C represents which of the following in terms of consumer involvement and product knowledge?

An Acura automobile ad is headlined by a quote from Henry David Thoreau, "Go in the Direction of Your Dreams." This ad is most likely to appeal to consumers' ________ needs in the Maslow hierarchy of needs.

Perception refers to

In behavioral learning, a ________ is the action taken by a consumer to satisfy a drive.

A study by Popular Mechanics magazine identified 18 million ________ who influence the purchases of some 85 million consumers for do-it-yourself products.

What does lifestyle mean and why is it important to marketers?

An aspiration group is one

Purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states can have an impact on a consumer's purchase decision process. These are referred to as

Figure 5-1 -In Figure 5-1 above, A represents which stage of the consumer purchase decision process?

Andres only has 30 minutes for lunch, so he typically goes somewhere within a block or two of his building and is careful about what he orders. This is an example of which situational influence in the purchase decision process?

The ________ is influenced by situational, psychological, sociocultural, and marketing mix influences.

Toyota was the first auto manufacturer to introduce a self-parking feature that it called Intelligent Parking Assist. Originally it was available as an option on the Toyota Prius in the Japanese market. Toyota was trying to change consumer attitudes about the vehicle by

Motivation is

The five stages a buyer passes through in making choices about which products and services to buy is called the

A major shift in the needs of consumers using Coppertone products for their skin has been from ________ 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

A major shift in the needs of consumers using Coppertone products for their skin has been from to .