Question 1

When is cognitive dissonance most likely to occur?

Accepted Answer

A)  during the pre-purchase stage 
B)  if the product does not have the desired features 
C)  when there is a balance between attitudes, beliefs, and knowledge 
D)  as the cost and complexity of the purchase increases 
A)  during the pre-purchase stage 
B)  if the product does not have the desired features 
C)  when there is a balance between attitudes, beliefs, and knowledge 
D)  as the cost and complexity of the purchase increases

Question 2

In the area of self-concept theory, what is the real self?

Accepted Answer

A)  the way the individual views himself or herself 
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)  an objective view of the total person 
A)  the way the individual views himself or herself 
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)  an objective view of the total person

Question 3

Sharon is purchasing a food processor, has done research on all available models, and is trying to finalize a store at which to make the purchase. What stage of consumer decision process is Sharon at?

Accepted Answer

A)  purchase decision and purchase act 
B)  search 
C)  postpurchase evaluation 
D)  problem recognition 
A)  purchase decision and purchase act 
B)  search 
C)  postpurchase evaluation 
D)  problem recognition

Question 4

Match each item to the statement or sentence listed below.
a.shaping
b.high-involvement purchase decision
c.Asch phenomenon
d.perception
e.self-concept
f.evoked set
g.opinion leader
h.routinized response behaviour
i.need
j.cognitive dissonance
k.consumer behaviour
l.culture
m.limited problem solving
n.evaluative criteria
o.reference group
p.attitude
q.perceptual screens
r.learning
s.motive
-is the meaning that a person attributes to incoming stimuli.

Accepted Answer

The answer of Match each item to the statement or...

Question 5

What term refers to purchase decisions that have a potentially high level of social or economic consequences?

Accepted Answer

A)  low time and effort involvement 
B)  low-involvement 
C)  high-involvement 
D)  single-person involvement 
A)  low time and effort involvement 
B)  low-involvement 
C)  high-involvement 
D)  single-person involvement

Question 6

An insurance company markets its health and life insurance products with a tag line "save for future." According to Maslow's hierarchy of needs, what is this an example of?

Accepted Answer

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

Question 7

A frozen food manufacturer is employing the shaping process to get consumers to try its products by offering free samples and discount coupons. What is the next step in the shaping process?

Accepted Answer

A)  to motivate the customers to make repeat purchases at moderate costs 
B)  to entice the customers to buy the product at low prices with little financial risk 
C)  to sell the product at moderate costs with no additional discount coupons 
D)  to sell the product at its true price to the customers 
A)  to motivate the customers to make repeat purchases at moderate costs 
B)  to entice the customers to buy the product at low prices with little financial risk 
C)  to sell the product at moderate costs with no additional discount coupons 
D)  to sell the product at its true price to the customers

Question 8

What is the relative position of an individual within a group called?

Accepted Answer

A)  cultural assimilation 
B)  role 
C)  status 
D)  Asch phenomenon 
A)  cultural assimilation 
B)  role 
C)  status 
D)  Asch phenomenon

Question 9

Discuss the concept of social class, and name the six levels of class ranking. What variables are used to determine social class?

Accepted Answer

Social class is the categorization of pe

Question 10

Explain the difference between a need and a motive and provide an example of each.

Accepted Answer

A need is an imbalance between a consume

Question 11

Norms are the values, attitudes, and behaviours that a group deems appropriate for its members.

Accepted Answer

A) True 
 B)False

Question 12

Match each item to the statement or sentence listed below.
a.shaping
b.high-involvement purchase decision
c.Asch phenomenon
d.perception
e.self-concept
f.evoked set
g.opinion leader
h.routinized response behaviour
i.need
j.cognitive dissonance
k.consumer behaviour
l.culture
m.limited problem solving
n.evaluative criteria
o.reference group
p.attitude
q.perceptual screens
r.learning
s.motive
-is knowledge or skill that is acquired as a result of experience.

Accepted Answer

The answer of Match each item to the statement or...

Question 13

Opinion leaders rise to prominence because of their interest and expertise in certain products.

Accepted Answer

A) True 
 B)False

Question 14

Match each item to the statement or sentence listed below.
a.shaping
b.high-involvement purchase decision
c.Asch phenomenon
d.perception
e.self-concept
f.evoked set
g.opinion leader
h.routinized response behaviour
i.need
j.cognitive dissonance
k.consumer behaviour
l.culture
m.limited problem solving
n.evaluative criteria
o.reference group
p.attitude
q.perceptual screens
r.learning
s.motive
-A(n) _____ is a trendsetter who purchases new products before others in a group and then influences others in their purchases.

Accepted Answer

The answer of Match each item to the statement or...

Question 15

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

Accepted Answer

Self-concept refers to the way a person

Question 16

A need is an imbalance between the consumer's actual and desired state.

Accepted Answer

A) True 
 B)False

Question 17

Consumers with strong loyalties to certain products are more difficult to reach with competitive advertising.

Accepted Answer

A) True 
 B)False

Question 18

According to Kurt Lewin's theory of human behaviour, the personal factors affecting consumer behaviour are one's attitudes, learning, and perception.

Accepted Answer

A) True 
 B)False

Question 19

Match each item to the statement or sentence listed below.
a.shaping
b.high-involvement purchase decision
c.Asch phenomenon
d.perception
e.self-concept
f.evoked set
g.opinion leader
h.routinized response behaviour
i.need
j.cognitive dissonance
k.consumer behaviour
l.culture
m.limited problem solving
n.evaluative criteria
o.reference group
p.attitude
q.perceptual screens
r.learning
s.motive
-People or an institution whose opinions are valued and to whom a person looks for guidance is called a(n) _____.

Accepted Answer

The answer of Match each item to the statement or...

Question 20

Match each item to the statement or sentence listed below.
a.shaping
b.high-involvement purchase decision
c.Asch phenomenon
d.perception
e.self-concept
f.evoked set
g.opinion leader
h.routinized response behaviour
i.need
j.cognitive dissonance
k.consumer behaviour
l.culture
m.limited problem solving
n.evaluative criteria
o.reference group
p.attitude
q.perceptual screens
r.learning
s.motive
-The _____ describes the tendency of people to conform to majority rule.

Accepted Answer

The answer of Match each item to the statement or...

When is cognitive dissonance most likely to occur?

In the area of self-concept theory, what is the real self?

Sharon is purchasing a food processor, has done research on all available models, and is trying to finalize a store at which to make the purchase. What stage of consumer decision process is Sharon at?

What term refers to purchase decisions that have a potentially high level of social or economic consequences?

An insurance company markets its health and life insurance products with a tag line "save for future." According to Maslow's hierarchy of needs, what is this an example of?

A frozen food manufacturer is employing the shaping process to get consumers to try its products by offering free samples and discount coupons. What is the next step in the shaping process?

What is the relative position of an individual within a group called?

Discuss the concept of social class, and name the six levels of class ranking. What variables are used to determine social class?

Explain the difference between a need and a motive and provide an example of each.

Norms are the values, attitudes, and behaviours that a group deems appropriate for its members.

Opinion leaders rise to prominence because of their interest and expertise in certain products.

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

A need is an imbalance between the consumer's actual and desired state.

Consumers with strong loyalties to certain products are more difficult to reach with competitive advertising.

According to Kurt Lewin's theory of human behaviour, the personal factors affecting consumer behaviour are one's attitudes, learning, and perception.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Business-To-Business B2b Marketing

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

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Exam 5: Consumer Behaviour

When is cognitive dissonance most likely to occur?

In the area of self-concept theory, what is the real self?

Sharon is purchasing a food processor, has done research on all available models, and is trying to finalize a store at which to make the purchase. What stage of consumer decision process is Sharon at?

What term refers to purchase decisions that have a potentially high level of social or economic consequences?

An insurance company markets its health and life insurance products with a tag line "save for future." According to Maslow's hierarchy of needs, what is this an example of?

A frozen food manufacturer is employing the shaping process to get consumers to try its products by offering free samples and discount coupons. What is the next step in the shaping process?

What is the relative position of an individual within a group called?

Discuss the concept of social class, and name the six levels of class ranking. What variables are used to determine social class?

Explain the difference between a need and a motive and provide an example of each.

Norms are the values, attitudes, and behaviours that a group deems appropriate for its members.

Opinion leaders rise to prominence because of their interest and expertise in certain products.

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

A need is an imbalance between the consumer's actual and desired state.

Consumers with strong loyalties to certain products are more difficult to reach with competitive advertising.

According to Kurt Lewin's theory of human behaviour, the personal factors affecting consumer behaviour are one's attitudes, learning, and perception.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Business-To-Business B2b Marketing

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

Filters