Question 1

Figure 4-6
-According to Figure 4-6, C defines what level in the Maslow hierarchy of needs?

Accepted Answer

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

Question 2

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as

Accepted Answer

A)  perceptual learning. 
B)  retentive learning. 
C)  functional learning. 
D)  motivated learning. 
E)  behavioral learning. 
A)  perceptual learning. 
B)  retentive learning. 
C)  functional learning. 
D)  motivated learning. 
E)  behavioral learning.

Question 3

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. 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 4

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Accepted Answer

A)  angst. 
B)  the temporal state. 
C)  the dissociative state. 
D)  selective perception. 
E)  cognitive dissonance. 
A)  angst. 
B)  the temporal state. 
C)  the dissociative state. 
D)  selective perception. 
E)  cognitive dissonance.

Question 5

There are five stages in the consumer purchase decision process. The fourth stage is

Accepted Answer

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

Question 6

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)  houseplants 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)  houseplants to decorate her new apartment 
E)  running shoes

Question 7

The specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of that brand, and the product in use is referred to as

Accepted Answer

A)  a brand community. 
B)  a VALS. 
C)  an opinion leader. 
D)  a social class. 
E)  a buzz group. 
A)  a brand community. 
B)  a VALS. 
C)  an opinion leader. 
D)  a social class. 
E)  a buzz group.

Question 8

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 9

The Martinez family is considering a vacation. Dad wants to stay home this year and use the money for home repairs. His mom who lives with them wants to visit relatives in New York. Dad asks his mother to determine the cost of a trip to New York and if they could stay with relatives while there. Mom and their daughter want to go to a beach. Which of the following sentences best describes the roles each family member played in making this decision?

Accepted Answer

A)  There is no family member serving as an information gatherer. 
B)  The mother and the grandmother only played the role of influencer. 
C)  The females in the family only play two roles-users and influencers. 
D)  Since the father will make the final vacation decision, he has taken on all of the roles. 
E)  The grandmother plays the roles of user, influencer, and information gatherer. 
A)  There is no family member serving as an information gatherer. 
B)  The mother and the grandmother only played the role of influencer. 
C)  The females in the family only play two roles-users and influencers. 
D)  Since the father will make the final vacation decision, he has taken on all of the roles. 
E)  The grandmother plays the roles of user, influencer, and information gatherer.

Question 10

A local country club has a great golf course, swimming pool, tennis courts, and even a stable for horses. It also has numerous high-profile businesspeople, doctors, and local politicians as members. To attract new members, the club's board of directors should focus its marketing efforts on people who view its current members as ________ group.

Accepted Answer

A)  an associative 
B)  an aspiration 
C)  a dissociative 
D)  a pressure 
E)  an involvement 
A)  an associative 
B)  an aspiration 
C)  a dissociative 
D)  a pressure 
E)  an involvement

Question 11

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, are referred to as

Accepted Answer

A)  purchase intentions. 
B)  market research. 
C)  consumer behavior. 
D)  consumer conduct. 
E)  purchase protocols. 
A)  purchase intentions. 
B)  market research. 
C)  consumer behavior. 
D)  consumer conduct. 
E)  purchase protocols.

Question 12

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.

Question 13

A mother of two toddlers is most likely to exclusively use an internal search during the decision process when purchasing

Accepted Answer

A)  a gift for her mother-in-law. 
B)  a home security system. 
C)  disposable diapers. 
D)  a swing set. 
E)  a weekend getaway. 
A)  a gift for her mother-in-law. 
B)  a home security system. 
C)  disposable diapers. 
D)  a swing set. 
E)  a weekend getaway.

Question 14

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy. Name each of the five levels in the hierarchy in order and give an example of each.

Accepted Answer

Physiological needs, the lowest level in

Question 15

The fear of physical harm, a large financial outlay required to buy the product, 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 16

High-involvement purchases typically have which of the following characteristics?

Accepted Answer

A)  The item is inexpensive, widely available, or simple to use. 
B)  The item is inexpensive, very safe to use, or purchased with great frequency. 
C)  The item is expensive, new to the market, or recommended by influential personal sources. 
D)  The item is expensive, can have serious personal consequences, or could reflect on one's social image. 
E)  The item is inexpensive, new to the market, or is used for more than five years. 
A)  The item is inexpensive, widely available, or simple to use. 
B)  The item is inexpensive, very safe to use, or purchased with great frequency. 
C)  The item is expensive, new to the market, or recommended by influential personal sources. 
D)  The item is expensive, can have serious personal consequences, or could reflect on one's social image. 
E)  The item is inexpensive, new to the market, or is used for more than five years.

Question 17

Figure 4-6
-Figure 4-6 depicts the Maslow

Accepted Answer

A)  motivation for preservation. 
B)  products pyramid. 
C)  hierarchy of needs. 
D)  ladder of effects. 
E)  psychosocial influences. 
A)  motivation for preservation. 
B)  products pyramid. 
C)  hierarchy of needs. 
D)  ladder of effects. 
E)  psychosocial influences.

Question 18

Which of the following statements concerning evaluative criteria is most accurate?

Accepted Answer

A)  If the alternatives in a consideration set do not meet all of the requirements of the evaluative criteria, the entire decision process is quickly discontinued. 
B)  Consumers often have several criteria for evaluating a single product. 
C)  Evaluative criteria represent objective rather than subjective attributes. 
D)  Evaluative criteria represent subjective rather than objective attributes. 
E)  Ultimately, the most important evaluative criterion is price. 
A)  If the alternatives in a consideration set do not meet all of the requirements of the evaluative criteria, the entire decision process is quickly discontinued. 
B)  Consumers often have several criteria for evaluating a single product. 
C)  Evaluative criteria represent objective rather than subjective attributes. 
D)  Evaluative criteria represent subjective rather than objective attributes. 
E)  Ultimately, the most important evaluative criterion is price.

Question 19

Today, 31 percent of ________ are the primary grocery shoppers in their households, though they may not be the grocery decision makers.

Accepted Answer

A)  teenagers 
B)  extended family members 
C)  paid help 
D)  children of any age 
E)  men 
A)  teenagers 
B)  extended family members 
C)  paid help 
D)  children of any age 
E)  men

Question 20

Figure 4-7
-VALS creates profiles of people based on their primary motivation and resources. In the VALS framework (Figure 4-7), E refers to

Accepted Answer

A)  Ideals. 
B)  Achievement. 
C)  Self-Expression. 
D)  Survivors. 
E)  Innovators. 
A)  Ideals. 
B)  Achievement. 
C)  Self-Expression. 
D)  Survivors. 
E)  Innovators.

Figure 4-6 -According to Figure 4-6, C defines what level in the Maslow hierarchy of needs?

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as

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

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

There are five stages in the consumer purchase decision process. The fourth stage is

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?

The specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of that brand, and the product in use is referred to as

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

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, are referred to as

Personality refers to

A mother of two toddlers is most likely to exclusively use an internal search during the decision process when purchasing

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy. Name each of the five levels in the hierarchy in order and give an example of each.

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

High-involvement purchases typically have which of the following characteristics?

Figure 4-6 -Figure 4-6 depicts the Maslow

Which of the following statements concerning evaluative criteria is most accurate?

Today, 31 percent of ________ are the primary grocery shoppers in their households, though they may not be the grocery decision makers.

Figure 4-7 -VALS creates profiles of people based on their primary motivation and resources. In the VALS framework (Figure 4-7), E refers to

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment, Ethical Behavior, and Social Responsibility

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

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Implementing Interactive and Multichannel Marketing

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

Filters

Exam 4: Understanding Consumer Behavior

Figure 4-6 -According to Figure 4-6, C defines what level in the Maslow hierarchy of needs?

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as

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

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

There are five stages in the consumer purchase decision process. The fourth stage is

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?

The specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of that brand, and the product in use is referred to as

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

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, are referred to as

Personality refers to

A mother of two toddlers is most likely to exclusively use an internal search during the decision process when purchasing

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy. Name each of the five levels in the hierarchy in order and give an example of each.

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

High-involvement purchases typically have which of the following characteristics?

Figure 4-6 -Figure 4-6 depicts the Maslow

Which of the following statements concerning evaluative criteria is most accurate?

Today, 31 percent of ________ are the primary grocery shoppers in their households, though they may not be the grocery decision makers.

Figure 4-7 -VALS creates profiles of people based on their primary motivation and resources. In the VALS framework (Figure 4-7), E refers to

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment, Ethical Behavior, and Social Responsibility

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

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Implementing Interactive and Multichannel Marketing

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

Filters

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