Question 1

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

Accepted Answer

A)  There have been no observed differences in the consumption patterns of African Americans and Caucasians. 
B)  African American men spend more on health and beauty products than Caucasian men do. 
C)  The typical African American family is five years older than the typical Caucasian family. 
D)  African American purchase behavior is still affected by the historical deprivation in employment and educational opportunities in the United States. 
E)  African Americans are not price-conscious. 
A)  There have been no observed differences in the consumption patterns of African Americans and Caucasians. 
B)  African American men spend more on health and beauty products than Caucasian men do. 
C)  The typical African American family is five years older than the typical Caucasian family. 
D)  African American purchase behavior is still affected by the historical deprivation in employment and educational opportunities in the United States. 
E)  African Americans are not price-conscious.

Question 2

All of the following are examples of Coppertone's product innovations except which?

Accepted Answer

A)  sunscreen for babies 
B)  water-resistant sunscreen lotion 
C)  all-organic sunscreen 
D)  MyUV Alert app to provide reapplication reminders 
E)  continuous spray sunscreen 
A)  sunscreen for babies 
B)  water-resistant sunscreen lotion 
C)  all-organic sunscreen 
D)  MyUV Alert app to provide reapplication reminders 
E)  continuous spray sunscreen

Question 3

While posting photos on Instagram one evening, your stomach growls. You see an ad for Panera. You walk to Panera and buy a sandwich, which tastes great. In terms of behavioral learning, walking to the restaurant and buying a sandwich is a

Accepted Answer

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

Question 4

Tracy stopped by a vending machine at 10:00 a.m. Even though she wanted to get a soda, she thought it was too early for that, and chose a bottled juice instead. This purchase is an example of which situational influence?

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 5

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

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 6

________ influences on consumer behavior result from three sources: consumer socialization, passage through the life cycle, and decision making within the household.

Accepted Answer

A)  Lifestyle 
B)  Situational 
C)  Social 
D)  Family 
E)  Personal 
A)  Lifestyle 
B)  Situational 
C)  Social 
D)  Family 
E)  Personal

Question 7

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

Accepted Answer

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

Question 8

Your company is introducing a new line of activewear for teenagers and invites the members of the high school track team to a private showing of the line. This group consists of ________ for activewear clothing.

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 9

Firms such as General Electric, Johnson & Johnson, Coca-Cola, and British Airways focus their attention on ________ to maximize customer satisfaction and retention in part by offering training to handle complaints, answer questions, and solve consumer problems.

Accepted Answer

A)  value perception 
B)  postpurchase behavior 
C)  noncompetitive pricing 
D)  comparison pricing 
E)  prepurchase behavior 
A)  value perception 
B)  postpurchase behavior 
C)  noncompetitive pricing 
D)  comparison pricing 
E)  prepurchase behavior

Question 10

Subcultures refer to

Accepted Answer

A)  subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures. 
B)  groups within organizations whose values and beliefs influence the corporate culture. 
C)  subgroups within the larger, or national, culture with unique values, ideas, and attitudes. 
D)  stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture. 
E)  the designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully formed but are still influenced both by their families and society 
A)  subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures. 
B)  groups within organizations whose values and beliefs influence the corporate culture. 
C)  subgroups within the larger, or national, culture with unique values, ideas, and attitudes. 
D)  stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture. 
E)  the designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully formed but are still influenced both by their families and society

Question 11

Which of the following is not an example of a marketer-dominated source of information consulted during an external search?

Accepted Answer

A)  digital advertising 
B)  point-of-purchase display 
C)  Kelley Blue Book 
D)  dedicated sales staff 
E)  company website 
A)  digital advertising 
B)  point-of-purchase display 
C)  Kelley Blue Book 
D)  dedicated sales staff 
E)  company website

Question 12

Nicole gives her young daughter Kelli an allowance of $5 a week. Sometimes, Nicole takes Kelli shopping. But if Kelli wants something that costs more than she has saved, Nicole reminds her she needs to keep saving. When Kelli is finally able to purchase a special, more expensive item, she is allowed to pay for it herself, including bringing the product to the salesclerk to complete the purchase. In this way, Nicole encourages the development of Kelli's

Accepted Answer

A)  consumer assimilation. 
B)  consumer acculturation. 
C)  purchasing socialization. 
D)  consumer socialization. 
E)  purchasing enculturation. 
A)  consumer assimilation. 
B)  consumer acculturation. 
C)  purchasing socialization. 
D)  consumer socialization. 
E)  purchasing enculturation.

Question 13

Define motivation and personality and how they impact marketing.

Accepted Answer

Motivation is the energizing force that

Question 14

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 15

Spouse-dominant decision making implies that

Accepted Answer

A)  the husband makes the majority of the purchase decisions. 
B)  the wife makes the majority of the purchase decisions. 
C)  both the husband and the wife make the purchase decisions together. 
D)  the wife and the husband alternate with respect to their purchase decisions. 
E)  either the husband or the wife is primarily responsible for purchase decisions. 
A)  the husband makes the majority of the purchase decisions. 
B)  the wife makes the majority of the purchase decisions. 
C)  both the husband and the wife make the purchase decisions together. 
D)  the wife and the husband alternate with respect to their purchase decisions. 
E)  either the husband or the wife is primarily responsible for purchase decisions.

Question 16

Which of the following is more essential as a strategy for a low-involvement offering than for a high-involvement one?

Accepted Answer

A)  Use personal selling to provide consumers with information. 
B)  Use social media to create online experiences for the brand. 
C)  Avoid stock-out situations so that buyers don't substitute a competing brand. 
D)  Optimize internet search engines such as Google to assist buyers during information search. 
E)  Run ads to provide consumers with information. 
A)  Use personal selling to provide consumers with information. 
B)  Use social media to create online experiences for the brand. 
C)  Avoid stock-out situations so that buyers don't substitute a competing brand. 
D)  Optimize internet search engines such as Google to assist buyers during information search. 
E)  Run ads to provide consumers with information.

Question 17

Consumers can learn through thinking, reasoning, and mental problem solving without direct experience, which is called

Accepted Answer

A)  stimulus discrimination. 
B)  cognitive learning. 
C)  attitudinal learning. 
D)  stimulus generalization. 
E)  behavioral learning. 
A)  stimulus discrimination. 
B)  cognitive learning. 
C)  attitudinal learning. 
D)  stimulus generalization. 
E)  behavioral learning.

Question 18

Consumer touchpoints are

Accepted Answer

A)  a shopper's emotion-based motivations, which, if triggered, will spur a purchase. 
B)  situations in which a consumer is physically in contact with a product, such as during trial in a store or at home. 
C)  a marketer's product, service, or brand contacts with a consumer from start to finish in the purchase decision process. 
D)  a visual representation of a brand's offerings and how they align with various target markets. 
E)  measures of a consumer's attraction to a product or brand throughout the consumer decision process. 
A)  a shopper's emotion-based motivations, which, if triggered, will spur a purchase. 
B)  situations in which a consumer is physically in contact with a product, such as during trial in a store or at home. 
C)  a marketer's product, service, or brand contacts with a consumer from start to finish in the purchase decision process. 
D)  a visual representation of a brand's offerings and how they align with various target markets. 
E)  measures of a consumer's attraction to a product or brand throughout the consumer decision process.

Question 19

Relatives, friends, and social networking sites that the consumer trusts are known as ________ sources of external information in the consumer purchase decision process.

Accepted Answer

A)  relational 
B)  marketer-dominated 
C)  personal 
D)  stakeholder 
E)  public 
A)  relational 
B)  marketer-dominated 
C)  personal 
D)  stakeholder 
E)  public

Question 20

You have determined you want to buy an advanced hybrid vehicle, and a visit to Ford's website reveals that the Ford Fusion Hybrid SE uses hybrid fuel technology with the latest in lithium-ion battery technology. You are currently in which stage of the consumer purchase decision process for this type of automobile?

Accepted Answer

A)  problem recognition 
B)  needs analysis 
C)  purchase decision 
D)  information search 
E)  postpurchase evaluation 
A)  problem recognition 
B)  needs analysis 
C)  purchase decision 
D)  information search 
E)  postpurchase evaluation

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

All of the following are examples of Coppertone's product innovations except which?

While posting photos on Instagram one evening, your stomach growls. You see an ad for Panera. You walk to Panera and buy a sandwich, which tastes great. In terms of behavioral learning, walking to the restaurant and buying a sandwich is a

Tracy stopped by a vending machine at 10:00 a.m. Even though she wanted to get a soda, she thought it was too early for that, and chose a bottled juice instead. This purchase is an example of which situational influence?

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

________ influences on consumer behavior result from three sources: consumer socialization, passage through the life cycle, and decision making within the household.

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

Your company is introducing a new line of activewear for teenagers and invites the members of the high school track team to a private showing of the line. This group consists of ________ for activewear clothing.

Firms such as General Electric, Johnson & Johnson, Coca-Cola, and British Airways focus their attention on ________ to maximize customer satisfaction and retention in part by offering training to handle complaints, answer questions, and solve consumer problems.

Subcultures refer to

Which of the following is not an example of a marketer-dominated source of information consulted during an external search?

Define motivation and personality and how they impact marketing.

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

Spouse-dominant decision making implies that

Which of the following is more essential as a strategy for a low-involvement offering than for a high-involvement one?

Consumers can learn through thinking, reasoning, and mental problem solving without direct experience, which is called

Consumer touchpoints are

Relatives, friends, and social networking sites that the consumer trusts are known as ________ sources of external information in the consumer purchase decision process.

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

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

All of the following are examples of Coppertone's product innovations except which?

While posting photos on Instagram one evening, your stomach growls. You see an ad for Panera. You walk to Panera and buy a sandwich, which tastes great. In terms of behavioral learning, walking to the restaurant and buying a sandwich is a

Tracy stopped by a vending machine at 10:00 a.m. Even though she wanted to get a soda, she thought it was too early for that, and chose a bottled juice instead. This purchase is an example of which situational influence?

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

________ influences on consumer behavior result from three sources: consumer socialization, passage through the life cycle, and decision making within the household.

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

Your company is introducing a new line of activewear for teenagers and invites the members of the high school track team to a private showing of the line. This group consists of ________ for activewear clothing.

Firms such as General Electric, Johnson & Johnson, Coca-Cola, and British Airways focus their attention on ________ to maximize customer satisfaction and retention in part by offering training to handle complaints, answer questions, and solve consumer problems.

Subcultures refer to

Which of the following is not an example of a marketer-dominated source of information consulted during an external search?

Define motivation and personality and how they impact marketing.

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

Spouse-dominant decision making implies that

Which of the following is more essential as a strategy for a low-involvement offering than for a high-involvement one?

Consumers can learn through thinking, reasoning, and mental problem solving without direct experience, which is called

Consumer touchpoints are

Relatives, friends, and social networking sites that the consumer trusts are known as ________ sources of external information in the consumer purchase decision process.

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