Question 1

Consumer ________ are a marketer's product, service, or brand contacts with a consumer from start-to-finish in the purchase decision process.

Accepted Answer

A)  interactions 
B)  situations 
C)  touchpoints 
D)  integrations 
E)  metrics 
A)  interactions 
B)  situations 
C)  touchpoints 
D)  integrations 
E)  metrics

Question 2

The two major styles of family decision making are

Accepted Answer

A)  joint and passive. 
B)  spouse-dominant and spouse-submissive. 
C)  joint and spouse-dominant. 
D)  democratic and autocratic. 
E)  active and passive. 
A)  joint and passive. 
B)  spouse-dominant and spouse-submissive. 
C)  joint and spouse-dominant. 
D)  democratic and autocratic. 
E)  active and passive.

Question 3

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 4

The third stage in the consumer purchase decision process involves appraising brands in the consideration set based on the important criteria (both objective and subjective) identified during the information search step for the ultimate decision. What is this stage called?

Accepted Answer

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

Question 5

Marketers use three approaches to try to change consumer attitudes toward products and brands. One of these is

Accepted Answer

A)  reinforcing the consumers' sense of self-confidence in making wise purchase decisions. 
B)  actively educating consumers about the product's competitive advantages. 
C)  refocusing a consumer's attention from one attribute to another. 
D)  changing beliefs about the extent to which a brand has certain attributes. 
E)  denigrating the attributes of competitors' products. 
A)  reinforcing the consumers' sense of self-confidence in making wise purchase decisions. 
B)  actively educating consumers about the product's competitive advantages. 
C)  refocusing a consumer's attention from one attribute to another. 
D)  changing beliefs about the extent to which a brand has certain attributes. 
E)  denigrating the attributes of competitors' products.

Question 6

Which type of purchase is most likely to be the result of joint decision making?

Accepted Answer

A)  groceries 
B)  children's toys 
C)  furniture 
D)  medical care 
E)  car maintenance products 
A)  groceries 
B)  children's toys 
C)  furniture 
D)  medical care 
E)  car maintenance products

Question 7

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

Accepted Answer

A)  a negative antecedent state. 
B)  perceived risk. 
C)  temporal uncertainty. 
D)  cognitive dissonance. 
E)  a positive precedent state. 
A)  a negative antecedent state. 
B)  perceived risk. 
C)  temporal uncertainty. 
D)  cognitive dissonance. 
E)  a positive precedent state.

Question 8

For Coppertone products, form (lotion vs. spray), SPF level, and price are the most common

Accepted Answer

A)  consideration set. 
B)  perceived risks. 
C)  situational influences. 
D)  marketing mix influences. 
E)  evaluative criteria. 
A)  consideration set. 
B)  perceived risks. 
C)  situational influences. 
D)  marketing mix influences. 
E)  evaluative criteria.

Question 9

Asian Americans who are conversant in English, highly educated, hold professional and managerial positions, and exhibit buying patterns very much like typical American consumers are referred to as ________ Asian Americans.

Accepted Answer

A)  socialized 
B)  diaspora 
C)  nonassimilated 
D)  reassimilated 
E)  assimilated 
A)  socialized 
B)  diaspora 
C)  nonassimilated 
D)  reassimilated 
E)  assimilated

Question 10

Josh told his father that the family needed a new computer, so his dad asked him to look into the latest products and their prices. Josh's mom asked that the new computer have an ergonomic keyboard because she has wrist problems. His sister Ann wanted the computer to have a lot of memory to edit videos. With this information, Josh's dad chose and ordered a Dell. Which best describes the roles each family member played in making this decision?

Accepted Answer

A)  Josh's mother and Ann acted as information gatherers, users, and decision makers. 
B)  Josh took on all the roles except that of purchaser. 
C)  Josh's father took on all of the roles. 
D)  Ann acted as a user and an influencer. 
E)  Josh's mother acted as an information gatherer, a user, an influencer, and a gatekeeper. 
A)  Josh's mother and Ann acted as information gatherers, users, and decision makers. 
B)  Josh took on all the roles except that of purchaser. 
C)  Josh's father took on all of the roles. 
D)  Ann acted as a user and an influencer. 
E)  Josh's mother acted as an information gatherer, a user, an influencer, and a gatekeeper.

Question 11

To facilitate the ________ stage in the consumer purchase decision process, Coppertone allocates a significant part of is marketing budget to make sure Coppertone products appear in any online searches about sunscreen.

Accepted Answer

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

Question 12

A consumer journey map is a visual representation of

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)  exchanges for a particular product or with a particular brand, including frequency and volume in dollars or units. 
D)  a brand's offerings and how they align with various target markets. 
E)  all of the touchpoints for a consumer who comes into contact with a company's products, services, or brands before, during, and after a purchase. 
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)  exchanges for a particular product or with a particular brand, including frequency and volume in dollars or units. 
D)  a brand's offerings and how they align with various target markets. 
E)  all of the touchpoints for a consumer who comes into contact with a company's products, services, or brands before, during, and after a purchase.

Question 13

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

Question 14

Based on the stages of the family life cycle, which of the following groups most likely has the largest amount of discretionary income?

Accepted Answer

A)  young married couples without children 
B)  single parents with children 
C)  middle-aged couples without children 
D)  young married couples with children 
E)  middle-aged couples with children 
A)  young married couples without children 
B)  single parents with children 
C)  middle-aged couples without children 
D)  young married couples with children 
E)  middle-aged couples with children

Question 15

For high-involvement purchases, consumers typically do all of the following except which?

Accepted Answer

A)  spend considerable time evaluating criteria for the consideration set 
B)  participate in word-of-mouth communication 
C)  evaluate a single product attribute, such as price 
D)  consider many brands 
E)  use both internal and external sources in information search 
A)  spend considerable time evaluating criteria for the consideration set 
B)  participate in word-of-mouth communication 
C)  evaluate a single product attribute, such as price 
D)  consider many brands 
E)  use both internal and external sources in information search

Question 16

Subgroups within the larger, or national, culture with unique values, ideas, and attitudes are referred to as

Accepted Answer

A)  reference groups. 
B)  families. 
C)  social classes. 
D)  subcultures. 
E)  normative groups. 
A)  reference groups. 
B)  families. 
C)  social classes. 
D)  subcultures. 
E)  normative groups.

Question 17

An apartment would satisfy needs at what level of the Maslow hierarchy?

Accepted Answer

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

Question 18

Ruth, who has no children, wants to buy a special baby gift for her best friend's baby shower, which is this evening. Since she won't have any time between work and the baby shower, she must go today during her lunch break. She is planning on taking her sister with her to help make the selection. Ruth knows she will be ready to buy every baby-oriented product she sees because she wishes that she too was having a baby. Identify each of the situational influences that are described in this scenario. Which situational influence was not described?

Accepted Answer

The purchase of a special baby gift for

Question 19

The influencing of people during conversations is referred to as

Accepted Answer

A)  opinion formations. 
B)  peer persuasion. 
C)  interpersonal gossip. 
D)  word of mouth. 
E)  consumer socialization. 
A)  opinion formations. 
B)  peer persuasion. 
C)  interpersonal gossip. 
D)  word of mouth. 
E)  consumer socialization.

Question 20

Claire has just told her best friend, "I'm so glad I bought the Samsung Galaxy S9 rather than those other smartphones I was considering. Look at this incredible display, and the battery stays charged forever." Which stage of the consumer purchase decision process does Claire's conversation identify?

Accepted Answer

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

Consumer ________ are a marketer's product, service, or brand contacts with a consumer from start-to-finish in the purchase decision process.

The two major styles of family decision making are

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

The third stage in the consumer purchase decision process involves appraising brands in the consideration set based on the important criteria (both objective and subjective) identified during the information search step for the ultimate decision. What is this stage called?

Marketers use three approaches to try to change consumer attitudes toward products and brands. One of these is

Which type of purchase is most likely to be the result of joint decision making?

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

For Coppertone products, form (lotion vs. spray), SPF level, and price are the most common

Asian Americans who are conversant in English, highly educated, hold professional and managerial positions, and exhibit buying patterns very much like typical American consumers are referred to as ________ Asian Americans.

To facilitate the ________ stage in the consumer purchase decision process, Coppertone allocates a significant part of is marketing budget to make sure Coppertone products appear in any online searches about sunscreen.

A consumer journey map is a visual representation of

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

Based on the stages of the family life cycle, which of the following groups most likely has the largest amount of discretionary income?

For high-involvement purchases, consumers typically do all of the following except which?

Subgroups within the larger, or national, culture with unique values, ideas, and attitudes are referred to as

An apartment would satisfy needs at what level of the Maslow hierarchy?

The influencing of people during conversations is referred to as

Claire has just told her best friend, "I'm so glad I bought the Samsung Galaxy S9 rather than those other smartphones I was considering. Look at this incredible display, and the battery stays charged forever." Which stage of the consumer purchase decision process does Claire's conversation identify?

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

Consumer ________ are a marketer's product, service, or brand contacts with a consumer from start-to-finish in the purchase decision process.

The two major styles of family decision making are

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

The third stage in the consumer purchase decision process involves appraising brands in the consideration set based on the important criteria (both objective and subjective) identified during the information search step for the ultimate decision. What is this stage called?

Marketers use three approaches to try to change consumer attitudes toward products and brands. One of these is

Which type of purchase is most likely to be the result of joint decision making?

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

For Coppertone products, form (lotion vs. spray), SPF level, and price are the most common

Asian Americans who are conversant in English, highly educated, hold professional and managerial positions, and exhibit buying patterns very much like typical American consumers are referred to as ________ Asian Americans.

To facilitate the ________ stage in the consumer purchase decision process, Coppertone allocates a significant part of is marketing budget to make sure Coppertone products appear in any online searches about sunscreen.

A consumer journey map is a visual representation of

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

Based on the stages of the family life cycle, which of the following groups most likely has the largest amount of discretionary income?

For high-involvement purchases, consumers typically do all of the following except which?

Subgroups within the larger, or national, culture with unique values, ideas, and attitudes are referred to as

An apartment would satisfy needs at what level of the Maslow hierarchy?

The influencing of people during conversations is referred to as

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