Question 1

Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily by marketers? Explain.

Accepted Answer

no answer

Question 2

Buyers' actions are affected by one or more internal energising forces geared towards satisfying needs, which are called:

Accepted Answer

A) motives. 
B) lifestyles. 
C) perceptions. 
D) attitudes. 
E) traits. 
A) motives. 
B) lifestyles. 
C) perceptions. 
D) attitudes. 
E) traits. A

Question 3

Use the following to answer questions 
Both the Toyota Sienna and the Nissan Quest are very popular choices for family vans.Toyota noticed that the majority of its customers are families with three or more children, so they developed commercials featuring larger families.They also produced commercials with Anglo-looking actors.
Alicia Smith and her husband, Tony, are currently shopping for a van for their family.As Alicia watched an advertisement on TV about the Nissan Quest, she noticed that the Nissan costs about $27 000 and offers fuel consumption of about 17 km/litre.She recalled an earlier ad for the Toyota Sienna, which also costs about $27 000, but it offers fuel consumption of about 21 km/litre.Also, Alicia liked the way the family was portrayed in the Toyota ad, with the children in the back seats having plenty of room, watching DVDs and having their own sound controls.
When Alicia spoke to Tony about how much she liked the Toyota van, he replied that the fuel consumption was too high at 16 km/litre.Because Alicia did not agree with that number, he produced a magazine ad that supported his claim of the 16 km/litre for the Toyota.Alicia could not believe that she had made such an error in hearing what the fuel consumption was for the Toyota.
-The fact that Alicia remembered the fuel consumption of the Toyota Sienna incorrectly is most likely an example of:

Accepted Answer

A) selective expression. 
B) selective retention. 
C) perceptual extension. 
D) perceptual bias. 
E) selective distortion. 
A) selective expression. 
B) selective retention. 
C) perceptual extension. 
D) perceptual bias. 
E) selective distortion. E

Question 4

Use the following to answer questions 
Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and four-wheel ATVs.It also sells its products to independent repair centres, dealers and other wholesalers in Victoria.Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in New South Wales.Research has also shown that most of the dealers who sell directly to individual consumers are in Queensland, while dealers who sell to small business landscaping companies tend to be located in South Australia.Company executives are considering expansion of its distribution to markets in Western Australia.
-Given the type of business market in which Precision Brake is currently operating, it would be least likely to sell to:

Accepted Answer

A) producers. 
B) governments. 
C) retailers. 
D) consumers. 
E) institutions. 
A) producers. 
B) governments. 
C) retailers. 
D) consumers. 
E) institutions.

Question 5

Grocery stores and supermarkets are a part of producer markets.

Accepted Answer

A) True 
 B)False

Question 6

Business markets are typically divided into the following four categories:

Accepted Answer

A) retailers, wholesalers, services and non-profit firms. 
B) producer, manufacturer, reseller and government. 
C) producer, reseller, government and institutional. 
D) manufacturer, wholesaler, retailer and services. 
E) reseller, retailer, government and institutional. 
A) retailers, wholesalers, services and non-profit firms. 
B) producer, manufacturer, reseller and government. 
C) producer, reseller, government and institutional. 
D) manufacturer, wholesaler, retailer and services. 
E) reseller, retailer, government and institutional.

Question 7

When consumers focus on communication with friends and relatives in their information searches, they are using __________ sources.

Accepted Answer

A) internal 
B) personal 
C) marketer-dominated 
D) direct 
E) organisational 
A) internal 
B) personal 
C) marketer-dominated 
D) direct 
E) organisational

Question 8

A role consists of a set of actions and activities that a person in a particular position is expected to perform.

Accepted Answer

A) True 
 B)False

Question 9

Compare and contrast the three major types of consumer problem-solving processes.

Accepted Answer

The three major types of consumer proble

Question 10

When a business routinely purchases the same product with similar terms of sale, the purchase is called a:

Accepted Answer

A) new task. 
B) repetitive purchase. 
C) straight rebuy. 
D) modified rebuy. 
E) standard order. 
A) new task. 
B) repetitive purchase. 
C) straight rebuy. 
D) modified rebuy. 
E) standard order.

Question 11

An attitude is:

Accepted Answer

A) an internal trait that makes a person unique. 
B) a set of actions that a person in a particular position is supposed to perform. 
C) a competence in performing activities. 
D) a person's behaviour caused by information and experience. 
E) one's evaluation, feelings and behavioural tendencies towards an object or idea. 
A) an internal trait that makes a person unique. 
B) a set of actions that a person in a particular position is supposed to perform. 
C) a competence in performing activities. 
D) a person's behaviour caused by information and experience. 
E) one's evaluation, feelings and behavioural tendencies towards an object or idea.

Question 12

The three major categories of influences on the consumer decision-making process are:

Accepted Answer

A) situational influences, demographic influences and psychological influences. 
B) social influences, situational influences and marketer-dominated influences. 
C) demographic influences, situational influences and marketer-dominated influences. 
D) situational influences, social influences and psychological influences. 
E) marketer-dominated influences, psychological influences and person-specific influences. 
A) situational influences, demographic influences and psychological influences. 
B) social influences, situational influences and marketer-dominated influences. 
C) demographic influences, situational influences and marketer-dominated influences. 
D) situational influences, social influences and psychological influences. 
E) marketer-dominated influences, psychological influences and person-specific influences.

Question 13

When a buyer receives information that is inconsistent with her or his beliefs, the buyer may distort the information to bring it more in line with those beliefs.

Accepted Answer

A) True 
 B)False

Question 14

Use the following to answer questions 
Both the Toyota Sienna and the Nissan Quest are very popular choices for family vans.Toyota noticed that the majority of its customers are families with three or more children, so they developed commercials featuring larger families.They also produced commercials with Anglo-looking actors.
Alicia Smith and her husband, Tony, are currently shopping for a van for their family.As Alicia watched an advertisement on TV about the Nissan Quest, she noticed that the Nissan costs about $27 000 and offers fuel consumption of about 17 km/litre.She recalled an earlier ad for the Toyota Sienna, which also costs about $27 000, but it offers fuel consumption of about 21 km/litre.Also, Alicia liked the way the family was portrayed in the Toyota ad, with the children in the back seats having plenty of room, watching DVDs and having their own sound controls.
When Alicia spoke to Tony about how much she liked the Toyota van, he replied that the fuel consumption was too high at 16 km/litre.Because Alicia did not agree with that number, he produced a magazine ad that supported his claim of the 16 km/litre for the Toyota.Alicia could not believe that she had made such an error in hearing what the fuel consumption was for the Toyota.
-Because Alicia and Tony are using fuel consumption as one of their evaluative criteria, they are most likely in the __________ phase of the consumer buying process.

Accepted Answer

A) problem recognition 
B) external search 
C) evaluation of alternatives 
D) purchase 
E) post-purchase 
A) problem recognition 
B) external search 
C) evaluation of alternatives 
D) purchase 
E) post-purchase

Question 15

An information input is less likely to reach awareness if it is related to an event that the person is anticipating.

Accepted Answer

A) True 
 B)False

Question 16

If an information input is useful in satisfying a person's current needs, it is more likely to reach awareness.

Accepted Answer

A) True 
 B)False

Question 17

While shopping at the supermarket, Tina sees a display of her favourite brand of diet cola.She buys a 2-L bottle to take home for the weekend.This purchase process would be described as:

Accepted Answer

A) routinised response behaviour. 
B) extended problem solving. 
C) limited problem solving. 
D) situational perception. 
E) enduring involvement. 
A) routinised response behaviour. 
B) extended problem solving. 
C) limited problem solving. 
D) situational perception. 
E) enduring involvement.

Question 18

Use the following to answer questions 
Samsung is entering the home appliance market with its new French-door refrigerator.In designing the production facility, it has a need for various pieces of equipment, including a perpetual assembly belt-drive, quasi-assembly pods and finishing stations.The purchasing agent for the appliance division is inquiring about who will be needed for input on the purchasing decision.Samsung has already contacted several producers of the quasi-assembly pods and has begun negotiations with their sales representatives.
-Which type of factor would not influence Samsung's business buying decisions?

Accepted Answer

A) Environmental 
B) Organisational 
C) Interpersonal 
D) Demographic 
E) Individual 
A) Environmental 
B) Organisational 
C) Interpersonal 
D) Demographic 
E) Individual

Question 19

What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an expensive product?

Accepted Answer

Marketers can employ several strategies

Question 20

When evaluating the alternatives, a buyer rates and eventually ranks the brands in the evoked set.

Accepted Answer

A) True 
 B)False

Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily by marketers? Explain.

Buyers' actions are affected by one or more internal energising forces geared towards satisfying needs, which are called:

Grocery stores and supermarkets are a part of producer markets.

Business markets are typically divided into the following four categories:

When consumers focus on communication with friends and relatives in their information searches, they are using __________ sources.

A role consists of a set of actions and activities that a person in a particular position is expected to perform.

Compare and contrast the three major types of consumer problem-solving processes.

When a business routinely purchases the same product with similar terms of sale, the purchase is called a:

An attitude is:

The three major categories of influences on the consumer decision-making process are:

When a buyer receives information that is inconsistent with her or his beliefs, the buyer may distort the information to bring it more in line with those beliefs.

An information input is less likely to reach awareness if it is related to an event that the person is anticipating.

If an information input is useful in satisfying a person's current needs, it is more likely to reach awareness.

While shopping at the supermarket, Tina sees a display of her favourite brand of diet cola.She buys a 2-L bottle to take home for the weekend.This purchase process would be described as:

What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an expensive product?

When evaluating the alternatives, a buyer rates and eventually ranks the brands in the evoked set.

Key Concepts in Marketing

Marketing Environment, Social Responsibility and Ethics

Planning, Implementing and Evaluating Marketing Strategy

Marketing Research and Information Systems

Segmentation, Target Markets and Positioning

Digital Marketing and Social Networking

The Power of Branding

Product Decisions

Pricing Decisions

Distribution Decisions

Integrating Marketing Communications

People, Physical Evidence, Processes and Partnerships

Filters

Exam 5: Consumer and Business Behaviour

Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily by marketers? Explain.

Buyers' actions are affected by one or more internal energising forces geared towards satisfying needs, which are called:

Grocery stores and supermarkets are a part of producer markets.

Business markets are typically divided into the following four categories:

When consumers focus on communication with friends and relatives in their information searches, they are using __________ sources.

A role consists of a set of actions and activities that a person in a particular position is expected to perform.

Compare and contrast the three major types of consumer problem-solving processes.

When a business routinely purchases the same product with similar terms of sale, the purchase is called a:

An attitude is:

The three major categories of influences on the consumer decision-making process are:

When a buyer receives information that is inconsistent with her or his beliefs, the buyer may distort the information to bring it more in line with those beliefs.

An information input is less likely to reach awareness if it is related to an event that the person is anticipating.

If an information input is useful in satisfying a person's current needs, it is more likely to reach awareness.

While shopping at the supermarket, Tina sees a display of her favourite brand of diet cola.She buys a 2-L bottle to take home for the weekend.This purchase process would be described as:

What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an expensive product?

When evaluating the alternatives, a buyer rates and eventually ranks the brands in the evoked set.

Key Concepts in Marketing

Marketing Environment, Social Responsibility and Ethics

Planning, Implementing and Evaluating Marketing Strategy

Marketing Research and Information Systems

Segmentation, Target Markets and Positioning

Digital Marketing and Social Networking

The Power of Branding

Product Decisions

Pricing Decisions

Distribution Decisions

Integrating Marketing Communications

People, Physical Evidence, Processes and Partnerships

Filters