Question 1

A consumer's purchases are often influenced by the views,opinions,or behaviors of others.Which of the following is an aspect of this personal influence?

Accepted Answer

A) parental guidance 
B) peer pressure 
C) opinion leadership 
D) government regulation 
E) psychographics 
A) parental guidance 
B) peer pressure 
C) opinion leadership 
D) government regulation 
E) psychographics

Question 2

A favorable attitude toward and consistent purchase of a single brand over time is referred to as

Accepted Answer

A) stimulus generalization. 
B) attitudinal discrimination. 
C) brand loyalty. 
D) behavioral loyalty. 
E) consumer allegiance. 
A) stimulus generalization. 
B) attitudinal discrimination. 
C) brand loyalty. 
D) behavioral loyalty. 
E) consumer allegiance.

Question 3

Casey's girlfriend will celebrate her birthday next week,so he needs to buy her a gift.He remembers the brand of watch that she wears and considers if she would like a new one by the same maker.This is an example of which part of the consumer purchase decision process?

Accepted Answer

A) recollection search 
B) external search 
C) evaluative criteria 
D) antecedent states 
E) internal search 
A) recollection search 
B) external search 
C) evaluative criteria 
D) antecedent states 
E) internal search

Question 4

Claire has just told her best friend,"I'm so glad I bought the Samsung Galaxy S8 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

Question 5

Consumer behavior includes the actions a person takes in purchasing services and using products and services,including

Accepted Answer

A) the physical effort spent on these actions. 
B) the financial limitations one must overcome to accomplish these actions. 
C) the mental and social processes that come before and after these actions. 
D) the emotional processes that occur during these actions. 
E) the cognitive and attitudinal processes that must be learned to complete these actions. 
A) the physical effort spent on these actions. 
B) the financial limitations one must overcome to accomplish these actions. 
C) the mental and social processes that come before and after these actions. 
D) the emotional processes that occur during these actions. 
E) the cognitive and attitudinal processes that must be learned to complete these actions.

Question 6

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

Accepted Answer

A) reinforcing the consumer's 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 consumer's 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 7

Retailers can reduce problems associated with selective retention by

Accepted Answer

A) hiring well-known celebrities to sponsor their products. 
B) adding more end-aisle and other point-of-purchase displays throughout the store. 
C) providing brochures for consumers to take home. 
D) adopting advertising campaigns that use bright colors and a new selection of popular background music. 
E) offering extended service warranties. 
A) hiring well-known celebrities to sponsor their products. 
B) adding more end-aisle and other point-of-purchase displays throughout the store. 
C) providing brochures for consumers to take home. 
D) adopting advertising campaigns that use bright colors and a new selection of popular background music. 
E) offering extended service warranties.

Question 8

eHarmony claims to be the world's most trusted online dating website.Its appeal is to satisfy consumers' ________ needs in the Maslow hierarchy of needs.

Accepted Answer

A) physiological 
B) personal 
C) interaction 
D) social 
E) psychological 
A) physiological 
B) personal 
C) interaction 
D) social 
E) psychological

Question 9

In behavioral learning,a(n)________ is a stimulus or symbol perceived by consumers.

Accepted Answer

A) drive 
B) cue 
C) attitude 
D) response 
E) reinforcement 
A) drive 
B) cue 
C) attitude 
D) response 
E) reinforcement

Question 10

Evaluative criteria refer to

Accepted Answer

A) the objective and subjective attributes of a brand consumers use to compare different products and brands. 
B) those attributes of a brand that are based exclusively on objective criteria in order to make an unbiased purchase decision. 
C) those attributes of a brand that are based exclusively on subjective criteria in order to avoid postpurchase anxiety. 
D) the attributes of a product that a manufacturer wishes to promote to a specific target market. 
E) a list of required product attributes from which a customer will not waver regardless of additional incentives. 
A) the objective and subjective attributes of a brand consumers use to compare different products and brands. 
B) those attributes of a brand that are based exclusively on objective criteria in order to make an unbiased purchase decision. 
C) those attributes of a brand that are based exclusively on subjective criteria in order to avoid postpurchase anxiety. 
D) the attributes of a product that a manufacturer wishes to promote to a specific target market. 
E) a list of required product attributes from which a customer will not waver regardless of additional incentives.

Question 11

In the Maslow hierarchy of needs,the most basic needs are physiological,followed by safety,social,and personal.What category of needs is at the highest level?

Accepted Answer

A) intellectual needs 
B) emotional needs 
C) self-actualization needs 
D) religious needs 
E) psychological needs 
A) intellectual needs 
B) emotional needs 
C) self-actualization needs 
D) religious needs 
E) psychological needs

Question 12

In the Maslow hierarchy of needs,those needs that are represented by the need for achievement,status,prestige,and self-respect are referred to as ________ needs.

Accepted Answer

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

Question 13

In the VALS framework,the segment with the most abundant resources,known as ________,are future oriented.They are confident enough to experiment-to try,fail,and try again.

Accepted Answer

A) Experiencers 
B) Innovators 
C) Makers 
D) Achievers 
E) Strivers 
A) Experiencers 
B) Innovators 
C) Makers 
D) Achievers 
E) Strivers

Question 14

In marketing,advertisements or salespeople can activate a consumer's purchase decision process by

Accepted Answer

A) creating a sense of irony or amusement. 
B) manipulating a customer's want into a need. 
C) promising product attributes that exceed the actual product potential. 
D) showing the shortcomings of competing (or currently owne
D) products. 
E) shifting the consumer's focus from internal search to external search. 
A) creating a sense of irony or amusement. 
B) manipulating a customer's want into a need. 
C) promising product attributes that exceed the actual product potential. 
D) showing the shortcomings of competing (or currently owne
D) products. 
E) shifting the consumer's focus from internal search to external search.

Question 15

Food in the Maslow hierarchy of needs is an example of a ________ need.

Accepted Answer

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

Question 16

Rackspace U.S.Inc.is a web hosting company.If you want to have a website,you can buy Internet space as well as technical support and design services from the company.When its ad tells you that its users consider Rackspace "the risk-free host because it offers dedicated and helpful support any time day or night," you know that Rackspace is most likely trying to do which of the following?

Accepted Answer

A) Identify its core values. 
B) Reduce new buyers' cognitive dissonance. 
C) Increase new buyers' cognitive dissonance. 
D) Produce a consideration set. 
E) Evoke problem recognition. 
A) Identify its core values. 
B) Reduce new buyers' cognitive dissonance. 
C) Increase new buyers' cognitive dissonance. 
D) Produce a consideration set. 
E) Evoke problem recognition.

Question 17

Figure 5-1
  
-Scanning memory for previous experiences and also exploring the external environment represent which stage of the consumer purchase decision process?

Accepted Answer

A) information search 
B) purchase decision 
C) alternative evaluation 
D) opportunity identification 
E) problem recognition 
A) information search 
B) purchase decision 
C) alternative evaluation 
D) opportunity identification 
E) problem recognition

Question 18

All of the following would impact your decision about when to buy an offering except which?

Accepted Answer

A) The manufacturer is currently offering a $25 rebate. 
B) You don't have the money now and don't get paid until Friday. 
C) The product is on sale. 
D) The store is closing in 10 minutes. 
E) The retailer's return policy is very relaxed. 
A) The manufacturer is currently offering a $25 rebate. 
B) You don't have the money now and don't get paid until Friday. 
C) The product is on sale. 
D) The store is closing in 10 minutes. 
E) The retailer's return policy is very relaxed.

Question 19

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 20

Research has found that for many products,including soft drinks,coffee,and cosmetics,consumers are unable to distinguish among brands in blind tests (i.e. ,taste or other use of the products without labels).Nonetheless,even when prices are similar,consumers have strong preferences for specific brands.They may buy out of habit,which is the basis of

Accepted Answer

A) extended problem solving. 
B) limited problem solving. 
C) routine problem solving. 
D) high-involvement problem solving. 
E) personal problem solving. 
A) extended problem solving. 
B) limited problem solving. 
C) routine problem solving. 
D) high-involvement problem solving. 
E) personal problem solving.

Exam 5: Understanding Consumer Behavior

A consumer's purchases are often influenced by the views,opinions,or behaviors of others.Which of the following is an aspect of this personal influence?

A favorable attitude toward and consistent purchase of a single brand over time is referred to as

Casey's girlfriend will celebrate her birthday next week,so he needs to buy her a gift.He remembers the brand of watch that she wears and considers if she would like a new one by the same maker.This is an example of which part of the consumer purchase decision process?

Claire has just told her best friend,"I'm so glad I bought the Samsung Galaxy S8 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?

Consumer behavior includes the actions a person takes in purchasing services and using products and services,including

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

Retailers can reduce problems associated with selective retention by

eHarmony claims to be the world's most trusted online dating website.Its appeal is to satisfy consumers' ________ needs in the Maslow hierarchy of needs.

In behavioral learning,a(n)________ is a stimulus or symbol perceived by consumers.

Evaluative criteria refer to

In the Maslow hierarchy of needs,the most basic needs are physiological,followed by safety,social,and personal.What category of needs is at the highest level?

In the Maslow hierarchy of needs,those needs that are represented by the need for achievement,status,prestige,and self-respect are referred to as ________ needs.

In the VALS framework,the segment with the most abundant resources,known as ________,are future oriented.They are confident enough to experiment-to try,fail,and try again.

In marketing,advertisements or salespeople can activate a consumer's purchase decision process by

Food in the Maslow hierarchy of needs is an example of a ________ need.

Figure 5-1 -Scanning memory for previous experiences and also exploring the external environment represent which stage of the consumer purchase decision process?

All of the following would impact your decision about when to buy an offering except which?

Personality refers to

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

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

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

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

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Writing Successful Marketing and Business Plans: Tips and Guidelines

Financial Statements and Ratios

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