Question 1

Human behavior is solely a function of pressures exerted by external environmental forces on the individual.

Accepted Answer

A) True 
 B)False

Question 2

An individual's reference group is most likely to influence his purchase decision while buying a(n)_____.

Accepted Answer

A)  external hard drive 
B)  automobile 
C)  frozen dinner 
D)  latte 
A)  external hard drive 
B)  automobile 
C)  frozen dinner 
D)  latte

Question 3

_____ roles are mostly seen in households with two wage earners while making purchase decisions.

Accepted Answer

A)  Syncratic 
B)  Husband-dominated 
C)  Wife-dominated 
D)  Dictatorial 
A)  Syncratic 
B)  Husband-dominated 
C)  Wife-dominated 
D)  Dictatorial

Question 4

An inner state that directs a person toward the goal of satisfying a need is a(n)_____.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 5

While making purchasing decisions,consumers are likely to buy products they believe will move them closer to their _____ self.

Accepted Answer

A)  real 
B)  neutral 
C)  actual 
D)  ideal 
A)  real 
B)  neutral 
C)  actual 
D)  ideal

Question 6

Trevor Miguel,a Mexican national,is relocating to America.He is in search of a house and is following up closely with the realtor and his agents.Trevor would be involved in which of the consumer problem-solving behaviors?

Accepted Answer

A)  Routinized response behavior 
B)  Variety-seeking buying behavior 
C)  Extended problem solving 
D)  Limited problem solving 
A)  Routinized response behavior 
B)  Variety-seeking buying behavior 
C)  Extended problem solving 
D)  Limited problem solving

Question 7

A restaurant-owner who places signs along the interstate highway to advertise his service knows that the signs will act as a cue for hunger causing consumers to stop at the restaurant.

Accepted Answer

A) True 
 B)False

Question 8

Kurt Lewin's theory of consumer behavior asserts that consumer behavior is a function of personal factors and their interaction with:

Accepted Answer

A)  perceptual forces. 
B)  learning. 
C)  innate attitudes. 
D)  interpersonal influences. 
A)  perceptual forces. 
B)  learning. 
C)  innate attitudes. 
D)  interpersonal influences.

Question 9

The _____ describes the tendency of people to conform to majority rule.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 10

The Asian American subculture consists of numerous ethnic groups,each of which brings its own language,religion,and values to the marketplace.

Accepted Answer

A) True 
 B)False

Question 11

The understanding of the consumer decision process can be used by marketers to change consumers' attitudes about their products.

Accepted Answer

A) True 
 B)False

Question 12

Describe the three categories of problem-solving behavior with examples.

Accepted Answer

Marketers recognize three categories of

Question 13

The Asch phenomenon states that individuals will:

Accepted Answer

A)  follow their personal influences more closely than any other influence. 
B)  conform to majority rule, even if it contradicts their beliefs. 
C)  purchase products that the majority deems unfit. 
D)  avoid problem-solving behavior for all purchases. 
A)  follow their personal influences more closely than any other influence. 
B)  conform to majority rule, even if it contradicts their beliefs. 
C)  purchase products that the majority deems unfit. 
D)  avoid problem-solving behavior for all purchases.

Question 14

Reference groups have a greater impact on the purchasing decision when the:

Accepted Answer

A)  consumer is already established as the opinion leader in the group. 
B)  product is hard to recognize or see by the group. 
C)  purchased product is a commonly used commodity. 
D)  purchase is unique and conspicuous. 
A)  consumer is already established as the opinion leader in the group. 
B)  product is hard to recognize or see by the group. 
C)  purchased product is a commonly used commodity. 
D)  purchase is unique and conspicuous.

Question 15

What are evaluative criteria? What are some of the evaluative criteria a consumer might use while searching for an apartment?

Accepted Answer

Evaluative criteria are the features tha

Question 16

_____ is an imbalance between a consumer's actual and desired states.

Accepted Answer

A)  Need 
B)  Attitude 
C)  Affect 
D)  Equilibrium 
A)  Need 
B)  Attitude 
C)  Affect 
D)  Equilibrium

Question 17

African Americans possess buying power that nearly equals Hispanics in the United States.

Accepted Answer

A) True 
 B)False

Question 18

_____ are the mental filtering processes of a person through which all inputs must pass.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 19

Brand loyalty is valued by marketers as it not only ensures that the consumer purchases the product but it also acts as a buffer against competitive messages getting to the consumer.

Accepted Answer

A) True 
 B)False

Question 20

Jacqueline plans to purchase a 40-inch flat-screen television.After reading Consumer Reports,comparing technologies and prices on the Internet,and talking with friends and family who have made similar purchases,Jacqueline makes her selection.The component of attitude that is most apparent in this situation is the cognitive component.

Accepted Answer

A) True 
 B)False

Exam 6: Consumer Behavior

Human behavior is solely a function of pressures exerted by external environmental forces on the individual.

An individual's reference group is most likely to influence his purchase decision while buying a(n)_____.

_____ roles are mostly seen in households with two wage earners while making purchase decisions.

An inner state that directs a person toward the goal of satisfying a need is a(n)_____.

While making purchasing decisions,consumers are likely to buy products they believe will move them closer to their _____ self.

Trevor Miguel,a Mexican national,is relocating to America.He is in search of a house and is following up closely with the realtor and his agents.Trevor would be involved in which of the consumer problem-solving behaviors?

A restaurant-owner who places signs along the interstate highway to advertise his service knows that the signs will act as a cue for hunger causing consumers to stop at the restaurant.

Kurt Lewin's theory of consumer behavior asserts that consumer behavior is a function of personal factors and their interaction with:

The _____ describes the tendency of people to conform to majority rule.

The Asian American subculture consists of numerous ethnic groups,each of which brings its own language,religion,and values to the marketplace.

The understanding of the consumer decision process can be used by marketers to change consumers' attitudes about their products.

Describe the three categories of problem-solving behavior with examples.

The Asch phenomenon states that individuals will:

Reference groups have a greater impact on the purchasing decision when the:

What are evaluative criteria? What are some of the evaluative criteria a consumer might use while searching for an apartment?

_____ is an imbalance between a consumer's actual and desired states.

African Americans possess buying power that nearly equals Hispanics in the United States.

_____ are the mental filtering processes of a person through which all inputs must pass.

Brand loyalty is valued by marketers as it not only ensures that the consumer purchases the product but it also acts as a buffer against competitive messages getting to the consumer.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

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Market Segmentation, Targeting, and Positioning

Marketing Research and Sales Forecasting

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Developing and Managing Brand and Product Categories

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Retailers, Wholesalers, and Direct Marketers

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Personal Selling and Sales Promotion

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