Question 1

Autonomic role in decision making differs from syncratic role as autonomic role:

Accepted Answer

A)  occurs when the husband makes most of the purchase decisions. 
B)  occurs when the partners independently make equal number of purchase decisions. 
C)  occurs when the wife is allowed to make certain purchase decisions independently. 
D)  occurs when both the partners jointly make purchase decisions. 
A)  occurs when the husband makes most of the purchase decisions. 
B)  occurs when the partners independently make equal number of purchase decisions. 
C)  occurs when the wife is allowed to make certain purchase decisions independently. 
D)  occurs when both the partners jointly make purchase decisions.

Question 2

A motive is an inner state that directs a person to create:

Accepted Answer

A)  equilibrium between the actual and desired states. 
B)  excitement in attaining the need satisfaction. 
C)  equity between the cost and benefits of the need satisfaction. 
D)  a sense of cognitive dissonance in the process of need satisfaction. 
A)  equilibrium between the actual and desired states. 
B)  excitement in attaining the need satisfaction. 
C)  equity between the cost and benefits of the need satisfaction. 
D)  a sense of cognitive dissonance in the process of need satisfaction.

Question 3

Helene made sure that her company car was equipped with OnStar devices in case she ever has car trouble or gets lost while traveling between appointments.Which level of Maslow's hierarchy of needs is Helene addressing?

Accepted Answer

A)  Social needs 
B)  Safety needs 
C)  Esteem needs 
D)  Self-actualization needs 
A)  Social needs 
B)  Safety needs 
C)  Esteem needs 
D)  Self-actualization needs

Question 4

African Americans are part of every economic group in the United States.

Accepted Answer

A) True 
 B)False

Question 5

The subconscious receipt of incoming information is referred to as _____.

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 6

The consumer decision process does not apply to low-involvement purchases.

Accepted Answer

A) True 
 B)False

Question 7

A person's enduring favorable or unfavorable evaluation,emotion,or action toward some object or idea is referred to as _____.

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 8

Subliminal advertising has proven to be successful in inducing the desired purchasing behavior in numerous experiments.

Accepted Answer

A) True 
 B)False

Question 9

It is crucial for marketers to focus their marketing strategies on opinion leaders in a group as opinion leaders:

Accepted Answer

A)  limit their purchases to the products and services typical of the social class they belong to, rather than imitating the reference group. 
B)  represent the only medium to carry information about products to general public. 
C)  represent the trendsetters who purchase products before others in the group and then influence the buying decisions of other group members. 
D)  possess the highest purchasing power in a group. 
A)  limit their purchases to the products and services typical of the social class they belong to, rather than imitating the reference group. 
B)  represent the only medium to carry information about products to general public. 
C)  represent the trendsetters who purchase products before others in the group and then influence the buying decisions of other group members. 
D)  possess the highest purchasing power in a group.

Question 10

Which of the following is true of culture in the United States today?

Accepted Answer

A)  The basic core values in the American society have changed to collectivism and spirituality. 
B)  The American culture still emphasizes the importance of family and home life despite changes in the family structures over the years. 
C)  The marketing strategies that are successful in one state can be extended to other states as well due to lack of diversity among different American states. 
D)  The U.S. culture is composed of relatively few subcultures compared to other developed nations. 
A)  The basic core values in the American society have changed to collectivism and spirituality. 
B)  The American culture still emphasizes the importance of family and home life despite changes in the family structures over the years. 
C)  The marketing strategies that are successful in one state can be extended to other states as well due to lack of diversity among different American states. 
D)  The U.S. culture is composed of relatively few subcultures compared to other developed nations.

Question 11

Which of the following consumer problem-solving behaviors requires the least effort?

Accepted Answer

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

Question 12

The only inputs that affect a consumer's purchasing decisions are those provided by his or her psychological makeup.

Accepted Answer

A) True 
 B)False

Question 13

It was not until the introduction of the Chevrolet Nova in Mexico that marketers realized "no va" in Spanish means "won't go." This linguistic error demonstrates how Chevrolet overlooked cultural differences in its product introduction.

Accepted Answer

A) True 
 B)False

Question 14

Aston decides to buy all electronic goods from a particular retailer because of his satisfactory past experiences with the retailer.Aston is exhibiting the affective component of attitude.

Accepted Answer

A) True 
 B)False

Question 15

According to Maslow,an individual's desire to realize his full potential and find fulfillment by expressing his unique talents and capabilities can be regarded as his _____ needs.

Accepted Answer

A)  self-actualization 
B)  physiological 
C)  social 
D)  esteem 
A)  self-actualization 
B)  physiological 
C)  social 
D)  esteem

Question 16

Which of the following scenarios best illustrates reinforcement in purchasing decisions?

Accepted Answer

A)  A chef purchases mushrooms for a second time from a wholesaler, even though the first order was disappointing. 
B)  An appliance distributor replaces a dishwasher free of charge and provides excellent after-sales service. 
C)  A needle on the gas gauge signals a driver to pull into a gas station. 
D)  The smell of hot dogs at a ballpark induces an obese man to order "a dog with everything on it." 
A)  A chef purchases mushrooms for a second time from a wholesaler, even though the first order was disappointing. 
B)  An appliance distributor replaces a dishwasher free of charge and provides excellent after-sales service. 
C)  A needle on the gas gauge signals a driver to pull into a gas station. 
D)  The smell of hot dogs at a ballpark induces an obese man to order "a dog with everything on it."

Question 17

Food manufacturers often set up tables in grocery stores where customers can sample featured products.The goal of this type of promotion is to specifically influence the _____ component of attitude.

Accepted Answer

A)  behavioral 
B)  emotional 
C)  cognitive 
D)  affective 
A)  behavioral 
B)  emotional 
C)  cognitive 
D)  affective

Question 18

Martin,a marketing manager,contributes toward community development and volunteers for various civic awareness programs.These activities help Martin in satisfying his _____ needs.

Accepted Answer

A)  physiological 
B)  belongingness 
C)  self-actualization 
D)  safety 
A)  physiological 
B)  belongingness 
C)  self-actualization 
D)  safety

Question 19

What are perceptual screens? Explain the different marketing strategies that companies can use to break through these screens.

Accepted Answer

Perceptual screens are the mental filter

Question 20

Marketers define the role of each spouse in terms of four categories.List the categories and provide an example of a purchase decision that traditionally falls into each category.

Accepted Answer

Autonomic role is seen when the partners

Exam 6: Consumer Behavior

Autonomic role in decision making differs from syncratic role as autonomic role:

A motive is an inner state that directs a person to create:

Helene made sure that her company car was equipped with OnStar devices in case she ever has car trouble or gets lost while traveling between appointments.Which level of Maslow's hierarchy of needs is Helene addressing?

African Americans are part of every economic group in the United States.

The subconscious receipt of incoming information is referred to as _____.

The consumer decision process does not apply to low-involvement purchases.

A person's enduring favorable or unfavorable evaluation,emotion,or action toward some object or idea is referred to as _____.

Subliminal advertising has proven to be successful in inducing the desired purchasing behavior in numerous experiments.

It is crucial for marketers to focus their marketing strategies on opinion leaders in a group as opinion leaders:

Which of the following is true of culture in the United States today?

Which of the following consumer problem-solving behaviors requires the least effort?

The only inputs that affect a consumer's purchasing decisions are those provided by his or her psychological makeup.

It was not until the introduction of the Chevrolet Nova in Mexico that marketers realized "no va" in Spanish means "won't go." This linguistic error demonstrates how Chevrolet overlooked cultural differences in its product introduction.

Aston decides to buy all electronic goods from a particular retailer because of his satisfactory past experiences with the retailer.Aston is exhibiting the affective component of attitude.

According to Maslow,an individual's desire to realize his full potential and find fulfillment by expressing his unique talents and capabilities can be regarded as his _____ needs.

Which of the following scenarios best illustrates reinforcement in purchasing decisions?

Food manufacturers often set up tables in grocery stores where customers can sample featured products.The goal of this type of promotion is to specifically influence the _____ component of attitude.

Martin,a marketing manager,contributes toward community development and volunteers for various civic awareness programs.These activities help Martin in satisfying his _____ needs.

What are perceptual screens? Explain the different marketing strategies that companies can use to break through these screens.

Marketers define the role of each spouse in terms of four categories.List the categories and provide an example of a purchase decision that traditionally falls into each category.

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