Question 1

A reference group's influence on the purchasing decision of a member is often greater when the product is more conspicuous and not commonly owned.

Accepted Answer

A) True 
 B)False

Question 2

The single group within society that is most vulnerable to reference group influence is:

Accepted Answer

A)  the older consumer who feels somewhat left out of things. 
B)  unmarried women, many of whom feel a need for stability in their lives. 
C)  new immigrants who want to capture the American dream. 
D)  children, who base most of their buying decisions on outside influences. 
A)  the older consumer who feels somewhat left out of things. 
B)  unmarried women, many of whom feel a need for stability in their lives. 
C)  new immigrants who want to capture the American dream. 
D)  children, who base most of their buying decisions on outside influences.

Question 3

A(n)_____ is an imbalance between a consumer's actual and desired states.

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 4

Bristol-Myers Squibb,a large pharmaceutical company,has developed a campaign featuring Lance Armstrong promoting their development of cancer drugs.The campaign has a slogan,"Together We Can Prevail." This marketing strategy is being used by the company to satisfy ____ needs in the Maslow's hierarchy of needs.

Accepted Answer

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

Question 5

The increase in the Hispanic population is fueled by a sharp rise in births.

Accepted Answer

A) True 
 B)False

Question 6

What are the three components of attitude? How can marketers attempt to change consumer attitudes?

Accepted Answer

An attitude has cognitive,affective,and

Question 7

The Hispanic American population is not a single homogeneous group,but a composite of a number of culturally distinct groups.

Accepted Answer

A) True 
 B)False

Question 8

Perception is the meaning a person attributes to incoming stimuli gathered through the senses of hearing,taste,smell,touch,and sight.

Accepted Answer

A) True 
 B)False

Question 9

Differentiate between a need and a motive.

Accepted Answer

A need is an imbalance between the consu

Question 10

If a middle manager buys a SAAB automobile because several top executives in the firm own SAABs,this demonstrates the influence of membership groups.

Accepted Answer

A) True 
 B)False

Question 11

Marketers can attempt to shape the outcome of the post purchase evaluation by:

Accepted Answer

A)  helping consumers to identify potential problems or needs. 
B)  offering personal assistance with any problem experienced with the product. 
C)  attempting to convince consumers that a competing brand does not meet their criteria. 
D)  trying to get consumers to expand their evoked sets to include their product. 
A)  helping consumers to identify potential problems or needs. 
B)  offering personal assistance with any problem experienced with the product. 
C)  attempting to convince consumers that a competing brand does not meet their criteria. 
D)  trying to get consumers to expand their evoked sets to include their product.

Question 12

Groups whose value structures and standards influence a person's behavior are known as reference groups.

Accepted Answer

A) True 
 B)False

Question 13

In the learning process,reinforcement is:

Accepted Answer

A)  the expected change in behavior that results from experience. 
B)  the reduction in drive that results from a proper response. 
C)  an individual's reaction to a set of cues. 
D)  any strong stimulus that impels action. 
A)  the expected change in behavior that results from experience. 
B)  the reduction in drive that results from a proper response. 
C)  an individual's reaction to a set of cues. 
D)  any strong stimulus that impels action.

Question 14

The imbalance among a person's knowledge,beliefs,and attitudes that occurs after an action or decision is called _____.

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 15

Briefly describe the steps involved in the consumer decision process.

Accepted Answer

The following are the various steps in t

Question 16

A consumer problem solving behavior in which the consumer makes purchases ordinarily by choosing a preferred brand or one of a limited group of acceptable brands is called _____.

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 17

An evoked set is limited in case of an immediate need.

Accepted Answer

A) True 
 B)False

Question 18

A person's perception of a product results solely from its physical characteristics such as size,color,shape,and weight.

Accepted Answer

A) True 
 B)False

Question 19

The buying behaviors exhibited by members of the different classes are homogeneous and exclusive.

Accepted Answer

A) True 
 B)False

Question 20

When a product is unique or difficult to categorize,the thought process involved in a purchase decision is known as:

Accepted Answer

A)  research analysis. 
B)  extensive buying analysis. 
C)  limited problem solving. 
D)  extended problem solving. 
A)  research analysis. 
B)  extensive buying analysis. 
C)  limited problem solving. 
D)  extended problem solving.

Exam 6: Consumer Behavior

A reference group's influence on the purchasing decision of a member is often greater when the product is more conspicuous and not commonly owned.

The single group within society that is most vulnerable to reference group influence is:

A(n)_____ is an imbalance between a consumer's actual and desired states.

The increase in the Hispanic population is fueled by a sharp rise in births.

What are the three components of attitude? How can marketers attempt to change consumer attitudes?

The Hispanic American population is not a single homogeneous group,but a composite of a number of culturally distinct groups.

Perception is the meaning a person attributes to incoming stimuli gathered through the senses of hearing,taste,smell,touch,and sight.

Differentiate between a need and a motive.

If a middle manager buys a SAAB automobile because several top executives in the firm own SAABs,this demonstrates the influence of membership groups.

Marketers can attempt to shape the outcome of the post purchase evaluation by:

Groups whose value structures and standards influence a person's behavior are known as reference groups.

In the learning process,reinforcement is:

The imbalance among a person's knowledge,beliefs,and attitudes that occurs after an action or decision is called _____.

Briefly describe the steps involved in the consumer decision process.

A consumer problem solving behavior in which the consumer makes purchases ordinarily by choosing a preferred brand or one of a limited group of acceptable brands is called _____.

An evoked set is limited in case of an immediate need.

A person's perception of a product results solely from its physical characteristics such as size,color,shape,and weight.

The buying behaviors exhibited by members of the different classes are homogeneous and exclusive.

When a product is unique or difficult to categorize,the thought process involved in a purchase decision is known as:

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