Question 1

Which problem solving variation would likely be used for clothing, sheets, towels, or electric can openers?

Accepted Answer

A) routine response behavior 
B) limited problem solving 
C) extended problem solving 
D) simulated selection 
E) integrated problem solving 
A) routine response behavior 
B) limited problem solving 
C) extended problem solving 
D) simulated selection 
E) integrated problem solving

Question 2

Sources of external information that originate with the sellers of products and services and include advertising, company websites, salespeople, and point-of-purchase displays in stores are referred to as

Accepted Answer

A) relational sources. 
B) public sources. 
C) personal sources. 
D) stakeholder sources. 
E) marketer-dominated sources. 
A) relational sources. 
B) public sources. 
C) personal sources. 
D) stakeholder sources. 
E) marketer-dominated sources.

Question 3

The initial stage in the consumer purchase decision process involves perceiving a difference between a person's ideal and actual situations big enough to trigger a decision. What is this stage called?

Accepted Answer

A) postpurchase behavior 
B) alternative evaluation 
C) purchase decision 
D) problem recognition 
E) information search 
A) postpurchase behavior 
B) alternative evaluation 
C) purchase decision 
D) problem recognition 
E) information search

Question 4

Which of the following statements about how women buy new cars today is most accurate?

Accepted Answer

A) Women have definite likes or dislikes when buying a new car, but they don't feel comfortable expressing their opinions. 
B) Most women actually enjoy the price negotiation process. 
C) The issue of "speed" is an important factor to men but not really important to women. 
D) Women are more likely to make their new-car purchase selection as a result of information provided by a friend or a relative than from promotional information. 
E) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage. 
A) Women have definite likes or dislikes when buying a new car, but they don't feel comfortable expressing their opinions. 
B) Most women actually enjoy the price negotiation process. 
C) The issue of "speed" is an important factor to men but not really important to women. 
D) Women are more likely to make their new-car purchase selection as a result of information provided by a friend or a relative than from promotional information. 
E) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage.

Question 5

In the VALS framework, consumers motivated by achievement look for products and services that demonstrate success to their peers or to a peer group they aspire to. One segment of the two achievement-motivated groups, known as __________, have a busy, goal-directed lifestyle and a deep commitment to career and family. Image is important to them.

Accepted Answer

A) Experiencers 
B) Believers 
C) Makers 
D) Achievers 
E) Thinkers 
A) Experiencers 
B) Believers 
C) Makers 
D) Achievers 
E) Thinkers

Question 6

In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. One segment of the two ideals-motivated groups, known as __________, includes mature, reflective, and well-educated people who value order, knowledge, and responsibility.

Accepted Answer

A) Makers 
B) Believers 
C) Thinkers 
D) Survivors 
E) Achievers 
A) Makers 
B) Believers 
C) Thinkers 
D) Survivors 
E) Achievers

Question 7

In the VALS framework, consumers can have abundant or minimal psychological, physical, and material resources. One segment with minimal resources, known as __________, focus on meeting basic needs (safety and security) rather than fulfilling desires.

Accepted Answer

A) Thinkers 
B) Innovators 
C) Makers 
D) Survivors 
E) Strivers 
A) Thinkers 
B) Innovators 
C) Makers 
D) Survivors 
E) Strivers

Question 8

BzzAgent is a firm that specializes in a marketing strategy known as

Accepted Answer

A) sting. 
B) teaser advertising. 
C) spin. 
D) buzz. 
E) viral marketing. 
A) sting. 
B) teaser advertising. 
C) spin. 
D) buzz. 
E) viral marketing.

Question 9

Status 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 10

In the Maslow hierarchy of needs, __________ needs involve self-preservation as well as physical and financial well-being.

Accepted Answer

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

Question 11

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 12

Bob's best friend Mike turns 25 next week. Bob decided to purchase Mike a tablet device/e-book reader as a present. Because Bob has purchased three personal computers and other consumer electronic devices over the past five years, he scanned his memory for various brand options. This is an example of what 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 13

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 14

As a result of __________, consumers do not remember all the information they see, read, or hear, even minutes after exposure to it.

Accepted Answer

A) selective retention 
B) selective comprehension 
C) selective exposure 
D) selective perception 
E) subliminal discrimination 
A) selective retention 
B) selective comprehension 
C) selective exposure 
D) selective perception 
E) subliminal discrimination

Question 15

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as

Accepted Answer

A) national character. 
B) culture. 
C) social class. 
D) code of ethics. 
E) ethnic ideology. 
A) national character. 
B) culture. 
C) social class. 
D) code of ethics. 
E) ethnic ideology.

Question 16

The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers is referred to as

Accepted Answer

A) consumer assimilation. 
B) consumer socialization. 
C) consumer lifestyle. 
D) purchase decision process. 
E) purchasing enculturation. 
A) consumer assimilation. 
B) consumer socialization. 
C) consumer lifestyle. 
D) purchase decision process. 
E) purchasing enculturation.

Question 17

BzzAgent

Accepted Answer

A) is the top consumer information source in developing countries. 
B) captures honest word-of-mouth testimonials from satisfied customers who will promote new products or services. 
C) was the first on the Internet to create a public forum for new products. 
D) counteracts false rumors or negative buzz for quality products or services that have been unjustly accused on social networking websites. 
E) uses ethnographic research techniques to discover subtle behavioral and emotional reactions to products in their natural use environment. 
A) is the top consumer information source in developing countries. 
B) captures honest word-of-mouth testimonials from satisfied customers who will promote new products or services. 
C) was the first on the Internet to create a public forum for new products. 
D) counteracts false rumors or negative buzz for quality products or services that have been unjustly accused on social networking websites. 
E) uses ethnographic research techniques to discover subtle behavioral and emotional reactions to products in their natural use environment.

Question 18

Which of the following is not part of the physical surroundings of a retail store that can influence how purchase decisions are made?

Accepted Answer

A) decor 
B) crowding 
C) lighting 
D) music 
E) time of day 
A) decor 
B) crowding 
C) lighting 
D) music 
E) time of day

Question 19

An Acura automobile ad is headlined by a quote from Henry David Thoreau, "Go in the Direction of Your Dreams." This ad is most likely to appeal to consumer's __________ needs in the Maslow hierarchy of needs.

Accepted Answer

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

Question 20

Ruth, who has no children, wants to buy a special baby gift for her best friend's baby shower, which is this evening. Since she won't have any time between work and the baby shower, she must go today during her lunch break. She is planning on taking her sister with her to help make the selection. Ruth knows she will be ready to buy every baby-oriented product she sees because she wishes that she too was having a baby. Identify each of the situational influences that are described in this scenario. Which situational influence was not described?

Accepted Answer

The purchase of a special baby gift for

Exam 5: Understanding Consumer Behavior

Which problem solving variation would likely be used for clothing, sheets, towels, or electric can openers?

Sources of external information that originate with the sellers of products and services and include advertising, company websites, salespeople, and point-of-purchase displays in stores are referred to as

The initial stage in the consumer purchase decision process involves perceiving a difference between a person's ideal and actual situations big enough to trigger a decision. What is this stage called?

Which of the following statements about how women buy new cars today is most accurate?

In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. One segment of the two ideals-motivated groups, known as __________, includes mature, reflective, and well-educated people who value order, knowledge, and responsibility.

In the VALS framework, consumers can have abundant or minimal psychological, physical, and material resources. One segment with minimal resources, known as __________, focus on meeting basic needs (safety and security) rather than fulfilling desires.

BzzAgent is a firm that specializes in a marketing strategy known as

Status in the Maslow hierarchy of needs is an example of a __________ need.

In the Maslow hierarchy of needs, __________ needs involve self-preservation as well as physical and financial well-being.

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.

Evaluative criteria refer to

As a result of __________, consumers do not remember all the information they see, read, or hear, even minutes after exposure to it.

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as

The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers is referred to as

BzzAgent

Which of the following is not part of the physical surroundings of a retail store that can influence how purchase decisions are made?

An Acura automobile ad is headlined by a quote from Henry David Thoreau, "Go in the Direction of Your Dreams." This ad is most likely to appeal to consumer's __________ needs in the Maslow hierarchy of needs.

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

Financial Aspects of Marketing

Building an Effective Marketing Plan

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