Question 1

Sociocultural influences that affect the consumer purchase decision process include all of the following except

Accepted Answer

A) personal influence. 
B) reference groups. 
C) family. 
D) culture and subculture. 
E) values, beliefs, and attitudes. 
A) personal influence. 
B) reference groups. 
C) family. 
D) culture and subculture. 
E) values, beliefs, and attitudes.

Question 2

Which of the following is not a strategy used by marketers of high-involvement offerings?

Accepted Answer

A) Use personal selling to provide consumers with information. 
B) Use social media to create online experiences for the brand. 
C) Avoid stock-out situations so that buyers don't substitute a competing brand. 
D) Use Internet search engines such as Google to assist buyers. 
E) Run ads to provide consumers with information. 
A) Use personal selling to provide consumers with information. 
B) Use social media to create online experiences for the brand. 
C) Avoid stock-out situations so that buyers don't substitute a competing brand. 
D) Use Internet search engines such as Google to assist buyers. 
E) Run ads to provide consumers with information.

Question 3

College students who wear clothing displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in __________ group.

Accepted Answer

A) a dissociative 
B) an aspiration 
C) an associative 
D) an identification 
E) a political 
A) a dissociative 
B) an aspiration 
C) an associative 
D) an identification 
E) a political

Question 4

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. These two groups are the __________ and the __________.

Accepted Answer

A) Thinkers; Believers 
B) Strivers; Survivors 
C) Achievers; Strivers 
D) Innovators; Survivors 
E) Experiencers; Makers 
A) Thinkers; Believers 
B) Strivers; Survivors 
C) Achievers; Strivers 
D) Innovators; Survivors 
E) Experiencers; Makers

Question 5

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Accepted Answer

A) angst. 
B) the temporal state. 
C) the dissociative state. 
D) selective perception. 
E) cognitive dissonance. 
A) angst. 
B) the temporal state. 
C) the dissociative state. 
D) selective perception. 
E) cognitive dissonance.

Question 6

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases except

Accepted Answer

A) securing endorsements from influential people. 
B) providing warranties and guarantees. 
C) providing free trials of the product. 
D) giving extensive usage instructions. 
E) using subliminal advertising. 
A) securing endorsements from influential people. 
B) providing warranties and guarantees. 
C) providing free trials of the product. 
D) giving extensive usage instructions. 
E) using subliminal advertising.

Question 7

Selective retention is most likely to occur during which stage of the consumer purchase decision process?

Accepted Answer

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

Question 8

Define motivation and personality and how they impact marketing.

Accepted Answer

Motivation is the energizing force that

Question 9

The Ford Fusion Hybrid SE uses hybrid fuel technology with the latest in lithium-ion battery technology to deliver more power, convenience, prestige, and fuel economy than non-hybrid cars. These attributes listed for the Ford Fusion Hybrid SE are those that consumers may consider when assessing the car. If they do, these attributes would be considered

Accepted Answer

A) points of difference. 
B) informational alternatives. 
C) evaluative criteria. 
D) competitive advantages. 
E) consumer attributes. 
A) points of difference. 
B) informational alternatives. 
C) evaluative criteria. 
D) competitive advantages. 
E) consumer attributes.

Question 10

In the Maslow hierarchy of needs, a burglar alarm would satisfy a __________ need.

Accepted Answer

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

Question 11

High-involvement purchases typically have which of the following sets of characteristics?

Accepted Answer

A) The item is inexpensive, widely available, or simple to use. 
B) The item is inexpensive, very safe to use, or purchased with great frequency. 
C) The item is expensive, new to the market, or recommended by influential personal sources. 
D) The item is expensive, can have serious personal consequences, or could reflect on one's social image. 
E) The item is inexpensive, new to the market, or is used for more than five years. 
A) The item is inexpensive, widely available, or simple to use. 
B) The item is inexpensive, very safe to use, or purchased with great frequency. 
C) The item is expensive, new to the market, or recommended by influential personal sources. 
D) The item is expensive, can have serious personal consequences, or could reflect on one's social image. 
E) The item is inexpensive, new to the market, or is used for more than five years.

Question 12

When past experience is insufficient, the risk of making a wrong decision is high, and the cost of gathering information is low, a consumer is more likely to use an __________ for information.

Accepted Answer

A) internal search 
B) informal search 
C) expert directed search 
D) external search 
E) experiential search 
A) internal search 
B) informal search 
C) expert directed search 
D) external search 
E) experiential search

Question 13

Josh told his father that the family needed a new computer, so his dad asked him to look into the latest products and their prices. Josh's mom asked that the new computer have an ergonomic keyboard because she has wrist problems. His sister Ann wanted the computer to have a lot of memory to edit videos. With this information, Josh's dad chose and ordered a Dell. Which best describes the roles each family member played in making this decision?

Accepted Answer

A) Josh's mother and Ann acted as information gatherers, users, and decision makers. 
B) Josh took on all the roles except that of purchaser. 
C) Josh's father took on all of the roles. 
D) Ann acted as a user and an influencer. 
E) Josh's mother acted as an information gatherer, a user, an influencer, and a gatekeeper. 
A) Josh's mother and Ann acted as information gatherers, users, and decision makers. 
B) Josh took on all the roles except that of purchaser. 
C) Josh's father took on all of the roles. 
D) Ann acted as a user and an influencer. 
E) Josh's mother acted as an information gatherer, a user, an influencer, and a gatekeeper.

Question 14

The five stages a buyer passes through in making choices about which products and services to buy is called the

Accepted Answer

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

Question 15

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

Accepted Answer

A) purchase task 
B) social surroundings 
C) physical surroundings 
D) temporal effects 
E) antecedent states 
A) purchase task 
B) social surroundings 
C) physical surroundings 
D) temporal effects 
E) antecedent states

Question 16

Subcultures refer to

Accepted Answer

A) subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures. 
B) groups within organizations whose values and beliefs influence the corporate culture. 
C) subgroups within the larger, or national, culture with unique values, ideas, and attitudes. 
D) stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture. 
E) the designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully formed but are still influenced both by their families and society. 
A) subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures. 
B) groups within organizations whose values and beliefs influence the corporate culture. 
C) subgroups within the larger, or national, culture with unique values, ideas, and attitudes. 
D) stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture. 
E) the designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully formed but are still influenced both by their families and society.

Question 17

Why is the family life cycle important to marketing?

Accepted Answer

Consumers act and purchase differently a

Question 18

The BMW StreetCarver is a $495 skateboard that features BMW's technology in its wheel suspension, which stabilizes the board's sleek design and allows for greater control around sharp curves. BMW wants its skateboard to be within the consideration set of potential skateboard buyers. In this case, it will most likely focus on

Accepted Answer

A) reducing the postpurchase dissatisfaction that may result from purchasing its product. 
B) making sure its representatives attend sporting events such as ESPN's X-Games to get new product ideas. 
C) making appeals directed toward motivational ego needs. 
D) explaining the stability and control aspects of the StreetCarver in its advertising messages. 
E) creating personality profiles for skateboarders. 
A) reducing the postpurchase dissatisfaction that may result from purchasing its product. 
B) making sure its representatives attend sporting events such as ESPN's X-Games to get new product ideas. 
C) making appeals directed toward motivational ego needs. 
D) explaining the stability and control aspects of the StreetCarver in its advertising messages. 
E) creating personality profiles for skateboarders.

Question 19

Consumer behavior refers to

Accepted Answer

A) the aspects of a consumer's decision making processes that cannot be measured. 
B) the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions. 
C) the five stages a buyer passes through in making choices about which product and service to investigate, purchase, and consume. 
D) the mental and social processes related to purchasing that are innate in a person from birth. 
E) those purchasing behaviors that result from (1) repeated experience and (2) reasoning. 
A) the aspects of a consumer's decision making processes that cannot be measured. 
B) the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions. 
C) the five stages a buyer passes through in making choices about which product and service to investigate, purchase, and consume. 
D) the mental and social processes related to purchasing that are innate in a person from birth. 
E) those purchasing behaviors that result from (1) repeated experience and (2) reasoning.

Question 20

A recent American Express advertising claim that "membership has its privileges" creates which type of reference group?

Accepted Answer

A) aspiration group 
B) dissociative group 
C) assimilation group 
D) integrated group 
E) associative group 
A) aspiration group 
B) dissociative group 
C) assimilation group 
D) integrated group 
E) associative group

Exam 5: Understanding Consumer Behavior

Sociocultural influences that affect the consumer purchase decision process include all of the following except

Which of the following is not a strategy used by marketers of high-involvement offerings?

College students who wear clothing displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in __________ group.

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. These two groups are the __________ and the __________.

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases except

Selective retention is most likely to occur during which stage of the consumer purchase decision process?

Define motivation and personality and how they impact marketing.

In the Maslow hierarchy of needs, a burglar alarm would satisfy a __________ need.

High-involvement purchases typically have which of the following sets of characteristics?

When past experience is insufficient, the risk of making a wrong decision is high, and the cost of gathering information is low, a consumer is more likely to use an __________ for information.

The five stages a buyer passes through in making choices about which products and services to buy is called the

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

Subcultures refer to

Why is the family life cycle important to marketing?

Consumer behavior refers to

A recent American Express advertising claim that "membership has its privileges" creates which type of reference group?

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

Filters

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. These two groups are the and the .