Question 1

__________ refer(s)to the process by which consumers select,organize,and interpret information.

Accepted Answer

A)  Attitude 
B)  Learning 
C)  Perception 
D)  Cultural norms 
E)  Postpurchase dissonance 
A)  Attitude 
B)  Learning 
C)  Perception 
D)  Cultural norms 
E)  Postpurchase dissonance

Question 2

Harley-Davidson knows that many of its customers today are professional people who want the pride of owning a Harley.Harley-Davidson also appeals to its more traditional market: cyclists who want a smooth,powerful ride.To be successful,Harley-Davidson needs to appeal to which type(s)of needs?

Accepted Answer

They need to appeal

Question 3

Negative attitudes are typically difficult for marketers to change because:

Accepted Answer

A)  most consumers' attitudes depend on prices. 
B)  consumers weigh performance risk against functional needs when assessing their attitudes. 
C)  attitudes are learned and long lasting. 
D)  attitudes shift consumers from limited to extended problem solving situations. 
E)  consumers' attitudes are derived from unchanging decision rules. 
A)  most consumers' attitudes depend on prices. 
B)  consumers weigh performance risk against functional needs when assessing their attitudes. 
C)  attitudes are learned and long lasting. 
D)  attitudes shift consumers from limited to extended problem solving situations. 
E)  consumers' attitudes are derived from unchanging decision rules.

Question 4

Marketers believe that the decision making process begins with a consumer's need recognition.Not everyone agrees.How would you answer critics who believe marketers can force people to buy things they don't want?

Accepted Answer

Students may have passionate responses t

Question 5

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and:

Accepted Answer

A)  to develop basic strategies for dealing with their behavior. 
B)  to contribute to the theoretical knowledge in those disciplines. 
C)  to avoid cultural reference group problems. 
D)  to maximize postpurchase cognitive dissonance. 
E)  to satisfy ritual consumption needs while avoiding overconsumption. 
A)  to develop basic strategies for dealing with their behavior. 
B)  to contribute to the theoretical knowledge in those disciplines. 
C)  to avoid cultural reference group problems. 
D)  to maximize postpurchase cognitive dissonance. 
E)  to satisfy ritual consumption needs while avoiding overconsumption.

Question 6

An online retailer needs to be able to measure how well its website converts purchase intentions into actual purchases.This is known as the:

Accepted Answer

A)  conversion rate. 
B)  collection ratio. 
C)  consumer index. 
D)  customer total. 
E)  culture quotient. 
A)  conversion rate. 
B)  collection ratio. 
C)  consumer index. 
D)  customer total. 
E)  culture quotient.

Question 7

Firms hope that helping consumers to learn more about a company and its products will affect consumers':

Accepted Answer

A)  universal sets. 
B)  social sensitivity. 
C)  impulse buying rates. 
D)  attitudes. 
E)  evoked memories. 
A)  universal sets. 
B)  social sensitivity. 
C)  impulse buying rates. 
D)  attitudes. 
E)  evoked memories.

Question 8

American visitors to the Indonesian island of Bali are often aghast when they see the sign for the Swastika resort.Americans associate the Swastika symbol with Nazi Germany while Indonesians associate the symbol with the four major elements on Earth.The two groups have different:

Accepted Answer

A)  attitudes. 
B)  risk factors. 
C)  perceptions. 
D)  factual norms. 
E)  postpurchase dissonance. 
A)  attitudes. 
B)  risk factors. 
C)  perceptions. 
D)  factual norms. 
E)  postpurchase dissonance.

Question 9

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

Accepted Answer

A)  interpersonal and sensual 
B)  compensatory and noncompensatory 
C)  ritual and spiritual 
D)  specialty and ordinary 
E)  internal and external 
A)  interpersonal and sensual 
B)  compensatory and noncompensatory 
C)  ritual and spiritual 
D)  specialty and ordinary 
E)  internal and external

Question 10

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

Accepted Answer

A)  financial risk and performance risk 
B)  search for alternatives and alternatives found 
C)  needy state and desired state 
D)  universal set and evoked set 
E)  external and internal information search 
A)  financial risk and performance risk 
B)  search for alternatives and alternatives found 
C)  needy state and desired state 
D)  universal set and evoked set 
E)  external and internal information search

Question 11

A consumer's external social environment includes:

Accepted Answer

A)  impulse,habitual,and limited problem solving processes. 
B)  functional and psychological needs. 
C)  universal,retrieval,and evoked sets. 
D)  cognitive,affective,and behavioral environments. 
E)  family,reference groups,and culture. 
A)  impulse,habitual,and limited problem solving processes. 
B)  functional and psychological needs. 
C)  universal,retrieval,and evoked sets. 
D)  cognitive,affective,and behavioral environments. 
E)  family,reference groups,and culture.

Question 12

There are approximately 1 billion people living in India.Only about 200 million of these people earn more than the equivalent of $1,000 per year.According to Maslow's Hierarchy,most of the other 800 million Indian consumers are primarily addressing their __________ needs.

Accepted Answer

A)  social 
B)  personal 
C)  psychological 
D)  esteem 
E)  physiological 
A)  social 
B)  personal 
C)  psychological 
D)  esteem 
E)  physiological

Question 13

Larry operates a fishing resort in the Galapagos Islands.Few guests visit his remote island more than once,but Larry has his assistant e-mail recent customers each month to see how satisfied they were with their stay at his resort.Why would Larry spend effort on past customers if few guests come more than once?

Accepted Answer

Past customers' opinions are important b

Question 14

Zappos.com constantly reminds customers of recently viewed items and informs them when stock is low in an effort to entice the customer to make a purchase.Zappos is trying to improve its:

Accepted Answer

A)  conversion rate. 
B)  collection ratio. 
C)  consumer index. 
D)  customer total. 
E)  culture quotient. 
A)  conversion rate. 
B)  collection ratio. 
C)  consumer index. 
D)  customer total. 
E)  culture quotient.

Question 15

Marketers frequently design customer relationship management programs to:

Accepted Answer

A)  retain loyal customers. 
B)  attract consumers who have safety needs. 
C)  reinforce postpurchase cognitive dissonance. 
D)  increase internal information search. 
E)  all of these. 
A)  retain loyal customers. 
B)  attract consumers who have safety needs. 
C)  reinforce postpurchase cognitive dissonance. 
D)  increase internal information search. 
E)  all of these.

Question 16

Maslow's Hierarchy of Needs includes physiological needs at the lowest level and self-actualization at the top.The three levels in between are:

Accepted Answer

A)  material goods,safety,and love. 
B)  community,family,and self. 
C)  safety,stability,and striving. 
D)  health,wealth,and happiness. 
E)  safety,love,and esteem. 
A)  material goods,safety,and love. 
B)  community,family,and self. 
C)  safety,stability,and striving. 
D)  health,wealth,and happiness. 
E)  safety,love,and esteem.

Question 17

Dawn flies regularly between Atlanta and Los Angeles.She almost always uses Delta Airlines and has lots of Delta Sky Miles credit (Delta's frequent flyer program).Still,she uses an online fare comparison website each time to see if a competitor has a better price or a more convenient schedule.Dawn uses __________ to decide which airline to fly.

Accepted Answer

A)  a compensatory decision rule 
B)  a noncompensatory decision rule 
C)  decision heuristics 
D)  social factors 
E)  temporal factors 
A)  a compensatory decision rule 
B)  a noncompensatory decision rule 
C)  decision heuristics 
D)  social factors 
E)  temporal factors

Question 18

How much time consumers spend searching for information depends on:

Accepted Answer

A)  the perceived benefits versus perceived costs of searching. 
B)  the locus of control. 
C)  actual or perceived risk. 
D)  the type of product or service. 
E)  all of these. 
A)  the perceived benefits versus perceived costs of searching. 
B)  the locus of control. 
C)  actual or perceived risk. 
D)  the type of product or service. 
E)  all of these.

Question 19

For which of the following purchases would consumers most likely engage in limited problem solving?

Accepted Answer

A)  College courses 
B)  A new car 
C)  A home 
D)  Coffee to go,for a regular coffee drinker 
E)  A location for a large wedding reception 
A)  College courses 
B)  A new car 
C)  A home 
D)  Coffee to go,for a regular coffee drinker 
E)  A location for a large wedding reception

Question 20

Learning refers to a change in a person's thought process or behavior that arises from:

Accepted Answer

A)  attitudes. 
B)  experience. 
C)  risk analysis. 
D)  cultural norms. 
E)  postpurchase dissonance. 
A)  attitudes. 
B)  experience. 
C)  risk analysis. 
D)  cultural norms. 
E)  postpurchase dissonance.

__________ refer(s)to the process by which consumers select,organize,and interpret information.

Harley-Davidson knows that many of its customers today are professional people who want the pride of owning a Harley.Harley-Davidson also appeals to its more traditional market: cyclists who want a smooth,powerful ride.To be successful,Harley-Davidson needs to appeal to which type(s)of needs?

Negative attitudes are typically difficult for marketers to change because:

Marketers believe that the decision making process begins with a consumer's need recognition.Not everyone agrees.How would you answer critics who believe marketers can force people to buy things they don't want?

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and:

An online retailer needs to be able to measure how well its website converts purchase intentions into actual purchases.This is known as the:

Firms hope that helping consumers to learn more about a company and its products will affect consumers':

American visitors to the Indonesian island of Bali are often aghast when they see the sign for the Swastika resort.Americans associate the Swastika symbol with Nazi Germany while Indonesians associate the symbol with the four major elements on Earth.The two groups have different:

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

A consumer's external social environment includes:

There are approximately 1 billion people living in India.Only about 200 million of these people earn more than the equivalent of $1,000 per year.According to Maslow's Hierarchy,most of the other 800 million Indian consumers are primarily addressing their __________ needs.

Zappos.com constantly reminds customers of recently viewed items and informs them when stock is low in an effort to entice the customer to make a purchase.Zappos is trying to improve its:

Marketers frequently design customer relationship management programs to:

Maslow's Hierarchy of Needs includes physiological needs at the lowest level and self-actualization at the top.The three levels in between are:

How much time consumers spend searching for information depends on:

For which of the following purchases would consumers most likely engage in limited problem solving?

Learning refers to a change in a person's thought process or behavior that arises from:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Marketing Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Personal Selling and Sales Management

Filters

Exam 5: Consumer Behavior

__________ refer(s)to the process by which consumers select,organize,and interpret information.

Harley-Davidson knows that many of its customers today are professional people who want the pride of owning a Harley.Harley-Davidson also appeals to its more traditional market: cyclists who want a smooth,powerful ride.To be successful,Harley-Davidson needs to appeal to which type(s)of needs?

Negative attitudes are typically difficult for marketers to change because:

Marketers believe that the decision making process begins with a consumer's need recognition.Not everyone agrees.How would you answer critics who believe marketers can force people to buy things they don't want?

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and:

An online retailer needs to be able to measure how well its website converts purchase intentions into actual purchases.This is known as the:

Firms hope that helping consumers to learn more about a company and its products will affect consumers':

American visitors to the Indonesian island of Bali are often aghast when they see the sign for the Swastika resort.Americans associate the Swastika symbol with Nazi Germany while Indonesians associate the symbol with the four major elements on Earth.The two groups have different:

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

A consumer's external social environment includes:

There are approximately 1 billion people living in India.Only about 200 million of these people earn more than the equivalent of $1,000 per year.According to Maslow's Hierarchy,most of the other 800 million Indian consumers are primarily addressing their __________ needs.

Zappos.com constantly reminds customers of recently viewed items and informs them when stock is low in an effort to entice the customer to make a purchase.Zappos is trying to improve its:

Marketers frequently design customer relationship management programs to:

Maslow's Hierarchy of Needs includes physiological needs at the lowest level and self-actualization at the top.The three levels in between are:

How much time consumers spend searching for information depends on:

For which of the following purchases would consumers most likely engage in limited problem solving?

Learning refers to a change in a person's thought process or behavior that arises from:

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Marketing Ethics

Analyzing the Marketing Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: The Intangible Product

Pricing Concepts for Establishing Value

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Advertising, Public Relations, and Sales Promotions

Personal Selling and Sales Management

Filters