Question 1

In the VALS framework,achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Accepted Answer

A)  Believers. 
B)  Experiencers. 
C)  Strivers. 
D)  Makers. 
E)  Survivors. 
A)  Believers. 
B)  Experiencers. 
C)  Strivers. 
D)  Makers. 
E)  Survivors.

Question 2

Consumers accompanied by children

Accepted Answer

A)  purchase twice as much as they normally would if shopping with other adults. 
B)  purchase about 40 percent more than when shopping alone. 
C)  purchase 40 less than they normally would if shopping with their spouses. 
D)  spend 40 percent less than when shopping alone. 
E)  spend exactly the same amount as when shopping alone. 
A)  purchase twice as much as they normally would if shopping with other adults. 
B)  purchase about 40 percent more than when shopping alone. 
C)  purchase 40 less than they normally would if shopping with their spouses. 
D)  spend 40 percent less than when shopping alone. 
E)  spend exactly the same amount as when shopping alone.

Question 3

When strolling through the grocery store,a toddler tells her mother,"Yuck,I don't like peas." Her mother puts down the peas and chooses green beans instead.The role of the little girl in this purchase was that of

Accepted Answer

A)  information gatherer. 
B)  influencer. 
C)  purchaser. 
D)  decision maker. 
E)  user. 
A)  information gatherer. 
B)  influencer. 
C)  purchaser. 
D)  decision maker. 
E)  user.

Question 4

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

Accepted Answer

A)  a gift for her babysitter. 
B)  an iPhone. 
C)  disposable diapers. 
D)  a swing set. 
E)  a weekend getaway. 
A)  a gift for her babysitter. 
B)  an iPhone. 
C)  disposable diapers. 
D)  a swing set. 
E)  a weekend getaway.

Question 5

BzzAgent researches a product or service before committing to a campaign and rejects about __________ of the companies that seek its service.

Accepted Answer

A)  20 percent 
B)  40 percent 
C)  50 percent 
D)  70 percent 
E)  80 percent 
A)  20 percent 
B)  40 percent 
C)  50 percent 
D)  70 percent 
E)  80 percent

Question 6

All of the following variables are central to how consumers learn from repeated experience except which?

Accepted Answer

A)  purchase. 
B)  reinforcement. 
C)  response. 
D)  drive. 
E)  cue. 
A)  purchase. 
B)  reinforcement. 
C)  response. 
D)  drive. 
E)  cue.

Question 7

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 8

An aspiration group is one

Accepted Answer

A)  to which a person belongs and wishes to continue with. 
B)  that a person wishes to be a member of or wishes to be identified with. 
C)  that a person wishes to maintain a distance from because of differences in values or behaviors. 
D)  that a person knows he or she can never really fit into because of basic cultural differences. 
E)  that a person feels is significantly above him or her in terms of socioeconomics. 
A)  to which a person belongs and wishes to continue with. 
B)  that a person wishes to be a member of or wishes to be identified with. 
C)  that a person wishes to maintain a distance from because of differences in values or behaviors. 
D)  that a person knows he or she can never really fit into because of basic cultural differences. 
E)  that a person feels is significantly above him or her in terms of socioeconomics.

Question 9

What percentage of U.S.product sales is directly tied to word of mouth among friends,family,and colleagues?

Accepted Answer

A)  10 percent 
B)  25 percent 
C)  33 percent 
D)  50 percent 
E)  67 percent 
A)  10 percent 
B)  25 percent 
C)  33 percent 
D)  50 percent 
E)  67 percent

Question 10

Involvement refers to

Accepted Answer

A)  the external influences that affect a consumer's purchase. 
B)  the personal, social, and economic significance of the purchase to the consumer. 
C)  the level of difficulty involved in making a purchase. 
D)  the total number of people involved in the actual exchange process. 
E)  the time, energy, and personal investment that will be required to use a product. 
A)  the external influences that affect a consumer's purchase. 
B)  the personal, social, and economic significance of the purchase to the consumer. 
C)  the level of difficulty involved in making a purchase. 
D)  the total number of people involved in the actual exchange process. 
E)  the time, energy, and personal investment that will be required to use a product.

Question 11

Selective retention negatively impacts 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 12

NetJets is a company that offers one-sixteenth or more ownership in a jet plane for a price beginning at $325 ,000.It gives purchasers privacy,convenience,and flexibility as well as saves them time since the plane is available within four hours unless it's booked by one of the other shareholders.This is most likely an example of

Accepted Answer

A)  a medium-involvement purchase that involves limited problem solving. 
B)  a high-involvement purchase that involves routine problem solving. 
C)  a high-involvement purchase that involves extended problem solving. 
D)  a low-involvement purchase that involves limited problem solving. 
E)  a low-involvement purchase that involves extended problem solving. 
A)  a medium-involvement purchase that involves limited problem solving. 
B)  a high-involvement purchase that involves routine problem solving. 
C)  a high-involvement purchase that involves extended problem solving. 
D)  a low-involvement purchase that involves limited problem solving. 
E)  a low-involvement purchase that involves extended problem solving.

Question 13

Figure 4-1

-In Figure 4-1,D represents which stage of the consumer purchase decision process?

Accepted Answer

A)  purchase decision 
B)  information search 
C)  financial transaction 
D)  alternative evaluation 
E)  postpurchase behavior 
A)  purchase decision 
B)  information search 
C)  financial transaction 
D)  alternative evaluation 
E)  postpurchase behavior

Question 14

In the VALS framework,consumers motivated by ideals are guided by knowledge and principle.__________ choose familiar products and brands,favor American-made products,and are generally brand loyal.

Accepted Answer

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

Question 15

VALS groups of consumers motivated by __________ are those who are guided by knowledge and principle.

Accepted Answer

A)  ideals 
B)  achievement 
C)  self-expression 
D)  rewards 
E)  success 
A)  ideals 
B)  achievement 
C)  self-expression 
D)  rewards 
E)  success

Question 16

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 17

You will be graduating soon and have been offered what you consider the job of your dreams.The new position,however,requires some traveling so you will need a car.You currently do not have one.What decision process will you go through to purchase an automobile?

Accepted Answer

This purchase would require five purchas

Question 18

A movie theater owner embedded brief messages during trailers before showing the feature film.The messages,which flashed on the screen for such a short time that moviegoers were not consciously aware of them,urged consumers to "Drink Coke" and to "Eat Popcorn," encouraging them to visit the snack lobby.Research has shown what about such messages?

Accepted Answer

A)  Selective perception overrides advertising messages. 
B)  Selective exposure is difficult for marketers to surmount. 
C)  Subliminal messages have limited effects on behavior. 
D)  Subliminal perception enables marketers to motivate consumers to take an action. 
E)  Subliminal messages were deemed illegal by the Federal Trade Commission at the time these were shown in the movie theater. 
A)  Selective perception overrides advertising messages. 
B)  Selective exposure is difficult for marketers to surmount. 
C)  Subliminal messages have limited effects on behavior. 
D)  Subliminal perception enables marketers to motivate consumers to take an action. 
E)  Subliminal messages were deemed illegal by the Federal Trade Commission at the time these were shown in the movie theater.

Question 19

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 20

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read national newspapers?

Accepted Answer

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

In the VALS framework,achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Consumers accompanied by children

When strolling through the grocery store,a toddler tells her mother,"Yuck,I don't like peas." Her mother puts down the peas and chooses green beans instead.The role of the little girl in this purchase was that of

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

BzzAgent researches a product or service before committing to a campaign and rejects about __________ of the companies that seek its service.

All of the following variables are central to how consumers learn from repeated experience except which?

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

An aspiration group is one

What percentage of U.S.product sales is directly tied to word of mouth among friends,family,and colleagues?

Involvement refers to

Selective retention negatively impacts which stage of the consumer purchase decision process?

Figure 4-1 -In Figure 4-1,D represents which stage of the consumer purchase decision process?

In the VALS framework,consumers motivated by ideals are guided by knowledge and principle.__________ choose familiar products and brands,favor American-made products,and are generally brand loyal.

VALS groups of consumers motivated by __________ are those who are guided by knowledge and principle.

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 .

You will be graduating soon and have been offered what you consider the job of your dreams.The new position,however,requires some traveling so you will need a car.You currently do not have one.What decision process will you go through to purchase an automobile?

Evaluative criteria refer to

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read national newspapers?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment,ethical Behavior,and Social Responsibility

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

Pricing Products and Services

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

Building an Effective Marketing Plan

Filters

Exam 4: Understanding Consumer Behavior

In the VALS framework,achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Consumers accompanied by children

When strolling through the grocery store,a toddler tells her mother,"Yuck,I don't like peas." Her mother puts down the peas and chooses green beans instead.The role of the little girl in this purchase was that of

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

BzzAgent researches a product or service before committing to a campaign and rejects about __________ of the companies that seek its service.

All of the following variables are central to how consumers learn from repeated experience except which?

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

An aspiration group is one

What percentage of U.S.product sales is directly tied to word of mouth among friends,family,and colleagues?

Involvement refers to

Selective retention negatively impacts which stage of the consumer purchase decision process?

Figure 4-1 -In Figure 4-1,D represents which stage of the consumer purchase decision process?

In the VALS framework,consumers motivated by ideals are guided by knowledge and principle.__________ choose familiar products and brands,favor American-made products,and are generally brand loyal.

VALS groups of consumers motivated by __________ are those who are guided by knowledge and principle.

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 __________.

You will be graduating soon and have been offered what you consider the job of your dreams.The new position,however,requires some traveling so you will need a car.You currently do not have one.What decision process will you go through to purchase an automobile?

Evaluative criteria refer to

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read national newspapers?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment,ethical Behavior,and Social Responsibility

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

Pricing Products and Services

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

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 .