Question 1

Consumers with credit cards

Accepted Answer

A)  are less influenced by physical surrounding than those who pay by cash or check. 
B)  are influenced to a certain extent by a retailer's physical surroundings to buy more with their credit cards than with cash. 
C)  purchase more than those who purchase with cash or debit cards. 
D)  purchase less than those who purchase with cash or debit cards. 
E)  purchase less when accompanied by children than when in the company of other adults. 
A)  are less influenced by physical surrounding than those who pay by cash or check. 
B)  are influenced to a certain extent by a retailer's physical surroundings to buy more with their credit cards than with cash. 
C)  purchase more than those who purchase with cash or debit cards. 
D)  purchase less than those who purchase with cash or debit cards. 
E)  purchase less when accompanied by children than when in the company of other adults.

Question 2

VALS groups of consumers who are motivated by __________ are those who desire social or physical activity,variety,and risk.

Accepted Answer

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

Question 3

Explain the differences between routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Accepted Answer

There are three general variations in th

Question 4

Which of the following is a concept from behavioral learning theory that marketers use?

Accepted Answer

A)  selective comprehension 
B)  selective retention 
C)  stimulus generalization 
D)  cognitive dissonance 
E)  routine problem solving 
A)  selective comprehension 
B)  selective retention 
C)  stimulus generalization 
D)  cognitive dissonance 
E)  routine problem solving

Question 5

When a man picks up a bottle of wine and tells the salesclerk,"I'm taking this to a dinner party tonight," which situational influence is being demonstrated?

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 6

The family life cycle concept refers to

Accepted Answer

A)  the distinct phases a family progresses through from the birth of children to when the children leave home, each phase bringing with it identifiable purchasing behaviors. 
B)  the distinct phases a family progresses through from the birth of children to retirement, each phase bringing with it identifiable purchasing behaviors. 
C)  the distinct phases a blended family progresses through from marriage to separation, divorce, and remarriage, each phase bringing with it identifiable purchasing behaviors. 
D)  the distinct phases a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors. 
E)  the intergenerational purchasing habits and product preferences that are passed down from one generation to the next. 
A)  the distinct phases a family progresses through from the birth of children to when the children leave home, each phase bringing with it identifiable purchasing behaviors. 
B)  the distinct phases a family progresses through from the birth of children to retirement, each phase bringing with it identifiable purchasing behaviors. 
C)  the distinct phases a blended family progresses through from marriage to separation, divorce, and remarriage, each phase bringing with it identifiable purchasing behaviors. 
D)  the distinct phases a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors. 
E)  the intergenerational purchasing habits and product preferences that are passed down from one generation to the next.

Question 7

Glow Pets,from the makers of Pillow Pets,are a light-up pillow product designed for young children.The pillows are colorful animals that produce a soft light for 20 minutes at a time and were produced for children with a fear of the dark.The company aired ads on various TV programs showing children being comforted and sleeping restfully with a Glow Pet,making parents and kids alike desire such a situation.The content of the advertising's message most likely focuses on which stage of the consumer purchase decision process?

Accepted Answer

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

Question 8

Which problem solving variation would typically be used for blenders,a restaurant for lunch,or professional ball game tickets?

Accepted Answer

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

Question 9

The book The Secret Sales Pitch: An Overview of Subliminal Advertising is about subliminal messages,which reflect what kind of potential influence on the consumer decision making process?

Accepted Answer

A)  sociocultural 
B)  situational 
C)  psychological 
D)  acculturational 
E)  attitudinal 
A)  sociocultural 
B)  situational 
C)  psychological 
D)  acculturational 
E)  attitudinal

Question 10

In the VALS framework,consumers motivated by self-expression desire social or physical activity,variety,and risk.One segment of the two self-expression-motivated groups,known as __________,express themselves and experience the world by working on it-growing vegetables or fixing a car.

Accepted Answer

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

Question 11

An external search for product information is likely to occur when

Accepted Answer

A)  the cost of gathering information is low. 
B)  review of past experience provides adequate information. 
C)  the risk of making a wrong purchase decision is low. 
D)  the item is frequently purchased. 
E)  the item is for personal use rather than for professional use. 
A)  the cost of gathering information is low. 
B)  review of past experience provides adequate information. 
C)  the risk of making a wrong purchase decision is low. 
D)  the item is frequently purchased. 
E)  the item is for personal use rather than for professional use.

Question 12

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 13

For high-involvement purchases,consumers typically do all of the following except which?

Accepted Answer

A)  spend considerable time evaluating criteria for the consideration set 
B)  participate in word-of-mouth communication 
C)  evaluate a single product attribute, such as price 
D)  consider many brands 
E)  use both internal and external sources in information search 
A)  spend considerable time evaluating criteria for the consideration set 
B)  participate in word-of-mouth communication 
C)  evaluate a single product attribute, such as price 
D)  consider many brands 
E)  use both internal and external sources in information search

Question 14

Which list below presents the Maslow hierarchy of needs in its correct order,beginning with the lowest level need and moving up to the highest level need?

Accepted Answer

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

Question 15

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 16

Friendship 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 17

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 18

What percentage of all consumer conversations about brands happen face to face?

Accepted Answer

A)  25 percent 
B)  33 percent 
C)  50 percent 
D)  75 percent 
E)  90 percent 
A)  25 percent 
B)  33 percent 
C)  50 percent 
D)  75 percent 
E)  90 percent

Question 19

The fear of physical harm,a large financial outlay required to buy the product,fear of poor product performance,and fear of disapproval from friends can all contribute to

Accepted Answer

A)  consumer angst. 
B)  cognitive dissonance. 
C)  purchase anxiety. 
D)  perceived risk. 
E)  consumer cynicism. 
A)  consumer angst. 
B)  cognitive dissonance. 
C)  purchase anxiety. 
D)  perceived risk. 
E)  consumer cynicism.

Question 20

When an elementary school teacher was returning to school in the fall,she wanted to buy markers and craft paper.She remembered the discount website she visited last year for her purchases,so plans to start there to see if the website still carries the items previously purchased.What term best describes the information search method used by the teacher?

Accepted Answer

A)  personal external source 
B)  public external source 
C)  market-dominated external source 
D)  internal search 
E)  market-dominated internal source 
A)  personal external source 
B)  public external source 
C)  market-dominated external source 
D)  internal search 
E)  market-dominated internal source

Consumers with credit cards

VALS groups of consumers who are motivated by __________ are those who desire social or physical activity,variety,and risk.

Explain the differences between routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Which of the following is a concept from behavioral learning theory that marketers use?

When a man picks up a bottle of wine and tells the salesclerk,"I'm taking this to a dinner party tonight," which situational influence is being demonstrated?

The family life cycle concept refers to

Which problem solving variation would typically be used for blenders,a restaurant for lunch,or professional ball game tickets?

The book The Secret Sales Pitch: An Overview of Subliminal Advertising is about subliminal messages,which reflect what kind of potential influence on the consumer decision making process?

In the VALS framework,consumers motivated by self-expression desire social or physical activity,variety,and risk.One segment of the two self-expression-motivated groups,known as __________,express themselves and experience the world by working on it-growing vegetables or fixing a car.

An external search for product information is likely to occur when

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

For high-involvement purchases,consumers typically do all of the following except which?

Which list below presents the Maslow hierarchy of needs in its correct order,beginning with the lowest level need and moving up to the highest level need?

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

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

Subcultures refer to

What percentage of all consumer conversations about brands happen face to face?

The fear of physical harm,a large financial outlay required to buy the product,fear of poor product performance,and fear of disapproval from friends can all contribute to

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

Consumers with credit cards

VALS groups of consumers who are motivated by __________ are those who desire social or physical activity,variety,and risk.

Explain the differences between routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Which of the following is a concept from behavioral learning theory that marketers use?

When a man picks up a bottle of wine and tells the salesclerk,"I'm taking this to a dinner party tonight," which situational influence is being demonstrated?

The family life cycle concept refers to

Which problem solving variation would typically be used for blenders,a restaurant for lunch,or professional ball game tickets?

The book The Secret Sales Pitch: An Overview of Subliminal Advertising is about subliminal messages,which reflect what kind of potential influence on the consumer decision making process?

In the VALS framework,consumers motivated by self-expression desire social or physical activity,variety,and risk.One segment of the two self-expression-motivated groups,known as __________,express themselves and experience the world by working on it-growing vegetables or fixing a car.

An external search for product information is likely to occur when

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

For high-involvement purchases,consumers typically do all of the following except which?

Which list below presents the Maslow hierarchy of needs in its correct order,beginning with the lowest level need and moving up to the highest level need?

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

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

Subcultures refer to

What percentage of all consumer conversations about brands happen face to face?

The fear of physical harm,a large financial outlay required to buy the product,fear of poor product performance,and fear of disapproval from friends can all contribute to

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