Question 1

A(n)__________ in the consumer purchase decision process occurs when consumers scan their memories for previous experiences with products or brands.

Accepted Answer

A)  problem recognition 
B)  internal search 
C)  external search 
D)  purchase task 
E)  antecedent state 
A)  problem recognition 
B)  internal search 
C)  external search 
D)  purchase task 
E)  antecedent state

Question 2

The way people see themselves and the way they believe others see them is referred to as

Accepted Answer

A)  self-evaluation. 
B)  self-concept. 
C)  self-actualization. 
D)  individualized perception. 
E)  personal perception. 
A)  self-evaluation. 
B)  self-concept. 
C)  self-actualization. 
D)  individualized perception. 
E)  personal perception.

Question 3

Figure 4-5  
-According to Figure 4-5,E defines what level in the Maslow hierarchy of needs?

Accepted Answer

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

Question 4

Figure 4-2  
-Figure 4-2 shows the recent ratings from independent rating agencies for selected smartphone brands and models for Verizon customers.Which smartphone should be chosen if you want a model that costs less than $600 and has superior camera quality?

Accepted Answer

A)  Apple iPhone 7 
B)  Samsung Galaxy S7 
C)  HTC One 
D)  LG G5 
E)  Motorola Droid Turbo 
A)  Apple iPhone 7 
B)  Samsung Galaxy S7 
C)  HTC One 
D)  LG G5 
E)  Motorola Droid Turbo

Question 5

Figure 4-6  
-VALS creates profiles of people based on their primary motivation and resources.In the VALS framework (Figure 4-6),D refers to

Accepted Answer

A)  Ideals. 
B)  Achievement. 
C)  Self-Expression. 
D)  Survivors. 
E)  Innovators. 
A)  Ideals. 
B)  Achievement. 
C)  Self-Expression. 
D)  Survivors. 
E)  Innovators.

Question 6

If a consumer tries a new coffee drink at Starbuck and hates it,which variable of behavioral learning has been ineffective?

Accepted Answer

A)  reinforcement 
B)  achievement 
C)  drive 
D)  cue 
E)  response 
A)  reinforcement 
B)  achievement 
C)  drive 
D)  cue 
E)  response

Question 7

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 8

Why is the family life cycle important to marketing?

Accepted Answer

Consumers act and purchase differently a

Question 9

The Martinez family is considering a vacation.Dad wants to stay home this year and use the money for home repairs.His mom who lives with them wants to visit relatives in New York.Dad asks his mother to determine the cost of a trip to New York and if they could stay with relatives while there.Mom and their daughter want to go to a beach.Which of the following sentences best describes the roles each family member played in making this decision?

Accepted Answer

A)  There is no family member serving as an information gatherer. 
B)  The mother and the grandmother only played the role of influencer. 
C)  The females in the family only play two roles-users and influencers. 
D)  Since the father will make the final vacation decision, he has taken on all of the roles. 
E)  The grandmother plays the roles of user, influencer, and information gatherer. 
A)  There is no family member serving as an information gatherer. 
B)  The mother and the grandmother only played the role of influencer. 
C)  The females in the family only play two roles-users and influencers. 
D)  Since the father will make the final vacation decision, he has taken on all of the roles. 
E)  The grandmother plays the roles of user, influencer, and information gatherer.

Question 10

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 repeated experience and 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 repeated experience and reasoning.

Question 11

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

Accepted Answer

Physiological needs,the lowest level in

Question 12

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 13

Figure 4-5  
-According to Figure 4-5,B defines what level in the Maslow hierarchy of needs?

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 14

The influencing of people during conversations is referred to as

Accepted Answer

A)  opinion formations. 
B)  peer persuasion. 
C)  interpersonal gossip. 
D)  word of mouth. 
E)  consumer socialization. 
A)  opinion formations. 
B)  peer persuasion. 
C)  interpersonal gossip. 
D)  word of mouth. 
E)  consumer socialization.

Question 15

Claire has just told her best friend,"I'm so glad I bought the Samsung Galaxy S7 rather than those other smartphones I was considering.Look at this incredible display,and the battery stays charged forever." Which stage of the consumer purchase decision process does Claire's conversation identify?

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 16

Figure 4-1

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

Accepted Answer

A)  purchase decision 
B)  information search 
C)  problem recognition 
D)  alternative evaluation 
E)  financial consideration 
A)  purchase decision 
B)  information search 
C)  problem recognition 
D)  alternative evaluation 
E)  financial consideration

Question 17

Kendall was excited to begin her new job after she graduated from college.Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

Accepted Answer

A)  a subscription to The Wall Street Journal 
B)  an outfit for her first day 
C)  a new coffeemaker 
D)  flowers to decorate her new apartment 
E)  running shoes 
A)  a subscription to The Wall Street Journal 
B)  an outfit for her first day 
C)  a new coffeemaker 
D)  flowers to decorate her new apartment 
E)  running shoes

Question 18

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.A segment of the achievement-motivated groups,known as __________,are trendy,fun-loving,and less self-confident than Achievers.

Accepted Answer

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

Question 19

An Asian American family whose relatives emigrated four generations ago has three children.The oldest son,George,is in medical school.Susan,at the age of 21,is a concert pianist.Brent is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Accepted Answer

A)  nonassimilated, yet celebrating their culture by purchasing authentic Asian goods 
B)  assimilated, exhibiting buying patterns very much like other typical American consumers 
C)  assimilated, yet celebrating their culture by seeking traditionally Asian occupations 
D)  nonassimilated, due to inherent differences in Asian subcultures that transcend generations 
E)  nonassimilated, exhibiting buying patterns very much like other typical American consumers 
A)  nonassimilated, yet celebrating their culture by purchasing authentic Asian goods 
B)  assimilated, exhibiting buying patterns very much like other typical American consumers 
C)  assimilated, yet celebrating their culture by seeking traditionally Asian occupations 
D)  nonassimilated, due to inherent differences in Asian subcultures that transcend generations 
E)  nonassimilated, exhibiting buying patterns very much like other typical American consumers

Question 20

One evening while watching TV,your stomach growls.You see an ad for Subway.You walk to the Subway shop and buy a sandwich,which tastes great.In terms of behavioral learning,your hunger is a

Accepted Answer

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

A(n)__________ in the consumer purchase decision process occurs when consumers scan their memories for previous experiences with products or brands.

The way people see themselves and the way they believe others see them is referred to as

Figure 4-5 -According to Figure 4-5,E defines what level in the Maslow hierarchy of needs?

Figure 4-2 -Figure 4-2 shows the recent ratings from independent rating agencies for selected smartphone brands and models for Verizon customers.Which smartphone should be chosen if you want a model that costs less than $600 and has superior camera quality?

Figure 4-6 -VALS creates profiles of people based on their primary motivation and resources.In the VALS framework (Figure 4-6),D refers to

If a consumer tries a new coffee drink at Starbuck and hates it,which variable of behavioral learning has been ineffective?

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

Why is the family life cycle important to marketing?

Consumer behavior refers to

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

Figure 4-5 -According to Figure 4-5,B defines what level in the Maslow hierarchy of needs?

The influencing of people during conversations is referred to as

Claire has just told her best friend,"I'm so glad I bought the Samsung Galaxy S7 rather than those other smartphones I was considering.Look at this incredible display,and the battery stays charged forever." Which stage of the consumer purchase decision process does Claire's conversation identify?

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

Kendall was excited to begin her new job after she graduated from college.Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

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.A segment of the achievement-motivated groups,known as __________,are trendy,fun-loving,and less self-confident than Achievers.

One evening while watching TV,your stomach growls.You see an ad for Subway.You walk to the Subway shop and buy a sandwich,which tastes great.In terms of behavioral learning,your hunger is a

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

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Exam 4: Understanding Consumer Behavior

A(n)__________ in the consumer purchase decision process occurs when consumers scan their memories for previous experiences with products or brands.

The way people see themselves and the way they believe others see them is referred to as

Figure 4-5 -According to Figure 4-5,E defines what level in the Maslow hierarchy of needs?

Figure 4-2 -Figure 4-2 shows the recent ratings from independent rating agencies for selected smartphone brands and models for Verizon customers.Which smartphone should be chosen if you want a model that costs less than $600 and has superior camera quality?

Figure 4-6 -VALS creates profiles of people based on their primary motivation and resources.In the VALS framework (Figure 4-6),D refers to

If a consumer tries a new coffee drink at Starbuck and hates it,which variable of behavioral learning has been ineffective?

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

Why is the family life cycle important to marketing?

Consumer behavior refers to

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

Figure 4-5 -According to Figure 4-5,B defines what level in the Maslow hierarchy of needs?

The influencing of people during conversations is referred to as

Claire has just told her best friend,"I'm so glad I bought the Samsung Galaxy S7 rather than those other smartphones I was considering.Look at this incredible display,and the battery stays charged forever." Which stage of the consumer purchase decision process does Claire's conversation identify?

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

Kendall was excited to begin her new job after she graduated from college.Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

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.A segment of the achievement-motivated groups,known as __________,are trendy,fun-loving,and less self-confident than Achievers.

One evening while watching TV,your stomach growls.You see an ad for Subway.You walk to the Subway shop and buy a sandwich,which tastes great.In terms of behavioral learning,your hunger is a

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