Question 1

Why would Dr Pepper select country music performer Garth Brooks to appear in an ad campaign? How would he be a sociocultural influence on consumer behavior?

Accepted Answer

A consumer's purchases are often influen

Question 2

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as __________.

Accepted Answer

A) national character 
B) culture 
C) social class 
D) cultural code of ethics 
E) ethnic ideology 
A) national character 
B) culture 
C) social class 
D) cultural code of ethics 
E) ethnic ideology

Question 3

FIGURE 5-10  
-In the Figure 5-10 above, diamond "E" refers to

Accepted Answer

A) innovators 
B) makers 
C) survivors 
D) believers 
E) thinkers 
A) innovators 
B) makers 
C) survivors 
D) believers 
E) thinkers

Question 4

FIGURE 5-4  
-In Figure 5-4 above, letter "C" represents the __________ influences that can affect the consumer purchase decision process.

Accepted Answer

A) economic 
B) situational 
C) environmental 
D) sociocultural 
E) market dominated 
A) economic 
B) situational 
C) environmental 
D) sociocultural 
E) market dominated

Question 5

Sources of external information that originate with the sellers of products and services, and including advertising, company Web sites, salespeople, and point-of-purchase displays in stores are referred to as

Accepted Answer

A) personal experiences. 
B) Consumer Reports magazines. 
C) consumer exploitation tactics. 
D) data mining. 
E) marketer-dominated sources. 
A) personal experiences. 
B) Consumer Reports magazines. 
C) consumer exploitation tactics. 
D) data mining. 
E) marketer-dominated sources.

Question 6

The VALS groups, which are guided by knowledge and principle, are motivated by

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 7

FIGURE 5-12  
-When OMEGA Watches use spokespeople like Cindy Crawford shown in Figure 5-12 above, it believes she is a(n) __________ who can influence the purchase decision of its target market.

Accepted Answer

A) spokesperson 
B) champion 
C) opinion leader 
D) baby boomer 
E) caveat emptor 
A) spokesperson 
B) champion 
C) opinion leader 
D) baby boomer 
E) caveat emptor

Question 8

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 9

FIGURE 5-1  
-Figure 5-1 above represents the five stages of the purchase decision process.Cell "D" represents the

Accepted Answer

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

Question 10

In the VALS system, practical consumers and deliberate information-seekers, who value durability and functionality in products over styling and newness are called

Accepted Answer

A) experiencers. 
B) innovators. 
C) achievers. 
D) thinkers. 
E) believers. 
A) experiencers. 
B) innovators. 
C) achievers. 
D) thinkers. 
E) believers.

Question 11

In the VALS system, consumers who place importance on image - not as evidence of power or status, but as an expression of cultivated tastes, independence, and character are referred to as __________.

Accepted Answer

A) actualizers 
B) innovators 
C) achievers 
D) thinkers 
E) makers 
A) actualizers 
B) innovators 
C) achievers 
D) thinkers 
E) makers

Question 12

In the VALS system, consumers who enjoy the new, the offbeat, and the risky find outlet in exercise, sports, outdoor recreation, and social activities.This group of consumers is referred to as __________.

Accepted Answer

A) experiencers 
B) believers 
C) achievers 
D) innovators 
E) makers 
A) experiencers 
B) believers 
C) achievers 
D) innovators 
E) makers

Question 13

Steve Walker was happy with his newly purchased laptop.It had all the features he wanted, including wireless capability and DVD, and the $1200 price tag was reasonable.As he was taking the computer out of the box, Walker noticed an advertisement in the local paper showing a similar computer system for only $1100.Suddenly, Walker began to doubt his purchase decision-maybe he hadn't gotten such a good deal.Walker was most likely experiencing

Accepted Answer

A) buyer's uncertainty. 
B) cognitive dissonance. 
C) selective discord. 
D) product dissonance. 
E) product discord. 
A) buyer's uncertainty. 
B) cognitive dissonance. 
C) selective discord. 
D) product dissonance. 
E) product discord.

Question 14

Perceived risk is

Accepted Answer

A) an unmerited fear of being taken advantage of in an exchange situation. 
B) the anxiety felt in an exchange such as an auction or blind bid where the consumer cannot be certain of the outcome until they are no longer in a position to change it. 
C) the degree to which a seller is willing to make an exchange based upon a customer's credit or buying history. 
D) the willingness of a consumer to allow the ultimate purchase decision to be made by someone other than himself. 
E) the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences. 
A) an unmerited fear of being taken advantage of in an exchange situation. 
B) the anxiety felt in an exchange such as an auction or blind bid where the consumer cannot be certain of the outcome until they are no longer in a position to change it. 
C) the degree to which a seller is willing to make an exchange based upon a customer's credit or buying history. 
D) the willingness of a consumer to allow the ultimate purchase decision to be made by someone other than himself. 
E) the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences.

Question 15

Using the same brand name for different products, such as Tylenol® Cold & Flu and Tylenol® P.M., is an example of

Accepted Answer

A) selective comprehension. 
B) selective retention. 
C) stimulus generalization. 
D) stimulus discrimination. 
E) routine response behavior. 
A) selective comprehension. 
B) selective retention. 
C) stimulus generalization. 
D) stimulus discrimination. 
E) routine response behavior.

Question 16

Each of the VALS segments exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

Accepted Answer

A) experiencers 
B) believers 
C) makers 
D) achievers 
E) innovators 
A) experiencers 
B) believers 
C) makers 
D) achievers 
E) innovators

Question 17

The process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world is referred to as __________.

Accepted Answer

A) motivation 
B) attitude formation 
C) conformance 
D) perception 
E) illumination 
A) motivation 
B) attitude formation 
C) conformance 
D) perception 
E) illumination

Question 18

A __________ is the reward that a consumer given to a consumer.

Accepted Answer

A) cue 
B) stimulus 
C) motivator 
D) response 
E) reinforcement 
A) cue 
B) stimulus 
C) motivator 
D) response 
E) reinforcement

Question 19

Which of the following lists the hierarchy of needs in its correct order beginning with the most basic?

Accepted Answer

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

Question 20

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

Accepted Answer

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

Why would Dr Pepper select country music performer Garth Brooks to appear in an ad campaign? How would he be a sociocultural influence on consumer behavior?

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as __________.

FIGURE 5-10 -In the Figure 5-10 above, diamond "E" refers to

FIGURE 5-4 -In Figure 5-4 above, letter "C" represents the __________ influences that can affect the consumer purchase decision process.

Sources of external information that originate with the sellers of products and services, and including advertising, company Web sites, salespeople, and point-of-purchase displays in stores are referred to as

The VALS groups, which are guided by knowledge and principle, are motivated by

FIGURE 5-12 -When OMEGA Watches use spokespeople like Cindy Crawford shown in Figure 5-12 above, it believes she is a(n) __________ who can influence the purchase decision of its target market.

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

FIGURE 5-1 -Figure 5-1 above represents the five stages of the purchase decision process.Cell "D" represents the

In the VALS system, practical consumers and deliberate information-seekers, who value durability and functionality in products over styling and newness are called

In the VALS system, consumers who place importance on image - not as evidence of power or status, but as an expression of cultivated tastes, independence, and character are referred to as __________.

In the VALS system, consumers who enjoy the new, the offbeat, and the risky find outlet in exercise, sports, outdoor recreation, and social activities.This group of consumers is referred to as __________.

Perceived risk is

Using the same brand name for different products, such as Tylenol® Cold & Flu and Tylenol® P.M., is an example of

Each of the VALS segments exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

The process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world is referred to as __________.

A __________ is the reward that a consumer given to a consumer.

Which of the following lists the hierarchy of needs in its correct order beginning with the most basic?

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

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility in 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

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

Personal Selling and Sales Management

Building an Effective Marketing Plan

Filters

Exam 5: Understanding Consumer Behavior

Why would Dr Pepper select country music performer Garth Brooks to appear in an ad campaign? How would he be a sociocultural influence on consumer behavior?

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as __________.

FIGURE 5-10 -In the Figure 5-10 above, diamond "E" refers to

FIGURE 5-4 -In Figure 5-4 above, letter "C" represents the __________ influences that can affect the consumer purchase decision process.

Sources of external information that originate with the sellers of products and services, and including advertising, company Web sites, salespeople, and point-of-purchase displays in stores are referred to as

The VALS groups, which are guided by knowledge and principle, are motivated by

FIGURE 5-12 -When OMEGA Watches use spokespeople like Cindy Crawford shown in Figure 5-12 above, it believes she is a(n) __________ who can influence the purchase decision of its target market.

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

FIGURE 5-1 -Figure 5-1 above represents the five stages of the purchase decision process.Cell "D" represents the

In the VALS system, practical consumers and deliberate information-seekers, who value durability and functionality in products over styling and newness are called

In the VALS system, consumers who place importance on image - not as evidence of power or status, but as an expression of cultivated tastes, independence, and character are referred to as __________.

In the VALS system, consumers who enjoy the new, the offbeat, and the risky find outlet in exercise, sports, outdoor recreation, and social activities.This group of consumers is referred to as __________.

Perceived risk is

Using the same brand name for different products, such as Tylenol® Cold & Flu and Tylenol® P.M., is an example of

Each of the VALS segments exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

The process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world is referred to as __________.

A __________ is the reward that a consumer given to a consumer.

Which of the following lists the hierarchy of needs in its correct order beginning with the most basic?

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

Creating Customer Relationships and Value Through Marketing

Developing Successful Marketing and Organizational Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility in 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

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

Personal Selling and Sales Management

Building an Effective Marketing Plan

Filters