Question 1

Perceiving a difference between a person's ideal and actual situations big enough to trigger a decision is called

Accepted Answer

A) problem recognition. 
B) alternative evaluation. 
C) cognitive dissonance. 
D) routine response behavior. 
E) postpurchase behavior. 
A) problem recognition. 
B) alternative evaluation. 
C) cognitive dissonance. 
D) routine response behavior. 
E) postpurchase behavior.

Question 2

In the VALS system, consumers motivated by ideals are guided by knowledge and principle.__________ are mature, reflective, and well-educated people who value order, knowledge, and responsibility.

Accepted Answer

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

Question 3

Every time a BzzAgent completes an activity, they are expected to file an online report describing the nature of the buzz and its effectiveness.About 65 percent of Buzz agents are

Accepted Answer

A) Fortune 500 CEO's. 
B) Budding entrepreneurs. 
C) Older than 25. 
D) Women. 
E) Men. 
A) Fortune 500 CEO's. 
B) Budding entrepreneurs. 
C) Older than 25. 
D) Women. 
E) Men.

Question 4

The process of seeing or hearing messages without being aware of them is referred to as

Accepted Answer

A) selective retention. 
B) subliminal perception. 
C) selective perception. 
D) selective attention. 
E) indifference. 
A) selective retention. 
B) subliminal perception. 
C) selective perception. 
D) selective attention. 
E) indifference.

Question 5

Joe Brandt, a store service manager at one of Best Buy's newest stores, attributes much of the success of Best Buy to

Accepted Answer

A) being a national company. 
B) the efficiency of its national distribution. 
C) the variety of its products. 
D) listening to the customer. 
E) purchasing products from all over the world. 
A) being a national company. 
B) the efficiency of its national distribution. 
C) the variety of its products. 
D) listening to the customer. 
E) purchasing products from all over the world.

Question 6

How do selective perception, selective exposure, selective comprehension, and selective retention differ?

Accepted Answer

The human brain employs a process called

Question 7

Sophisticated firms have learned the marketing lesson that

Accepted Answer

A) it is a lot easier to find new customers than to keep existing ones. 
B) the buying experience, customer satisfaction, and retention can increase firm profits. 
C) it is not clear whether it is easier to find new customers or to keep existing ones. 
D) existing customers do not usually spend as much as new customers since the initial novelty of the product declines over time. 
E) unless a marketing promotion to retain customer loyalty can increase market share by at least 5% it is not worth the expenditure. 
A) it is a lot easier to find new customers than to keep existing ones. 
B) the buying experience, customer satisfaction, and retention can increase firm profits. 
C) it is not clear whether it is easier to find new customers or to keep existing ones. 
D) existing customers do not usually spend as much as new customers since the initial novelty of the product declines over time. 
E) unless a marketing promotion to retain customer loyalty can increase market share by at least 5% it is not worth the expenditure.

Question 8

A consumer's purchases are often influenced by the views, opinions, or behaviors of others.Two aspects of personal influence that are important to marketing __________ and word-of-mouth activity.

Accepted Answer

A) parental guidance 
B) peer pressure 
C) opinion leadership 
D) government regulation 
E) pricing levels 
A) parental guidance 
B) peer pressure 
C) opinion leadership 
D) government regulation 
E) pricing levels

Question 9

Customer satisfaction is an important focus for marketers because

Accepted Answer

A) marketing research is an expensive proposition; the fewer times it needs be done, the better. 
B) over time, the financial value of a retained customer can be significant. 
C) customer value is a non-quantifiable statistic. 
D) attracting new customers is easier than keeping old ones. 
E) a market development strategy is preferable to a market penetration strategy. 
A) marketing research is an expensive proposition; the fewer times it needs be done, the better. 
B) over time, the financial value of a retained customer can be significant. 
C) customer value is a non-quantifiable statistic. 
D) attracting new customers is easier than keeping old ones. 
E) a market development strategy is preferable to a market penetration strategy.

Question 10

Perception refers to

Accepted Answer

A) a person's consistent behaviors or responses to recurring situations. 
B) a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
C) the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. 
D) the way people spend their time and resources considering what is important in their environment, and what they think of themselves and the world around them. 
E) those qualities that either attract or repel other members of a person's personal, social, or professional environment. 
A) a person's consistent behaviors or responses to recurring situations. 
B) a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
C) the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. 
D) the way people spend their time and resources considering what is important in their environment, and what they think of themselves and the world around them. 
E) those qualities that either attract or repel other members of a person's personal, social, or professional environment.

Question 11

A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people are referred to as __________.

Accepted Answer

A) beliefs 
B) values 
C) attitudes 
D) predispositions 
E) opinions 
A) beliefs 
B) values 
C) attitudes 
D) predispositions 
E) opinions

Question 12

Compare and contrast 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 13

As a result of __________, consumers do not remember all the information they see, read, or hear even minutes after exposure to it.

Accepted Answer

A) selective retention 
B) selective comprehension 
C) selective exposure 
D) selective perception 
E) subliminal discrimination 
A) selective retention 
B) selective comprehension 
C) selective exposure 
D) selective perception 
E) subliminal discrimination

Question 14

The long-running U.S.Army recruiting program that invited enlistees to "Be All You Can Be" appeals to which of the hierarchy of needs?

Accepted Answer

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

Question 15

Opinion leaders refer to

Accepted Answer

A) those individuals within an organization who have the deciding vote when there is a decision-making impasse. 
B) manufacturers, usually those that have the highest market share in the industry, who set prices based solely on hegemony. 
C) individuals who exert direct or indirect social influence over others. 
D) groups of buyers who through the size of their purchases affect where marketing dollars will be spent. 
E) groups of buyers who through the size of their purchases affect how quickly a product will travel through its lifecycle. 
A) those individuals within an organization who have the deciding vote when there is a decision-making impasse. 
B) manufacturers, usually those that have the highest market share in the industry, who set prices based solely on hegemony. 
C) individuals who exert direct or indirect social influence over others. 
D) groups of buyers who through the size of their purchases affect where marketing dollars will be spent. 
E) groups of buyers who through the size of their purchases affect how quickly a product will travel through its lifecycle.

Question 16

The process of developing automatic responses to a situation built up through repeated exposure to it, is referred to as __________.

Accepted Answer

A) perceptual learning 
B) retentive learning 
C) functional learning 
D) motivated learning 
E) behavioral learning 
A) perceptual learning 
B) retentive learning 
C) functional learning 
D) motivated learning 
E) behavioral learning

Question 17

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 range of prices from lowest to highest that a consumer would be willing to pay for a given product or service. 
D) the mental and social processes that is innate in a person from birth. 
E) the learned behaviors in terms of the purchasing process passed down from one generation to the next. 
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 range of prices from lowest to highest that a consumer would be willing to pay for a given product or service. 
D) the mental and social processes that is innate in a person from birth. 
E) the learned behaviors in terms of the purchasing process passed down from one generation to the next.

Question 18

When a response elicited by one stimulus is generated to another stimulus it is called a

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 19

FIGURE 5-5  
-According to Figure 5-5 above, self-fulfillment is an example of the highest-order needs referred to as __________.

Accepted Answer

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

Question 20

Between classes, many college students stop at conveniently located vending machines for their favorite candy bar and soft drink.Their choices are generally made quickly and with little or no effort to consider alternative product offerings.The college students described here are most likely involved in

Accepted Answer

A) limited problem solving situations. 
B) routine problem solving situations. 
C) extensive problem solving situations. 
D) intensive problem solving situations. 
E) unlimited problem solving situations. 
A) limited problem solving situations. 
B) routine problem solving situations. 
C) extensive problem solving situations. 
D) intensive problem solving situations. 
E) unlimited problem solving situations.

Perceiving a difference between a person's ideal and actual situations big enough to trigger a decision is called

In the VALS system, consumers motivated by ideals are guided by knowledge and principle.__________ are mature, reflective, and well-educated people who value order, knowledge, and responsibility.

Every time a BzzAgent completes an activity, they are expected to file an online report describing the nature of the buzz and its effectiveness.About 65 percent of Buzz agents are

The process of seeing or hearing messages without being aware of them is referred to as

Joe Brandt, a store service manager at one of Best Buy's newest stores, attributes much of the success of Best Buy to

How do selective perception, selective exposure, selective comprehension, and selective retention differ?

Sophisticated firms have learned the marketing lesson that

A consumer's purchases are often influenced by the views, opinions, or behaviors of others.Two aspects of personal influence that are important to marketing __________ and word-of-mouth activity.

Customer satisfaction is an important focus for marketers because

Perception refers to

A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people are referred to as __________.

Compare and contrast routine problem solving, limited problem solving, and extended problem solving.Give an example of when each might be used.

As a result of __________, consumers do not remember all the information they see, read, or hear even minutes after exposure to it.

The long-running U.S.Army recruiting program that invited enlistees to "Be All You Can Be" appeals to which of the hierarchy of needs?

Opinion leaders refer to

The process of developing automatic responses to a situation built up through repeated exposure to it, is referred to as __________.

Consumer behavior refers to

When a response elicited by one stimulus is generated to another stimulus it is called a

FIGURE 5-5 -According to Figure 5-5 above, self-fulfillment is an example of the highest-order needs referred to as __________.

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

Perceiving a difference between a person's ideal and actual situations big enough to trigger a decision is called

In the VALS system, consumers motivated by ideals are guided by knowledge and principle.__________ are mature, reflective, and well-educated people who value order, knowledge, and responsibility.

Every time a BzzAgent completes an activity, they are expected to file an online report describing the nature of the buzz and its effectiveness.About 65 percent of Buzz agents are

The process of seeing or hearing messages without being aware of them is referred to as

Joe Brandt, a store service manager at one of Best Buy's newest stores, attributes much of the success of Best Buy to

How do selective perception, selective exposure, selective comprehension, and selective retention differ?

Sophisticated firms have learned the marketing lesson that

A consumer's purchases are often influenced by the views, opinions, or behaviors of others.Two aspects of personal influence that are important to marketing __________ and word-of-mouth activity.

Customer satisfaction is an important focus for marketers because

Perception refers to

A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people are referred to as __________.

Compare and contrast routine problem solving, limited problem solving, and extended problem solving.Give an example of when each might be used.

As a result of __________, consumers do not remember all the information they see, read, or hear even minutes after exposure to it.

The long-running U.S.Army recruiting program that invited enlistees to "Be All You Can Be" appeals to which of the hierarchy of needs?

Opinion leaders refer to

The process of developing automatic responses to a situation built up through repeated exposure to it, is referred to as __________.

Consumer behavior refers to

When a response elicited by one stimulus is generated to another stimulus it is called a

FIGURE 5-5 -According to Figure 5-5 above, self-fulfillment is an example of the highest-order needs referred to as __________.

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