Question 1

The Strategic Business Insights (SRI's) VALS program is an example of a

Accepted Answer

A) purchasing behavior study. 
B) learning theories study. 
C) study on the hierarchy of effects. 
D) psychographic system. 
E) language study program. 
A) purchasing behavior study. 
B) learning theories study. 
C) study on the hierarchy of effects. 
D) psychographic system. 
E) language study program.

Question 2

Of what significance to marketing is the family life cycle?

Accepted Answer

Consumers act and purchase differently a

Question 3

In marketing, advertisements or salespeople can activate a consumer's decision process by

Accepted Answer

A) creating a sense of fear or guilt. 
B) coercing a customer to buy one brand over another by implied threat. 
C) promising product attributes that exceed the actual product potential. 
D) showing the shortcomings of competing (or currently owned) products. 
E) shifting the consumer's focus from one subject to another. 
A) creating a sense of fear or guilt. 
B) coercing a customer to buy one brand over another by implied threat. 
C) promising product attributes that exceed the actual product potential. 
D) showing the shortcomings of competing (or currently owned) products. 
E) shifting the consumer's focus from one subject to another.

Question 4

FIGURE 5-6  
-According to Figure 5-6 above, a sense of self fulfillment would be found in level

Accepted Answer

A) A 
B) B 
C) C 
D) D 
E) E 
A) A 
B) B 
C) C 
D) D 
E) E

Question 5

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

Accepted Answer

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

Question 6

To attract new members, a golf club would focus its marketing efforts on people who view the current members as a(n) __________ group.

Accepted Answer

A) achieving 
B) aspiration 
C) dissociative 
D) pressure 
E) involvement 
A) achieving 
B) aspiration 
C) dissociative 
D) pressure 
E) involvement

Question 7

The Ford Escape hybrid SUV was the first type of SUV on the market that uses electric and gas fuel rather than all gas.Ford has targeted not only men who are excited about technology, but also those who want to contribute to cleaner air.Ford has set a goal to attract 20,000 buyers a year for this model.Ford is trying to change consumer attitudes by

Accepted Answer

A) changing beliefs about the extent to which a brand has a specific attribute. 
B) changing the perceived importance of a specific attribute. 
C) adding a new attribute. 
D) reducing perceived risk. 
E) providing stimulus generalization to prospective buyers. 
A) changing beliefs about the extent to which a brand has a specific attribute. 
B) changing the perceived importance of a specific attribute. 
C) adding a new attribute. 
D) reducing perceived risk. 
E) providing stimulus generalization to prospective buyers.

Question 8

Melissa has just told her supervisor, "I'm so glad I bought the Motorola RAZR2 rather than those other phones I was considering.I can do my E-mail, access my music, and even search the Web with it.It's like having a mini-computer in my pocket." Which stage of the consumer purchase decision process is demonstrated by Melissa's conversation?

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 9

Three teen-aged girls spent hours at the store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this outfit looks?" This situation is most closely related to which of the following situational influences?

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 10

The Values and Lifestyle (VALS) program

Accepted Answer

A) was created to help consumers make healthier life style choices. 
B) helps marketers identify consumers interested in mental and physical health products and services. 
C) was created to reduce costs in the insurance industry by educating consumers. 
D) creates profiles of people based on their primary motivation and resources. 
E) identifies consumers and places them in appropriate target markets based upon previous buying behaviors. 
A) was created to help consumers make healthier life style choices. 
B) helps marketers identify consumers interested in mental and physical health products and services. 
C) was created to reduce costs in the insurance industry by educating consumers. 
D) creates profiles of people based on their primary motivation and resources. 
E) identifies consumers and places them in appropriate target markets based upon previous buying behaviors.

Question 11

A favorable attitude toward and consistent purchase of a single brand over time is referred to as

Accepted Answer

A) brand bias. 
B) brand discrimination. 
C) brand loyalty. 
D) behavioral loyalty. 
E) consumer allegiance. 
A) brand bias. 
B) brand discrimination. 
C) brand loyalty. 
D) behavioral loyalty. 
E) consumer allegiance.

Question 12

A need that moves an individual to action is a(n) __________.

Accepted Answer

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

Question 13

The question "How long is the warranty for this new Frigidaire dishwasher?" would be asked during the __________ stage in the consumer purchase decision process.

Accepted Answer

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

Question 14

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

Accepted Answer

A) a negative antecedent. 
B) perceived risk. 
C) temporal uncertainty. 
D) spatial uncertainty. 
E) buyers' remorse. 
A) a negative antecedent. 
B) perceived risk. 
C) temporal uncertainty. 
D) spatial uncertainty. 
E) buyers' remorse.

Question 15

When a man picks up a teddy bear in a toy store and tells the clerk, "This is for my son's first birthday," 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 16

Which of the following is a reason that marketing to Hispanics has proven to be a challenge?

Accepted Answer

A) The Hispanic subculture is very diverse. 
B) Hispanics don't pay a significant amount of attention to advertising. 
C) Hispanics communities are spread out through the entire country and therefore difficult to target. 
D) Hispanics believe all marketers are dishonest and don't trust any messages marketers put forth. 
E) Assimilation is very important and the Hispanic community finds cultural target marketing offensive. 
A) The Hispanic subculture is very diverse. 
B) Hispanics don't pay a significant amount of attention to advertising. 
C) Hispanics communities are spread out through the entire country and therefore difficult to target. 
D) Hispanics believe all marketers are dishonest and don't trust any messages marketers put forth. 
E) Assimilation is very important and the Hispanic community finds cultural target marketing offensive.

Question 17

Lifestyle refers to

Accepted Answer

A) a subjective measurement of the importance of freedom of choice to spend one's time and money as one pleases. 
B) a mode of living that is defined by how people choose to spend their discretionary income and leisure time. 
C) a self-defined identification of belonging to a lower, lower-middle, middle, upper-middle, or upper class in terms of choices that can be made about how one's money is spent. 
D) a self-defined identification of belonging to a lower, lower-middle, middle, upper-middle, or upper class in terms values, attitudes, and beliefs. 
E) a mode of living that is identified by how people spend their time and resources; what they consider important in their environment; and what they think of themselves and the world around them. 
A) a subjective measurement of the importance of freedom of choice to spend one's time and money as one pleases. 
B) a mode of living that is defined by how people choose to spend their discretionary income and leisure time. 
C) a self-defined identification of belonging to a lower, lower-middle, middle, upper-middle, or upper class in terms of choices that can be made about how one's money is spent. 
D) a self-defined identification of belonging to a lower, lower-middle, middle, upper-middle, or upper class in terms values, attitudes, and beliefs. 
E) a mode of living that is identified by how people spend their time and resources; what they consider important in their environment; and what they think of themselves and the world around them.

Question 18

Because Marla is so strongly committed to a fat-free diet, she did not see a recent report by the New England Journal of Medicine that suggested that some fat in our diet is healthy.The report was contained in the newspaper that Marla reads daily, but the reason Marla did not see it is most likely the result of

Accepted Answer

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

Question 19

A(n) __________ for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low.

Accepted Answer

A) internal search 
B) external search 
C) alternative evaluation 
D) cognitive dissonance 
E) postpurchase search 
A) internal search 
B) external search 
C) alternative evaluation 
D) cognitive dissonance 
E) postpurchase search

Question 20

Consideration set refers to

Accepted Answer

A) the group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware. 
B) the group of brands a consumer would consider acceptable from among all the brands in the product class. 
C) the group of brands of which a consumer is aware. 
D) all possible substitutes that may satisfy a consumer's needs regardless of the product class. 
E) those product alternatives a consumer has considered but deemed unacceptable. 
A) the group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware. 
B) the group of brands a consumer would consider acceptable from among all the brands in the product class. 
C) the group of brands of which a consumer is aware. 
D) all possible substitutes that may satisfy a consumer's needs regardless of the product class. 
E) those product alternatives a consumer has considered but deemed unacceptable.

The Strategic Business Insights (SRI's) VALS program is an example of a

Of what significance to marketing is the family life cycle?

In marketing, advertisements or salespeople can activate a consumer's decision process by

FIGURE 5-6 -According to Figure 5-6 above, a sense of self fulfillment would be found in level

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

To attract new members, a golf club would focus its marketing efforts on people who view the current members as a(n) __________ group.

Three teen-aged girls spent hours at the store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this outfit looks?" This situation is most closely related to which of the following situational influences?

The Values and Lifestyle (VALS) program

A favorable attitude toward and consistent purchase of a single brand over time is referred to as

A need that moves an individual to action is a(n) __________.

The question "How long is the warranty for this new Frigidaire dishwasher?" would be asked during the __________ stage in the consumer purchase decision process.

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

When a man picks up a teddy bear in a toy store and tells the clerk, "This is for my son's first birthday," which situational influence is being demonstrated?

Which of the following is a reason that marketing to Hispanics has proven to be a challenge?

Lifestyle refers to

A(n) __________ for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low.

Consideration set refers to

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

The Strategic Business Insights (SRI's) VALS program is an example of a

Of what significance to marketing is the family life cycle?

In marketing, advertisements or salespeople can activate a consumer's decision process by

FIGURE 5-6 -According to Figure 5-6 above, a sense of self fulfillment would be found in level

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

To attract new members, a golf club would focus its marketing efforts on people who view the current members as a(n) __________ group.

Three teen-aged girls spent hours at the store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this outfit looks?" This situation is most closely related to which of the following situational influences?

The Values and Lifestyle (VALS) program

A favorable attitude toward and consistent purchase of a single brand over time is referred to as

A need that moves an individual to action is a(n) __________.

The question "How long is the warranty for this new Frigidaire dishwasher?" would be asked during the __________ stage in the consumer purchase decision process.

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

When a man picks up a teddy bear in a toy store and tells the clerk, "This is for my son's first birthday," which situational influence is being demonstrated?

Which of the following is a reason that marketing to Hispanics has proven to be a challenge?

Lifestyle refers to

A(n) __________ for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low.

Consideration set refers to

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