Question 1

Teenagers influence $650 billion in family purchases annually.They also spend an additional __________ of their own money annually.

Accepted Answer

A) $100 million a year 
B) $500 million a year 
C) $1 billion a year 
D) $208 billion a year 
E) $900 billion a year 
A) $100 million a year 
B) $500 million a year 
C) $1 billion a year 
D) $208 billion a year 
E) $900 billion a year

Question 2

It is time for the Ramirez family to plan its annual vacation.The father wants to stay home this year and use the vacation money to work on the house.The paternal grandmother who lives with them wants to visit relatives in New York.The father asks his mother to determine how much a trip to New York would cost the family and if they could stay with relatives while they were there.The mother and the daughter Mary want to go to the beach.Which of the following sentences best describes the roles the individual family members played in making this decision?

Accepted Answer

A) There is no family member serving as information gatherer. 
B) The only role played by the mother and the grandmother is 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 information gatherer. 
B) The only role played by the mother and the grandmother is 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 3

In the United States, grapefruit is almost exclusively eaten as a breakfast fruit.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 4

FIGURE 5-8  
-When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, in Figure 5-8 above, their strategy is to reduce the consumer's __________ and encourage purchases.

Accepted Answer

A) perceived risk 
B) behavioral risk 
C) retentive learning 
D) functional learning 
E) motivated learning 
A) perceived risk 
B) behavioral risk 
C) retentive learning 
D) functional learning 
E) motivated learning

Question 5

If a fraternity wanted to attract new members, it should focus on people who viewed the current members as a(n) __________ group.

Accepted Answer

A) membership 
B) aspiration 
C) dissociative 
D) reference 
E) involvement 
A) membership 
B) aspiration 
C) dissociative 
D) reference 
E) involvement

Question 6

A filtering of exposure, comprehension, and retention is called __________.

Accepted Answer

A) selective perception 
B) selective attention 
C) selective intuition 
D) selective retention 
E) stimulus discrimination 
A) selective perception 
B) selective attention 
C) selective intuition 
D) selective retention 
E) stimulus discrimination

Question 7

Elizabeth Sands has decided to purchase a new electric blender and plans to call several friends for updated information about alternative brands.She is not concerned about where she buys it as long as she receives a very liberal return policy should anything go wrong.In making her decision Sands will engage in which of the following problem solving methods?

Accepted Answer

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

Question 8

There are five stages in the purchase decision process.The third stage is __________.

Accepted Answer

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

Question 9

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

Accepted Answer

A) economic 
B) situational 
C) environmental 
D) marketing mix 
E) market dominated 
A) economic 
B) situational 
C) environmental 
D) marketing mix 
E) market dominated

Question 10

Once a consumer has completed the alternative evaluation stage of the consumer purchase decision process two choices remain:

Accepted Answer

A) to use credit or to pay cash. 
B) to buy one or buy several. 
C) from whom to buy and when to buy. 
D) to buy immediately or wait for it to go on sale. 
E) to buy in person or to buy online. 
A) to use credit or to pay cash. 
B) to buy one or buy several. 
C) from whom to buy and when to buy. 
D) to buy immediately or wait for it to go on sale. 
E) to buy in person or to buy online.

Question 11

FIGURE 5-3  
-In Figure 5-3 above, column "C" represents which of the following?

Accepted Answer

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

Question 12

Making connections between two or more ideas or simply observing the outcomes of others' behaviors and adjusting one's own behavior accordingly is what type of learning?

Accepted Answer

A) stimulus discrimination 
B) cognitive learning 
C) social adaptation 
D) stimulus generalization 
E) behavioral learning 
A) stimulus discrimination 
B) cognitive learning 
C) social adaptation 
D) stimulus generalization 
E) behavioral learning

Question 13

Those needs that are concerned with love and friendship are referred to as __________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

FIGURE 5-3  
-In Figure 5-3 above, identify which column, A, B, or C describes "limited problem solving."

Accepted Answer

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

Question 15

Interpreting information so that it is consistent with your attitudes and beliefs is referred to as

Accepted Answer

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

Question 16

A(n) __________ in the consumer purchase decision process occurs when consumers scan their memory 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 17

FIGURE 5-11  
-BzzAgent, as illustrated in Figure 5-11 above, is a firm that specializes in a marketing strategy known as

Accepted Answer

A) sting 
B) buzz 
C) nip 
D) murmur 
E) drone 
A) sting 
B) buzz 
C) nip 
D) murmur 
E) drone

Question 18

FIGURE 5-1  
-Figure 5-1 above represents the five stages of the purchase decision process.Cell "E" 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 19

There are various non-profit publications dedicated to assist in consumer education and decision making.Examples of these public sources of information for an external information search include __________, government agencies, and T.V."consumer programs."

Accepted Answer

A) advertisements 
B) Consumer Reports magazine 
C) sales personnel 
D) friends and relatives 
E) point of purchase displays 
A) advertisements 
B) Consumer Reports magazine 
C) sales personnel 
D) friends and relatives 
E) point of purchase displays

Question 20

The purchase of a bottle of water is a low-involvement purchase.How can a marketer convince people to buy a market leader, Perrier brand water, instead of one of the numerous other brands displayed on retailers' shelves?

Accepted Answer

A) avoid Perrier brand stock-outs in retailers 
B) make the purchase decision high involvement 
C) offer coupons for Perrier bottled water 
D) convince retailers to offer only Perrier water 
E) denigrate its competition 
A) avoid Perrier brand stock-outs in retailers 
B) make the purchase decision high involvement 
C) offer coupons for Perrier bottled water 
D) convince retailers to offer only Perrier water 
E) denigrate its competition

Teenagers influence $650 billion in family purchases annually.They also spend an additional __________ of their own money annually.

In the United States, grapefruit is almost exclusively eaten as a breakfast fruit.This situation is most closely related to which of the following situational influences?

FIGURE 5-8 -When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, in Figure 5-8 above, their strategy is to reduce the consumer's __________ and encourage purchases.

If a fraternity wanted to attract new members, it should focus on people who viewed the current members as a(n) __________ group.

A filtering of exposure, comprehension, and retention is called __________.

There are five stages in the purchase decision process.The third stage is __________.

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

Once a consumer has completed the alternative evaluation stage of the consumer purchase decision process two choices remain:

FIGURE 5-3 -In Figure 5-3 above, column "C" represents which of the following?

Making connections between two or more ideas or simply observing the outcomes of others' behaviors and adjusting one's own behavior accordingly is what type of learning?

Those needs that are concerned with love and friendship are referred to as __________needs.

FIGURE 5-3 -In Figure 5-3 above, identify which column, A, B, or C describes "limited problem solving."

Interpreting information so that it is consistent with your attitudes and beliefs is referred to as

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

FIGURE 5-11 -BzzAgent, as illustrated in Figure 5-11 above, is a firm that specializes in a marketing strategy known as

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

There are various non-profit publications dedicated to assist in consumer education and decision making.Examples of these public sources of information for an external information search include __________, government agencies, and T.V."consumer programs."

The purchase of a bottle of water is a low-involvement purchase.How can a marketer convince people to buy a market leader, Perrier brand water, instead of one of the numerous other brands displayed on retailers' shelves?

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

Teenagers influence $650 billion in family purchases annually.They also spend an additional __________ of their own money annually.

In the United States, grapefruit is almost exclusively eaten as a breakfast fruit.This situation is most closely related to which of the following situational influences?

FIGURE 5-8 -When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, in Figure 5-8 above, their strategy is to reduce the consumer's __________ and encourage purchases.

If a fraternity wanted to attract new members, it should focus on people who viewed the current members as a(n) __________ group.

A filtering of exposure, comprehension, and retention is called __________.

There are five stages in the purchase decision process.The third stage is __________.

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

Once a consumer has completed the alternative evaluation stage of the consumer purchase decision process two choices remain:

FIGURE 5-3 -In Figure 5-3 above, column "C" represents which of the following?

Making connections between two or more ideas or simply observing the outcomes of others' behaviors and adjusting one's own behavior accordingly is what type of learning?

Those needs that are concerned with love and friendship are referred to as __________needs.

FIGURE 5-3 -In Figure 5-3 above, identify which column, A, B, or C describes "limited problem solving."

Interpreting information so that it is consistent with your attitudes and beliefs is referred to as

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

FIGURE 5-11 -BzzAgent, as illustrated in Figure 5-11 above, is a firm that specializes in a marketing strategy known as

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

There are various non-profit publications dedicated to assist in consumer education and decision making.Examples of these public sources of information for an external information search include __________, government agencies, and T.V."consumer programs."

The purchase of a bottle of water is a low-involvement purchase.How can a marketer convince people to buy a market leader, Perrier brand water, instead of one of the numerous other brands displayed on retailers' shelves?

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