Question 1

The objective and subjective attributes of a brand consumers use to compare different products and brands are referred to as

Accepted Answer

A) temporal states. 
B) antecedent states. 
C) information sources. 
D) evaluative criteria. 
E) the consideration set. 
A) temporal states. 
B) antecedent states. 
C) information sources. 
D) evaluative criteria. 
E) the consideration set.

Question 2

Pepsi-Cola made "freshness" an important product attribute when it stamped freshness dates on its cans.Prior to doing so, few consumers considered cola freshness an issue.Pepsi is trying to change consumer's attitudes toward Pepsi 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. 
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.

Question 3

Scanning your memory for previous experiences with products or brands is called

Accepted Answer

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

Question 4

Consumer behavior that results from consumer socialization, passage through the family life cycle, and decision-making within the family or household is referred to as __________ influence.

Accepted Answer

A) functional 
B) demographic 
C) family 
D) social 
E) personal 
A) functional 
B) demographic 
C) family 
D) social 
E) personal

Question 5

Which of the following statements concerning evaluative criteria is most accurate?

Accepted Answer

A) Even if the alternatives in a person's consideration set don't really satisfy them, people are not willing to continue the search. 
B) Consumers often have several criteria for evaluating products. 
C) Evaluative criteria represent objective rather than subjective attributes. 
D) Evaluative criteria represent subjective rather than objective attributes. 
E) Ultimately, the most important evaluative criteria is price. 
A) Even if the alternatives in a person's consideration set don't really satisfy them, people are not willing to continue the search. 
B) Consumers often have several criteria for evaluating products. 
C) Evaluative criteria represent objective rather than subjective attributes. 
D) Evaluative criteria represent subjective rather than objective attributes. 
E) Ultimately, the most important evaluative criteria is price.

Question 6

Selective exposure is most likely to occur during which stage of the consumer decision process?

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 7

In the VALS system, consumers with the least resources of any segment, focus on meeting basic needs (safety and security) rather than fulfilling desires are __________.

Accepted Answer

A) strivers 
B) believers 
C) have nots 
D) survivors 
E) hopefuls 
A) strivers 
B) believers 
C) have nots 
D) survivors 
E) hopefuls

Question 8

Marketers recognize that people have an actual self-concept and __________.

Accepted Answer

A) a view of self determined by their peers 
B) a view of self determined by their family 
C) a negative self-concept 
D) an ideal self-concept 
E) an evolving self-concept 
A) a view of self determined by their peers 
B) a view of self determined by their family 
C) a negative self-concept 
D) an ideal self-concept 
E) an evolving self-concept

Question 9

Which of the following statements about African-American buying patterns is most accurate?

Accepted Answer

A) African-Americans spend more on products for girls, especially in terms of clothing. 
B) Differences in buying patterns are less within the African-American subculture than between African-Americans and Caucasians of similar status. 
C) While African-Americans are not especially price conscious, they are strongly motivated by quality and choice. 
D) Adult African-Americans spend half as much on online services. 
E) When socioeconomic status differences between African Americans and Caucasians are removed, there are more similarities than differences. 
A) African-Americans spend more on products for girls, especially in terms of clothing. 
B) Differences in buying patterns are less within the African-American subculture than between African-Americans and Caucasians of similar status. 
C) While African-Americans are not especially price conscious, they are strongly motivated by quality and choice. 
D) Adult African-Americans spend half as much on online services. 
E) When socioeconomic status differences between African Americans and Caucasians are removed, there are more similarities than differences.

Question 10

The Ford Escape uses hybrid fuel technology to deliver more power, convenience, prestige, and fuel economy.These criteria would be used in which stage of the consumer purchase decision process for an automobile?

Accepted Answer

A) problem recognition 
B) needs analysis 
C) purchase decision 
D) information search 
E) postpurchase evaluation 
A) problem recognition 
B) needs analysis 
C) purchase decision 
D) information search 
E) postpurchase evaluation

Question 11

The energizing force that stimulates behavior to satisfy a need is referred to as

Accepted Answer

A) selective perception 
B) antecedent state 
C) motivation 
D) cognitive dissonance 
E) perception 
A) selective perception 
B) antecedent state 
C) motivation 
D) cognitive dissonance 
E) perception

Question 12

Consumers motivated by ideals are guided by knowledge and principle.__________ are conservative, conventional people with concrete beliefs based on traditional, established codes: family, religion, community, and the nation.

Accepted Answer

A) Thinkers 
B) Believers 
C) Achievers 
D) Strivers 
E) Makers 
A) Thinkers 
B) Believers 
C) Achievers 
D) Strivers 
E) Makers

Question 13

In the hierarchy of needs water, food, and oxygen would be considered __________ needs.

Accepted Answer

A) physiological 
B) safety 
C) social 
D) personal 
E) psychological 
A) physiological 
B) safety 
C) social 
D) personal 
E) psychological

Question 14

People to whom an individual looks as a basis for self-appraisal or as a source of personal standards are referred to as

Accepted Answer

A) action-oriented consumers. 
B) principle-oriented consumers. 
C) opinion leaders. 
D) social classes. 
E) reference groups. 
A) action-oriented consumers. 
B) principle-oriented consumers. 
C) opinion leaders. 
D) social classes. 
E) reference groups.

Question 15

BMW StreetCarver is a 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 is concerned with making sure its skateboard is in the consideration set of potential skateboard buyers.In this case, it most likely should focus on

Accepted Answer

A) reducing the postpurchase dissatisfaction that may result from purchasing its product. 
B) making sure its advertisements get on the air during sporting events such as exhibition skateboarding. 
C) making appeals directed towards motivational ego needs. 
D) explaining the importance of sleek design as an attribute so the StreetCarver becomes part of a skateboarder's consideration set. 
E) creating personality profiles for skateboarders. 
A) reducing the postpurchase dissatisfaction that may result from purchasing its product. 
B) making sure its advertisements get on the air during sporting events such as exhibition skateboarding. 
C) making appeals directed towards motivational ego needs. 
D) explaining the importance of sleek design as an attribute so the StreetCarver becomes part of a skateboarder's consideration set. 
E) creating personality profiles for skateboarders.

Question 16

Name the five situational influences that affect our purchase decision processes.

Accepted Answer

Situational influences include

Question 17

When the state of Virginia touts the slogan "Virginia is for Lovers," they are trying to appeal to people's __________ in order to attract them as potential residents and/or part of its workforce.

Accepted Answer

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

Question 18

Which of the following statements about how women buy cars today is most accurate?

Accepted Answer

A) Women are more concerned with features that would help survive an accident; men are more concerned with features that would help avoid an accident. 
B) Women have definite likes or dislikes when buying a car, but they don't feel comfortable expressing their opinions. 
C) When it comes to the actual purchase process, women are much more adept negotiators than men. 
D) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage. 
E) Women usually shop three dealerships before making a decision, and men usually only shop two. 
A) Women are more concerned with features that would help survive an accident; men are more concerned with features that would help avoid an accident. 
B) Women have definite likes or dislikes when buying a car, but they don't feel comfortable expressing their opinions. 
C) When it comes to the actual purchase process, women are much more adept negotiators than men. 
D) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage. 
E) Women usually shop three dealerships before making a decision, and men usually only shop two.

Question 19

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

Accepted Answer

A) Information search. 
B) Problem recognition. 
C) Alternative evaluation. 
D) Purchase decision. 
E) Postpurchase behavior. 
A) Information search. 
B) Problem recognition. 
C) Alternative evaluation. 
D) Purchase decision. 
E) Postpurchase behavior.

Question 20

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n) __________ group.

Accepted Answer

A) primary reference 
B) membership 
C) aspiration 
D) dissociative 
E) integrated 
A) primary reference 
B) membership 
C) aspiration 
D) dissociative 
E) integrated

The objective and subjective attributes of a brand consumers use to compare different products and brands are referred to as

Pepsi-Cola made "freshness" an important product attribute when it stamped freshness dates on its cans.Prior to doing so, few consumers considered cola freshness an issue.Pepsi is trying to change consumer's attitudes toward Pepsi by

Scanning your memory for previous experiences with products or brands is called

Consumer behavior that results from consumer socialization, passage through the family life cycle, and decision-making within the family or household is referred to as __________ influence.

Which of the following statements concerning evaluative criteria is most accurate?

Selective exposure is most likely to occur during which stage of the consumer decision process?

In the VALS system, consumers with the least resources of any segment, focus on meeting basic needs (safety and security) rather than fulfilling desires are __________.

Marketers recognize that people have an actual self-concept and __________.

Which of the following statements about African-American buying patterns is most accurate?

The Ford Escape uses hybrid fuel technology to deliver more power, convenience, prestige, and fuel economy.These criteria would be used in which stage of the consumer purchase decision process for an automobile?

The energizing force that stimulates behavior to satisfy a need is referred to as

Consumers motivated by ideals are guided by knowledge and principle.__________ are conservative, conventional people with concrete beliefs based on traditional, established codes: family, religion, community, and the nation.

In the hierarchy of needs water, food, and oxygen would be considered __________ needs.

People to whom an individual looks as a basis for self-appraisal or as a source of personal standards are referred to as

Name the five situational influences that affect our purchase decision processes.

When the state of Virginia touts the slogan "Virginia is for Lovers," they are trying to appeal to people's __________ in order to attract them as potential residents and/or part of its workforce.

Which of the following statements about how women buy cars today is most accurate?

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

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n) __________ group.

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 objective and subjective attributes of a brand consumers use to compare different products and brands are referred to as

Pepsi-Cola made "freshness" an important product attribute when it stamped freshness dates on its cans.Prior to doing so, few consumers considered cola freshness an issue.Pepsi is trying to change consumer's attitudes toward Pepsi by

Scanning your memory for previous experiences with products or brands is called

Consumer behavior that results from consumer socialization, passage through the family life cycle, and decision-making within the family or household is referred to as __________ influence.

Which of the following statements concerning evaluative criteria is most accurate?

Selective exposure is most likely to occur during which stage of the consumer decision process?

In the VALS system, consumers with the least resources of any segment, focus on meeting basic needs (safety and security) rather than fulfilling desires are __________.

Marketers recognize that people have an actual self-concept and __________.

Which of the following statements about African-American buying patterns is most accurate?

The Ford Escape uses hybrid fuel technology to deliver more power, convenience, prestige, and fuel economy.These criteria would be used in which stage of the consumer purchase decision process for an automobile?

The energizing force that stimulates behavior to satisfy a need is referred to as

Consumers motivated by ideals are guided by knowledge and principle.__________ are conservative, conventional people with concrete beliefs based on traditional, established codes: family, religion, community, and the nation.

In the hierarchy of needs water, food, and oxygen would be considered __________ needs.

People to whom an individual looks as a basis for self-appraisal or as a source of personal standards are referred to as

Name the five situational influences that affect our purchase decision processes.

When the state of Virginia touts the slogan "Virginia is for Lovers," they are trying to appeal to people's __________ in order to attract them as potential residents and/or part of its workforce.

Which of the following statements about how women buy cars today is most accurate?

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

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n) __________ group.

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