Question 1

Situational influences refer to

Accepted Answer

A) the five aspects of the purchase situation that impact the consumer purchase decision process: purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states. 
B) the temporary impediments to a consumer's purchase decision. 
C) psychological concepts that are useful for interpreting buying processes and directing marketing efforts. 
D) the feelings of postpurchase anxiety that can arise from a number of different factors including social surroundings, physical surroundings, psychological effects, and precedent states. 
E) both the objective and subjective attributes a consumer uses to compare different products and brands. 
A) the five aspects of the purchase situation that impact the consumer purchase decision process: purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states. 
B) the temporary impediments to a consumer's purchase decision. 
C) psychological concepts that are useful for interpreting buying processes and directing marketing efforts. 
D) the feelings of postpurchase anxiety that can arise from a number of different factors including social surroundings, physical surroundings, psychological effects, and precedent states. 
E) both the objective and subjective attributes a consumer uses to compare different products and brands.

Question 2

In the VALS framework, each consumer segment exhibits unique media preferences. Which segment is most likely to view outdoor advertising?

Accepted Answer

A) Strivers 
B) Experiencers 
C) Believers 
D) Survivors 
E) Makers 
A) Strivers 
B) Experiencers 
C) Believers 
D) Survivors 
E) Makers

Question 3

In behavioral learning, a(n) __________ is a stimulus or symbol perceived by consumers.

Accepted Answer

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

Question 4

Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need?

Accepted Answer

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

Question 5

An example of a marketer-dominated source of information consulted during an external search would include

Accepted Answer

A) advertising. 
B) personal experience. 
C) Consumer Reports magazine. 
D) consumer programs on talk radio stations. 
E) friends and relatives. 
A) advertising. 
B) personal experience. 
C) Consumer Reports magazine. 
D) consumer programs on talk radio stations. 
E) friends and relatives.

Question 6

The family life cycle concept refers to

Accepted Answer

A) the distinct phases a family progresses through from the birth of children to when the children leave home, each phase bringing with it identifiable purchasing behaviors. 
B) the distinct phases a family progresses through from the birth of children to retirement, each phase bringing with it identifiable purchasing behaviors. 
C) the distinct phases a blended family progresses through from marriage to separation, divorce, and remarriage, each phase bringing with it identifiable purchasing behaviors. 
D) the distinct phases a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors. 
E) the intergenerational purchasing habits and product preferences that are passed down from one generation to the next. 
A) the distinct phases a family progresses through from the birth of children to when the children leave home, each phase bringing with it identifiable purchasing behaviors. 
B) the distinct phases a family progresses through from the birth of children to retirement, each phase bringing with it identifiable purchasing behaviors. 
C) the distinct phases a blended family progresses through from marriage to separation, divorce, and remarriage, each phase bringing with it identifiable purchasing behaviors. 
D) the distinct phases a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors. 
E) the intergenerational purchasing habits and product preferences that are passed down from one generation to the next.

Question 7

Perceiving a difference between a person's ideal and actual situations that is 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 8

Josh told his father that the family needed a new computer, so his dad asked him to look into the latest products and their prices. Josh's mom asked that the new computer have an ergonomic keyboard because she has wrist problems. His sister Ann wanted the computer to have a lot of memory to edit videos. With this information, Josh's dad chose and ordered a Dell. Which best describes the roles each family member played in making this decision?

Accepted Answer

A) Josh's mother and Ann acted as information gatherers, users, and decision makers. 
B) Josh took on all the roles except that of purchaser. 
C) Josh's father took on all of the roles. 
D) Ann acted as a user and an influencer. 
E) Josh's mother acted as an information gatherer, a user, an influencer, and a gatekeeper. 
A) Josh's mother and Ann acted as information gatherers, users, and decision makers. 
B) Josh took on all the roles except that of purchaser. 
C) Josh's father took on all of the roles. 
D) Ann acted as a user and an influencer. 
E) Josh's mother acted as an information gatherer, a user, an influencer, and a gatekeeper.

Question 9

Perceived risk is

Accepted Answer

A) an unmerited fear of being taken advantage of in an exchange situation. 
B) the feeling of postpurchase psychological tension or anxiety that consumers may experience when faced with two or more highly attractive alternatives. 
C) the degree to which a seller is willing to make an exchange based upon a customer's credit worthiness. 
D) the personal, social, and economic significance of the purchase to the consumer. 
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 feeling of postpurchase psychological tension or anxiety that consumers may experience when faced with two or more highly attractive alternatives. 
C) the degree to which a seller is willing to make an exchange based upon a customer's credit worthiness. 
D) the personal, social, and economic significance of the purchase to the consumer. 
E) the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences.

Question 10

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 state. 
B) perceived risk. 
C) temporal uncertainty. 
D) spatial uncertainty. 
E) a positive precedent state 
A) a negative antecedent state. 
B) perceived risk. 
C) temporal uncertainty. 
D) spatial uncertainty. 
E) a positive precedent state

Question 11

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

Accepted Answer

A) relational sources. 
B) public sources. 
C) personal sources. 
D) stakeholder sources. 
E) marketer-dominated sources. 
A) relational sources. 
B) public sources. 
C) personal sources. 
D) stakeholder sources. 
E) marketer-dominated sources.

Question 12

-Considering Figure 4-5 above, a college education would be found in what level of the Maslow hierarchy of needs?

Accepted Answer

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

Question 13

Reference groups refer to

Accepted Answer

A) the relatively permanent, homogeneous divisions in a society that consists of people who share similar values, interests, and behaviors. 
B) individuals who exert direct or indirect social influence over others. 
C) people to whom an individual looks to as a basis for self-appraisal or as a source of personal standards. 
D) those buyers who, through the size of their purchases, affect where marketing dollars will be spent. 
E) those with whom a person does not wish to be a member of or identified with. 
A) the relatively permanent, homogeneous divisions in a society that consists of people who share similar values, interests, and behaviors. 
B) individuals who exert direct or indirect social influence over others. 
C) people to whom an individual looks to as a basis for self-appraisal or as a source of personal standards. 
D) those buyers who, through the size of their purchases, affect where marketing dollars will be spent. 
E) those with whom a person does not wish to be a member of or identified with.

Question 14

Edison noticed that prices at a new video game rental website were lower than those at most of the other gaming websites or retail stores such as Game Stop. He is exhibiting

Accepted Answer

A) cognitive dissonance. 
B) selective retention. 
C) selective comprehension. 
D) stimulus discrimination. 
E) stimulus generalization. 
A) cognitive dissonance. 
B) selective retention. 
C) selective comprehension. 
D) stimulus discrimination. 
E) stimulus generalization.

Question 15

What percentage of U.S. product sales is directly tied to word of mouth activity among friends, family, and colleagues?

Accepted Answer

A) 10 percent 
B) 25 percent 
C) 33 percent 
D) 50 percent 
E) 67 percent 
A) 10 percent 
B) 25 percent 
C) 33 percent 
D) 50 percent 
E) 67 percent

Question 16

Advertising explains that the drug Plavix works by preventing plaque buildup in arteries that can cause heart attack and stroke. This is an example of

Accepted Answer

A) using a cognitive learning technique. 
B) using a behavioral learning technique. 
C) reducing perceived risk. 
D) creating stimulus generalization. 
E) using an attitudinal learning techniqu 
A) using a cognitive learning technique. 
B) using a behavioral learning technique. 
C) reducing perceived risk. 
D) creating stimulus generalization. 
E) using an attitudinal learning techniqu

Question 17

Elizabeth has decided to purchase a new electric juicer and plans to call several friends for the latest 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, Elizabeth will engage in which of the following problem solving variations?

Accepted Answer

A) limited problem solving 
B) extended problem solving 
C) routine problem solving 
D) alternative problem solving 
E) integrated problem solving 
A) limited problem solving 
B) extended problem solving 
C) routine problem solving 
D) alternative problem solving 
E) integrated problem solving

Question 18

In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. __________ choose familiar products and brands, favor American-made products, and are generally brand loyal.

Accepted Answer

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

Question 19

Casey's girlfriend will celebrate her birthday next week, so he needs to buy her a gift. He remembers the brand of watch that she wears and considers if she would like a new one by the same maker. This is an example of what part of the consumer purchase decision process?

Accepted Answer

A) recollection search 
B) external search 
C) evaluative criteria 
D) antecedent states 
E) internal search 
A) recollection search 
B) external search 
C) evaluative criteria 
D) antecedent states 
E) internal search

Question 20

Dutch tulip growers have developed pre-sprouted bulbs which will bloom in just a few weeks after spring planting so people who did not plant bulbs in the fall can have spring flowers. Nurseries plan to promote the pre-sprouted tulips to people who appreciate finer things and will pay a premium price. Which of these VALS segments would be most suitable to target?

Accepted Answer

A) Survivors 
B) Believers 
C) Makers 
D) Innovators 
E) Experiencers 
A) Survivors 
B) Believers 
C) Makers 
D) Innovators 
E) Experiencers

Situational influences refer to

In the VALS framework, each consumer segment exhibits unique media preferences. Which segment is most likely to view outdoor advertising?

In behavioral learning, a(n) __________ is a stimulus or symbol perceived by consumers.

Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need?

An example of a marketer-dominated source of information consulted during an external search would include

The family life cycle concept refers to

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

Perceived risk is

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

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

-Considering Figure 4-5 above, a college education would be found in what level of the Maslow hierarchy of needs?

Reference groups refer to

Edison noticed that prices at a new video game rental website were lower than those at most of the other gaming websites or retail stores such as Game Stop. He is exhibiting

What percentage of U.S. product sales is directly tied to word of mouth activity among friends, family, and colleagues?

Advertising explains that the drug Plavix works by preventing plaque buildup in arteries that can cause heart attack and stroke. This is an example of

In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. __________ choose familiar products and brands, favor American-made products, and are generally brand loyal.

Casey's girlfriend will celebrate her birthday next week, so he needs to buy her a gift. He remembers the brand of watch that she wears and considers if she would like a new one by the same maker. This is an example of what part of the consumer purchase decision process?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment, Ethical Behavior, and Social Responsibility

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

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Filters

Exam 4: Understanding Consumer Behavior

Situational influences refer to

In the VALS framework, each consumer segment exhibits unique media preferences. Which segment is most likely to view outdoor advertising?

In behavioral learning, a(n) __________ is a stimulus or symbol perceived by consumers.

Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need?

An example of a marketer-dominated source of information consulted during an external search would include

The family life cycle concept refers to

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

Perceived risk is

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

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

-Considering Figure 4-5 above, a college education would be found in what level of the Maslow hierarchy of needs?

Reference groups refer to

Edison noticed that prices at a new video game rental website were lower than those at most of the other gaming websites or retail stores such as Game Stop. He is exhibiting

What percentage of U.S. product sales is directly tied to word of mouth activity among friends, family, and colleagues?

Advertising explains that the drug Plavix works by preventing plaque buildup in arteries that can cause heart attack and stroke. This is an example of

In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. __________ choose familiar products and brands, favor American-made products, and are generally brand loyal.

Casey's girlfriend will celebrate her birthday next week, so he needs to buy her a gift. He remembers the brand of watch that she wears and considers if she would like a new one by the same maker. This is an example of what part of the consumer purchase decision process?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment, Ethical Behavior, and Social Responsibility

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

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Filters