Question 1

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

Accepted Answer

A) If the alternatives in a consideration set do not meet the requirements of the evaluative criteria, the entire decision process is usually discontinued. 
B) Consumers often have several criteria for evaluating a single product. 
C) Evaluative criteria represent objective rather than subjective attributes. 
D) Evaluative criteria represent subjective rather than objective attributes. 
E) Ultimately, the most important evaluative criterion is price 
A) If the alternatives in a consideration set do not meet the requirements of the evaluative criteria, the entire decision process is usually discontinued. 
B) Consumers often have several criteria for evaluating a single product. 
C) Evaluative criteria represent objective rather than subjective attributes. 
D) Evaluative criteria represent subjective rather than objective attributes. 
E) Ultimately, the most important evaluative criterion is price

Question 2

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 3

An external search for product information is likely to occur when

Accepted Answer

A) the cost of gathering information is low. 
B) review of past experience provides adequate information. 
C) the risk of making a wrong purchase decision is low. 
D) the item is frequently purchased. 
E) the item is for personal use rather than for professional use 
A) the cost of gathering information is low. 
B) review of past experience provides adequate information. 
C) the risk of making a wrong purchase decision is low. 
D) the item is frequently purchased. 
E) the item is for personal use rather than for professional use

Question 4

The concept that consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors, is referred to as the

Accepted Answer

A) family scale. 
B) family life cycle. 
C) family continuum. 
D) household socialization. 
E) household patterning. 
A) family scale. 
B) family life cycle. 
C) family continuum. 
D) household socialization. 
E) household patterning.

Question 5

Jennifer usually worked long hours at her job at the hospital, so her husband Ari, an amateur chef, prepared most of the meals for the family. As an anniversary gift, Jennifer bought Ari a top-of-the-line professional cook top and range. Ari's primary role in this process was that of __________.

Accepted Answer

A) information gatherer 
B) influencer 
C) purchaser 
D) decision maker 
E) user 
A) information gatherer 
B) influencer 
C) purchaser 
D) decision maker 
E) user

Question 6

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

Accepted Answer

A) a gift for her babysitter. 
B) an iPhone. 
C) disposable diapers. 
D) a swing set. 
E) a weekend getaway. 
A) a gift for her babysitter. 
B) an iPhone. 
C) disposable diapers. 
D) a swing set. 
E) a weekend getaway.

Question 7

Subcultures refer to

Accepted Answer

A) subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures. 
B) groups within organizations whose values and beliefs influence the corporate culture. 
C) subgroups within the larger, or national, culture with unique values, ideas, and attitudes. 
D) stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture. 
E) the designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully formed but are still influenced both by their families and society. 
A) subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures. 
B) groups within organizations whose values and beliefs influence the corporate culture. 
C) subgroups within the larger, or national, culture with unique values, ideas, and attitudes. 
D) stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture. 
E) the designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully formed but are still influenced both by their families and society.

Question 8

Glow Pets, from the makers of Pillow Pets, are a light-up pillow product designed for young children. The pillows are colorful animals that produce a soft light for 20 minutes at a time and were produced for children with a fear of the dark. As a result, the company aired some ads on various TV programs showing children being comforted and sleeping restfully with a Glow Pet, making parents and kids alike desire such a situation. The content of the advertising's message most likely focuses on which stage of the consumer purchase decision process?

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

Lifestyle refers to

Accepted Answer

A) the set of behaviors that is a result of spending one's time and money as one pleases. 
B) a mode of living that is defined by one's personal moral philosophy. 
C) the similar values, interests, and behaviors that members of society share. 
D) a self-defined identification of belonging to a lower, lower-middle, middle, upper-middle, or upper class in terms of 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) the set of behaviors that is a result of spending one's time and money as one pleases. 
B) a mode of living that is defined by one's personal moral philosophy. 
C) the similar values, interests, and behaviors that members of society share. 
D) a self-defined identification of belonging to a lower, lower-middle, middle, upper-middle, or upper class in terms of 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 10

When strolling through the grocery store, a toddler tells her mother, "Yuck, I don't like peas." Her mother puts down the peas and chooses green beans instead. The role of the little girl in this purchase was that of __________.

Accepted Answer

A) information gatherer 
B) influencer 
C) purchaser 
D) decision maker 
E) user 
A) information gatherer 
B) influencer 
C) purchaser 
D) decision maker 
E) user

Question 11

Retailers can reduce problems associated with selective retention by

Accepted Answer

A) hiring well-known celebrities to sponsor their products. 
B) adding more end-aisle and other point-of-purchase displays throughout the store. 
C) providing brochures for consumers to take home. 
D) adopting advertising campaigns that use bright colors and a new selection of popular background music. 
E) offering extended service warranties. 
A) hiring well-known celebrities to sponsor their products. 
B) adding more end-aisle and other point-of-purchase displays throughout the store. 
C) providing brochures for consumers to take home. 
D) adopting advertising campaigns that use bright colors and a new selection of popular background music. 
E) offering extended service warranties.

Question 12

When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, its strategy is to reduce a consumer's __________ and encourage purchases.

Accepted Answer

A) consumer angst 
B) cognitive dissonance 
C) perceived risk 
D) purchase anxiety 
E) consumer cynicism 
A) consumer angst 
B) cognitive dissonance 
C) perceived risk 
D) purchase anxiety 
E) consumer cynicism

Question 13

In the VALS framework, consumers who favor established, prestige products and services and are interested in time-saving devices given their hectic schedules are called

Accepted Answer

A) Thinkers. 
B) Believers. 
C) Strivers. 
D) Experiencers. 
E) Achievers. 
A) Thinkers. 
B) Believers. 
C) Strivers. 
D) Experiencers. 
E) Achievers.

Question 14

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

Accepted Answer

A) previous ownership of a product. 
B) a Better Business Bureau rating. 
C) a product display in a retail store. 
D) a consumer program on talk radio. 
E) your mother. 
A) previous ownership of a product. 
B) a Better Business Bureau rating. 
C) a product display in a retail store. 
D) a consumer program on talk radio. 
E) your mother.

Question 15

BMW StreetCarver was a $495 skateboard that featured BMW's technology in its wheel suspension, which stabilizes the board's sleek design and allows for greater control around sharp curves. BMW wanted its skateboard to be within the consideration set of potential skateboard buyers. In this case, it most likely focused on

Accepted Answer

A) reducing the postpurchase dissatisfaction that may result from purchasing its product. 
B) making sure its representatives attend sporting events such as ESPN's X-Games to get new product ideas. 
C) making appeals directed towards motivational ego needs. 
D) explaining the stability and control aspects of the StreetCarver in its advertising messages. 
E) creating personality profiles for skateboarders. 
A) reducing the postpurchase dissatisfaction that may result from purchasing its product. 
B) making sure its representatives attend sporting events such as ESPN's X-Games to get new product ideas. 
C) making appeals directed towards motivational ego needs. 
D) explaining the stability and control aspects of the StreetCarver in its advertising messages. 
E) creating personality profiles for skateboarders.

Question 16

Between classes, many college students stop at conveniently located vending machines for their favorite candy bars and soft drinks. Their choices are generally made quickly and with little or no effort to consider alternative product offerings. These college students are most likely involved in __________ problem solving purchase situations.

Accepted Answer

A) limited 
B) routine 
C) extensive 
D) intensive 
E) unlimited 
A) limited 
B) routine 
C) extensive 
D) intensive 
E) unlimited

Question 17

Groupon built its business model on the premise that

Accepted Answer

A) consumers would be receptive to online sweepstakes. 
B) businesses would be willing to post their 30-second TV advertising on a social network. 
C) consumers would want to "check in" and earn points and badges for visiting businesses. 
D) consumers would band together and try a new product or service if businesses would offer lower prices to entice them to take advantage of a daily deal offered to them. 
E) consumers would be willing to pay for fun and exciting online video games that are playable on their smartphones and tablet devices. 
A) consumers would be receptive to online sweepstakes. 
B) businesses would be willing to post their 30-second TV advertising on a social network. 
C) consumers would want to "check in" and earn points and badges for visiting businesses. 
D) consumers would band together and try a new product or service if businesses would offer lower prices to entice them to take advantage of a daily deal offered to them. 
E) consumers would be willing to pay for fun and exciting online video games that are playable on their smartphones and tablet devices.

Question 18

Which of the following statements about personality is most accurate?

Accepted Answer

A) Personality is dynamic and typically changes several times as a person matures. 
B) Most personality traits are inherited or formed at an early age. 
C) Personality is the energizing force that makes consumer behavior purposeful. 
D) Most personality traits are formed during adulthood and don't change thereafter. 
E) People with compliant personalities prefer lesser known brand names. 
A) Personality is dynamic and typically changes several times as a person matures. 
B) Most personality traits are inherited or formed at an early age. 
C) Personality is the energizing force that makes consumer behavior purposeful. 
D) Most personality traits are formed during adulthood and don't change thereafter. 
E) People with compliant personalities prefer lesser known brand names.

Question 19

-VALS creates profiles of people based on their primary motivation and resources. In the VALS framework above, D refers to

Accepted Answer

A) Ideals. 
B) Achievement. 
C) Self-Expression. 
D) Survivors. 
E) Innovators. 
A) Ideals. 
B) Achievement. 
C) Self-Expression. 
D) Survivors. 
E) Innovators.

Question 20

-In Figure 4-1 above, C represents which stage of the consumer purchase decision process?

Accepted Answer

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

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

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

An external search for product information is likely to occur when

The concept that consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors, is referred to as the

Jennifer usually worked long hours at her job at the hospital, so her husband Ari, an amateur chef, prepared most of the meals for the family. As an anniversary gift, Jennifer bought Ari a top-of-the-line professional cook top and range. Ari's primary role in this process was that of __________.

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

Subcultures refer to

Lifestyle refers to

When strolling through the grocery store, a toddler tells her mother, "Yuck, I don't like peas." Her mother puts down the peas and chooses green beans instead. The role of the little girl in this purchase was that of __________.

Retailers can reduce problems associated with selective retention by

When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, its strategy is to reduce a consumer's __________ and encourage purchases.

In the VALS framework, consumers who favor established, prestige products and services and are interested in time-saving devices given their hectic schedules are called

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

Groupon built its business model on the premise that

Which of the following statements about personality is most accurate?

-VALS creates profiles of people based on their primary motivation and resources. In the VALS framework above, D refers to

-In Figure 4-1 above, C represents which stage 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

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

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

An external search for product information is likely to occur when

The concept that consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors, is referred to as the

Jennifer usually worked long hours at her job at the hospital, so her husband Ari, an amateur chef, prepared most of the meals for the family. As an anniversary gift, Jennifer bought Ari a top-of-the-line professional cook top and range. Ari's primary role in this process was that of __________.

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

Subcultures refer to

Lifestyle refers to

When strolling through the grocery store, a toddler tells her mother, "Yuck, I don't like peas." Her mother puts down the peas and chooses green beans instead. The role of the little girl in this purchase was that of __________.

Retailers can reduce problems associated with selective retention by

When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, its strategy is to reduce a consumer's __________ and encourage purchases.

In the VALS framework, consumers who favor established, prestige products and services and are interested in time-saving devices given their hectic schedules are called

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

Groupon built its business model on the premise that

Which of the following statements about personality is most accurate?

-VALS creates profiles of people based on their primary motivation and resources. In the VALS framework above, D refers to

-In Figure 4-1 above, C represents which stage 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