Question 1

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 2

the VALS framework,each consumer segment exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

Accepted Answer

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

Question 3

family life cycle concept describes the distinct phases a family progresses through from __________,each phase bringing with it identifiable purchasing behaviors.

Accepted Answer

A)  formation to retirement 
B)  birth to death 
C)  the birth of children to retirement 
D)  the birth of children until children leave home 
E)  marriage to retirement unless a divorce, separation, or death occurs 
A)  formation to retirement 
B)  birth to death 
C)  the birth of children to retirement 
D)  the birth of children until children leave home 
E)  marriage to retirement unless a divorce, separation, or death occurs

Question 4

a fraternity or sorority wanted to attract new members,it should focus on people who view its 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 5

Subliminal Book Cover Photo
-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)  buyer's remorse. 
A)  a negative antecedent state. 
B)  perceived risk. 
C)  temporal uncertainty. 
D)  spatial uncertainty. 
E)  buyer's remorse.

Question 6

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 7

Consumer behavior refers to

Accepted Answer

A)  the aspects of a consumer's decision-making processes that cannot be measured. 
B)  the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions. 
C)  the five stages a buyer passes through in making choices about which product and service to buy. 
D)  the mental and social processes that are innate in a person from birth. 
E)  those behaviors that result from (1) repeated experience and (2) reasoning. 
A)  the aspects of a consumer's decision-making processes that cannot be measured. 
B)  the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions. 
C)  the five stages a buyer passes through in making choices about which product and service to buy. 
D)  the mental and social processes that are innate in a person from birth. 
E)  those behaviors that result from (1) repeated experience and (2) reasoning.

Question 8

Robin wants to find the perfect gift for her grandparents' 50th wedding anniversary.She started looking for the gift last month and expects to spend another couple of months if needed to find a gift they both will like.Robin is engaging in

Accepted Answer

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

Question 9

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

Accepted Answer

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

Question 10

Comparative advertising,in which one brand is compared to another,is intended to cause consumers to perceive differences between the products featured in the advertising.Marketers who use comparative advertising are trying to use __________ to make consumers believe that its product is better than a competitor's offering.

Accepted Answer

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

Question 11

person's consistent behaviors or responses to recurring situations is referred to as

Accepted Answer

A)  motivation. 
B)  core values. 
C)  culture. 
D)  perception. 
E)  personality. 
A)  motivation. 
B)  core values. 
C)  culture. 
D)  perception. 
E)  personality.

Question 12

VALS Framework
-creates profiles of people based on their primary motivation and resources.In the VALS framework above,"B" 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 13

Perception refers to

Accepted Answer

A)  a person's consistent behaviors or responses to recurring situations. 
B)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
C)  the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. 
D)  seeing or hearing messages without being aware of them. 
E)  those qualities that either attract or repel other members of a person's personal, social, or professional environment. 
A)  a person's consistent behaviors or responses to recurring situations. 
B)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
C)  the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. 
D)  seeing or hearing messages without being aware of them. 
E)  those qualities that either attract or repel other members of a person's personal, social, or professional environment.

Question 14

Haggar Ad
-Samantha was often "on call" at the hospital,so her husband Ari,an amateur chef,prepared most of the meals for the family.As an anniversary gift,Samantha and her children decided to buy Ari a top-of-the-line professional cook stove.Ari's primary role in this process what 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 15

the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read business and news magazines?

Accepted Answer

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

Question 16

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

Accepted Answer

Physiological needs,the lowest level in

Question 17

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 18

Which of the following statements about brand loyalty is most accurate?

Accepted Answer

A)  Learning has little affect on brand loyalty because most habits are instinctual. 
B)  Brand loyalty increases the perceived risk associated with impulse purchases. 
C)  The incidence of brand loyalty is steadily rising in North America. 
D)  Brand loyalty results from the positive reinforcement of previous actions. 
E)  The best way to enhance brand loyalty is to brand all new products with the same brand name. 
A)  Learning has little affect on brand loyalty because most habits are instinctual. 
B)  Brand loyalty increases the perceived risk associated with impulse purchases. 
C)  The incidence of brand loyalty is steadily rising in North America. 
D)  Brand loyalty results from the positive reinforcement of previous actions. 
E)  The best way to enhance brand loyalty is to brand all new products with the same brand name.

Question 19

Figure 5-5
-According to Figure 5-5 above,a sense of self-fulfillment would be found in what level of the hierarchy of needs?

Accepted Answer

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

Question 20

process of seeing or hearing messages without being aware of them is referred to as

Accepted Answer

A)  selective retention. 
B)  subliminal perception. 
C)  selective perception. 
D)  selective attention. 
E)  indifference. 
A)  selective retention. 
B)  subliminal perception. 
C)  selective perception. 
D)  selective attention. 
E)  indifference.

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

the VALS framework,each consumer segment exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

family life cycle concept describes the distinct phases a family progresses through from __________,each phase bringing with it identifiable purchasing behaviors.

a fraternity or sorority wanted to attract new members,it should focus on people who view its current members as a(n)__________ group.

Subliminal Book Cover Photo -anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

Groupon built its business model on the premise that

Consumer behavior refers to

Robin wants to find the perfect gift for her grandparents' 50^thwedding anniversary.She started looking for the gift last month and expects to spend another couple of months if needed to find a gift they both will like.Robin is engaging in

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

person's consistent behaviors or responses to recurring situations is referred to as

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

Perception refers to

the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read business and news magazines?

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

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

Which of the following statements about brand loyalty is most accurate?

Figure 5-5 -According to Figure 5-5 above,a sense of self-fulfillment would be found in what level of the hierarchy of needs?

process of seeing or hearing messages without being aware of them is referred to as

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable 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

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multi-Channel Marketing

Pulling It All Together: The Strategic Marketing Process

Filters

Exam 5: Understanding Consumer Behavior

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

the VALS framework,each consumer segment exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

family life cycle concept describes the distinct phases a family progresses through from __________,each phase bringing with it identifiable purchasing behaviors.

a fraternity or sorority wanted to attract new members,it should focus on people who view its current members as a(n)__________ group.

Subliminal Book Cover Photo -anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as

Groupon built its business model on the premise that

Consumer behavior refers to

Robin wants to find the perfect gift for her grandparents' 50th wedding anniversary.She started looking for the gift last month and expects to spend another couple of months if needed to find a gift they both will like.Robin is engaging in

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

person's consistent behaviors or responses to recurring situations is referred to as

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

Perception refers to

the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read business and news magazines?

Psychologists point out that an individual's needs may be hierarchical; that is,once one set of needs is met,people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give an example of each.

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

Which of the following statements about brand loyalty is most accurate?

Figure 5-5 -According to Figure 5-5 above,a sense of self-fulfillment would be found in what level of the hierarchy of needs?

process of seeing or hearing messages without being aware of them is referred to as

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable 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

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multi-Channel Marketing

Pulling It All Together: The Strategic Marketing Process

Filters

Robin wants to find the perfect gift for her grandparents' 50^thwedding anniversary.She started looking for the gift last month and expects to spend another couple of months if needed to find a gift they both will like.Robin is engaging in