Question 1

Match each definition to the corresponding term.
-A(n)_____ is an imbalance between a consumer's actual and desired states.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 2

Define cognitive dissonance.How can marketers manage a consumer's cognitive dissonance?

Accepted Answer

Cognitive dissonance is the anxiety that

Question 3

Which of the following is a core value emphasized by the American culture?

Accepted Answer

A) Collectivism 
B) High power distance 
C) Aversion to consumerism 
D) Efficiency 
A) Collectivism 
B) High power distance 
C) Aversion to consumerism 
D) Efficiency

Question 4

Ryder and Reagan have been dating for several years and Ryder has started browsing for engagement/wedding rings.He has heard that it's typical to spend the equivalent of 5 months of salary on a ring which would equate to approximately $15,000.He is excited about making a life commitment and is willing to invest in the relationship by purchasing the ring.What type of purchase decision does the engagement/wedding ring represent for Ryder?

Accepted Answer

A) ​high-involvement 
B) ​low-involvement 
C) ​medium-involvement 
D) ​spurious involvement 
A) ​high-involvement 
B) ​low-involvement 
C) ​medium-involvement 
D) ​spurious involvement

Question 5

What are the different social classes in a society? What are the factors that determine the class rankings?

Accepted Answer

W.Lloyd Warner through his research iden

Question 6

An individual's reference group is most likely to influence his purchase decision while buying a(n)_____.

Accepted Answer

A) external hard drive 
B) automobile 
C) frozen dinner 
D) latte 
A) external hard drive 
B) automobile 
C) frozen dinner 
D) latte

Question 7

The purchase of which of the following products will follow a syncratic pattern?

Accepted Answer

A) Health insurance 
B) Shampoo 
C) Lawnmower 
D) Children's clothes 
A) Health insurance 
B) Shampoo 
C) Lawnmower 
D) Children's clothes

Question 8

The basic core values of a culture are highly dynamic and flexible.

Accepted Answer

A) True 
 B)False

Question 9

When a product is unique or difficult to categorize,the thought process involved in a purchase decision is known as:

Accepted Answer

A) research analysis. 
B) extensive buying analysis. 
C) limited problem solving. 
D) extended problem solving. 
A) research analysis. 
B) extensive buying analysis. 
C) limited problem solving. 
D) extended problem solving.

Question 10

Match each definition to the corresponding term.
-_____ is a person's multifaceted picture of himself or herself.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 11

The looking-glass self is defined as:

Accepted Answer

A) the objective view of oneself. 
B) the way an individual thinks others see him or her. 
C) the way an individual views himself or herself. 
D) the ideal view one has of oneself. 
A) the objective view of oneself. 
B) the way an individual thinks others see him or her. 
C) the way an individual views himself or herself. 
D) the ideal view one has of oneself.

Question 12

Considerable external search for alternatives is typical when consumers are involved in extended problem solving.

Accepted Answer

A) True 
 B)False

Question 13

According to Kurt Lewin's theory of human behavior,the personal factors affecting consumer behavior are one's attitudes,learning,and perception.

Accepted Answer

A) True 
 B)False

Question 14

Maya is in the purchase process for a new car and is considering a Hyundai Sonata and believes their Assurance or warranty program is the best available since it offers 10-years or 100,000 miles of coverage including a 5-year 24X7 roadside assistance plan.Maya's belief about Hyundai represents the _______ component of her attitude.

Accepted Answer

A) ​cognitive 
B) ​affective 
C) ​conative 
D) ​feeling 
A) ​cognitive 
B) ​affective 
C) ​conative 
D) ​feeling

Question 15

Paul is a sales representative at Midwest Mazda and recently sold a CX9 to Summer and Brian for their growing family.Paul knows how important it is to reassure his clients that they've made the right decision and usually calls his customers within 2-3 days of purchase to ask what they think so far and remind them of all the great features.He provides lots of reassurance and wants his customers to know he cares about them and values their business.Which of the following is a possible reason why Paul might contact his customers and provide reassurance they made the right purchase decision?

Accepted Answer

A) ​Counter potential cognitive dissonance 
B) ​Obtain referrals from the customer 
C) ​Receive higher satisfaction scores on the post-purchase survey 
D) ​Reduce subliminal perceptions 
A) ​Counter potential cognitive dissonance 
B) ​Obtain referrals from the customer 
C) ​Receive higher satisfaction scores on the post-purchase survey 
D) ​Reduce subliminal perceptions

Question 16

Match each definition to the corresponding term.
-_____ are people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 17

Carlos is at the grocery store to pick-up a few items for dinner.While he's in the store,he remembers that he's just run out of laundry detergent.He walks to the aisle where the laundry detergent is and picks up the brand he always buys - Tide liquid.What type of purchasing decision did Carolos make when selecting the Tide detergent?

Accepted Answer

A) ​routinized response behavior 
B) ​limited problem solving 
C) ​extended problem solving 
D) ​family purchase behavior 
A) ​routinized response behavior 
B) ​limited problem solving 
C) ​extended problem solving 
D) ​family purchase behavior

Question 18

Match each definition to the corresponding term.
-The number of alternatives the consumer actually considers in the purchasing decision is called the _____.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 19

Cultural differences are particularly important for:

Accepted Answer

A) firms marketing internationally. 
B) local not-for-profit organizations. 
C) firms marketing to a specific target market in a single city. 
D) firms that are marketing to the same segment of consumers for years. 
A) firms marketing internationally. 
B) local not-for-profit organizations. 
C) firms marketing to a specific target market in a single city. 
D) firms that are marketing to the same segment of consumers for years.

Question 20

As a marketing director,you have developed a line of skincare products focused on current needs that consumers have,including matters like wrinkles,sun effects,fine lines,and exfoliation for both men and women.Selena and her husband David have purchased several products from the skincare line and are satisfied consumers. ​
​Selena decides to purchase a cream to minimize fine lines because she notices some developing around her eyes.David's brother,André,purchases a product for sun effects after David mentioned how well it worked.Which types of consumer behaviors are exhibited in the scenario above?

Accepted Answer

A) ​Selena and André both exhibit interpersonal influence. 
B) ​Selena exhibits a personal factor and André exhibits interpersonal influence. 
C) ​André exhibits an impulse factor and Selena exhibits interpersonal influence. 
D) ​André and Selena both exhibit personal factors. 
E) ​Selena exhibits an impulse factor and André exhibits interpersonal influence. 
A) ​Selena and André both exhibit interpersonal influence. 
B) ​Selena exhibits a personal factor and André exhibits interpersonal influence. 
C) ​André exhibits an impulse factor and Selena exhibits interpersonal influence. 
D) ​André and Selena both exhibit personal factors. 
E) ​Selena exhibits an impulse factor and André exhibits interpersonal influence.

Match each definition to the corresponding term. -A(n)_____ is an imbalance between a consumer's actual and desired states.

Define cognitive dissonance.How can marketers manage a consumer's cognitive dissonance?

Which of the following is a core value emphasized by the American culture?

What are the different social classes in a society? What are the factors that determine the class rankings?

An individual's reference group is most likely to influence his purchase decision while buying a(n)_____.

The purchase of which of the following products will follow a syncratic pattern?

The basic core values of a culture are highly dynamic and flexible.

When a product is unique or difficult to categorize,the thought process involved in a purchase decision is known as:

Match each definition to the corresponding term. -_____ is a person's multifaceted picture of himself or herself.

The looking-glass self is defined as:

Considerable external search for alternatives is typical when consumers are involved in extended problem solving.

According to Kurt Lewin's theory of human behavior,the personal factors affecting consumer behavior are one's attitudes,learning,and perception.

Match each definition to the corresponding term. -_____ are people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior.

Match each definition to the corresponding term. -The number of alternatives the consumer actually considers in the purchasing decision is called the _____.

Cultural differences are particularly important for:

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Business-To-Business B2bmarketing

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters

Exam 6: Consumer Behavior

Match each definition to the corresponding term. -A(n)_____ is an imbalance between a consumer's actual and desired states.

Define cognitive dissonance.How can marketers manage a consumer's cognitive dissonance?

Which of the following is a core value emphasized by the American culture?

What are the different social classes in a society? What are the factors that determine the class rankings?

An individual's reference group is most likely to influence his purchase decision while buying a(n)_____.

The purchase of which of the following products will follow a syncratic pattern?

The basic core values of a culture are highly dynamic and flexible.

When a product is unique or difficult to categorize,the thought process involved in a purchase decision is known as:

Match each definition to the corresponding term. -_____ is a person's multifaceted picture of himself or herself.

The looking-glass self is defined as:

Considerable external search for alternatives is typical when consumers are involved in extended problem solving.

According to Kurt Lewin's theory of human behavior,the personal factors affecting consumer behavior are one's attitudes,learning,and perception.

Match each definition to the corresponding term. -_____ are people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior.

Match each definition to the corresponding term. -The number of alternatives the consumer actually considers in the purchasing decision is called the _____.

Cultural differences are particularly important for:

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Business-To-Business B2bmarketing

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters