Question 1

According to Maslow,_____ needs concern essential requirements for survival such as food,water,shelter,and clothing.

Accepted Answer

A) self-actualization 
B) esteem 
C) physiological 
D) belongingness 
A) self-actualization 
B) esteem 
C) physiological 
D) belongingness

Question 2

You overhear your parents having a conversation about the family's grocery list and which of them is going to do the shopping this coming weekend.Your mother typically does the grocery shopping and has a comprehensive process,which entails researching supermarkets that have the best sales,clipping coupons,and identifying which items she wants from the circulars that are mailed weekly to the house.She prefers to do the shopping herself but has to go out of town,leaving your dad with this responsibility.Your dad generally just buys whatever he thinks you and your siblings will like and prefers to be in and out of the grocery store.What can be said about your parents' purchase decision styles?​

Accepted Answer

A) ​Both of them engage in high-involvement decisions. 
B) ​Involvement in purchase decisions may vary from one person to the next. 
C) ​Men are more likely to rely on personal determinants when making purchase decisions. 
D) ​Your mom's purchase decision process requires low-involvement because she does most of the grocery shopping for your family. 
E) ​More time elapses between the problem/opportunity recognition and the purchase act stages of the purchase decision process for your dad. 
A) ​Both of them engage in high-involvement decisions. 
B) ​Involvement in purchase decisions may vary from one person to the next. 
C) ​Men are more likely to rely on personal determinants when making purchase decisions. 
D) ​Your mom's purchase decision process requires low-involvement because she does most of the grocery shopping for your family. 
E) ​More time elapses between the problem/opportunity recognition and the purchase act stages of the purchase decision process for your dad.

Question 3

​You take pride in your understanding of consumer behavior.You apply that knowledge in planning for your educational toy business.Specifically,you remind your salespeople that the behavior of your customers will be influenced not only by their own psychological makeup and other personal factors,but also by such interpersonal influences as:

Accepted Answer

A) ​cultural expectations of children 
B) ​friends who have children 
C) ​coworkers who have children 
D) ​relatives who have children 
E) ​the customer's learning about children 
A) ​cultural expectations of children 
B) ​friends who have children 
C) ​coworkers who have children 
D) ​relatives who have children 
E) ​the customer's learning about children

Question 4

Differentiate between a need and a motive.

Accepted Answer

A need is an imbalance between the consu

Question 5

African Americans possess buying power that nearly equals Hispanics in the United States.

Accepted Answer

A) True 
 B)False

Question 6

Match each definition to the corresponding term.
-An inner state that directs a person toward the goal of satisfying a need is a(n)_____.

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 7

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

Accepted Answer

A) True 
 B)False

Question 8

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____.

Accepted Answer

A) evoked set 
B) postpurchase evaluation 
C) evaluative criteria 
D) problem space 
A) evoked set 
B) postpurchase evaluation 
C) evaluative criteria 
D) problem space

Question 9

The only inputs that affect a consumer's purchasing decisions are those provided by his or her psychological makeup.

Accepted Answer

A) True 
 B)False

Question 10

The process of applying a series of rewards and reinforcements to permit more complex consumer behavior to evolve is known as ____.

Accepted Answer

A) scaling 
B) screening 
C) shaping 
D) shadowing 
A) scaling 
B) screening 
C) shaping 
D) shadowing

Question 11

Neuromarketing is defined as:

Accepted Answer

A) using the Internet to view products on informational websites. 
B) selling products solely through the brick and mortar stores. 
C) eliciting emotions to motivate people toward a purchase. 
D) using data analysis techniques to project consumption data. 
A) using the Internet to view products on informational websites. 
B) selling products solely through the brick and mortar stores. 
C) eliciting emotions to motivate people toward a purchase. 
D) using data analysis techniques to project consumption data.

Question 12

Discuss the four components of self-concept and explain how marketers can utilize this information.

Accepted Answer

The ideal-self: This serves as a persona

Question 13

As Markel drives buy a local restaurant,he realizes that he hasn't eaten all day and is famished.He stops at the restaurant,and without referring to the menu,orders a burger because that's what he typically buys at this particular restaurant.This scenario suggests that:​

Accepted Answer

A) ​Markel's hunger caused him to experience cognitive dissonance. 
B) ​all purchase decisions go through the six steps of the consumer decision making process. 
C) ​Markel would have probably made a different food choice had he not been famished. 
D) ​some people may skip steps in the consumer decision making process, particularly for high-involvement decisions. 
E) ​low-involvement decisions may sometimes enable consumers to skip steps in the consumer decision making process. 
A) ​Markel's hunger caused him to experience cognitive dissonance. 
B) ​all purchase decisions go through the six steps of the consumer decision making process. 
C) ​Markel would have probably made a different food choice had he not been famished. 
D) ​some people may skip steps in the consumer decision making process, particularly for high-involvement decisions. 
E) ​low-involvement decisions may sometimes enable consumers to skip steps in the consumer decision making process.

Question 14

Cynthia and William enter Franklin's Electronics to buy a television set.They had previously planned to replace their 10-year-old color set with a new model of the same brand but are surprised by the array of brands the store offers,each having a special feature.They decide to take their time and look at every type of TV Franklin's has to offer.Cynthia and William are exhibiting _____ response behavior.

Accepted Answer

A) routinized 
B) variety seeking 
C) extended 
D) limited 
A) routinized 
B) variety seeking 
C) extended 
D) limited

Question 15

A reference group's influence on the purchasing decision of a member is often greater when the product is more conspicuous and not commonly owned.

Accepted Answer

A) True 
 B)False

Question 16

_____ are determined by occupation,income,education,family background,and residence location.

Accepted Answer

A) Class rankings 
B) Opinion leaders 
C) Reference groups 
D) Subcultures 
A) Class rankings 
B) Opinion leaders 
C) Reference groups 
D) Subcultures

Question 17

Marketers can attempt to change consumer attitudes by engaging them in new buying behavior.

Accepted Answer

A) True 
 B)False

Question 18

The baby boomer generation is most adept at learning and using rapidly changing communications technology.

Accepted Answer

A) True 
 B)False

Question 19

In the area of self-concept theory,the real self is:

Accepted Answer

A) the self which has achieved self-actualization. 
B) the way the individual thinks other people see him or her. 
C) the individual's personal set of objectives to which he or she aspires. 
D) the objective view of the total person. 
A) the self which has achieved self-actualization. 
B) the way the individual thinks other people see him or her. 
C) the individual's personal set of objectives to which he or she aspires. 
D) the objective view of the total person.

Question 20

All Hispanics speak the single universal form of Spanish.

Accepted Answer

A) True 
 B)False

According to Maslow,_____ needs concern essential requirements for survival such as food,water,shelter,and clothing.

Differentiate between a need and a motive.

African Americans possess buying power that nearly equals Hispanics in the United States.

Match each definition to the corresponding term. -An inner state that directs a person toward the goal of satisfying a need is a(n)_____.

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____.

The only inputs that affect a consumer's purchasing decisions are those provided by his or her psychological makeup.

The process of applying a series of rewards and reinforcements to permit more complex consumer behavior to evolve is known as ____.

Neuromarketing is defined as:

Discuss the four components of self-concept and explain how marketers can utilize this information.

As Markel drives buy a local restaurant,he realizes that he hasn't eaten all day and is famished.He stops at the restaurant,and without referring to the menu,orders a burger because that's what he typically buys at this particular restaurant.This scenario suggests that:

A reference group's influence on the purchasing decision of a member is often greater when the product is more conspicuous and not commonly owned.

_____ are determined by occupation,income,education,family background,and residence location.

Marketers can attempt to change consumer attitudes by engaging them in new buying behavior.

The baby boomer generation is most adept at learning and using rapidly changing communications technology.

In the area of self-concept theory,the real self is:

All Hispanics speak the single universal form of Spanish.

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

According to Maslow,_____ needs concern essential requirements for survival such as food,water,shelter,and clothing.

Differentiate between a need and a motive.

African Americans possess buying power that nearly equals Hispanics in the United States.

Match each definition to the corresponding term. -An inner state that directs a person toward the goal of satisfying a need is a(n)_____.

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____.

The only inputs that affect a consumer's purchasing decisions are those provided by his or her psychological makeup.

The process of applying a series of rewards and reinforcements to permit more complex consumer behavior to evolve is known as ____.

Neuromarketing is defined as:

Discuss the four components of self-concept and explain how marketers can utilize this information.

As Markel drives buy a local restaurant,he realizes that he hasn't eaten all day and is famished.He stops at the restaurant,and without referring to the menu,orders a burger because that's what he typically buys at this particular restaurant.This scenario suggests that:​

A reference group's influence on the purchasing decision of a member is often greater when the product is more conspicuous and not commonly owned.

_____ are determined by occupation,income,education,family background,and residence location.

Marketers can attempt to change consumer attitudes by engaging them in new buying behavior.

The baby boomer generation is most adept at learning and using rapidly changing communications technology.

In the area of self-concept theory,the real self is:

All Hispanics speak the single universal form of Spanish.

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

As Markel drives buy a local restaurant,he realizes that he hasn't eaten all day and is famished.He stops at the restaurant,and without referring to the menu,orders a burger because that's what he typically buys at this particular restaurant.This scenario suggests that: