Question 1

Barak is considering buying a hybrid car,but he's not sure that he believes the gas mileage estimates.Barak is concerned about

Accepted Answer

A)  physiological risk. 
B)  social risk. 
C)  financial risk. 
D)  safety risk. 
E)  performance risk. 
A)  physiological risk. 
B)  social risk. 
C)  financial risk. 
D)  safety risk. 
E)  performance risk.

Question 2

Paula is about to open a new hardware store.She is making decisions regarding lighting,colors,and layout of merchandise.Paula knows these __________ factors will influence consumers' purchase decisions.

Accepted Answer

A)  interpersonal 
B)  extended habitual 
C)  postpurchase dissonance 
D)  store atmosphere 
E)  social 
A)  interpersonal 
B)  extended habitual 
C)  postpurchase dissonance 
D)  store atmosphere 
E)  social

Question 3

After her first year in college,Veronica wants to decide on a major.What internal and external sources of information will she use to help her in making a decision?

Accepted Answer

After defining a need or want (to decide

Question 4

By producing motorcycles that do more than get riders to their destinations and back,Harley-Davidson is addressing consumers' __________ needs.

Accepted Answer

A)  functional and social 
B)  postpurchase and prepurchase 
C)  safety and situational 
D)  psychological and physiological 
E)  functional and psychological 
A)  functional and social 
B)  postpurchase and prepurchase 
C)  safety and situational 
D)  psychological and physiological 
E)  functional and psychological

Question 5

__________ attributes are product or service features that are important to buyers and that are used to differentiate among choices.

Accepted Answer

A)  Retrieval 
B)  Financial 
C)  Social 
D)  Determinant 
E)  Safety / performance 
A)  Retrieval 
B)  Financial 
C)  Social 
D)  Determinant 
E)  Safety / performance

Question 6

After purchasing an expensive pair of shoes,you may question whether or not the shoes are any better than the less expensive shoes you could have purchased instead.This is an example of postpurchase cognitive dissonance.

Accepted Answer

A) True 
 B)False

Question 7

Why is it dangerous for marketers to set unrealistically high consumer expectations?

Accepted Answer

Setting unrealistically high consumer ex

Question 8

Before going on his first business trip to China,Brad asked his Chinese American friend to advise him on customs and values common among the Chinese businesspeople he will likely encounter.Brad is trying to avoid __________ business blunders.

Accepted Answer

A)  reference group 
B)  situational 
C)  cultural 
D)  cognitive 
E)  evoked 
A)  reference group 
B)  situational 
C)  cultural 
D)  cognitive 
E)  evoked

Question 9

Jonathan prefers shirts made with 100 percent cotton,but he will sometimes buy shirts with less cotton if they are less expensive.Jonathan uses __________ to decide which shirts to buy.

Accepted Answer

A)  a compensatory decision rule 
B)  a noncompensatory decision rule 
C)  habitual decision making 
D)  social factors 
E)  temporal factors 
A)  a compensatory decision rule 
B)  a noncompensatory decision rule 
C)  habitual decision making 
D)  social factors 
E)  temporal factors

Question 10

Frazier is out of milk and bread and needs to decide what is for dinner.He will be stopping at the grocery store on the way home.Frazier will likely engage in limited problem solving.

Accepted Answer

A) True 
 B)False

Question 11

Generally,people buy one product or service instead of another because they

Accepted Answer

A)  want to get the lowest price possible. 
B)  perceive it to be the better value for them. 
C)  prefer to avoid doing extended problem solving. 
D)  have conducted a thorough internal search for information. 
E)  are unaware of key determinant attributes. 
A)  want to get the lowest price possible. 
B)  perceive it to be the better value for them. 
C)  prefer to avoid doing extended problem solving. 
D)  have conducted a thorough internal search for information. 
E)  are unaware of key determinant attributes.

Question 12

"Black Friday," as the day after Thanksgiving has come to be known in the United States,is a day marked by many special deals in most retail stores,including deep-discounted products available in limited quantities,called "doorbusters," and designed to get shoppers into the store.But one danger of running out of the doorbuster deals is that a shopper may become angry or discouraged at failing to get the special item,and decide not to do any more shopping.This is an example of the impact of __________ on the consumer decision process.

Accepted Answer

A)  the purchase situation 
B)  lifestyle 
C)  setting high expectations 
D)  perception 
E)  learning 
A)  the purchase situation 
B)  lifestyle 
C)  setting high expectations 
D)  perception 
E)  learning

Question 13

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

Accepted Answer

A)  interpersonal and sensual 
B)  compensatory and noncompensatory 
C)  ritual and spiritual 
D)  psychological and functional 
E)  internal and external 
A)  interpersonal and sensual 
B)  compensatory and noncompensatory 
C)  ritual and spiritual 
D)  psychological and functional 
E)  internal and external

Question 14

Jennifer's spending decisions are heavily influenced by her family,her peers,and her religious education.These influences on her spending decisions are all ________ influences.

Accepted Answer

A)  psychological risk 
B)  external social environment 
C)  physiological need 
D)  cognitive need 
E)  evoked set 
A)  psychological risk 
B)  external social environment 
C)  physiological need 
D)  cognitive need 
E)  evoked set

Question 15

Many teenagers,both male and female,have clothes they purchased in the past that they "would not be caught dead in" today.When they occasionally see those clothes hanging in the back of their closet,these teenagers probably feel

Accepted Answer

A)  cognitive bias. 
B)  postpurchase cognitive dissonance. 
C)  psychological risk. 
D)  need recognition. 
E)  physiological risk. 
A)  cognitive bias. 
B)  postpurchase cognitive dissonance. 
C)  psychological risk. 
D)  need recognition. 
E)  physiological risk.

Question 16

Customers are more likely to talk about service that exceeded their expectation than about service that did not meet their expectation.

Accepted Answer

A) True 
 B)False

Question 17

When Maya decided to buy a new computer,she thought about all the brands she could recall seeing advertised,but she would consider only those brands she could buy at her local Best Buy electronics store.This represents Maya's __________ set.

Accepted Answer

A)  universal 
B)  retrieval 
C)  evoked 
D)  deterministic 
E)  behavioral 
A)  universal 
B)  retrieval 
C)  evoked 
D)  deterministic 
E)  behavioral

Question 18

Pam didn't go see the movie Gravity because her friends all said she wouldn't be able to handle it.When she found out how good it was,she blamed her friends.Pam is demonstrating an internal locus of control.

Accepted Answer

A) True 
 B)False

Question 19

Negative attitudes are typically difficult for marketers to change because

Accepted Answer

A)  most consumers' attitudes depend on prices. 
B)  consumers weigh performance risk against functional needs when assessing their attitudes. 
C)  attitudes are learned and long lasting. 
D)  attitudes shift consumers from limited to extended problem-solving situations. 
E)  consumers' attitudes are derived from unchanging decision rules. 
A)  most consumers' attitudes depend on prices. 
B)  consumers weigh performance risk against functional needs when assessing their attitudes. 
C)  attitudes are learned and long lasting. 
D)  attitudes shift consumers from limited to extended problem-solving situations. 
E)  consumers' attitudes are derived from unchanging decision rules.

Question 20

Maslow's Hierarchy of Needs is an interesting concept for psychology,but it has little relevance for marketing.

Accepted Answer

A) True 
 B)False

Barak is considering buying a hybrid car,but he's not sure that he believes the gas mileage estimates.Barak is concerned about

Paula is about to open a new hardware store.She is making decisions regarding lighting,colors,and layout of merchandise.Paula knows these __________ factors will influence consumers' purchase decisions.

After her first year in college,Veronica wants to decide on a major.What internal and external sources of information will she use to help her in making a decision?

By producing motorcycles that do more than get riders to their destinations and back,Harley-Davidson is addressing consumers' __________ needs.

__________ attributes are product or service features that are important to buyers and that are used to differentiate among choices.

After purchasing an expensive pair of shoes,you may question whether or not the shoes are any better than the less expensive shoes you could have purchased instead.This is an example of postpurchase cognitive dissonance.

Why is it dangerous for marketers to set unrealistically high consumer expectations?

Before going on his first business trip to China,Brad asked his Chinese American friend to advise him on customs and values common among the Chinese businesspeople he will likely encounter.Brad is trying to avoid __________ business blunders.

Jonathan prefers shirts made with 100 percent cotton,but he will sometimes buy shirts with less cotton if they are less expensive.Jonathan uses __________ to decide which shirts to buy.

Frazier is out of milk and bread and needs to decide what is for dinner.He will be stopping at the grocery store on the way home.Frazier will likely engage in limited problem solving.

Generally,people buy one product or service instead of another because they

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

Jennifer's spending decisions are heavily influenced by her family,her peers,and her religious education.These influences on her spending decisions are all ________ influences.

Many teenagers,both male and female,have clothes they purchased in the past that they "would not be caught dead in" today.When they occasionally see those clothes hanging in the back of their closet,these teenagers probably feel

Customers are more likely to talk about service that exceeded their expectation than about service that did not meet their expectation.

When Maya decided to buy a new computer,she thought about all the brands she could recall seeing advertised,but she would consider only those brands she could buy at her local Best Buy electronics store.This represents Maya's __________ set.

Pam didn't go see the movie Gravity because her friends all said she wouldn't be able to handle it.When she found out how good it was,she blamed her friends.Pam is demonstrating an internal locus of control.

Negative attitudes are typically difficult for marketers to change because

Maslow's Hierarchy of Needs is an interesting concept for psychology,but it has little relevance for marketing.

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Social and Mobile Marketing

Marketing Ethics

Analyzing the Marketing Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: the Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Integrated Marketing Communications

Personal Selling and Sales Management

Filters

Exam 6: Consumer Behavior

Barak is considering buying a hybrid car,but he's not sure that he believes the gas mileage estimates.Barak is concerned about

Paula is about to open a new hardware store.She is making decisions regarding lighting,colors,and layout of merchandise.Paula knows these __________ factors will influence consumers' purchase decisions.

After her first year in college,Veronica wants to decide on a major.What internal and external sources of information will she use to help her in making a decision?

By producing motorcycles that do more than get riders to their destinations and back,Harley-Davidson is addressing consumers' __________ needs.

__________ attributes are product or service features that are important to buyers and that are used to differentiate among choices.

After purchasing an expensive pair of shoes,you may question whether or not the shoes are any better than the less expensive shoes you could have purchased instead.This is an example of postpurchase cognitive dissonance.

Why is it dangerous for marketers to set unrealistically high consumer expectations?

Before going on his first business trip to China,Brad asked his Chinese American friend to advise him on customs and values common among the Chinese businesspeople he will likely encounter.Brad is trying to avoid __________ business blunders.

Jonathan prefers shirts made with 100 percent cotton,but he will sometimes buy shirts with less cotton if they are less expensive.Jonathan uses __________ to decide which shirts to buy.

Frazier is out of milk and bread and needs to decide what is for dinner.He will be stopping at the grocery store on the way home.Frazier will likely engage in limited problem solving.

Generally,people buy one product or service instead of another because they

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

Jennifer's spending decisions are heavily influenced by her family,her peers,and her religious education.These influences on her spending decisions are all ________ influences.

Many teenagers,both male and female,have clothes they purchased in the past that they "would not be caught dead in" today.When they occasionally see those clothes hanging in the back of their closet,these teenagers probably feel

Customers are more likely to talk about service that exceeded their expectation than about service that did not meet their expectation.

When Maya decided to buy a new computer,she thought about all the brands she could recall seeing advertised,but she would consider only those brands she could buy at her local Best Buy electronics store.This represents Maya's __________ set.

Pam didn't go see the movie Gravity because her friends all said she wouldn't be able to handle it.When she found out how good it was,she blamed her friends.Pam is demonstrating an internal locus of control.

Negative attitudes are typically difficult for marketers to change because

Maslow's Hierarchy of Needs is an interesting concept for psychology,but it has little relevance for marketing.

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Social and Mobile Marketing

Marketing Ethics

Analyzing the Marketing Environment

Business-To-Business Marketing

Global Marketing

Segmentation, Targeting, and Positioning

Marketing Research

Product, Branding, and Packaging Decisions

Developing New Products

Services: the Intangible Product

Pricing Concepts for Establishing Value

Strategic Pricing Methods

Supply Chain and Channel Management

Retailing and Multichannel Marketing

Integrated Marketing Communications

Integrated Marketing Communications

Personal Selling and Sales Management

Filters