Question 1

VALS creates profiles of people based on their primary motivation and resources.In the VALS framework above,"A" 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 2

Which of the following statements about how women buy cars today is most accurate?

Accepted Answer

A) Women are more concerned with features that would help survive an accident;men are more concerned with features that would help avoid an accident. 
B) Women have definite likes or dislikes when buying a car,but they don't feel comfortable expressing their opinions. 
C) When it comes to the actual purchase process,women are more adept negotiators than men. 
D) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage. 
E) Women usually shop one dealership before making a decision and men usually shop three. 
A) Women are more concerned with features that would help survive an accident;men are more concerned with features that would help avoid an accident. 
B) Women have definite likes or dislikes when buying a car,but they don't feel comfortable expressing their opinions. 
C) When it comes to the actual purchase process,women are more adept negotiators than men. 
D) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage. 
E) Women usually shop one dealership before making a decision and men usually shop three.

Question 3

Which list below presents the Maslow hierarchy of needs in its correct order,beginning with the lowest level need and moving up to the highest level need?

Accepted Answer

A) personal,social,physiological,psychological,and safety 
B) physiological,safety,social,personal,and self-actualization 
C) safety,physiological,safety,self-actualization,and personal 
D) self-actualization,social,safety,physiological,and personal 
E) safety,personal,self-actualization,physiological,and social 
A) personal,social,physiological,psychological,and safety 
B) physiological,safety,social,personal,and self-actualization 
C) safety,physiological,safety,self-actualization,and personal 
D) self-actualization,social,safety,physiological,and personal 
E) safety,personal,self-actualization,physiological,and social

Question 4

Self-concept refers to

Accepted Answer

A) the degree to which a person is influenced by situational influences. 
B) the need for personal fulfillment. 
C) the way people see themselves and the way they believe others see them. 
D) the degree to which a person trusts his or her own judgment in a purchase situation. 
E) the way people see others and the way they believe others see other people. 
A) the degree to which a person is influenced by situational influences. 
B) the need for personal fulfillment. 
C) the way people see themselves and the way they believe others see them. 
D) the degree to which a person trusts his or her own judgment in a purchase situation. 
E) the way people see others and the way they believe others see other people.

Question 5

Making connections between two or more ideas or simply observing the outcomes of others' behaviors and adjusting one's own behavior accordingly is known as what type of learning?

Accepted Answer

A) stimulus discrimination 
B) cognitive learning 
C) attitudinal learning 
D) stimulus generalization 
E) behavioral learning 
A) stimulus discrimination 
B) cognitive learning 
C) attitudinal learning 
D) stimulus generalization 
E) behavioral learning

Question 6

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases EXCEPT:

Accepted Answer

A) securing endorsements from influential people. 
B) providing warranties and guarantees. 
C) providing free trials of the product. 
D) giving extensive usage instructions. 
E) using subliminal advertising. 
A) securing endorsements from influential people. 
B) providing warranties and guarantees. 
C) providing free trials of the product. 
D) giving extensive usage instructions. 
E) using subliminal advertising.

Question 7

Ruth,who has no children,wants to buy a special baby gift for her best friend's baby shower,which is this evening.Since she won't have any time between work and the baby shower,she must go today during her lunch break.She is planning on taking her sister with her to help make the selection.Ruth knows she will be ready to buy every baby-oriented product she sees because she wishes that she too was having a baby.Identify each of the situational influences that are described above.Which situational influence was not described?

Accepted Answer

The purchase of a special baby gift for

Question 8

In 31% of households,__________ are the primary grocery shoppers,though they may not be the grocery decision makers.

Accepted Answer

A) teenagers 
B) extended family members 
C) paid help 
D) children of any age 
E) men 
A) teenagers 
B) extended family members 
C) paid help 
D) children of any age 
E) men

Question 9

Research shows that consumer socialization with respect to brand preferences begin at

Accepted Answer

A) the age of two. 
B) the age of five when their cognitive skills have developed to understand the concept of money. 
C) the age of thirteen when they become teenagers,when they can understand the responsibility involved in saving money to be able to consume products and services. 
D) the age of eighteen when they become college students,living outside their parents' home for the first time and being responsible for their purchase decisions. 
E) never fully develop because most people,regardless of age,change their brand preferences many times during their lifetimes. 
A) the age of two. 
B) the age of five when their cognitive skills have developed to understand the concept of money. 
C) the age of thirteen when they become teenagers,when they can understand the responsibility involved in saving money to be able to consume products and services. 
D) the age of eighteen when they become college students,living outside their parents' home for the first time and being responsible for their purchase decisions. 
E) never fully develop because most people,regardless of age,change their brand preferences many times during their lifetimes.

Question 10

Enlightened carmakers have hired women designers,engineers,and marketing executives to better understand the way women decide to buy new cars.They learned that

Accepted Answer

A) meeting the expectations of men during the new-car purchasing process was more difficult than meeting those of women. 
B) men make the majority of new-car purchasing decisions. 
C) women and men think differently about the new-car buying experience. 
D) women care more about quality than men. 
E) men care more about price than women. 
A) meeting the expectations of men during the new-car purchasing process was more difficult than meeting those of women. 
B) men make the majority of new-car purchasing decisions. 
C) women and men think differently about the new-car buying experience. 
D) women care more about quality than men. 
E) men care more about price than women.

Question 11

A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way is referred to as a(n)__________.

Accepted Answer

A) attitude 
B) belief 
C) value 
D) motivation 
E) perception 
A) attitude 
B) belief 
C) value 
D) motivation 
E) perception

Question 12

A reference group to which a person actually belongs is referred to as a(n)__________ group.

Accepted Answer

A) primary 
B) associative 
C) aspiration 
D) dissociative 
E) integrated 
A) primary 
B) associative 
C) aspiration 
D) dissociative 
E) integrated

Question 13

In Figure 5-1 above,"B" 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

Question 14

Popularity created by consumer word of mouth is called __________.

Accepted Answer

A) hype 
B) buzz 
C) propaganda 
D) tweet 
E) spin 
A) hype 
B) buzz 
C) propaganda 
D) tweet 
E) spin

Question 15

Personality refers to

Accepted Answer

A) the attitudes that determine how people spend their time and resources and what they consider important. 
B) the way people see themselves and others. 
C) the process by which an individual selects,organizes,and interprets information to create a meaningful ideal self. 
D) a person's consistent behaviors or responses to recurring situations. 
E) those qualities that either attract or repel other members of a person's personal,social,or professional environment. 
A) the attitudes that determine how people spend their time and resources and what they consider important. 
B) the way people see themselves and others. 
C) the process by which an individual selects,organizes,and interprets information to create a meaningful ideal self. 
D) a person's consistent behaviors or responses to recurring situations. 
E) those qualities that either attract or repel other members of a person's personal,social,or professional environment.

Question 16

In Figure 5-1 above,"E" represents which stage of the consumer purchase decision process?

Accepted Answer

A) purchase decision 
B) information search 
C) financial transaction 
D) alternative evaluation 
E) postpurchase behavior 
A) purchase decision 
B) information search 
C) financial transaction 
D) alternative evaluation 
E) postpurchase behavior

Question 17

You have determined you want to buy an advanced hybrid vehicle,and a visit to Ford's website has revealed that the Ford Fusion Hybrid SE uses hybrid fuel technology with the latest in lithium-ion battery technology.You are currently in which stage of the consumer purchase decision process for this type of automobile?

Accepted Answer

A) problem recognition 
B) needs analysis 
C) purchase decision 
D) information search 
E) postpurchase evaluation 
A) problem recognition 
B) needs analysis 
C) purchase decision 
D) information search 
E) postpurchase evaluation

Question 18

Compare and contrast routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Accepted Answer

There are three general variations in th

Question 19

Most people already know that Tums,a popular antacid,contains calcium.Today,Tums antacid stresses both the benefits of the antacid itself and the fact that Tums can be used as a calcium supplement.The new promotion involves changing consumers' attitudes toward Tums by

Accepted Answer

A) changing beliefs about the extent to which Tums has a specific attribute. 
B) changing the perceived importance of a specific attribute. 
C) adding a new attribute. 
D) reducing the perceived risk. 
E) providing stimulus generalization to prospective buyers. 
A) changing beliefs about the extent to which Tums has a specific attribute. 
B) changing the perceived importance of a specific attribute. 
C) adding a new attribute. 
D) reducing the perceived risk. 
E) providing stimulus generalization to prospective buyers.

Question 20

The 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 they 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 they leave home 
E) marriage to retirement unless a divorce,separation,or death occurs

Exam 5: Understanding Consumer Behavior

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

Which of the following statements about how women buy cars today is most accurate?

Which list below presents the Maslow hierarchy of needs in its correct order,beginning with the lowest level need and moving up to the highest level need?

Self-concept refers to

Making connections between two or more ideas or simply observing the outcomes of others' behaviors and adjusting one's own behavior accordingly is known as what type of learning?

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases EXCEPT:

In 31% of households,__________ are the primary grocery shoppers,though they may not be the grocery decision makers.

Research shows that consumer socialization with respect to brand preferences begin at

Enlightened carmakers have hired women designers,engineers,and marketing executives to better understand the way women decide to buy new cars.They learned that

A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way is referred to as a(n)__________.

A reference group to which a person actually belongs is referred to as a(n)__________ group.

In Figure 5-1 above,"B" represents which stage of the consumer purchase decision process?

Popularity created by consumer word of mouth is called __________.

Personality refers to

In Figure 5-1 above,"E" represents which stage of the consumer purchase decision process?

Compare and contrast routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Most people already know that Tums,a popular antacid,contains calcium.Today,Tums antacid stresses both the benefits of the antacid itself and the fact that Tums can be used as a calcium supplement.The new promotion involves changing consumers' attitudes toward Tums by

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

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility in 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 to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Building an Effective Marketing Plan

Financial Aspects of Marketing

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