Question 1

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 2

VALS creates profiles of people based on their primary motivation and resources.In the VALS framework above,"E" 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 3

An attitude refers to

Accepted Answer

A) a person's consistent behaviors or responses to recurring situations. 
B) the process by which an individual selects,organizes,and interprets information to create a meaningful picture of the world. 
C) a consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people. 
D) the feelings one has about the preferable modes of conduct that tend to persist over time. 
E) a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
A) a person's consistent behaviors or responses to recurring situations. 
B) the process by which an individual selects,organizes,and interprets information to create a meaningful picture of the world. 
C) a consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people. 
D) the feelings one has about the preferable modes of conduct that tend to persist over time. 
E) a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

Question 4

Two VALS segments stand apart;one represents the group with the highest resources and innovation and the other represents the lowest resources and innovation.These two groups are the__________ and the __________.

Accepted Answer

A) Thinkers;Believers 
B) Strivers;Survivors 
C) Achievers;Strivers 
D) Innovators;Survivors 
E) Experiencers;Makers 
A) Thinkers;Believers 
B) Strivers;Survivors 
C) Achievers;Strivers 
D) Innovators;Survivors 
E) Experiencers;Makers

Question 5

Those behaviors that result from (1)repeated experience and (2)reasoning is referred to as

Accepted Answer

A) psychosocial edification. 
B) acculturation. 
C) attitudinal identification. 
D) wisdom. 
E) learning. 
A) psychosocial edification. 
B) acculturation. 
C) attitudinal identification. 
D) wisdom. 
E) learning.

Question 6

Women make what percentage of new-car buying decisions?

Accepted Answer

A) 15 percent 
B) 30 percent 
C) 45 percent 
D) 60 percent 
E) 80 percent 
A) 15 percent 
B) 30 percent 
C) 45 percent 
D) 60 percent 
E) 80 percent

Question 7

Marketers recognize that people have an actual self-concept and __________.

Accepted Answer

A) a view of self determined by their peers 
B) a view of self determined by psychology 
C) an abstract self-concept 
D) an ideal self-concept 
E) an inconsistent self-concept 
A) a view of self determined by their peers 
B) a view of self determined by psychology 
C) an abstract self-concept 
D) an ideal self-concept 
E) an inconsistent self-concept

Question 8

According to Figure 5-A above,which of the following brands would be the best choice if the consideration set for a smartphone included the following rank-ordered evaluative criteria: (1)display quality, (2)battery life, (3)camera image quality,and (4)price?

Accepted Answer

A) Apple iPhone 5S 
B) Nokia Lumia 1020 
C) Samsung Galaxy S 4 
D) LG Optimus G 
E) Motorola Moto X 
A) Apple iPhone 5S 
B) Nokia Lumia 1020 
C) Samsung Galaxy S 4 
D) LG Optimus G 
E) Motorola Moto X

Question 9

An Asian family whose relatives emigrated four generations ago has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Accepted Answer

A) non-assimilated,yet celebrating their culture by purchasing authentic Asian goods 
B) assimilated,exhibiting buying patterns very much like other typical American consumers 
C) assimilated,yet celebrating their culture by seeking traditional Asian occupations 
D) non-assimilated,because of the inherent diversity of Asian subcultures that transcends generations 
E) non-assimilated,exhibiting buying patterns very much like other typical American consumers 
A) non-assimilated,yet celebrating their culture by purchasing authentic Asian goods 
B) assimilated,exhibiting buying patterns very much like other typical American consumers 
C) assimilated,yet celebrating their culture by seeking traditional Asian occupations 
D) non-assimilated,because of the inherent diversity of Asian subcultures that transcends generations 
E) non-assimilated,exhibiting buying patterns very much like other typical American consumers

Question 10

NetJets is a company that offers 1/16 or more ownership in a jet plane for a price beginning at $325,000.It gives purchasers privacy,convenience,and flexibility as well as saves them time since the plane is available within four hours unless it's booked by one of the other shareholders.This is MOST LIKELY an example of

Accepted Answer

A) a medium-involvement purchase that involves limited problem solving. 
B) a high-involvement purchase that involves routine problem solving. 
C) a high-involvement purchase that involves extended problem solving. 
D) a low-involvement purchase that involves limited problem solving. 
E) a low-involvement purchase that involves extended problem solving. 
A) a medium-involvement purchase that involves limited problem solving. 
B) a high-involvement purchase that involves routine problem solving. 
C) a high-involvement purchase that involves extended problem solving. 
D) a low-involvement purchase that involves limited problem solving. 
E) a low-involvement purchase that involves extended problem solving.

Question 11

In the VALS framework,consumers who spend much of their income on fashion,entertainment,socializing,offerings that make them look good,and have a desire for the latest things are called

Accepted Answer

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

Question 12

The VALS system seeks to explain why and how consumers make purchase decisions.Consumers motivated by ideals are guided by knowledge and principle.Explain the difference between Thinkers and Believers.

Accepted Answer

Thinkers and Believers are the two group

Question 13

The purchase of bottled water is a low-involvement purchase.How can a market leader like Perrier keep people buying its brand instead of one of the numerous other brands displayed on retailers' shelves?

Accepted Answer

A) avoid Perrier brand stockouts on retailers' shelves 
B) make the purchase decision a high-involvement one 
C) offer coupons for Perrier bottled water 
D) convince retailers to offer only Perrier water 
E) denigrate its competition 
A) avoid Perrier brand stockouts on retailers' shelves 
B) make the purchase decision a high-involvement one 
C) offer coupons for Perrier bottled water 
D) convince retailers to offer only Perrier water 
E) denigrate its competition

Question 14

The family life cycle concept refers to

Accepted Answer

A) the distinct phases a family progresses through from the birth of children to when the children leave home,each phase bringing with it identifiable purchasing behaviors. 
B) the distinct phases a family progresses through from the birth of children to retirement,each phase bringing with it identifiable purchasing behaviors. 
C) the distinct phases a blended family progresses through from marriage to separation,divorce,and remarriage,each phase bringing with it identifiable purchasing behaviors. 
D) the distinct phases a family progresses through from formation to retirement,each phase bringing with it identifiable purchasing behaviors. 
E) the intergenerational purchasing habits and product preferences that are passed down from one generation to the next. 
A) the distinct phases a family progresses through from the birth of children to when the children leave home,each phase bringing with it identifiable purchasing behaviors. 
B) the distinct phases a family progresses through from the birth of children to retirement,each phase bringing with it identifiable purchasing behaviors. 
C) the distinct phases a blended family progresses through from marriage to separation,divorce,and remarriage,each phase bringing with it identifiable purchasing behaviors. 
D) the distinct phases a family progresses through from formation to retirement,each phase bringing with it identifiable purchasing behaviors. 
E) the intergenerational purchasing habits and product preferences that are passed down from one generation to the next.

Question 15

In the VALS framework,consumers who favor established,prestige products and services and are interested in time-saving devices given their hectic schedules are called

Accepted Answer

A) Thinkers. 
B) Believers. 
C) Strivers. 
D) Experiencers. 
E) Achievers. 
A) Thinkers. 
B) Believers. 
C) Strivers. 
D) Experiencers. 
E) Achievers.

Question 16

In the VALS framework,consumers who place importance on image-not as evidence of power or status,but as an expression of cultivated tastes,independence,and character-are referred to as __________.

Accepted Answer

A) Actualizers 
B) Innovators 
C) Achievers 
D) Makers 
E) Strivers 
A) Actualizers 
B) Innovators 
C) Achievers 
D) Makers 
E) Strivers

Question 17

Evaluative criteria refer to

Accepted Answer

A) the objective and subjective attributes of a brand consumers use to compare different products and brands. 
B) those attributes of a brand that are based exclusively on objective criteria in order to make an unbiased purchase decision. 
C) those attributes of a brand that are based exclusively on subjective criteria in order to avoid postpurchase anxiety. 
D) the attributes of a product that a manufacturer wishes to promote to a specific target market. 
E) a list of required product attributes from which a customer will not waver regardless of additional incentives. 
A) the objective and subjective attributes of a brand consumers use to compare different products and brands. 
B) those attributes of a brand that are based exclusively on objective criteria in order to make an unbiased purchase decision. 
C) those attributes of a brand that are based exclusively on subjective criteria in order to avoid postpurchase anxiety. 
D) the attributes of a product that a manufacturer wishes to promote to a specific target market. 
E) a list of required product attributes from which a customer will not waver regardless of additional incentives.

Question 18

The group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware,is referred to as

Accepted Answer

A) evaluative set. 
B) evolved set. 
C) consideration set. 
D) alternative selection group. 
E) aspiration group. 
A) evaluative set. 
B) evolved set. 
C) consideration set. 
D) alternative selection group. 
E) aspiration group.

Question 19

Learning refers to

Accepted Answer

A) content that has been transferred from short-term to long-term memory. 
B) those behaviors that result from (1)repeated experience and (2)reasoning. 
C) the process by which an individual selects,organizes,and interprets information to create a meaningful picture of the world. 
D) a consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people. 
E) a predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
A) content that has been transferred from short-term to long-term memory. 
B) those behaviors that result from (1)repeated experience and (2)reasoning. 
C) the process by which an individual selects,organizes,and interprets information to create a meaningful picture of the world. 
D) a consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people. 
E) a predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

Question 20

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

Accepted Answer

A) Women have definite likes or dislikes when buying a new car,but they don't feel comfortable expressing their opinions. 
B) Most women actually enjoy the price negotiation process. 
C) The issue of "speed" is an important factor to men but not really important to women. 
D) Women are more likely to make their new car purchase selection as a result of information provided by a friend or a relative than from promotional information. 
E) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage. 
A) Women have definite likes or dislikes when buying a new car,but they don't feel comfortable expressing their opinions. 
B) Most women actually enjoy the price negotiation process. 
C) The issue of "speed" is an important factor to men but not really important to women. 
D) Women are more likely to make their new car purchase selection as a result of information provided by a friend or a relative than from promotional information. 
E) Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage.

Exam 5: Understanding Consumer Behavior

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

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

An attitude refers to

Two VALS segments stand apart;one represents the group with the highest resources and innovation and the other represents the lowest resources and innovation.These two groups are the__________ and the __________.

Those behaviors that result from (1)repeated experience and (2)reasoning is referred to as

Women make what percentage of new-car buying decisions?

Marketers recognize that people have an actual self-concept and __________.

According to Figure 5-A above,which of the following brands would be the best choice if the consideration set for a smartphone included the following rank-ordered evaluative criteria: (1)display quality, (2)battery life, (3)camera image quality,and (4)price?

An Asian family whose relatives emigrated four generations ago has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

In the VALS framework,consumers who spend much of their income on fashion,entertainment,socializing,offerings that make them look good,and have a desire for the latest things are called

The VALS system seeks to explain why and how consumers make purchase decisions.Consumers motivated by ideals are guided by knowledge and principle.Explain the difference between Thinkers and Believers.

The purchase of bottled water is a low-involvement purchase.How can a market leader like Perrier keep people buying its brand instead of one of the numerous other brands displayed on retailers' shelves?

The family life cycle concept refers to

In the VALS framework,consumers who favor established,prestige products and services and are interested in time-saving devices given their hectic schedules are called

In the VALS framework,consumers who place importance on image-not as evidence of power or status,but as an expression of cultivated tastes,independence,and character-are referred to as __________.

Evaluative criteria refer to

The group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware,is referred to as

Learning refers to

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

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

Filters

Two VALS segments stand apart;one represents the group with the highest resources and innovation and the other represents the lowest resources and innovation.These two groups are the and the .