Question 1

What does lifestyle mean and why is it important to marketers?

Accepted Answer

Lifestyle is a mode of living that is id

Question 2

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as ___________.

Accepted Answer

A) perceptual learning 
B) retentive learning 
C) functional learning 
D) motivated learning 
E) behavioral learning 
A) perceptual learning 
B) retentive learning 
C) functional learning 
D) motivated learning 
E) behavioral learning

Question 3

Sociocultural influences that affect the consumer purchase decision process include all of the following EXCEPT:

Accepted Answer

A) personal influence. 
B) reference groups. 
C) family influences. 
D) culture and subculture. 
E) values,beliefs,and attitudes. 
A) personal influence. 
B) reference groups. 
C) family influences. 
D) culture and subculture. 
E) values,beliefs,and attitudes.

Question 4

The fifth stage in the consumer purchase decision process involves comparing the product or service purchased by buyers with their expectations to determine whether they are either satisfied or dissatisfied.What is this stage called?

Accepted Answer

A) postpurchase behavior 
B) alternative evaluation 
C) purchase decision 
D) problem recognition 
E) information search 
A) postpurchase behavior 
B) alternative evaluation 
C) purchase decision 
D) problem recognition 
E) information search

Question 5

Which of the following statements about family decision making is most accurate?

Accepted Answer

A) The use of joint decision-making is directly related to the educational levels achieved by the spouses. 
B) Husbands make most of the purchase decisions made about cars,vacations,and homes. 
C) The two types of family decision-making are joint and autonomous. 
D) With autonomous decision-making,the husband would make all the decisions about groceries,medicine,and car maintenance. 
E) Women have little influence when it comes to men's clothing purchases except for socks or ties. 
A) The use of joint decision-making is directly related to the educational levels achieved by the spouses. 
B) Husbands make most of the purchase decisions made about cars,vacations,and homes. 
C) The two types of family decision-making are joint and autonomous. 
D) With autonomous decision-making,the husband would make all the decisions about groceries,medicine,and car maintenance. 
E) Women have little influence when it comes to men's clothing purchases except for socks or ties.

Question 6

Selective exposure is most likely to occur during which stage of the consumer purchase decision process?

Accepted Answer

A) information search 
B) purchase decision 
C) alternative evaluation 
D) postpurchase behavior 
E) problem recognition 
A) information search 
B) purchase decision 
C) alternative evaluation 
D) postpurchase behavior 
E) problem recognition

Question 7

When an elementary school teacher was returning to school in the fall,she wanted to buy markers and craft paper.She remembered the discount website she visited last year for her purchases,so she'll start there to see if the website still carries the items previously purchased.What term best describes the information search method used by the teacher?

Accepted Answer

A) personal external source 
B) public external source 
C) market-dominated external source 
D) internal search 
E) market-dominated internal source 
A) personal external source 
B) public external source 
C) market-dominated external source 
D) internal search 
E) market-dominated internal source

Question 8

In the VALS framework,those consumers who are practical and deliberate information-seekers,and who value durability and functionality in products over styling and newness are called

Accepted Answer

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

Question 9

Scanning your memory for previous experiences with products or brands is called

Accepted Answer

A) problem recognition. 
B) alternative evaluation. 
C) cognitive dissonance. 
D) internal search. 
E) external search. 
A) problem recognition. 
B) alternative evaluation. 
C) cognitive dissonance. 
D) internal search. 
E) external search.

Question 10

Beliefs refer to

Accepted Answer

A) a person's consistent behaviors or responses to recurring situations. 
B) a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
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. 
E) the moral and ethical precepts that guide a person's behavior. 
A) a person's consistent behaviors or responses to recurring situations. 
B) a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
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. 
E) the moral and ethical precepts that guide a person's behavior.

Question 11

Which of the following statements about social class MOST ACCURATE?

Accepted Answer

A) Members of the lower social class have a more short-term time orientation and think in concrete rather than abstract terms. 
B) Members of the lower social classes are more likely to think about the future than those in the middle or upper social classes. 
C) The single most important factor in determining social class is a person's financial worth. 
D) Members of the upper social class are less likely to think abstractly and more likely concentrate on the immediate rather than long-term than the other social classes. 
E) Members of the middle social class have little interest in improvement centers or automobile parts stores;they are much more interested in travel and technology. 
A) Members of the lower social class have a more short-term time orientation and think in concrete rather than abstract terms. 
B) Members of the lower social classes are more likely to think about the future than those in the middle or upper social classes. 
C) The single most important factor in determining social class is a person's financial worth. 
D) Members of the upper social class are less likely to think abstractly and more likely concentrate on the immediate rather than long-term than the other social classes. 
E) Members of the middle social class have little interest in improvement centers or automobile parts stores;they are much more interested in travel and technology.

Question 12

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n)__________ group.

Accepted Answer

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

Question 13

The second stage in the consumer purchase decision process involves searching for information,which may include an internal search and/or an external search.What is this stage called?

Accepted Answer

A) postpurchase behavior 
B) alternative evaluation 
C) purchase decision 
D) problem recognition 
E) information search 
A) postpurchase behavior 
B) alternative evaluation 
C) purchase decision 
D) problem recognition 
E) information search

Question 14

In the VALS framework,self-expression-motivated consumers who have fewer resources and express themselves and experience the world by working on it are referred to as __________.

Accepted Answer

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

Question 15

Advertising explains that the drug Plavix works by preventing plaque buildup in arteries that can cause heart attack and stroke.This is an example of

Accepted Answer

A) using a cognitive learning technique. 
B) using a behavioral learning technique. 
C) reducing perceived risk. 
D) creating stimulus generalization. 
E) using an attitudinal learning technique. 
A) using a cognitive learning technique. 
B) using a behavioral learning technique. 
C) reducing perceived risk. 
D) creating stimulus generalization. 
E) using an attitudinal learning technique.

Question 16

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read business and news magazines such as Fortune and Time?

Accepted Answer

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

Question 17

Consumer behavior refers to

Accepted Answer

A) the aspects of a consumer's decision-making processes that cannot be measured. 
B) the actions a person takes in purchasing and using products and services,including the mental and social processes that come before and after these actions. 
C) the five stages a buyer passes through in making choices about which product and service to investigate,purchase,and consume. 
D) the mental and social processes related to purchasing that are innate in a person from birth. 
E) those purchasing behaviors that result from (1)repeated experience and (2)reasoning. 
A) the aspects of a consumer's decision-making processes that cannot be measured. 
B) the actions a person takes in purchasing and using products and services,including the mental and social processes that come before and after these actions. 
C) the five stages a buyer passes through in making choices about which product and service to investigate,purchase,and consume. 
D) the mental and social processes related to purchasing that are innate in a person from birth. 
E) those purchasing behaviors that result from (1)repeated experience and (2)reasoning.

Question 18

The set of values,ideas,and attitudes that are learned and shared among the members of a group is referred to as __________.

Accepted Answer

A) national character 
B) culture 
C) social class 
D) code of ethics 
E) ethnic ideology 
A) national character 
B) culture 
C) social class 
D) code of ethics 
E) ethnic ideology

Question 19

Dutch tulip growers have developed pre-sprouted bulbs,which will bloom in consumers' gardens just a few weeks after spring planting so people who didn't or couldn't plant bulbs in the fall will have spring flowers.Nurseries plan to promote the pre-sprouted tulips to people who appreciate "finer things" and will pay the premium price.Which of the following VALS segments would be most suitable for this product?

Accepted Answer

A) Survivors 
B) Believers 
C) Makers 
D) Innovators 
E) Experiencers 
A) Survivors 
B) Believers 
C) Makers 
D) Innovators 
E) Experiencers

Question 20

Three teenage girls spent an hour at a store trying on various outfits,looking at possible combinations,and asking each other,"How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

Accepted Answer

A) purchase task 
B) social surroundings 
C) physical surroundings 
D) temporal effects 
E) antecedent states 
A) purchase task 
B) social surroundings 
C) physical surroundings 
D) temporal effects 
E) antecedent states

Exam 5: Understanding Consumer Behavior

What does lifestyle mean and why is it important to marketers?

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as ___________.

Sociocultural influences that affect the consumer purchase decision process include all of the following EXCEPT:

The fifth stage in the consumer purchase decision process involves comparing the product or service purchased by buyers with their expectations to determine whether they are either satisfied or dissatisfied.What is this stage called?

Which of the following statements about family decision making is most accurate?

Selective exposure is most likely to occur during which stage of the consumer purchase decision process?

In the VALS framework,those consumers who are practical and deliberate information-seekers,and who value durability and functionality in products over styling and newness are called

Scanning your memory for previous experiences with products or brands is called

Beliefs refer to

Which of the following statements about social class MOST ACCURATE?

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n)__________ group.

The second stage in the consumer purchase decision process involves searching for information,which may include an internal search and/or an external search.What is this stage called?

In the VALS framework,self-expression-motivated consumers who have fewer resources and express themselves and experience the world by working on it are referred to as __________.

Advertising explains that the drug Plavix works by preventing plaque buildup in arteries that can cause heart attack and stroke.This is an example of

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read business and news magazines such as Fortune and Time?

Consumer behavior refers to

The set of values,ideas,and attitudes that are learned and shared among the members of a group is referred to as __________.

Three teenage girls spent an hour at a store trying on various outfits,looking at possible combinations,and asking each other,"How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

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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