Question 1

Marketers often use the principles and theories from other disciplines to understand consumer actions and develop marketing strategies.According to the text,what disciplines are most useful to marketers trying to understand consumer behavior?

Accepted Answer

The answer of Marketers often use the principles and theories...

Question 2

There are approximately 1 billion people living in India.Only about 200 million of these people earn more than the equivalent of $1,000 per year.According to Maslow's hierarchy,most of the other 800 million Indian consumers are primarily addressing their __________ needs.

Accepted Answer

A)  social 
B)  personal 
C)  psychological 
D)  esteem 
E)  physiological

Question 3

Where Caroline grew up,everyone knew everyone else,no one locked their doors,and a person's word could be trusted.When she went to work in another part of the country,she was surprised by how few people had similar values and beliefs.Caroline had to adjust to __________ differences.

Accepted Answer

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

Question 4

Marketers fear negative word of mouth because when consumers are dissatisfied,they

Accepted Answer

A)  are less likely to say something than when they are satisfied. 
B)  often want to complain to many people. 
C)  buy more of the product to prove they were correct in their criticism. 
D)  often file a lawsuit. 
E)  don't buy any of the company's other products.

Question 5

The three components of an attitude are

Accepted Answer

A)  cognitive,affective,and behavioral. 
B)  connected,applicable,and bearable. 
C)  confident,achievable,and believable. 
D)  consistent,affordable,and particular. 
E)  controlled,uncontrolled,and visible.

Question 6

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles.These stars often become __________,influencing other consumers' behavior.

Accepted Answer

A)  reference groups 
B)  internal loci of control 
C)  cultural icons 
D)  cognitive parameters 
E)  evoked images

Question 7

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.

Accepted Answer

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

Question 8

Harley-Davidson knows that many of its customers today are professional people who want the pride of owning a Harley.Harley-Davidson also appeals to its more traditional market: cyclists who want a smooth,powerful ride.To be successful,Harley-Davidson needs to appeal to which type(s)of needs?

Accepted Answer

The answer of Harley-Davidson knows that many of its customers...

Question 9

Limited problem solving usually relies on

Accepted Answer

A)  past experience more than on external information. 
B)  situational stimuli and attitudes. 
C)  external searches for information. 
D)  financial analysis of performance risk. 
E)  evaluation of the universal set.

Question 10

Mary will not consider purchasing an "American" car brand based on negative comments made by her parents; therefore,she has developed a negative attitude toward American brand cars.

Accepted Answer

A) True 
 B)False

Question 11

Marketers frequently design customer relationship management programs to

Accepted Answer

A)  retain loyal customers. 
B)  attract consumers who have safety needs. 
C)  reinforce postpurchase cognitive dissonance. 
D)  increase internal information search. 
E)  improve profit margins.

Question 12

Provide two decision-making examples: one of an occasion when a consumer might use a compensatory decision rule,and one when the consumer might use a noncompensatory decision rule.For each,briefly identify the characteristics of the decision that would make a compensatory or noncompensatory rule the best choice.Be specific.

Accepted Answer

The answer of Provide two decision-making examples: one of an...

Question 13

The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers' decisions.

Accepted Answer

A)  situational 
B)  psychological 
C)  shopping 
D)  interpersonal 
E)  economic

Question 14

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and to

Accepted Answer

A)  develop basic strategies for dealing with their behavior. 
B)  contribute to the theoretical knowledge in those disciplines. 
C)  avoid cultural reference group problems. 
D)  maximize postpurchase cognitive dissonance. 
E)  satisfy ritual consumption needs while avoiding overconsumption.

Question 15

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

Accepted Answer

A)  financial risk and performance risk 
B)  search for alternatives and alternatives found 
C)  needy state and desired state 
D)  universal set and evoked set 
E)  external and internal information search

Question 16

A home security company will advertise the need for home surveillance products to appeal to which level of Maslow's Hierarchy of Needs?

Accepted Answer

A)  safety 
B)  love 
C)  esteem 
D)  self-actualization 
E)  physiological

Question 17

Determinant attributes are product or service features that are important to the buyer and on which competing brands or stores are perceived to differ.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is not an element of the factors affecting consumers' search processes?

Accepted Answer

A)  perceived benefits versus perceived costs of search 
B)  locus of control 
C)  actual risk 
D)  perceived risk 
E)  functional versus psychological need

Question 19

The shared meanings,beliefs,morals,values,and customs of a group of people constitute its

Accepted Answer

A)  reference group. 
B)  family. 
C)  culture. 
D)  cognitive frame. 
E)  evoked set.

Question 20

Zappos online shoe and clothing store has a unique way of dealing with abandoned shopping carts.If a site visitor places items into the shopping cart and then leaves the site without making a purchase,several days later Zappos sends a humorous e-mail saying,"Let us show you what your shopping cart did while you were gone," along with a photo of a cute dog intended to represent the shopping cart.This attention-getting device is designed to improve the site's

Accepted Answer

A)  postpurchase dissonance. 
B)  selective perception. 
C)  conversion rate. 
D)  reference group influence. 
E)  position in the evoked set.

Exam 6: Consumer Behavior

Marketers often use the principles and theories from other disciplines to understand consumer actions and develop marketing strategies.According to the text,what disciplines are most useful to marketers trying to understand consumer behavior?

There are approximately 1 billion people living in India.Only about 200 million of these people earn more than the equivalent of $1,000 per year.According to Maslow's hierarchy,most of the other 800 million Indian consumers are primarily addressing their __________ needs.

Where Caroline grew up,everyone knew everyone else,no one locked their doors,and a person's word could be trusted.When she went to work in another part of the country,she was surprised by how few people had similar values and beliefs.Caroline had to adjust to __________ differences.

Marketers fear negative word of mouth because when consumers are dissatisfied,they

The three components of an attitude are

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles.These stars often become __________,influencing other consumers' behavior.

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.

Harley-Davidson knows that many of its customers today are professional people who want the pride of owning a Harley.Harley-Davidson also appeals to its more traditional market: cyclists who want a smooth,powerful ride.To be successful,Harley-Davidson needs to appeal to which type(s)of needs?

Limited problem solving usually relies on

Mary will not consider purchasing an "American" car brand based on negative comments made by her parents; therefore,she has developed a negative attitude toward American brand cars.

Marketers frequently design customer relationship management programs to

The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers' decisions.

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and to

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

A home security company will advertise the need for home surveillance products to appeal to which level of Maslow's Hierarchy of Needs?

Determinant attributes are product or service features that are important to the buyer and on which competing brands or stores are perceived to differ.

Which of the following is not an element of the factors affecting consumers' search processes?

The shared meanings,beliefs,morals,values,and customs of a group of people constitute its