Question 1

Consumers' purchases are often influenced by the views, opinions, or behaviors of others. Two aspects of personal influence that are important to marketers are opinion leadership and

Accepted Answer

A)   consumer socialization.
B)   word-of-mouth activity.
C)   peer pressure.
D)   government regulation.
E)   sales promotion.F) C) and D)
G) B) and C)

Question 2

In the Maslow hierarchy of needs, ________ needs involve self-preservation as well as physical and financial well-being.

Accepted Answer

A)   physiological
B)   social
C)   personal
D)   safety
E)   self-actualizationF) A) and D)
G) A) and C)

Question 3

During the consumer purchase decision process, an individual at the ________ stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision.

Accepted Answer

A)   problem recognition
B)   alternative evaluation
C)   cognitive dissonance
D)   information search
E)   postpurchase behaviorF) A) and E)
G) A) and D)

Question 4

The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers is referred to as

Accepted Answer

A)   consumer assimilation.
B)   consumer socialization.
C)   consumer lifestyle.
D)   purchase decision process.
E)   purchasing enculturation.F) A) and D)
G) B) and E)

Question 5

In marketing, advertisements or salespeople can activate a consumer's purchase decision process by

Accepted Answer

A)   creating a sense of irony or amusement.
B)   manipulating a customer's want into a need.
C)   promising product attributes that exceed the actual product potential.
D)   showing the shortcomings of competing (or currently owned)  products.
E)   shifting the consumer's focus from internal search to external search.F) A) and D)
G) D) and E)

Question 6

A(n)  ________ for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low.

Accepted Answer

A)   external search
B)   cognitive search
C)   alternative search
D)   internal search
E)   postpurchase searchF) B) and D)
G) C) and D)

Question 7

Firms such as GM and Frito-Lay have learned which of the following marketing lessons?

Accepted Answer

A)   It is a lot easier to find new customers than to retain existing ones.
B)   According to research, it is equally costly to acquire new customers and retain existing ones.
C)   Existing customers do not spend as much as new customers since the former like the old products rather than the new ones new customers like.
D)   The buying experience, customer satisfaction, and customer retention can increase a firm's profits.
E)   Unless a marketing promotion to retain customer loyalty can increase market share by at least 5 percent, it is not worth the expenditure.F) A) and E)
G) A) and D)

Question 8

In the VALS framework, achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Accepted Answer

A)   Believers.
B)   Experiencers.
C)   Strivers.
D)   Makers.
E)   Survivors.F) C) and D)
G) D) and E)

Question 9

The long-running U.S. Army recruiting advertisement that invited enlistees to "Be All You Can Be" appeals to which Maslow hierarchy of needs level?

Accepted Answer

A)   physiological needs
B)   self-actualization needs
C)   safety needs
D)   social needs
E)   personal needsF) A) and B)
G) C) and D)

Question 10

The second stage in the consumer purchase decision process involves gathering facts about possible choices, and may include internal and external sources. What is this stage called?

Accepted Answer

A)   postpurchase behavior
B)   alternative evaluation
C)   purchase decision
D)   problem recognition
E)   information searchF) B) and E)
G) A) and C)

Question 11

A reference group to which a person actually belongs is referred to as ________ group.

Accepted Answer

A)   a primary
B)   an associative
C)   an aspiration
D)   a dissociative
E)   an integratedF) C) and D)
G) A) and D)

Question 12

A study by Popular Mechanics magazine identified 18 million ________ who influence the purchases of some 85 million consumers for do-it-yourself products.

Accepted Answer

A)   lifestyle makers
B)   aspirational people
C)   autonomous leaders
D)   opinion leaders
E)   joint decision makersF) C) and D)
G) A) and B)

Question 13

Which of the following statements about Hispanic buying patterns is most accurate?

Accepted Answer

A)   Hispanics are often brand loyal and willing to pay a premium price for premium quality.
B)   Hispanic buying preferences are strongly influenced by contemporary fads and fashions.
C)   Hispanics are hesitant about using advertising as an information source.
D)   Convenience is an essential product attribute for Hispanic homemakers with respect to food preparation or consumption.
E)   Uniquely Hispanic buying patterns have virtually disappeared over the past 10 years due to increased assimilation.F) B) and E)
G) D) and E)

Question 14

Hadley wants to purchase a fitness tracker. She is unsure about what type will best suit her needs and work best with other products she owns. As a result, she has begun asking for advice from her friends and relatives. In addition, she has talked to several salespeople at Apple and Best Buy and has looked at some online reviews. Hadley is engaging in

Accepted Answer

A)   problem recognition.
B)   an internal search.
C)   an external search.
D)   a purchase task.
E)   the creation of an antecedent state.F) B) and C)
G) B) and D)

Question 15

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

Accepted Answer

A)   Joint decision making typically increases with the education of the spouses.
B)   Husbands make most of the purchase decisions 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 and ties.F) None of the above
G) All of the above

Question 16

Because the average consumer operates in a complex environment, the human brain attempts to organize and interpret information with a process referred to as

Accepted Answer

A)   selective retention.
B)   selective attention.
C)   selective exposure.
D)   selective perception.
E)   stimulus discrimination.F) A) and C)
G) B) and E)

Question 17

A bike helmet would be considered part of what level of the Maslow hierarchy of needs?

Accepted Answer

A)   physiological
B)   self-actualization
C)   personal
D)   safety
E)   socialF) A) and E)
G) C) and D)

Question 18

In the VALS framework, the segment with the most abundant resources, known as ________, are future-oriented and confident enough to experiment and overcome failure.

Accepted Answer

A)   Experiencers
B)   Innovators
C)   Makers
D)   Achievers
E)   StriversF) A) and B)
G) B) and E)

Question 19

Julie is an avid mystery reader and her babysitter Tina has been borrowing some of her books over the summer. When Tina's birthday approaches, Julie wants to buy her a good mystery. When Julie was trying to recall her own favorite mystery authors, she was engaged in

Accepted Answer

A)   problem recognition.
B)   an internal search.
C)   an external search.
D)   a purchase task.
E)   the precognition of an antecedent state.F) A) and E)
G) A) and D)

Question 20

If you read the chapters from your marketing textbook the night before this test and still could not remember several of the definitions for marketing terms, you may be experiencing

Accepted Answer

A)   selective retention.
B)   selective comprehension.
C)   selective exposure.
D)   selective perception.
E)   subliminal perception.F) C) and E)
G) C) and D)

Exam 4: Understanding Consumer Behavior

The second stage in the consumer purchase decision process involves gathering facts about possible choices, and may include internal and external sources. What is this stage called?

Correct Answer
verified

A reference group to which a person actually belongs is referred to as ________ group.

Correct Answer
verified

A bike helmet would be considered part of what level of the Maslow hierarchy of needs?

Correct Answer
verified

Correct Answer
verified

Consumers' purchases are often influenced by the views, opinions, or behaviors of others. Two aspects of personal influence that are important to marketers are opinion leadership and

Correct Answer
verified

The long-running U.S. Army recruiting advertisement that invited enlistees to "Be All You Can Be" appeals to which Maslow hierarchy of needs level?

Correct Answer
verified

Which of the following statements about Hispanic buying patterns is most accurate?

Correct Answer
verified

A(n) ________ for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low.

Correct Answer
verified

Firms such as GM and Frito-Lay have learned which of the following marketing lessons?

Correct Answer
verified

In marketing, advertisements or salespeople can activate a consumer's purchase decision process by

Correct Answer
verified

Because the average consumer operates in a complex environment, the human brain attempts to organize and interpret information with a process referred to as

Correct Answer
verified

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

Correct Answer
verified

In the VALS framework, achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Correct Answer
verified

In the VALS framework, the segment with the most abundant resources, known as ________, are future-oriented and confident enough to experiment and overcome failure.

Correct Answer
verified

A study by Popular Mechanics magazine identified 18 million ________ who influence the purchases of some 85 million consumers for do-it-yourself products.

Correct Answer
verified

The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers is referred to as

Correct Answer
verified

In the Maslow hierarchy of needs, ________ needs involve self-preservation as well as physical and financial well-being.

Correct Answer
verified

If you read the chapters from your marketing textbook the night before this test and still could not remember several of the definitions for marketing terms, you may be experiencing

Correct Answer
verified

During the consumer purchase decision process, an individual at the ________ stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision.

Correct Answer
verified

Julie is an avid mystery reader and her babysitter Tina has been borrowing some of her books over the summer. When Tina's birthday approaches, Julie wants to buy her a good mystery. When Julie was trying to recall her own favorite mystery authors, she was engaged in

Correct Answer
verified

Exam 4: Understanding Consumer Behavior

The second stage in the consumer purchase decision process involves gathering facts about possible choices, and may include internal and external sources. What is this stage called?

Correct AnswerverifiedShow Answer

A reference group to which a person actually belongs is referred to as ________ group.

Correct AnswerverifiedShow Answer

A bike helmet would be considered part of what level of the Maslow hierarchy of needs?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Consumers' purchases are often influenced by the views, opinions, or behaviors of others. Two aspects of personal influence that are important to marketers are opinion leadership and

Correct AnswerverifiedShow Answer

The long-running U.S. Army recruiting advertisement that invited enlistees to "Be All You Can Be" appeals to which Maslow hierarchy of needs level?

Correct AnswerverifiedShow Answer

Which of the following statements about Hispanic buying patterns is most accurate?

Correct AnswerverifiedShow Answer

A(n) ________ for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low.

Correct AnswerverifiedShow Answer

Firms such as GM and Frito-Lay have learned which of the following marketing lessons?

Correct AnswerverifiedShow Answer

In marketing, advertisements or salespeople can activate a consumer's purchase decision process by

Correct AnswerverifiedShow Answer

Because the average consumer operates in a complex environment, the human brain attempts to organize and interpret information with a process referred to as

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In the VALS framework, achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Correct AnswerverifiedShow Answer

In the VALS framework, the segment with the most abundant resources, known as ________, are future-oriented and confident enough to experiment and overcome failure.

Correct AnswerverifiedShow Answer

A study by Popular Mechanics magazine identified 18 million ________ who influence the purchases of some 85 million consumers for do-it-yourself products.

Correct AnswerverifiedShow Answer

The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers is referred to as

Correct AnswerverifiedShow Answer

In the Maslow hierarchy of needs, ________ needs involve self-preservation as well as physical and financial well-being.

Correct AnswerverifiedShow Answer

If you read the chapters from your marketing textbook the night before this test and still could not remember several of the definitions for marketing terms, you may be experiencing

Correct AnswerverifiedShow Answer

During the consumer purchase decision process, an individual at the ________ stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision.

Correct AnswerverifiedShow Answer

Julie is an avid mystery reader and her babysitter Tina has been borrowing some of her books over the summer. When Tina's birthday approaches, Julie wants to buy her a good mystery. When Julie was trying to recall her own favorite mystery authors, she was engaged in

Correct AnswerverifiedShow Answer

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