Question 1

ALS groups of consumers motivated by ________ are those who look for products and services that demonstrate success to their peers or to a peer group they aspire to.

Accepted Answer

A)   ideals
B)   achievement
C)   self-expression
D)   rewards
E)   successF) A) and B)
G) A) and C)

Question 2

What is a subculture? Which American racial/ethnic subcultures are most frequently targeted by marketers and why?

Accepted Answer

Subculture refers to a subgroup with uni...

Question 3

In the consumer purchase decision process for Coppertone products, the problem recognition stage is typically triggered either by "going somewhere" like a vacation, beach, or pool, or through what?

Accepted Answer

A)   heightened awareness of the need to protect skin regularly
B)   consumer exposure to medical information from their doctors
C)   participation in indoor or outdoor fitness activities
D)   a desire to incorporate more natural products into one's lifestyle
E)   experiencing a bad skin infectionF) A) and D)
G) A) and C)

Question 4

Figure 4-6
-According to Figure 4-6, E defines what level in the Maslow hierarchy of needs?

Accepted Answer

A)   physiological
B)   self-actualization
C)   social
D)   personal
E)   safetyF) None of the above
G) B) and E)

Question 5

Figure 4-3
-In Figure 4-3, column C represents which of the following in terms of consumer involvement and product knowledge?

Accepted Answer

A)   routine problem solving
B)   limited problem solving
C)   nominal problem solving
D)   basic problem solving
E)   integrated problem solvingF) A) and D)
G) A) and C)

Question 6

How do selective perception, selective exposure, selective comprehension, and selective retention differ?

Accepted Answer

Perception is the process by which an in...

Question 7

Because Marla was so strongly committed to a fat-free diet, she did not bother to read a recent report by the New England Journal of Medicine suggesting that some fat in our diet is healthy. The report was in a newspaper that Marla reads daily, but the headline did not appeal to her as the result of

Accepted Answer

A)   selective retention.
B)   selective comprehension.
C)   selective exposure.
D)   selective perception.
E)   stimulus discrimination.F) A) and B)
G) None of the above

Question 8

Explain the actions and considerations that relate to the five stages of the consumer purchase decision process.

Accepted Answer

The five stages in the purchase decision...

Question 9

Which problem solving variation would normally be used to purchase items such as crackers or laundry detergent?

Accepted Answer

A)   limited problem solving
B)   extended problem solving
C)   routine problem solving
D)   situational problem solving
E)   integrated problem solvingF) A) and B)
G) A) and D)

Question 10

In the VALS framework, each consumer segment exhibits unique media preferences. Which segment would be the most likely to read national newspapers?

Accepted Answer

A)   Experiencers
B)   Thinkers
C)   Believers
D)   Strivers
E)   MakersF) B) and D)
G) None of the above

Question 11

You need to buy a gift for a young cousin's birthday. You go to the mall and see a girl wearing a Hello Kitty T-shirt. You remember there is a store in the mall with a lot of Hello Kitty merchandise so you go there and buy a little backpack. When you give it to your cousin, she is very excited. In terms of behavioral learning, seeing the girl with the Hello Kitty shirt was a

Accepted Answer

A)   drive.
B)   reinforcement.
C)   cue.
D)   response.
E)   prompt.F) C) and E)
G) A) and E)

Question 12

Cognitive dissonance refers to

Accepted Answer

A)   feelings of guilt for purchasing a product or service that was not consistent with a consumer's moral or ethical beliefs.
B)   feelings of discomfort associated with purchasing something purely for the sake of prestige.
C)   the feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives.
D)   feelings of discontent after a purchase has been made when the product fails to perform up to expectations.
E)   feelings of discontent before a purchase has been made when the customer finds out that he or she paid more for the product than necessary.F) B) and D)
G) D) and E)

Question 13

Which of the following statements about the VALS framework is false?

Accepted Answer

A)   Consumers are inspired by one of three primary motivations-ideals, achievement, and self-expression-that give meaning to their self or the world and govern their activities.
B)   Consumers are motivated to buy products and services and seek experiences that give shape, substance, and satisfaction to their lives.
C)   The VALS framework seeks to explain why and how consumers make purchase decisions.
D)   The VALS framework identifies eight consumer segments.
E)   A consumer's gender and age have a direct effect on placement within a VALS consumer segment.F) B) and E)
G) A) and E)

Question 14

Which of the following is not part of the physical surroundings of a retail store that can influence how purchase decisions are made?

Accepted Answer

A)   decor
B)   crowding
C)   lighting
D)   music
E)   time of dayF) A) and D)
G) A) and B)

Question 15

Subliminal perception refers to

Accepted Answer

A)   the process of seeing or hearing messages without being aware of them.
B)   a person's innate ability to read nonverbal cues such as body language and facial expressions.
C)   the ability of a person to understand the allegorical meanings behind words, sentences, or paragraphs communicated in writing or speech.
D)   the process of being brainwashed to the point of acting in a way that is contrary to or inconsistent with one's normal behavior.
E)   the inability of a person to communicate due to lack of background knowledge or experience.F) B) and E)
G) All of the above

Question 16

Figure 4-1
-In Figure 4-1, 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 behaviorF) A) and D)
G) A) and C)

Question 17

The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness?

Accepted Answer

A)   purchase task
B)   social surroundings
C)   physical surroundings
D)   psychological effects
E)   antecedent statesF) B) and E)
G) B) and D)

Question 18

Figure 4-1
-In Figure 4-1, D 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 behaviorF) A) and B)
G) C) and D)

Question 19

Many University of Florida students, fans, and others view themselves part of "Gator Nation," the name of the ________ given to supporters of the University of Florida's educational and athletic programs.

Accepted Answer

A)   VALS type
B)   aspiration group
C)   social class
D)   brand community
E)   market segmentF) A) and B)
G) A) and C)

Question 20

In the Maslow hierarchy of needs, water, food, and housing would be considered ________ needs.

Accepted Answer

A)   psychological
B)   safety
C)   social
D)   personal
E)   physiologicalF) C) and D)
G) None of the above

Exam 4: Understanding Consumer Behavior

What is a subculture? Which American racial/ethnic subcultures are most frequently targeted by marketers and why?

Correct Answer
verified
Subculture refers to a subgroup with uni...
View Answer

Figure 4-6 -According to Figure 4-6, E defines what level in the Maslow hierarchy of needs?

Correct Answer
verified

In the consumer purchase decision process for Coppertone products, the problem recognition stage is typically triggered either by "going somewhere" like a vacation, beach, or pool, or through what?

Correct Answer
verified

Which of the following is not part of the physical surroundings of a retail store that can influence how purchase decisions are made?

Correct Answer
verified

Figure 4-3 -In Figure 4-3, column C represents which of the following in terms of consumer involvement and product knowledge?

Correct Answer
verified

Because Marla was so strongly committed to a fat-free diet, she did not bother to read a recent report by the New England Journal of Medicine suggesting that some fat in our diet is healthy. The report was in a newspaper that Marla reads daily, but the headline did not appeal to her as the result of

Correct Answer
verified

Which problem solving variation would normally be used to purchase items such as crackers or laundry detergent?

Correct Answer
verified

Figure 4-1 -In Figure 4-1, D represents which stage of the consumer purchase decision process?

Correct Answer
verified

Which of the following statements about the VALS framework is false?

Correct Answer
verified

Figure 4-1 -In Figure 4-1, E represents which stage of the consumer purchase decision process?

Correct Answer
verified

Many University of Florida students, fans, and others view themselves part of "Gator Nation," the name of the ________ given to supporters of the University of Florida's educational and athletic programs.

Correct Answer
verified

Correct Answer
verified

The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness?

Correct Answer
verified

In the VALS framework, each consumer segment exhibits unique media preferences. Which segment would be the most likely to read national newspapers?

Correct Answer
verified

In the Maslow hierarchy of needs, water, food, and housing would be considered ________ needs.

Correct Answer
verified

Subliminal perception refers to

Correct Answer
verified

Cognitive dissonance refers to

Correct Answer
verified

Explain the actions and considerations that relate to the five stages of the consumer purchase decision process.

Correct Answer
verified
The five stages in the purchase decision...
View Answer

ALS groups of consumers motivated by ________ are those who look for products and services that demonstrate success to their peers or to a peer group they aspire to.

Correct Answer
verified

How do selective perception, selective exposure, selective comprehension, and selective retention differ?

Correct Answer
verified
Perception is the process by which an in...
View Answer

Exam 4: Understanding Consumer Behavior

What is a subculture? Which American racial/ethnic subcultures are most frequently targeted by marketers and why?

Correct AnswerverifiedSubculture refers to a subgroup with uni...View AnswerShow Answer

Figure 4-6 -According to Figure 4-6, E defines what level in the Maslow hierarchy of needs?

Correct AnswerverifiedShow Answer

In the consumer purchase decision process for Coppertone products, the problem recognition stage is typically triggered either by "going somewhere" like a vacation, beach, or pool, or through what?

Correct AnswerverifiedShow Answer

Which of the following is not part of the physical surroundings of a retail store that can influence how purchase decisions are made?

Correct AnswerverifiedShow Answer

Figure 4-3 -In Figure 4-3, column C represents which of the following in terms of consumer involvement and product knowledge?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which problem solving variation would normally be used to purchase items such as crackers or laundry detergent?

Correct AnswerverifiedShow Answer

Figure 4-1 -In Figure 4-1, D represents which stage of the consumer purchase decision process?

Correct AnswerverifiedShow Answer

Which of the following statements about the VALS framework is false?

Correct AnswerverifiedShow Answer

Figure 4-1 -In Figure 4-1, E represents which stage of the consumer purchase decision process?

Correct AnswerverifiedShow Answer

Many University of Florida students, fans, and others view themselves part of "Gator Nation," the name of the ________ given to supporters of the University of Florida's educational and athletic programs.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness?

Correct AnswerverifiedShow Answer

In the VALS framework, each consumer segment exhibits unique media preferences. Which segment would be the most likely to read national newspapers?

Correct AnswerverifiedShow Answer

In the Maslow hierarchy of needs, water, food, and housing would be considered ________ needs.

Correct AnswerverifiedShow Answer

Subliminal perception refers to

Correct AnswerverifiedShow Answer

Cognitive dissonance refers to

Correct AnswerverifiedShow Answer

Explain the actions and considerations that relate to the five stages of the consumer purchase decision process.

Correct AnswerverifiedThe five stages in the purchase decision...View AnswerShow Answer

ALS groups of consumers motivated by ________ are those who look for products and services that demonstrate success to their peers or to a peer group they aspire to.

Correct AnswerverifiedShow Answer

How do selective perception, selective exposure, selective comprehension, and selective retention differ?

Correct AnswerverifiedPerception is the process by which an in...View AnswerShow Answer

Correct Answer
verified
Subculture refers to a subgroup with uni...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The five stages in the purchase decision...
View Answer

Correct Answer
verified

Correct Answer
verified
Perception is the process by which an in...
View Answer