Question 1

Relatives and friends whom the consumer trusts are known as __________ sources of external information in the consumer purchase decision process.

Accepted Answer

A)   relational
B)   marketer-dominated
C)   personal
D)   stakeholder
E)   publicF) A) and B)
G) B) and D)

Question 2

Subgroups within the larger,or national,culture with unique values,ideas,and attitudes are referred to as

Accepted Answer

A)   reference groups.
B)   families.
C)   social classes.
D)   subcultures.
E)   normative groups.F) None of the above
G) A) and E)

Question 3

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) D) and E)
G) None of the above

Question 4

Amanda plans to go for a run after her classes are over.As she is lacing up her running shoes,she notices that one of the shoe's seams is unraveling,and she thinks it is about time for a new pair.In which stage of the consumer purchase decision process is Amanda at that moment?

Accepted Answer

A)   information search
B)   problem recognition
C)   purchase behavior
D)   alternative evaluation
E)   prepurchase cognitionF) A) and E)
G) A) and C)

Question 5

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.F) B) and D)
G) D) and E)

Question 6

The fifth stage in the consumer purchase decision process involves comparing the product or service purchased with one's expectations to determine the degree of satisfaction or dissatisfaction.What is this stage called?

Accepted Answer

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

Question 7

Which of the following statements about the family life cycle is most accurate?

Accepted Answer

A)   The majority of households today are composed of traditional families.
B)   Income and gender are two of the variables considered in the family life cycle.
C)   Young singles represent a target market for recreational travel, automobiles, and consumer electronics.
D)   Singles with no children are more likely to buy life insurance than any other group.
E)   The most financially secure group of any family life cycle stage is single parents with children.F) A) and D)
G) All of the above

Question 8

Consumers' ability to perceive taste differences in chocolate bars is an example of

Accepted Answer

A)   cognitive dissonance.
B)   stimulus discrimination.
C)   selective retention.
D)   selective comprehension.
E)   stimulus generalization.F) B) and D)
G) A) and B)

Question 9

The five stages a buyer passes through in making choices about which products and services to buy is called the

Accepted Answer

A)   information sorting process.
B)   purchase decision process.
C)   alternative evaluation process.
D)   postpurchase behavior process.
E)   problem recognition process.F) C) and D)
G) B) and D)

Question 10

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 C)
G) C) and D)

Question 11

Figure 4-5 
-Figure 4-5 depicts the Maslow

Accepted Answer

A)   motivation for preservation.
B)   products pyramid.
C)   hierarchy of needs.
D)   ladder of effects.
E)   psychosocial influences.F) A) and B)
G) A) and C)

Question 12

The VALS framework

Accepted Answer

A)   is a well-known personality assessment.
B)   involves applying cognitive learning theory to segments that have low awareness of a product.
C)   examines the intersection of psychology, demographics, and lifestyles.
D)   is a study on the hierarchy of needs.
E)   is a form of geodemographic segmentation.F) All of the above
G) B) and D)

Question 13

Figure 4-6 
-VALS creates profiles of people based on their primary motivation and resources.In the VALS framework (Figure 4-6) ,B refers to

Accepted Answer

A)   Ideals.
B)   Achievement.
C)   Self-Expression.
D)   Survivors.
E)   Innovators.F) B) and E)
G) A) and D)

Question 14

Jennifer usually worked long hours at her job at the hospital,so her husband,Ari,an amateur chef,prepared most of the meals for the family.As an anniversary gift,Jennifer bought Ari a top-of-the-line professional cooktop and oven.Ari's primary role in this process was that of

Accepted Answer

A)   information gatherer.
B)   influencer.
C)   purchaser.
D)   decision maker.
E)   user.F) B) and E)
G) B) and D)

Question 15

Which of the following statements about personality is most accurate?

Accepted Answer

A)   Personality is dynamic and typically changes several times as a person matures.
B)   Most personality traits are inherited or formed at an early age.
C)   Personality is the energizing force that makes consumer behavior purposeful.
D)   Most personality traits are formed during adulthood and don't change thereafter.
E)   People with compliant personalities prefer lesser known brand names.F) C) and D)
G) A) and C)

Question 16

Five situational influences have an impact on a consumer's purchase decision process.One of these is

Accepted Answer

A)   competitive offerings.
B)   core values.
C)   perception.
D)   consumer socialization.
E)   temporal effects.F) C) and E)
G) A) and B)

Question 17

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.F) B) and D)
G) C) and D)

Question 18

The personal,social,and economic significance of the purchase to the consumer,which is known as the level of __________,may cause him or her to skip or minimize one or more stages in the purchase decision process.

Accepted Answer

A)   aspiration
B)   cognitive dissonance
C)   motivation
D)   situational influences
E)   involvementF) A) and B)
G) None of the above

Question 19

In the VALS framework,two segments stand apart based on their abundance or lack of psychological,physical,and material

Accepted Answer

A)   ideals.
B)   rewards.
C)   self-expression.
D)   achievement.
E)   resources.F) A) and C)
G) C) and E)

Question 20

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

Accepted Answer

A)   a socialization
B)   an associative
C)   an aspiration
D)   a dissociative
E)   an antisocialF) B) and C)
G) C) and D)

Exam 4: Understanding Consumer Behavior

The VALS framework

Correct AnswerverifiedShow Answer

The personal,social,and economic significance of the purchase to the consumer,which is known as the level of __________,may cause him or her to skip or minimize one or more stages in the purchase decision process.

Correct AnswerverifiedShow Answer

Jennifer usually worked long hours at her job at the hospital,so her husband,Ari,an amateur chef,prepared most of the meals for the family.As an anniversary gift,Jennifer bought Ari a top-of-the-line professional cooktop and oven.Ari's primary role in this process was that of

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In the VALS framework,two segments stand apart based on their abundance or lack of psychological,physical,and material

Correct AnswerverifiedShow Answer

Which of the following statements about the family life cycle is most accurate?

Correct AnswerverifiedShow Answer

Consumers' ability to perceive taste differences in chocolate bars is an example of

Correct AnswerverifiedShow Answer

Relatives and friends whom the consumer trusts are known as __________ sources of external information in the consumer purchase decision process.

Correct AnswerverifiedShow Answer

The fifth stage in the consumer purchase decision process involves comparing the product or service purchased with one's expectations to determine the degree of satisfaction or dissatisfaction.What is this stage called?

Correct AnswerverifiedShow Answer

Amanda plans to go for a run after her classes are over.As she is lacing up her running shoes,she notices that one of the shoe's seams is unraveling,and she thinks it is about time for a new pair.In which stage of the consumer purchase decision process is Amanda at that moment?

Correct AnswerverifiedShow Answer

Five situational influences have an impact on a consumer's purchase decision process.One of these is

Correct AnswerverifiedShow Answer

Figure 4-5 -Figure 4-5 depicts the Maslow

Correct AnswerverifiedShow Answer

The five stages a buyer passes through in making choices about which products and services to buy is called the

Correct AnswerverifiedShow Answer

Subgroups within the larger,or national,culture with unique values,ideas,and attitudes are referred to as

Correct AnswerverifiedShow Answer

Which of the following statements about personality is most accurate?

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

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

Correct AnswerverifiedShow Answer

Figure 4-6 -VALS creates profiles of people based on their primary motivation and resources.In the VALS framework (Figure 4-6) ,B refers to

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

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

Correct AnswerverifiedShow Answer

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