Question 1

The tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent with them is referred to as

Accepted Answer

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

Question 2

Retailers can reduce problems associated with selective retention by

Accepted Answer

A)  hiring well-known celebrities to sponsor their products.
B)  adding more end-aisle and other point-of-purchase displays throughout the store.
C)  providing brochures for consumers to take home.
D)  adopting advertising campaigns that use bright colors and a new selection of popular background music.
E)  offering extended service warranties.F) A) and E)
G) B) and C)

Question 3

One evening while watching TV,your stomach growls.You see an ad for Subway.You walk to the Subway shop and buy a sandwich,which tastes great.In terms of behavioral learning,the great taste of the sandwich is a(n) __________.

Accepted Answer

A)  reinforcement
B)  achievement
C)  drive
D)  cue
E)  responseF) C) and D)
G) A) and E)

Question 4

There are various nonprofit publications dedicated to assisting in consumer education and decision-making.Examples of these public sources of information for an external information search include Consumer Reports,__________,and TV "consumer programs."

Accepted Answer

A)  advertisements
B)  sales personnel
C)  friends and relatives
D)  government agencies
E)  point of purchase displaysF) A) and B)
G) None of the above

Question 5

Consumers with credit cards

Accepted Answer

A)  are less influenced by physical surrounding than those who pay by cash or check.
B)  are influenced to a certain extent by a retailer's physical surroundings to buy more with their credits cards than with cash.
C)  purchase more than those who purchase with cash or debit cards.
D)  purchase less than those who purchase with cash or debit cards.
E)  purchase less when accompanied by children than when in the company of other adults.F) None of the above
G) A) and E)

Question 6

According to Figure 5-5 above,"B" defines what level in the Maslow hierarchy of needs?

Accepted Answer

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

Question 7

Customer satisfaction is an important focus for marketers because

Accepted Answer

A)  marketing research is an expensive proposition;the fewer times it needs to be done,the better off the company is.
B)  the financial value of a satisfied,loyal customer over time can be significant.
C)  consumers are unable to assess it by themselves.
D)  attracting new customers is easier than keeping old ones.
E)  a 50 percent improvement in customer retention can increase a company's profits by 5 percent.F) C) and D)
G) A) and B)

Question 8

In Figure 5-4 above,"D" represents the __________ influences that can affect the consumer purchase decision process.

Accepted Answer

A)  economic
B)  situational
C)  psychological
D)  sociocultural
E)  marketing mixF) A) and B)
G) A) and C)

Question 9

If you read the chapters from your marketing textbook the night before this test and still could not remember several of the correct marketing terms to do well on the exam,this may be the result of

Accepted Answer

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

Question 10

Individuals who exert direct or indirect social influence over others are referred to as

Accepted Answer

A)  decision makers.
B)  achievers.
C)  innovators.
D)  buzz managers.
E)  opinion leaders.F) A) and C)
G) A) and B)

Question 11

The concept that consists of the distinct phases that a family progresses through from formation to retirement,each phase bringing with it identifiable purchasing behaviors,is referred to as the

Accepted Answer

A)  family scale.
B)  family life cycle.
C)  family continuum.
D)  household socialization.
E)  household patterning.F) C) and D)
G) A) and B)

Question 12

VALS groups of consumers who are motivated by __________ are those who desire social or physical activity,variety,and risk.

Accepted Answer

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

Question 13

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) C) and D)
G) C) and E)

Question 14

Consumer socialization refers to

Accepted Answer

A)  the distinct phases that a family progresses through from formation to retirement,each phase bringing with it identifiable purchasing behaviors.
B)  the people to whom an individual looks as a basis for self-appraisal or as a source of personal standards.
C)  the process by which people acquire the skills,knowledge,and attitudes necessary to function as consumers.
D)  the modes of living that are identified by how people spend their time and resources,what they consider important in their environment,and what they think of themselves and the world around them.
E)  the relatively permanent,homogeneous divisions in a society into which people sharing similar values,interests,and behavior can be grouped.F) B) and C)
G) B) and E)

Question 15

The information search stage clarifies the problem for the consumer by: (1) suggesting criteria to use for the purchase; (2) yielding brand names that might meet the criteria;and (3) __________.

Accepted Answer

A)  developing consumer value perceptions.
B)  evaluating particular products
C)  selecting the type of retail outlet.
D)  establishing a purchase timeline.
E)  creating a hierarchy of needs.F) C) and E)
G) A) and B)

Question 16

Name the five situational influences that affect the consumer purchase decision process.

Accepted Answer

Situational influences include...

Question 17

__________ 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) A) and D)
G) A) and B)

Question 18

In behavioral learning,a(n) __________ is a stimulus or symbol perceived by consumers.

Accepted Answer

A)  drive
B)  cue
C)  attitude
D)  response
E)  reinforcementF) A) and B)
G) None of the above

Question 19

It is time for the Ramirez family to plan its annual vacation.The father wants to stay home this year and use the vacation money to work on the house.The paternal grandmother who lives with them wants to visit relatives in New York.The father asks his mother to determine how much a trip to New York would cost the family and if they could stay with relatives while they were there.The mother and the daughter want to go to the beach.Which of the following sentences best describes the roles each family member played in making this decision?

Accepted Answer

A)  There is no family member serving as an information gatherer.
B)  The mother and the grandmother only played the role of influencer.
C)  The females in the family only play two roles-users and influencers.
D)  Since the father will make the final vacation decision,he has taken on all of the roles.
E)  The grandmother plays the roles of user,influencer,and information gatherer.F) A) and B)
G) B) and E)

Question 20

EHarmony claims to be the world's most trusted online dating website.Its appeal is to satisfy consumers' __________ needs in the Maslow hierarchy of needs.

Accepted Answer

A)  physiological
B)  personal
C)  interaction
D)  social
E)  psychologicalF) A) and D)
G) C) and D)

Exam 5: Understanding Consumer Behavior

There are various nonprofit publications dedicated to assisting in consumer education and decision-making.Examples of these public sources of information for an external information search include Consumer Reports,__________,and TV "consumer programs."

Correct Answer
verified

The tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent with them is referred to as

Correct Answer
verified

Retailers can reduce problems associated with selective retention by

Correct Answer
verified

In Figure 5-4 above,"D" represents the __________ influences that can affect the consumer purchase decision process.

Correct Answer
verified

The concept that consists of the distinct phases that a family progresses through from formation to retirement,each phase bringing with it identifiable purchasing behaviors,is referred to as the

Correct Answer
verified

VALS groups of consumers who are motivated by __________ are those who desire social or physical activity,variety,and risk.

Correct Answer
verified

Correct Answer
verified

According to Figure 5-5 above,"B" defines what level in the Maslow hierarchy of needs?

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 correct marketing terms to do well on the exam,this may be the result of

Correct Answer
verified

Customer satisfaction is an important focus for marketers because

Correct Answer
verified

Consumer socialization refers to

Correct Answer
verified

In behavioral learning,a(n) __________ is a stimulus or symbol perceived by consumers.

Correct Answer
verified

One evening while watching TV,your stomach growls.You see an ad for Subway.You walk to the Subway shop and buy a sandwich,which tastes great.In terms of behavioral learning,the great taste of the sandwich is a(n) __________.

Correct Answer
verified

Name the five situational influences that affect the consumer purchase decision process.

Correct Answer
verified
Situational influences include...
View Answer

The information search stage clarifies the problem for the consumer by: (1) suggesting criteria to use for the purchase; (2) yielding brand names that might meet the criteria;and (3) __________.

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

__________ 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

Consumers with credit cards

Correct Answer
verified

EHarmony claims to be the world's most trusted online dating website.Its appeal is to satisfy consumers' __________ needs in the Maslow hierarchy of needs.

Correct Answer
verified

Individuals who exert direct or indirect social influence over others are referred to as

Correct Answer
verified

Exam 5: Understanding Consumer Behavior

There are various nonprofit publications dedicated to assisting in consumer education and decision-making.Examples of these public sources of information for an external information search include Consumer Reports,__________,and TV "consumer programs."

Correct AnswerverifiedShow Answer

The tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent with them is referred to as

Correct AnswerverifiedShow Answer

Retailers can reduce problems associated with selective retention by

Correct AnswerverifiedShow Answer

In Figure 5-4 above,"D" represents the __________ influences that can affect the consumer purchase decision process.

Correct AnswerverifiedShow Answer

The concept that consists of the distinct phases that a family progresses through from formation to retirement,each phase bringing with it identifiable purchasing behaviors,is referred to as the

Correct AnswerverifiedShow Answer

VALS groups of consumers who are motivated by __________ are those who desire social or physical activity,variety,and risk.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

According to Figure 5-5 above,"B" defines what level in the Maslow hierarchy of needs?

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 correct marketing terms to do well on the exam,this may be the result of

Correct AnswerverifiedShow Answer

Customer satisfaction is an important focus for marketers because

Correct AnswerverifiedShow Answer

Consumer socialization refers to

Correct AnswerverifiedShow Answer

In behavioral learning,a(n) __________ is a stimulus or symbol perceived by consumers.

Correct AnswerverifiedShow Answer

One evening while watching TV,your stomach growls.You see an ad for Subway.You walk to the Subway shop and buy a sandwich,which tastes great.In terms of behavioral learning,the great taste of the sandwich is a(n) __________.

Correct AnswerverifiedShow Answer

Name the five situational influences that affect the consumer purchase decision process.

Correct AnswerverifiedSituational influences include...View AnswerShow Answer

The information search stage clarifies the problem for the consumer by: (1) suggesting criteria to use for the purchase; (2) yielding brand names that might meet the criteria;and (3) __________.

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

__________ 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

Consumers with credit cards

Correct AnswerverifiedShow Answer

EHarmony claims to be the world's most trusted online dating website.Its appeal is to satisfy consumers' __________ needs in the Maslow hierarchy of needs.

Correct AnswerverifiedShow Answer

Individuals who exert direct or indirect social influence over others are referred to as

Correct AnswerverifiedShow Answer

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Situational influences include...
View Answer

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