Question 1

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

Question 2

Five influences can have an impact on a consumer's purchase decision process,which are purchase task,social surroundings,physical surroundings,temporal effects,and antecedent states.These are referred to as

Accepted Answer

A)  marketing mix influences.
B)  situational influences.
C)  psychological influences.
D)  sociocultural influences.
E)  evaluative criteria.F) C) and D)
G) A) and D)

Question 3

Ducti is a small company that manufacturers duct-tape wallets.Ducti founder,David Pippenger,discovered there is a large demand for the wallets and watches that Ducti sells.In fact,its product line has expanded to include bags as well.Advertising by Ducti that shows the tattered and worn wallets some consumers carry would be best used to encourage them to

Accepted Answer

A)  experience problem recognition.
B)  consult a public source of information.
C)  consult a personal source of information.
D)  make a purchase decision.
E)  experience cognitive dissonance.F) B) and C)
G) A) and E)

Question 4

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)  MakersF) B) and D)
G) B) and E)

Question 5

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) __________; (2) changing the perceived importance of attributes; and (3) adding new attributes to the product.

Accepted Answer

A)  reinforcing the consumers' sense of self confidence in making wise purchase decisions
B)  actively educating consumers about the product's competitive advantages
C)  refocusing a consumer's attention from one attribute to another
D)  changing beliefs about the extent to which a brand has certain attributes
E)  denigrating the attributes of competitors' productsF) A) and E)
G) All of the above

Question 6

When a response elicited by one stimulus is generalized to another stimulus,it is called

Accepted Answer

A)  selective comprehension.
B)  selective retention.
C)  stimulus generalization.
D)  stimulus discrimination.
E)  routine problem solving.F) C) and D)
G) B) and E)

Question 7

Which of the following is a reason that marketing to Hispanics has proven to be a challenge?

Accepted Answer

A)  The Hispanic subculture is diverse.
B)  Hispanics don't consider advertising a credible source of product information.
C)  Hispanics communities are spread out through the entire country and therefore difficult to target.
D)  Hispanics prefer imports to American-made products; they tend to be ethnocentric in their product preferences.
E)  Assimilation is valued and the Hispanic community finds cultural target marketing offensive.F) B) and C)
G) A) and E)

Question 8

There are five stages in the consumer purchase decision process.The third stage is __________.

Accepted Answer

A)  information search
B)  purchase decision
C)  alternative evaluation
D)  opportunity testing
E)  problem recognitionF) A) and B)
G) A) and E)

Question 9

Situational influences refer to

Accepted Answer

A)  the five aspects of the purchase situation that impact the consumer purchase decision process: purchase task,social surroundings,physical surroundings,temporal effects,and antecedent states.
B)  the temporary impediments to a consumer's purchase decision.
C)  psychological concepts that are useful for interpreting buying processes and directing marketing efforts.
D)  the feelings of postpurchase anxiety that can arise from a number of different factors including social surroundings,physical surroundings,temporal effects,and antecedent states.
E)  both the objective and subjective attributes a consumer uses to compare different products and brands.F) A) and C)
G) A) and D)

Question 10

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 E)
G) A) and B)

Question 11

The influencing of people during conversations is referred to as

Accepted Answer

A)  opinion formations.
B)  peer persuasion.
C)  interpersonal gossip.
D)  word of mouth.
E)  consumer socialization.F) B) and E)
G) A) and B)

Question 12

Compare and contrast routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Accepted Answer

There are three general variations in th...

Question 13

An Asian family whose relatives emigrated four generations ago has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Accepted Answer

A)  non-assimilated,yet celebrating their culture by purchasing authentic Asian goods
B)  assimilated,exhibiting buying patterns very much like other typical American consumers
C)  assimilated,yet celebrating their culture by seeking traditional Asian occupations
D)  non-assimilated,because of the inherent diversity of Asian subcultures that transcends generations
E)  non-assimilated,exhibiting buying patterns very much like other typical American consumersF) B) and E)
G) C) and D)

Question 14

Which of the following products is an example of a low-involvement purchase?

Accepted Answer

A)  a Honda Civic automobile
B)  a Trek bicycle
C)  membership into a local country club
D)  a vacation to Italy
E)  Biolage shampooF) A) and B)
G) B) and C)

Question 15

An attitude refers to

Accepted Answer

A)  a person's consistent behaviors or responses to recurring situations.
B)  the process by which an individual selects,organizes,and interprets information to create a meaningful picture of the world.
C)  a consumer's subjective perception of how a product or brand performs on different attributes based on personal experience,advertising,and discussions with other people.
D)  the feelings one has about the preferable modes of conduct that tend to persist over time.
E)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.F) D) and E)
G) A) and B)

Question 16

Customer satisfaction is an important focus for marketers because

Accepted Answer

A)  marketing research is an expensive proposition; the fewer times it needs be done,the better.
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) A) and C)
G) A) and D)

Question 17

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 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 creation of an antecedent state.F) A) and E)
G) A) and B)

Question 18

Firms such as General Electric (GE) ,Johnson & Johnson,Coca-Cola,and British Airways focus their attention on __________ to maximize customer satisfaction and retention in part by offering training to handle complaints,answer questions,and solve consumer problems.

Accepted Answer

A)  value perception
B)  postpurchase behavior
C)  non-competitive pricing
D)  comparison pricing
E)  prepurchase behaviorF) A) and C)
G) All of the above

Question 19

Those needs which are basic to survival and which must be satisfied first are referred to as

Accepted Answer

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

Question 20

VALS 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) B) and E)
G) C) and E)

Exam 4: Understanding Consumer Behavior

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 favorite mystery authors,she was engaged in

Correct Answer
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Compare and contrast routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Correct Answer
verified
There are three general variations in th...
View Answer

An attitude refers to

Correct Answer
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Firms such as General Electric (GE) ,Johnson & Johnson,Coca-Cola,and British Airways focus their attention on __________ to maximize customer satisfaction and retention in part by offering training to handle complaints,answer questions,and solve consumer problems.

Correct Answer
verified

Which of the following is a reason that marketing to Hispanics has proven to be a challenge?

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

An Asian family whose relatives emigrated four generations ago has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Correct Answer
verified

VALS 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

Customer satisfaction is an important focus for marketers because

Correct Answer
verified

There are five stages in the consumer purchase decision process.The third stage is __________.

Correct Answer
verified

Consumers with credit cards

Correct Answer
verified

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) __________; (2) changing the perceived importance of attributes; and (3) adding new attributes to the product.

Correct Answer
verified

When a response elicited by one stimulus is generalized to another stimulus,it is called

Correct Answer
verified

The influencing of people during conversations is referred to as

Correct Answer
verified

Correct Answer
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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 Answer
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Situational influences refer to

Correct Answer
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Which of the following products is an example of a low-involvement purchase?

Correct Answer
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Those needs which are basic to survival and which must be satisfied first are referred to as

Correct Answer
verified

Five influences can have an impact on a consumer's purchase decision process,which are purchase task,social surroundings,physical surroundings,temporal effects,and antecedent states.These are referred to as

Correct Answer
verified

Exam 4: Understanding Consumer Behavior

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 favorite mystery authors,she was engaged in

Correct AnswerverifiedShow Answer

Compare and contrast routine problem solving,limited problem solving,and extended problem solving.Give an example of when each might be used.

Correct AnswerverifiedThere are three general variations in th...View AnswerShow Answer

An attitude refers to

Correct AnswerverifiedShow Answer

Firms such as General Electric (GE) ,Johnson & Johnson,Coca-Cola,and British Airways focus their attention on __________ to maximize customer satisfaction and retention in part by offering training to handle complaints,answer questions,and solve consumer problems.

Correct AnswerverifiedShow Answer

Which of the following is a reason that marketing to Hispanics has proven to be a challenge?

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

An Asian family whose relatives emigrated four generations ago has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Correct AnswerverifiedShow Answer

VALS 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

Customer satisfaction is an important focus for marketers because

Correct AnswerverifiedShow Answer

There are five stages in the consumer purchase decision process.The third stage is __________.

Correct AnswerverifiedShow Answer

Consumers with credit cards

Correct AnswerverifiedShow Answer

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) __________; (2) changing the perceived importance of attributes; and (3) adding new attributes to the product.

Correct AnswerverifiedShow Answer

When a response elicited by one stimulus is generalized to another stimulus,it is called

Correct AnswerverifiedShow Answer

The influencing of people during conversations is referred to as

Correct AnswerverifiedShow Answer

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

Situational influences refer to

Correct AnswerverifiedShow Answer

Which of the following products is an example of a low-involvement purchase?

Correct AnswerverifiedShow Answer

Those needs which are basic to survival and which must be satisfied first are referred to as

Correct AnswerverifiedShow Answer

Five influences can have an impact on a consumer's purchase decision process,which are purchase task,social surroundings,physical surroundings,temporal effects,and antecedent states.These are referred to as

Correct AnswerverifiedShow Answer

Correct Answer
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There are three general variations in th...
View Answer

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