Question 1

Firms such as General Electric (GE) , Johnson & Johnson, Coca-cola, and British Airways focus attention on __________ to maximize customer satisfaction and retention.

Accepted Answer

A)  value perception
B)  post purchase behavior
C)  non-competitive pricing
D)  comparison pricing
E)  subliminal reinforcementF) A) and B)
G) B) and E)

Question 2

Word of mouth refers to

Accepted Answer

A)  advertising campaigns that rely solely on auditory messages such as radio or public service announcements rather than on print ads.
B)  subjective, often negative misconceptions that are passed from one person to another as the result of selective perception.
C)  the influencing of people during conversation.
D)  the intentional spreading of falsehoods to cause harm to a competitor, often preceding the introduction of a competitor's new product.
E)  a strategy used by firms, often immediately preceding the introduction of a new product, using hyperbole to highlight quality or attributes in order to gain brand awareness.F) B) and C)
G) A) and E)

Question 3

In the VALS system, consumers who are young, enthusiastic, and impulsive consumers who become excited about new possibilities but are equally quick to cool are called

Accepted Answer

A)  strivers.
B)  believers.
C)  achievers.
D)  innovators.
E)  experiencers.F) A) and B)
G) All of the above

Question 4

BzzAgent has a goal of

Accepted Answer

A)  becoming the number one consumer information source in developing countries.
B)  capturing honest word of mouth testimonials from satisfied customers who will promote new products or services.
C)  consistently being the first on the Internet to create a public forum for new products.
D)  counteracting false rumors or negative publicity for quality products or services that have been unjustly accused.
E)  creating a web network that automatically links consumers to new products reflecting their personal tastes and lifestyles.F) A) and B)
G) A) and C)

Question 5

FIGURE 5-6 
-According to Figure 5-6 above, the need for food, water, shelter, and oxygen would be found in level

Accepted Answer

A)  A
B)  B
C)  C
D)  D
E)  EF) A) and B)
G) D) and E)

Question 6

Rackspace US Inc.is a Web hosting company.That means that if you want to have a site on the Web, you could buy not only Internet space from them, but also technical support, and design services.When its ad tells you that its users consider Rackspace "the risk-free host because it offers dedicated and helpful support any time of the day or night," you know that Rackspace is most likely trying to do which of the following?

Accepted Answer

A)  downgrade the competition
B)  reduce new buyers' cognitive dissonance
C)  increase new buyers' cognitive dissonance
D)  produce a consideration set
E)  evoke alternative evaluationF) A) and B)
G) A) and C) B

Question 7

Beliefs refer to

Accepted Answer

A)  a person's consistent behaviors or responses to recurring situations.
B)  a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
C)  the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.
D)  a consumer's subjective perception of how a product or brand performs on different attributes.
E)  the moral and ethical precepts that guide a person's behavior, often the result of values shared through a religious ideology.F) A) and E)
G) None of the above

Question 8

In the hierarchy of needs, a burglar alarm would satisfy a __________ need.

Accepted Answer

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

Question 9

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

Accepted Answer

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

Question 10

In the VALS system, consumers who have a busy, goal-directed lifestyle and a deep commitment to career and family are called

Accepted Answer

A)  thinkers.
B)  believers.
C)  achievers.
D)  innovators.
E)  experiencers.F) A) and C)
G) A) and E)

Question 11

According to the VALS profile, consumers who have fewer resources, express themselves and experience the world by working on it are referred to as __________.

Accepted Answer

A)  actualizers
B)  thinkers
C)  achievers
D)  believers
E)  makersF) A) and E)
G) A) and B)

Question 12

Brand loyalty refers to

Accepted Answer

A)  a person's refusal to use a product that is not their "favorite" brand even if it means they would have no product at all.
B)  a favorable attitude toward and consistent purchase of a single brand over time.
C)  a formalized agreement of a vendor to carry one brand rather than another because they view the quality of that brand to be superior to all others.
D)  the willingness of consumers to try a new product in a product line based upon their satisfaction with other products in the line of the same brand.
E)  the blind faith that any product manufactured by the same company will be of the same quality or value regardless of empirical data that might suggest otherwise.F) C) and D)
G) None of the above

Question 13

Students who wear sweatshirts displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in a(n)  __________ group.

Accepted Answer

A)  dissociative
B)  aspiration
C)  membership
D)  identification
E)  politicalF) D) and E)
G) B) and E)

Question 14

Consumers spend little time and effort evaluating alternatives in the purchase of table salt and milk.The purchase process for such items, called __________, is virtually a habit, and typifies low-involvement decision-making.

Accepted Answer

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

Question 15

Temporal effects include

Accepted Answer

A)  the purpose of the purchase.
B)  other people present.
C)  the time of day.
D)  the crowding in retail stores.
E)  the consumer's mood.F) All of the above
G) B) and E)

Question 16

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

Accepted Answer

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

Question 17

If you hold a personal value of being thrifty, then you will probably have a positive __________ toward automobiles with good fuel economy.

Accepted Answer

A)  belief
B)  value
C)  attitude
D)  motivation
E)  perceptionF) A) and B)
G) A) and C)

Question 18

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give examples of each.

Accepted Answer

Physiological needs are basic to surviva...

Question 19

A reference group to which a person actually belongs is referred to as a(n)  __________ group.

Accepted Answer

A)  primary reference
B)  membership
C)  aspiration
D)  dissociative
E)  integratedF) B) and D)
G) A) and D) B

Question 20

Consumer socialization refers to

Accepted Answer

A)  the process by which people learn the etiquette of shopping, returning merchandise, filing complaints, etc.
B)  the process by which people select the type of retailer that complements their VALS profile (Target vs.Bloomingdales) .
C)  the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers.
D)  the process by which people discover the differences between firms offering similar products or services.
E)  the process by which people tend to choose national chains over independently owned retailers because higher perceived risk.F) A) and E)
G) B) and E)

Exam 5: Understanding Consumer Behavior

Firms such as General Electric (GE) , Johnson & Johnson, Coca-cola, and British Airways focus attention on __________ to maximize customer satisfaction and retention.

Correct Answer
verified

Word of mouth refers to

Correct Answer
verified

In the VALS system, consumers who are young, enthusiastic, and impulsive consumers who become excited about new possibilities but are equally quick to cool are called

Correct Answer
verified

BzzAgent has a goal of

Correct Answer
verified

FIGURE 5-6 -According to Figure 5-6 above, the need for food, water, shelter, and oxygen would be found in level

Correct Answer
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Correct Answer
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B

Beliefs refer to

Correct Answer
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In the hierarchy of needs, a burglar alarm would satisfy a __________ need.

Correct Answer
verified

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

Correct Answer
verified

In the VALS system, consumers who have a busy, goal-directed lifestyle and a deep commitment to career and family are called

Correct Answer
verified

According to the VALS profile, consumers who have fewer resources, express themselves and experience the world by working on it are referred to as __________.

Correct Answer
verified

Brand loyalty refers to

Correct Answer
verified

Students who wear sweatshirts displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in a(n) __________ group.

Correct Answer
verified

Consumers spend little time and effort evaluating alternatives in the purchase of table salt and milk.The purchase process for such items, called __________, is virtually a habit, and typifies low-involvement decision-making.

Correct Answer
verified
A

Temporal effects include

Correct Answer
verified

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

Correct Answer
verified

If you hold a personal value of being thrifty, then you will probably have a positive __________ toward automobiles with good fuel economy.

Correct Answer
verified

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give examples of each.

Correct Answer
verified
Physiological needs are basic to surviva...
View Answer

A reference group to which a person actually belongs is referred to as a(n) __________ group.

Correct Answer
verified
B

Consumer socialization refers to

Correct Answer
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Exam 5: Understanding Consumer Behavior

Firms such as General Electric (GE) , Johnson & Johnson, Coca-cola, and British Airways focus attention on __________ to maximize customer satisfaction and retention.

Correct AnswerverifiedShow Answer

Word of mouth refers to

Correct AnswerverifiedShow Answer

In the VALS system, consumers who are young, enthusiastic, and impulsive consumers who become excited about new possibilities but are equally quick to cool are called

Correct AnswerverifiedShow Answer

BzzAgent has a goal of

Correct AnswerverifiedShow Answer

FIGURE 5-6 -According to Figure 5-6 above, the need for food, water, shelter, and oxygen would be found in level

Correct AnswerverifiedShow Answer

Correct AnswerverifiedB

Beliefs refer to

Correct AnswerverifiedShow Answer

In the hierarchy of needs, a burglar alarm would satisfy a __________ need.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In the VALS system, consumers who have a busy, goal-directed lifestyle and a deep commitment to career and family are called

Correct AnswerverifiedShow Answer

According to the VALS profile, consumers who have fewer resources, express themselves and experience the world by working on it are referred to as __________.

Correct AnswerverifiedShow Answer

Brand loyalty refers to

Correct AnswerverifiedShow Answer

Students who wear sweatshirts displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in a(n) __________ group.

Correct AnswerverifiedShow Answer

Consumers spend little time and effort evaluating alternatives in the purchase of table salt and milk.The purchase process for such items, called __________, is virtually a habit, and typifies low-involvement decision-making.

Correct AnswerverifiedA

Temporal effects include

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

If you hold a personal value of being thrifty, then you will probably have a positive __________ toward automobiles with good fuel economy.

Correct AnswerverifiedShow Answer

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy.Name each of the five levels in the hierarchy in order and give examples of each.

Correct AnswerverifiedPhysiological needs are basic to surviva...View AnswerShow Answer

A reference group to which a person actually belongs is referred to as a(n) __________ group.

Correct AnswerverifiedB

Consumer socialization refers to

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B

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A

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B

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