Question 1

__________ influences on consumer behavior result from three sources: consumer socialization, passage through the family life cycle, and decision making within the family or household.

Accepted Answer

A)  Functional
B)  Situational
C)  Social
D)  Family
E)  PersonalF) B) and E)
G) A) and B)

Question 2

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

Accepted Answer

A)  information search.
B)  purchase decision.
C)  alternative evaluation.
D)  opportunity identification.
E)  problem recognition.F) B) and D)
G) B) and C)

Question 3

In the VALS framework, consumers with the least resources of any segment represent a modest market for most products and services. They are loyal to favorite brands, especially if they can be purchased at a discount, and are referred to as

Accepted Answer

A)  Strivers.
B)  Believers.
C)  Survivors.
D)  Makers.
E)  Thinkers.F) C) and D)
G) B) and D)

Question 4

The second stage in the consumer purchase decision process involves searching for information, which may include an internal search and/or an external search. What is this stage called?

Accepted Answer

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

Question 5

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

Accepted Answer

A)  a primary
B)  an associative
C)  an aspiration
D)  a dissociative
E)  an integratedF) B) and E)
G) A) and B)

Question 6

Jenn needed to have another set of keys made for her apartment so she went to Home Depot to have it done since she remembered her dad going there. This is an example of

Accepted Answer

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

Question 7

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

Question 8

Clarifying the problem for the consumer represents which stage of the consumer purchase decision process?

Accepted Answer

A)  purchase decision
B)  information search
C)  problem recognition
D)  alternative evaluation
E)  financial considerationF) B) and D)
G) D) and E)

Question 9

In the Maslow hierarchy of needs, those needs that are concerned with love and friendship are referred to as __________ needs.

Accepted Answer

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

Question 10

When purchasing a tablet device, factors a consumer considers prior to purchase are called __________, which represent both the objective attributes of a brand and the subjective ones used to compare different products and brands.

Accepted Answer

A)  points of difference
B)  informational alternatives
C)  buying-decision choices
D)  evaluative criteria
E)  consumer attributesF) None of the above
G) C) and D)

Question 11

In the VALS framework, achievement-motivated consumers who have a lower levels of education and household income than Achievers are called

Accepted Answer

A)  Believers.
B)  Experiencers.
C)  Strivers.
D)  Makers.
E)  Survivors.F) A) and D)
G) A) and C)

Question 12

Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need?

Accepted Answer

A)  personal, social, physiological, psychological, and safety
B)  physiological, safety, social, personal, and self-actualization
C)  safety, physiological, safety, self-actualization, and personal
D)  self-actualization, social, safety, physiological, and personal
E)  safety, personal, self-actualization, physiological, and socialF) D) and E)
G) A) and E)

Question 13

The two major styles of family decision making are

Accepted Answer

A)  joint and passive.
B)  spouse-dominant and spouse-submissive.
C)  joint and spouse-dominant.
D)  democratic and autocratic.
E)  active and passive.F) C) and E)
G) A) and D)

Question 14

You have just purchased an iPad Mini 4 tablet device. As you head home from the store, you brood about whether your choice was right or whether you should have bought a Galaxy Tab S2 after seeing an ad for it on TV. This is most likely an example of

Accepted Answer

A)  indecisiveness.
B)  cognitive dissonance.
C)  postpurchase stress.
D)  market anxiety.
E)  extended problem solving.F) All of the above
G) A) and B)

Question 15

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

Accepted Answer

A)  Hispanics don't consider advertising a credible source of product information.
B)  Hispanic communities are spread across the entire country and therefore are difficult to target.
C)  The Hispanic subculture is diverse.
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) A) and B)
G) B) and D)

Question 16

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

Accepted Answer

Perception is the process by which an in...

Question 17

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 D)
G) B) and C)

Question 18

A high-end credit card company would appeal to what level in the Maslow hierarchy of needs?

Accepted Answer

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

Question 19

The group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware is referred to as the

Accepted Answer

A)  evaluative set.
B)  evolved set.
C)  consideration set.
D)  alternative selection group.
E)  aspiration group.F) None of the above
G) D) and E)

Question 20

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1)  changing beliefs about the extent to which a brand has certain attributes, (2)  changing the perceived importance of attributes, and (3)  __________.

Accepted Answer

A)  reinforcing the consumers' sense of self-confidence in making wise purchase decisions
B)  adding new attributes to the product
C)  refocusing a consumer's attention from one attribute to another
D)  actively educating consumers about the product's competitive advantages
E)  denigrating the attributes of competitors' productsF) None of the above
G) A) and E)

Exam 5: Understanding Consumer Behavior

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

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The two major styles of family decision making are

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

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

Jenn needed to have another set of keys made for her apartment so she went to Home Depot to have it done since she remembered her dad going there. This is an example of

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Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) changing beliefs about the extent to which a brand has certain attributes, (2) changing the perceived importance of attributes, and (3) __________.

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Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need?

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The group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware is referred to as the

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In the Maslow hierarchy of needs, those needs that are concerned with love and friendship are referred to as __________ needs.

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When purchasing a tablet device, factors a consumer considers prior to purchase are called __________, which represent both the objective attributes of a brand and the subjective ones used to compare different products and brands.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The second stage in the consumer purchase decision process involves searching for information, which may include an internal search and/or an external search. What is this stage called?

Correct AnswerverifiedShow Answer

You have just purchased an iPad Mini 4 tablet device. As you head home from the store, you brood about whether your choice was right or whether you should have bought a Galaxy Tab S2 after seeing an ad for it on TV. This is most likely an example of

Correct AnswerverifiedShow Answer

In the VALS framework, consumers with the least resources of any segment represent a modest market for most products and services. They are loyal to favorite brands, especially if they can be purchased at a discount, and are referred to as

Correct AnswerverifiedShow Answer

In the VALS framework, achievement-motivated consumers who have a lower levels of education and household income than Achievers are called

Correct AnswerverifiedShow Answer

Clarifying the problem for the consumer represents which stage of the consumer purchase decision process?

Correct AnswerverifiedShow Answer

__________ influences on consumer behavior result from three sources: consumer socialization, passage through the family life cycle, and decision making within the family or household.

Correct AnswerverifiedShow Answer

A high-end credit card company would appeal to what level in the Maslow hierarchy of needs?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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Perception is the process by which an in...
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