Question 1

Selective retention is most likely to occur during which stage of the consumer purchase decision process?

Accepted Answer

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

Question 2

Which of the following is not a strategy used by marketers of high-involvement offerings?

Accepted Answer

A)  Use personal selling to provide consumers with information.
B)  Use social media to create online experiences for the brand.
C)  Avoid stock-out situations so that buyers don't substitute a competing brand.
D)  Use Internet search engines such as Google to assist buyers.
E)  Run ads to provide consumers with information.F) None of the above
G) All of the above

Question 3

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases except

Accepted Answer

A)  securing endorsements from influential people.
B)  providing warranties and guarantees.
C)  providing free trials of the product.
D)  giving extensive usage instructions.
E)  using subliminal advertising.F) A) and E)
G) C) and E)

Question 4

When past experience is insufficient, the risk of making a wrong decision is high, and the cost of gathering information is low, a consumer is more likely to use an __________ for information.

Accepted Answer

A)  internal search
B)  informal search
C)  expert directed search
D)  external search
E)  experiential searchF) B) and C)
G) All of the above

Question 5

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. These two groups are the __________ and the __________.

Accepted Answer

A)  Thinkers; Believers
B)  Strivers; Survivors
C)  Achievers; Strivers
D)  Innovators; Survivors
E)  Experiencers; MakersF) C) and D)
G) B) and E)

Question 6

Subcultures refer to

Accepted Answer

A)  subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures.
B)  groups within organizations whose values and beliefs influence the corporate culture.
C)  subgroups within the larger, or national, culture with unique values, ideas, and attitudes.
D)  stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture.
E)  the designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully formed but are still influenced both by their families and society.F) A) and C)
G) C) and D)

Question 7

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

Accepted Answer

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

Question 8

Why is the family life cycle important to marketing?

Accepted Answer

Consumers act and purchase differently a...

Question 9

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

Accepted Answer

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

Question 10

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Accepted Answer

A)  angst.
B)  the temporal state.
C)  the dissociative state.
D)  selective perception.
E)  cognitive dissonance.F) C) and D)
G) None of the above

Question 11

Josh told his father that the family needed a new computer, so his dad asked him to look into the latest products and their prices. Josh's mom asked that the new computer have an ergonomic keyboard because she has wrist problems. His sister Ann wanted the computer to have a lot of memory to edit videos. With this information, Josh's dad chose and ordered a Dell. Which best describes the roles each family member played in making this decision?

Accepted Answer

A)  Josh's mother and Ann acted as information gatherers, users, and decision makers.
B)  Josh took on all the roles except that of purchaser.
C)  Josh's father took on all of the roles.
D)  Ann acted as a user and an influencer.
E)  Josh's mother acted as an information gatherer, a user, an influencer, and a gatekeeper.F) A) and D)
G) C) and D)

Question 12

Consumer behavior refers to

Accepted Answer

A)  the aspects of a consumer's decision making processes that cannot be measured.
B)  the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions.
C)  the five stages a buyer passes through in making choices about which product and service to investigate, purchase, and consume.
D)  the mental and social processes related to purchasing that are innate in a person from birth.
E)  those purchasing behaviors that result from (1)  repeated experience and (2)  reasoning.F) B) and D)
G) A) and E)

Question 13

Sociocultural influences that affect the consumer purchase decision process include all of the following except

Accepted Answer

A)  personal influence.
B)  reference groups.
C)  family.
D)  culture and subculture.
E)  values, beliefs, and attitudes.F) B) and D)
G) B) and E)

Question 14

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

Accepted Answer

A)  purchase task
B)  social surroundings
C)  physical surroundings
D)  temporal effects
E)  antecedent statesF) A) and E)
G) All of the above

Question 15

Define motivation and personality and how they impact marketing.

Accepted Answer

Motivation is the energizing force that ...

Question 16

A recent American Express advertising claim that "membership has its privileges" creates which type of reference group?

Accepted Answer

A)  aspiration group
B)  dissociative group
C)  assimilation group
D)  integrated group
E)  associative groupF) All of the above
G) A) and B)

Question 17

High-involvement purchases typically have which of the following sets of characteristics?

Accepted Answer

A)  The item is inexpensive, widely available, or simple to use.
B)  The item is inexpensive, very safe to use, or purchased with great frequency.
C)  The item is expensive, new to the market, or recommended by influential personal sources.
D)  The item is expensive, can have serious personal consequences, or could reflect on one's social image.
E)  The item is inexpensive, new to the market, or is used for more than five years.F) B) and D)
G) All of the above

Question 18

The Ford Fusion Hybrid SE uses hybrid fuel technology with the latest in lithium-ion battery technology to deliver more power, convenience, prestige, and fuel economy than non-hybrid cars. These attributes listed for the Ford Fusion Hybrid SE are those that consumers may consider when assessing the car. If they do, these attributes would be considered

Accepted Answer

A)  points of difference.
B)  informational alternatives.
C)  evaluative criteria.
D)  competitive advantages.
E)  consumer attributes.F) C) and E)
G) All of the above

Question 19

College students who wear clothing displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in __________ group.

Accepted Answer

A)  a dissociative
B)  an aspiration
C)  an associative
D)  an identification
E)  a politicalF) A) and B)
G) A) and D)

Question 20

The BMW StreetCarver is a $495 skateboard that features BMW's technology in its wheel suspension, which stabilizes the board's sleek design and allows for greater control around sharp curves. BMW wants its skateboard to be within the consideration set of potential skateboard buyers. In this case, it will most likely focus on

Accepted Answer

A)  reducing the postpurchase dissatisfaction that may result from purchasing its product.
B)  making sure its representatives attend sporting events such as ESPN's X-Games to get new product ideas.
C)  making appeals directed toward motivational ego needs.
D)  explaining the stability and control aspects of the StreetCarver in its advertising messages.
E)  creating personality profiles for skateboarders.F) A) and B)
G) A) and C)

Exam 5: Understanding Consumer Behavior

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Correct Answer
verified

Which of the following is not a strategy used by marketers of high-involvement offerings?

Correct Answer
verified

Sociocultural influences that affect the consumer purchase decision process include all of the following except

Correct Answer
verified

Correct Answer
verified

Define motivation and personality and how they impact marketing.

Correct Answer
verified
Motivation is the energizing force that ...
View Answer

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

Correct Answer
verified

College students who wear clothing displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in __________ group.

Correct Answer
verified

High-involvement purchases typically have which of the following sets of characteristics?

Correct Answer
verified

Selective retention is most likely to occur during which stage of the consumer purchase decision process?

Correct Answer
verified

When past experience is insufficient, the risk of making a wrong decision is high, and the cost of gathering information is low, a consumer is more likely to use an __________ for information.

Correct Answer
verified

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

Correct Answer
verified

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases except

Correct Answer
verified

Correct Answer
verified

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

Correct Answer
verified

Subcultures refer to

Correct Answer
verified

Why is the family life cycle important to marketing?

Correct Answer
verified
Consumers act and purchase differently a...
View Answer

Correct Answer
verified

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. These two groups are the and the .

Correct Answer
verified

Consumer behavior refers to

Correct Answer
verified

A recent American Express advertising claim that "membership has its privileges" creates which type of reference group?

Correct Answer
verified

Exam 5: Understanding Consumer Behavior

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Correct AnswerverifiedShow Answer

Which of the following is not a strategy used by marketers of high-involvement offerings?

Correct AnswerverifiedShow Answer

Sociocultural influences that affect the consumer purchase decision process include all of the following except

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Define motivation and personality and how they impact marketing.

Correct AnswerverifiedMotivation is the energizing force that ...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

College students who wear clothing displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in __________ group.

Correct AnswerverifiedShow Answer

High-involvement purchases typically have which of the following sets of characteristics?

Correct AnswerverifiedShow Answer

Selective retention is most likely to occur during which stage of the consumer purchase decision process?

Correct AnswerverifiedShow Answer

When past experience is insufficient, the risk of making a wrong decision is high, and the cost of gathering information is low, a consumer is more likely to use an __________ for information.

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

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases except

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

Correct AnswerverifiedShow Answer

Subcultures refer to

Correct AnswerverifiedShow Answer

Why is the family life cycle important to marketing?

Correct AnswerverifiedConsumers act and purchase differently a...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. These two groups are the __________ and the __________.

Correct AnswerverifiedShow Answer

Consumer behavior refers to

Correct AnswerverifiedShow Answer

A recent American Express advertising claim that "membership has its privileges" creates which type of reference group?

Correct AnswerverifiedShow Answer

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Correct Answer
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Correct Answer
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Correct Answer
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Motivation is the energizing force that ...
View Answer

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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified
Consumers act and purchase differently a...
View Answer

Correct Answer
verified

Two VALS segments stand apart. One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation. These two groups are the and the .

Correct Answer
verified

Correct Answer
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Correct Answer
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