Question 1

Marketers who target consumers on the basis of their ________ believe that they can influence purchase behavior by appealing to people's inner selves.

Accepted Answer

A)  time famine 
B)  sophistication 
C)  money constrain 
D)  social class 
E)  core values 
A)  time famine 
B)  sophistication 
C)  money constrain 
D)  social class 
E)  core values

Question 2

If a direct-mail marketer wished to direct promotional efforts toward the family of ________, efforts need to be directed toward parents and siblings of the family members.

Accepted Answer

A)  orientation 
B)  procreation 
C)  immediacy 
D)  intimacy 
E)  reference 
A)  orientation 
B)  procreation 
C)  immediacy 
D)  intimacy 
E)  reference

Question 3

The family in a buyers life consisting of parents and siblings is the ________.

Accepted Answer

A)  family of procreation 
B)  family of influence 
C)  family of efficiency 
D)  family of orientation 
E)  purchasing family 
A)  family of procreation 
B)  family of influence 
C)  family of efficiency 
D)  family of orientation 
E)  purchasing family

Question 4

An example of a subculture would be a person's geographic region.

Accepted Answer

A) True 
 B)False

Question 5

Social class is the fundamental determinant of a person's wants and behavior.

Accepted Answer

A) True 
 B)False

Question 6

A consumer is persuaded to buy a product by a message that requires little thought and is based on an association with a brand's positive consumption experiences from the past. In this situation, the consumer used a ________ to arrive at this purchase decision.

Accepted Answer

A)  central route 
B)  peripheral route 
C)  behavioral route 
D)  subjective route 
E)  objective route 
A)  central route 
B)  peripheral route 
C)  behavioral route 
D)  subjective route 
E)  objective route

Question 7

With respect to a consumer buying situation that involves variety-seeking behavior, the market leader generally encourages variety seeking by offering lower prices or deals.

Accepted Answer

A) True 
 B)False

Question 8

Whereas economic circumstances can have a profound effect on consumption, occupation does not impact how people spend their money and what they buy.

Accepted Answer

A) True 
 B)False

Question 9

Mention the personal factors that can influence the decision of a buyer.

Accepted Answer

Personal characteristics that influence

Question 10

An opinion leader is the person in informal, product-related communications who offers advice or information about a specific product or product category, such as which of several brands is best or how a particular product may be used. According to the text, how do marketers try to reach opinion leaders?

Accepted Answer

Marketers try to reach opinion leaders b

Question 11

Consumers often choose and use brands that have a brand personality consistent with how they see themselves, also known as the ________.

Accepted Answer

A)  actual self-concept 
B)  ideal self-concept 
C)  others' self-concept 
D)  prohibitive self-concept 
E)  suggestive self-concept 
A)  actual self-concept 
B)  ideal self-concept 
C)  others' self-concept 
D)  prohibitive self-concept 
E)  suggestive self-concept

Question 12

Consumers who worry about the environment and want products to be produced in a sustainable way have been named ________.

Accepted Answer

A)  "Green" 
B)  "Tree Huggers" 
C)  "LOHAS" 
D)  "Socialists" 
E)  "Mamas" 
A)  "Green" 
B)  "Tree Huggers" 
C)  "LOHAS" 
D)  "Socialists" 
E)  "Mamas"

Question 13

The starting point for understanding consumer behavior is the ________ model in which marketing and environmental stimuli enter the consumer's consciousness, and a set of psychological processes combine with certain consumer characteristics to result in decision processes and purchase decisions.

Accepted Answer

A)  self-reliance 
B)  self-perception 
C)  psychogenic 
D)  stimulus-response 
E)  projective 
A)  self-reliance 
B)  self-perception 
C)  psychogenic 
D)  stimulus-response 
E)  projective

Question 14

________ are a person's enduring favorable or unfavorable evaluations, emotional feelings, and action tendencies toward some object or idea.

Accepted Answer

A)  Discriminations 
B)  Values 
C)  Beliefs 
D)  Feelings 
E)  Attitudes 
A)  Discriminations 
B)  Values 
C)  Beliefs 
D)  Feelings 
E)  Attitudes

Question 15

What are the five stages of the consumer buying process?

Accepted Answer

The five stages are problem re

Question 16

With respect to consumer decision making, the ________ is the set of strong contenders from which one will be chosen as a supplier of a good or service.

Accepted Answer

A)  total set 
B)  awareness set 
C)  consideration set 
D)  choice set 
E)  decision set 
A)  total set 
B)  awareness set 
C)  consideration set 
D)  choice set 
E)  decision set

Question 17

Describe how the problem recognition process works in the five-stage model of the consumer buying process.

Accepted Answer

The buying process starts when the buyer

Question 18

Explain the differences between culture, subculture, and social class.

Accepted Answer

Culture is the fundamental determinant o

Question 19

Briefly explain Freud's theory on human motivation and explain how this might be related to marketing.

Accepted Answer

Sigmund Freud assumed that the psycholog

Question 20

Richard Petty and John Cacioppo's ________, an influential model of attitude formation and change, describes how consumers make evaluations in both low- and high-involvement circumstances.

Accepted Answer

A)  introspective model 
B)  elaboration likelihood model 
C)  stimulus-response model 
D)  associative network memory model 
E)  expectancy-value model 
A)  introspective model 
B)  elaboration likelihood model 
C)  stimulus-response model 
D)  associative network memory model 
E)  expectancy-value model

Exam 6: Analyzing Consumer Markets

Marketers who target consumers on the basis of their ________ believe that they can influence purchase behavior by appealing to people's inner selves.

If a direct-mail marketer wished to direct promotional efforts toward the family of ________, efforts need to be directed toward parents and siblings of the family members.

The family in a buyers life consisting of parents and siblings is the ________.

An example of a subculture would be a person's geographic region.

Social class is the fundamental determinant of a person's wants and behavior.

A consumer is persuaded to buy a product by a message that requires little thought and is based on an association with a brand's positive consumption experiences from the past. In this situation, the consumer used a ________ to arrive at this purchase decision.

With respect to a consumer buying situation that involves variety-seeking behavior, the market leader generally encourages variety seeking by offering lower prices or deals.

Whereas economic circumstances can have a profound effect on consumption, occupation does not impact how people spend their money and what they buy.

Mention the personal factors that can influence the decision of a buyer.

Consumers often choose and use brands that have a brand personality consistent with how they see themselves, also known as the ________.

Consumers who worry about the environment and want products to be produced in a sustainable way have been named ________.

The starting point for understanding consumer behavior is the ________ model in which marketing and environmental stimuli enter the consumer's consciousness, and a set of psychological processes combine with certain consumer characteristics to result in decision processes and purchase decisions.

________ are a person's enduring favorable or unfavorable evaluations, emotional feelings, and action tendencies toward some object or idea.

What are the five stages of the consumer buying process?

With respect to consumer decision making, the ________ is the set of strong contenders from which one will be chosen as a supplier of a good or service.

Describe how the problem recognition process works in the five-stage model of the consumer buying process.

Explain the differences between culture, subculture, and social class.

Briefly explain Freud's theory on human motivation and explain how this might be related to marketing.

Richard Petty and John Cacioppo's ________, an influential model of attitude formation and change, describes how consumers make evaluations in both low- and high-involvement circumstances.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Competitive Dynamics

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing Channels

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization for the Long Run

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