Question 1

________ is the segmentation scheme which is based on the principle that "birds of a feather flock together."

Accepted Answer

A)  Benefit segmentation 
B)  Buying situation segmentation 
C)  Composite segmentation 
D)  Geodemographic segmentation 
E)  Psychographic segmentation 
A)  Benefit segmentation 
B)  Buying situation segmentation 
C)  Composite segmentation 
D)  Geodemographic segmentation 
E)  Psychographic segmentation

Question 2

Which of the following is True of limited problem solving?

Accepted Answer

A)  The majority of customer purchase decisions involve limited problem solving. 
B)  It happens when customers become loyal to a store or brand. 
C)  It involves little or no conscious effort. 
D)  Customers have little knowledge on the product they intend to purchase. 
E)  It involves a high amount of risk and uncertainty. 
A)  The majority of customer purchase decisions involve limited problem solving. 
B)  It happens when customers become loyal to a store or brand. 
C)  It involves little or no conscious effort. 
D)  Customers have little knowledge on the product they intend to purchase. 
E)  It involves a high amount of risk and uncertainty.

Question 3

Calvin enjoys dining at Dawson's, a fast food restaurant. He feels that they make the best French fries for a low price. However, when it comes to dessert, he feels he's a cake connoisseur. He prefers to have cake only at Marina's Patisserie, even though a piece of cake costs $7.00. Calvin's patronizing of Dawson's and Marina's demonstrates a behavior called

Accepted Answer

A)  cross-shopping. 
B)  comparison shopping. 
C)  composite segmentation. 
D)  cross-docking. 
E)  postpurchase satisfaction. 
A)  cross-shopping. 
B)  comparison shopping. 
C)  composite segmentation. 
D)  cross-docking. 
E)  postpurchase satisfaction.

Question 4

The Main Game, a retail store, appeals to people who enjoy role-playing games. The store carries games, books, and has a play area where fans can meet and play against one another. The store mainly targets people who enjoy adventure and games. Therefore, the store is using ________ as the scheme for classifying its target market.

Accepted Answer

A)  geodemographic segmentation 
B)  demographic segmentation 
C)  lifestyle segmentation 
D)  geographic segmentation 
E)  benefit segmentation 
A)  geodemographic segmentation 
B)  demographic segmentation 
C)  lifestyle segmentation 
D)  geographic segmentation 
E)  benefit segmentation

Question 5

A reference group includes one or more people whom a person uses as a basis of comparison for beliefs, feelings, and behaviors.

Accepted Answer

A) True 
 B)False

Question 6

Consumer Reports, a nonprofit organization that evaluates products, would serve as a source of ________ as it provides Lewis with useful knowledge about available features, convenience of use, and machine quality of various table saws.

Accepted Answer

A)  rational information 
B)  primary data 
C)  selective data 
D)  motivational data 
E)  external information 
A)  rational information 
B)  primary data 
C)  selective data 
D)  motivational data 
E)  external information

Question 7

Geraldo went to the supermarket to buy a bottle of chocolate syrup. While there, he saw the latest copy of National Enquirer at the checkout stand. He had not planned on buying the magazine, but on the spur of the moment he bought himself a copy. This decision by Geraldo is an example of

Accepted Answer

A)  impulse buying. 
B)  a habitual solution. 
C)  expected behavior. 
D)  extended problem solving. 
E)  convenience buying. 
A)  impulse buying. 
B)  a habitual solution. 
C)  expected behavior. 
D)  extended problem solving. 
E)  convenience buying.

Question 8

During the limited problem-solving process, customers tend to rely on

Accepted Answer

A)  personal knowledge. 
B)  reference groups. 
C)  promotional advertisements. 
D)  discount offers. 
E)  store advocates. 
A)  personal knowledge. 
B)  reference groups. 
C)  promotional advertisements. 
D)  discount offers. 
E)  store advocates.

Question 9

In order to develop a multiattribute attitude model of its customers, a retailer should gather information about all of the following except

Accepted Answer

A)  the alternative retailers that customers consider. 
B)  the benefits that customers consider when making their retailer choices. 
C)  the importance weights that customers attach to the features they consider when choosing a retailer. 
D)  customers' belief ratings of each retailer's performance on the characteristics when selecting a store. 
E)  the customer's age, education, and income levels. 
A)  the alternative retailers that customers consider. 
B)  the benefits that customers consider when making their retailer choices. 
C)  the importance weights that customers attach to the features they consider when choosing a retailer. 
D)  customers' belief ratings of each retailer's performance on the characteristics when selecting a store. 
E)  the customer's age, education, and income levels.

Question 10

Describe the different ways retailers satisfy a customer's hedonic needs. Provide examples.

Accepted Answer

Retailers try to satisfy customers' hedo

Question 11

Retailers use stimulation to

Accepted Answer

A)  satisfy customers' utilitarian needs. 
B)  enable extended problem solving. 
C)  promote cross-shopping. 
D)  segment the market based on lifestyles. 
E)  satisfy customers' hedonic needs. 
A)  satisfy customers' utilitarian needs. 
B)  enable extended problem solving. 
C)  promote cross-shopping. 
D)  segment the market based on lifestyles. 
E)  satisfy customers' hedonic needs.

Question 12

The Mattress Firm sells mattresses, pillows, sound machines, and other items that enhance sleep. The store is popular because many people do not enjoy a full night's sleep, and the Mattress Firm offers products that promise comfortable sleep. Therefore, the Mattress Firm is using ________ as the scheme for defining its target segment.

Accepted Answer

A)  benefit segmentation 
B)  demographic segmentation 
C)  geographic segmentation 
D)  lifestyle segmentation 
E)  geodemographic segmentation 
A)  benefit segmentation 
B)  demographic segmentation 
C)  geographic segmentation 
D)  lifestyle segmentation 
E)  geodemographic segmentation

Question 13

After using her same car for 17 years, Tracey's mechanic told her that it would cost more to fix the transmission than what the car was worth. She decided it was time for a new car. In which stage of the buying process is Tracey involved?

Accepted Answer

A)  Product selection 
B)  Need recognition 
C)  Information search 
D)  Product examination 
E)  Product purchase 
A)  Product selection 
B)  Need recognition 
C)  Information search 
D)  Product examination 
E)  Product purchase

Question 14

Which of the following segmentation methods would be most appropriate for a retailer selling laptops mainly targeting college students?

Accepted Answer

A)  Geographic segmentation 
B)  Buying situation segmentation 
C)  Demographic segmentation 
D)  Benefit segmentation 
E)  Personality segmentation 
A)  Geographic segmentation 
B)  Buying situation segmentation 
C)  Demographic segmentation 
D)  Benefit segmentation 
E)  Personality segmentation

Question 15

Both a weight-loss center and a health club would be pleased to learn that health and fitness, along with individualism, mastery and control, and self-improvement are core values common in the ________ of the U.S.

Accepted Answer

A)  experiential base 
B)  environment 
C)  civilization 
D)  marketing mix 
E)  culture 
A)  experiential base 
B)  environment 
C)  civilization 
D)  marketing mix 
E)  culture

Question 16

Which of the following steps follows the recognition of a need?

Accepted Answer

A)  Evaluation of alternatives 
B)  Information search 
C)  Composite segmentation 
D)  Postpurchase evaluation 
E)  Evaluation of consideration sets 
A)  Evaluation of alternatives 
B)  Information search 
C)  Composite segmentation 
D)  Postpurchase evaluation 
E)  Evaluation of consideration sets

Question 17

When Terry fed her dog, she noticed that only one can of Alpo Beef Chunk Dinner remained. Since it was the only kind her aging dog ate, she stopped at the supermarket and bought a case of Alpo Beef Chunk Dinner dog food. What kind of purchase decision-making process did Terry use to replenish her stock of canned dog food?

Accepted Answer

A)  Attribution 
B)  Extended problem solving 
C)  Habitual decision making 
D)  Limited problem solving 
E)  Consideration set 
A)  Attribution 
B)  Extended problem solving 
C)  Habitual decision making 
D)  Limited problem solving 
E)  Consideration set

Question 18

________ is the segmentation method that uses multiple variables to identify customers in the target segment according to their benefits sought, lifestyles, and demographics.

Accepted Answer

A)  Hedonic need identification 
B)  Buying situation segmentation 
C)  Composite segmentation 
D)  Multiattribute model 
E)  Trickle-down approach 
A)  Hedonic need identification 
B)  Buying situation segmentation 
C)  Composite segmentation 
D)  Multiattribute model 
E)  Trickle-down approach

Question 19

________ means that the retailer is able to determine which customers are in the market segment.

Accepted Answer

A)  Actionable 
B)  Identifiable 
C)  Reachable 
D)  Substantial 
E)  Sustainable 
A)  Actionable 
B)  Identifiable 
C)  Reachable 
D)  Substantial 
E)  Sustainable

Question 20

How does the brand loyalty of customers impact retailers?

Accepted Answer

Brand loyalty creates both opportunities

________ is the segmentation scheme which is based on the principle that "birds of a feather flock together."

Which of the following is True of limited problem solving?

A reference group includes one or more people whom a person uses as a basis of comparison for beliefs, feelings, and behaviors.

Consumer Reports, a nonprofit organization that evaluates products, would serve as a source of ________ as it provides Lewis with useful knowledge about available features, convenience of use, and machine quality of various table saws.

Geraldo went to the supermarket to buy a bottle of chocolate syrup. While there, he saw the latest copy of National Enquirer at the checkout stand. He had not planned on buying the magazine, but on the spur of the moment he bought himself a copy. This decision by Geraldo is an example of

During the limited problem-solving process, customers tend to rely on

In order to develop a multiattribute attitude model of its customers, a retailer should gather information about all of the following except

Describe the different ways retailers satisfy a customer's hedonic needs. Provide examples.

Retailers use stimulation to

After using her same car for 17 years, Tracey's mechanic told her that it would cost more to fix the transmission than what the car was worth. She decided it was time for a new car. In which stage of the buying process is Tracey involved?

Which of the following segmentation methods would be most appropriate for a retailer selling laptops mainly targeting college students?

Both a weight-loss center and a health club would be pleased to learn that health and fitness, along with individualism, mastery and control, and self-improvement are core values common in the ________ of the U.S.

Which of the following steps follows the recognition of a need?

________ is the segmentation method that uses multiple variables to identify customers in the target segment according to their benefits sought, lifestyles, and demographics.

________ means that the retailer is able to determine which customers are in the market segment.

How does the brand loyalty of customers impact retailers?

Introduction to the World of Retailing

Types of Retailers

Multichannel and Omnichannel Retailing

Retail Market Strategy

Financial Strategy

Retail Locations

Retail Site Location

Information Systems and Supply Chain Management

Customer Relationship Management

Managing the Merchandise Planning Process

Buying Merchandise

Retail Pricing

Retail Communication Mix

Human Resources and Managing the Store

Store Layout, Design, and Visual Merchandising

Customer Service

Filters

Exam 4: Customer Buying Behavior

________ is the segmentation scheme which is based on the principle that "birds of a feather flock together."

Which of the following is True of limited problem solving?

A reference group includes one or more people whom a person uses as a basis of comparison for beliefs, feelings, and behaviors.

Consumer Reports, a nonprofit organization that evaluates products, would serve as a source of ________ as it provides Lewis with useful knowledge about available features, convenience of use, and machine quality of various table saws.

Geraldo went to the supermarket to buy a bottle of chocolate syrup. While there, he saw the latest copy of National Enquirer at the checkout stand. He had not planned on buying the magazine, but on the spur of the moment he bought himself a copy. This decision by Geraldo is an example of

During the limited problem-solving process, customers tend to rely on

In order to develop a multiattribute attitude model of its customers, a retailer should gather information about all of the following except

Describe the different ways retailers satisfy a customer's hedonic needs. Provide examples.

Retailers use stimulation to

After using her same car for 17 years, Tracey's mechanic told her that it would cost more to fix the transmission than what the car was worth. She decided it was time for a new car. In which stage of the buying process is Tracey involved?

Which of the following segmentation methods would be most appropriate for a retailer selling laptops mainly targeting college students?

Both a weight-loss center and a health club would be pleased to learn that health and fitness, along with individualism, mastery and control, and self-improvement are core values common in the ________ of the U.S.

Which of the following steps follows the recognition of a need?

________ is the segmentation method that uses multiple variables to identify customers in the target segment according to their benefits sought, lifestyles, and demographics.

________ means that the retailer is able to determine which customers are in the market segment.

How does the brand loyalty of customers impact retailers?

Introduction to the World of Retailing

Types of Retailers

Multichannel and Omnichannel Retailing

Retail Market Strategy

Financial Strategy

Retail Locations

Retail Site Location

Information Systems and Supply Chain Management

Customer Relationship Management

Managing the Merchandise Planning Process

Buying Merchandise

Retail Pricing

Retail Communication Mix

Human Resources and Managing the Store

Store Layout, Design, and Visual Merchandising

Customer Service

Filters