Question 1

The process by which people select,organize,and interpret stimuli into a meaningful and coherent picture is called:

Accepted Answer

A) identification 
B) retention 
C) comprehension 
D) perception 
E) cognitive adaptation 
A) identification 
B) retention 
C) comprehension 
D) perception 
E) cognitive adaptation

Question 2

Which category of reference groups represents groups in which a consumer does not have membership?

Accepted Answer

A) Direct 
B) Indirect 
C) Primary 
D) Secondary 
E) Incomplete 
A) Direct 
B) Indirect 
C) Primary 
D) Secondary 
E) Incomplete

Question 3

The GDS systems that Orbitz and other middlemen use is an extranet.

Accepted Answer

A) True 
 B)False

Question 4

Day Care
Fiona is considering a day care facility for her five-week-old daughter Kate.She has been visiting day care centers for the past two weeks and has interviewed caregivers at eight different centers.It is extremely important to Fiona that Kate be stimulated intellectually and fed according to schedule.After considering all eight centers,Fiona chose PerfectCare.While she is quite pleased with her choice,she continues to wonder if she made the correct decision.
-Refer to Day Care.The process Fiona went through in selecting a day care facility for Kate is best described as which type of consumer buying decision?

Accepted Answer

A) Routine response behavior 
B) Limited decision making 
C) Extensive decision making 
D) Impulse buying 
E) Motivational response behavior 
A) Routine response behavior 
B) Limited decision making 
C) Extensive decision making 
D) Impulse buying 
E) Motivational response behavior

Question 5

Day Care
Fiona is considering a day care facility for her five-week-old daughter Kate.She has been visiting day care centers for the past two weeks and has interviewed caregivers at eight different centers.It is extremely important to Fiona that Kate be stimulated intellectually and fed according to schedule.After considering all eight centers,Fiona chose PerfectCare.While she is quite pleased with her choice,she continues to wonder if she made the correct decision.
-Refer to Day Care.Fiona spent a significant amount of time and effort in selecting the day care center for Kate.This suggests the center is a(n)_____ product for Fiona.

Accepted Answer

A) impulse 
B) low-involvement 
C) routine response 
D) convenience 
E) high-involvement 
A) impulse 
B) low-involvement 
C) routine response 
D) convenience 
E) high-involvement

Question 6

In cultures where consumers are reluctant to use credit cards,they might be just as reluctant to make purchases on a smartphone and thus restrict their m-commerce activities to research.

Accepted Answer

A) True 
 B)False

Question 7

A product information source that originates with marketers promoting the product is referred to as a:

Accepted Answer

A) manipulative information source 
B) primary information source 
C) secondary information source 
D) marketing-controlled information source 
E) biased information source 
A) manipulative information source 
B) primary information source 
C) secondary information source 
D) marketing-controlled information source 
E) biased information source

Question 8

College Decision
Juan is a senior in high school and is deciding which university to go to after he graduates.He has received several pieces of mail from local universities with information on scholarship opportunities because he has a good GPA and a high ACT score.He and his parents have visited several schools and have talked to advisors regarding his chosen major of marketing.Juan is thinking about going to the local community college where all of his friends are planning to go,but his parents want him to go to a more prestigious school because they think he will get a better education there.
-Refer to College Decision.Juan has narrowed his decision down to three schools.These schools comprise Juan's _____ set.

Accepted Answer

A) primary 
B) elite 
C) exclusive 
D) awareness 
E) evoked 
A) primary 
B) elite 
C) exclusive 
D) awareness 
E) evoked

Question 9

Chaz wants to be a pirate like Captain Jack Sparrow in Disney's Pirates of the Caribbean movies.He wears a bandanna and carries a toy cutlass.Though Jack Sparrow is fictional,Chaz's role play reveals his _____.

Accepted Answer

A) superego 
B) compliant orientation 
C) ideal self-image 
D) real self-image 
E) socialization process 
A) superego 
B) compliant orientation 
C) ideal self-image 
D) real self-image 
E) socialization process

Question 10

Once an individual's evoked set has been established,evaluation of those alternatives will determine what information must be obtained during the information search.

Accepted Answer

A) True 
 B)False

Question 11

College Decision
Juan is a senior in high school and is deciding which university to go to after he graduates.He has received several pieces of mail from local universities with information on scholarship opportunities because he has a good GPA and a high ACT score.He and his parents have visited several schools and have talked to advisors regarding his chosen major of marketing.Juan is thinking about going to the local community college where all of his friends are planning to go,but his parents want him to go to a more prestigious school because they think he will get a better education there.
-Refer to College Decision.Juan's parents' opinion that he will get a better education if he attends a prestigious school rather than a community college is an example of:

Accepted Answer

A) selective distortion 
B) selective retention 
C) selective exposure 
D) selective bias 
E) selective attitude 
A) selective distortion 
B) selective retention 
C) selective exposure 
D) selective bias 
E) selective attitude

Question 12

Which of the following statements about culture as an influence on consumer buying behavior is true?

Accepted Answer

A) A firm that understands the culture it is selling to has just as great a probability of selling its product as a firm that has no understanding of the culture. 
B) Some fear the proliferation of the Internet will increase cultural heterogeneity. 
C) Language is an important aspect of culture. 
D) Core values remain the same for all cultures. 
E) All of the statements about culture as an influence on consumer buying behavior are true. 
A) A firm that understands the culture it is selling to has just as great a probability of selling its product as a firm that has no understanding of the culture. 
B) Some fear the proliferation of the Internet will increase cultural heterogeneity. 
C) Language is an important aspect of culture. 
D) Core values remain the same for all cultures. 
E) All of the statements about culture as an influence on consumer buying behavior are true.

Question 13

If one were to pick an explanation from economics for why 6pm.com customers took advantage of the programming error that priced every piece of merchandise at $49.95,it was to __________.

Accepted Answer

A) avoid the sacrifice effect of price 
B) experience the pleasure of "cheating back" a large corporation 
C) see if the company would eat the loss 
D) join a class action suit 
E) all of the above 
A) avoid the sacrifice effect of price 
B) experience the pleasure of "cheating back" a large corporation 
C) see if the company would eat the loss 
D) join a class action suit 
E) all of the above

Question 14

College Decision
Juan is a senior in high school and is deciding which university to go to after he graduates.He has received several pieces of mail from local universities with information on scholarship opportunities because he has a good GPA and a high ACT score.He and his parents have visited several schools and have talked to advisors regarding his chosen major of marketing.Juan is thinking about going to the local community college where all of his friends are planning to go,but his parents want him to go to a more prestigious school because they think he will get a better education there.
-Refer to College Decision.Juan's parents and friends would be classified as _____ factors influencing his decision.

Accepted Answer

A) cultural 
B) social 
C) individual 
D) psychological 
E) primary 
A) cultural 
B) social 
C) individual 
D) psychological 
E) primary

Question 15

New Car Purchase
Zena has been promoted to VP of the management consulting firm where she works..Her new status has led her to consider the need for a new car.Her trusty little Volkswagen Beetle has over 100,000 miles on it and no longer seems appropriate.Susanne,another VP,suggests that Zena consider a car produced in the United States because the firm has a policy of supporting U.S.businesses.Zena began her quest for a new car by visiting several car dealers and obtaining pamphlets on the models she is considering.She also studied Consumer Reports magazine,Car and Driver ratings,and other consumer rating publications to see what the experts think.After evaluating all options,Zena has decided to purchase a new Chrysler.She believes that the car is a good fit with her new image and position in her company.Since her purchase,she has seen more advertisements touting the car's features than she ever noticed before.She also has noticed many models of her car on the road.Zena thinks the fact that so many others are driving the same model car as hers is proof that she made a good decision.
-Refer to New Car Purchase.In noticing similar cars on the road and advertising supporting her decision,Zena is reinforcing her decision and reducing the doubts she sometimes feels regarding this purchase.The feelings of inner tension are called:

Accepted Answer

A) selective retention. 
B) perceptual distortion. 
C) postpurchase action. 
D) cognitive dissonance. 
E) response attitudes. 
A) selective retention. 
B) perceptual distortion. 
C) postpurchase action. 
D) cognitive dissonance. 
E) response attitudes.

Question 16

What would be the retailing principle that compelled Tony Hsieh to ship merchandise that was grotesquely underpriced when he could have just cancelled the orders?

Accepted Answer

A) every online sale is a legal sale,a contract between consumer and retailer 
B) customer satisfaction 
C) it would have cost more to settle in court 
D) the dollar amount lost is only retail,not wholesale 
E) the loss would be made up in future sales 
A) every online sale is a legal sale,a contract between consumer and retailer 
B) customer satisfaction 
C) it would have cost more to settle in court 
D) the dollar amount lost is only retail,not wholesale 
E) the loss would be made up in future sales

Question 17

Celestial Seasonings is a well-recognized brand of tea.It has differentiated itself from traditional teas by producing herbal teas and others using the more exotic white tea leaves.It has recently introduced Celestial Seasonings Tea Dreams ice cream,a product it hopes will be successful due to consumers' awareness of the brand.Celestial Seasonings is relying on _____ to make its new product a success.

Accepted Answer

A) conceptual learning 
B) experiential learning 
C) repetition learning 
D) stimulus generalization 
E) stimulus discrimination 
A) conceptual learning 
B) experiential learning 
C) repetition learning 
D) stimulus generalization 
E) stimulus discrimination

Question 18

All of the following influence the extent to which an individual conducts an external search for information EXCEPT:

Accepted Answer

A) perceived risk 
B) knowledge 
C) prior experience 
D) social class 
E) level of interest 
A) perceived risk 
B) knowledge 
C) prior experience 
D) social class 
E) level of interest

Question 19

Alanna is looking into purchasing a scooter as gas prices continue to rise.She needs a reasonably priced,comfortable,and safe scooter with room to store her books.She is not familiar with scooters,and this is a major purchase for her.The purchase will probably involve:

Accepted Answer

A) low-involvement problem solving 
B) low-involvement decision making 
C) extensive decision making 
D) limited decision making 
E) dedicated cognitive behavior 
A) low-involvement problem solving 
B) low-involvement decision making 
C) extensive decision making 
D) limited decision making 
E) dedicated cognitive behavior

Question 20

Dustin is a member of a fraternity that sees no problem of underage drinking.In fact,it is encouraged and expected the members will party and drink alcohol regardless of their age.For this group,drinking is considered a(n):

Accepted Answer

A) norm 
B) requirement 
C) expectation 
D) affect 
E) primer 
A) norm 
B) requirement 
C) expectation 
D) affect 
E) primer

The process by which people select,organize,and interpret stimuli into a meaningful and coherent picture is called:

Which category of reference groups represents groups in which a consumer does not have membership?

The GDS systems that Orbitz and other middlemen use is an extranet.

In cultures where consumers are reluctant to use credit cards,they might be just as reluctant to make purchases on a smartphone and thus restrict their m-commerce activities to research.

A product information source that originates with marketers promoting the product is referred to as a:

Chaz wants to be a pirate like Captain Jack Sparrow in Disney's Pirates of the Caribbean movies.He wears a bandanna and carries a toy cutlass.Though Jack Sparrow is fictional,Chaz's role play reveals his _____.

Once an individual's evoked set has been established,evaluation of those alternatives will determine what information must be obtained during the information search.

Which of the following statements about culture as an influence on consumer buying behavior is true?

If one were to pick an explanation from economics for why 6pm.com customers took advantage of the programming error that priced every piece of merchandise at $49.95,it was to __________.

What would be the retailing principle that compelled Tony Hsieh to ship merchandise that was grotesquely underpriced when he could have just cancelled the orders?

All of the following influence the extent to which an individual conducts an external search for information EXCEPT:

Alanna is looking into purchasing a scooter as gas prices continue to rise.She needs a reasonably priced,comfortable,and safe scooter with room to store her books.She is not familiar with scooters,and this is a major purchase for her.The purchase will probably involve:

Dustin is a member of a fraternity that sees no problem of underage drinking.In fact,it is encouraged and expected the members will party and drink alcohol regardless of their age.For this group,drinking is considered a(n):

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Business Marketing

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Customer Relationship Management Crm

Social Media and Marketing

Filters

Exam 6: Consumer Decision Making

The process by which people select,organize,and interpret stimuli into a meaningful and coherent picture is called:

Which category of reference groups represents groups in which a consumer does not have membership?

The GDS systems that Orbitz and other middlemen use is an extranet.

In cultures where consumers are reluctant to use credit cards,they might be just as reluctant to make purchases on a smartphone and thus restrict their m-commerce activities to research.

A product information source that originates with marketers promoting the product is referred to as a:

Chaz wants to be a pirate like Captain Jack Sparrow in Disney's Pirates of the Caribbean movies.He wears a bandanna and carries a toy cutlass.Though Jack Sparrow is fictional,Chaz's role play reveals his _____.

Once an individual's evoked set has been established,evaluation of those alternatives will determine what information must be obtained during the information search.

Which of the following statements about culture as an influence on consumer buying behavior is true?

If one were to pick an explanation from economics for why 6pm.com customers took advantage of the programming error that priced every piece of merchandise at $49.95,it was to __________.

What would be the retailing principle that compelled Tony Hsieh to ship merchandise that was grotesquely underpriced when he could have just cancelled the orders?

All of the following influence the extent to which an individual conducts an external search for information EXCEPT:

Alanna is looking into purchasing a scooter as gas prices continue to rise.She needs a reasonably priced,comfortable,and safe scooter with room to store her books.She is not familiar with scooters,and this is a major purchase for her.The purchase will probably involve:

Dustin is a member of a fraternity that sees no problem of underage drinking.In fact,it is encouraged and expected the members will party and drink alcohol regardless of their age.For this group,drinking is considered a(n):

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Business Marketing

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Customer Relationship Management Crm

Social Media and Marketing

Filters