Question 1

Perception plays a major role in the _____ stage of the buying-decision process.

Accepted Answer

A)  alternative substitution 
B)  alternative identification 
C)  prepurchase patronage 
D)  need simulation 
E)  purchase decision 
A)  alternative substitution 
B)  alternative identification 
C)  prepurchase patronage 
D)  need simulation 
E)  purchase decision

Question 2

Marketers know consumers at lower income levels devote a smaller percentage of their total expenditures to food, housing, utilities, and furnishings.

Accepted Answer

A) True 
 B)False

Question 3

Piggy banks are banned in many Muslim countries, where pigs are considered unclean. This illustrates one of the effects of _____ on everyday life.

Accepted Answer

A)  learning 
B)  power 
C)  environment 
D)  motivation 
E)  culture 
A)  learning 
B)  power 
C)  environment 
D)  motivation 
E)  culture

Question 4

Even though Paolo Sinese had watched all of the Super Bowl and its commercials, he could not remember seeing an ad for beer even though there were fourteen beer commercials run during the game. This is an example of:

Accepted Answer

A)  selective adaptation. 
B)  selective action. 
C)  selective distortion. 
D)  selective retention. 
E)  selective memorization. 
A)  selective adaptation. 
B)  selective action. 
C)  selective distortion. 
D)  selective retention. 
E)  selective memorization.

Question 5

A(n) _____ is a need sufficiently stimulated that an individual is moved to seek satisfaction.

Accepted Answer

A)  act 
B)  response 
C)  motive 
D)  cue 
E)  attitude 
A)  act 
B)  response 
C)  motive 
D)  cue 
E)  attitude

Question 6

What do Southern Baptists, Hispanic-Americans, and New York City natives have in common?

Accepted Answer

A)  They all have the same buying motives. 
B)  They all are members of different subcultures. 
C)  They all engage in high levels of involvement in purchases of items for which they have high brand loyalty. 
D)  None are negatively affected by patronage buying motives. 
E)  They all have similar psychographic characteristics. 
A)  They all have the same buying motives. 
B)  They all are members of different subcultures. 
C)  They all engage in high levels of involvement in purchases of items for which they have high brand loyalty. 
D)  None are negatively affected by patronage buying motives. 
E)  They all have similar psychographic characteristics.

Question 7

White-collar workers are typically found in the lower-middle class.

Accepted Answer

A) True 
 B)False

Question 8

Guardian Angel Personal Alcohol allows people to check their own blood alcohol levels by licking a chemically treated paper strip. When it was first introduced to the market, police in several states distributed the strips to motorists over one Labor Day weekend. It was most likely believed that the distribution of the new product would trigger which stage of the buying-decision process?

Accepted Answer

A)  evaluation alternatives 
B)  information search 
C)  need recognition 
D)  postpurchase behavior 
E)  alternative identification 
A)  evaluation alternatives 
B)  information search 
C)  need recognition 
D)  postpurchase behavior 
E)  alternative identification

Question 9

Ethan worked hard to make the good grades needed to be a part of his school's honor society. He admired its members' abilities to handle stress and the way the teachers respected them. For Ethan, the members of the honor society were a(n):

Accepted Answer

A)  social class. 
B)  culture. 
C)  extended family. 
D)  nuclear family. 
E)  reference group. 
A)  social class. 
B)  culture. 
C)  extended family. 
D)  nuclear family. 
E)  reference group.

Question 10

As Melissa was standing in the checkout line at the supermarket, she saw a small disposable flashlight and thought how handy it would be to keep in her car for when she was out at night. She picked the flashlight up and tossed it in the shopping cart with her other planned purchases. Buying the flashlight is an example of:

Accepted Answer

A)  systematic shopping. 
B)  reflex buying. 
C)  random buying. 
D)  impulse buying. 
E)  nonsystematic shopping. 
A)  systematic shopping. 
B)  reflex buying. 
C)  random buying. 
D)  impulse buying. 
E)  nonsystematic shopping.

Question 11

Marc just bought a new car. He liked the speed that comes with a Mustang GT, but he also liked the luxury of a Lexus. He purchased the Honda Accord because it seemed to combine some of the luxury of the Lexus and some of the speed of Mustang. Even after making his purchase, Marc wondered if he had missed something by not buying one of the other cars. Marc experienced:

Accepted Answer

A)  a missed perceptual cue existed. 
B)  an unsatisfied physiological need. 
C)  cognitive dissonance. 
D)  unsatisfied stimulus-response. 
E)  alternative anxiety. 
A)  a missed perceptual cue existed. 
B)  an unsatisfied physiological need. 
C)  cognitive dissonance. 
D)  unsatisfied stimulus-response. 
E)  alternative anxiety.

Question 12

_____ theory holds that learning occurs as a person responds to a stimulus and is rewarded with need satisfaction for a correct response or penalized for an incorrect one.

Accepted Answer

A)  Need 
B)  Stimulus-response 
C)  Motivation 
D)  Reinforcement 
E)  Cognitive 
A)  Need 
B)  Stimulus-response 
C)  Motivation 
D)  Reinforcement 
E)  Cognitive

Question 13

A _____ is made up of people who influence one's attitudes, values, and behavior.

Accepted Answer

A)  social class 
B)  culture 
C)  nuclear group 
D)  nuclear family 
E)  reference group 
A)  social class 
B)  culture 
C)  nuclear group 
D)  nuclear family 
E)  reference group

Question 14

Which of the following is an example of a social influence on consumer behavior?

Accepted Answer

A)  learning 
B)  motivation 
C)  the time dimension 
D)  the terms of the purchase 
E)  subcultures 
A)  learning 
B)  motivation 
C)  the time dimension 
D)  the terms of the purchase 
E)  subcultures

Question 15

Janae and her mother made a visit to the American Girl store in Chicago. It was heavenly for the girl who loves dolls. The store offered Janae a chance to have tea with her favorite dolls, to see a play on the adventures of one of the dolls, and let her look at all of the dolls she did not have. _____ influenced her desire to buy a new doll.

Accepted Answer

A)  The temporal dimension 
B)  Demographics 
C)  Subclutural influences 
D)  Attitude 
E)  Situational influences 
A)  The temporal dimension 
B)  Demographics 
C)  Subclutural influences 
D)  Attitude 
E)  Situational influences

Question 16

On certain Polynesian islands, cream of bat soup is a traditional menu item, and the head of the bat is considered a delicacy. This illustrates how _____ affects daily life.

Accepted Answer

A)  learning 
B)  attitude 
C)  environment 
D)  motivation 
E)  culture 
A)  learning 
B)  attitude 
C)  environment 
D)  motivation 
E)  culture

Question 17

Which of the following social classes accounts for the smallest percentage of the total population?

Accepted Answer

A)  upper-middle 
B)  lower-middle 
C)  upper 
D)  lower-lower 
E)  upper-lower 
A)  upper-middle 
B)  lower-middle 
C)  upper 
D)  lower-lower 
E)  upper-lower

Question 18

Patrons of Heavy's Barbecue enjoy the hickory smell in the air, the sawdust floors, and the family service. They also admire the stuffed animal heads--real and mythical--on the restaurant's walls. By emphasizing its atmosphere in its advertising, Heavy's Barbecue can take advantage of:

Accepted Answer

A)  customers' selective perception. 
B)  Freudian psychology. 
C)  customers' cognitive dissonance. 
D)  patronage buying motives. 
E)  store clerks' knowledge of selective processes. 
A)  customers' selective perception. 
B)  Freudian psychology. 
C)  customers' cognitive dissonance. 
D)  patronage buying motives. 
E)  store clerks' knowledge of selective processes.

Question 19

Which of the following statements most accurately describes the American lower-lower class?

Accepted Answer

A)  Often purchases by members of this class are not based on economic considerations. 
B)  This class strives to "buy American." 
C)  Members of this class are future-oriented. 
D)  This class is composed of blue-collar workers. 
E)  None of the above statements accurately describe the lower-lower class in the U.S. 
A)  Often purchases by members of this class are not based on economic considerations. 
B)  This class strives to "buy American." 
C)  Members of this class are future-oriented. 
D)  This class is composed of blue-collar workers. 
E)  None of the above statements accurately describe the lower-lower class in the U.S.

Question 20

You need not belong to a reference group for it to affect your buying behavior.

Accepted Answer

A) True 
 B)False

Perception plays a major role in the _____ stage of the buying-decision process.

Marketers know consumers at lower income levels devote a smaller percentage of their total expenditures to food, housing, utilities, and furnishings.

Piggy banks are banned in many Muslim countries, where pigs are considered unclean. This illustrates one of the effects of _____ on everyday life.

Even though Paolo Sinese had watched all of the Super Bowl and its commercials, he could not remember seeing an ad for beer even though there were fourteen beer commercials run during the game. This is an example of:

A(n) _____ is a need sufficiently stimulated that an individual is moved to seek satisfaction.

What do Southern Baptists, Hispanic-Americans, and New York City natives have in common?

White-collar workers are typically found in the lower-middle class.

Ethan worked hard to make the good grades needed to be a part of his school's honor society. He admired its members' abilities to handle stress and the way the teachers respected them. For Ethan, the members of the honor society were a(n):

_____ theory holds that learning occurs as a person responds to a stimulus and is rewarded with need satisfaction for a correct response or penalized for an incorrect one.

A _____ is made up of people who influence one's attitudes, values, and behavior.

Which of the following is an example of a social influence on consumer behavior?

On certain Polynesian islands, cream of bat soup is a traditional menu item, and the head of the bat is considered a delicacy. This illustrates how _____ affects daily life.

Which of the following social classes accounts for the smallest percentage of the total population?

Patrons of Heavy's Barbecue enjoy the hickory smell in the air, the sawdust floors, and the family service. They also admire the stuffed animal heads--real and mythical--on the restaurant's walls. By emphasizing its atmosphere in its advertising, Heavy's Barbecue can take advantage of:

Which of the following statements most accurately describes the American lower-lower class?

You need not belong to a reference group for it to affect your buying behavior.

The Field of Marketing

The Dynamic Marketing Environment

Global Markets and Marketing

Business Markets and Buying Behavior

Marketing Research and Market Information

Product Planning and Development

Product-Mix Strategies

Brands, Packaging, and Other Product Features

Services Marketing

Price Determination

Pricing Strategies

Channels of Distribution

Retailing

Wholesaling and Physical Distribution

Integrated Marketing Communications

Personal Selling and Sales Management

Advertising, Sales Promotion, and Public Relations

Strategic Marketing Planning

Marketing Implementation and Evaluation

Marketing and the Information Economy

Market Segmentation Targeting and Positioning

Filters

Exam 4: Consumer Markets and Buying Behavior

Perception plays a major role in the _____ stage of the buying-decision process.

Marketers know consumers at lower income levels devote a smaller percentage of their total expenditures to food, housing, utilities, and furnishings.

Piggy banks are banned in many Muslim countries, where pigs are considered unclean. This illustrates one of the effects of _____ on everyday life.

Even though Paolo Sinese had watched all of the Super Bowl and its commercials, he could not remember seeing an ad for beer even though there were fourteen beer commercials run during the game. This is an example of:

A(n) _____ is a need sufficiently stimulated that an individual is moved to seek satisfaction.

What do Southern Baptists, Hispanic-Americans, and New York City natives have in common?

White-collar workers are typically found in the lower-middle class.

Ethan worked hard to make the good grades needed to be a part of his school's honor society. He admired its members' abilities to handle stress and the way the teachers respected them. For Ethan, the members of the honor society were a(n):

_____ theory holds that learning occurs as a person responds to a stimulus and is rewarded with need satisfaction for a correct response or penalized for an incorrect one.

A _____ is made up of people who influence one's attitudes, values, and behavior.

Which of the following is an example of a social influence on consumer behavior?

On certain Polynesian islands, cream of bat soup is a traditional menu item, and the head of the bat is considered a delicacy. This illustrates how _____ affects daily life.

Which of the following social classes accounts for the smallest percentage of the total population?

Patrons of Heavy's Barbecue enjoy the hickory smell in the air, the sawdust floors, and the family service. They also admire the stuffed animal heads--real and mythical--on the restaurant's walls. By emphasizing its atmosphere in its advertising, Heavy's Barbecue can take advantage of:

Which of the following statements most accurately describes the American lower-lower class?

You need not belong to a reference group for it to affect your buying behavior.

The Field of Marketing

The Dynamic Marketing Environment

Global Markets and Marketing

Business Markets and Buying Behavior

Marketing Research and Market Information

Product Planning and Development

Product-Mix Strategies

Brands, Packaging, and Other Product Features

Services Marketing

Price Determination

Pricing Strategies

Channels of Distribution

Retailing

Wholesaling and Physical Distribution

Integrated Marketing Communications

Personal Selling and Sales Management

Advertising, Sales Promotion, and Public Relations

Strategic Marketing Planning

Marketing Implementation and Evaluation

Marketing and the Information Economy

Market Segmentation Targeting and Positioning

Filters