Question 1

When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information to bring it more in line with those beliefs.

Accepted Answer

A) True 
 B)False

Question 2

The U.S. Army recruits soldiers based on the slogan, "An army of one," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs?

Accepted Answer

A) Safety 
B) Esteem 
C) Self-actualization 
D) Physiological 
E) Social 
A) Safety 
B) Esteem 
C) Self-actualization 
D) Physiological 
E) Social

Question 3

Scenario 7.2
Use the following to answer the questions.
Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan.
-Refer to Scenario 7.2. The fact that Alicia had remembered the gas mileage of the Toyota Sienna incorrectly is most likely an example of

Accepted Answer

A) selective expression. 
B) selective retention. 
C) perceptual extension. 
D) perceptual bias. 
E) selective distortion. 
A) selective expression. 
B) selective retention. 
C) perceptual extension. 
D) perceptual bias. 
E) selective distortion.

Question 4

Scenario 7.1
Use the following to answer the questions.
Consumers use information from many sources when making purchasing decisions, including information from friends and family members. One of the most dissatisfying consumer experiences is with auto repair. Aware of this, Kate has asked several of her friends and family members where they have their cars repaired, since she has experienced a problem starting her car when the weather is cold. Kate has heard that Skola's Auto Repair has reasonable prices, but it can be difficult to get an appointment. Steve, one of Kate's friends, had a very poor experience with Skola's. However, once he complained to them, they fixed the situation and now he prefers their auto repair shop over others.
-Refer to Scenario 7.1. The type of problem solving that Kate is using to select an auto repair shop would be

Accepted Answer

A) intensive problem solving. 
B) extended problem solving. 
C) routinized response behavior. 
D) selective problem solving. 
E) limited problem solving. 
A) intensive problem solving. 
B) extended problem solving. 
C) routinized response behavior. 
D) selective problem solving. 
E) limited problem solving.

Question 5

Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Jennifer is influenced by

Accepted Answer

A) personality. 
B) a reference group. 
C) a consideration set. 
D) a knowledge base. 
E) a role conflict. 
A) personality. 
B) a reference group. 
C) a consideration set. 
D) a knowledge base. 
E) a role conflict.

Question 6

The actual act of purchase is the second stage of the consumer buying decision process.

Accepted Answer

A) True 
 B)False

Question 7

Scenario 7.2
Use the following to answer the questions.
Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan.
-Refer to Scenario 7.2. Toyota's production of commercials that featured Hispanic actors and the Spanish language is an example of marketing to

Accepted Answer

A) cultural self-concepts. 
B) social classes. 
C) subcultures. 
D) roles. 
E) social strata. 
A) cultural self-concepts. 
B) social classes. 
C) subcultures. 
D) roles. 
E) social strata.

Question 8

Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least important. These needs, in order from most to least important are

Accepted Answer

A) psychological, physiological, safety, social, and esteem. 
B) physiological, safety, esteem, social, and self-actualization. 
C) physiological, psychological, safety, social, and esteem. 
D) physiological, safety, social, and esteem, self-actualization. 
E) physiological, esteem, safety, self-actualization, and psychological. 
A) psychological, physiological, safety, social, and esteem. 
B) physiological, safety, esteem, social, and self-actualization. 
C) physiological, psychological, safety, social, and esteem. 
D) physiological, safety, social, and esteem, self-actualization. 
E) physiological, esteem, safety, self-actualization, and psychological.

Question 9

Within the information search step of the consumer buying decision process, what two primary aspects exist?

Accepted Answer

A) Consideration sets and evoked sets 
B) Personal information and non-personal information 
C) Selective retention and selective distortion 
D) Internal search and external search 
E) Company-produced information and internal information 
A) Consideration sets and evoked sets 
B) Personal information and non-personal information 
C) Selective retention and selective distortion 
D) Internal search and external search 
E) Company-produced information and internal information

Question 10

How have subcultures changed in the United States since 1990? How are the expected to change in the upcoming years?

Accepted Answer

Since 1990, subcultures in the United St

Question 11

Motives include knowledge and positive or negative feelings about an object.

Accepted Answer

A) True 
 B)False

Question 12

Salina is shopping for low-calorie frozen dinners to take to work for lunch. Salina has always been mindful of the total calories and the number of fat grams in these dinners. However, after reading an article about the high sodium counts in frozen meals and the maximum grams of sodium a woman should eat daily, she now pays attention to the sodium as well. The changes in Salina's thought processes and behavior caused by this information is called

Accepted Answer

A) learning. 
B) attitude formation. 
C) patronage motives. 
D) personality. 
E) motivation. 
A) learning. 
B) attitude formation. 
C) patronage motives. 
D) personality. 
E) motivation.

Question 13

Draw and label the consumer buying decision process and include the possible influences on the process.

Accepted Answer

The consumer buying decision process can

Question 14

The primary psychological influences on consumer behavior are:

Accepted Answer

A) perception, motives, learning, attitudes, personality, and lifestyles. 
B) attitudes, perception, retention, exposure, roles, and lifestyles. 
C) attitudes, perception, social class, culture, and learning. 
D) perception, motives, reference groups, social class, and personality. 
E) lifestyles, personality, perception, motives, attitudes, and culture. 
A) perception, motives, learning, attitudes, personality, and lifestyles. 
B) attitudes, perception, retention, exposure, roles, and lifestyles. 
C) attitudes, perception, social class, culture, and learning. 
D) perception, motives, reference groups, social class, and personality. 
E) lifestyles, personality, perception, motives, attitudes, and culture.

Question 15

Perception is a three-step process that involves

Accepted Answer

A) motivation, personality, and attitudes. 
B) classifying, recording, and eliminating information received through the senses. 
C) collecting, eliminating, and organizing information inputs. 
D) selecting, organizing, and interpreting information inputs. 
E) anticipating, classifying, and discarding information inputs. 
A) motivation, personality, and attitudes. 
B) classifying, recording, and eliminating information received through the senses. 
C) collecting, eliminating, and organizing information inputs. 
D) selecting, organizing, and interpreting information inputs. 
E) anticipating, classifying, and discarding information inputs.

Question 16

Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team. The actions and activities associated with each of these positions constitute Carla's

Accepted Answer

A) personality. 
B) role. 
C) motives. 
D) beliefs. 
E) lifestyle. 
A) personality. 
B) role. 
C) motives. 
D) beliefs. 
E) lifestyle.

Question 17

Scenario 7.2
Use the following to answer the questions.
Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan.
-Refer to Scenario 7.2. Carlos' knowledge of the correct gas mileage is an example of the ____ component of his attitude toward the Toyota, while Alicia's feelings about the children in the commercial being happy in the Toyota van were an example of the ____ component of her attitude.

Accepted Answer

A) cognitive; affective 
B) cognitive; behavioral 
C) affective; cognitive 
D) affective; behavioral 
E) behavioral; affective 
A) cognitive; affective 
B) cognitive; behavioral 
C) affective; cognitive 
D) affective; behavioral 
E) behavioral; affective

Question 18

How does an individual's social class influence the products he or she buys?

Accepted Answer

The answer of How does an individual's social class influence...

Question 19

Grant Turner makes an appointment to visit with a new dermatologist in town because of a recent bad sunburn. When he arrives at the dermatologist's office, Grant notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from the walls, and poor lighting. However, the other patients in the waiting room were talking about how much they liked the doctor. While Grant viewed the dermatologist as competent, Grant decided not to visit him again even though the dermatologist recommended a follow-up. Which situational influences are most likely to have affected Grant's decision?

Accepted Answer

A) Social surroundings 
B) Momentary mood 
C) Antecedent states 
D) Purchase reasons 
E) Physical surroundings 
A) Social surroundings 
B) Momentary mood 
C) Antecedent states 
D) Purchase reasons 
E) Physical surroundings

Question 20

Discuss how reference groups and opinion leaders influence purchase behavior.

Accepted Answer

The answer of Discuss how reference groups and opinion leaders...

When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information to bring it more in line with those beliefs.

The U.S. Army recruits soldiers based on the slogan, "An army of one," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs?

Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Jennifer is influenced by

The actual act of purchase is the second stage of the consumer buying decision process.

Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least important. These needs, in order from most to least important are

Within the information search step of the consumer buying decision process, what two primary aspects exist?

How have subcultures changed in the United States since 1990? How are the expected to change in the upcoming years?

Motives include knowledge and positive or negative feelings about an object.

Draw and label the consumer buying decision process and include the possible influences on the process.

The primary psychological influences on consumer behavior are:

Perception is a three-step process that involves

Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team. The actions and activities associated with each of these positions constitute Carla's

How does an individual's social class influence the products he or she buys?

Discuss how reference groups and opinion leaders influence purchase behavior.

An Overview of Strategic Marketing

Planning Implementing and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets: Segmentation and Evaluation

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts

Developing and Managing Products

Services Marketing

Branding and Packaging

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing, and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters

Exam 7: Consumer Buying Behavior

When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information to bring it more in line with those beliefs.

The U.S. Army recruits soldiers based on the slogan, "An army of one," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs?

Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Jennifer is influenced by

The actual act of purchase is the second stage of the consumer buying decision process.

Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least important. These needs, in order from most to least important are

Within the information search step of the consumer buying decision process, what two primary aspects exist?

How have subcultures changed in the United States since 1990? How are the expected to change in the upcoming years?

Motives include knowledge and positive or negative feelings about an object.

Draw and label the consumer buying decision process and include the possible influences on the process.

The primary psychological influences on consumer behavior are:

Perception is a three-step process that involves

Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team. The actions and activities associated with each of these positions constitute Carla's

How does an individual's social class influence the products he or she buys?

Discuss how reference groups and opinion leaders influence purchase behavior.

An Overview of Strategic Marketing

Planning Implementing and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets: Segmentation and Evaluation

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts

Developing and Managing Products

Services Marketing

Branding and Packaging

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing, and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters