Question 1

Subcultures include nationalities, religions, geographic regions, and ________.

Accepted Answer

A)  genders 
B)  ages 
C)  professions 
D)  racial groups 
E)  income levels 
A)  genders 
B)  ages 
C)  professions 
D)  racial groups 
E)  income levels

Question 2

A particular automobile company works to keep its customers happy after each sale, aiming to delight each one of them in order to increase their customer lifetime value. Which of the following steps of the buyer decision process does the company exemplify?

Accepted Answer

A)  need recognition 
B)  information search 
C)  evaluation of alternatives 
D)  purchase decision 
E)  postpurchase behavior 
A)  need recognition 
B)  information search 
C)  evaluation of alternatives 
D)  purchase decision 
E)  postpurchase behavior

Question 3

People's distinct individual personalities influence their buying behavior. Personality is usually described in terms of traits. What are these traits, and how do they affect the way people purchase items? Give at least one example.

Accepted Answer

Personality is described in terms of tra

Question 4

Which of the following statements is true of social classes?

Accepted Answer

A)  Social classes are society's temporary divisions. 
B)  Members of a social class have unique and distinct values, interests, and behaviors. 
C)  People within a social class tend to exhibit similar buying behavior. 
D)  Income is the single factor that determines social class. 
E)  Social classes universally exhibit identical product and brand preferences. 
A)  Social classes are society's temporary divisions. 
B)  Members of a social class have unique and distinct values, interests, and behaviors. 
C)  People within a social class tend to exhibit similar buying behavior. 
D)  Income is the single factor that determines social class. 
E)  Social classes universally exhibit identical product and brand preferences.

Question 5

When consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands, they most likely will exhibit ________.

Accepted Answer

A)  habitual buying behavior 
B)  complex buying behavior 
C)  impulse buying behavior 
D)  dissonance-reducing buying behavior 
E)  consumer capitalism 
A)  habitual buying behavior 
B)  complex buying behavior 
C)  impulse buying behavior 
D)  dissonance-reducing buying behavior 
E)  consumer capitalism

Question 6

Many companies use ethnically specific themes in their mainstream marketing strategy because marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as ________.

Accepted Answer

A)  total market strategy 
B)  buzz marketing 
C)  social networking 
D)  word-of-mouth marketing 
E)  life-style marketing 
A)  total market strategy 
B)  buzz marketing 
C)  social networking 
D)  word-of-mouth marketing 
E)  life-style marketing

Question 7

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?

Accepted Answer

A)  economic risks 
B)  attitudes of others 
C)  cognitive dissonance 
D)  alternative evaluation 
E)  buyer's remorse 
A)  economic risks 
B)  attitudes of others 
C)  cognitive dissonance 
D)  alternative evaluation 
E)  buyer's remorse

Question 8

Almost all major purchases result in ________, or discomfort caused by postpurchase conflict.

Accepted Answer

A)  need recognition 
B)  cognitive dissonance 
C)  consumer ethnocentrism 
D)  conspicuous consumption 
E)  consumer capitalism 
A)  need recognition 
B)  cognitive dissonance 
C)  consumer ethnocentrism 
D)  conspicuous consumption 
E)  consumer capitalism

Question 9

________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Accepted Answer

A)  Motivation 
B)  Perception 
C)  Dissonance 
D)  Learning 
E)  Self-actualization 
A)  Motivation 
B)  Perception 
C)  Dissonance 
D)  Learning 
E)  Self-actualization

Question 10

Robert has taken up cycling as a hobby and as a way to maintain his physical fitness. He wants to buy a hydration system since he will need a lot of water as he cycles. Having gathered a great deal of information, he has finally narrowed down his choices to three systems: Waterbags for Roadies, Supertanker Hydropacks, and Fast Water. Robert is in the ________ stage of the buyer decision process.

Accepted Answer

A)  need recognition 
B)  evaluation of alternatives 
C)  product trial 
D)  postpurchase evaluation 
E)  information search 
A)  need recognition 
B)  evaluation of alternatives 
C)  product trial 
D)  postpurchase evaluation 
E)  information search

Question 11

Which of the following statements is true regarding social classes in the United States?

Accepted Answer

A)  Social class is determined by income alone. 
B)  Lines between social classes in the United States are fixed and rigid. 
C)  Social classes show distinct product preferences in clothing and automobiles. 
D)  Wealth is more critical than education level in measuring social class. 
E)  People are relegated to a permanent social class in the United States. 
A)  Social class is determined by income alone. 
B)  Lines between social classes in the United States are fixed and rigid. 
C)  Social classes show distinct product preferences in clothing and automobiles. 
D)  Wealth is more critical than education level in measuring social class. 
E)  People are relegated to a permanent social class in the United States.

Question 12

Jim is planning on buying an expensive HDTV and he realizes that there are few differences between brands. Jim is displaying complex buying behavior.

Accepted Answer

A) True 
 B)False

Question 13

A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?

Accepted Answer

A)  motivation 
B)  perception 
C)  association 
D)  learning 
E)  beliefs 
A)  motivation 
B)  perception 
C)  association 
D)  learning 
E)  beliefs

Question 14

Viviana wants to be the first to own the new fashion style of shoes. Viviana is an early mainstream adopter.

Accepted Answer

A) True 
 B)False

Question 15

Describe some important strategies for a marketer of a high-involvement product.

Accepted Answer

Marketers must understand the informatio

Question 16

Refer to the scenario below to answer the following question(s).
The Attic Trunk opened in 1999 as an upscale dress shop in Forest Ridge's fashionable shopping district, catering to a wealthy, mature clientele consisting mostly of older, first-generation Hispanics. Many other specialty shops lined the main avenue over the next few years. But as Forest Ridge began to attract a more price-conscious, younger, and more demographically diverse population, the once-popular shopping district was increasingly perceived as stodgy and snobby by the new segment of customers.
By the mid-2000s, many of these specialty shops suffered financially. Most shops attracted only tourists who enjoyed browsing through the displays of alligator belts and shoes, piles of scented soaps, and so on, often laughing at the ridiculously high prices.
Owners of The Attic Trunk had noticed the shifts in buying behavior of customers by the mid-2000s. In fact, the owners had observed that the once-fashionable shopping district in Forest Ridge no longer attracted the wealthy, mature clientele. This clientele had been replaced with price-conscious families with children, a mix of Asian and African Americans as well as Caucasians.
Specialty items at The Attic Trunk gradually disappeared, replaced by brand-name apparel, fashion accessories, and jewelry. Other owners followed suit in the late 2000s, bringing restaurants, an outdoor cafe, and a day spa to the main avenue in Forest Ridge.
-Which of the following would each consumer segment attracted to The Attic Trunk have in common with the other consumer segments?

Accepted Answer

A)  habitual buying behaviors 
B)  self-concepts 
C)  AIO dimensions 
D)  life-cycle stages 
E)  aspirational groups 
A)  habitual buying behaviors 
B)  self-concepts 
C)  AIO dimensions 
D)  life-cycle stages 
E)  aspirational groups

Question 17

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.

Accepted Answer

A)  subliminal retention 
B)  selective distortion 
C)  cognitive dissonance 
D)  selective attention 
E)  cognitive inertia 
A)  subliminal retention 
B)  selective distortion 
C)  cognitive dissonance 
D)  selective attention 
E)  cognitive inertia

Question 18

Sara is about to purchase a new television. She is using several attributes to evaluate her choices. Which of the following is least likely to be a criterion Sara is using?

Accepted Answer

A)  price 
B)  size of screen 
C)  color of body 
D)  network connectivity 
E)  availability 
A)  price 
B)  size of screen 
C)  color of body 
D)  network connectivity 
E)  availability

Question 19

________ is the most basic determinant of a person's wants and behavior.

Accepted Answer

A)  Culture 
B)  Brand personality 
C)  Cognitive dissonance 
D)  Motive 
E)  Attitude 
A)  Culture 
B)  Brand personality 
C)  Cognitive dissonance 
D)  Motive 
E)  Attitude

Question 20

What is the most important consumer buying organization in society?

Accepted Answer

A)  family 
B)  social class 
C)  membership group 
D)  subculture 
E)  reference group 
A)  family 
B)  social class 
C)  membership group 
D)  subculture 
E)  reference group

Subcultures include nationalities, religions, geographic regions, and ________.

A particular automobile company works to keep its customers happy after each sale, aiming to delight each one of them in order to increase their customer lifetime value. Which of the following steps of the buyer decision process does the company exemplify?

People's distinct individual personalities influence their buying behavior. Personality is usually described in terms of traits. What are these traits, and how do they affect the way people purchase items? Give at least one example.

Which of the following statements is true of social classes?

When consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands, they most likely will exhibit ________.

Many companies use ethnically specific themes in their mainstream marketing strategy because marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as ________.

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?

Almost all major purchases result in ________, or discomfort caused by postpurchase conflict.

________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Which of the following statements is true regarding social classes in the United States?

Jim is planning on buying an expensive HDTV and he realizes that there are few differences between brands. Jim is displaying complex buying behavior.

A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?

Viviana wants to be the first to own the new fashion style of shoes. Viviana is an early mainstream adopter.

Describe some important strategies for a marketer of a high-involvement product.

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.

Sara is about to purchase a new television. She is using several attributes to evaluate her choices. Which of the following is least likely to be a criterion Sara is using?

________ is the most basic determinant of a person's wants and behavior.

What is the most important consumer buying organization in society?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 5: Consumer Markets and Buyer Behavior

Subcultures include nationalities, religions, geographic regions, and ________.

A particular automobile company works to keep its customers happy after each sale, aiming to delight each one of them in order to increase their customer lifetime value. Which of the following steps of the buyer decision process does the company exemplify?

People's distinct individual personalities influence their buying behavior. Personality is usually described in terms of traits. What are these traits, and how do they affect the way people purchase items? Give at least one example.

Which of the following statements is true of social classes?

When consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands, they most likely will exhibit ________.

Many companies use ethnically specific themes in their mainstream marketing strategy because marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as ________.

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?

Almost all major purchases result in ________, or discomfort caused by postpurchase conflict.

________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Which of the following statements is true regarding social classes in the United States?

Jim is planning on buying an expensive HDTV and he realizes that there are few differences between brands. Jim is displaying complex buying behavior.

A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?

Viviana wants to be the first to own the new fashion style of shoes. Viviana is an early mainstream adopter.

Describe some important strategies for a marketer of a high-involvement product.

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.

Sara is about to purchase a new television. She is using several attributes to evaluate her choices. Which of the following is least likely to be a criterion Sara is using?

________ is the most basic determinant of a person's wants and behavior.

What is the most important consumer buying organization in society?

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters