Question 1

What step in the consumer decision process follows problem recognition?

Accepted Answer

The step in the consumer decision process which follows problem recognition is information search.

Question 2

Briefly explain the theory of cognitive dissonance.

Accepted Answer

The theory of cognitive dissonance holds that people strive to justify their behavior by reducing the dissonance or inconsistency between their cognitions,their perceptions and beliefs,and reality.

Question 3

List the three most important nonpersonal influences on consumer behavior and how they apply to consumers.

Accepted Answer

(1)Time, (2)place, (3)and environment.A special weekend sale may provide just the added incentive to penetrate customers' perceptual screens and bring them into a store.But running an ad for that sale on Sunday evening would be a waste of advertising dollars.Once consumers decide to purchase a certain product,they will still hesitate if they don't know where to buy it or if it isn't available in a convenient or preferred location.Similarly,if consumers believe a particular brand is a specialty good but it suddenly appears everywhere,their perception of the product's "specialness" may diminish.Many environments -ecological,social,political,technical,economic,household,and point-of-sale location,to mention a few-can affect the purchase decision.For example,during a recession,advertisers can't expect to penetrate the perceptual screens of consumers who don't have enough money to buy.

Question 4

Some people strongly believe that killing animals is cruel and that meat contains chemicals which they do not want to consume.Both of these reasons are examples of _____ motives.

Accepted Answer

A)  transformational 
B)  stimulus 
C)  negatively originated 
D)  transactional 
E)  need-based 
A)  transformational 
B)  stimulus 
C)  negatively originated 
D)  transactional 
E)  need-based

Question 5

Allyson has been baking for years.Her belief that one brand of flour is superior to other brands for baking biscuits can most readily be explained by the:

Accepted Answer

A)  descriptive theory. 
B)  peripheral route to persuasion theory. 
C)  central route to persuasion theory. 
D)  conditioning theory. 
E)  cognitive theory. 
A)  descriptive theory. 
B)  peripheral route to persuasion theory. 
C)  central route to persuasion theory. 
D)  conditioning theory. 
E)  cognitive theory.

Question 6

Consumers' evoked sets are:

Accepted Answer

A)  those members of the buyer's family who must be considered when a product is selected for purchase. 
B)  the combination of products that consumers finally select for their use. 
C)  the alternatives that consumers evaluate before making purchase decisions. 
D)  the environments that affect the decision-making process. 
E)  the relevant reference group(s)for a particular purchase. 
A)  those members of the buyer's family who must be considered when a product is selected for purchase. 
B)  the combination of products that consumers finally select for their use. 
C)  the alternatives that consumers evaluate before making purchase decisions. 
D)  the environments that affect the decision-making process. 
E)  the relevant reference group(s)for a particular purchase.

Question 7

If you receive an invitation to your 25th high school reunion,you will be much more likely to notice ads for various weight-loss programs,diet foods,and skin rejuvenators than if you are invited to an annual family picnic.This is an example of how _____ affects perception.

Accepted Answer

A)  the elaboration likelihood model 
B)  an evoked set 
C)  the self-concept 
D)  persuasion 
E)  motivation 
A)  the elaboration likelihood model 
B)  an evoked set 
C)  the self-concept 
D)  persuasion 
E)  motivation

Question 8

The most common energizers of consumer behavior are the negatively originated motives.

Accepted Answer

A) True 
 B)False

Question 9

When it came time to buy a new backpack,Maria selected from four brands.The _____ that she used to make her selection are sturdiness,weight,and design details.

Accepted Answer

A)  feedback paradigms 
B)  evaluative criteria 
C)  belief system 
D)  purchase dissonance 
E)  situational considerations 
A)  feedback paradigms 
B)  evaluative criteria 
C)  belief system 
D)  purchase dissonance 
E)  situational considerations

Question 10

What are the two most important subcategories of business markets?

Accepted Answer

The two most important subcate

Question 11

The three nonpersonal influences that have direct impact on a consumer's final purchase decision are time,place,and target market.

Accepted Answer

A) True 
 B)False

Question 12

Think about the Elaboration Likelihood Model.Which of the following purchases would be most likely to involve the central route to persuasion?

Accepted Answer

A)  An engagement ring 
B)  A loaf of bread 
C)  Nail filers 
D)  An umbrella 
E)  File folders 
A)  An engagement ring 
B)  A loaf of bread 
C)  Nail filers 
D)  An umbrella 
E)  File folders

Question 13

Negatively originated motives are also called _____ motives.

Accepted Answer

A)  gratification 
B)  informational 
C)  transformational 
D)  transactional 
E)  intellectual stimulation 
A)  gratification 
B)  informational 
C)  transformational 
D)  transactional 
E)  intellectual stimulation

Question 14

_____ is an individual's openness or curiosity about a brand.

Accepted Answer

A)  Brand loyalty 
B)  Brand disparity 
C)  Brand interest 
D)  Brand dissonance 
E)  Evaluative criteria 
A)  Brand loyalty 
B)  Brand disparity 
C)  Brand interest 
D)  Brand dissonance 
E)  Evaluative criteria

Question 15

Which of the following is an example of a psychological screen that would influence perception?

Accepted Answer

A)  Self-concept 
B)  Touch and smell 
C)  Price tags 
D)  Reference groups 
E)  Hearing 
A)  Self-concept 
B)  Touch and smell 
C)  Price tags 
D)  Reference groups 
E)  Hearing

Question 16

In the special bride edition of a magazine,its editors describe the latest trends in weddings and give advice on how to create the perfect wedding.In this situation,the editors of the magazine could be considered:

Accepted Answer

A)  opinion leaders. 
B)  sole users. 
C)  a reference point. 
D)  selective communicators. 
E)  negative motivators. 
A)  opinion leaders. 
B)  sole users. 
C)  a reference point. 
D)  selective communicators. 
E)  negative motivators.

Question 17

Advertisers have three habit-related goals.Which of the following promotions is intended to help the advertiser meet the goal of habit reinforcement?

Accepted Answer

A)  For every ten cups of coffee you purchase at a local convenience store, you get one free. 
B)  A sales clerk gives out free samples of chili at the supermarket. 
C)  Al sees a comparative ad showing the superiority of one beer over another beer. 
D)  A vacuum cleaner salesperson offers to clean the living room carpet of the Knighten household. 
E)  The advertiser may offer incentives to lure customers away from old brands. 
A)  For every ten cups of coffee you purchase at a local convenience store, you get one free. 
B)  A sales clerk gives out free samples of chili at the supermarket. 
C)  Al sees a comparative ad showing the superiority of one beer over another beer. 
D)  A vacuum cleaner salesperson offers to clean the living room carpet of the Knighten household. 
E)  The advertiser may offer incentives to lure customers away from old brands.

Question 18

Zoroastrianism was the dominant world religion during the Persian empires.It is still practiced world-wide,especially in Iran and India.Within these two countries,the religion's members share a set of beliefs that set them apart from others who reside in the country.Believers in this religion would be classified as a:

Accepted Answer

A)  classless society. 
B)  subculture. 
C)  national reference group. 
D)  transformational group. 
E)  central group. 
A)  classless society. 
B)  subculture. 
C)  national reference group. 
D)  transformational group. 
E)  central group.

Question 19

_____ are groups of people whom we try to emulate or whose approval concerns us.

Accepted Answer

A)  Approval centers 
B)  Emulation groups 
C)  Norm standard bearers 
D)  Cultural norms 
E)  Reference groups 
A)  Approval centers 
B)  Emulation groups 
C)  Norm standard bearers 
D)  Cultural norms 
E)  Reference groups

Question 20

Three personal processes govern the way we discern raw data and translate them into feelings,thoughts,beliefs,and actions.They are the perception process,the learning and persuasion process,and the:

Accepted Answer

A)  process of internalization. 
B)  process of behavior modification. 
C)  AIDA process. 
D)  cognition process. 
E)  motivation process. 
A)  process of internalization. 
B)  process of behavior modification. 
C)  AIDA process. 
D)  cognition process. 
E)  motivation process.

What step in the consumer decision process follows problem recognition?

Briefly explain the theory of cognitive dissonance.

List the three most important nonpersonal influences on consumer behavior and how they apply to consumers.

Some people strongly believe that killing animals is cruel and that meat contains chemicals which they do not want to consume.Both of these reasons are examples of _____ motives.

Allyson has been baking for years.Her belief that one brand of flour is superior to other brands for baking biscuits can most readily be explained by the:

Consumers' evoked sets are:

If you receive an invitation to your 25^th high school reunion,you will be much more likely to notice ads for various weight-loss programs,diet foods,and skin rejuvenators than if you are invited to an annual family picnic.This is an example of how _____ affects perception.

The most common energizers of consumer behavior are the negatively originated motives.

When it came time to buy a new backpack,Maria selected from four brands.The _____ that she used to make her selection are sturdiness,weight,and design details.

What are the two most important subcategories of business markets?

The three nonpersonal influences that have direct impact on a consumer's final purchase decision are time,place,and target market.

Think about the Elaboration Likelihood Model.Which of the following purchases would be most likely to involve the central route to persuasion?

Negatively originated motives are also called _____ motives.

_____ is an individual's openness or curiosity about a brand.

Which of the following is an example of a psychological screen that would influence perception?

In the special bride edition of a magazine,its editors describe the latest trends in weddings and give advice on how to create the perfect wedding.In this situation,the editors of the magazine could be considered:

Advertisers have three habit-related goals.Which of the following promotions is intended to help the advertiser meet the goal of habit reinforcement?

_____ are groups of people whom we try to emulate or whose approval concerns us.

Three personal processes govern the way we discern raw data and translate them into feelings,thoughts,beliefs,and actions.They are the perception process,the learning and persuasion process,and the:

What Is Advertising Today

The Evolution of Advertising

The Economic, Social, and Regulatory Aspects of Advertising

The Scope of Advertising

Market Segmentation and the Marketing Mix

Research: Gathering Information for Advertising Planning

Marketing and Advertising Planning

Planning Media Strategy

Creative Strategy and the Creative Process

Creative Execution: Art and Copy

Producing Ads for Print, Electronic, and Digital Media

Using Print Media

Using Electronic Media

Using Digital Interactive Media

Using Out-Of-Home, Exhibitive, and Supplementary Media

Relationship Building: Direct Marketing, personal Selling, and Sales Promotion

Relationship Building

Filters

Exam 5: Marketing and Consumer Behavior

What step in the consumer decision process follows problem recognition?

Briefly explain the theory of cognitive dissonance.

List the three most important nonpersonal influences on consumer behavior and how they apply to consumers.

Some people strongly believe that killing animals is cruel and that meat contains chemicals which they do not want to consume.Both of these reasons are examples of _____ motives.

Allyson has been baking for years.Her belief that one brand of flour is superior to other brands for baking biscuits can most readily be explained by the:

Consumers' evoked sets are:

If you receive an invitation to your 25th high school reunion,you will be much more likely to notice ads for various weight-loss programs,diet foods,and skin rejuvenators than if you are invited to an annual family picnic.This is an example of how _____ affects perception.

The most common energizers of consumer behavior are the negatively originated motives.

When it came time to buy a new backpack,Maria selected from four brands.The _____ that she used to make her selection are sturdiness,weight,and design details.

What are the two most important subcategories of business markets?

The three nonpersonal influences that have direct impact on a consumer's final purchase decision are time,place,and target market.

Think about the Elaboration Likelihood Model.Which of the following purchases would be most likely to involve the central route to persuasion?

Negatively originated motives are also called _____ motives.

_____ is an individual's openness or curiosity about a brand.

Which of the following is an example of a psychological screen that would influence perception?

In the special bride edition of a magazine,its editors describe the latest trends in weddings and give advice on how to create the perfect wedding.In this situation,the editors of the magazine could be considered:

Advertisers have three habit-related goals.Which of the following promotions is intended to help the advertiser meet the goal of habit reinforcement?

_____ are groups of people whom we try to emulate or whose approval concerns us.

Three personal processes govern the way we discern raw data and translate them into feelings,thoughts,beliefs,and actions.They are the perception process,the learning and persuasion process,and the:

What Is Advertising Today

The Evolution of Advertising

The Economic, Social, and Regulatory Aspects of Advertising

The Scope of Advertising

Market Segmentation and the Marketing Mix

Research: Gathering Information for Advertising Planning

Marketing and Advertising Planning

Planning Media Strategy

Creative Strategy and the Creative Process

Creative Execution: Art and Copy

Producing Ads for Print, Electronic, and Digital Media

Using Print Media

Using Electronic Media

Using Digital Interactive Media

Using Out-Of-Home, Exhibitive, and Supplementary Media

Relationship Building: Direct Marketing, personal Selling, and Sales Promotion

Relationship Building

Filters

If you receive an invitation to your 25^th high school reunion,you will be much more likely to notice ads for various weight-loss programs,diet foods,and skin rejuvenators than if you are invited to an annual family picnic.This is an example of how _____ affects perception.