Question 1

Rose is shopping for a new camera.She has set a maximum of $250 as the highest price she will pay,so she doesn't even bother considering cameras that cost more than that.Rose is narrowing the number of available choices by using a:

Accepted Answer

A)  cost margin 
B)  product attribute 
C)  cutoff 
D)  boundary 
E)  knockoff

Question 2

A value or attitude deemed acceptable by a group is called a(n):

Accepted Answer

A)  expectation 
B)  reference 
C)  aspiration 
D)  opinion 
E)  norm

Question 3

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's visits to the day care centers,interviews with the caregivers,and input from family and friends represent which step of the consumer decision process?

Accepted Answer

A)  Postpurchase behavior 
B)  Stimulus generalization 
C)  Evaluation of alternatives 
D)  Information search 
E)  Need recognition

Question 4

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

Question 5

Breyer's Ice Cream
One hot August afternoon, as Nelson is driving home from work, he sees a billboard for Breyer's Ice Cream. He remembers that he is out of ice cream at home, and thinks it would be really great to have a nice, cold bowl of ice cream on such a hot day. So he stops into the convenience store near his home, heads straight for the dairy case, and picks up a half-gallon of strawberry ice cream.
-Refer to Breyer's Ice Cream.According to Maslow's hierarchy of needs,which need was Nelson trying to satisfy when he purchased the ice cream?

Accepted Answer

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

Question 6

Imagine life without that little spinning wheel icon to remind you that your computer is still searching for a Web site or copying documents.Without this wheel,consumers might think the computer had stopped working.This process in which consumers interpret this stimulus into a meaningful and coherent picture is called:

Accepted Answer

A)  exposure 
B)  perception 
C)  retention 
D)  cognition 
E)  selection

Question 7

When Avril went to purchase a birthday card for her new boyfriend,she went to three stores and spent four hours reading over 500 cards before selecting the perfect one.This card (which cost $3.25)is properly designated as a high-involvement product because of:

Accepted Answer

A)  product involvement 
B)  situational involvement 
C)  shopping involvement 
D)  enduring involvement 
E)  all of these

Question 8

UGG has a portion of its Web site featuring photographs of celebrities wearing UGG shoes.The celebrities serve as:

Accepted Answer

A)  opinion leaders. 
B)  laggards. 
C)  early instigators. 
D)  Gatekeepers. 
E)  aspirational adopters.

Question 9

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.

Question 10

Which of the following best characterizes the underclass?

Accepted Answer

A)  Highly educated underachievers whose incomes are below most comparably educated workers; often referred to as "slackers." 
B)  People who are not regularly employed and who depend primarily on the welfare system for sustenance; they have little schooling and live below the poverty line. 
C)  Individuals who derive most of their income from the "underground economy" and who tend to "fly under the radar" of the Internal Revenue Service. 
D)  Middle-level blue-collar workers largely working in skilled or semi-skilled service jobs; their income is below the national average. 
E)  Low-paid service workers and operatives; they have some high school education a below-mainstream living standard.

Question 11

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.Zena spent a considerable amount of time and effort on her new car purchase.This suggests that the car is a(n)_____ product for Zena.

Accepted Answer

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

Question 12

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

Question 13

Assume that you have decided to purchase a new automobile.Describe your internal information search.Then name the two types of external information sources.For each source,give two specific examples of information sources you might use.

Accepted Answer

The answer of Assume that you have decided to purchase...

Question 14

When Alan buys rock-climbing equipment,he will only buy Black Diamond,Petzl,Edelweiss,or Wild Country brands even though other brands exist.These listed brands make up Alan's awareness set.

Accepted Answer

A) True 
 B)False

Question 15

There are several tools marketing managers can use to increase cognitive dissonance,which enhances consumers' attitude toward their brand.

Accepted Answer

A) True 
 B)False

Question 16

One way marketers are identifying true opinion leaders is by looking to teen blogs to identify the social trends that are shaping consumer behavior.

Accepted Answer

A) True 
 B)False

Question 17

_____ is characterized by low involvement,a short time frame,an internal-only information search,and low costs.

Accepted Answer

A)  Limited decision making 
B)  Routine response behavior 
C)  Emotional buying 
D)  Intensive decision making 
E)  Temporally-limited behavior

Question 18

The slogan used by the manufacturer of Jaguar automobiles,"Don't dream it.Drive it." was intended to appeal to consumers':

Accepted Answer

A)  physiological needs 
B)  social needs 
C)  safety needs 
D)  esteem needs 
E)  self-actualization needs

Question 19

Christian understands that a Black Diamond brand tent is suitable for several weather conditions,such as rain,snow,and sweltering heat.This is a description of his _____ about the Black Diamond tent.

Accepted Answer

A)  beliefs 
B)  attitudes 
C)  standards 
D)  motives 
E)  valuations

Question 20

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.Shannon,Fiona's best friend,recommended PerfectCare because she takes her daughter there.Shannon was acting as a(n):

Accepted Answer

A)  family member 
B)  opinion leader 
C)  dissociative reference 
D)  busybody 
E)  gatekeeper

Exam 11: Consumer Decision Making

Rose is shopping for a new camera.She has set a maximum of $250 as the highest price she will pay,so she doesn't even bother considering cameras that cost more than that.Rose is narrowing the number of available choices by using a:

A value or attitude deemed acceptable by a group is called a(n) :

When Avril went to purchase a birthday card for her new boyfriend,she went to three stores and spent four hours reading over 500 cards before selecting the perfect one.This card (which cost $3.25) is properly designated as a high-involvement product because of:

UGG has a portion of its Web site featuring photographs of celebrities wearing UGG shoes.The celebrities serve as:

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

Which of the following best characterizes the underclass?

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

Assume that you have decided to purchase a new automobile.Describe your internal information search.Then name the two types of external information sources.For each source,give two specific examples of information sources you might use.

When Alan buys rock-climbing equipment,he will only buy Black Diamond,Petzl,Edelweiss,or Wild Country brands even though other brands exist.These listed brands make up Alan's awareness set.

There are several tools marketing managers can use to increase cognitive dissonance,which enhances consumers' attitude toward their brand.

One way marketers are identifying true opinion leaders is by looking to teen blogs to identify the social trends that are shaping consumer behavior.

_____ is characterized by low involvement,a short time frame,an internal-only information search,and low costs.

The slogan used by the manufacturer of Jaguar automobiles,"Don't dream it.Drive it." was intended to appeal to consumers':

Christian understands that a Black Diamond brand tent is suitable for several weather conditions,such as rain,snow,and sweltering heat.This is a description of his _____ about the Black Diamond tent.