Question 1

Figure 5-5
-According to Figure 5-5 above,"C" defines what level in the hierarchy of needs?

Accepted Answer

A)   self-actualization
B)   personal
C)   social
D)   safety
E)   physiologicalF) B) and E)
G) A) and E)

Question 2

the VALS framework,consumers motivated by ideals are guided by knowledge and principle.One segment of the two ideals-motivated groups,known as __________,are mature,reflective,and well-educated people who value order,knowledge,and responsibility.

Accepted Answer

A)   Makers
B)   Believers
C)   Thinkers
D)   Survivors
E)   AchieversF) C) and D)
G) A) and D)

Question 3

During the consumer purchase decision process,an individual at the __________ stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision.

Accepted Answer

A)   problem recognition
B)   alternative evaluation
C)   cognitive dissonance
D)   information search
E)   postpurchase behaviorF) All of the above
G) A) and E)

Question 4

Because Marla is so strongly committed to a fat-free diet,she did not see a recent report by the New England Journal of Medicine that suggested that some fat in our diet is healthy.The report was contained in an article of the newspaper that Marla reads daily,but the reason Marla did not see it is most likely the result of

Accepted Answer

A)   selective retention.
B)   selective comprehension.
C)   selective exposure.
D)   selective perception.
E)   stimulus discrimination.F) A) and B)
G) A) and C)

Question 5

Which list below presents the hierarchy of needs in its correct order,beginning with the lowest level need to the highest level need?

Accepted Answer

A)   personal, social, physiological, psychological, and safety
B)   physiological, safety, social, personal, and self-actualization
C)   safety, physiological, safety, self-actualization, and personal
D)   self-actualization, personal, social, safety, and physiological
E)   safety, personal, self-actualization, physiological, and socialF) A) and C)
G) B) and C)

Question 6

Emily wants to purchase a new computer.She is unsure about what hardware and software she will need.As a result,she has begun asking for advice from friends and relatives.In addition,she has talked to several computer salespeople at Apple and Best Buy and has looked at some websites.Emily is engaging in

Accepted Answer

A)   problem recognition.
B)   an internal search.
C)   an external search.
D)   a purchase task.
E)   the creation of an antecedent state.F) D) and E)
G) A) and D)

Question 7

consumers buy a subscription for printed newspapers and have them delivered to their homes by 5:00 AM so that they can read them during breakfast.This purchase is an example of which situational influence?

Accepted Answer

A)   purchase task
B)   social surroundings
C)   physical surroundings
D)   temporal effects
E)   antecedent statesF) A) and B)
G) D) and E)

Question 8

tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent is referred to as

Accepted Answer

A)   selective retention.
B)   selective comprehension.
C)   selective exposure.
D)   selective perception.
E)   stimulus discrimination.F) B) and E)
G) B) and C)

Question 9

Beliefs refer to

Accepted Answer

A)   a person's consistent behaviors or responses to recurring situations.
B)   a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
C)   the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.
D)   a consumer's subjective perception of how a product or brand performs on different attributes.
E)   the moral and ethical precepts that guide a person's behavior.F) C) and E)
G) B) and D)

Question 10

Another name for the analysis of consumer lifestyles is __________.

Accepted Answer

A)   demographics
B)   psychographics
C)   social statistics
D)   physiological needs
E)   sociographicsF) B) and E)
G) A) and C)

Question 11

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) changing beliefs about the extent to which a brand has certain attributes; (2) __________; and (3) adding new attributes to the product.

Accepted Answer

A)   reinforcing the consumers' sense of self confidence in making wise purchase decisions
B)   actively educating consumers about the product's competitive advantages
C)   changing the perceived importance of attributes
D)   refocusing a consumer's attention from one attribute to another
E)   denigrating the attributes of competitors' productsF) A) and B)
G) A) and C)

Question 12

Asian family living in San Francisco for four generations has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Accepted Answer

A)   non-assimilated, yet celebrating their culture by purchasing authentic Asian goods
B)   assimilated, exhibiting buying patterns very much like other typical American consumers
C)   assimilated, yet celebrating their culture by seeking traditional Asian occupations
D)   non-assimilated, because of the inherent diversity of Asian subcultures that transcends generations
E)   non-assimilated, exhibiting buying patterns very much like other typical American consumersF) A) and C)
G) B) and E)

Question 13

Customer satisfaction is an important focus for marketers because

Accepted Answer

A)   marketing research is an expensive proposition; the fewer times it needs be done, the better.
B)   the financial value of a satisfied, loyal customer over time can be significant.
C)   customer value is a non-quantifiable marketing metric.
D)   attracting new customers is easier than keeping old ones.
E)   a 50 percent improvement in customer retention can increase a company's profits by 5 percent.F) B) and C)
G) A) and E)

Question 14

Individuals who exert direct or indirect social influence over others are referred to as

Accepted Answer

A)   decision makers.
B)   achievers.
C)   innovators.
D)   buzz managers.
E)   opinion leaders.F) A) and D)
G) A) and C)

Question 15

family life cycle concept refers to

Accepted Answer

A)   the distinct phases a family progresses through from the birth of children to when the children leave home, each phase bringing with it identifiable purchasing behaviors.
B)   the distinct phases a family progresses through from the birth of children to retirement, each phase bringing with it identifiable purchasing behaviors.
C)   the distinct phases a blended family progresses through from marriage to separation, divorce, and remarriage, each phase bringing with it identifiable purchasing behaviors.
D)   the distinct phases a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors.
E)   the intergenerational purchasing habits and product preferences that are passed down from one generation to the next.F) B) and C)
G) A) and E)

Question 16

Which of the following statements about African American buying patterns is most accurate?

Accepted Answer

A)   There are very few differences between African Americans and Caucasians.
B)   African American men spend more on health and beauty products than Caucasian men do.
C)   The typical African American family is five years older than the typical Caucasian family.
D)   African American buying power is still affected by the negative consequences of disparities in employment and educational opportunities in earlier American history.
E)   African Americans are not price conscious.F) B) and C)
G) B) and E)

Question 17

Reference groups refer to

Accepted Answer

A)   the relatively permanent, homogeneous divisions in a society that consists of people who share similar values, interests, and behaviors.
B)   individuals who exert direct or indirect social influence over others.
C)   people to whom an individual looks to as a basis for self-appraisal or as a source of personal standards.
D)   those buyers who, through the size of their purchases, affect where marketing dollars will be spent.
E)   those with whom a person does not wish to be a member of or identified with.F) A) and D)
G) B) and E)

Question 18

demographic situation,consisting of married couples with children younger than 18 years old and which constitutes 21 percent of all U.S.households,is referred to as a(n)

Accepted Answer

A)   traditional family.
B)   typical household.
C)   socialized household.
D)   reference group.
E)   ideal family unit.F) C) and D)
G) A) and B)

Question 19

Which problem solving variation would likely be used for clothing,sheets,towels,or electric can openers?

Accepted Answer

A)   routine response behavior
B)   limited problem solving
C)   extended problem solving
D)   simulated selection
E)   integrated problem solvingF) A) and E)
G) A) and C)

Question 20

fear of physical harm,the size of financial outlay required to buy the product,product performance,and even the lack of approval of friends are all examples of factors that contribute to

Accepted Answer

A)   consumer angst.
B)   cognitive dissonance.
C)   purchase anxiety.
D)   perceived risk.
E)   consumer cynicism.F) A) and E)
G) A) and D)

Exam 5: Understanding Consumer Behavior

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) changing beliefs about the extent to which a brand has certain attributes; (2) __________; and (3) adding new attributes to the product.

Correct Answer
verified

Customer satisfaction is an important focus for marketers because

Correct Answer
verified

Correct Answer
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During the consumer purchase decision process,an individual at the __________ stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision.

Correct Answer
verified

Individuals who exert direct or indirect social influence over others are referred to as

Correct Answer
verified

Reference groups refer to

Correct Answer
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family life cycle concept refers to

Correct Answer
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fear of physical harm,the size of financial outlay required to buy the product,product performance,and even the lack of approval of friends are all examples of factors that contribute to

Correct Answer
verified

Correct Answer
verified

Beliefs refer to

Correct Answer
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Figure 5-5 -According to Figure 5-5 above,"C" defines what level in the hierarchy of needs?

Correct Answer
verified

Another name for the analysis of consumer lifestyles is __________.

Correct Answer
verified

tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent is referred to as

Correct Answer
verified

Which of the following statements about African American buying patterns is most accurate?

Correct Answer
verified

consumers buy a subscription for printed newspapers and have them delivered to their homes by 5:00 AM so that they can read them during breakfast.This purchase is an example of which situational influence?

Correct Answer
verified

Which problem solving variation would likely be used for clothing,sheets,towels,or electric can openers?

Correct Answer
verified

the VALS framework,consumers motivated by ideals are guided by knowledge and principle.One segment of the two ideals-motivated groups,known as __________,are mature,reflective,and well-educated people who value order,knowledge,and responsibility.

Correct Answer
verified

Which list below presents the hierarchy of needs in its correct order,beginning with the lowest level need to the highest level need?

Correct Answer
verified

demographic situation,consisting of married couples with children younger than 18 years old and which constitutes 21 percent of all U.S.households,is referred to as a(n)

Correct Answer
verified

Asian family living in San Francisco for four generations has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Correct Answer
verified

Exam 5: Understanding Consumer Behavior

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) changing beliefs about the extent to which a brand has certain attributes; (2) __________; and (3) adding new attributes to the product.

Correct AnswerverifiedShow Answer

Customer satisfaction is an important focus for marketers because

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

During the consumer purchase decision process,an individual at the __________ stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision.

Correct AnswerverifiedShow Answer

Individuals who exert direct or indirect social influence over others are referred to as

Correct AnswerverifiedShow Answer

Reference groups refer to

Correct AnswerverifiedShow Answer

family life cycle concept refers to

Correct AnswerverifiedShow Answer

fear of physical harm,the size of financial outlay required to buy the product,product performance,and even the lack of approval of friends are all examples of factors that contribute to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Beliefs refer to

Correct AnswerverifiedShow Answer

Figure 5-5 -According to Figure 5-5 above,"C" defines what level in the hierarchy of needs?

Correct AnswerverifiedShow Answer

Another name for the analysis of consumer lifestyles is __________.

Correct AnswerverifiedShow Answer

tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent is referred to as

Correct AnswerverifiedShow Answer

Which of the following statements about African American buying patterns is most accurate?

Correct AnswerverifiedShow Answer

consumers buy a subscription for printed newspapers and have them delivered to their homes by 5:00 AM so that they can read them during breakfast.This purchase is an example of which situational influence?

Correct AnswerverifiedShow Answer

Which problem solving variation would likely be used for clothing,sheets,towels,or electric can openers?

Correct AnswerverifiedShow Answer

the VALS framework,consumers motivated by ideals are guided by knowledge and principle.One segment of the two ideals-motivated groups,known as __________,are mature,reflective,and well-educated people who value order,knowledge,and responsibility.

Correct AnswerverifiedShow Answer

Which list below presents the hierarchy of needs in its correct order,beginning with the lowest level need to the highest level need?

Correct AnswerverifiedShow Answer

demographic situation,consisting of married couples with children younger than 18 years old and which constitutes 21 percent of all U.S.households,is referred to as a(n)

Correct AnswerverifiedShow Answer

Asian family living in San Francisco for four generations has three children.The oldest son,George,is in medical school.Susan is a concert pianist at the age of 21.Fred is a second-year business student.This family is likely to exhibit which of the following Asian American buying patterns?

Correct AnswerverifiedShow Answer

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