ADV Smartbook 5

What do motivations (or motives) stem from? Multiple choice question. the conscious or unconscious goal of satisfying needs and wants psychological manipulation by external environmental forces social conditioning and programming an innate fear of punishment or negative consequences

the conscious or unconscious goal of satisfying needs and wants

Which of the following statements about the current influence of the family on consumer behavior is true? Multiple choice question. The family influence has declined, while the influence of the social and cultural environments has intensified. The influence of the family has increased, while the influence of the social and cultural environments has declined. The influence of the family has increased along with the influence of the social and cultural environments. The influence of the family has declined along with the influence of the social and cultural environments.

the family inflence has declined, while the influence of the social and cultural environments has intesified

match

physiological needs, cereal for breakfast cereal for breakfast Safety needs matches Choice, tires on a car tires on a car Social needs matches Choice, pendant given as a gift pendant given as a gift Esteem needs matches Choice, luxury car luxury car

True or false: There has been a steady increase in the percentage of children living in families with two parents since the 1960s. True false question. True False

false

true or false: Traditionally, sociologists believed that societal classes had no influence on customer purchases. True false question. True False

false

Firms that promote post office vehicles, police and military weapons, and tax collector office equipment are selling to a(n) _____ market. Multiple choice question. consumer industrial government business

government

Markets that buy products for municipal, state, and federal administrative activities are known as _____ markets. Multiple choice question. reseller industrial government business

government

A natural extension of learning are the largely involuntary acquired behavior patterns called .

habit

Which of the following is an element in a consumer's physiological screen? Multiple choice question. beliefs self-concept hearing personality

hearing

Which of the following is the most common consumer response after exposure to an ad based on a central route to persuasion? Multiple choice question. lower involvement with product a negative attitude toward the advertisement shallow thoughts about nonproduct information higher involvement with product

higher involvement with product

Social class boundaries have become less distinct in the United States due to _____. Multiple choice question. low divorce rates increase in physical, social, and economic mobility increase in the number of households with children decrease in immigration

increase in physical, social, and economic mobility

A relatively permanent change in thought process or behavior is known as _____. Multiple choice question. learning persuasion accommodation procrastination

learning

produces a person's habits and skills and also contributes to the development of interests and standards of conduct.

learning

In the marketing process, manufacturers, farmers, doctors, and retailers are participants referred to as _____. Multiple choice question. marketers end users resellers retailers

marketers

Persons or organizations that have products, services, or ideas to sell are _____. Multiple choice question. marketers customers end users consumers

marketers

Creating exchanges that satisfy an individual's or an organization's needs, wants, and objectives is known as ______. Multiple choice question. marketing risk aversion benchmarking loss aversion

marketing

Which of the following is a true statement about memory? Multiple choice question. Memory is stored randomly. Memory is susceptible to biases. Memory has an unlimited resource. Memory is not stored in ranks.

memory is susceptible to biases

Habit and attitude are similar, but attitude is _____ and habit is ______. Multiple choice question. behavioral; cognitive behavioral; learned learned; cognitive mental; behavioral

mental; behavioral

The underlying forces that contribute to a person's actions are referred to as _____. Multiple choice question. cognition motivation awareness perception

motivation

Which of the following are the personal processes through which sensory information is converted into thoughts and actions? Multiple select question. Motivation Cultural influence Learning and persuasion Perception

motivation learning and persuasion perception

Which of the following is a true statement about consumer motivations? Multiple choice question. Motivations are not found to be based on needs. Motivations are not directly observable. Motivations are always based on unconscious needs. Motivation does not contribute to a consumer's actions.

motivations are not directly observable

The basic, often instinctive, human forces that motivate people to do something are referred to as _____. Multiple choice question. needs beliefs mores attitudes

needs

The motive that arises to avoid running out of a needed household product is an example of _____ motive. Multiple choice question. positively originated negatively originated transformational reward

negatively oriented

_____ motives are the most common energizers of consumer behavior. Multiple choice question. Negatively originated Transformational Reward Positively originated

negatively originated

As part of his experiments on operant conditioning, B. F. Skinner would reward his subjects with food if they performed a desired activity. This type of reward is an example of _____ conditioning.

operant

The people who purchase products and services for use in business and government are known as _____. Multiple choice question. first-time buyers organizational buyers alpha consumers debt buyers

organizational buyers

Which reference group is the most influential to consumer behavior? Multiple choice question. family religious organizations political parties peers

peers

In the consumer perception process, advertisers must first engage with _____. Multiple choice question. perception learning motivation persuasion

perception

Arrange the three personal processes in the order that they are used by advertisers to influence consumers, placing the first process at the top.

perception, learning persuasion, motivation

The information that people receive through their five senses is called _____. Multiple choice question. persuasion adaptation perception motivation

perceptive

The way we discern raw sensory information and translate it into feelings, thoughts, beliefs, and actions is governed by the three _____ processes. Multiple choice question. political personal impersonal social

personal

Which of the following are subconscious filters that shield a person from unwanted messages? Multiple choice question. intensifiers psychological files mental sets physiological screens

physiological screens

Which of the following are subconscious filters that shield a person from unwanted messages? Multiple choice question. psychological files physiological screens intensifiers mental sets

physiological screens

Making a product readily available for consumers to purchase at different stores in a well-positioned manner is an example of the _____ factor of nonpersonal influences.

place

During the Cold War era, virtually no American-made products could be sold in former Eastern bloc countries due to government intervention. This is an example of how purchase decisions can be affected by the _____ environment.

political

An apparel manufacturer that sells jackets and boots during the winter season and cotton shirts and shorts during the summer season is an example of the _____ factor of nonpersonal influences.

time

_____ motives arise in situations in which a positive bonus is promised. Multiple choice question. Reductive Informational Transformational Nonfunctional

transformational

Which of the following are the variables associated with classical conditioning? Multiple select question. unconditioned stimulus positive reinforcement negative reinforcement conditioned stimulus

unconditional stiumuls conditional stimulus

A product's ability to satisfy both functional needs and symbolic wants is referred to as ______. Multiple choice question. exposure utility placement disintermediation

utility

The special relationship between a customer's needs and a product's need-satisfying potential is known as the product's ______. Multiple choice question. utility brand image design shape

utility

In promoting any new product, a marketer must first ______. Multiple choice question. provide enough compelling information about the product stimulate the customers' desire to satisfy their needs and wants by trying the product create awareness that the product exists reduce the price of the product to increase demand for the product

create awareness that the product exists

An American's love for hot dogs is an example of American _____. Multiple choice question. ethics pathos culture idealism

culture

The shared meanings, beliefs, attitudes, and ways of doing things of a homogeneous social group is referred to as _____. Multiple choice question. karma hegemony justice culture

culture

People who have already bought something from a business or brand are called ______. Multiple choice question. prospective customers centers of influence future customers current customers

current customers

A(n) ______ is any transaction in which one person or organization trades something of value with someone else. Multiple choice question. revision shift change exchange

exchange

The core of marketing, both traditionally and theoretically, is ______. Multiple choice question. exchange satisfaction perceptive positioning

exchange

A(n) _____ refers to light, sound, or a scent that can be detected through a person's senses. Multiple choice question. habit stigma want stimulus

stimulus

A person's acquired mental position regarding some idea or object is referred to as a(n) _____. Multiple choice question. mental file concept physiological screen attitude

attitude

The mental and emotional processes of people in purchasing goods and services are referred to as consumer .

behavior

Which of the following function as external stimuli to a person? Multiple select question. headache billboard ads hunger infomercials

billboard ads infomercials

Business-to-_____ marketing, the selling of products and services to other companies, constitutes almost half of all marketing. Multiple choice question. nations government consumer business

business

According to theorists, the _____ route and the peripheral route are two approaches to persuasion.

central

The theory of learning called classical is associated with the Russian psychologist Pavlov.

conditioning

Individuals who buy for their own use form a(n) _____ market. Multiple choice question. business consumer government industrial

consumer

As part of his experiments on operant conditioning, B. F. Skinner would reward his subjects with food if they performed a desired activity. This type of reward is an example of _____ conditioning. Multiple choice question. precognitive social cognitive classical operant

operant

True or false: Information in memory is stored randomly.

false

An individual's openness or curiosity about a brand is called brand _____. Multiple choice question. persuasion insistence aversion interest

interest

True or false: One of the purposes of marketing is customer satisfaction.

true

order

1. physiological needs 2. safety needs 3. esteem needs 4. self-actualization needs

Match the routes to persuasion (on the left) and their effects on the consumer's mind (on the right).

Central route to persuasion matches Choice, leads to product beliefs, positive brand attitudes, and purchase intention leads to product beliefs, positive brand attitudes, and purchase intention Peripheral route to persuasion matches Choice, forms few if any brand beliefs, attitudes, or purchase intentions forms few if any brand beliefs, attitudes, or purchase intentions

match

Central route to persuasion matches Choice, when the consumer's level of involvement is very high when the consumer's level of involvement is very high Peripheral route to persuasion matches Choice, when the consumer's level of involvement is very low when the consumer's level of involvement is very low

Match the different screens of a consumer towards a stimulus (on the left) with what they include (on the right).

Physiological screens: sight, hearing, touch, taste, and smell sight, hearing, touch, taste, and smell Psychological screens: personality, self-concept, attitudes, beliefs, and habits personality, self-concept, attitudes, beliefs, and habits

Organizations that buy services, natural resources, and component products that they resell, use to conduct their business, or use to manufacture another product constitute _____ markets. Multiple choice question. government noncustomer consumer business

business

The _____ process begins the moment a person recognizes a need that might be satisfied by a purchase. Multiple choice question. marketer decision purchase satisfaction consumer decision store choice

consumer decision

Which of the following is the market of a company that caters to upscale young families? Multiple choice question. industrial market business market government market consumer market

consumer market

The standards a consumer uses to judge the features and benefits of alternative products are referred to as _____ criteria. Multiple choice question. evaluative motivation perception postpurchase

evaluative

The term "_____" refers to consumers' selection alternatives. Multiple choice question. invoked set revoked set provoked set evoked set

evoked set

The country of Linebria has imposed an embargo against the import of coffee beans from the country of Kalendra. As a result, the people of Linebria can no longer purchase coffee products made of Kalendran beans. This situation is an example of the _____ environment exerting an influence on purchase decisions.

political

Which of the following are the variables associated with the operant conditioning theory? Multiple select question. positive reinforcement negative reinforcement conditioned stimulus unconditioned stimulus

positive reinforcement negative reinforcement

Which aspects of the marketing mix help determine how integrated marketing communications (IMC) are done and where they are placed? Multiple select question. pricing promotion distribution product conception

pricing distribution product conception

Which of the following are steps involved in the consumer decision process? Multiple select question. problem recognition product positioning information search promotional decisions

problem recognition information search

Which of the following are examples of a person's impersonal reference groups? Multiple select question. professional associations friends and coworkers political parties family and relatives

professional associations, political parties

Integrated marketing communications (IMC) is one of many tools used in which aspect of marketing? Multiple choice question. promotion product conception distribution pricing

promotion

People about to make an exchange or considering making an exchange are referred to as ______. Multiple choice question. sponsors centers of influence current customers prospective customers

prospective customers

Which of the following are transformational motives? Multiple select question. sensory gratification incomplete satisfaction intellectual stimulation problem avoidance

sensory gratification intellectual stimulation

Which of the following are types of physiological screens? Multiple select question. self-concept sight taste personality

sight taste