mkt 431 final exam

The lower classes use more restrictive codes than do the upper classes. How does this knowledge change the way insurance might be sold to a working-class man compared to an upper-class man?

The promotion to the working-class man should emphasize his immediate satisfaction in knowing that his family will be cared for, while the upper-class promotion should emphasize the long-term consequences of the choice.

According to the ________ rule, a product with a low standing on one attribute cannot make up for this position by being better on another attribute.

noncompensatory

If a consumer's ideal state is very near or identical to his or her actual state, which of the following best describes the type of problem recognition the consumer would most likely have?

No problem recognition

________ are frequently able to influence others' attitudes on behavior.

Opinion leaders

________ occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired state.

Problem recognition

In the process of ________, new immigrants adopt products, habits, and values they identify with the mainstream culture.

assimilation

When using the ________ rule of decision making, a consumer evaluates brands on the most important attribute, but specific cutoffs are imposed.

conjunctive

The best predictor of major expenditures that do not have status or symbolic value is ________.

income

The alternatives actively measured during a consumer's choice process are the ________ set.

consideration

Harry was the lead singer in a band that hit it big. For his birthday, Harry had two hundred friends flown by chartered jets to a private island in the South Pacific. They ate the most expensive food, and every morning the bungalows were burned to the ground and rebuilt for the next night. Harry's party is a good example of ________.

conspicuous consumption

John Jones purchases products to show visible evidence of his ability to afford luxury goods, John is practicing ________.

conspicuous consumption`

The first stage in the consumer decision-making process is ________.

problem recognition

Sophie tells Nick about a great new restaurant. Sophie is practicing ________.

word-of-mouth communication

If a fireman told you to leave your apartment, you would comply because the fireman has ________ power.

legitimate

________ refers to the passage of individuals from one social class to another.

Social mobility

________ describes the capacity to alter the actions of others.

Social power

Amos always felt that it was unfair that society created artificial divisions that discouraged him from having friends from different social structures. Which of the following terms describes the process that Amos is having difficulty with?

Social stratification

Buying decisions that are made with little or no conscious effort are called ________.

habitual

A mental or problem-solving shortcut to make a decision is called a(n) ________.

heuristic

If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied has ________ power.

referent

Blue-collar workers with relatively high-prestige jobs consider themselves as ________.

working class lower middle

SRBI Consulting Business Intelligence divides consumers into which of the following groups?

All of the above

Which statement about Asian Americans is true?

Asian Americans are the best educated of any ethnic subculture in the United States.

________ is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers.

Atmospherics

________ measures how optimistic or pessimistic people are about the future health of the economy and how they will fair in the future

Consumer confidence

A customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in ________ decision making?

cognitive

James' friend, whom he admires and respects, just purchased a new car. James decides to buy the same model. This situation illustrates the influence of ________.

referent power

Consumers who buy everything in sight are called ________.

spendthrifts

Features actually used to differentiate among choices are called ________ attributes.

determinant

Money available to a household over and above what is required to have a comfortable standard of living is called ________.

discretionary income

Dimensions we use to judge the merits of competing options are called ________.

evaluative criteria

Individuals with the ability to influence others' attributes or behaviors are considered ________.

opinion leaders

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

reference group

Gen Y individuals are also included as ________.

Both A and B

________ derives from the knowledge that a consumer possesses about a content area.

Expert power

Nearly 60% of the Hispanic American population are of ________ descent.

Mexican

________ is the process by which the consumer surveys the environment for appropriate data to make a reasonable decision.

Information search

Fred has been a farmer all his life. He inherited the family farm when he was 35, but that was twenty years ago. Due to the economy, Fred has lost the farm and has taken a manual labor job in the city to support his family. What form of mobility best describes Fred's position?

Downward mobility

A customer buying an unfamiliar product which carried a fair degree of risk would most likely engage in what type of problem solving?

Extended problem solving

________ group members tend to be tightly knit, and they infer meaning that goes beyond the spoken word.

High-context culture

Sandra decided to become a nurse after several years as an elementary teacher. She still wanted to help people but in a different manner. Sandra's case is an example of which of the following?

Horizontal mobility

Phillip admires the qualities of the Sigma Chis on his college campus. Since he has decided to try and pledge this group, he begins to imitate the qualities that he perceives the group has. What type of power does the fraternity seem to be displaying with respect to Phillip and his behavior?

Referent power

People born between 1946 and 1964 belong to ________.

The Baby Boomer Generation

What is the most powerful age segment economically in the United States?

The Baby Boomer Generation

Members of which of the following age cohorts are part of today's senior market?

The War Baby Generation

________ refers to the strategy of getting visitors to a Web site to forward information on the site of their friends in order to make more consumers aware of a product.

Viral marketing

The average American's standard of living continues to improve. These income shifts are linked to two key factors: ________.

a shift in women's roles and an increase in educational attainment

The process of movement and adaption to one country's cultural environment by a person from another country is called ________.

acculturation

Manuel still remembers the impact of his first college class in the United States. As a new immigrant, he was sincere in his desire to learn about the American culture that he had chosen to adopt. His college professor taught Manuel many things about the American culture. In doing so, the professor was acting as a(n) ________.

acculturation agent

A person who receives rewards and status because of his hard work is said to have ________ status.

achieved`

Decisions driven by our emotional responses to a product are called ________.

affective

Hedonic shopping motives include ________.

all of the above

Julie Morgan loves to go into Springer's Old Country Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Old Country Gifts has attracted Julie with its ________.

atmospherics

The process whereby a product formerly associated with a specific ethnic group is detached from its roots and marketed to other subcultures is called ________.

de-ethnicization

Japan is a very tightly knit culture with rich history and social identification. In this culture, people tend to infer meanings that go beyond the spoken word. This classifies Japan as a ________ culture.

high-context

Anna and David both have the same college degree, belong to the same social class, and attend the same church. This situation illustrates ________.

homophily

Anna Jeter has a sudden urge she couldn't resist to buy a new purse; she was engaging in ________.

impulse buying

One percenters are an example of ________.

income inequality

Latrell finds that every time he goes to select athletic shoes he always buys the same brand. In fact, he doesn't even remember trying on any of the other competitive brands even though some of these brands have attractive styles and prices. Latrell's purchase decision process has become one of less and less effort. Latrell's decision process in an example of ________.

inertia`

Power that is granted by virtue or a social agreement, such as the authority we give to police officers, is called ________.

legitimate power

Chen Lo uses a decision rule that says "Only buy well-known brand names" when selecting a set of golf clubs. He does not look at price, the store, or even discounts when purchasing clubs. Chen Lo's purchasing pattern is an example of a consumer using a ________.

noncompensatory rule

Anna asks people in her social group their opinion about a movie before she watches it. Her social group is an example of a(n) ________.

reference group

Phillipe is a member of a small Harley-Davidson motorcycle club. Members meet once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike he buys for his girlfriend.

referent power

Tara was shopping for a new pair of shoes for work. The salesperson was very helpful and friendly, bringing Tara some styles she hadn't thought to try on but that she ended up really liking. Noticing Tara's University of Wisconsin tee-shirt, the salesperson said that she was a student there. Tara ended up buying three pairs of shoes rather than the one pair she had planned on. Tara's experience shows the effect of ________ on consumer behavior.

salespeople

Immigrants to the United States who exhibit ________ tend to live and shop in places separated from mainstream Anglo consumers.

segregation

Jim is considered a part of the upper middle class, while Marcos is considered part of the lower upper class. Jim and Marcos have been identified in terms of ________.

social class

Most groups exhibit a structure called a ________ in which some members are somehow better off than others in terms of authority, power, or respect.

status hierarchy

When a Rolls-Royce, a Cartier diamond, and an Andy Warhol painting are bought and displayed as markers of social class, they are ________.

status symbols

Gen Y'ers are at home in ________, which communicates by texting and IMing.

thumb culture

Most Americans will state that they are always rushed for time even though many people have opportunities for leisure. This perception is referred to as ________.

time poverty