CONSUMER EXAM 4

Which of the following statements adequately reflects the concept or attitude component consistency

A change in one attitude component tends to produce related changes in the other components

Organizational activities can be categorized as

A,b, c

Members of the decision-making unit play which of the following roles

All of the above

Which component of attitude represents one's tendency to respond in a certain manner toward an object or activity

Behavioral

Which type of family consists of a married couple, one of both of whom were previously married, their children, and the children from the previous marriage of one of both parents

Blended family

Decision-making units often function as —- when they consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase decision

Buying centers

Which component of attitudes consists of a consumer's beliefs about an object

Cognitive

Harley Davidson motorcycle owners that join a Harley group, jeep owners that attend events

Consumption subcultures

The individuals (representing functional areas and management) within an organization who participate in making a given purchase decision make up the

Decision-making unit (DMU)

Which of the following can possibly be part of the informal information search process for organizational buyers

Discussions with sales representatives

Firmographics, culture, government, reference groups, and marketing activities are _____ influences on organizational buyer behavior. A. internal B. external C. insignificant D. primary E. secondary

External

—- is the process by which decisions that directly or indirectly involve two or more family members are made

Family decision making

A—- has at least two members related by birth, marriage, or adoption, one of whom is the householder (I.e., the one who owns or rents the residence)

Family household

—- involve both organization characteristics (e.g., size, activities, and location)

Firmographics

In high-tech markets, who is most likely to recognize a problem or need to purchase

Head of a department

Which type of reference group influence occurs when individuals have internalized the groups values or norms

Identification

Perhaps the most powerful type of reference group in industrial markets is that of

Lead users

—- refers to presenting one of two equivalent value outsoles either in positive or gain terms or in negative or loss terms

Message framing

Which of the following is an internal influence on organizational buyer behavior

Motives

According to the Census Bureau, a —- household is a householder living alone or exclusively with others to whom he or she is not related

Nonfamily

Which of the following statements is true regarding the nature of family purchases and the roles played by various family members

Over time, each spouse develops more specialized roles as a part of the family lifestyle and family responsibilities.

Which type of group's presumed perspectives or values are being using by an individual as the basis for his or her current behavior

Reference group

Which of the following is a reason marketers rarely target unmarried couples

They are not easy to identify and reach

In which of the following consumption situations will a reference group's influence be strongest

When the use of the product or brand is visible to the group

Feelings or emotional reactions to an object reflect the _____ component of an attitude.

affective

Stages of the household life cycle are based on ____.

all of the above

Which of the following can influence how family members interact in a purchase decision

all of the above

Which of the following is a common technique for inducing trial behavior

all of the above

Which of the following is a strategy for altering the cognitive component of a consumers attitude

all of the above

Individuals frequently purchase products thought to be used by a desired group in order to achieve actual or symbolic membership in the group. This type of group is referred to as a(n) _____.

aspiration reference group

A learned predisposition to respond in a consistently favorable or unfavorable manner with respect to a given object is known as a(n) _____.

attitude

Segmenting consumers on the basis of their most important attribute or attributes is called

benefit segmentation

A nongeographically bound community, based on a structured set of social relationships among owners of a brand and the psychological relationship they have with the brand itself, the product in use, and the firm is known as a _____.

brand community

Attitude components tend to be _____.

consistent

The process in which young people acquire skills, knowledge, and attitudes relevant to their functioning as consumers in the marketplace is known as

consumer socialization

Groups with negative desirability are referred to as _____.

dissociative reference groups

Two or more individuals who share a set of norms, values, or beliefs and have certain implicitly or explicitly defined relationships to one another such that their behaviors are interdependent is known as

group

In which situation is the likelihood of an individual seeking an opinion leader high

high product/purchase involvement and low product knowledge

What is the basic consumption unit for most consumer goods

household

Most families pass through an orderly progression of stages, each with its own characteristics, financial situation, and purchasing patterns, which is the basic assumption underlying the _____ approach.

household life cycle (HLC)

Which type of influence occurs when an individual uses the behaviors and opinions of reference group members as potentially useful bits of information

informational

Which type of training occurs when a parent or sibling specifically and directly attempts to bring about certain responses through reasoning or reinforcement

instrumental training

Families considering the purchase of products such as a house, furniture, or a vacation, typically use which type of family decision making?

joint

A difference between large and small organizations when making a purchase decision is

large organizations generally involve more individuals in the decision-making process

Some individuals have information about many different kinds of products, places to shop, and other aspects of markets. They can be considered a special type of opinion leader and are known as

market mavens

Simply presenting a brand to an individual on a large number of occasions might make the individual's attitude toward the brand more positive is known as _____.

mere exposure

Which of the following is an organizational purchase situation

modified rebuy

Which type of organizational purchase situation is characterized by high purchase importance and complexity, a large and evolving decision-making unit that includes the top of the organization, a long time to decision, extensive information search and analysis techniques, and a dominant strategic focus

new task

Which type of reference group influence occurs when an individuals fulfills group expectations to gain a direct reward or to avoid a sanction

normative

Individuals who filter, interpret, or provide product and brand-relevant information to their family, friends, and colleagues are known as

opinion leaders

The beliefs and attitudes an organizations members have about the organization and how it operates is known as

organizational culture

Which type of group includes family and friends and involves strong ties and frequent interaction

primary group

Which type of group includes organizations such as professional associations and neighborhood associations that involve relatively weak ties and less frequent interaction among its members

secondary group

—- consists of trustworthiness and expertise

source credibility

Which of the following occurs when a company provides financial support for an event such as the Olympics or a concert

sponsorship

Which type of organizational purchase situation occurs when the purchase is of minor importance and is not complex

straight rebuy

Anne appears in a television commercial for a local chiropractor. She tells the audience how she suffered from migraine headaches several times a month. However, once she started treatment at this particular chiropractor, her headaches disappeared. She claimed, "I kept expecting them to come back, but they didn't. I have a whole new lease on life, thanks to Peavy Chiropractic!" Which type of ad is this?

testimonial ad

A family purchase decision differs from an organizational decision in _____.

the level of emotion involved

Which type of family consists of a married couple and their own or adopted children living at home

traditional family

Which type of advertisement or sales presentation presents both good and bad points?

two-sided message