Marketing Final chapter 5
Which consumer group tends to show more brand loyalty and make shopping a family event, with children having a big say in the purchase decision?
Hispanic Americans
________ consumers are one of the fastest-growing U.S. population subsegments and are expected to surge to nearly 30 percent of the total U.S. population by 2050.
Hispanic Americans
Which of the following statements is true of cultural factors that influence consumer behavior?
Social classes show distinct product and brand preferences in areas such as clothing and travel.
Which of the following statements is true regarding social classes in the United States?
Social classes show distinct product preferences in clothing and automobiles.
Marketers describe the way a consumer processes information to arrive at brand choices as ________.
alternative evaluation
If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake ________.
an information search
A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?
association
A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.
attitude
enerally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?
attitudes of others
A(n) ________ is a descriptive thought that a person has about something.
belief
The buyer decision process consists of five stages. Which of the following is NOT one of these stages?
conspicuous consumption
Many companies use several ethnically specific themes in their mainstream marketing strategy. This is because several marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as ________.
cross-cultural marketing
________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.
motivation research
A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.
motive
An invitation to go skiing over the weekend forced Donna to look at her current wardrobe. She realized that she required a warmer coat. Which of the following stages of the buyer decision process does Donna exemplify?
need recognition
The buying decision process starts with ________, in which the buyer spots a problem.
need recognition
Shoez Inc., a manufacturer of shoes, has recently launched a brand of sturdy shoes ideal for hiking and other outdoor activities. Which of the following brand personalities could be best associated with the new brand?
ruggedness
Which of the following would a marketer LEAST likely do to encourage habitual buying behavior?
stress unique features in ads
According to Freud, a person's buying decisions are primarily affected by ________.
subconscious motives
Generation Xers, who were born between 1965 and 1976, share the childhood experiences of higher parental divorce rates, recession, and corporate downsizing. They tend to care about the environment and value experience over acquisition. Generation Xers make up a ________.
subculture
Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations.
subcultures
Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________.
subliminal advertising
In the context of the AIO dimensions for measuring consumers' lifestyles, "A" stands for ________.
activities
Which of the following is the final stage in the new product adoption process?
adoption
Consumers learn about new products for the first time and make the decision to buy them during the ________.
adoption process
A _______ consists of the activities an individual is expected to perform according to the people round him/her.
role
________ are groups to which an individual wishes to belong, as when a young basketball player hopes to play someday for the Los Angeles Lakers.
Aspirational groups
Facebook and second life are both examples of _______.
social networks
Although more price-conscious than other population segments, ________ consumers tend to be strongly motivated by quality and selection, and give importance to brands.
African American
________ consumers are the most affluent U.S. demographic segment and are expected to have an annual buying power approaching $775 billion by 2015.
Asian American
________ are ambassadors who share their passion for a company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards.
Brand evangelists
According to the model of buyer behavior, which of the following is one of the two primary parts of a "buyer's black box"?
Buyers decision process
All the individuals and households that buy or acquire goods and services for personal consumption make up the ________.
Consumer market
Which of the following is one of the other stimuli present in a buyer's environment apart from a marketing stimuli?
Cultural stimuli
________ is the most basic determinant of a person's wants and behavior.
Culture
Which of the following best describes divisibility of an innovation that influences the rate of adoption?
It is the degree to which the innovation may be tried on a limited basis
________ is a person's pattern of living as expressed in his/her psychographics, and it includes the individual's activities, interests, and opinions.
Lifestyle
________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.
Opinion Leaders
Which of the following statements is true of social classes?
People within a social class tend to exhibit similar buying behavior.
________ refers to the unique psychological characteristics that distinguish an individual or group.
Personality
In the model of buyer behavior, which of the following is NOT a major type of force or event in the buyer's environment?
Political
Which of the following is a marketing stimuli?
Price stimuli
Family is one of the _______factors that influence consumer behavior.
Social
________ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors.
Social Classes
Consumer information provider PersonicX uses a life-stage segmentation system that places U.S. households into one of 21 different life-stage groups. According to PersonicX's groups, which of the following refers to the group consisting of young, energetic, well-funded couples and young families who are busy with their careers, social lives, and active recreation?
Taking Hold
Relative advantage, compatibility, complexity, divisibility, and communicability are all characteristics of ________.
a product's rate of adoption
Which of the following is NOT part of Maslow's hierarchy of needs?
spiritual needs
According to a customer, a Harley-Davidson motorcycle can make one feel like "the toughest, macho guy on the block." Harley-Davidson promotes its motorcycles with images of independence, freedom, and power. Harley-Davidson has created a(n) ________.
brand personality
Which of the following terms refers to a specific mix of human traits that may be attributed to a particular brand?
brand personality
Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities—that is, "we are what we consume." According to this premise, consumers ________.
buy products to support their self-images
Companies that use brand ambassadors are most likely involved in ________ marketing.
buzz
When a customer feels uneasy about losing out on the benefits of a brand not purchased, she is likely to experience ________.
cognitive dissonance
Almost all major purchases result in ________, or discomfort caused by postpurchase conflict.
cognitive resonance
In the context of product characteristics that influence the rate of adoption, ________ refers to the degree to which the innovation fits the values and experiences of potential consumers.
compatibility
George is buying his first house. He has spent a month looking at houses and comparing them on attributes such as price and location. He has contacted several real estate agents to look at different types of houses. George is most likely exhibiting ________.
complex buying behavior
When consumers are highly involved with the purchase of an expensive product and they perceive significant differences among brands, they most likely will exhibit ________.
complex buying behavior
________ are minor stimuli that determine where, when, and how a person responds to an idea.
cues
For the past ten years, Bill and Margaret have saved money to go to the Super Bowl should their team, the Chicago Bears, reach the finals of the NFC championship. This is the year, and several tour companies offer attractive, but very similar, packages to the game. Since all packages are pretty much the same, they have chosen one that fits their budget. Bill and Margaret are most likely exhibiting ________.
dissonance-reducing buying behavior
When consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands, they most likely will exhibit ________.
dissonance-reducing buying behavior
Which of the following is the adoption process stage at which the consumer considers whether trying the new product makes sense?
evaluation
Robert has taken up cycling as a hobby and as a way to maintain his physical fitness. He wants to buy a hydration system since he will need a lot of water as he cycles. Having gathered a great deal of information, he has finally narrowed down his choices to three systems: Waterbags for Roadies, Supertanker Hydropacks, and Fast Water. Robert is in the ________ stage of the buyer decision process.
evaluation of alternatives
What is the most important consumer buying organization in society?
family
Which of the following consumer buying behaviors is related to conditions of low-consumer involvement and little significant brand difference?
habitual buying behavior
Maslow's theory is that ________ can be arranged in a hierarchy.
human needs
Opinion leaders are also referred to as ________.
influentials
Donna wants to buy a new coat. During the ________ stage of the buyer decision process she will ask her friends to recommend stores that sell good quality winterwear clothing. She will also go through newspapers and magazines to look out for offers and sales on coats.
information search
Cameron loves to own and be up-to-date on the latest technological gadgets available in the market. Among his friends, he is always the first to own the latest electronic gadgets. He loves trying out new products before others. Cameron most likely belongs to the ________ adopter group.
innovator
A marketing research company asked members of a focus group to describe several brands as animals. This is an example of ________.
interpretive consumer research
________ describes changes in an individual's behavior arising from experience.
learning
The latest trend in the United States involves rediscovering the benefits of home-cooked food and the use of organic ingredients. People are choosing to spend hours in the kitchen using only the freshest ingredients to cook healthy and nutritious meals. This change in ________ is one of the reasons for the increasing demand for organic ingredients.
lifestyle
Rachel loves fashion and is always seen wearing the trendiest fashion outfits. She actively shares her knowledge with a wide group of friends and colleagues about where to shop for the latest fashion at great deals. Most of her friends and colleagues follow her fashion tips. Rachel portrays the image of a(n) ________.
opinion leader
Marketing stimuli consist of the four Ps. Which of the following is NOT one of these?
packaging
The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.
perceived performance
________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.
perception
The information sources that are the most effective at influencing a consumer's purchase decision are ________. These sources legitimize or evaluate products for the buyer.
personal
A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, personality, and self-concept.
personal characteristics
James has decided to buy a new vehicle. His brother John has recently purchased a new truck and recommends the same model to James. James finally decides to buy the same truck. Which of the following sources of information has most likely influenced James' purchase decision?
personal sources
John has decided to buy a particular smartphone that his friend recommended. Which of the following sources of information has most likely influenced John's purchase decision? A) laggards
personal sources
A particular automobile company works to keep its customers happy after each sale, aiming to delight each one of them in order to increase their customer lifetime value. Which of the following steps of the buyer decision process does the company exemplify?
post purchase behavior
After the purchase of a product, consumers will be either satisfied or dissatisfied and engage in ________.
post purchase behavior
Leona bought two different brands of wine from vineyards in Australia. When asked for her opinion about the wines, she said that one brand of wine tasted like alcoholic grape juice, but the other had a crisp taste that she really enjoyed. These statements were most likely made during the ________ stage of the buyer decision process.
post purchase behavior
Pat thought he had received the best deal on his new car. Shortly after the buying the car, Pat started to notice certain disadvantages of his new car as he learned more about other cars available in the market. Pat is experiencing ________.
post purchase consumption
A shoe manufacturing company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and hence purchase the same brand of shoes. The shoe company believes that the band portrays the image of a ________ to the band's fans.
reference group
Which of the following product characteristics refers to the degree to which the innovation appears superior to existing products?
relative advantage
Juana looked at the September issue of her favorite fashion magazine and did not find anything particularly interesting despite the fact that the magazine had several advertisements that were targeted at Juana's demographic. The only thing that interested her was an article about an upcoming fashion show. Which consumer behavior is being illustrated in this instance?
selective attention
People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information to which he is exposed is called ________.
selective attention
Mark has long supported a particular brand of footwear and has always bought that brand of footwear. Recently, the footwear manufacturer was embroiled in a controversy for using child labor at its manufacturing plants. Mark doubts the news reports and continues to purchase the same brand of footwear. It is most accurate to say that Mark displays ________.
selective distortion
People tend to interpret new information in a way that will support what they already believe. This is called ________.
selective distortion
Stephanie and John wanted to purchase a high-end sports car. Stephanie wanted to buy one that had a unique, superior design. On the contrary, John wanted to buy a car with a powerful engine. They both viewed a commercial for a particular sports car which highlighted the cost, design, and power of the car. After viewing the ad, both had differing opinions about the car. Stephanie felt that the car's price was acceptable, considering the superior and unique design. John thought that the car was expensive owing to the high power engine installed in it. Both used the information in different ways, focusing on issues that they each considered important. Which of the following concepts does this scenario demonstrate? A) selective distortion
selective distortion
________ means that consumers are likely to remember good points made about a brand they favor and forget good points made about competing brands.
selective retention
According to Maslow's hierarchy of needs, which of the following is the LEAST pressing need?
self-actualization needs
) A marketer of women's hair care products targeting Chinese customers created an advertising message that told women their hair could be worn any way they wanted as opposed to wearing it straight. The message suggested the women did not need to conform to the mainstream media definition of beauty. It is most accurate to say that this ad was based on an understanding of customers' ________.
self-concept
Which of the following is characteristic of online social networks?
user controlled content
Carrie tends to purchase various brands of bath soap. She has never been loyal to a specific brand; instead she does a lot of brand switching. Carrie exhibits ________.
variety-seeeking buying behavior
When customers have a low involvement in a purchase but perceive significant brand differences, they will most likely engage in ________.
variety-seeking buying behavior
