MKT 3411 exam 3 chapters 8,9,10,11 and 12
In general, people from which of the following cultures have typically been shown to wait the most patiently while standing in a long line? A) Asian B) French C) American D) Italian
A) Asian
More than fifty percent of all Hispanic Americans are concentrated in just six American metropolitan areas. Which of the following is NOT among them? A) Colorado B) California C) New York D) Texas
A) Colorado
Which of the following is the WEAKEST argument against using ethnic symbolism in marketing messages? A) Few ethnic subcultures today have powerful stereotypes the general public associates with them. B) Members of ethnic subcultures have increasing economic power. C) Symbols that once seemed acceptable may come to be seen as negative. D) Marketers may not understand possible negative interpretations of ethnic symbolism.
A) Few ethnic subcultures today have powerful stereotypes the general public associates with them.
Which of the following statements most accurately defines homophily? A) Homophily is the degree to which a pair of individuals is similar in terms of education, social status, and beliefs. B) Homophily is the degree to which a pair of individuals is similar in terms of monetary wealth and lifestyle. C) Homophily is the degree to which a pair of individuals is similar in terms of ethnicity. D) Homophily is the degree to which a pair of individuals is similar in terms of sexual orientation.
A) Homophily is the degree to which a pair of individuals is similar in terms of education, social status, and beliefs.
Which of the following theorists is best known for arguing that an individual's relationship to the means of production determines his position in society? A) Karl Marx B) Max Weber C) Horatio Alger D) Thorstein Veblen
A) Karl Marx
________ defines a pattern of consumption reflecting a person's choices on how he or she spends their time and money. A) Lifestyle B) Habitus C) Social class D) Cultural capital
A) Lifestyle
According to a classic view of the American class structure, the newer social elites, drawn from current professionals, belong to which of the following social class categories? A) Lower-Upper B) Upper-Upper C) Upper-Middle D) Lower-Middle
A) Lower-Upper
Approximately 60% of Hispanic Americans are of ________ descent. A) Mexican B) Puerto Rican C) South American D) Dominican
A) Mexican
Do sex-related ads work? Which of the following best answers this question? A) Overall, the use of a strong sexual appeal is not very well received. B) They outperform all other appeal formats. C) They are most effective when they attempt to "trick" the consumer into paying attention. D) There is no data to answer the question.
A) Overall, the use of a strong sexual appeal is not very well received.
Despite improvements to the Fishbein model, all of the following are considered obstacles to predicting behavior using this model EXCEPT which one? A) The model has relatively weak theorems about attitudes. B) The model deals with actual behavior, not with the outcomes of behavior. C) Some behavioral outcomes are beyond the consumer's control. D) Measures of attitude often do not correspond to the behavior they are supposed to predict.
A) The model has relatively weak theorems about attitudes.
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? A) 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. B) The promotion to the working-class man should emphasize the long-term benefits of insurance, while the upper-class promotion should emphasize the short-term consequences of the choice. C) The promotion to the working-class man should emphasize pictures while the upper-class promotion should emphasize words. D) Both men would receive the same ad because elaboration codes have been found to be irrelevant to this product category.
A) 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.
What statement best describes what Coffee-Mate discovered about African-American coffee drinkers? A) They tend to drink coffee with cream and sugar. B) They tend to drink coffee black. C) They tend to drink instant coffee. D) They tend to drink tea instead of coffee.
A) They tend to drink coffee with cream and sugar.
The balance theory perspective involves relations among three elements (a triad). Which of the following is one of the elements of the triad? A) a person and his or her perceptions B) the marketer and its strategy of image building C) a person's beliefs D) subconscious motives
A) a person and his or her perceptions
A person who is born into a rich, powerful family is said to have ________ status. A) ascribed B) hierarchical C) achieved D) longitudinal
A) ascribed
In the process of ________, new immigrants adopt products, habits, and values they identify with the mainstream culture. A) assimilation B) maintenance C) segregation D) resistance
A) assimilation
Fred Johnson has worked hard all of his life to make a decent living for himself and his family. However, in recent years he has become obsessed with a fear of being ruined, either because of losing his job or losing all of his savings. According to clinical psychologists, Fred Johnson's fear of being ruined is equated to which of the following phobias? A) atephobia B) harpaxophia C) peniaphobia D) aurophobia
A) atephobia
Jui-Jui has a need to achieve independence. He dreams daily of leaving home and getting his own apartment; however, because he lives in a neighborhood full of houses, he would have to go some distance to find an apartment that he could afford. This move would mean that he would distance himself from his friends. This example is a common dilemma for many teens. Which of the following conflicts that most teens face is most applicable to Jui-Jui's situation? A) autonomy versus belonging B) rebellion versus conformity C) idealism versus pragmatism D) narcissism versus intimacy
A) autonomy versus belonging
The importance of weak ties in a social system is demonstrated by their ________. A) bridging function B) social contagion C) momentum effect D) diffusion of responsibility
A) bridging function
M-commerce most likely takes place through ________. A) cell phones B) billboards C) radio satellite D) TV
A) cell phones
Others who are present in a consumer's physical and social environment when purchases are made are called ________. A) co-consumers B) by-standers C) purchase competitors D) challengers
A) co-consumers
Phillipe is a member of a small Harley-Davidson motorcycle club that meets 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 to buy for his wife. A) comparative B) normative C) coercive power D) legitimate power
A) comparative
A hair cream remover meant to replace the razor was marketed to men but failed miserably. Which determinant of diffusion was most likely to blame? A) compatibility B) trialability C) relative advantage D) observability
A) compatibility
Consumers' beliefs about what the future holds are an indicator of ________. A) consumer confidence B) optimism C) price sensitivity D) behavioral economics
A) consumer confidence
Home shopping parties most likely activate ________, in which people become so caught up in the party spirit that they order products that they would normally not purchase. A) deindividuation B) homophily C) surrogate shift D) principle of least interest
A) deindividuation
According to the ________ hierarchy, the consumer considers purchases based on an attitude of hedonic consumption (such as how the product makes him or her feel or the fun its use will provide). A) experiential B) habitual C) low-involvement D) standard learning
A) experiential
Shoppers on Amazon.com can search for products using words like "must read" and "girl power." These categorizations are based on a ________. A) folksonomy B) taxonomy C) genre D) milieu
A) folksonomy
Which of the following is NOT one of the four conflicts common to all teens identified by Saatchi & Saatchi advertising agency? A) growth versus restriction B) autonomy versus belonging C) idealism versus pragmatism D) narcissism versus intimacy
A) growth versus restriction
Pierre Bourdieu concluded that "taste" is a ________ that causes consumption preferences to cluster together. A) habitus B) code C) hierarchy D) capital
A) habitus
Physically attractive people are perceived as smarter, cooler, and happier than average people. These perceptions are a result of a ________. A) halo effect B) principle of cognitive dissonance C) balance theory D) self-perception theory
A) halo effect
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. A) high-context B) low-context C) progressive D) paradigm
A) high-context
Which term refers to a piece of information triggering a sequence of interactions? A) information cascade B) media multiplexity C) information networking D) influence impression
A) information cascade
A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ________. A) initiator B) gatekeeper C) influencer D) buyer
A) initiator
Researchers agree that there are various levels of commitment to an attitude. The highest level of involvement is ________. A) internalization B) identification C) compliance D) actualization
A) internalization
The ________ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning. A) knowledge B) utilitarian C) value-expressive D) ego-defensive
A) knowledge
Social class is a strong predictor of purchases that have symbolic aspects, but low to moderate prices. Which of the following is the best example of a product with those characteristics? A) liquor B) cars C) homes D) refrigerators
A) liquor
A ________ is an idea or product that enters the consciousness of people over time. A) meme B) belief C) norm D) value
A) meme
When a buying center composed of assorted specialists is organized to gather information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________. A) new task B) straight rebuy C) modified rebuy D) innovative rebuy
A) new task
If a social researcher wanted to investigate social status in a small city, her best choice for a questionnaire would be one that included questions or observations on education, area of residence, total family income per year, and ________. A) occupation prestige level of the household head B) membership groups of the primary income earners C) ability to utilize electronic communication channels D) ability to win friends and influence people
A) occupation prestige level of the household head
If the super rich bought "shredded Levi's jeans" to wear to formal parties, they would be exhibiting a sophisticated form of conspicuous consumption known as ________. A) parody display B) invidious distinction C) downsizing D) elaborated codes
A) parody display
Social networks tend to be more successful if they create a sensation that participants are in a tangible place. This is known as ________. A) presence B) social object C) atmospherics D) framing
A) presence
Sharon noticed that many of her high-end, outdoor spa customers drive Volvos, a luxury car known for its safety record and high performance. Which of the following terms best illustrates what Sharon has observed in her customers? A) product complementarity B) motivational compliance C) conscientious association D) parody display
A) product complementarity
Jeff had collected a nice wardrobe before graduating from college. All of his friends considered him "well dressed." After the first day at his new job, however, Jeff immediately went out and replaced most of his clothes with what was considered to be professional dress clothing. Jeff had just experienced the power of a new ________. A) reference group B) information cascade C) avoidance group D) brand community
A) reference group
If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied is said to have ________ power. A) referent B) informational C) legitimate D) coercive
A) referent
Organizing music using Spotify or another similar application enables users to listen to music virtually anywhere and across multiple devices. This is an example of the ________ determinant of diffusion. A) relative advantage B) observability C) compatibility D) trialability
A) relative advantage
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. A) salespeople B) atmospherics C) retail theming D) reward power
A) salespeople
According to the Fishbein model, one of the components of attitude is the ________ people have about an Ao. A) salient beliefs B) subconscious beliefs C) latitude of acceptance D) latitude of rejection
A) salient beliefs
Trisha grew up in a drug-ridden inner-city neighborhood. Through sheer determination and intelligence, Trisha is now a medical doctor teaching on the staff of a large university hospital. Trisha is proud of what she has accomplished, but sometimes she feels like she isn't quite sure who she really is. The concept of ________ assesses the impact of such inconsistencies. A) status crystallization B) hierogamy C) habitus D) invidious distinction
A) status crystallization
Most groups exhibit a structure called a ________ in which some members are somehow better off than others. A) status hierarchy B) social array C) social mobility D) symbolic reference
A) status hierarchy
According to a major study of more than 1,000 commercials, the single most important factor in whether a commercial will be persuasive is whether the communication ________. A) stresses a unique attribute or benefit of the product B) employs a sexual symbol or suggestion C) provides specific price information D) features a credible spokesperson
A) stresses a unique attribute or benefit of the product
Most messages merely present one or more positive attributes about a product or reasons to buy it. Which of the following best describes this approach to communicating a message? A) supportive arguments B) countervailing arguments C) refutational arguments D) direct arguments
A) supportive arguments
Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors? A) theory of cognitive dissonance B) self-perception theory C) social judgment theory D) balance theory
A) theory of cognitive dissonance
Gen Yers are most comfortable in a ________, communicating by texting and IMing. A) thumb culture B) tween market C) gray market D) renaissance culture
A) 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 ________. A) time poverty B) the leisure paradox C) psychological time D) circular time
A) time poverty
A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is ________. A) time pressure B) sales interactions C) product disposal D) point-of-purchase stimuli
A) time pressure
A person in the middle class, but with an income at least 15 percent lower than the median for the middle class, would be known as a(n) ________ consumer. A) underprivileged B) invidious C) restricted D) conspicuous
A) underprivileged
Jenny just posted a tweet on Twitter about how much she loves a new movie. Jenny has potentially influenced others with ________. A) word-of-mouth B) C2C marketing C) trickle-across promotion D) viral marketing
A) word-of-mouth
When product information is transmitted from individual to individual it is best known as ________. A) word-of-mouth B) C2C C) trickle-across D) viral marketing
A) word-of-mouth
Jason is a marketing researcher working for a client who believes that social class will be an important segmenting device. Jason decides to find social class categories by simply asking respondents to pick their own category. Which of the following best supports Jason's approach? A) Most Americans don't mind talking about social class but usually misclassify themselves. B) American consumers generally have little difficulty accurately placing themselves in the lower-middle class or middle class. C) American consumers are generally better able to identify their neighbors' social class than their own social class. D) Respondents will list the social class they wish to belong to rather than the one they actually occupy.
B) American consumers generally have little difficulty accurately placing themselves in the lower-middle class or middle class.
Which of the following is an example of utilitarian influence? A) An individual seeks information about various brands from a professional. B) An individual's decision to purchase a particular brand is influenced by the preferences of family members. C) An individual feels that the purchase of a particular brand will enhance the image others have of her. D) An individual seeks brand-related knowledge and experience from friends, neighbors, colleagues, and relatives who have reliable information about the brand.
B) An individual's decision to purchase a particular brand is influenced by the preferences of family members.
Researchers believe that the American gay, lesbian, bisexual, and transgendered (GLBT) market is about the same size as the ________ population in the United States. A) African American B) Asian American C) Hispanic D) Native American
B) Asian American
Which of the following distinguishes Asian Americans from other subcultures in the United States? A) Asian Americans constitute the largest subculture in the United States. B) Asian Americans are the best educated of any ethnic subculture in the United States. C) Asian Americans have the distinction of having a common language that acts as a unifying cultural agent. D) Asian American households are larger than most other ethnic households in America.
B) 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. A) Pretailing B) Atmospherics C) Market-landscaping D) Store image
B) Atmospherics
Psychologists use the term homogamy to describe "assortative mating." Which of the following phrases is the best illustration of homogamy? A) Opposites attract. B) Birds of a feather flock together. C) Leave no stone unturned. D) To the victor go the spoils.
B) Birds of a feather flock together.
________ income is the money available to a household over and above that required for a comfortable standard of living. A) Capital B) Discretionary C) Net D) Invidious
B) Discretionary
The cohort of consumers born between 1965 and 1985 has been labeled ________, or "baby busters." A) Silent Generation B) Generation X C) Generation Y D) Generation Z
B) Generation X
Marketers must know the needs and wants of their customers. Which of the following presents the most accurate picture of the typical elderly consumer today? A) Most are old, infirm, depressed, stay-at-home people who live a hand-to-mouth existence. B) Most are active, interested in what life has to offer, and are enthusiastic consumers with the means and willingness to buy many goods and services. C) Most live with their children, have little savings, and have an increasingly difficult time adjusting to the changing technical world around them. D) Most have refused government support and don't trust anyone under 60.
B) Most are active, interested in what life has to offer, and are enthusiastic consumers with the means and willingness to buy many goods and services.
With respect to the acculturation process, what is the relationship between maintenance and segregation? A) People who belong to the dominant culture attempt to maintain their cultural superiority by isolating the subcultural values of new immigrants and physically segregating members of new subcultures into separate groups. B) New immigrants often attempt to maintain their old cultural background by segregating themselves, living and shopping in physically separated areas from the main culture. C) Members of a subculture who have been in a larger culture for a long period of time maintain their alliance to the new culture by segregating themselves from new immigrants. D) The relationship is subtle. There is a constant battle between new immigrants attempting to maintain their new identity and language and the dominant culture applying pressure to segregate new immigrants, thus separating them from the new culture.
B) New immigrants often attempt to maintain their old cultural background by segregating themselves, living and shopping in physically separated areas from the main culture.
________ means that the person who is least interested in staying in the relationship has the most power. A) Social loafing B) Principle of least interest C) Responsibility diffusion D) Commitment
B) Principle of least interest
The popularity of the movie The Passion of the Christ, the book The Da Vinci Code, and the play The Book of Mormon are evidence of which of the following? A) Megachurches are now more powerful than small, community-based churches. B) Religion can be effectively used by mainstream marketers. C) Born-Again Christians are the primary religious market in the United States. D) Church leaders can effectively encourage and discourage the consumption practices of their followers.
B) Religion can be effectively used by mainstream marketers.
________ are characteristics and behaviors that people stereotypically associate with one gender or the other. A) Androgynous traits B) Sex-typed traits C) Sexual dimporhic markers D) Body dysmorphias
B) Sex-typed traits
A marketing manager who wants to identify opinion leaders for her product category should do which of the following? A) She should find government officials who use the product. B) She should find socially active persons who are very interested in the product category. C) She should find intellectuals who can write academic papers about the product category. D) She should look for people who rely on reward power to develop interest in a product.
B) She should find socially active persons who are very interested in the product category.
Public hearings are being held to discuss whether a new nuclear power plant should be built. An expert on nuclear plants testifies that modern safeguards make the plant secure from dangerous accidents. A local woman states that she knows nothing about nuclear power, but the idea of having a plant nearby frightens her and her children. Which of the two parties has the most immediate ability to change attitudes of the audience? Considering the sleeper effect, what will likely happen over time? A) The expert will have the most ability to change attitudes, and his influence will be maintained even weeks later. B) The expert will have the most ability to change attitudes, but his influence will decrease over time as the woman's argument gains force. C) Because the local woman is most like the other people in the meeting, her opinion will have the most immediate influence, but over time the expert's opinion will gain force. D) The woman's opinion will be more likely to influence the audience initially, and her influence will extend into the future.
B) The expert will have the most ability to change attitudes, but his influence will decrease over time as the woman's argument gains force.
Do fear appeal ads work? Which of the following best answers this question? A) They work well if the threat is very weak. B) They work if the threat is moderate and when a solution to the problem is presented. C) They work if the threat is high and vividly elaborated. D) There is no data to answer the question.
B) They work if the threat is moderate and when a solution to the problem is presented.
Fashion refers to ________. A) the process of social diffusion by which a new style is adopted by some consumer groups B) a particular combination of attributes within a style, trend, or fad C) being positively evaluated by some reference group D) rejecting the norm and pushing for newness
B) a particular combination of attributes within a style, trend, or fad
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 about the ways of the U.S. culture. In doing so, the professor was acting as a(n) ________. A) cohort B) acculturation agent C) guidance agent D) ethnographer
B) acculturation agent
Richard worked very hard on his grades and worked after school part time to be able to afford tutors to help him advance his education. When he was named valedictorian of his class, he earned a certain status. The best term to describe the form of status that Richard earned is ________. A) reference group affiliation B) achieved status C) classification status D) ascribed status
B) achieved status
Maria Gomez is thrilled to be in the United States. After spending her childhood years in Mexico, she is looking forward to the freedom given to teenage girls in the United States. "I can wear shorts, pantsuits, and even halter tops and no one will think badly of me," says Maria. Maria is in the process of ________. A) maintenance B) adaptation C) resistance D) segregation
B) adaptation
Hillary is a typical teenager. She sees and hears ads all the time. Most of the time they are pretty good, but some ads have a trait that really bothers her. What is that trait most likely to be? A) ads that focus on product features B) ads that talk down to her C) humorous product ads D) lengthy product ads
B) ads that talk down to her
What do the "A, B, Cs" of the ABC model of attitudes stand for? A) attitude, business, and consumption B) affect, behavior, and cognition C) assumptions, best practices, conditions D) approval, behavior, context
B) affect, behavior, and cognition
A society that expects males to pursue ________ goals stresses male self-assertion and mastery. A) communal B) agentic C) androgynous D) self-completion
B) agentic
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 ________. A) store position B) atmospherics C) subliminal cues D) marketscape theme
B) atmospherics
The functional theory of attitudes was initially developed to explain how ________. A) people identify with products B) attitudes facilitate social behavior C) attitudes are learned from family and friends D) attitudes change over an individual's lifetime
B) attitudes facilitate social behavior
Source ________ refers to the message source's perceived social value. A) valence B) attractiveness C) class D) hierarchy
B) attractiveness
The pressure to conform that escalates as more and more group members "cave in" is called the ________ effect. A) polarization B) bandwagon C) loafing D) homophily
B) bandwagon
A store environment that has been made to resemble a living room where customers can relax, hang out with friends, or even learn is referred to as a(n) ________. A) marketscape B) being space C) mindscape D) activity space
B) being space
Many societies, such as the United States, have a tendency to expect women to pursue ________ goals and men to pursue ________ goals. A) extended self; self-completion B) communal; agentic C) social class; self-congruence D) androgynous; hierarchical
B) communal; agentic
The ________ influence is the reference group influence that helps the consumer make decisions about specific brands or activities. A) normative B) comparative C) selective D) coercive
B) comparative
Families have alternatives in purchasing. In a(n) ________ purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved. A) accommodative B) consensual C) contemplative D) authoritarian
B) consensual
Every summer, thousands of bikers converge on Sturgis, South Dakota, filling up every campground, motel, and hotel within miles of the city. This annual meeting is an example of a gathering of a(n) ________. A) normative clan B) consumer tribe C) maven network D) aspirational group
B) consumer tribe
Consumers use a set of products called a(n) ________ to define, communicate, and perform social roles. A) brand prominence group B) consumption constellation C) restricted code D) elaborated code
B) consumption constellation
The source of a message has an impact on whether the message will be accepted or not. Two particularly important source characteristics are ________. A) culture and ethnicity B) credibility and attractiveness C) credibility and recency D) attractiveness and recency
B) credibility and attractiveness
Evan was an aggressive, rich, and determined businessman originally from a working class family. He become wealthier than he had ever imagined by buying and selling other businesses. Evan seemingly could do anything until he tried a hostile takeover of an established bank owned by several prestigious families. When his bid failed, Evan said, "I always knew there was an elite, but up to now I thought I was a part of it." What type of capital was Evan lacking? A) economic B) cultural C) psychological D) sociological
B) cultural
The process whereby a product formerly associated with a specific ethnic group is detached from its roots and marketed to other subcultures is called ________. A) de-alienation B) deethnicization C) de-immigration D) deculturization
B) deethnicization
The tipping point most likely occurs just towards the end of the adoption stage for the ________. A) innovators B) early adopters C) early majority D) mass connectors
B) early adopters
One of the most important in-store factors is the salesperson. This influence can be understood in terms of ________ theory, which stresses that each participant gives something to the other and hopes to receive something in return. A) gestalt B) exchange C) gemba D) satisfaction/dissatisfaction
B) exchange
A ________ is a very short-lived fashion. A) trend B) fad C) classic D) style
B) fad
Which of the following refers to consumers who refuse to sacrifice style but who achieve that style on a budget? A) spendthrifts B) frugalistas C) ostriches D) tightwads
B) frugalistas
Recent research on opinion leadership has called into question the traditional view that there are ________ opinion leaders. A) heterophilous B) generalized C) polymorphic D) monomorphic
B) generalized
Which promotional strategy uses unconventional means, such as street theater, to encourage WOM about products? A) influence networking B) guerilla marketing C) viral marketing D) POP displays
B) guerilla marketing
In a(n) ________ culture, members of the culture tend to be closely knit and infer meanings beyond the spoken word. A) acculturated B) high-context C) ethnic D) low-context
B) high-context
We tend to marry people in a similar social class to our own. Sociologists call this ________, or assortative mating. A) marriage complementarity B) homogamy C) monogamy D) status crystallization
B) homogamy
In advertising terms, a(n) ________ refers to a view or exposure to an advertising message. A) node B) impression C) connection D) reference
B) impression
Word-of-mouth communication in the form of brand-specific mentions in social media are called ________. A) influence cascades B) influence impressions C) social objects D) generalized opinion leadership
B) influence impressions
Which form of reference group influence is most associated with the following situation? Carl knows that Bert has had experience with various types of motor oils because Bert is a mechanic for a large Cadillac dealership. Carl asks Bert to compare his brand against Quaker State. Bert tells Carl that Quaker State can't be beat for performance and durability. A) coercive influence B) informational influence C) utilitarian influence D) value-expressive influence
B) informational influence
Opinion leaders who are also early purchasers of a product are called ________. A) early adopters B) innovative communicators C) newbies D) generalized opinion leaders
B) innovative communicators
Which job role best fits the definition of a surrogate consumer? A) physician B) interior decorator C) physical trainer D) psychologist
B) interior decorator
Social analyst Thorstein Veblen believed that we buy things to create ________. This means we use our purchases to inspire envy in others through our display of wealth or power. A) affluenza B) invidious distinction C) status crystallization D) cultural capital
B) invidious distinction
According to the two-factor theory, the net effect of being exposed repeatedly to the same message is a combination of ________. A) argument and counter-argument B) learning and tedium C) compliance and non-compliance D) affect and cognition
B) learning and tedium
If a fireman told you to leave your apartment, you would comply because the fireman has ________ power. A) referent B) legitimate C) coercive D) reward
B) legitimate
Political candidates who get the most media coverage are more likely to win elections because of the effect of ________ in determining one's set of referents. A) propinquity B) mere exposure C) group cohesiveness D) reference bias
B) mere exposure
Experts that are specialized in a limited number of topics are called ________. A) market mavens B) monomorphic C) polymorphic D) generalized
B) monomorphic
When marketers embed brand messages in social games, they are seeking to influence consumer behavior through the ________ determinant of diffusion. A) social proof B) observability C) compatibility D) trialability
B) observability
When online ads go viral, they may influence adoption of the product being promoted due to the heightened ________. A) complexity B) observability C) compatibility D) trialability
B) observability
With respect to social organization, some barnyard animals exhibit signs of a dominance-submission hierarchy. Which of the following terms best communicates such a hierarchy? A) dog-eat-dog B) pecking order C) follow-the-leader D) king-of-the-hill
B) pecking order
Researchers measure ________ on dimensions that include "feel-age" and "look-age." A) chronological age B) perceived age C) age cohort D) social age
B) perceived age
The ________ route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message. A) central B) peripheral C) dual D) subconscious
B) peripheral
An active attempt to change attitudes is called ________. A) behavior modification B) persuasion C) communication D) cognition
B) persuasion
What term refers to the hardware system upon which a social game is played? A) genre B) platform C) mode D) milieu
B) platform
A ________ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles. A) social B) polychronic C) planning D) temporal
B) polychronic
The theory of cognitive dissonance is based on the ________. A) knowledge function B) principle of cognitive consistency C) principle of cognitive-affect conflict D) self-identification function
B) principle of cognitive consistency
Peggy Simmons has a tough assignment. She is to live in Japan for the next five years and successfully introduce her company's line of cosmetics to the Japanese woman. Her company's management hopes that living in an average neighborhood, commuting to work every day, eating native food, and speaking Japanese will help Peggy involve herself in the society more quickly than if she stayed separate from her hosts. The company's management wants Peggy to use the ________ model. A) life course paradigm B) progressive learning C) warming D) consumer identity renaissance
B) progressive learning
The psychological dimension of time or how it is experienced is an important factor in what mathematical study? A) polychronic activity B) queuing theory C) temporal tasking D) physical metrics
B) queuing theory
Opinion leaders are more influential when they are ________. A) much different than the people being influenced B) quite similar to the people being influenced C) older than the average consumer D) wealthier than most consumers
B) quite similar to the people being influenced
In general, advertising is more effective when it ________ than when it ________. A) tries to create new product preferences; reinforces our existing product preferences B) reinforces our existing product preferences; tries to create new product preferences C) relies upon word-of-mouth tactics; relies upon viral marketing tactics D) relies upon viral marketing tactics; relies upon word-of-mouth tactics
B) reinforces our existing product preferences; tries to create new product preferences
M-PESA, a mobile-phone-based money transfer service, was initially designed to meet the needs of developing nations before being adapted elsewhere. M-PESA is an example of a ________ innovation. A) complex B) reverse C) social D) meme
B) reverse
The capacity to alter the actions of others is referred to as ________ power. A) publicity B) social C) second-order D) behavioral
B) social
On Flickr, shared photos represent the ________ which is the basis for the network. A) tie strength B) social object C) node D) graph
B) social object
Jane is searching for the latest fashion in jeans at the Levi's Friends Store. She connects online using Facebook, and invites Kelsey to shop with her inside the online store. Jane is participating in a form of e-commerce known as ________. A) groupon B) social shopping C) pure play D) Facebook commerce
B) social shopping
In the communications model, the element in which the message originates is the ________. A) medium B) source C) message D) consumer
B) source
A ________ is defined as a group whose members share beliefs and common experiences that set them apart from others. A) culture B) subculture C) microculture D) cohort
B) subculture
Meagan is planning her wedding and wants everything to be just right, from the invitations and table settings to the ceremony and music selections. Because she feels overwhelmed by all of the information to sort through and the choices to make, she hires a wedding planner to make many of the decisions and purchases for her. Meagan's wedding planner is best described as a(n) ________. A) innovative communicator B) surrogate consumer C) opinion seeker D) key informant
B) surrogate consumer
Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli? A) the nature of the organization B) the buyer's willingness to take risks C) the technological environment's impact on the organization D) the economic environment's impact on the organization
B) the buyer's willingness to take risks
Which of the following theoretical models measures attitude toward the act of buying (Aact), rather than the attitude toward only the product itself? A) the theory of cognitive dissonance B) the theory of reasoned action C) the balance theory D) the theory of trying
B) the theory of reasoned action
A sociometric network analysis is likely to study all of the following EXCEPT which one? A) referral behavior B) the use of surrogate consumers C) the tie strength between members of a network D) communication in social systems
B) the use of surrogate consumers
Researchers have added to the original Fishbein multiattribute model. The name of this extended-Fishbein model is the ________. A) linked Fishbein model B) theory of reasoned action C) Phillips approach D) subjective norm model
B) theory of reasoned action
Some theorists have proposed a model that focuses on studying consumer goals as a way to explore attitude formation. According to this model, what consumers believe they have to do to attain their goals would also be part of any evaluation of attitudes. Which of the following theories would be most closely linked to the statements above? A) theory of reasoned action B) theory of trying C) theory of direct response D) rejection theory
B) theory of trying
The cultural learning acquired through ________ leads immigrants to a process of adaptation. A) maintenance B) translation C) resistance D) segregation
B) translation
Fallon was the son of a very wealthy banker from Connecticut. The first time Fallon saw an artist on MTV wearing a polished bicycle chain around his neck, he knew he had to get an item like that for himself. Fallon's behavior is best explained by the ________ theory of fashion. A) trickle-down B) trickle-up C) trickle-across D) prestige-exclusivity
B) trickle-up
Which of the following attitude functions is associated with a focus on particular social identities and lifestyles (e.g., "What sort of man reads Playboy?")? A) utilitarian B) value-expressive C) ego-defensive D) knowledge
B) value-expressive
According to the ________ perspective, under the right circumstances a group of people is smarter than the smartest people within the group. A) mere exposure phenomenon B) wisdom of crowds C) deindividuation D) normative influence
B) wisdom of crowds
Which of the following questions would be LEAST likely to appear on a questionnaire designed to determine consumer confidence? A) "Would you say that you and your family are better off or worse off financially than a year ago?" B) "Will you be better off or worse off a year from now?" C) "Are you happy with your employer and job?" D) "Do you plan to buy a car in the next year?"
C) "Are you happy with your employer and job?"
Which American ethnic subculture is most likely the fastest growing? A) Hispanic American B) African American C) Asian American D) American Indian
C) Asian American
Which American subculture is most likely to hold technology jobs and purchase high-tech gadgets? A) African American B) Hispanic American C) Asian American D) Arab American
C) Asian American
________ refers to a strategy in which a message compares two or more specifically named or recognizably presented brands and evaluates them in terms of one or more specific attributes. A) Cognitive differentiation B) Emotional appeal C) Comparative advertising D) Conclusion advertising
C) Comparative advertising
Mr. Patterson is 57 years old. His annual household income is $500,000. He has been married to the same woman most of his adult life. He doesn't spend much on clothing. According to research, how is Mr. Patterson different from the typical American millionaire? A) He is older. B) He has a long-standing marriage. C) His household income is greater. D) He doesn't spend as much on clothing.
C) His household income is greater.
Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions? A) Purchase decisions made by companies frequently involve many people. B) Organizational and industrial products are often bought according to precise, technical specifications. C) Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople. D) Organizational purchase decisions tend to be riskier than individual consumer purchase decisions.
C) Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople.
________ refers to the passage of individuals from one social class to another. A) Status crystallization B) Social affinity C) Social mobility D) Social stratification
C) Social mobility
Several research methods are used to study reference groups and opinion leadership. ________ methods trace communication patterns among members of a group. These techniques allow researchers to systematically map out the interactions that take place among group members. A) Momentum B) Behavioral C) Sociometric D) Geodemographic
C) Sociometric
The first thing D'Andrea was asked when she went to work for an advertising firm is how marketing promotions to African-Americans should differ from marketing promotions to Caucasians. What is the best advice D'Andrea could give her new employer? A) Separate advertisements to this ethnic subculture are never done and should not be considered. B) All promotions to this ethnic subculture should be distinct from promotions to other ethnic groups. C) The African-American market is hardly as homogeneous as many believe, and many differences between black and white markets may not be real. D) All promotions to African-Americans have to take into account the market's income, which has been declining drastically over the last two decades.
C) The African-American market is hardly as homogeneous as many believe, and many differences between black and white markets may not be real.
A marketing study found that respondents believed that a dark-haired model would be more effective in selling gold jewelry than a blond-haired model would be if the dark-haired model was not perceived to be ethnic. What two ideas of using celebrities as communication sources are most likely to be at work here? A) Celebrities should be attractive, but not too attractive. B) The celebrity's image should match that of the product, and blond-haired models are too common for the exclusive image of gold. C) The celebrity's image should match that of the product and should embody cultural meaning. D) The celebrity's image should embody cultural meanings that contrast with the product's cultural stereotypic image.
C) The celebrity's image should match that of the product and should embody cultural meaning.
________ are wealthy individuals who are likely to suffer from status anxiety, trying to display symbols of their success to make up for an internal lack of assurance about the "correct" way to behave. A) Old money consumers B) The working wealthy C) The nouveau riche D) Typical millionaires
C) The nouveau riche
Which of the following statements about teenagers is most likely true? A) Teenagers are rarely considered a relevant age segment for marketers. B) Most primitive cultures isolate teenagers as they transition to adulthood. C) The term teenager entered the general American vocabulary in the 1950s. D) The term teenager began to be used in Western cultures about 200 years ago.
C) The term teenager entered the general American vocabulary in the 1950s.
Which of the following is generally true about Asian Americans? A) They tend to be both brand conscious and brand loyal. B) They are not attracted to products that express material status. C) They are one of the least brand-loyal of all American subcultures. D) They are less likely than the average American to buy high-tech gadgets.
C) They are one of the least brand-loyal of all American subcultures.
Wynona was impulsive. Her friends accused her of being calculating, but she thought of herself as simply an analytical thinker. She wanted what she wanted and tomorrow could take care of itself. Researchers would classify her as being a hedonic variety-seeker. Which of the following time metaphors would best capture Wynona's perspective of time? A) Time is a pressure cooker. B) Time is a map. C) Time is a feast. D) Time is a mirror.
C) Time is a feast.
A study found that women who engage in extensive information search and comparison shopping were most likely to select which of the following metaphors to express their perspective of time? A) Time is a pressure cooker. B) Time is a river. C) Time is a map. D) Time is a feast.
C) Time is a map.
Which of the following best describes the findings of research on using two-sided messages to communicate with consumers? A) Two-sided messages are widely used and are very effective in reaching target audiences. B) Two-sided messages are cost-prohibitive. C) Two-sided messages can be quite effective, yet marketers rarely use them. D) Two-sided messages are no different from one-sided messages and are used equally by marketers.
C) Two-sided messages can be quite effective, yet marketers rarely use them.
Advertising to teens typically depicts ________. A) respected adults recommending the product B) qualified experts explaining product benefits C) a group of "in" teens using the product D) family members using the product together
C) a group of "in" teens using the product
The average American's standard of living continues to improve. These income shifts are linked to two key factors: ________. A) a shift from blue-collar to white-collar employment and the increased use of technology B) increasing immigration to the United States and increasing development of technical skills C) a shift in women's roles and increases in educational attainment D) a shift in population from the Snow Belt to the Sun Belt and advances in human rights
C) a shift in women's roles and increases in educational attainment
A person who receives rewards and status because of hard work is said to have ________ status. A) ascribed B) hierarchical C) achieved D) longitudinal
C) achieved
In a(n) ________, consumers participate in the production of the products or services they buy. A) pop-up store B) minipreneur shop C) activity store D) sharing site
C) activity store
The World Gold Council recently launched the "Lost Ring Hunt" with a billboard in Times Square announcing that a woman lost her gold wedding band. Viewers of the ad are encouraged to follow Twitter to discover clues that will help them find the lost ring. The first person to identify the location of the ring will win a cash prize and a trip to New York City. The "Lost Ring Hunt" is an example of a(n) ________. A) virtual world B) widget C) alternate reality game D) broadcast medium
C) alternate reality game
In school, it always seemed as if Kenneth got all the breaks. He had access to all the right resources, such as special privileges, fancy cars, a large allowance, and dates with all the beautiful girls. Even at work, he was put on the fast track and got promoted early to a high-prestige job. It seemed as if Kenneth was artificially ranked higher than others. The process that best describes what happened to Kenneth is called ________. A) reference group affiliation B) bias C) ascribed status D) achieved status
C) ascribed status
The ________ a group is, the more likely members are to engage in social loafing. A) more homogeneous B) smaller C) bigger D) less homogeneous
C) bigger
People who supply online product reviews are called ________. A) media recipients B) media broadcasters C) brand advocates D) folksonomists
C) brand advocates
What is the first step in the standard learning hierarchy approach? A) affect B) intentions C) cognition D) behavior
C) cognition
Shannon Reeves and Tish Phillips remember their experiences with student protests in the 1960s. Shannon remembers seeing Jimi Hendrix at Woodstock, and Tish remembers burning her bra in front of the central administration building at Yale. These memories about cultural heroes and events are one of the chief characteristics of an age ________. A) paradigm B) renaissance C) cohort D) perception
C) cohort
Product ________ occurs when the symbolic meanings of different products are related to one another. A) distinction B) crystallization C) complementarity D) hierarchy
C) complementarity
A politician attempts to gain support for her campaign for mayor by releasing a poll showing that almost 70 percent of the city's voters support her position on property taxes. What basic psychological principle is the politician using to persuade voters that she should be the next mayor? A) consistency B) authority C) consensus D) liking
C) consensus
Which of the following is considered a postpurchase process? A) the shopping experience B) mood C) consumer satisfaction D) shopping orientation
C) consumer satisfaction
A ________ includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel. A) postpurchase process B) purchase process C) consumption situation D) psychological situation
C) consumption situation
Which of the following is an unpleasant psychological state? A) density B) arousal C) crowding D) expectancy
C) crowding
A ________ innovation is a new product that creates major changes in the way we live. A) globally continuous B) continuous C) discontinuous D) dynamically continuous
C) discontinuous
Fred has been a farmer all his life. He inherited the family farm when he was 35, but that was twenty years ago. It looks like he is going to lose the farm and have to take a manual labor job in the city to support his family. What form of mobility best describes Fred's position? A) horizontal mobility B) two-way stretch mobility C) downward mobility D) upward mobility
C) downward mobility
Kanisha is confronted with a strange set of products during her most recent visit to the cosmetics counter at her favorite department store. Urban Grunge nail polish is "hot, hot, hot" according to recent ads. Kanisha likes the idea of a new nail polish but is unsure about the image that might be projected by the dull colors of the nail polish line. With such names as Street Slime, Garbage Goo, and Trash Can, caution might be the right move. Which of the following attitude functions most closely matches Kanisha's purchase decision? A) utilitarian function B) elaboration function C) ego-defensive function D) knowledge function
C) ego-defensive function
Chet meets each Wednesday night at his local bookstore with a small group of computer enthusiasts. The group calls itself X-Hackers because at one time all of these select members were hackers. Today, members of the group have similar values and have pledged to stop computer hacking. Which membership group factor best describes what brings this group together? A) propinquity B) mere exposure C) group cohesiveness D) avoidance
C) group cohesiveness
Vance comes from the lower-upper class, while Jeff comes from the lower-middle class. They are both madly in love with Julia, who is beautiful enough to do part-time modeling. According to the principle of ________, Julia is most likely to be attracted to Vance. A) elaborated codes B) ascribed status C) hierogamy D) restricted codes
C) hierogamy
Sandra Jackson decided to become a nurse after several years as an elementary teacher. She still wanted to help people; she just wanted to do it differently. Sandra's case is an example of which of the following? A) downward mobility B) upward mobility C) horizontal mobility D) status crystallization
C) horizontal mobility
The ________ marketing perspective recognizes that people sort themselves into groups on the basis of the things they like to do, how they like to spend their leisure time, and how they choose to spend their disposable income. A) personality B) motivation C) lifestyle D) social
C) lifestyle
The ________ hierarchy assumes the consumer does not initially have a strong preference for one brand over another. Instead, a consumer acts on the basis of limited knowledge and then forms an evaluation only after the product has been purchased or used. A) experiential B) habitual C) low-involvement D) standard learning
C) low-involvement
Simi Ghandi is never quite sure which brand of gum to buy. She tries some, likes some, and rejects some. However, through a process of behavioral learning she does remember those brands that taste good and make her mouth feel fresh. The problem is that she cannot often remember the brands that are not so good and often repeats purchasing mistakes. "Oh well," says Simi, "gum buying is not that big of a deal anyway." Which of the following hierarchies would best describe Simi's situation? A) standard learning hierarchy B) experiential hierarchy C) low-involvement hierarchy D) habit hierarchy
C) low-involvement hierarchy
80% of brand mentions online are made by just 6.2% of social media users. Forrester Research calls these influencers ________. A) salespeople B) power users C) mass connectors D) mass networker
C) mass connectors
A group composed of people that the consumer actually knows is called a(n) ________ reference group. A) aspirational B) tribal C) membership D) networked
C) membership
Members of a social network are called ________. A) followers B) friends C) nodes D) modules
C) nodes
James is known as a techie. He is the go-to source for his friends when it comes to recommendations on the best in the latest electronics. James is most likely a(n) ________. A) fashionista B) market maven C) opinion leader D) referent
C) opinion leader
Experts who are knowledgeable in several fields are called ________. A) market mavens B) monomorphic C) polymorphic D) generalized
C) polymorphic
On Big Bang Theory, Sheldon Cooper plays a ________ expert with knowledge in topics ranging from flag history to string theory. A) market mavens B) monomorphic C) polymorphic D) generalized
C) polymorphic
The perception of time is different in different cultures. It would likely be most accepted for employees to be paid by the hour in a culture with which of the following perceptions of time? A) river B) map C) pressure cooker D) mirror
C) pressure cooker
A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior. A) opinion group B) demographic group C) reference group D) focus group
C) reference group
Immigrants who exhibit ________ live and shop in places physically separated from mainstream Anglo consumers. A) warming B) adaptation C) segregation D) movement
C) segregation
The title of a popular book once proclaimed that Real Men Don't Eat Quiche. Products that take on masculine or feminine attributes are said to be ________. A) agentic B) sexually explicit C) sex-typed D) androgynous
C) sex-typed
Which dimension of psychological time includes the categorization of "time for me"? A) temporal orientation dimension B) planning orientation dimension C) social dimension D) polychronic dimension
C) social dimension
Which term refers to a multiplayer, competitive, goal-oriented activity with defined rules of engagement and online connectivity among a community of players? A) transactional advertising B) viral marketing C) social game D) milieu
C) social game
A ________ is that part of the self that our group membership defines. A) culture B) subculture C) social identity D) cohort
C) social identity
Which theory of attitudes assumes that people assimilate new information about attitude objects in light of what they already know and feel, using an initial attitude as a frame of reference to categorize new information? A) theory of cognitive dissonance B) multiattribute theory C) social judgment theory D) self-perception theory
C) social judgment theory
Consumers who are ________ love buying everything in sight. A) frugal B) price-sensitive affluents C) spendthrifts D) socially stratified
C) spendthrifts
A Rolls-Royce, a Cartier diamond, and an Andy Warhol painting are all items bought and displayed as markers of social class. These products are ________. A) social inhibitors B) social parameters C) status symbols D) psychological blocks
C) status symbols
Tracy loves shopping with her personal shopper, Carrie, at Nordstrom's. Carrie is a ________. A) market maven B) opinion leader C) surrogate consumer D) fashionista
C) surrogate consumer
When people are differentiated in terms of their aesthetic and intellectual preferences, a ________ concept is being applied. A) cultural code designation B) social cluster C) taste culture D) consumption constellation
C) taste culture
When new immigrants arrive in this country, they tend to cluster geographically. The primary source of information and advice for this group comes from which of the following? A) mass media advertising B) consulates or embassies C) the local community where the immigrant locates D) relatives in the immigrant's home country
C) the local community where the immigrant locates
The Berry and Dale advertising agency has proposed a new campaign for Bayer Aspirin to overcome the public's tendency to "tune out" Bayer commercials. The proposed technique involves creating ten different 15-second spots that all demonstrate reasons for using Bayer Aspirin. Which of the following theories of message communication is the agency trying to account for in its proposal for Bayer Aspirin? A) the trait-factor theory B) the balanced communication theory C) the two-factor theory D) the theory of reasoned action
C) the two-factor theory
Rick Tuan has a unique problem. He must persuade a good friend to stop smoking. He knows that if he just says "Quit," his message will be rejected. Instead, Rick chooses to offer a ________ message in which he presents the positives and negatives of quitting smoking. He feels sure that this approach will have a greater likelihood of success with his friend. A) supportive B) low-involvement C) two-sided D) refutational
C) two-sided
In-store shopping has become extremely important in today's highly competitive retail environment. It has been estimated that about ________ of supermarket purchases are decided in the aisles as consumers shop. A) one-quarter B) one-half C) two-thirds D) four-fifths
C) two-thirds
According to the class structure outlined in the text, most business managers and university professors would be in the ________ class. A) upper-upper B) working C) upper-middle D) middle
C) upper-middle
________ refers to the possession of both masculine and feminine traits. A) Heterosexuality B) Homosexuality C) Dysmorphia D) Androgyny
D) Androgyny
If you were a person born between 1946 and 1964, you would be called a ________. A) Baby Boomlet B) Baby Buster C) War Baby D) Baby Boomer
D) Baby Boomer
Lee-Ann Wang is young and enjoys risky experiences such as skydiving, bungee jumping, and snowboarding. To which of the following VALS2 groups would Lee-Ann most likely belong? A) Thinkers B) Achievers C) Strivers D) Experiencers
D) Experiencers
According to a study on timestyles, which of the following is a fast country? A) Syria B) Mexico C) Brazil D) Ireland
D) Ireland
Demographically, which of the following are the two most important characteristics of the Hispanic American market? A) It is a mature group with money to spend. B) It is a young group that prefers to live in rural areas. C) It is a mature group that is now almost totally bilingual. D) It is a young group with families that tend to be large in size.
D) It is a young group with families that tend to be large in size.
Jane is a Baby Boomer. How is Jane most likely to be different from her mother when her mother was 60 years old? A) Jane is going to have fewer resources for retirement than did her mother. B) Jane will think of herself as being much older than her mother did at the same age. C) Jane will no longer be interested in youthful styles, while her mother was likely to retain such interests. D) Jane is much more likely to be physically active than her mother was at the same age.
D) Jane is much more likely to be physically active than her mother was at the same age.
________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale. A) Individual B) Consumer C) Global D) Organizational
D) Organizational
A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________. A) pretailing B) retail theming C) shopping orientations D) POP stimuli
D) POP stimuli
What is a major difference between a Generation Y and a Generation X consumer? A) Generation Y is more alienated from traditional culture than Generation X and is reached with more cynical promotional themes. B) There are so many more members of Generation X than Generation Y that promoters use more mass communications with the Gen Xers and fewer one-on-one promotions. C) There are no basic differences except what would be expected by their age differences. D) Proportionally, less tobacco and alcohol will be purchased and consumed by Generation Y members than the Generation X cohort.
D) Proportionally, less tobacco and alcohol will be purchased and consumed by Generation Y members than the Generation X cohort.
In Canada, product instructions and identifications are written in English and French. To reach the most customers, the same instructions in the United States should be written in English and ________. A) French B) German C) Mandarin D) Spanish
D) Spanish
Which of the following best explains why marketers view teens as "consumers-in-training"? A) Teenagers have little influence on their families' purchase decisions, but they carefully watch and model the consumer behavior of their parents. B) Marketers typically do not begin targeting consumers until they are teenagers. C) Teenagers have little discretionary income, so they have few opportunities to make independent purchase decisions. D) Teenagers often develop brand loyalty during their adolescence, committing to a brand and continuing to purchase it for decades to come.
D) Teenagers often develop brand loyalty during their adolescence, committing to a brand and continuing to purchase it for decades to come.
Members of which of the following age cohorts are part of today's gray market? A) Generation Z B) Generation Y C) Generation X D) The War Baby Generation
D) The War Baby Generation
What does the sleeper effect suggest about source credibility? A) If a receiver is not paying attention, a message cannot be effective. B) Many people can learn the important parts of a message even when asleep. C) The effectiveness of a message will increase over time. D) The effectiveness of positive sources over negative sources can be erased over time.
D) The effectiveness of positive sources over negative sources can be erased over time.
Social networking is an integral part of what many call ________, which is characterized by interactive platforms that foster the creation of communities. A) the virtual world B) the mega Web C) the inner Web D) Web 2.0
D) Web 2.0
A company wants to persuade a customer to buy its products. If the consumer is characterized as having a high degree of involvement with products that are sold by the company, what route to persuasion will the company most likely take? A) a parallel route B) a peripheral route C) a circular route D) a central route
D) a central route
People and institutions that teach the ways of a culture are called ________. A) progressive learning models B) ethnography facilitators C) host cultures D) acculturation agents
D) acculturation agents
Word-of-mouth communication about products is thought to be influential because it is perceived as ________. A) being more reliable B) coming from a trustworthy source C) having more social pressure to conform associated with it D) all of the above
D) all of the above
A(n) ________ is a lasting, general evaluation of people (including oneself), objects, advertisements, or issues. A) principle B) belief C) theory D) attitude
D) attitude
Kimberly has been contacted eight times in the last week by a pushy telemarketer. She made the mistake of showing some interest in the product being sold and has not had much luck in getting rid of the caller. Which of the following forms of power is being exercised by the telemarketer? A) expert power B) referent power C) reward power D) coercive power
D) coercive power
According to the basic ABC model of attitudes, ________ refers to the beliefs a consumer has about an attitude object. A) affect B) conditions C) approval D) cognition
D) cognition
One of the goals of marketing to Gen Yers has been to allow them to remain free of the restraints of wires and cords but still be connected to any media at any time. The lifestyle created by this approach is referred to as ________. A) identity renaissance B) cosplay C) distinct-styling D) connexity
D) connexity
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 ________. A) parody display B) social mobility C) ascribed status D) conspicuous consumption
D) conspicuous consumption
Elements in television commercials have positive and negative effects. Which of the following characteristics is most likely to have a positive effect? A) extensive information about components, ingredients, or nutrition B) an outdoor setting with the message as part of the setting C) a large number of on-screen characters D) demonstration of product in use
D) demonstration of product in use
Sixteen-year-old Michael wanted a car. One evening while his father was paying bills, Michael looked over his father's shoulder and saw how much money had been placed in the checking account. He whistled and said, "I thought you said that you didn't have enough money to buy me a used car. In just one month, you could buy me the car I want." Michael's father then gave him a lecture on the differences between income and what is left after money is spent on utilities, mortgages, insurance premiums, and food. "Total income," his father said, "is not the same as ________ income, the source from which your unnecessary car would have to come." A) wealth B) managed C) perpetual D) discretionary
D) discretionary
All multiattribute attitude models specify the importance of three elements. Two of those elements are attributes and beliefs. What is the third element? A) action variables B) motivations C) recency of events D) importance weights
D) importance weights
Roger was really angry when Coca-Cola attempted to switch from its older formula to New Coke. He wrote letters to Coca-Cola, talked to friends, called the local bottler, attempted to hoard "old Coke," and complained to the local grocery store manager. In this example, which degree of commitment would be most closely associated with Roger and his attitudes? A) compliance B) identification C) information acquisition D) internalization
D) internalization
The day reconstruction method requires a respondent to ________. A) dispose of any unused product during a specified period of time B) keep a record of everything he or she recycled during the month C) try to remember what he or she did a month ago on the same day of the week D) keep a diary of everything he or she did during the day
D) keep a diary of everything he or she did during the day
In the diffusion of innovation process, which group is very slow to adopt new products and constitutes one-sixth of the population? A) innovators B) early adopters C) late adopters D) laggards
D) laggards
Innovative merchants have turned to retail theming to provide new ways to stimulate and encourage consumers during their shopping experience. A retailer that uses a simulated outdoor environment (such as a fishing pond with real fish) to attract outdoor enthusiasts to the retail store is using a ________ theme. A) marketscape B) cyberspace C) mindscape D) landscape
D) landscape
The opinion leader referred to as a(n) ________ is actively involved in transmitting marketplace information of all types. A) surrogate consumer B) innovator C) monomorphic leader D) market maven
D) market maven
The hundreds of millions of consumers around the world who can now afford higher quality products belong to the ________. A) prestige class B) mobile demanders C) ruling class D) mass class
D) mass class
Ashley, an upper-income consumer with an eye for fashion, loves getting a steal at the Dollar Store. She is engaging in ________. A) social proof B) social shopping C) folksonomy D) parody display
D) parody display
What form of marketing is based on the premise that a marketer will be much more successful when he communicates with consumers who have already agreed to listen to him? A) segmented marketing B) behavioral targeting C) e-commerce marketing D) permission marketing
D) permission marketing
According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions. A) antecedent state B) postpurchase process C) cognitive process D) purchase environment
D) purchase environment
Elizabeth created a print ad in which the coach of a football team was shown standing out in the middle of a hay field. The text read, "UNR's Coach Roberts . . . outstanding in his field." Elizabeth was using a literary device called ________. A) metaphor B) simile C) allegory D) resonance
D) resonance
Which theory of attitudes assumes that people use observations of their own behavior to determine what their attitudes are? A) theory of cognitive dissonance B) balance theory C) social judgment theory D) self-perception theory
D) self-perception theory
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? A) reference group affiliation B) bias C) the "silver spoon" syndrome D) social stratification
D) social stratification
The phenomenon called ________ refers to the creation of artificial divisions in a society. A) reference group affiliation B) ascribed status C) mass class D) social stratification
D) social stratification
A(n) ________ is a marketing intermediary retained by a consumer to guide what that consumer buys. A) market maven B) opinion leader C) power user D) surrogate consumer
D) surrogate consumer
The lack of marketing information about religion is most likely due to ________. A) the small number of people who are influenced in the marketplace by religious issues B) the dollar value of the Christian market being very low C) traditional bigotry toward religion D) the subject being taboo among researchers
D) the subject being taboo among researchers
The fine line between familiarity and boredom has been explained by the ________, which proposes that two separate psychological processes are operating when a person is repeatedly exposed to an ad. A) balance theory B) repetition theory C) halo theory D) two-factor theory
D) two-factor theory
Reference groups influence us in three ways. These influences include informational, utilitarian, and ________ dimensions. A) reputational B) descriptive C) knowledge D) value-expressive
D) value-expressive
Through the process of ________, immigrants make the unfamiliar familiar by integrating symbols from their former lives into their new homes. A) assimilation B) maintenance C) resistance D) warming
D) warming
The term affluenza refers to ________. A) members of the lower-middle class who are struggling to make ends meet B) tightwads who are reluctant to spend money on anything but basic necessities C) scrimpers who have traded down to less expensive brands to save money D) well-off consumers who are stressed or unhappy despite or even because of their wealth
D) well-off consumers who are stressed or unhappy despite or even because of their wealth
Product information that is transmitted by individuals to individuals is called ________. A) independent analysis B) product shuffle C) reactance formation D) word-of-mouth
D) word-of-mouth
