Chap 6
________ are subtle stimuli that determine where, when, and how a person responds to an idea.
A
________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.
A
________ is(are) the most basic cause of a person's wants and behaviour.
A
People of ________ origin (currently 23 percent of visible minorities) may represent as large a marketplace as Chinese consumers in Canada by 2017.
B
The buying process starts with ________, in which the buyer recognizes a problem.
B
The field was often referred to as ________ reflecting an emphasis on the actual exchange of goods for money.
B
A ________ consists of the activities people are expected to perform according to the persons around them
C
A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.
C
A customer's lifestyle can be measured by using the AIO dimensions. What does AIO stand for?
C
A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.
C
After the purchase of a product, consumers will be either satisfied or dissatisfied and engage in ________.
C
Almost all major purchases result in ________, or discomfort caused by postpurchase conflict.
C
As Canadians, we see ourselves as unique and distinctly different from Americans. What is the one commonality between our two cultures?
C
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 ________.
C
Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations.
C
For the past 10 years Bill and Margaret Kennedy have saved money to go to the Super Bowl should their team, the Chicago Bears, ever win the NFC championship. This is the year, and several tour companies offer attractive, but very similar, packages to the game. They want to be certain to choose the best one. Bill and Margaret are most likely to exhibit ________.
C
Juana looked at her September issue of O magazine and did not see anything of interest. After her mother was diagnosed with bipolar disorder, she found the issue extremely interesting because it offered advice on how to help people who are suffering from this problem. The issue became quite interesting to Juana due to ________.
C
Marketers are always trying to spot ________ in order to discover new products that might be wanted.
C
Maslow's theory is that ________ can be arranged in a hierarchy.
C
________ refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment. It is usually described in traits such as self-confidence, dominance, sociability, autonomy, defensiveness, adaptability, and aggressiveness.
C
If a consumer's experience is rewarding, that consumer will probably use the product more and more. The consumer's response to the product will be ________.
D
A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, and personality and self-concept.
D
A marketing research company asked members of a focus group to describe several motorcycle brands as animals. This is an example of ________.
D
A(n) ________ is a descriptive thought that a person has about something.
D
According to one analyst, a Harley-Davidson motorcycle can make you feel like "the toughest, baddest guy on the block." Harley-Davidson promotes its motorcycles with images of independence, freedom, and power. Harley-Davidson has created a ________.
D
Lexus works to keep customers happy after each sale, aiming to delight the customer in order to gain a customer for life. In this pursuit, Lexus is focused on which step of the buyer decision process?
D
Mark has long supported the actions and decisions of his city's mayor. However, many recent news stories have raised questions about the ethics of the mayor's programs and initiatives. Mark doubts that the mayor, in whom he has such faith, could behave unethically, and Mark tends to distrust the information in the media. Mark continues to support the mayor. Mark has engaged in ________.
D
Most large companies research ________ buying decisions to find out what they buy, where they buy, how and how much they buy, when they buy, and why they buy.
D
Pat thought he had received the best deal on his new car. Shortly after the purchase, Pat started to notice certain disadvantages of his new car as he learned more about other cars available. Pat is experiencing ________.
D
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 or she is exposed is called ________.
D
People change the goods and services they buy over time because of the two changing factors of ________.
D
Rashmi Singh always knows about the trendiest fashions. She actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals, and her advice is often followed. Rashmi is an example of a(n)________.
D
The ________ is the most important consumer buying organization in society; the roles and influences of different members have been researched extensively.
D
The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.
D
This group has profoundly influenced the rest of Canada through their art, love of nature, and concern for the environment.
D
_______ are groups to which an individual wishes to belong, as when a teenaged basketball player hopes to play someday for the Los Angeles Lakers.
D
(T/F) A person's buying choices are influenced by four major psychological factors: motivation, 108) perception, learning, and beliefs and attitudes.
T
(T/F) After purchasing a product, the consumer will be satisfied or dissatisfied and will engage in post-purchase behaviour.
T
(T/F) Bell Canada's long-running Monsieur B campaign, which originated in 1992, is almost unknown in the rest of Canada, yet, it has approached legendary status in Quebec.
T
(T/F) Brand switching occurs for the sake of variety rather than because of dissatisfaction.
T
(T/F) Dissonance-reducing buying behaviour typically occurs when a buyer sees little difference among brands but is highly involved with the purchase.
T
(T/F) Maslow's theory is that human needs including physiological, safety, social needs, esteem, and self-actualization needs are arranged in a hierarchy and that an unsatisfied need motivates an individual to take action to satisfy it.
T
(T/F) Numerous studies by psychologists and consumer researchers have found little or no link between subliminal messages and consumer behaviour.
T
(T/F) Online social networks represent an important new form of buzz for marketers.
T
(T/F) Tastes in food, clothes, furniture, and recreation are often age related.
T
Bob's job description had been changed. The rationale for the changes made no sense to Bob when they were explained. Bob continued to perform most of his job duties as usual. He has engaged in ________.
A
Cameron loves to know about and purchase the most up-to-date technological gadgets. Among his friends, he is almost always the first to own the newest electronic product. Often the products that Cameron buys become adopted by large groups of consumers, but occasionally Cameron will purchase a product that is adopted by only a small portion of the population. To which of the adopter groups does Cameron belong?
A
Companies who use brand ambassadors are participating in ________.
A
Donna wants to buy a new coat. During the ________ stage of her purchase process she will ask her friends to recommend a store and/or a style of coat. She will search the newspaper for coat sales, and she will visit nearby stores to see what is available in her price range.
A
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 ________.
A
George is buying his first house. He has found two houses that he thinks he likes. He is highly involved in the purchase and perceives significant differences between these two houses. George will likely undertake ________.
A
Leona purchased two bottles of wine from vineyards in Australia. When asked her opinion of the wine, she said the burgundy wine tasted like alcoholic grape juice, but the Chablis had a crisp taste that she really enjoyed. These statements were made during the ________ stage of the purchase decision.
A
Marketers describe the way the consumer processes information to arrive at brand choices as ________.
A
MySpace.com and YouTube are both examples of ________.
A
Opinion leaders are sometimes referred to as ________.
A
People forget much of what they learn. They tend to retain information that supports their attitudes and beliefs. This is called ________.
A
People tend to interpret new information in a way that will support what they already believe. This is called ________.
A
Stephanie and Jamal attended a sales seminar. Both left the seminar with differing opinions about what was important to implement in their jobs. Both used the information in different ways, according to what each already believed was important. They have engaged in ________.
A
The term ________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.
A
_______ is a person's pattern of living as expressed in his or her psychographics, including his or her activities, interests, and opinions.
A
According to Freud's theories, people are ________ many of the psychological forces shaping their behaviour.
B
Consumer purchases are influenced strongly by _______, social, personal, and psychological factors.
B
If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it immediately. If not, the consumer may store the need in memory or undertake a(n) ________.
B
Internet use among ________ exceeds time spent listening to radio and watching TV combined.
B
Relative advantage, compatibility, complexity, divisibility, and communicability are all examples of ________.
C
The North American consumer market consists of more than 333 million people. The consumer market is made up of all of the following except ________.
C
The average ________ household spends $63 500 each year, slightly higher than the Canadian average of $58 500.
C
The most effective sources from which consumers obtain information are ________ because they legitimize or evaluate products for the buyer.
C
________ are becoming a very attractive market: they are the ideal market for travel, restaurants, high-tech home entertainment products, and convenient services
C
________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.
C
________ describes changes in an individual's behaviour arising from experience.
C
A shoe 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 want to wear the same shoes. The shoe company is hoping that fans of the band view the band as a ________.
E
Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among his three favourite models. Blake's next step is most likely to be ________.
E
By applying ________ concepts, marketers can affect demand for a product by associating it with strong drives, using motivating cues, and providing positive reinforcement.
E
Consumers learn about new products for the first time and make the decision to buy them during the ________.
E
Many companies, such as JetBlue and Sony, enlist everyday consumers who are enthusiastic about their brands to become ________ , brand 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.
E
Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities; that is, "we are what we have." Under this premise, consumers ________.
E
The RBC Royal Bank has identified five life-stage segments. Members of which segment are most likely to be interested in debt-load management services?
E
There is a trend in Canada toward rediscovering the flavor of regional cooking and the use of locally grown ingredients. People are choosing to spend hours in the kitchen using only the freshest ingredients to recreate local culinary traditions. This reflects a change in ________ .
E
When consumers are highly involved with the purchase of an expensive product and they perceive significant differences among brands, they most likely will undertake ________.
E
When customers have a low involvement in a purchase but perceive significant brand differences, they will most likely engage in ________.
E
________ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviours.
E
________ is never simple, yet understanding it is the essential task of marketing management.
E
ome consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________ advertising.
E
(T/F) A belief is the specific mix of human traits that may be attributed to a particular brand.
F
(T/F) A marketer seeking to create brand familiarity should be more concerned about creative ad copy content than ad repetition.
F
(T/F) A person buying a car would be unlikely to exhibit complex buying behaviour.
F
(T/F) Alternative evaluation is the process by which people select, organize, and interpret information to form a meaningful picture of the world.
F
(T/F) Because people are able to move between social classes, these classes are relatively impermanent and disordered divisions whose members share dissimilar values, interests, and behaviours.
F
(T/F) Children exert little influence on family buying decisions, particularly in areas such as entertainment and food.
F
(T/F) Commercial sources of information typically legitimize and evaluate products for buyers.
F
(T/F) Consumers are likely to choose brands with personalities that contrast their own.
F
(T/F) Marketers who want to appeal to Quebec consumers need do no more than communicate in French using dictionary translations of words.
F
(T/F) Most unhappy customers explain their reasons for dissatisfaction to the company who sold the product.
F
(T/F) Personality is a person's pattern of living as expressed in his or her psychographics.
F
(T/F) Social class is based on shared value systems and common life experiences and situations.
F
(T/F) Subcultures are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviours.
F
(T/F) The North American consumer market is one of the least attractive consumer markets in the world.
F
(T/F) When a consumer learns about a new product for the first time and makes a decision to try it, the consumer is engaged in the alternative evaluation process.
F
(T/F) Younger consumers are better off financially than mature consumers. They are the ideal market for travel, restaurants, high-tech home entertainment products, and convenient services.
F