Exam 2 Marketing - CH 7

A society contains smaller ________, or groups of people with shared values and behaviors. A) life stages B) norms C) subcultures D) motives E) attitudes

C

________ are characteristics that distinguish certain members of a society from others, based on a variety of factors such as wealth, education, and ancestry. A) Social classes B) Cultures C) Reference groups D) Attitudes E) Lifestyles

A

________ are environmental stimuli that influence a particular action. A) Cues B) Drives C) Motivations D) Norms E) Perceptions

A

________ are people within a group who exert the greatest influence on the attitudes and behaviors of members of the group. A) Opinion leaders B) Motivators C) Social networkers D) Reinforcers E) Word-of-mouth marketers

A

________ are standards of behavior that define membership in a group. A) Norms B) Drives C) Cues D) Responses E) Attitudes

A

________ refers to the shared values, beliefs, and preferences of a particular society. A) Culture B) Learning C) Perception D) Motivation E) Social class

A

Maslow's theory is that ________ can be arranged in a hierarchy. A) stimuli B) beliefs and attitudes C) perceptions D) human needs E) lifestyles

D

The focus of ________ is examining how social phenomenon influence social behavior. A) consumer behavior analysis B) lifestyle analysis C) psychology D) social psychology E) consumer problem solving

D

T/F Consumer behavior involves the shopping process itself.

True

A person's buying choices are influenced by several major psychological factors. Which is NOT one of these factors? A) motivation B) perception C) evaluation of alternatives D) learning E) beliefs

C

A(n) ________ is a sense of truth that a person has about something. A) norm B) motive C) belief D) attitude E) perception

C

After the purchase of a product, consumers will be either satisfied or dissatisfied and engage in ________. A) problem recognition B) evaluation of alternatives C) postpurchase evaluation D) product expectations E) information searches

C

Applying ________, marketers can affect demand for a product by associating it with strong drives, using motivating cues, and providing positive reinforcement. A) subliminal perception B) social classes C) the learning process D) problem/opportunity recognition E) contextual theory

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. In this example, Carrie exhibits ________. A) routine response problem solving B) significant problem solving C) limited problem solving D) opinion leadership E) subliminal perception

C

It is most likely that each consumer segment attracted to The Attic Trunk would have which of the following in common with the other consumer segments? A) subculture B) personality C) attitudes D) self-identity E) perception

C

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)________. A) norm B) subliminal influence C) opinion leader D) product researcher E) routine response problem solver

C

A ________ is a set of conditions that creates a drive toward action to fulfill a need or want. A) stimulus B) perception C) belief D) motivation E) norm

D

A buyer's decisions are influenced by ________ such as culture, subculture, groups, gender roles, and family. A) personal characteristics B) situational factors C) perceptions D) social factors E) psychological factors

D

A(n) ________ is a state of readiness, based on experience, that influences an individual's response to something. A) drive B) motive C) belief D) attitude E) perception

D

An individual's ________ determines his or her opportunity to purchase certain products or services, or the limitations on such purchases. A) self-identity B) personality C) attitude D) affluence E) cognitive age

D

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) product evaluation B) evaluation of alternatives C) problem/opportunity recognition D) information search E) purchase decision

D

A buyer's decisions are influenced by ________ such as the buyer's age and life stage, vocation, level of affluence, lifestyle, personality, and self-identity. A) personal characteristics B) situational factors C) perceptions D) social factors E) psychological factors

A

Generation Xers, who were born between 1965 and 1981, share the childhood experiences of higher parental divorce rates, recession, and corporate downsizing. They tend to care about the environment and value experience. Generation Xers make up a ________. A) subculture B) social class C) social network D) life stage E) lifestyle

A

It is easiest for marketers to create an emotional connection between a consumer and a(n) ________ product. A) approach B) augmented C) core D) avoidance E) utilitarian

A

Many marketers use the premise that people's possessions contribute to and reflect their identities; that is, "we are what we have." Under this premise, consumers ________. A) buy products to demonstrate their self-identities B) value cognitive age more than life stage C) are affected by subconscious motivations D) are attracted to products that fit in with their existing attitudes E) conduct the information search

A

Marketers describe the way the consumer processes information to arrive at purchase choices as ________. A) evaluation of alternatives B) information search C) purchase decision D) situational factoring E) problem/opportunity recognition

A

The Theory of Planned Behavior attempts to explain how ________ influence consumer behavior. A) attitudes, behaviors, and norms B) behaviors, self-identity, and personality C) cognitive age, life stages, and reference groups D) beliefs, perceptions, and motivations E) subcultures, opinion leaders, and social classes

A

The ________ is the first and one of the most important influencers of group and consumer behavior on an individual. A) family B) status group C) normative group D) subculture E) reference group

A

The buying process starts with ________, in which the buyer recognizes a need or want. A) problem/opportunity recognition B) information search C) product awareness D) product interest E) evaluation of alternatives

A

Which of the following descriptions most accurately characterizes members of Generation X in comparison to members of Generation Y? A) They have more established careers. B) They are more immersed in social media. C) They are eligible for AARP membership. D) They control the majority of American financial assets. E) They are a faster-growing segment of the population.

A

Which of the following is typically the most fundamental influence on an individual's behavior? A) culture B) subculture C) social class D) purchase environment E) digital environment

A

A ________ consists of the actions a person is expected to perform in a group. A) motive B) role C) lifestyle D) life stage E) tradition

B

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 ________. A) social class B) reference group C) status symbol D) subculture E) lifestyle

B

Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among his three favorite models. Blake's next step is most likely to be ________. A) postpurchase evaluation B) evaluation of alternatives C) routine response problem solving D) subliminal perception E) purchase decision

B

George is buying his first house. He has found two houses that he thinks he likes. He is highly involved in the purchase and knows that making the wrong choice could affect him for years to come. George will likely undertake ________. A) limited problem solving B) significant problem solving C) opinion leadership D) routine response problem solving E) norm-seeking behavior

B

Many families with children are now attracted to the shopping district in Forest Ridge. What characteristics about families as consumer groups is most relevant to the owners of The Attic Trunk? A) More women hold jobs outside the home today than when The Attic Trunk first opened. B) Children have considerable amounts of disposable income and have a strong influence on family buying decisions. C) Norms and behaviors can change from one family to another. D) Decision-making roles tend to be similar from one family to another. E) The traditional life-stage model continues to be a strong cultural force.

B

Reinforcement is a reduction in ________ resulting from a positive-response experience. A) perception B) drive C) cues D) attitudes E) stimuli

B

Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________ advertising. A) normative B) subliminal C) perceptual D) subcultural E) contextual

B

When consumers are highly involved with the purchase of an expensive product and they perceive significant implications if a poor choice is made, they most likely will undertake ________. A) limited problem solving B) significant problem solving C) routine response problem solving D) habitual behavior E) impulsive behavior

B

Which of the following descriptions most accurately characterizes members of Generation Y in comparison to members of Generation X? A) They have more established careers. B) They are more immersed in social media. C) They are eligible for AARP membership. D) They control the majority of American financial assets. E) They are a faster-growing segment of the population.

B

Which of the following is an accurate statement about the diversity of the American population? A) African Americans represent the largest non-white segment of the population. B) Asian Americans make up the most affluent U.S. ethnic subculture. C) The Asian American percentage of the population is expected to remain steady in the next 50 years. D) Ethnic minorities account for more than half of the population in only a handful of America's biggest cities. E) American ethnic populations are expected to slowly decrease in the next few decades.

B

Which of the following is the best example of an avoidance product? A) a brush B) a car security system C) a telephone D) dessert E) a backpack

B

Which of the following is the strongest reason that the owners of The Attic Trunk might NOT want to completely discount the mature consumers as a still-viable target market? A) Mature consumers wield considerable influence over purchases made by their children and grandchildren. B) Mature consumers are the fastest-growing and wealthiest demographic segment in the United States. C) Mature consumers are spending an increasing percentage of their income on specialty items such as those originally sold by The Attic Trunk. D) Mature consumers are interested in shopping where younger families shop in an effort to look as young as they feel. E) Mature consumers are less willing to shop around and change brands than younger consumers are, so they will likely remain loyal to The Attic Trunk.

B

________ are internal stimuli that encourage action. A) Cues B) Drives C) Reinforcements D) Norms E) Perceptions

B

________ are the largest ethnic minority group in the United States. A) African Americans B) Hispanics C) Asians D) Native Americans E) Arabs

B

________ describes knowledge that an individual gains through experience. A) Lifestyle B) Learning C) Perception D) Referencing E) Belief

B

________ is a cognitive impression of incoming stimuli that influences an individual's behavior. A) Personality B) Perception C) Attitude D) Learning E) Belief

B

________ represents the psychology of marketing. A) Social behavior B) Consumer behavior C) Attitude D) Perception E) Personality

B

The buyer decision process consists of five stages. Which of the following is NOT one of these stages? A) problem/opportunity recognition B) information search C) high-involvement buying behavior D) purchase decision E) postpurchase evaluation

C

The consumer problem solving that is used when little or no risk is associated with a purchase is categorized as A) limited problem solving. B) significant problem solving. C) routine response problem solving. D) irrational behavior. E) high-involvement behavior.

C

The focus of ________ is the study of the mind. A) social behavior B) lifestyle C) psychology D) consumer behavior E) consumer problem solving

C

There is a trend in the United States 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 change in ________ is one of the reasons the number of farmers markets in the United States has increased by 70 percent in the last eight years. A) vocation B) affluence C) lifestyle D) personality E) life stage

C

________ involve a like, dislike, or ambivalence toward something. A) Motivations B) Reference groups C) Attitudes D) Cues E) Reinforcements

C

________ is a person's way of life as expressed in his or her choices about how to spend time and personal resources. A) Personality B) Culture C) Lifestyle D) Attitude E) Social class

C

Learning occurs through the interplay of all of the following EXCEPT ________. A) drives B) responses C) cues D) norms E) reinforcement

D

What is one way that social class is NOT measured? A) vocation B) education C) power D) number of children in the family E) place of residence

D

Which of the following is NOT considered an important American subculture by marketers? A) Hispanics B) African Americans C) the youth market D) opinion leaders E) Asians

D

Which of the following would NOT be considered a situational influence on consumer decision making? A) the purchase environment B) the digital environment C) time D) lifestyle E) context

D

________ is the processing of stimuli by a recipient who is not aware of the stimuli being received. A) Unconscious motivation B) Cue response C) Reinforcement D) Subliminal perception E) Subconscious drive

D

________ refers to a sense of consistency, internal causality, and personal distinctiveness and is expressed through patterns of behavior in interaction with an individual's environment. A) Attitude B) Belief C) Culture D) Personality E) Status

D

________ refers to the position of one individual relative to others. A) Cognitive age B) Affluence C) Life stage D) Status E) Role

D

A(n) ________ product is neither enjoyed nor used as a precaution. A) approach B) augmented C) core D) avoidance E) utilitarian

E

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) information search B) problem/opportunity recognition C) evaluation of alternatives D) purchase decision E) postpurchase evaluation

E

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? A) problem/opportunity recognition B) information search C) evaluation of alternatives D) purchase decision E) postpurchase evaluation

E

Which of the following is the age that an individual feels? A) life stage B) chronological age C) lifestyle D) life cycle E) cognitive age

E

________ involves working from the outside in to interpret stimuli, while ________ involves working from the inside out to match external conditions to a desired condition. A) Attitude; motivation B) Attitude; learning C) Learning; perception D) Motivation; perception E) Perception; motivation

E

T/F A company that wants to market its new clothing line to running enthusiasts is a co-sponsor of a popular marathon. The company is hoping to connect with customers based on their life stage.

False

T/F An individual can not process stimuli subconsciously.

False

T/F Children exert little influence on family buying decisions, particularly in areas such as clothing and software.

False

T/F Consumers should trust that product information found on blogs and social networking sites will be reliable.

False

T/F Marketers can expect people who are at the same life stage to process stimuli in the same ways.

False

T/F A company with a strong position in a market will try to encourage routine response problem solving for consumers who have a need that can be met by the company's product.

True

T/F A luxury marketer must balance the need to develop a product image of quality and prestige and the need to appeal to as broad a group of consumers as possible.

True

T/F A person's occupation is also known as his or her vocation.

True

T/F A store might use slow-paced music to encourage shoppers to spend more time in the store and make more purchases.

True

T/F Attitudes can be changed through experiences or education.

True

T/F Consumers who do not purchase products online may nonetheless conduct online product research that heavily influences their purchase decisions.

True

T/F Culture's level of influence on the individual varies from country to country.

True

T/F For the majority of consumers, the purchase of a breakfast cereal is a low-involvement choice.

True

T/F Individuals with varying chronological and cognitive ages may all be in the same life stage.

True

T/F Maslow's theory is that human needs are arranged in a hierarchy and that an individual must secure his or her most basic needs before tying to realize higher-order needs.

True

T/F The consumer decision-making process is defined as the steps that consumers take to identify and evaluate choice options.

True

T/F The consumer decision-making process usually involves both rational and emotional factors.

True