MKTG 3310 - Practice Exam 4

Which of the following statements about buying centers is true?

The buying center may involve informal participants who are not obvious to sellers.

People change the goods and services they buy over time because of the two changing factors of ________.

age and life-cycle stage

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.

lifestyle

Which of the following is NOT true of mature consumers?

They place more importance on brand names and are more brand loyal than members of other age groups are.

Marketers describe the way the consumer processes information to arrive at brand choices as ________.

alternative evaluation

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

cultural shifts

Learning occurs through the interplay of all of the following EXCEPT ________.

dissonance behavior

Reverse auctions, trading exchanges, and company buying sites are all ways that companies can participate in ________.

e-procurement

Brand personality is a mix of human traits attributed to a brand. Which of the following is NOT one of the five brand personality traits discussed in your text?

emotion

Large business purchasers usually call for detailed product specifications, written purchase orders, careful supplier searches, and formal approval. These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is.

formalized

As compared to consumer markets, business markets are ________.

huge

Maslow's theory is that ________ can be arranged in a hierarchy.

human needs

If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake a(n) ________.

information search

A marketing research company asked members of a focus group to describe several motorcycle brands as animals. This is an example of ________.

interpretive consumer research

________ describes changes in an individual's behavior arising from experience.

learning

The term ________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.

motivation research

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.

motive

The buying process starts with ________, in which the buyer recognizes a problem or need.

need recognition

Which business buying situation is the marketer's greatest opportunity and challenge?

new task

What is one way that social class is NOT measured?

number of children in the family

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) ________.

opinion leader

Which of the following do marketers NOT consider as an important American subculture?

opinion leaders

The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.

perceived performance

________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.

perception

The information sources that are most effective at influencing a consumer's purchase decision are ________. These sources legitimize or evaluate products for the buyer.

personal

A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, and personality and self-concept.

personal characteristics

Marketing stimuli consist of the four Ps. Which is NOT one of these Ps?

politics

After purchasing a product, the consumer will be satisfied or dissatisfied and will engage in ________.

post-purchase behavior

The first step of the business buying process is ________.

problem recognition

Relative advantage, compatibility, complexity, divisibility, and communicability are all examples of ________.

product characteristics that influence rate of adoption

During which stage of the business buying process is a buyer most likely to conduct value analysis, carefully studying components to determine if they can be redesigned, standardized, or made less expensive?

product specification

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 ________.

reference group

A ________ consists of the activities people are expected to perform according to the persons around them.

role

Which of the following is NOT a way that business and consumer markets differ?

satisfaction of needs through purchases

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 ________.

selective attention

What is the LEAST pressing in Maslow's Hierarchy of Needs?

self-actualization

Family is one of the ________ factors that influence consumer behavior.

social

Facebook.com and YouTube are examples of ________.

social networks

Economic, technological, and cultural forces are all ________ in the stimulus-response model of buyer behavior.

stimuli

Which of the following is NOT part of Maslow's Hierarchy of Needs?

stimulus

Of the following, the best starting point to understanding how consumers respond to various marketing efforts is the ________ model of a buyer's behavior.

stimulus-response

Generation Xers, who were born between 1965 and 1976, share the childhood experiences of higher parental divorce rates, recession, and corporate downsizing. They tend to care about the environment and value experience over acquisition. Generation Xers make up a ________.

subculture

Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations.

subcultures

Opinion leaders are sometimes referred to as ________.

the influentials

According to Freud's theories, people are ________ many of the psychological forces shaping their behavior.

unaware of

________ is(are) the most basic cause(s) of a person's wants and behavior.

Culture

A person's buying choices are influenced by four major psychological factors. Which is NOT one of these factors?

Alternative evaluation

A customer's lifestyle can be measured using the AIO dimensions. What does AIO stand for?

Activities, Interests, Opinions

Although more price-conscious than other segments, ________ consumers tend to be strongly motivated by quality and selection. Brands are important. They enjoy shopping and are more fashion conscious than other ethnic groups.

African-American

________, the most affluent U.S. demographic subculture, now have more than $450 billion in annual spending power.

Asian Americans

________ are groups to which an individual wishes to belong, as when a teenage basketball player hopes to play someday for the Los Angeles Lakers.

Aspirational groups

_______ is never simple, yet understanding it is the essential task of marketing management.

Consumer buying behavior

_______ are subtle stimuli that influence where, when, and how a person responds to an idea.

Cues

The consumer market is made up of which of the following? A) individuals who acquire goods or services for personal consumption B) households that purchase goods or services for personal consumption C) businesses that purchase goods and services D) A and B E) all of the above

D) A and B

________ is the most important consumer buying organization in society; the roles and influences of different members have been researched extensively.

Family

This group of consumers tends to buy more branded, higher-quality products. and to make shopping a family event, with children having a big say in the purchase decision. In general, they are very brand loyal, and they favor companies who show special interest in them.

Hispanics

________, the fastest-growing U.S. demographic segment, now number more than 46 million.

Hispanics

Applying ________, marketers can affect demand for a product by associating it with strong drives, using motivating cues, and providing positive reinforcement.

Learning Theory

________ is a person's pattern of living as expressed in his or her psychographics, including his or her activities, interests, and opinions.

Lifestyle

________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.

Opinion Leaders

________ 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.

Personality

________ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors.

Social Classes

Which statement is true regarding social class in the United States?

Social classes show distinct product preferences in clothing and automobiles.

A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.

attitude

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?

attitude of others

A(n) ________ is a descriptive thought that a person has about something.

belief

The marketer wants to understand how the stimuli are changed into responses inside the consumer's ________, which has two parts: the buyer's characteristics that influence how he or she perceives and reacts to the stimuli and the buyer's decision process itself.

black box

Many companies, such as JetBlue and Sony, enlist everyday consumers who are enthusiastic about their brands to become ________ who share their passion for a company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards.

brand ambassadors

Researchers found that a number of well-known brands tended to be strongly associated with one particular trait, such as Jeep with "ruggedness." Which of the following terms would a marketer use to describe a specific mix of human traits that may be attributed to a particular brand?

brand personality

Marketers call the decision-making unit of a buying organization the ________.

buying center

Companies who use brand ambassadors are participating in ________.

buzz marketing

A problem with the rapidly expanding use of e-purchasing is that it ________.

can erode established customer-supplier relationships

In the model of buyer behavior, which of the following is NOT a major type of force or event in the buyer's environment?

channels