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102.Situational influences refer to Athe five aspects of the purchase situation that impact the consumer purchase decision process: purchase . task, social surroundings, physical surroundings, temporal effects, and antecedent states. B. the temporary impediments to a consumer's purchase decision. C. psychological concepts that are useful for interpreting buying processes and directing marketing efforts. Dthe feelings of postpurchase anxiety that can arise from a number of different factors including social . surroundings, physical surroundings, temporal effects, and antecedent states. E. both the objective and subjective attributes a consumer uses to compare different products and brands.

105.When a man picks up a teddy bear in a toy store and tells the clerk, "This is for my son's first birthday," which situational influence is being demonstrated? A. purchase task B. social surroundings C. physical surroundings D. temporal effects E. antecedent states

12. There are five stages in the consumer purchase decision process. The second stage is A. information search B. purchase decision C. alternative evaluation D. postpurchase behavior E. problem recognition

136.Those needs which are basic to survival and which must be satisfied first are referred to as A. physiological needs. B. safety needs. C. social needs. D. personal needs. E. self-actualization needs.

137.In the hierarchy of needs water, food, and oxygen would be considered needs. A. physiological B. safety C. social D. personal E. psychological

156.Enduring characteristics within a person or in his or her relationship with others are referred to as a(n) . A. key traits B. persona C. individualism D. core values E. ideal self

160.When the state of Virginia touts the slogan "Virginia is for Lovers," it is trying to appeal to people's in order to attract them as potential residents and/or part of its workforce. A. self-concept B. self-evaluation C. self-actualization D. individualized perception E. personal perception

171.As a result of , consumers do not remember all the information they see, read, or hear, even minutes after exposure to it. A. selective retention B. selective comprehension C. selective exposure D. selective perception E. subliminal discrimination

173.If you read a chapter from your marketing textbook the night before this test and still cannot remember the correct marketing term to answer this question, it may very well be the result of A. selective retention. B. selective comprehension. C. selective exposure. D. selective perception. E. subliminal perception.

175.Subliminal perception refers to A. the process of seeing or hearing messages without being aware of them. B. a person's innate ability to read non-verbal cues such as body language and facial expressions. C the ability of a person to understand the allegorical meanings behind words, sentences, or paragraphs . communicated in writing or speech. D.the process of being brainwashed to the point of acting in a way that is contrary to or inconsistent with ones normal behavior. E. the inability of a person to fully understand what is being said through a lack of background knowledge or experience.

189.All of the following variables are central to how consumers learn from repeated experience EXCEPT: A. purchase B. reinforcement C. response D. drive E. cue

191.A d that moves an individual to action is a(n) . A. drive B. cue C. attitude D. response E. reinforcement

198.One evening while watching TV, your stomach growls. You see an ad for Subway. You walk to the Subway shop and buy a sandwich, which tastes great. In terms of behavioral learning, the great taste of the sandwich is a(n) . A. reinforcement B. achievement C. drive D. cue E. response

213.A rned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way is referred to as a(n) . A. attitude B. belief C. value D. motivation E. perception

216.Which of following statements is NOT true about attitudes? A. Marketers are primarily concerned with American core values when developing advertising messages. B. Attitudes are learned. C. Attitudes are shaped by one's values and beliefs. D.An attitude is a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. E. Personal values affect attitudes by influencing the importance assigned to specific product attributes.

217.A sumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people are referred to as . A. beliefs B. values C. attitudes D. predispositions E. opinions

22. Ducti is a small company that manufacturers duct-tape wallets. Ducti founder, David Pippenger, discovered there is a large demand for the wallets and watches that Ducti sells. In fact, its product line has expanded to include bags as well. Clearly, some consumers have a favorable evaluation of Ducti products. To have a favorable evaluation, consumers must first A. experience problem recognition. B. consult a public source of information. C. consult a personal source of information. D. make a purchase decision. E. experience cognitive dissonance.

23. Perceiving a difference between a person's ideal and actual situations that is big enough to trigger a decision is called A. problem recognition. B. alternative evaluation. C. cognitive dissonance. D. routine response behavior. E. postpurchase behavior.

231.The VALS framework segments consumers based on A. their primary motivation for buying certain products and services and levels of resources. B. their demographics. C. their product usage. D. where they live. E. their media usage.

233.VALS groups of consumers motivated by are those who are guided by knowledge and principle. A. ideals B. achievement C. self-expression D. rewards E. success

237.In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. choose familiar products and brands, favor American-made products, and are generally brand loyal. A. Believers B. Thinkers C. Makers D. Experiencers E. Achievers

24. During the consumer purchase decision process, an individual at the stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision. A. problem recognition B. alternative evaluation C. cognitive dissonance D. information search E. postpurchase behavior

244.In the VALS framework, consumers motivated by achievement look for products and services that demonstrate success to their peers or to a peer group they aspire to. A segment of the achievement- motivated groups, known as , are trendy, fun-loving, and less self-confident than Achievers. A. Strivers B. Experiencers C. Believers D. Makers E. Survivors

248.In the VALS framework, consumers motivated by self-expression desire social or physical activity, variety, and risk. One segment of the two self-expression-motivated groups, known as , are young, enthusiastic, and impulsive consumers who become excited about new possibilities but are equally quick to cool. A. Experiencers B. Believers C. Makers D. Achievers E. Thinkers

267.In the VALS framework, each consumer segment exhibits unique media preferences. Which segment would be the most likely to visit Internet chat rooms? A. Experiencers B. Believers C. Thinkers D. Survivors E. Makers

28. Scanning your memory for previous experiences with products or brands occurs during which stage of the consumer purchase decision process? A. information search B. purchase decision C. alternative evaluation D. postpurchase behavior E. problem recognition

286.Febreeze is an odor-controlling spray that is manufactured by Procter & Gamble. When Febreeze was introduced, a few people in a chat room stated that the product was harmful to house pets. Unfortunately, the rumor spread. If P&G had not been convinced it would be a very successful product, it would have dropped Febreeze from its P&G product line as a result of A. negative word of mouth. B. a lack of back translation. C. cultural insensitivity. D. consumer ethnocentrism. E. poor opinion leadership.

298.The American Express advertising claim that "membership has its privileges" creates which type of reference group? A. aspiration group B. dissociative group C. assimilation group D. integrated group E. membership group

309.The demographic situation, consisting of married couples with children younger than 18 years old and which constitutes 21 percent of all U.S. households, is referred to as a(n) A. traditional family. B. typical household. C. socialized household. D. reference group. E. ideal family unit.

310.The family life cycle concept describes the distinct phases a family progresses through from , each phase bringing with it identifiable purchasing behaviors. A. formation to retirement B. birth to death C. the birth of children to retirement D. the birth of children until children leave home E. marriage to retirement unless a divorce, separation, or death occurs

315.Which of the following statements about family decision making is most accurate? A. The use of joint decision making is directly related to the educational levels achieved by the spouses. B. Husbands make most of the purchase decisions made about cars, vacation, and homes. C. The two types of family decision making are joint and autonomous. D.With autonomous decision making, the husband would make all the decisions about groceries, medicine, and car maintenance. E. Women have little influence when it comes to men's clothing purchases except when purchasing socks or ties.

329.Which of the following statements about social class is most accurate? A. Members of the lower class have a more short-term time orientation and think in concrete rather than abstract terms. B. Members of the lower class are more likely to think about the future than those in the middle or upper classes. C. The single most important factor in determining social class is a person's financial worth. D Members of the upper class are less likely to think abstractly and more likely concentrate on the . immediate rather than long-term than the other classes. E Members of the middle class have little interest in improvement centers or automobile parts stores; they . are much more interested in travel and technology.

334.Which of the following statements about Hispanic buying patterns is most accurate? A. Hispanics are brand loyal and willing to pay a premium price for premium quality. B. Hispanic buying preferences are strongly influenced by contemporary fads and fashions. C. Hispanics are dubious about using advertising as a credible information source. D.Convenience is an important product attribute to Hispanic homemakers with respect to food preparation or consumption. D.The differences between Hispanic buying patterns have virtually disappeared within the past ten years.

335.Which of the following is a reason that marketing to Hispanics has proven to be a challenge? A. The Hispanic subculture is very diverse. B. Hispanics don't consider advertising a credible source of product information. C. Hispanics communities are spread out through the entire country and therefore difficult to target. D.Hispanics don't particularly care for American-made products; they tend to be ethnocentric in their product preferences. E. Assimilation is very important and the Hispanic community finds cultural target marketing offensive.

39. A(n) for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low. A. external search B. internal search C. alternative evaluation D. cognitive search E. postpurchase search

40. An external search for product information is especially important when A. the cost of gathering information is low. B. review of past experience provides adequate information. C. the risk of making a wrong purchase decision is low. D. the item is frequently purchased. E. the item is for personal use rather than for professional use.

5. Which of the following statements about how women buy cars today is most accurate? A Women are more concerned with features that would help survive an accident; men are more concerned . with features that would help avoid an accident. B.Women have definite likes or dislikes when buying a car, but they don't feel comfortable expressing their opinions. C. When it comes to the actual purchase process, women are more adept negotiators than men. D.Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage. E. Women usually shop one dealership before making a decision and men usually shop three.

54. The information search stage clarifies the problem for the consumer by: (1) suggesting criteria to use for the purchase; (2) yielding brand names that might meet the criteria; and (3) . A. developing consumer value perceptions. B. determining appropriate price ranges. C. selecting the type of retail outlet. D. establishing a purchase timeline. E. creating a hierarchy of needs.

57. Evaluative criteria refer to A. the objective and subjective attributes of a brand consumers use to compare different products and brands. B.those attributes of a brand that are based exclusively on objective criteria in order to make an unbiased purchase decision. C. those attributes of a brand that are based exclusively on subjective criteria in order to avoid postpurchase anxiety. D. the attributes of a product that a manufacturer wishes to promote to a specific target market. E. a list of product attributes from which a customer will not waver regardless of additional incentives.

62. A consideration set refers to A the group of brands that a consumer would consider acceptable from among all the brands of which he . or she is aware in the product class. B. the group of generic brands that a consumer would reluctantly consider acceptable. C. the group of brands of which a consumer is aware. D.all possible competitive product substitutes that may satisfy a consumer's needs regardless of the product class. E. those product alternatives a consumer has considered but deemed unacceptable.

86. NetJets is a company that offers 1/16 or more ownership in a jet plane for a price beginning at $325,000. It gives purchasers privacy, convenience, and flexibility as well as saves them time since the plane is available within four hours unless it's booked by one of the other shareholders. This is MOST LIKELY an example of A. a high-involvement purchase that involves limited problem solving. B. a high-involvement purchase that involves routine problem solving. C. a high-involvement purchase that involves extended problem solving. D. a low-involvement purchase that involves limited problem solving. E. a low-involvement purchase that involves extended problem solving.

89. In alternatives.

91. Elizabeth Sands has decided to purchase a new electric blender and plans to call several friends for updated information about alternative brands. She is not concerned about where she buys it as long as she receives a very liberal return policy should anything go wrong. In making her decision, Elizabeth will engage in which of the following problem solving variations? A. limited problem solving B. extended problem solving C. routine problem solving D. alternative problem solving E. integrated problem solving

99. The purchase of bottled water is a low-involvement purchase. How can a market leader like Perrier convince people to buy its brand instead of one of the numerous other brands displayed on retailers' shelves? A. avoid Perrier brand stockouts in retailers B. make the purchase decision a high-involvement one C. offer coupons for Perrier bottled water D. convince retailers to offer only Perrier water E. denigrate its competition

206.Making connections between two or more ideas or simply observing the outcomes of others' behaviors and adjusting one's own behavior accordingly is known as what type of learning? A. stimulus discrimination B. cognitive learning C. attitudinal learning D. stimulus generalization E. behavioral learning

101.Five influences can have an impact on a consumer's purchase decision process, which are purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states. These are referred to as A. marketing mix influences. B. situational influences. C. psychological influences. D. sociocultural influences. E. evaluative criteria.

246.VALS groups of consumers motivated by are those who desire social or physical activity, variety, and risk. A. ideals B. rewards C. achievement D. self-expression E. success

10. The five stages a buyer passes through in making choices about which product and service to buy is called the . A. information decision process B. purchase decision process C. alternative evaluation process D. postpurchase behavior process E. problem recognition process

107.Consumers accompanied by children A. purchase twice as much as they normally would if shopping with other adults. B. purchase about 40 percent more than when shopping alone. C. spend more than when shopping alone to mitigate feelings of guilt about their children's disruptive behavior. D. spend 40 percent less than when shopping alone. E. spend exactly the same amount as when shopping alone.

108.Three teenage girls spent hours at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this outfit looks on me?" This situation is most closely related to which of the following situational influences? A. purchase task B. social surroundings C. physical surroundings D. temporal effects E. antecedent states

109.Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, social surroundings, , temporal effects, and antecedent states. A. competitive offerings B. physical surroundings C. core values D. motivation E. economic effects

112.Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, social surroundings, physical surroundings, A. competitive offerings B. temporal effects C. core values D. motivation E. economic effects

124.Motivation refers to A. the energizing force that stimulates the behavior of a seller to complete an exchange. B. the energizing force that stimulates behavior to satisfy a consumer need. C. a person's consistent behaviors or responses to recurring situations. D. the way people see themselves and the way they believe others see them. E. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

127.Which list below presents the hierarchy of needs in its correct order, beginning with the lowest level need to the highest level need? A. personal, social, physiological, psychological, and safety B. physiological, safety, social, personal, and self-actualization C. safety, physiological, safety, self-actualization, and personal D. self-actualization, personal, social, safety, and physiological E. safety, personal, self-actualization, physiological, and social

131.An Acura automobile ad is headlined by a quote from Henry David Thoreau, "Go in the Direction of Your Dreams." This ad is most likely to appeal to consumer's A. physiological B. personal C. safety D. social E. psychological

134.In the hierarchy of needs, a burglar alarm would satisfy a need. A. physiological B. safety C. social D. personal E. self-actualization

135.An ad for Conesco's life insurance asks the question, "How do you plan on supporting your family after you pass away?" The ad shows a tombstone with a sign that offers the face of the stone as ad space. The ad is intended to appeal to which of the hierarchy of needs? A. physiological needs B. safety needs C. social needs D. personal needs E. self-actualization needs needs.

14. There are five stages in the consumer purchase decision process. The fourth stage is A. information search B. purchase decision C. alternative evaluation D. postpurchase behavior E. problem recognition

155.Which of the following statements about personality is most accurate? A. Personality is dynamic and changes several times as a person matures. B. Most personality traits are inherited or formed at an early age through socialization. C. Personality is the energizing force that makes consumer behavior purposeful. D. Most personality traits are formed during adulthood and can change during one's lifetime. E. People with compliant personalities prefer lesser known brand names.

157.The way people see themselves and the way they believe others see them is referred to as A. self-evaluation. B. self-concept. C. self-actualization. D. individualized perception. E. personal perception.

163.A tering of exposure, comprehension, and retention is called . A. selective attention B. selective perception C. selective intuition D. selective retention E. stimulus discrimination

170.Mary was offended by the brand name of a new product for women. She believes the name of the product is demeaning and that it must reflect a negative attitude of the manufacturer towards women in general. Although this may simply be the result of , if other women interpret the name choice the same way, there is a strong likelihood this product could fail. A. selective retention B. selective comprehension C. selective exposure D. selective analysis E. stimulus discrimination

174.The process of seeing or hearing messages without being aware of them is referred to as A. selective retention. B. subliminal perception. C. selective perception. D. selective attention. E. indifference.

179.The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as A. a negative antecedent state. B. perceived risk. C. temporal uncertainty. D. spatial uncertainty. E. buyer's remorse.

187.Learning refers to A. one's education that has been transferred from short-term to long-term memory. B. those behaviors that result from (1) repeated experience and (2) reasoning. C.the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. Da consumer's subjective perception of how a product or brand performs on different attributes based on . personal experience, advertising, and discussions with other people. E. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

193.A(n) A. drive B. cue C. attitude D. response E. reinforcement is a stimulus or symbol perceived by consumers.

196.One evening while watching TV, your stomach growls. You see an ad for Subway. You walk to the Subway shop and buy a sandwich, which tastes great. In terms of behavioral learning, walking to the Subway shop and buying a sandwich is a . A. drive B. response C. reinforcement D. cue E. prompt

203.Consumers' ability to perceive taste differences in chocolate bars is an example of A. cognitive dissonance. B. stimulus discrimination. C. selective retention. D. selective comprehension. E. stimulus generalization.

207.When Betty Crocker repeatedly advertises that baking a cake from one of its mixes tastes just like homemade, it is influencing which type of learning? A. stimulus discrimination B. cognitive learning C. brand loyalty D. stimulus generalization E. behavioral learning

210.Brand loyalty refers to A the group of brands that a consumer would consider acceptable from among all the brands in the . product class of which he or she is aware. B. a favorable attitude toward and consistent purchase of a single brand over time. C a formalized agreement of a vendor to carry one brand over another because it views the quality of that . brand to be superior to all others. D.the willingness of consumers to try a new product in a product line based upon their satisfaction with other products in the line. E. the faith that other products manufactured by the same company with the same brand name will be of the same quality.

221.Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) changing beliefs about the extent to which a brand has certain attributes; (2) changing the perceived importance of attributes; and (3) . A. reinforcing the consumers' sense of self confidence in making wise purchase decisions B. adding new attributes to the product C. refocusing a consumer's attention from one attribute to another D. actively educating consumers about the product's competitive advantages E. denigrating the attributes of competitors' products

224.Most people already know that Tums, a popular antacid, contains calcium. Today, Tums antacid stresses both the benefits of the antacid itself and the fact that Tums can be used as a calcium supplement. The new promotion involves changing consumers' attitudes toward Tums by A. changing beliefs about the extent to which Tums has a specific attribute. B. changing the perceived importance of a specific attribute. C. adding a new attribute. D. reducing the perceived risk. E. providing stimulus generalization to prospective buyers.

225.Pepsi-Cola made "freshness" an important product attribute when it stamped freshness dates on its cans. Prior to doing so, few consumers considered freshness an issue. Pepsi is trying to change consumers' attitudes toward its soft drinks by A. changing beliefs about the extent to which a brand has a specific attribute. B. changing the perceived importance of a specific attribute. C. adding a new attribute. D. reducing perceived risk. E. providing stimulus generalization.

228.Another name for the analysis of consumer lifestyles is . A. demographics B. psychographics C. social statistics D. physiological needs E. sociographics

236.In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. One segment of the two Ideals-motivated groups, known as , have fewer resources and are conservative, conventional people with concrete beliefs based on traditional, established codes such as family, religion, community, and the nation. A. Experiencers B. Believers C. Makers D. Achievers E. Thinkers

238.is a VALS group that are the heaviest readers of Reader's Digest. A. Experiencers B. Believers C. Makers D. Achievers E. Innovators

239.VALS groups of consumers motivated by are those who look for products and services that demonstrate success to their peers or to a peer group they aspire to. A. ideals B. achievement C. self-expression D. rewards E. success

249.In the VALS framework, consumers who spend much of their income on fashion, entertainment, socializing, offerings that make them look good, and have a desire for the latest things are called A. Believers. B. Experiencers. C. Strivers. D. Makers. E. Thinkers.

255. is a VALS group that is most likely to read automotive magazines. A. Believers B. Makers C. Experiencers D. Achievers E. Innovators

257.In the VALS framework, consumers can have abundant or minimal levels of psychological, physical, and material resources. One segment with abundant resources, known as , are successful, sophisticated, take-charge people with high self-esteem and abundant resources of all kinds. A. Experiencers B. Innovators C. Makers D. Achievers E. Strivers

26. Kristi goes shopping with a friend and notices her friend's new duct tape wallet. She thinks of her own worn wallet and realizes she needs a new one. In which stage of the consumer purchase decision process was Kristi when she had this realization? A. information search B. problem recognition C. purchase behavior D. alternative evaluation E. prepurchase cognition

260.In the VALS framework, consumers who place importance on image—not as evidence of power or status, but as an expression of cultivated tastes, independence, and character—are referred to as . A. Actualizers B. Innovators C. Achievers D. Makers E. Strivers

266.In the VALS framework, each consumer segment exhibits unique media preferences. Which segment is the heaviest reader of Reader's Digest? A. Strivers B. Believers C. Experiencers D. Survivors E. Makers

268.In the VALS framework, each consumer segment exhibits unique media preferences. Which segment would be the most likely to read business and news magazines? A. Experiencers B. Thinkers C. Believers D. Strivers E. Makers

276.Consumers' purchases are often influenced by the views, opinions, or behaviors of others. Two aspects of personal influence that are important to marketers are opinion leadership and . A. consumer socialization B. word-of-mouth activity C. peer pressure D. government regulation E. sales promotion

283.Popularity created by consumer word of mouth is called . A. hype B. buzz C. propaganda D. socialization E. buildup

29. Which stage in the consumer purchase decision process suggests criteria to use for the purchase, yields brand names that might meet the criteria, and develops consumer value perceptions? A. problem recognition B. information search C. alternative evaluation D. purchase decision E. postpurchase evaluation

38. Amy is an avid mystery reader and has decided to purchase a mystery book for her best friend. Since the two friends enjoy the same types of mysteries, Amy knows exactly which book her friend would like. When Amy was scanning her memory for various mystery book authors, she was engaged in A. problem recognition. B. an internal search. C. an external search. D. a purchase task. E. the creation of an antecedent state.

290.BzzAgent A. is the number one consumer information source in developing countries. B.captures honest word-of-mouth testimonials from satisfied customers who will promote new products or services. C. was the first on the Internet to create a public forum for new products. D counteracts false rumors or negative buzz for quality products or services that have been unjustly . accused on social networking websites. E uses ethnographic research techniques to discover subtle behavioral and emotional reactions to products . in their natural use environment.

293.A erence group to which a person actually belongs is referred to as a(n) A. primary B. membership C. aspiration D. dissociative E. integrated group.

296.An aspiration group is one A. to which a person belongs, including fraternities and social clubs. B. that a person wishes to be a member of or wishes to be identified with. C. that a person wishes to maintain a distance from because of differences in values or behaviors. D. that a person knows he or she can never really fit into because of basic cultural differences. E. that a person feels is significantly above him or her in terms of socioeconomics.

297.A al country club has a great golf course, swimming pool, tennis courts, and even a stable for horses. It also has numerous high-profile business people and local politicians as members. To attract new members, the club's board of directors should focus its marketing efforts on people who view its current members as a(n) group. A. achieving B. aspiration C. dissociative D. pressure E. involvement

299.If a fraternity or sorority wanted to attract new members, it should focus on people who view its current members as a(n) group. A. membership B. aspiration C. dissociative D. reference E. involvement

304.The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers is referred to as . A. consumer assimilation B. consumer socialization C. consumer lifestyle D. purchasing socialization E. purchasing enculturation

307.The concept that consists of the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors, is referred to as the A. family circle. B. family life cycle. C. family continuum. D. family socialization. E. household life cycle.

311.Which of the following statements about the family life cycle is most accurate? A. The majority of households today are composed of traditional families. B. The family life cycle concept describes a continuum along which developing families can be placed. C.Young marrieds with children represent a target market for recreational travel, automobiles, and consumer electronics. D. Young singles are more likely to buy life insurance than any other group. E. The most financially secure of any of the family groups is single parents with children.

319.When strolling through the grocery store, a toddler tells her mother, "I don't like carrots." Her mother puts down the carrots and chooses string beans instead. The role of the little girl in this purchase was that of . A. information gatherer B. influencer C. purchaser D. decision maker E. user

323.Relatively permanent, homogenous divisions in a society into which people sharing similar values, interests, and behavior can be grouped is referred to as a . A. subculture B. social class C. reference group D. family unit E. household

326.The most frequently used determinants of social class are A. lifestyle, behavior patterns, and values. B. occupation, education, and source of income. C. lifestyle, education, and income. D. education, ancestry, and income. E. income, family background, and occupation.

330.The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as . A. national character B. culture C. social class D. code of ethics E. ethnic ideology

333.Which of the following is the largest subculture in the United States? A. Asian American B. Hispanics C. Caucasian D. African American E. Native American

338.Among the three racial/ethnic subcultures in the United States, African Americans rank in terms of spending power. A. largest B. second largest C. third largest D. equal with Hispanics E. equal with Asian Americans

34. A(n) in the consumer purchase decision process occurs when consumers scan their memory for previous experiences with products or brands. A. problem recognition B. internal search C. external search D. purchase task E. antecedent state

341.An Asian family living in San Francisco for four generations has three children. The oldest son, George, is in medical school. Susan is a concert pianist at the age of 21. Fred is a second-year business student. This family is likely to exhibit which of the following Asian American buying patterns? A. non-assimilated, yet celebrating their culture by purchasing authentic Asian goods B. assimilated, exhibiting buying patterns very much like other typical American consumers C. assimilated, yet celebrating their culture by seeking traditional Asian occupations D. non-assimilated, because of the inherent diversity of Asian subcultures that transcends generations E. non-assimilated, exhibiting buying patterns very much like other typical American consumers

343.Which of the following statements about Groupon is most accurate? AIn the alternative evaluation stage of the consumer purchase decision process for Groupon, many . Groupon customers focus on place or distribution as the most important evaluative criterion. BIn the problem recognition stage of the consumer purchase decision process for Groupon, a need may be . triggered by a Groupon "deal of the day" e-mail to present potential customers with an opportunity to do (buy) something they may not ordinarily do. C.The typical Groupon user is a 35- to 44-year old male with an average income of about $25,000 who is looking for a great deal. D The Groupon purchase decision is made online and then confirmed by a telephone call when enough . consumers agree to the offer and the "deal tips." EGenerally, Groupon consumers rarely follow the purchase decision process like they do for other . consumer offerings because many of them do not have tablet devices.

46. An example of a public source of information consulted during an external search would include A. advertising. B. Consumer Reports magazine. C. sales personnel. D. friends and relatives. E. point of purchase displays in stores.

50. An example of a marketer-dominated source of information consulted during an external search would include A. personal experience. B. salespeople. C. consumer programs on talk radio stations. D. friends and relatives. E. Consumer Reports magazine.

58. Which of the following statements concerning evaluative criteria is most accurate? A.If the alternatives in a consideration set don't really satisfy them, people are not willing to continue the information search. B. Consumers often have several criteria for evaluating products. C. Evaluative criteria represent objective rather than subjective attributes. D. Evaluative criteria represent subjective rather than objective attributes. E. Ultimately, the most important evaluative criterion is price.

6. Many automobile dealerships employ a non-negotiable or "no haggle" price strategy to sell their cars. A customer who wants to buy a new or used car would pay the posted price. These dealers probably adopted this pricing policy because A. the industry was discussing the abandonment of self-regulation practices. B. women have an intense dislike of price negotiation, yet still want to buy a car. C. many recent immigrants into the United States were not accustomed to negotiation. D. women distrust men in general and car salesmen in particular. E. a sluggish economy guaranteed that negotiations would produce a less than adequate return on investment.

72. Firms such as General Electric (GE), Johnson & Johnson, Coca-Cola, and British Airways focus their attention on to maximize customer satisfaction and retention. A. value perception B. postpurchase behavior C. non-competitive pricing D. comparison pricing E. prepurchase behavior

74. Customer satisfaction is an important focus for marketers because A. marketing research is an expensive proposition; the fewer times it needs be done, the better. B. the financial value of a satisfied, loyal customer over time can be significant. C. customer value is a non-quantifiable marketing metric. D. attracting new customers is easier than keeping old ones. E. a 50 percent improvement in customer retention can increase a company's profits by 5 percent.

78. Rackspace U.S. Inc. is a Web hosting company. That means that if you want to have a website, you could buy not only Internet space from it but also technical support and design services. When its ad tells you that its users consider Rackspace, which is "the risk-free host because it offers dedicated and helpful support any time day or night," you know that Rackspace is most likely trying to do which of the following? A. identify its core values B. reduce new buyers' cognitive dissonance C. increase new buyers' cognitive dissonance D. produce a consideration set E. evoke problem recognition

79. You have just purchased a Samsung Galaxy S tablet device. As you head home from the store, you brood about whether your choice was right or whether you should have bought an Apple iPad 2 after seeing an ad for it on TV. This is most likely an example of A. indecisiveness. B. cognitive dissonance. C. postpurchase stress. D. market anxiety. E. extended problem solving.

8. Consumer behavior refers to A. the aspects of a consumer's decision-making processes that cannot be measured. Bthe actions a person takes in purchasing and using products and services, including the mental and . social processes that come before and after these actions. C. the five stages a buyer passes through in making choices about which product and service to buy. D. the mental and social processes that are innate in a person from birth. E. those behaviors that result from (1) repeated experience and (2) reasoning.

81. Connie Walker was happy with her newly purchased laptop. It had all the features she wanted, including wireless capability and a DVD drive. In addition, the $1,200 price tag was reasonable. As she took the computer out of the box, Walker noticed an advertisement in the local paper showing a similar computer that was on sale for only $1,000. Suddenly, Walker began to doubt her purchase decision—maybe she hadn't gotten such a good deal. Walker was most likely experiencing A. buyer's remorse. B. cognitive dissonance. C. selective discord. D. product dissonance. E. product uncertainty.

83. Involvement refers to A. the external influences that affect a consumer's purchase. B. the personal, social, and economic significance of the purchase to the consumer. C. the level of difficulty involved in making a purchase. D. the total number of people involved in the actual exchange process. E. the time, energy, and personal investment that will be required to use a product.

90. Which problem solving variation would likely be used for clothing, sheets, towels, or electric can openers? A. routine response behavior B. limited problem solving C. extended problem solving D. simulated selection E. integrated problem solving

94. Between classes, many college students stop at conveniently located vending machines for their favorite candy bars and soft drinks. Their choices are generally made quickly and with little or no effort to consider alternative product offerings. The college students described here are most likely involved in problem solving purchase situations. A. limited B. routine C. extensive D. intensive E. unlimited

37. A mother of two toddlers would most likely use an internal search of her prior experiences with products and brands when purchasing A. a gift for her babysitter. B. an iPhone. C. disposable diapers. D. a swing set. E. a weekend getaway.

159.Marketers recognize that people have an actual self-concept and . A. a view of self determined by their peers B. a view of self determined by their families C. a perfect self-concept D. an ideal self-concept E. a flawed self-concept

100.Which of the following is NOT a strategy used by marketers of high-involvement offerings? A. use personal selling to provide consumers with information B. use social media to create online experiences for the brand C. avoid stockout situations so that buyers don't substitute a competing brand D. use Internet search engines such as Microsoft Bing and Google to assist buyers E. run ads to provide consumers with information

111.The crowded aisles in retail stores at holiday time may cause shoppers to lose patience and decide on their purchases with far less thought than they otherwise would due to being uncomfortable. This situation is most closely related to which of the following situational influences? A. purchase task B. social surroundings C. physical surroundings D. temporal effects E. spatial surroundings

113.Temporal effects include A. the purpose of the purchase. B. other people present. C. the time of day of the purchase. D. the crowding in retail stores. E. the consumer's mood while engaged in the purchase. , and antecedent states.

115.Consumers with credit cards A. are less influenced by physical surrounding than those who pay by cash or check. B.are influenced to a certain extent by a retailer's physical surroundings to buy more with their credits cards than with cash. C. purchase more than those who purchase with cash or debit cards. D. purchase less than those who purchase with cash or debit cards. E. purchase less when accompanied by children than when in the company of other adults.

123.The energizing force that stimulates behavior to satisfy a need is referred to as a(n) A. personality. B. antecedent state. C. motivation. D. cognitive dissonance. E. perception.

128.The most basic needs are physiological, followed by safety, social, and personal. According to the hierarchy of needs, what category of needs is of the highest order? A. intellectual needs B. emotional needs C. self-actualization needs D. religious needs E. psychological needs

13. There are five stages in the consumer purchase decision process. The third stage is A. information search B. purchase decision C. alternative evaluation D. postpurchase behavior E. problem recognition

132.Those needs that are concerned with love and friendship are referred to as A. physiological B. safety C. social D. personal E. self-actualization needs.

158.Self-concept refers to A. the degree to which a person is influenced by situational influences. B. the need for personal fulfillment. C. the way people see themselves and the way they believe others see them. D. the degree to which a person trusts his or her own judgment in a purchase situation. E. the way people see others.

162.Perception refers to A. a person's consistent behaviors or responses to recurring situations. B. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. C.the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. D. seeing or hearing messages without being aware of them. E. those qualities that either attract or repel other members of a person's personal, social, or professional environment.

166.The tendency to pay attention to messages consistent with one's attitudes and beliefs and to ignore messages that are inconsistent is referred to as A. selective retention. B. selective comprehension. C. selective exposure. D. selective perception. E. stimulus discrimination.

168.Because Marla is so strongly committed to a fat-free diet, she did not see a recent report by the New England Journal of Medicine that suggested that some fat in our diet is healthy. The report was contained in an article of the newspaper that Marla reads daily, but the reason Marla did not see it is most likely the result of A. selective retention. B. selective comprehension. C. selective exposure. D. selective perception. E. stimulus discrimination. C 169.Interpreting information so that it is consistent with one's attitudes and beliefs is referred to as A. selective retention. B. selective comprehension. C. selective exposure. D. selective analysis. E. stimulus discrimination. B

172.Retailers can reduce problems associated with selective retention by A. hiring well-known celebrities to sponsor their products. B. adding more end-aisle and other point-of-purchase displays throughout the store. C. providing brochures for consumers to take home. D. adopting advertising campaigns that use bright colors and/or "Top 40" background music. E. offering extended service warranties.

176.In an attempt to sell more soft drinks and popcorn, a theater owner embedded very brief messages during the movie trailers before showing the feature film. The messages, which flashed on the screen for such a short time that moviegoers were not consciously aware of the messages, urged consumers to "Drink Coke" and to "Eat Popcorn." Research showed the messages were largely ineffective. This example suggests that A. selective perception overrides advertising messages. B. selective exposure is difficult for marketers to surmount. C. subliminal messages may have limited effects on behavior. D. subliminal perception enables marketers to take advantage of consumers. E. the messages violated the concept of selective comprehension.

183.When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, its strategy is to reduce a consumer's A. consumer angst B. cognitive dissonance C. perceived risk D. purchase anxiety E. consumer cynicism and encourage purchases.

190.Recall the famous experiment when Dr. Pavlov presented salivating dogs with food at the same time he rang a bell. Eventually, when Pavlov only rang the bell, the dogs would still salivate even though food was not presented. What consumer behavior principle was involved in this research? A. cognitive learning B. the scientific method C. behavioral learning D. attitude formation E. cognitive dissonance

194.One evening while watching TV, your stomach growls. You see an ad for Subway. You walk to the Subway shop and buy a sandwich, which tastes great. In terms of behavioral learning, seeing a TV ad for Subway is a . A. drive B. reinforcement C. cue D. response E. prompt

199.When a response elicited by one stimulus is generalized to another stimulus, it is called a A. selective comprehension. B. selective retention. C. stimulus generalization. D. stimulus discrimination. E. routine problem solving.

201.If McNeil Consumer Healthcare uses the same brand name for different products such as Tylenol Cold & Flu and Tylenol P.M. based on behavioral theory, this strategy is an example of A. selective comprehension. B. selective retention. C. stimulus generalization. D. stimulus discrimination. E. routine problem solving.

204.Linda contends that she can taste the difference between fat-free cheeses and those with regular fat content. Linda is exhibiting A. cognitive dissonance. B. selective retention. C. stimulus discrimination. D. selective comprehension. E. stimulus generalization.

209.A orable attitude toward and consistent purchase of a single brand over time is referred to as A. stimulus generalization. B. attitudinal discrimination. C. brand loyalty. D. behavioral loyalty. E. consumer allegiance.

212.Considerable research has documented that in many product categories, consumers are unable to distinguish among brands when given blind tests (i.e., taste or use of the products without labels). Such products include soft drinks, coffee, and cosmetics. Nonetheless, even when prices are similar, consumers have strong preferences for specific brands of these product categories. This strong brand preference is the result of A. extended problem solving. B. limited problem solving. C. routine problem solving. D. high-involvement problem solving. E. personal problem solving.

215.If you hold a personal value of being thrifty, then you probably will have a positive toward automobiles with good fuel economy. A. belief B. value C. attitude D. motivation E. perception

220.Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) changing beliefs about the extent to which a brand has certain attributes; (2) ; and (3) adding new attributes to the product. A. reinforcing the consumers' sense of self confidence in making wise purchase decisions B. actively educating consumers about the product's competitive advantages C. changing the perceived importance of attributes D. refocusing a consumer's attention from one attribute to another E. denigrating the attributes of competitors' products

223.The Ford Escape Hybrid SUV was the first of its kind on the market to use both electricity and gasoline to power this vehicle. Ford has targeted not only people who are excited about technology but also those who want to contribute to cleaner air. Ford set a goal to attract 20,000 buyers a year for this SUV. Ford is trying to change consumer attitudes by A. changing beliefs about the extent to which a brand has a specific attribute. B. changing the perceived importance of a specific attribute. C. adding a new attribute. D. reducing the perceived risk of the product. E. providing stimulus generalization to prospective buyers.

230.The VALS framework is an example of A. a personality assessment. B. cognitive learning theory. C. a psychographic system. D. a study on the hierarchy of needs. E. geodemographic segmentation.

234.In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. One segment of the two ideals-motivated groups, known as educated people who value order, knowledge, and responsibility. A. Makers B. Believers C. Thinkers D. Survivors E. Achievers , are mature, reflective, and well-

245.In the VALS framework, achievement-motivated consumers who a have lower levels of education and household income than Achievers are called . A. Believers B. Experiencers C. Strivers D. Makers E. Survivors

247.In the VALS framework, risk. A. ideals-motivated B. rewards-and-success-motivated C. self-expression-motivated D. achievement-motivated E. high-and-low-resource groups are consumers motivated by physical activity, variety, and

251. ______is a VALS group that is most likely to visit Internet chat rooms. A. Believers B. Makers C. Experiencers D. Achievers E. Innovators

254.In the VALS framework, consumers with fewer resources who are practical people, have constructive skills, value self-sufficiency, and are unimpressed by material possessions except those with a practical or functional purpose, are referred to as . A. Experiencers B. Thinkers C. Makers D. Believers E. Strivers

264.In the VALS framework, consumers with the least resources of any segment represent a modest market for most products and services, are loyal to favorite brands, especially if they can be purchased at a discount, and are referred to as . A. Strivers B. Believers C. Survivors D. Makers E. Thinkers

274.A sumer's purchases are often influenced by the views, opinions, or behavior of others. Two important aspects of personal influence to marketing are A. lifestyle and motivation. B. personality and lifestyle. C. opinion leadership and word-of-mouth activity. D. word-of-mouth activity and psychographics. E. psychographics and demographics.

275.A sumer's purchases are often influenced by the views, opinions, or behaviors of others. Two aspects of personal influence that are important to marketing are and word-of-mouth activity. A. parental guidance B. peer pressure C. opinion leadership D. government regulation E. psychographics

279.What percentage of adults is considered to be opinion leaders? A. 1 percent B. 5 percent C. 10 percent D. 25 percent E. It depends upon the type of product.

284.Word of mouth refers to A advertising or public service announcements that rely solely on auditory or voice messages to reach an . organization's target market. B.subjective, often negative, misconceptions that are passed from one person to another as the result of selective perception. C. the influencing of people during conversation. D.the intentional spreading of false information about a competitor's new product just prior to launch to harm its sales. E casual or unconstrained conversation or reports about other people or offerings, typically involving . details that are not confirmed as being true.

288.About 65 percent of BzzAgents are A. Fortune 500 CEOs. B. buzzing entrepreneurs. C. older than 25 years of age. D. women. E. men.

292.Reference groups refer to A the relatively permanent, homogeneous divisions in a society that consists of people who share similar . values, interests, and behaviors. B. individuals who exert direct or indirect social influence over others. C. people to whom an individual looks to as a basis for self-appraisal or as a source of personal standards. D. those buyers who, through the size of their purchases, affect where marketing dollars will be spent. E. those with whom a person does not wish to be a member of or identified with.

294.College students who wear sweatshirts displaying the Greek letters for fraternities or sororities to which they belong are demonstrating pride in a(n) group. A. dissociative B. aspiration C. membership D. identification E. political

295.A erence group that a person wishes to be a member of or wishes to be associated with is referred to as a(n) group. A. preference B. membership C. aspiration D. assimilation E. integrated

3. Enlightened carmakers hired women designers, engineers, and marketing executives to better understand the way women decide to buy cars. They learned that A.meeting the expectations of men during the car purchasing process was more difficult than meeting those of women. B. men make the majority of car purchasing decisions. C. women and men think differently about the car-buying experience. D. women care more about quality than men. E. men care more about price than women.

30. The question "How long is the warranty for this new Frigidaire dishwasher?" would be asked during the stage in the consumer purchase decision process. A. problem recognition B. alternative evaluation C. information search D. purchase decision E. comparison

301.In the United States, there are two major political parties whose members disagree with each other on a variety of issues. Both Republicans and Democrats view one another as being part of a(n) group. A. membership B. aspiration C. dissociative D. reference E. involvement influences on consumer behavior results from

303.Consumer behavior that results from consumer socialization, passage through the family life cycle, and decision-making within the family or household is referred to as influence. A. psychographic B. demographic C. family D. reference group E. personal

305.Consumer socialization refers to A the distinct phases that a family progresses through from formation to retirement, each phase bringing . with it identifiable purchasing behaviors. B. the people to whom an individual looks as a basis for self-appraisal or as a source of personal standards. C. the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers. Dthe modes of living that are identified by how people spend their time and resources, what they consider . important in their environment, and what they think of themselves and the world around them. E the relatively permanent, homogeneous divisions in a society into which people sharing similar values, . interests, and behavior can be grouped.

312.The two major styles of family decision making are A. joint and judgmental. B. spouse-dominant and spouse-submissive. C. joint and spouse-dominant. D. democratic and autocratic. E. active and passive.

325.The term is defined as the relatively permanent, homogeneous divisions in a society into which people sharing similar values, interests, and behavior can be grouped. A. socioeconomic stratum B. seller segmentation C. social class D. value and lifestyle group E. cultural cluster

327.A son's occupation, source of income (not level of income), and education determine his or her A. personal reference group. B. market segment. C. social class. D. role in family decision making. E. VALS segment.

332.Subcultures refer to A.subgroups within the larger national culture, whose values and beliefs are diametrically opposed to foreign cultures. B. groups within organizations whose values and beliefs influence the corporate culture. C. subgroups within the larger, or national, culture with unique values, ideas, and attitudes. D. stakeholder groups outside an organization whose values and beliefs are contrary to the corporate culture. Ethe designation given to people between the ages of 13 and 24 whose values and beliefs are not yet fully . formed but are still influenced both by their families and society.

344.All of the following are challenges that Groupon faces EXCEPT: A. The goal of Groupon and its business partners is to have Groupon users become repeat purchasers. B. Groupon faces an extraordinary level of competition because the daily deal technology is easy to copy. C Most of the Groupon deals are profitable for the merchants because their profitability is based on . volume sales and not the profit margin of a single sale. D.Some consumers buy the coupons but never use them, eventually leaving them dissatisfied and unlikely to use Groupon again. EGroupon must develop a comprehensive understanding of the differences in international buying . behaviors to continue its explosive growth outside the United State

42. Emily wants to purchase a new computer. She is unsure about what hardware and software she will need. As a result, she has begun asking for advice from friends and relatives. In addition, she has talked to several computer salespeople at Apple and Best Buy and has looked at some websites. Emily is engaging in A. problem recognition. B. an internal search. C. an external search. D. a purchase task. E. the creation of an antecedent state.

43. Relatives and friends whom the consumer trusts are known as of external information. A. relational sources B. marketer-dominated sources C. personal sources D. stakeholder sources E. public sources

51. An example of a marketer-dominated source of information consulted during an external search would include A. personal experience. B. Consumer Reports magazine. C. advertising. D. consumer programs on talk radio stations. E. friends and relatives.

52. The information search stage clarifies the problem for the consumer by: (1) ; (2) yielding brand names that might meet the criteria; and (3) developing the consumer value perception that each alternative presents. A. determining appropriate price ranges B. selecting the type of purchase outlet C. suggesting criteria to use for the purchase D. minimizing cognitive dissonance E. establishing a purchase timeline

55. Keisha is buying a new car in keeping with her role as the newest vice president of her company. She was overheard telling a coworker, "The Volvo has reclining bucket seats but the Cadillac has front and back stereo speakers." Keisha is currently in which stage of the purchase decision process? A. problem recognition B. information search C. alternative evaluation D. purchase decision E. postpurchase evaluation

59. The Ford Escape uses hybrid fuel technology to deliver more power, convenience, prestige, and fuel economy than non-hybrid cars. The attributes listed for the Ford Escape are those that consumers consider when assessing the car. These attributes are a consumer's A. hot buttons. B. informational alternatives. C. evaluative criteria. D. buying-decision choices. E. consumer attributes.

61. The group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware, is referred to as A. evaluative set. B. evolved set. C. consideration set. D. alternative selection group. E. aspiration group.

68. Once a consumer has completed the alternative evaluation stage of the consumer purchase decision process, two choices remain, which are A. to use credit or to pay cash. B. to buy one or buy several if a deal is offered. C. from whom to buy and when to buy. D. to buy immediately or wait for it to go on sale. E. to buy in person or to buy online.

7. The set of actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, is referred to as A. purchase decisions. B. market research. C. consumer behavior. D. consumer conduct. E. purchase protocols.

77. Cognitive dissonance refers to A.feelings of guilt for purchasing a product or service that was not consistent with a consumer's moral or ethical beliefs. B. feelings of discomfort associated with purchasing something purely for the sake of prestige. C the feeling of postpurchase psychological tension or anxiety consumers may experience when faced . with two or more highly attractive alternatives. D. feelings of discontent after a purchase has been made when the product fails to perform up to expectations. E feelings of discontent before a purchase has been made when the customer finds out that he or she paid . more for the product than necessary.

80. How would consumers who purchased a new and innovative Nike LunarGlide+ 3 running shoe try to reduce any cognitive dissonance they feel? A. use only an internal information search B. have little or no problem solving involvement C. read ads for the new running shoe even after the purchase has been made D. use routine problem solving E. If the shoe is comfortable and gives the requisite support, there will be no cognitive dissonance.

85. For high-involvement purchases, consumers typically do all of the following EXCEPT: A. consider many product attributes. B. participate in word-of-mouth communication. C. consider few sellers. D. consider many brands. E. engage in extensive information search.

88. Robin wants to find the perfect gift for her grandparents' 50thwedding anniversary. She started looking for the gift last month and expects to spend another couple of months if needed to find a gift they both will like. Robin is engaging in A. B. C. D. E. A. limited problem solving B. extended problem solving C. short-term problem solving D. routine problem solving E. relational problem solving routine problem solving. limited problem solving. extended problem solving. problem recognition. integrated problem solving. , consumers typically seek some information or rely on a friend to help them evaluate

9. Consumer behavior includes the actions a person takes in purchasing services and using products and services, including A. the mental and physical processes that come before and after these actions. B. the financial and psychological processes that take place before and during these actions. C. the mental and social processes that come before and after these actions. D. the financial and emotional processes that take place before and after these actions. E. the cognitive and attitudinal processes that take place before, during, and after these actions.

93. Which problem solving variation would normally be used to purchase items such as cereal or laundry detergent? A. limited problem solving B. extended problem solving C. routine problem solving D. situational problem solving E. integrated problem solving

161.The process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world is referred to as . A. motivation B. attitude formation C. learning D. perception E. illumination

1. Women buy what percentage of new cars? A. 15 percent B. 30 percent C. 45 percent D. 60 percent E. 75 percent

104.All of the following are five situational influences can have an impact on a consumer's purchase decision process EXCEPT: A. physical surroundings. B. purchase task. C. temporal effects. D. consumer socialization. E. antecedent states.

114.Many consumers buy a subscription for printed newspapers and have them delivered to their homes by 5:00 AM so that they can read them during breakfast. This purchase is an example of which situational influence? A. purchase task B. social surroundings C. physical surroundings D. temporal effects E. antecedent states

125.In the hierarchy of needs, needs involve self-preservation as well as physical and financial well-being. A. physiological B. social C. personal D. safety E. self-actualization

130.Those needs that are represented by the need for achievement, status, prestige, and self-respect are referred to as A. physiological B. safety C. social D. personal E. self-actualization needs.

133.eHarmony claims to be the world's most trusted online dating website. Its appeal is to satisfy consumers' needs. A. physiological B. personal C. safety D. social E. psychological

15. There are five stages in the consumer purchase decision process. The fifth stage is . A. information search B. purchase decision C. alternative evaluation D. postpurchase behavior E. problem recognition

154.Personality refers to Aa mode of living that is identified by how people spend their time and resources, what they consider . important in their environment, and what they think of themselves and the world around them. B. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. C.the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. D. a person's consistent behaviors or responses to recurring situations. E. those qualities that either attract or repel other members of a person's personal, social, or professional environment.

164.Because the average consumer operates in a complex environment, the human brain attempts to organize and interpret information with a process referred to as A. selective retention. B. selective attention. C. selective exposure. D. selective perception. E. stimulus discrimination.

167.Selective exposure is most likely to occur during which stage of the consumer purchase decision process? A. information search B. purchase decision C. alternative evaluation D. postpurchase behavior E. problem recognition

177.Which of the following statements about subliminal perception is most accurate? A The Federal Communications Commission (FCC) believes that subliminal perception is effective with . a sizeable number of consumers. B. Subliminal messages are illegal in the United States. C Subliminal messages are more effective now due to the advances in computer-generated images and . graphics in movies and TV programs. D. About half of U.S. consumers think that subliminal messages can cause them to buy things they don't want. E. The use of subliminal messaging is monitored by the Better Business Bureau.

181.The fear of physical harm, the size of financial outlay required to buy the product, product performance, and even the lack of approval of friends are all examples of factors that contribute to A. consumer angst. B. cognitive dissonance. C. purchase anxiety. D. perceived risk. E. consumer cynicism.

184.When Kia Motors offers a 10-year, 100,000-mile warranty for the Kia Soul automobile, its strategy is to reduce consumers' A. behavioral learning B. cognitive learning C. brand loyalty D. perceived risk E. postpurchase dissonance and encourage purchases.

185.Laura was thrilled to begin her new job after she graduated from college. Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job? A. a subscription to The Wall Street Journal B. a smartphone C. flowers to decorate her new apartment D. a new outfit for her first day at work E. a pair of jeans to wear on weekends

195.A is the action taken by a consumer to satisfy a drive. A. cue B. demotivator C. motivator D. response E. stimulus

200.Using the same brand name for different products, such as Tylenol Cold & Flu and Tylenol P.M., is an example of A. selective comprehension. B. selective retention. C. stimulus discrimination. D. stimulus generalization. E. routine problem solving.

202.A son's ability to perceive differences in stimuli is referred to as A. selective comprehension. B. selective retention. C. stimulus generalization. D. stimulus discrimination. E. routine problem solving.

208.The back of a box of Hinode Harvest Blend rice mix suggests cooking with chicken broth for added flavor. This is an example of A. using a behavioral learning technique. B. reducing perceived risk. C. create stimulus generalization. D. using a cognitive learning technique. E. using an attitudinal learning technique.

211.Which of the following statements about brand loyalty is most accurate? A. Learning has little affect on brand loyalty because most habits are instinctual. B. Brand loyalty increases the perceived risk associated with impulse purchases. C. The incidence of brand loyalty is steadily rising in North America. D. Brand loyalty results from the positive reinforcement of previous actions. E. The best way to enhance brand loyalty is to brand all new products with the same brand name.

218.Beliefs refer to A. a person's consistent behaviors or responses to recurring situations. B. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. C.the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. D. a consumer's subjective perception of how a product or brand performs on different attributes. E. the moral and ethical precepts that guide a person's behavior.

219.Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) ; (2) changing the perceived importance of attributes; and (3) adding new attributes to the product. A. reinforcing the consumers' sense of self confidence in making wise purchase decisions B. actively educating consumers about the product's competitive advantages C. refocusing a consumer's attention from one attribute to another D. changing beliefs about the extent to which a brand has certain attributes E. denigrating the attributes of competitors' products

226.A e of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them is referred to as A. culture. B. psychographics. C. social class. D. lifestyle. E. reference group.

229.Which of the following statements about psychographics is most accurate? APsychographics is unable to provide actionable information about potential customers since the data . obtained from the research is too subjective to be reliably interpreted and acted upon. B. Although helpful in segmenting markets, psychographics is limited in its ability to target consumers. C.Psychographics combines demographic data, psychological data, and actual spending data of consumers to create VALS profiles. D Psychographics combines psychology, lifestyle, and demographics to uncover consumer motivations . for buying and using offerings. E Psychographic data is extremely vulnerable to current social trends and therefore is best suited to new . market-product combinations rather than existing ones.

235.In the VALS framework, those consumers who are practical and deliberate information-seekers, and who value durability and functionality in products over styling and newness, are called A. Experiencers. B. Achievers. C. Believers. D. Thinkers. E. Innovators.

240.In the VALS framework, consumers who are looking for products and services that demonstrate success to their peers or to a peer group they aspire to are called a(n) A. ideals-motivated group. B. rewards-and-success-motivated group. C. self-expression-motivated group. D. achievement-motivated group. E. high-and-low-resource group.

241.In the VALS framework, consumers motivated by achievement look for products and services that demonstrate success to their peers or to a peer group they aspire to. One segment of the two achievement- motivated groups, known as , have a busy, goal-directed lifestyle and a deep commitment to career and family. Image is important to them. A. Experiencers B. Believers C. Makers D. Achievers E. Thinkers

25. When the marketing student said, "It's really hard for me to get to class on time without a car," she was entering which stage of the consumer purchase decision process? A. purchase decision B. alternative evaluation C. information search D. problem recognition E. postpurchase behavior

252.In the VALS framework, consumers motivated by self-expression desire social or physical activity, variety, and risk. One segment of the two self-expression-motivated groups, known as , express themselves and experience the world by working on it—raising children or fixing a car. A. Strivers B. Experiencers C. Believers D. Makers E. Survivors

259.In the VALS framework, consumers who are receptive to new ideas and technologies and like variety in their lives are referred to as . A. Experiencers B. Makers C. Achievers D. Innovators E. Strivers

261.Dutch tulip growers have developed pre-sprouted bulbs, which will bloom in consumers' gardens just a few weeks after spring planting so people who didn't or couldn't plant bulbs in the fall will have spring flowers. Nurseries plan to promote the pre-sprouted tulips to people who appreciate "finer things" and will pay the premium price. Which of the following VALS segments would be most suitable for this product? A. Survivors B. Believers C. Makers D. Innovators E. Experiencers

263.In the VALS framework, consumers can have abundant or minimal level of psychological, physical, and material resources. One segment with minimal resources, known as , focuses on meeting basic needs (safety and security) rather than fulfilling desires. A. Thinkers B. Innovators C. Makers D. Survivors E. Strivers

265.Two VALS segments stand apart; one represents the group with the highest resources and innovation and the other represents the lowest resources and innovation. These two groups are the and the . A. Thinkers; Believers B. Strivers; Survivors C. Achievers; Strivers D. Innovators; Survivors E. Experiencers; Makers

27. In marketing, advertisements or salespeople can activate a consumer's purchase decision process by A. creating a sense of fear or guilt. B. manipulating a customer's want into a need. C. promising product attributes that exceed the actual product potential. D. showing the shortcomings of competing (or currently owned) products. E. shifting the consumer's focus from internal search to external search.

278.Opinion leaders refer to A. individuals within an organization who influence decision-making. B. individuals who are able to use moral suasion to get others to comply with the latest trends. Cindividuals in an organization who encourage other paid individuals to forward marketer-initiated . messages to others via e-mail, social networking websites, and blogs. D. individuals who exert direct or indirect social influence over others. E. individuals who are able and willing to cut red tape and move an organization's marketing program forward.

280.Your company is introducing a new line of activewear for teenagers and invites the members of the cheerleading squad to a private display of the line. This group consists of for activewear clothing. A. lifestyle makers B. aspirational people C. autonomous leaders D. opinion leaders E. joint decision makers

282.The influencing of people during conversation is referred to as A. opinion formations. B. peer persuasion. C. interpersonal gossip. D. word of mouth. E. consumer socialization.

287.BzzAgent is a firm that specializes in a marketing strategy known as A. sting. B. teaser advertising. C. swarm. D. buzz. E. viral marketing.

300.A erence group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as a(n) group. A. socialization B. membership C. aspiration D. dissociative E. integrated

302.___three sources: consumer socialization, passage through the family life cycle, and decision-making within the family or household. A. Functional B. Situational C. Social D. Family E. Personal

306.Beth gives her daughter Megan an allowance of $5 a week. On Friday, Beth takes Megan shopping to select whatever item she wants to buy. If the desired item costs more than $5, Megan's mother suggests she save her money until she has enough saved to pay for the desired item. When Megan is finally able to purchase the item of her choice, she is allowed to pay for it herself, including engaging with the sales clerk to complete the purchase experience. In this way, Beth encourages the development of Megan's A. consumer assimilation. B. consumer acculturation. C. purchasing socialization. D. consumer socialization. E. purchasing enculturation.

308.The family life cycle concept refers to Athe distinct phases a family progresses through from the birth of children to when the children leave . home, each phase bringing with it identifiable purchasing behaviors. B the distinct phases a family progresses through from the birth of children to retirement, each phase . bringing with it identifiable purchasing behaviors. Cthe distinct phases a blended family progresses through from marriage to separation, divorce, and . remarriage, each phase bringing with it identifiable purchasing behaviors. D the distinct phases a family progresses through from formation to retirement, each phase bringing with . it identifiable purchasing behaviors. E. the intergenerational purchasing habits and product preferences that are passed down from one generation to the next.

314.Which type of purchase is most likely to be the result of joint decision making? A. groceries B. children's toys C. medicine D. home appliances E. breakfast cereal

316.The five roles of individual family members in the purchase decision process are A. membership group, aspiration group, opinion leader, decision maker, and user. B. sustainer, experiential, belonger, emulator, and achiever. C. opinion leader, influencer, decision maker, purchaser, and user. D. information gatherer, influencer, decision maker, purchaser, and user. E. need driven, inner directed, outer directed, opinion leader, and decision maker.

60. When purchasing a computer, factors the consumer considers prior to purchase are called , which represent both the objective attributes of a brand and the subjective ones used to compare different products and brands. A. hot buttons B. informational alternatives C. buying-decision choices D. evaluative criteria E. consumer attributes

317.When Keith Monroe told his father the family needed a new computer, the father told Keith to determine what features it should have. Keith's mother suggested the new computer needed an ergonomic keyboard because she was having some problems with her wrists. Wendy, Keith's sister, asked that the new computer have a lot of memory so she can edit her photos more quickly. Mr. Monroe said what they bought would depend on what Keith learned. Which of the following sentences best describes the roles each family member played in making this decision? A. Keith's mother and Wendy acted as information gatherers, users, and decision makers. B. Keith took on all the roles except that of purchaser. C. Keith's father took on all of the roles. D. Wendy acted as a user and an influencer. E. Keith's mother acted as an information gatherer, a user, an influencer, and a gatekeeper.

32. The Ford Escape uses hybrid fuel technology to deliver more power, convenience, prestige, and fuel economy with the latest in technology than non-hybrid cars. These criteria would be identified in which stage of the consumer purchase decision process for an automobile? A. problem recognition B. needs analysis C. purchase decision D. information search E. postpurchase evaluation

322.What is the annual market size for the products bought by or for preteens and teenagers? A. $100 million B. $2 billion C. $10 billion D. $200 billion E. $1 trillion

324.Social class refers to A.groups of people to whom an individual looks as a basis for self-appraisal or as a source of personal standards. B. a mode of living that is defined by how people choose to spend their discretionary income and leisure time. C. subgroups within the larger, or national, culture with unique values, ideas, and attitudes. D relatively permanent, homogenous divisions in a society in which people sharing similar values, . interests, and behavior can be grouped. Ea mode of living that is identified by how people spend their time and resources, what they consider . important in their environment, and what they think of themselves and the world around them.

33. Scanning your memory for previous experiences with products or brands is called A. problem recognition. B. alternative evaluation. C. cognitive dissonance. D. internal search. E. external search.

331.Subgroups within the larger, or national, culture with unique values, ideas, and attitudes are referred to as A. reference groups. B. families. C. social classes. D. subcultures. E. normative groups.

337.Which of the following statements about African American buying patterns is most accurate? A. There are very few differences between African Americans and Caucasians. B. African American men spend more on health and beauty products than Caucasian men do. C. The typical African American family is five years older than the typical Caucasian family. DAfrican American buying power is still affected by the negative consequences of disparities in . employment and educational opportunities in earlier American history. E. African Americans are not price conscious.

339.Which of the following statements about Asian American buying patterns is most accurate? A. There is no real diversity among Asian American subcultures. B.Assimilated Asian Americans exhibit buying patterns that are very different from the typical American consumer. C.Because McDonald's standardizes its products across all cultures, it does not actively market to Asian Americans. D. The Asian American subculture is the most entrepreneurial in the United States. E Consumer research on Asian Americans suggests individuals and families divide into three groups— . assimilated, non-assimilated, and recent immigrants.

342.Groupon built its business model on the premise that A. consumers would be receptive to online sweepstakes. B. businesses would be willing to post their 30-second TV advertising on a social network. C. consumers would want to "check in" and earn points and badges for visiting businesses. Dconsumers would band together and try a new product or service if businesses would offer lower prices . to entice them to take advantage of a daily "deal" offered to them. E.consumers would be willing to pay for fun and exciting online video games that are playable on their smartphones and tablet devices.

35. When the elementary teacher needed to buy poster board for her class, she remembered that she had previously found some poster board at her local 99¢ Only, Walgreen's, and Family Dollar stores. What term best describes the information search method used by the teacher? A. personal external source B. public external source C. market-dominated external source D. internal search E. market-dominated internal source

4. Which of the following statements about how women buy cars today is most accurate? A. Women have definite likes or dislikes when buying a car, but they don't feel comfortable expressing their opinions. B. Most women actually enjoy the price negotiation process. C. The issue of "speed" is an important factor to men but not really important to women. DWomen are more likely to make their car purchase selection as a result of information provided by a . friend or a relative than from promotional information. E. Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage.

41. When past experience is insufficient, the risk of making a wrong decision is high, and the cost of gathering information is low, a consumer is more likely to use an for information. A. internal search B. informal search C. expert directed search D. external search E. experiential search

44. Various product-rating organizations such as government agencies and TV "consumer programs" are called A. relational sources. B. marketer sources. C. personal sources. D. public sources. E. stakeholder sources.

45. An example of a public source of information consulted during an external search would include A. advertising. B. relatives. C. salespeople. D. product-rating organizations. E. friends.

47. There are various nonprofit publications dedicated to assisting in consumer education and decision- making. Examples of these public sources of information for an external information search include Consumer Reports, A. advertisements B. sales personnel C. friends and relatives D. government agencies E. point of purchase displays , and TV "consumer programs."

56. The objective and subjective attributes of a brand that consumers use to compare different products and brands are referred to as A. temporal states. B. antecedent states. C. information sources. D. evaluative criteria. E. the consideration set.

63. BMW StreetCarver is a skateboard that features BMW's technology in its wheel suspension, which stabilizes the board's sleek design and allows for greater control around sharp curves. BMW wants its skateboard to be within the consideration set of potential skateboard buyers. In this case, it most likely should focus on A. reducing the postpurchase dissatisfaction that may result from purchasing its product. B. making sure its advertisements get on the air during sporting events such as ESPN's X-Games. C. making appeals directed towards motivational ego needs. D.explaining the sleek design of the StreetCarver in advertising so that the brand becomes part of a skateboarder's consideration set. E. creating personality profiles for skateboarders

70. Steve overheard one of his coworkers in a phone conversation say, "Thank you for taking my call so quickly. I'd like to order the 16-gigabyte iPad. I'll pick it up today at the Southdale Apple store. Can I use the easy pay plan?" The coworker was in which stage of the consumer purchase decision process? A. problem recognition B. alternative evaluation C. information search D. purchase decision E. postpurchase evaluation

75. Sophisticated firms have learned the marketing lesson that A. it is a lot easier to find new customers than to retain existing ones. B. according to research, it is equally costly to acquire new customers as it is to retain existing ones. C existing customers do not spend as much as new customers since that latter like the old products rather . than the new ones new customers like. D. the buying experience, customer satisfaction, and retention can increase firm profits. E unless a marketing promotion to retain customer loyalty can increase market share by at least 5 percent, . it is not worth the expenditure.

84. High-involvement purchases typically have which of the following sets of characteristics? A. The item is inexpensive, can have serious personal consequences, or could reflect on one's social image. B. The item is inexpensive, has no serious personal consequences, but could reflect on one's social image. C. The item is expensive, has no serious personal consequences, but could reflect on one's social image. D. The item is expensive, can have serious personal consequences, or could reflect on one's social image. E. The item is inexpensive, has no serious personal consequences, and would not reflect on one's social image.

103.Five situational influences have an impact on a consumer's purchase decision process. They are: , social surroundings, physical surroundings, temporal effects, and antecedent states. A. competitive offerings B. core values C. perception D. consumer socialization E. purchase task

106.Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, , physical surroundings, temporal effects, and antecedent states. A. competitive offerings B. motivation C. core values D. brand loyalty E. social surroundings

11. There are five stages in the consumer purchase decision process. The first stage is . A. information search B. purchase decision C. alternative evaluation D. postpurchase behavior E. problem recognition

110.Which of the following is NOT part of the physical surroundings of a retail store that can influence how purchase decisions are made? A. decor B. crowding C. lighting D. music E. time of day

116.The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness? A. purchase task B. social surroundings C. physical surroundings D. psychological effects E. antecedent states

122.Sociocultural influences, which affects the consumer purchase decision process, include all of the following EXCEPT: A. personal influence B. reference groups C. family influences D. culture and subculture E. values, beliefs, and attitudes

126.Needs involving personal fulfillment are called . A. physiological B. safety C. social D. personal E. self-actualization

129.The long-running U.S. Army recruiting advertisement that invited enlistees to "Be All You Can Be" appeals to which of hierarchy of needs level? A. physiological needs B. safety needs C. social needs D. personal needs E. self-actualization needs

153.A son's consistent behaviors or responses to recurring situations is referred to as A. motivation. B. core values. C. culture. D. perception. E. personality.

165.A indrome is a word or phrase that reads the same whether read from right or left (e.g., madam). Originally, Marshall was unaware of the term. However, once he read an article about palindromes for his English class, he saw three examples of the term that week. This is most likely the result of A. selective retention. B. selective attention. C. selective intuition. D. stimulus discrimination. E. selective perception.

180.Perceived risk is A. an unmerited fear of being taken advantage of in an exchange situation. B the feeling of postpurchase psychological tension or anxiety consumers may experience when faced . with two or more highly attractive alternatives. C. the degree to which a seller is willing to make an exchange based upon a customer's credit worthiness. D. the personal, social, and economic significance of the purchase to the consumer. E.the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences.

182.All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases EXCEPT: A. securing endorsements from influential people. B. providing warranties and guarantees. C. providing free trials of the product. D. obtaining seals of approval. E. using subliminal advertising.

186.Those behaviors that result from (1) repeated experience and (2) reasoning is referred to as A. psychosocial edification. B. acculturation. C. attitudinal identification. D. wisdom. E. learning.

188.The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as . A. perceptual learning B. retentive learning C. functional learning D. motivated learning E. behavioral learning

192.One evening while watching TV, your stomach growls. You see an ad for Subway. You walk to the Subway shop and buy a sandwich, which tastes great. In terms of behavioral learning, your hunger is a . A. reinforcement B. cue C. response D. prompt E. drive

197.A is the reward that is given to a consumer. A. cue B. stimulus C. motivator D. response E. reinforcement

2. Women influence what percentage of new car-buying decisions? A. 15 percent B. 20 percent C. 40 percent D. 60 percent E. 80 percent

205.Comparative advertising, in which one brand is compared to another, is intended to cause consumers to perceive differences between the products featured in the advertising. Marketers who use comparative advertising are trying to use to make consumers believe that its product is better than a competitor's offering. A. cognitive dissonance B. selective retention C. selective comprehension D. stimulus generalization E. stimulus discrimination

214.An attitude refers to A. a person's consistent behaviors or responses to recurring situations. B.the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. Ca consumer's subjective perception of how a product or brand performs on different attributes based on . personal experience, advertising, and discussions with other people. D. the feelings one has about the preferable modes of conduct that tend to persist over time. E. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

227.Lifestyle refers to A. the set of behaviors that is a result of spending one's time and money as one pleases. B. a mode of living that is defined by one's personal moral philosophy. C. the similar values, interests, and behaviors that members of society share. D a self-defined identification of belonging to a lower, lower-middle, middle, upper-middle, or upper . class in terms of values, attitudes, and beliefs. Ea mode of living that is identified by how people spend their time and resources, what they consider . important in their environment, and what they think of themselves and the world around them.

232.Which of the following statements about the VALS framework is NOT true? AConsumers are inspired by one of three primary motivations—ideals, achievement, and self- . expression—that give meaning to their self or the world and govern their activities. B Consumers are motivated to buy products and services and seek experiences that give shape, substance, . and satisfaction to their lives. C. The VALS framework seeks to explain why and how consumers make purchase decisions. D. The VALS framework identifies eight consumer segments. E The different levels of resources people may possess (money, time, talents, etc.) have no effect on the . expression of their primary motivation.

242.In the VALS framework, consumers who favor established, prestige products and services and are interested in time-saving devices given their hectic schedules are called A. Thinkers. B. Believers. is a VALS group that are the heaviest readers of Reader's Digest. A. Experiencers B. Believers C. Makers D. Achievers E. Innovators C. Strivers. D. Experiencers. E. Achievers.

243. is a VALS group that would be the most likely to read business and news magazines such as Fortune and Time. A. Experiencers B. Believers C. Makers D. Achievers E. Innovators

250.In the VALS framework, consumers who enjoy the new, the offbeat, and the risky as well as find outlets in exercise, sports, outdoor recreation, and social activities are referred to as . A. Believers B. Strivers C. Achievers D. Makers E. Experiencers

253.In the VALS framework, self-expression-motivated consumers who have fewer resources and express themselves and experience the world by working on it, are referred to as . A. Experiencers B. Thinkers C. Strivers D. Believers E. Makers

256.In the VALS framework, two segments stand apart based on their abundance or lack of psychological, physical, and material . A. ideals B. rewards C. self-expression D. achievement E. resources

258._____is a VALS group that is composed of successful, sophisticated, take-charge people with high self-esteem and abundant resources. A. Actualizers B. Thinkers C. Achievers D. Believers E. Innovators

262.You are a consumer electronics manufacturer and will introduce a new high-quality Internet-capable, 3D LED HDTV during the next six months. In the past, you have had success using lifestyle analysis, particularly the VALS system, to help you profile your customers. Which of the following VALS profiles would be the most logical target market for your new product? A. Survivors B. Believers C. Experiencers D. Achievers E. Innovators

277.Individuals who exert direct or indirect social influence over others are referred to as A. decision makers. B. achievers. C. innovators. D. buzz managers. E. opinion leaders.

285.What percentage of U.S. product sales are directly tied to word of mouth activity among friends, family, and colleagues? A. 10 percent B. 25 percent C. 33 percent D. 50 percent E. 67 percent

289.BzzAgent researches a product or service before committing to a campaign and rejects about of the companies that seek its service. A. 20 percent B. 40 percent C. 50 percent D. 70 percent E. 80 percent

291.People to whom an individual looks as a basis for self-appraisal or as a source of personal standards are referred to as A. action-oriented consumers. B. spokespersons. C. opinion leaders. D. social classes. E. reference groups.

31. In which stage in the consumer purchase decision process would a consumer ask, "Is installation included in the price of this 3D plasma HDTV?" A. problem recognition B. alternative evaluation C. purchase decision D. evaluation E. information search

313.Spouse dominant decision-making implies that A. the husband makes the majority of the purchase decisions. B. the wife makes the majority of the purchase decisions. C. both the husband and the wife make the purchase decisions together. D. the wife and the husband alternate with respect to their purchase decisions. E. either the husband or the wife is primarily responsible for purchase decisions.

318.It is time for the Ramirez family to plan its annual vacation. The father wants to stay home this year and use the vacation money to work on the house. The paternal grandmother who lives with them wants to visit relatives in New York. The father asks his mother to determine how much a trip to New York would cost the family and if they could stay with relatives while they were there. The mother and the daughter, Mary, want to go to the beach. Which of the following sentences best describes the roles each family member played in making this decision? A. There is no family member serving as an information gatherer. B. The only role played by the mother and the grandmother is influencer. C. The females in the family only play two roles—users and influencers. D. Since the father will make the final vacation decision, he has taken on all of the roles. E. The grandmother plays the roles of user, influencer, and information gatherer.

321.Samantha was often "on call" at the hospital, so her husband Ari, an amateur chef, prepared most of the meals for the family. As an anniversary gift, Samantha and her children decided to buy Ari a top-of-the- line professional cook stove. Ari's primary role in this process what that of . A. information gatherer B. influencer C. purchaser D. decision maker E. user

328.Which of the following statements about social class is most accurate? A. Social class is purely a U.S. phenomenon. B. Persons within the same social class do not exhibit common attitudes, lifestyles, and buying behaviors. C. Companies cannot use social class as a basis for describing a target market. D. A person's lifestyle, income level, and occupation determine his or her social class. E. Social class is relatively permanent and homogeneous.

336.Which of the following statements about African American buying patterns is most accurate? A. African Americans spend more on products for girls, especially in terms of clothing. B There are significant differences between the buying patterns of African Americans and Caucasians of . similar socioeconomic status. C. African Americans are not price conscious but are strongly motivated by quality and choice. D. Adult African Americans spend half as much on online services than Caucasians. E When socioeconomic status differences between African Americans and Caucasians are removed, there . are more similarities than points of difference.

340.Asian Americans who are conversant in English, highly educated, hold professional and managerial positions, and exhibit buying patterns very much like typical American consumers are referred to as . A. socialized B. upper class C. nonassimilated D. subcultured E. assimilated

36. Bob's friend Mike turns 21 next week. Bob decided to purchase Mike an MP3 music player as a present. Because Bob has purchased several consumer electronic devices over the past five years, he scanned his memory for various brand options. This is an example of what part of the consumer purchase decision process? A. memorization B. external search C. evaluative criteria D. antecedent states E. internal search

48. Sources of external information that originate with the sellers of products and services and include advertising, company websites, salespeople, and point-of-purchase displays in stores are referred to as A. relational sources. B. public sources. C. personal sources. D. stakeholder sources. E. marketer-dominated sources.

49. An example of a marketer-dominated source of information consulted during an external search would include A. personal experience. B. Consumer Reports magazine. C. consumer programs on talk radio stations. D. friends and relatives. E. point of purchase displays.

53. The information search stage clarifies the problem for the consumer by: (1) suggesting criteria to use for the purchase; (2) ; and (3) developing consumer value perceptions. A. determining appropriate price ranges B. selecting the type of purchase outlet C. establishing a purchase timeline D. minimizing cognitive dissonance E. yielding brand names that might meet the criteria

69. All of the following are factors for deciding when to buy an offering EXCEPT: A. the manufacturer is currently offering a $25 rebate. B. the shopping experience is pleasant. C. the brand is on sale. D. the retailer is offering $0 down, 5 percent interest financing. E. the retailer's return policy.

71. At the of the consumer purchase decision process, a consumer compares the product with his or her expectations and is either satisfied or dissatisfied. A. problem recognition stage B. information search stage C. alternative evaluation stage D. purchase decision stage E. postpurchase stage

73. Melissa has just told her supervisor, "I'm so glad I bought the Samsung Galaxy S II rather than those other smartphones I was considering. I can do my e-mail, access my music, and even search the Internet with it. It's like having a mini-computer in my pocket." Which stage of the consumer purchase decision process is demonstrated by Melissa's conversation? A. problem recognition B. information search C. alternative evaluation D. purchase decision E. postpurchase behavior

76. The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as A. angst. B. the temporal state. C. the dissociative state. D. selective perception. E. cognitive dissonance.

82. The personal, social, and economic significance of the purchase to the consumer that causes them to skip or minimize one or more stages in the consumer purchase decision process depends on their level of A. aspiration. B. cognitive dissonance. C. motivation. D. situational influences. E. involvement.

87. Which of the following products is an example of a low-involvement purchase? A. Mercedes-Benz automobile B. buying a share in NetJets C. buying a membership into a local country club D. a vacation to Europe E. Colgate toothpaste

92. Consumers spend little time and effort evaluating alternatives in the purchase of table salt and milk. The consumer purchase decision process for such staples involves , which is virtually a habit and typifies low-involvement decision-making. A. limited problem solving B. extended problem solving C. situational problem solving D. rational problem solving E. routine problem solving

98. All of the following are strategies a market challenger can use when marketing a low-involvement product EXCEPT: A. use sales promotion such as free samples, coupons, and rebates to encourage trial of their brand. B. link their brand attributes with high-involvement issues. C. use Internet search engines such as Microsoft Bing and Google to assist buyers. D. use advertising messages that focus on getting the brand into a consumer's consideration set. E.use repetitive advertising messages that reinforce a consumer's knowledge or assure buyers they made the right choice.

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