MKTG 371 - QUIZ 2 (Ch. 10, 11, 13)

Maslow's hierarchy of needs includes all EXCEPT which of the following?

(cognition) physiological safety belongingness esteem

Which group needs to understand how situational influences affect consumers' disposition decisions?

A) marketers B) government C) environmental organizations D) a and b E) a, b, and c

Which of the following statements is FALSE regarding humorous appeals?

Persuasion operates through classical conditioning

The purchase decision and consumption process always occur in the context of _____.

a specific situation

Kimberly-Clark is interested in mothers' emotional reactions to its Huggies brand of disposable diapers, which usually have popular characters or cute designs printed on them. Which component of attitude is Kimberly-Clark interested in?

affective

Which of the following is NOT a key situational dimension or characteristic that influences consumer

alternative evaluation

Nikki likes to attend the movies, but she is concerned with how expensive ticket prices are getting and the cost of concessions. She wants to have fun, but she also knows that she needs to save money for college. Which type of motivational conflict is Nikki experiencing?

approach-avoidance

A learned predisposition to respond in a consistently favorable or unfavorable manner with respect to a given object is known as a(n) _____.

attitude

Marketers must promote _____ rather than _____, especially for less knowledgeable consumers and for complex products.

benefits; features

A set of human characteristics that become associated with a brand is referred to as _____.

brand personality

Carissa is highly involved is a purchase decision for a new car. She has searched the Internet, visited car dealerships, talked to friends and family, and paid attention to advertisements. According to the elaboration likelihood model, by which route is Carissa likely to be persuaded?

central route

For years, American automobiles did not have the level of quality that foreign, particularly Japanese, automobiles had. However, that has changed, and most automobiles built in the United States have comparable or superior quality compared with imports. Consumers' attitudes are slow to change, however, and marketers must use which strategy to change the cognitive component of consumers' attitudes?

change beliefs

The situation in which consumers receive information has an impact on their behavior and is referred to as the _____ situation.

communications

Which of the following is a situation in which consumer behavior occurs?

communications situation purchase situation usage situation disposition situation (all of the above)

Which of the following is a common technique for inducing trial behavior?

coupons free samples point-of-purchase displays tie-in purchases (all of the above)

Decisions made by consumers regarding the _____ situation can create significant social problems as well as opportunities for marketers.

disposition

Consumer ability to effectively cope with stressful situations relates to the concept of _______.

emotional intelligence

Strong, relatively uncontrollable feelings that affect our behavior are known as _____.

emotions

Arm & Hammer baking soda has been very successful promoting other uses for this product. Advertisements provide several uses other than baking, such as removing odors from carpeting, the laundry, and kitty litter boxes. Finding more uses for a product is known as a(an) _____.

expanded usage situation

Which of the following is NOT a core trait in the Five-Factor Model of personality?

extroversion instability (reliability) openness to experience conscientiousness

A long-running television commercial for Dial soap would show an individual in various situations with other people (e.g., car pool or elevator). This individual would join the others and look around, appearing to be in discomfort. Then a voice-over would say, "Aren't you glad you used Dial . . . don't you wish everyone did?" Which type of appeal does this illustrate?

fear appeal

Because latent motives often are less than completely socially desirable, _____ are frequently used.

indirect appeals

Which of the following is a motivational state caused by consumer perceptions that a product, brand, or advertisement is relevant or interesting?

involvement

Mike is the owner of a restaurant that also has a bar. Based on research that studied the impact of background music on restaurant patrons, what can Mike expect if he uses slow music in his establishment?

larger amount of bar purchases

James begged his mother to buy him some high-top Converse shoes. When asked why he wanted these shoes, he said that he wanted them because they were comfortable. He really wanted them because his two best friends have them, and if he had them, he would be considered "cool," but he didn't want to tell his mother that. Wanting to appear "cool" to his friends represents which type of motive?

latent

When asked why he bought a specific automobile, Jeremy replied that is has good gas mileage, is rated one the best cars in terms of safety, and is in a moderate price range. These reasons reflect Jeremy's _____ motives.

manifest

_____ refers to presenting one of two equivalent value outcomes either in positive or gain terms or in negative or loss terms

message framing

Transient feeling states that are generally not tied to a specific event or object are

moods

Which of the following are antecedent states?

moods and momentary conditions

The energizing force that activates behavior and provides purpose and direction to that behavior is known as _____.

motivation

Duane is attempting to determine consumers' attitudes toward his restaurant by asking them their beliefs about how his restaurant performs on several attributes, such as price, ambience, quality of the food, and friendliness of service. Consumers can rate his restaurant with a score of 1 to 7 for each of these attributes, with 7 being the highest. Duane adds up the scores to see how he performs, using the assumption that a higher total is better. At a basic level, which type of model is Duane using?

multiattribute attitude model

Which set of motives deals with our need to determine who or what causes the things that happen to us?

need for attribution

Which of the following reflects the relatively stable behavioral tendencies that individuals display across a variety of situations?

personality

Which of the following is NOT considered an emotional dimension?

pleasure arousal dominance (feeling)

Which of the following is(are) designed to provide information on latent motives?

projective techniques

In regulatory focus theory, _____ motives revolve around a desire for growth and development and are related to consumers' hopes and aspirations.

promotion-focused

A socially defined occasion that triggers a set of interrelated behaviors that occur in a structured format and that have symbolic meaning is referred to as a _____.

ritual situations

Which of the following is considered a dimension of brand personality?

ruggedness excitement sincerity competence all of the above

Atmosphere is referred to as _____ when describing a service business such as a hospital, bank, or restaurant.

servicescape

A substantial amount of brand switching when the current brand is satisfactory may be explained by the _____ motive.

stimulation

The sum of all the physical features of a retail environment is referred to as the

store atmosphere

Generally speaking, compared to attitudes formed under the peripheral route, attitudes formed under the central route tend to be _____.

stronger more resistant to counterpersuasion attempts more accessible from memory more predictive of behavior (all of the above)

Sharon has to purchase a gift for her mother and only has this afternoon to do so because her birthday party is that evening. She's wondering how she will be able get to the mall in time to pick out the perfect gift. This is an illustration of which situation characteristic?

temporal perspective

Anne appears in a television commercial for a local chiropractor. She tells the audience how she suffered from migraine headaches several times a month. However, once she started treatment at this particular chiropractor, her headaches disappeared. She claimed, "I kept expecting them to come back, but they didn't. I have a whole new lease on life, thanks to Peavy Chiropractic!" Which type of ad is this?

testimonial ad

John is a salesman and gave one of his customers an expensive watch. Which of the following is the most likely reason John gave this gift?

to elicit a return favor

Source credibility is a function of

trustworthiness and expertise.

Which type of advertisement or sales presentation presents both good and bad points?

two-sided message

Instead of featuring any functional benefits of the product or brand in ads for the iPod, this product was introduced by showing a silhouette of a person dancing with the white earbuds and holding a white iPod MP3 player. Which type of advertising appeal does this illustrate?

value-expressive appeal