CONSUMER EXAM 4
Which of the following statements adequately reflects the concept or attitude component consistency
A change in one attitude component tends to produce related changes in the other components
Organizational activities can be categorized as
A,b, c
Members of the decision-making unit play which of the following roles
All of the above
Which component of attitude represents one's tendency to respond in a certain manner toward an object or activity
Behavioral
Which type of family consists of a married couple, one of both of whom were previously married, their children, and the children from the previous marriage of one of both parents
Blended family
Decision-making units often function as —- when they consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase decision
Buying centers
Which component of attitudes consists of a consumer's beliefs about an object
Cognitive
Harley Davidson motorcycle owners that join a Harley group, jeep owners that attend events
Consumption subcultures
The individuals (representing functional areas and management) within an organization who participate in making a given purchase decision make up the
Decision-making unit (DMU)
Which of the following can possibly be part of the informal information search process for organizational buyers
Discussions with sales representatives
Firmographics, culture, government, reference groups, and marketing activities are _____ influences on organizational buyer behavior. A. internal B. external C. insignificant D. primary E. secondary
External
—- is the process by which decisions that directly or indirectly involve two or more family members are made
Family decision making
A—- has at least two members related by birth, marriage, or adoption, one of whom is the householder (I.e., the one who owns or rents the residence)
Family household
—- involve both organization characteristics (e.g., size, activities, and location)
Firmographics
In high-tech markets, who is most likely to recognize a problem or need to purchase
Head of a department
Which type of reference group influence occurs when individuals have internalized the groups values or norms
Identification
Perhaps the most powerful type of reference group in industrial markets is that of
Lead users
—- refers to presenting one of two equivalent value outsoles either in positive or gain terms or in negative or loss terms
Message framing
Which of the following is an internal influence on organizational buyer behavior
Motives
According to the Census Bureau, a —- household is a householder living alone or exclusively with others to whom he or she is not related
Nonfamily
Which of the following statements is true regarding the nature of family purchases and the roles played by various family members
Over time, each spouse develops more specialized roles as a part of the family lifestyle and family responsibilities.
Which type of group's presumed perspectives or values are being using by an individual as the basis for his or her current behavior
Reference group
Which of the following is a reason marketers rarely target unmarried couples
They are not easy to identify and reach
In which of the following consumption situations will a reference group's influence be strongest
When the use of the product or brand is visible to the group
Feelings or emotional reactions to an object reflect the _____ component of an attitude.
affective
Stages of the household life cycle are based on ____.
all of the above
Which of the following can influence how family members interact in a purchase decision
all of the above
Which of the following is a common technique for inducing trial behavior
all of the above
Which of the following is a strategy for altering the cognitive component of a consumers attitude
all of the above
Individuals frequently purchase products thought to be used by a desired group in order to achieve actual or symbolic membership in the group. This type of group is referred to as a(n) _____.
aspiration reference group
A learned predisposition to respond in a consistently favorable or unfavorable manner with respect to a given object is known as a(n) _____.
attitude
Segmenting consumers on the basis of their most important attribute or attributes is called
benefit segmentation
A nongeographically bound community, based on a structured set of social relationships among owners of a brand and the psychological relationship they have with the brand itself, the product in use, and the firm is known as a _____.
brand community
Attitude components tend to be _____.
consistent
The process in which young people acquire skills, knowledge, and attitudes relevant to their functioning as consumers in the marketplace is known as
consumer socialization
Groups with negative desirability are referred to as _____.
dissociative reference groups
Two or more individuals who share a set of norms, values, or beliefs and have certain implicitly or explicitly defined relationships to one another such that their behaviors are interdependent is known as
group
In which situation is the likelihood of an individual seeking an opinion leader high
high product/purchase involvement and low product knowledge
What is the basic consumption unit for most consumer goods
household
Most families pass through an orderly progression of stages, each with its own characteristics, financial situation, and purchasing patterns, which is the basic assumption underlying the _____ approach.
household life cycle (HLC)
Which type of influence occurs when an individual uses the behaviors and opinions of reference group members as potentially useful bits of information
informational
Which type of training occurs when a parent or sibling specifically and directly attempts to bring about certain responses through reasoning or reinforcement
instrumental training
Families considering the purchase of products such as a house, furniture, or a vacation, typically use which type of family decision making?
joint
A difference between large and small organizations when making a purchase decision is
large organizations generally involve more individuals in the decision-making process
Some individuals have information about many different kinds of products, places to shop, and other aspects of markets. They can be considered a special type of opinion leader and are known as
market mavens
Simply presenting a brand to an individual on a large number of occasions might make the individual's attitude toward the brand more positive is known as _____.
mere exposure
Which of the following is an organizational purchase situation
modified rebuy
Which type of organizational purchase situation is characterized by high purchase importance and complexity, a large and evolving decision-making unit that includes the top of the organization, a long time to decision, extensive information search and analysis techniques, and a dominant strategic focus
new task
Which type of reference group influence occurs when an individuals fulfills group expectations to gain a direct reward or to avoid a sanction
normative
Individuals who filter, interpret, or provide product and brand-relevant information to their family, friends, and colleagues are known as
opinion leaders
The beliefs and attitudes an organizations members have about the organization and how it operates is known as
organizational culture
Which type of group includes family and friends and involves strong ties and frequent interaction
primary group
Which type of group includes organizations such as professional associations and neighborhood associations that involve relatively weak ties and less frequent interaction among its members
secondary group
—- consists of trustworthiness and expertise
source credibility
Which of the following occurs when a company provides financial support for an event such as the Olympics or a concert
sponsorship
Which type of organizational purchase situation occurs when the purchase is of minor importance and is not complex
straight rebuy
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
A family purchase decision differs from an organizational decision in _____.
the level of emotion involved
Which type of family consists of a married couple and their own or adopted children living at home
traditional family
Which type of advertisement or sales presentation presents both good and bad points?
two-sided message