question

Personal attributes such as age, education, occupation, income, lifestyle, and gender are frequently used to define, identify, and classify an individual.

answer

TRUE

question

Internal factors include personal characteristics and psychological attributes.

answer

TRUE

question

Demographics is defined by the National Heritage Society as "the characteristics of human populations and population segments, especially when used to identify consumer markets."

answer

FALSE

question

Motivation, attitude, perception, learning, and personality are all psychological attributes.

answer

TRUE

question

According to the model of the consumer decision process, the marketing activities that affect the consumer decision process include the value proposition, technology, and marketing communications.

answer

FALSE

question

GoPro initially targeted athletes and other people who identified with excitement and ruggedness.

answer

TRUE

question

Subculture is a group within the culture that shares similar cultural artifacts created by differences in ethnicity, religion, race, or geography.

answer

TRUE

question

Throughout the lifecycle stages, consumers typically stick with the same products and purchase decisions.

answer

FALSE

question

Lifestyle refers to an individual's perspective on life and manifests itself in that person's activities, interests, and opinions (AIOs).

answer

TRUE

question

Gender roles are behaviors regarded as proper for men and women in a particular society. These roles do not change over time, but they do change across cultures.

answer

FALSE

question

Motivation is a system to select, organize, and interpret information to create a useful, informed picture of the world.

answer

FALSE

question

Maslow's hierarchy of needs theory suggests that individuals are interested in luxuries even if their basic needs are not met.

answer

FALSE

question

An attitude is a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. Attitudes are seldom if ever neutral.

answer

TRUE

question

Attitudes are formed by values and beliefs. Cultural and personal values help form attitudes.

answer

TRUE

question

Perception is a system to select, organize, and interpret information to create a useful, informative picture of the world.

answer

TRUE

question

Marketers can affect learning by providing information using a message, format, and delivery that will encourage customers to retain the information in memory.

answer

TRUE

question

Research on brand personality identified six brand personality traits. These include sincerity, excitement, competence, ruggedness, charm, and sophistication.

answer

FALSE

question

Eye contact, steady breathing, smiling, and swaying are all examples of positive nonverbal communication during a presentation.

answer

FALSE

question

An individual watching American Idol will react differently to an ad whether watching the show alone or at a party with friends.

answer

TRUE

question

Mike and Judy find out they are going to have a baby and realize their Infiniti G coupe has to be replaced with a more practical vehicle. They engage in a thorough information search reviewing car magazines, soliciting opinions from friends and family, conducting online research, reading Consumer Reports, and test-driving a number of new cars and SUVs before making a final purchase decision. This is an example of extensive information search.

answer

TRUE

question

Internal forces such as _____ and ______ affect consumer choices. A. Age, attitude B. Culture, education C. Personality, society D. Learning, culture E. Income, culture

answer

A. Age, attitude

question

_____, ______, and _______ are all marketing activities that affect the consumer decision process. A. Value proposition, technology, culture B. Culture, society, technology C. Value proposition, distribution, marketing communications D. Distribution, technology, culture E. Marketing communications, technology, culture

answer

C. Value proposition, distribution, marketing communications

question

Graduating from college, getting married, and having a child all transform an individual's buying habits and are referred to as the _______. A. Lifecycle buying stages B. Family life cycle C. Life stage cycle D. Lifestyle cycle E. Family life stages

answer

B. Family life cycle

question

Which of the following is not a positive nonverbal communication during a presentation? A. Eye contact B. Smiling C. Steady breathing D. Tone of voice E. Hands in pockets

answer

E. Hands in pockets

question

James is influenced by his work environment. He will likely _____. A. Vacation at the same places as his coworkers B. Avoid vacationing at the same places as his coworkers C. Make different purchase decisions from his coworkers D. Shop in different locations than those he works with E. Wear clothes that set him apart from his coworkers

answer

A. Vacation at the same places as his coworkers

question

Target, Walmart, and other retailers offer a wide range of books, DVDs, and other products targeted at single parents. This is an example of the ______ lifestyle trend in the United States. A. Single moms B. Alternative families C. Single-parent homes D. Women in the workforce E. Single-parent families

answer

C. Single-parent homes

question

Americans are turning to healthier eating styles, which can be seen in most restaurants with new low-calorie and low-carb menus. This is an example of the ________ lifestyle trend in the United States. A. Diet friendly B. Healthy living C. Health awareness D. Health-conscious eating E. Healthy habits

answer

D. Health-conscious eating

question

Companies are including on-premise day care centers as part of their benefit packages. In addition, private centers continue to see significant growth. This is an example of _______ lifestyle trends in the United States. A. Men in the workforce B. Single moms C. Single-parent homes D. Women in the workforce E. Alternative lifestyle families

answer

D. Women in the workforce

question

In 2007, _______ percent of the workforce was made up of women. A. 46 B. 35 C. 50 D. 60 E. 65

answer

A. 46

question

______ is the best-known and most popular motivational theory. A. Maslow's Hierarchy of Needs B. Expectancy Theory C. Herzberg's Two-Factor Theory D. McClelland's Achievement Motivation Theory E. Aldelfer's ERG Theory

answer

A. Maslow's Hierarchy of Needs

question

Maslow's Hierarchy of Needs Theory suggests that humans have wants and needs that influence their behavior. People advance to the next level only if the lower needs are met. The order of the needs is ____________. A. Safety, physiological, love/social, self-esteem, self-actualization B. Safety, love/social, physiological, self-esteem, self-actualization C. Physiological, love/social, safety, self-esteem, self-actualization D. Physiological, safety, love/social, self-esteem, self-actualization E. Physiological, safety, self-esteem, love/social, self-actualization

answer

D. Physiological, safety, love/social, self-esteem, self-actualization

question

Herzberg's Two-Factor Theory proposes which two key elements of motivation? A. Physiological and safety factors B. Self-esteem and self-actualization factors C. Existence and relatedness D. Motivators and hygiene factors E. Need for achievement and need for affiliation

answer

D. Motivators and hygiene factors

question

Attitudes are learned or at least influenced by __________. A. New information B. Marketers C. Religion D. Motivation E. Expectations

answer

A. New information

question

Attitudes are _____ or _____, ______ or ________. Attitudes are very seldom if ever neutral. A. Good, bad, high, low B. Strong, weak, high, low C. Good, bad, strong, weak D. Favorable, unfavorable, strong, weak E. Favorable, unfavorable, positive, negative

answer

E. Favorable, unfavorable, positive, negative

question

_____ and ______ are the two categories of values. A. Cultural, social B. Personal, cultural C. Religious, personal D. Family, religious E. Cultural, family

answer

B. Personal, cultural

question

Beliefs, once formed, are _______ to change. A. Vulnerable B. Likely C. Resistant D. Expected E. Prone

answer

C. Resistant

question

ABC company is concerned about its customers' beliefs and values. ABC's marketing manager has customers ______ evaluate the product's performance on a list of attributes. A. Participate in focus groups to B. Check off rating scales that C. Complete service quality surveys to D. Sample products and provide feedback to E. Attend a meeting to

answer

B. Check off rating scales that

question

Perception drives John's attitudes, beliefs, motivation, and, eventually, his ____. A. Values B. Self-esteem C. Performance D. Behavior E. Attention

answer

D. Behavior

question

Alma and Tarvares see an ad for a new Sony LCD flat-panel television. Alma sees a high-quality television worth the money while Tarvares sees an overpriced television that does not warrant a premium price. What makes them see the same ad so differently? A. Different values B. Different self-esteem C. Different attitudes D. Different perceptions E. Different beliefs

answer

D. Different perceptions

question

Mike and Mary see an ad for a new Sony LCD flat-panel television and have totally different attitudes toward the ad. This is because their perceptions of the ad are _______. A. Similar B. The same C. Very different D. Slightly similar E. A little different

answer

C. Very different

question

Joe's perceptions are shaped by these three psychological tools: _____, ______, and ______. A. Selective hearing, selective attention, selective vision B. Selective attention, selective distortion, selective retention C. Selective distortion, selective attention, selective vision D. Selective awareness, selective vision, selective attention E. Selective awareness, selective distortion, selective retention

answer

E. Selective awareness, selective distortion, selective retention

question

Bella is exposed to 2,500 messages daily. Since she cannot process, let alone retain, all those messages, she focuses on what is relevant and eliminate what is not. What psychological tool did she employ? A. Selective attention B. Selective distortion C. Selective awareness D. Selection retention E. Selective hearing

answer

C. Selective awareness

question

Although individuals are exposed to 2,000 to 5,000 messages daily, all messages are not processed, retained, and interpreted because of _________, which helps individuals focus on what is relevant and eliminate what is not. A. Selective awareness B. Selective distortion C. Selective retention D. Selective attention E. Selective hearing

answer

A. Selective awareness

question

_____ tends to reinforce existing attitudes and creates a real challenge for marketers trying to overcome negative beliefs and attitudes since people are less likely to be aware of or retain information to the contrary. A. Selective awareness B. Selective distortion C. Selective memory D. Selective retention E. Selective hearing

answer

A. Selective awareness

question

Information can be misunderstood or made to fit existing beliefs. This process is known as _______. A. Selective awareness B. Selective distortion C. Selective memory D. Selective retention E. Selective hearing

answer

A. Selective awareness

question

_______ is the process of placing in one's memory only those stimuli that support existing beliefs and attitudes about a product or brand. A. Selective awareness B. Selective distortion C. Selective memory D. Selective retention E. Selective hearing

answer

A. Selective awareness

question

While Chuck is aware of most stimuli around him, a number of _____ go unnoticed. A. Subliminal stimuli B. Subliminal messages C. Subconscious stimuli D. Subconscious messages E. Unconscious messages

answer

A. Subliminal stimuli

question

______ is any change in the content or organization of long-term memory or behavior. A. Conditioning B. Memory C. Learning D. Behavior modification E. Training

answer

C. Learning

question

The two fundamental approaches to learning include ____ and _____. A. Coaching, listening B. Trial and error, coaching C. Coaching, conditioning D. Conditioning, cognitive learning E. Conditioning, trial and error

answer

D. Conditioning, cognitive learning

question

ABC Company wants to create an association between two stimuli: marketing information and feeling. ABC Company is using _______. A. Cognitive learning B. Brand management C. Cognitive association D. Operant conditioning E. Classical conditioning

answer

E. Classical conditioning

question

When baby boomers hear music that connects them with positive memories and the product and brand that is being advertised, they reflect ______. A. Conditioned learning B. Operant conditioning C. Cognitive learning D. Emotional memory E. Operant memory

answer

A. Conditioned learning

question

Frito-Lay is using _______ when offering free in-store samples of Doritos for the express purpose of getting people to try the product, enjoy the product, and finally purchase a bag of Doritos. A. Operant conditioning B. Cognitive learning C. Sampling D. Product trial E. Classical conditioning

answer

A. Operant conditioning

question

Although conditioning requires little effort on the part of the learner, ______ is more active and involves mental processes that acquire information to work through problems and manage life situations. A. Classical learning B. Long-term memory C. Active learning D. Cognitive learning E. Operant learning

answer

D. Cognitive learning

question

When Bob was asked to describe Sherry, he didn't describe her by talking about her age or education; rather, his comments about her sense of humor were reflecting her ____. A. Appearance B. Personality C. Income D. Job type E. Aptitude

answer

B. Personality

question

______ is a unique set of personal qualities that produce distinctive responses across similar situations. A. Attitude B. Personality C. Situational state D. Personal characteristic E. Mind-set

answer

B. Personality

question

Personality trait theories all have two basic assumptions: (1) each person has a set of consistent, enduring personal characteristics, and (2) those characteristics can be measured to identify ____________. A. Differences between individuals B. Reactions in certain situations C. Common beliefs D. Mood E. Emotion

answer

A. Differences between individuals

question

_______ is an example of a brand personality. A. Sophistication B. Competence C. Ruggedness D. Sincerity E. All of these

answer

E. All of these

question

Whole Foods is considered to be down-to-earth and wholesome by consumers. Whole Foods has the trait of _____ brand personality. A. Sincerity B. Competence C. Sophistication D. Reliable E. Honest

answer

A. Sincerity

question

Marketing managers need to pay attention to culture because _________. A. Culture shapes the way people respond to the product offering B. Not understanding culture means the risk of negative effect on product acceptance C. The value proposition should include cultural cues D. Customers filter messages through cultural influences E. All of these

answer

E. All of these

question

______ assimilate(s) the shared artifacts such as values, morals, beliefs, art, law, and customs into an organized system that enables people to function as members of society. A. Norms B. Ethics C. Moral code D. Culture E. Moral values

answer

D. Culture

question

Americans value hard work and achievement while Japanese value harmony and hierarchy. This is an example of which factors driving behavior? A. Cultural factors B. Social factors C. Internal factors D. Psychological factors E. Situational factors

answer

A. Cultural factors

question

While culture affects people in many ways, three factors are particularly relevant in consumer behavior: _______, _______, and _________. A. Language, values, attitudes B. Language, attitudes, nonverbal communications C. Values, attitudes, language D. Values, beliefs, language E. Language, values, nonverbal communications

answer

E. Language, values, nonverbal communications

question

_____ are principles shared by a society that assert positive ideals. These principles are often viewed on a continuum. A. Values B. Beliefs C. Cultural beliefs D. Cultural values E. Moral beliefs

answer

D. Cultural values

question

In the United States, the obligation and commitment to family is often limited to an individual's immediate family, including his or her parents, children, and siblings. Most Latin American cultures, on the other hand, have a more wide-ranging definition of family that includes extended family members such as cousins and grandparents, and also are more inclusive with extended family members living together. This is an example of differences in _______. A. Cultural values B. Norms C. Value preferences D. Family structure E. Cultural differences

answer

A. Cultural values

question

______ is not an example of positive nonverbal communication during a presentation. A. Eye contact B. Smiling C. Steady breathing D. Tone of voice E. Swaying

answer

E. Swaying

question

_______ is the means of communicating through facial expressions, eye behavior, gestures, posture, and any other body language. A. Cultural expression B. Nonverbal communication C. Communiqué D. Situational communication E. Verbal communication

answer

B. Nonverbal communication

question

______ is not an example of negative nonverbal communications during a presentation. A. Swaying B. Stuttering C. Hands in pockets D. Fidgeting E. Tone of voice

answer

E. Tone of voice

question

Nonverbal communication can ______ what is spoken if not used correctly. A. Reiterate B. Confirm C. Substantiate D. Contradict E. Alter

answer

D. Contradict

question

In the United States, most business conversations occur between three to five feet, which is greater distance than in Latin American cultures. This is an example of which cultural factor? A. Language B. Personal space C. Values D. Time perception E. Perceptions

answer

B. Personal space

question

Maria identifies with a specific religious group, which is a smaller subset of her culture. Maria's religious group is an example of a(n) ______. A. Institution B. Social group C. Support network D. Subculture E. Society

answer

D. Subculture

question

An individual watching an ad on the Major League Baseball World Series will act differently whether watching the show at home alone or at a party with friends due to differences in ______. A. Physical surroundings B. Lighting C. Sounds D. Distractions E. Location

answer

A. Physical surroundings

question

Jenny shops differently when the line at the checkout is too long. This is due to differences in ______. A. Personal situations B. Personal circumstances C. Physical surroundings D. Social factors E. Cultural values

answer

B. Personal circumstances

question

An emerging consumer trend in many industrialized countries is the willingness to trade _____ for ______. A. Time, energy B. Service, money C. Service, time D. Time, value E. Time, money

answer

E. Time, money

question

The household life cycle is changing due to changes in ______. A. Cultural beliefs B. Cultural values C. Family structure D. Family life stage E. Social class

answer

C. Family structure

question

_____ is a ranking of individuals into harmonized groups based on demographic characteristics such as age, education, income, and occupation. A. Class B. Social class C. Reference group D. Class structure E. Household life cycle (HLC)

answer

E. Household life cycle (HLC)

question

John's beliefs, attitudes, and behaviors are influenced by his friends. His friends can be identified as a(n) ____. A. Leading group B. Reference group C. Influential group D. Association group E. None of these

answer

B. Reference group

question

Judy works at XYZ Pizza shop. She is a single mom and makes minimum wage. She recently purchased a BMW; this is an example of a(n) _____. A. Irresponsible purchase B. Irrational choice C. Aspirational purchase D. Addictive behavior E. Compulsive shopping behavior

answer

C. Aspirational purchase

question

Kira is seeking out ______ because she is unfamiliar with the new computer she wants to buy and needs reassurance from someone she can talk to about a product selection before purchasing it. A. Advice B. Consumer reports C. Market research D. Information on the Internet E. An opinion leader

answer

E. An opinion leader

question

Jill is considered a(n) ______ when it comes to wine because she has information about many kinds of wines, places to shop, and other facets of the wine market. A. Expert B. Market maven C. Leader D. Information haven E. Member of a reference group

answer

B. Market maven

question

Tamara is searching for a new camera. This is a _____, so the entire process will take longer. A. Big decision B. High-involvement purchase C. Low-involvement purchase D. Repeat purchase E. High-cost product

answer

B. High-involvement purchase

question

Matthew is not prompted to value new information about the latest new pet grooming tools. This is an example of ______. A. Low-involvement purchasing B. Low learning motivation C. Low level of commitment D. Low-involvement learning E. Low-importance purchasing

answer

D. Low-involvement learning

question

_______ are the stages of the consumer decision-making process. A. Problem recognition, evaluation of alternatives, product choice decision B. Problem recognition, evaluation of alternatives, product choice, evaluation C. Evaluation of alternatives, product choice, evaluation D. Evaluation of alternatives, information search, product choice E. Problem recognition, search for information, evaluation of alternatives, product choice decision, post-purchase evaluation

answer

E. Problem recognition, search for information, evaluation of alternatives, product choice decision, post-purchase evaluation

question

Mia often has desires that reflect how she would like to feel or live in the present time; this is know as a(n) __________. A. Fantasy world B. Ideal state C. Preferred state D. Preferred world E. Ideal world

answer

C. Preferred state

question

Chris is hungry and would like to eat; eating would be considered the ______. A. Preferred state B. Ideal situation C. Response D. Ideal outcome E. Goal

answer

A. Preferred state

question

Josh notices the low-fuel light is on as he is driving home. Without any additional information he stops at the local station on the way home to fill up. This is an example of ________. A. Low involvement B. Limited information search C. Extensive information search D. Minimal information search E. External information search

answer

D. Minimal information search

question

Before Gabriel bought a camera, he engaged in a thorough information search reviewing magazines, soliciting opinions from friends and families, conducting online searches, and testing out different cameras in the store. This is an example of ________. A. Extensive information search B. Limited information search C. Minimal information search D. Low involvement E. Internal information search

answer

A. Extensive information search

question

______ include independent groups, personal associations, marketer-created information, and experiences. A. External information sources B. Internal information sources C. Low information sources D. High information sources E. Preferred information bases

answer

A. External information sources

question

______ tends to be more holistic, using summary impressions rather than specific attributes to evaluate the options and affect even important purchases such as a car or house. A. Rational choice B. Balanced choice C. Attitude-based choice D. State-of-mind choice E. Weighted choice

answer

C. Attitude-based choice

question

When making product choices, Kristina chooses the products that her friend likes. This is an example of _____ affecting the actual choice decision. A. Physical surroundings B. Social circumstances C. Time circumstances D. Biorhythms E. State of mind

answer

B. Social circumstances

question

Sabrina recently purchased a house and now she is feeling anxiety and doubts about her purchase. This is also known as _______. A. Post-purchase dissonance B. Remorse C. Buyer's dilemma D. Post-purchase remorse E. Post-purchase stress

answer

A. Post-purchase dissonance

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