question

Subcultures refer to

answer

subgroups within the larger, or national, culture with unique values, ideas, and attitudes.

question

Which of the following is NOT a strategy used by marketers of high-involvement offerings?

answer

avoid stockout situations so that buyers don't substitute a competing brand Option 3

question

Consumers accompanied by children

answer

purchase about 40 percent more than when shopping alone.

question

Sociocultural influences, which affects the consumer purchase decision process, include all of the following EXCEPT:

answer

values, beliefs, and attitudes

question

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.

answer

self-concept

question

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

answer

changing the perceived importance of a specific attribute.

question

Which of the following statements about the VALS framework is NOT true?

answer

The different levels of resources people may possess (money, time, talents, etc.) have no effect on the expression of their primary motivation.

question

Which of the following statements about the family life cycle is most accurate?

answer

The family life cycle concept describes a continuum along which developing families can be placed.

question

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?

answer

innovators

question

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?

answer

self-actualization

question

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.

answer

problem recognition

question

Which of following statements is NOT true about attitudes?

answer

Marketers are primarily concerned with American core values when developing advertising messages.

question

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?

answer

assimilated, exhibiting buying patterns very much like other typical American consumers

question

__________ influences on consumer behavior results from three sources: consumer socialization, passage through the family life cycle, and decision-making within the family or household.

answer

family

question

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.

answer

suggesting criteria to use for the purchase

question

If, in an attempt to sell more soft drinks and popcorn, a theater owner were to embed 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." If research were to show that the messages were largely ineffective. This hypothetical example suggests that

answer

subliminal messages may have limited effects on behavior.

question

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?

answer

behavioral learning

question

About 65 percent of BzzAgents are

answer

older than 25

question

Which of the following statements about personality is most accurate?

answer

Most personality traits are inherited or formed at an early age through socialization.

question

Perceiving a difference between a person's ideal and actual situations that is big enough to trigger a decision is called

answer

problem recognition

question

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?

answer

purchase decision

question

In the hierarchy of needs, __________ needs involve self-preservation as well as physical and financial well-being.

answer

safety

question

Women buy what percentage of new cars?

answer

60%

question

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?

answer

self-actualization

question

The American Express advertising claim that "membership has its privileges" creates which type of reference group?

answer

aspiration group

question

What percentage of U.S. product sales are directly tied to word of mouth activity among friends, family, and colleagues?

answer

67%

question

The way people see themselves and the way they believe others see them is referred to as

answer

self-concept

question

Needs involving personal fulfillment are called __________.

answer

self-actualization

question

A __________ is the reward that is given to a consumer.

answer

reinforcement

question

In the VALS framework, consumers motivated by ideals are guided by knowledge and principle. One segment of the two ideals-motivated groups, known as __________, are mature, reflective, and well-educated people who value order, knowledge, and responsibility.

answer

thinkers

question

If you hold a personal value of being thrifty, then you probably will have a positive __________ toward automobiles with good fuel economy.

answer

attitude

question

A(n) __________ in the consumer purchase decision process occurs when consumers scan their memory for previous experiences with products or brands.

answer

internal search

question

The VALS framework is an example of

answer

a psychographic system.

question

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.

answer

external search

question

A consumer'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.

answer

opinion leader

question

an attitude refers to

answer

a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

question

In the VALS framework, each consumer segment exhibits unique media preferences. Which segment would be the most likely to visit Internet chat rooms?

answer

experiencers

question

Which of the following statements about subliminal perception is most accurate?

answer

About half of U.S. consumers think that subliminal messages can cause them to buy things they don't want.

question

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?

answer

a new outfit for her first day at work

question

If a fraternity or sorority wanted to attract new members, it should focus on people who view its current members as a(n) __________ group.

answer

aspiration

question

Situational influences refer to

answer

the five aspects of the purchase situation that impact the consumer purchase decision process: purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states.

question

Another name for the analysis of consumer lifestyles is __________.

answer

psychographics

question

Which of the following statements about psychographics is most accurate?

answer

Psychographics combines psychology, lifestyle, and demographics to uncover consumer motivations for buying and using offerings.

question

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

answer

marketer-dominated sources

question

Various product-rating organizations such as government agencies and TV "consumer programs" are called

answer

public sources

question

Cognitive dissonance refers to

answer

the feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives.

question

There are five stages in the consumer purchase decision process. The fifth stage is __________.

answer

postpurchase behavior

question

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

answer

changing the perceived importance of a specific attribute.

question

Five situational influences have an impact on a consumer's purchase decision process. They are: __________, social surroundings, physical surroundings, temporal effects, and antecedent states.

answer

purchase task

question

Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, social surroundings, physical surroundings, __________, and antecedent states.

answer

temporal effects

question

There are five stages in the consumer purchase decision process. The fourth stage is __________.

answer

purchase decision

question

Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, social surroundings, __________, temporal effects, and antecedent states.

answer

physical surroundings

question

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

answer

selective retention

question

Evaluative criteria refer to

answer

the objective and subjective attributes of a brand consumers use to compare different products and brands.

question

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?

answer

The grandmother plays the roles of user, influencer, and information gatherer.

question

Marketers recognize that people have an actual self-concept and __________.

answer

an ideal self-concept

question

A palindrome 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

answer

selective perception

question

A consideration set refers to

answer

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.

question

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 __________ needs.

answer

personal

question

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.

answer

selective comprehension

question

A person's ability to perceive differences in stimuli is referred to as

answer

stimulus discrimination.

question

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

answer

negative word of mouth.

question

Which of the following statements about African American buying patterns is most accurate?

answer

When socioeconomic status differences between African Americans and Caucasians are removed, there are more similarities than points of difference.

question

VALS groups of consumers motivated by __________ are those who are guided by knowledge and principle.

answer

ideals

question

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

answer

a high-involvement purchase that involves limited problem solving.

question

Consumers with credit cards

answer

purchase more than those who purchase with cash or debit cards.

question

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) __________.

answer

adding new attributes to the product

question

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?

answer

physical surroundings

question

When Clorox uses the Good Housekeeping Seal for its Fresh Step cat litter, its strategy is to reduce a consumer's __________ and encourage purchases.

answer

perceived risk

question

The Haggar ad shown above shows that a woman has a(n) __________ role in the purchase decision process when buying men's clothing.

answer

influencer

question

In the VALS framework, achievement-motivated consumers who a have lower levels of education and household income than Achievers are called __________.

answer

strivers

question

Lifestyle refers to

answer

a 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.

question

Opinion leaders refer to

answer

individuals who exert direct or indirect social influence over others.

question

The family life cycle concept describes the distinct phases a family progresses through from __________, each phase bringing with it identifiable purchasing behaviors.

answer

formation to retirement

question

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.

answer

routine problem solving

question

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.

answer

opinion leaders

question

A local 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.

answer

aspiration

question

Which of the following products is an example of a low-involvement purchase?

answer

colgate toothpaste

question

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

answer

cognitive dissonance

question

Relatively permanent, homogenous divisions in a society into which people sharing similar values, interests, and behavior can be grouped is referred to as a ____________.

answer

social class

question

"Brand" includes Apple, Blackberry, HTC, LG, Motorola, and Samsung. These brands are referred to as the __________ when consumers use Consumer Reports to evaluate smartphones.

answer

consideration sets

question

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)

answer

achievement-motivated group.

question

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?

answer

temporal effects

question

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.

answer

external search

question

a number of factors are listed, such as price, display, voice quality, and battery life for several smartphone brands and models. These factors are the typical __________ for smartphones.

answer

evaluate criteria

question

__________ is a VALS group that would be the most likely to read business and news magazines such as Fortune and Time.

answer

Achievers

question

A person's occupation, source of income (not level of income), and education determine his or her

answer

social class

question

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

answer

an internal search

question

Those needs which are basic to survival and which must be satisfied first are referred to as

answer

physiological needs.

question

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?

answer

safety needs

question

Which of the following is a reason that marketing to Hispanics has proven to be a challenge?

answer

The Hispanic subculture is very diverse.

question

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?

answer

social surroundings

question

BzzAgent researches a product or service before committing to a campaign and rejects about _________ of the companies that seek its service.

answer

80%

question

BzzAgent

answer

captures honest word-of-mouth testimonials from satisfied customers who will promote new products or services.

question

Selective exposure is most likely to occur during which stage of the consumer purchase decision process?

answer

postpurchase

question

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 __________.

answer

experiencers

question

The question "How long is the warranty for this new Frigidaire dishwasher?" would be asked during the __________ stage in the consumer purchase decision process.

answer

information search

question

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.

answer

strivers

question

Once a consumer has completed the alternative evaluation stage of the consumer purchase decision process, two choices remain, which are

answer

from whom to buy and when to buy. Option 3

question

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.

answer

evaluation criteria

question

Because the average consumer operates in a complex environment, the human brain attempts to organize and interpret information with a process referred to as

answer

selective perception

question

People to whom an individual looks as a basis for self-appraisal or as a source of personal standards are referred to as

answer

reference group

question

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?

answer

internal search

question

In the VALS framework, two segments stand apart based on their abundance or lack of psychological, physical, and material __________.

answer

resources

question

Among the three racial/ethnic subcultures in the United States, African Americans rank __________ in terms of spending power.

answer

second largest

question

Beliefs refer to

answer

a consumer's subjective perception of how a product or brand performs on different attributes.

question

In the VALS framework, __________ groups are consumers motivated by physical activity, variety, and risk.

answer

self-expression-motivated

question

Retailers can reduce problems associated with selective retention by

answer

providing brochures for consumers to take home.

question

All of the following variables are central to how consumers learn from repeated experience EXCEPT:

answer

purchase

question

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.

answer

Believers

question

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

answer

consumer behavior

question

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.

answer

routine

question

An example of a marketer-dominated source of information consulted during an external search would include

answer

point of purchase displays

question

A(n) __________ is a stimulus or symbol perceived by consumers.

answer

cue

question

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

answer

experience problem recognition.

question

Those behaviors that result from (1) repeated experience and (2) reasoning is referred to as

answer

learning

question

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 __________.

answer

response

question

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?

answer

antecedent states

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