question

1. Why is China very attractive to marketers around the world? A. because it represents a collective approach to marketing in contrast to the traditional individualist approach used in the United States and other western cultures B. Chinese consumers are very brand loyal C. they are the heaviest users of the Internet D. Chinese teens are easier to understand because they are less "trendy" than teenagers from other countries E. because of its massive population, rising income, and emerging youth market

answer

E. because of its massive population, rising income, and emerging youth market

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2. _____ is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. A. Marketing B. Consumer behavior C. Psychographics D. Demographics E. Psychology

answer

B. Consumer behavior

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3. One primary function of Harriet's job is to study individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of her company's products and services to satisfy needs and the impacts that these processes have on the consumer and society. Harriet works in the field of _____. A. social psychology B. cognitive psychology C. management D. consumer behavior E. organizational behavior

answer

D. consumer behavior

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4. Which of the following is NOT true regarding consumer behavior? A. Organizations are applying theories and information about consumer behavior on a daily basis. B. It is often necessary to conduct research. C. Consumer behavior is a complex, multidimensional process. D. The overall model of consumer behavior presented in the text is accurate in predicting consumer behavior. E. Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society.

answer

D. The overall model of consumer behavior presented in the text is accurate in predicting consumer behavior.

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5. Which of the following is a key aspect regarding consumer behavior? A. Organizations are applying theories and information about consumer behavior on a daily basis. B. It is often necessary to conduct research. C. Consumer behavior is a complex, multidimensional process. D. Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society. E. all of the above

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E. all of the above

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6. Which of the following is NOT an application of consumer behavior? A. marketing strategy B. human resource management C. regulatory policy D. informed consumers E. social marketing

answer

B. human resource management

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7. Thomas wants to gain a usable understanding of consumer behavior in order to help him become a more effective marketing manager. Which application of consumer behavior does this represent? A. marketing strategy B. regulatory policy C. social marketing D. informed consumers E. resource management

answer

A. marketing strategy

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8. _____ is the application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole. A. Social marketing B. Consumer behavior C. Regulation D. Proactive marketing E. Ethical marketing

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A. Social marketing

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9. Mia is concerned how her marketing activities will affect individual consumers as well as society at large. Mia is implementing _____. A. conscientious marketing B. regulated marketing C. ethical marketing D. proactive marketing E. social marketing

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E. social marketing

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10. Most economically developed societies are legitimately referred to as _____ societies. A. marketing B. proactive C. consumption D. competitive E. enhanced

answer

C. consumption

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11. Which of the following is used by firms to influence consumers? A. ads B. packages C. store environments D. sales pitches E. all of the above

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E. all of the above

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12. To survive in a competitive environment, an organization must provide its target customers more _____ than is provided to them by its competition. A. product B. service C. value D. feedback E. attention

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C. value

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13. The difference between all the benefits derived from a total product and all the costs of acquiring those benefits is known as _____. A. price B. position C. consumer behavior D. customer value E. equity

answer

D. customer value

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14. Laurie saved for six months to have enough money to buy a new designer outfit to wear to a special party. She had to travel to a larger city to purchase this outfit, but it was worth it to her because it made her feel beautiful and confident. The difference between the benefits Laurie perceived from this purchase and the cost to her to acquire these benefits describes her _____. A. consumer behavior B. customer value C. motivation D. equity difference E. perceptual field

answer

B. customer value

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15. It is critical that a firm consider value from which perspective? A. the competition's B. the firm's C. the customer's D. the government's E. the industry's

answer

C. the customer's

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16. How can an organization provide superior customer value to customers? A. by conducting market research B. by offering their products at the lowest price C. by offering extended warranty coverage on products D. by doing a better job of anticipating and reacting to customer needs than the competition does E. by offering more variations of a product

answer

D. by doing a better job of anticipating and reacting to customer needs than the competition does

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17. Marketing strategy begins with _____. A. market segmentation B. targeting C. conducting an outcomes assessment D. objective setting E. conducting a market analysis

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E. conducting a market analysis

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18. Harold is tasked with developing the marketing strategy for his family's business. What should he do first? A. segment the market B. conduct a market analysis C. decide on which segments to target D. develop the marketing mix E. set objectives

answer

B. conduct a market analysis

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19. Marketing strategy is formulated in terms of the marketing mix; that is, it involves determining the product, features, price, communications, distribution, and services that will provide customers with superior value. This entire set of characteristics is often referred to as the _____. A. total product B. customer value C. offering D. value proposition E. total value

answer

A. total product

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20. Disney World in Orlando, FL has several theme parks, resorts, restaurants, and stores. Each is intentionally created to offer a memorable event for visitors. For example, the Wilderness Lodge is a large resort hotel on the grounds, and everything within it is made to look like log cabins and pioneer days. Even the casual restaurant has the wait staff dressed in pioneer costumes, and they put on funny little skits when they are waiting on customers. Which of the following best describes what Disney is selling? A. a product B. a service C. a bundled product D. a bundled service E. an experience

answer

E. an experience

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21. A shopper who cares about brand-name merchandise and convenience is known as a ________ shopper. A. destination B. brand C. basic D. enthusiast E. serious

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E. serious

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22. Which of the following is a component of a market analysis? A. market segmentation B. objectives C. conditions D. price E. all of the above

answer

C. conditions

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23. Darren is conducting a market analysis for his business, and he has asked your advice on what he should be analyzing. Which of the following should he consider at this step of marketing strategy development? A. the company's own ability to meet customer needs B. competitors' capabilities and strategies C. consumers' needs D. conditions in the market E. all of the above

answer

E. all of the above

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24. Jamie is developing a thorough understanding of his company's own capabilities, the capabilities of current and future competitors, the consumption process of potential customers, and the economic, physical, and technological environment in which these elements interact. Which step in the marketing strategy process is Jamie performing? A. setting objectives B. segmenting the market C. conducting a market analysis D. assessing the outcomes E. targeting the market

answer

C. conducting a market analysis

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25. Which of the following aspects is evaluated when determining a firm's ability to meet customer needs? A. financial condition B. general managerial skills C. production capabilities D. technological sophistication E. all of the above

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E. all of the above

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26. Which of the following is NOT evaluated when analyzing a company's own ability to meet customer needs? A. competitors B. financial strengths C. general managerial skills D. production capabilities E. reputation

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A. competitors

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27. As part of developing your company's marketing strategy, you are tasked with analyzing the new-product capabilities, channel strength, advertising abilities, service capabilities, marketing research abilities, and market and consumer knowledge. Which aspect of your company's capabilities are you assessing? A. financial strength B. marketing skills C. general managerial skills D. production capabilities E. reputation

answer

B. marketing skills

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28. A portion of a larger market whose needs differ somewhat from the larger market is referred to as a(n) _____. A. market segment B. niche C. subgroup D. ancillary market E. secondary market

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A. market segment

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29. Smaller women like to purchase fashionable clothes just as much as any women. However, most clothes are not proportioned for their smaller size and do not fit well. As a result, several manufacturers offer "petite" sizes of clothing for this group of consumers. Women who comprise this group have needs that differ somewhat from the total market and represent a _____. A. demographic segment B. lifestyle segment C. market potential D. sub-market E. market segment

answer

E. market segment

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30. Tracking consumers' online activity and delivering specific banner ads based on that activity is known as _____. A. clickstream B. blogging C. spam D. behavioral targeting E. electronic targeting

answer

D. behavioral targeting

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31. Tacoda Systems tracks consumers' online activity and delivers specific banners based on that activity. This tracking and ad delivery system has been installed on almost 3,000 websites, and advertisers pay on a pay-for-performance basis, which means that advertisers pay Tacoda Systems only when a consumer clicks on their ad. The tracking of online activity and delivery of ads based on that activity is called _____. A. click-throughs B. behavioral targeting C. spamming D. blogging E. cookie targeting

answer

B. behavioral targeting

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32. What is the first step in market segmentation? A. describe each group B. group customers with similar needs sets C. identify product-related need sets D. select an attractive segment to serve E. set objectives for segmenting

answer

C. identify product-related need sets

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33. What is the LAST step in market segmentation? A. describing each group B. selecting an attractive segment(s) to serve C. identifying product-related need sets D. grouping customers with similar need sets E. deciding the segmenting scheme

answer

B. selecting an attractive segment(s) to serve

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34. Which of the following is NOT a step in market segmentation? A. set budget B. identify product-related need sets C. group customers with similar need sets D. describe each group E. select an attractive segment(s) to serve

answer

A. set budget

question

35. Carlos is attempting to segment the market for his company's products. Where should he begin? A. set objectives B. identify product-related need sets C. group customers with similar need sets D. describe each group E. select an attractive segment(s) to serve

answer

B. identify product-related need sets

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36. Which term reflects the fact that most products in developed economies satisfy more than one need? A. multiplicity B. duplicity C. need array D. need set E. value proposition

answer

D. need set

question

37. Barry is looking for a car that is dependable yet stylish enough to let others know that he has achieved a respectable status in his life and career. He also wants it to be a high-performance automobile. Dependability, status, and performance represent Barry's _____. A. self-image B. need set C. alter ego D. unarticulated needs E. lifestyle

answer

B. need set

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38. Which of the following is used to describe a group of consumers with similar needs sets? A. demographics B. lifestyles C. media usage D. a and b E. a, b, and c

answer

E. a, b, and c

question

39. Talbot's is a women's clothing store that offers classic fashions at a slightly premium price (i.e., a wool skirt typically costs over $100). During the process of market segmentation, Talbot's identified a group of consumers who are larger than average women yet still want stylish clothing. Further research into this segment revealed that these women tend to be between the ages of 35 and 50, are career-oriented, have a household income over $50,000, and are married with children under the age of 18 living at home. This group is also heavy users of magazines and newspapers as well as prime-time television. Which step of market segmentation does this describe? A. identifying product-related need sets B. grouping customer with similar need sets C. describing each group D. selecting an attractive segment(s) to serve E. profiling current customers

answer

C. describing each group

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40. The segment(s) within the larger market on which an organization will focus its marketing effort is referred to as the _____. A. need set B. target market C. customer set D. strategic market E. primary market

answer

B. target market

question

41. J&J Produce is a distributor of fresh produce. They conducted a thorough analysis of its market and identified groups of consumers that had similar product-related needs. One particular market identified wanted fresh and unique produce, such as Swiss chard, radicchio, and exotic fruits, and they were willing to pay higher prices for these choices. J&J Produce decided to focus its marketing effort on this segment of the total market. This segment is J&J's _____. A. need set B. primary market C. customer set D. target market E. market focus

answer

D. target market

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42. Which of the following is used to evaluate the attractiveness of various market segments? A. segment size B. distribution available C. fit with company image D. cost to serve E. all of the above

answer

E. all of the above

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43. Juan has segmented the market for boats and is currently analyzing each with respect to several factors, such as size, growth rate, competitor strength, fit with company image, distribution available, cost to serve, and risk before deciding which segment to target. Which step of market segmentation is Juan conducting? A. identifying product-related need sets B. grouping customer with similar need sets C. describing each group D. selecting an attractive segment(s) to serve E. profiling current customers

answer

D. selecting an attractive segment(s) to serve

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44. The product, price, communications, distribution, and services provided to the target market is referred to as the _____. A. need set B. marketing mix C. marketing set D. decision set E. value proposition

answer

B. marketing mix

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45. Which of the following is part of the marketing mix? A. product B. price C. communications D. distribution E. all of the above

answer

E. all of the above

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46. A(n) _____ is anything a consumer acquires or might acquire to meet a perceived need. A. satisfier B. end state C. product D. value proposition E. outcome

answer

C. product

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47. To be successful, a product must _____. A. meet the needs of the target market better than the competition does B. be lower priced than competitors' products C. be of higher quality than competitors' products D. be advertised more than competitors' products E. have greater distribution than the competition does

answer

A. meet the needs of the target market better than the competition does

question

48. _____ include(s) advertising, the sales force, public relations, packaging, and any other signal that the firm provides about itself and its products. A. Value promotions B. Brand equity C. Distribution D. Market segmentation E. Marketing communications

answer

E. Marketing communications

question

49. Which of the following is included in marketing communications? A. advertising B. sales force C. public relations D. packaging E. all of the above

answer

E. all of the above

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50. Which of the following is NOT a critical question for developing marketing communications? A. Who do we want to communicate with? B. What effect do we want to have? C. What message will achieve the desired result? D. What media should we use? E. all of the above are critical questions

answer

E. all of the above are critical questions

question

51. _____ is the amount of money one must pay to obtain the right to use the product. A. Consumer cost B. Total cost C. Price D. Value E. Customer value

answer

C. Price

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52. Amy purchased a new 32" LCD high-definition television and paid $400 for it. This amount of money Amy had to pay to obtain this product is known as the _____. A. total cost B. value C. value proposition D. price E. consumer cost

answer

D. price

question

53. _____ is everything the consumer must surrender in order to receive the benefits of owning/using the product. A. Value B. Consumer cost C. Price D. Opportunity cost E. Value proposition

answer

B. Consumer cost

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54. Timothy and his wife are considering the purchase of a new car. In addition to the price, they are also considering the cost of insurance, gasoline, maintenance, finance charges, and license fees. All of these factors combined represent the _____. A. value B. price C. opportunity cost D. consumer cost E. value proposition

answer

D. consumer cost

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55. Which element of the marketing mix is concerned with having the product available where target customers can buy it? A. product B. price C. distribution D. communications E. placement

answer

C. distribution

question

56. Tony's job entails making sure his company's products get to retailers so that target customers can buy them. Which element of the marketing mix is Tony involved with? A. product B. price C. distribution D. communications E. placement

answer

C. distribution

question

57. Auxiliary or peripheral activities that are performed to enhance the primary product or primary service is referred to as _____. A. service B. supplemental product C. intangible benefits D. secondary product E. ancillary attributes

answer

A. service

question

58. Which of the following is NOT considered one of the firm's outcomes of the marketing strategy and consumer behavior process? A. product position B. customer satisfaction C. service D. sales and profits E. all of the above are considered outcomes for the firm

answer

C. service

question

59. An image of the product or brand in the consumer's mind relative to competing products and brands is referred to as the product's _____. A. equity B. extension C. message D. placement E. position

answer

E. position

question

60. A product's position refers to _____. A. its shelf location in retail stores B. an image of the product in the consumer's mind relative to competing products C. its price relative to other products in the firm's product line D. its price relative to competitors' products E. its stage in the product development process

answer

B. an image of the product in the consumer's mind relative to competing products

question

61. Rod is surveying consumers to gain a better understanding of his restaurant's image relative to competing restaurants. Rod is concerned with his restaurant's _____. A. position B. equity C. placement D. driver E. satisfaction index

answer

A. position

question

62. Which outcome of marketing strategy produces the revenue necessary for the firm to continue in business? A. customer satisfaction B. product position C. consumption D. social welfare E. sales and profits

answer

E. sales and profits

question

63. John purchases and is satisfied with his SUV because he believes that it provides greater crash safety than a sedan even though this is not technically true. John's satisfaction is based on the distinction between _____. A. primary need fulfillment and secondary need fulfillment B. actual need fulfillment and perceived need fulfillment C. initial need fulfillment and repeat need fulfillment D. articulated need fulfillment and unarticulated need fulfillment E. attribute fulfillment and benefit fulfillment

answer

B. actual need fulfillment and perceived need fulfillment

question

64. _____ occurs when individuals or groups make consumption decisions that have negative consequence for their long-run well-being. A. Disintermediation B. Conspicuous consumption C. Disenfranchisement D. Injurious consumption E. Demarketing

answer

D. Injurious consumption

question

65. Bob and his friends go out every weekend and drink until they get drunk. Then they drive home in that condition. Which type of consumption does this represent? A. injurious consumption B. severe consumption C. conspicuous consumption D. unethical consumption E. anti-social consumption

answer

A. injurious consumption

question

66. Which of the following is a societal outcome of marketing strategy and consumer behavior? A. sales B. need satisfaction C. social welfare D. customer satisfaction E. product position

answer

C. social welfare

question

67. Which of the following is NOT a societal outcome of marketing strategy and consumer behavior? A. economic outcomes B. customer satisfaction C. physical environment outcomes D. social welfare E. all of the above are societal outcomes

answer

B. customer satisfaction

question

68. Which is NOT a step in the consumer's decision process? A. information search B. postpurchase processes C. problem recognition D. alternative evaluation and selection E. self-concept analysis

answer

E. self-concept analysis

question

69. Which of the following is an internal influence on consumer behavior? A. culture B. family C. attitudes D. marketing activities E. reference groups

answer

C. attitudes

question

70. Which is NOT an external influence on consumer behavior? A. culture B. family C. social status D. perception E. marketing activities

answer

D. perception

question

71. Teresa is trying to understand her customers better. She is examining the external influences that shape her customers' self-concepts and lifestyles. Which of the following is a possible external influence Teresa could examine? A. motives B. personality C. perception D. attitudes E. culture

answer

E. culture

question

72. Liz Claiborne is a brand of clothing, accessories, and home products. Brand managers at this company are trying to learn which internal influences impact their customers' needs and desires most. Which of the following is a possible internal influence these managers should examine? A. culture B. personality C. demographics D. family E. social status

answer

B. personality

question

73. What is the first step in the consumer decision process? A. problem recognition B. budget setting C. information search D. outlet selection E. alternative evaluation and selection

answer

A. problem recognition

question

74. Which of the following statements is true regarding the overall model of consumer behavior? A. It is sufficiently detailed so as to predict particular behaviors. B. Family and culture are internal influences on consumer behavior. C. Personality, emotions, and attitudes represent external influences on consumer behavior. D. A consumer's self-concept and lifestyle influence his or her needs and desires. E. Experiences and acquisitions have little effect on the process.

answer

D. A consumer's self-concept and lifestyle influence his or her needs and desires.

question

75. The totality of an individual's thoughts and feelings about him- or herself is known as _____. A. lifestyle B. self-concept C. internal influences D. external influences E. consumption outcomes

answer

B. self-concept

question

76. _____ represents how one lives, including the products one buys, how one uses them, what one thinks about them, and how one feels about them. A. Lifestyle B. Self-concept C. Position D. Status E. Social class

answer

A. Lifestyle

question

77. Which type of decisions involve very little effort or thought on the part of the consumer? A. primary decisions B. top-of-mind decisions C. low-involvement decisions D. automatic decisions E. self-related decisions

answer

C. low-involvement decisions

question

78. Karen was at the checkout at the grocery store and remembered that she was out of chewing gum that she normally likes to keep in her purse. Without much thought, she grabbed two packages of the gum she likes. What type of consumer decision does this illustration? A. primary decision B. top-of-mind decision C. low-involvement decision D. automatic decision E. self-related decision

answer

C. low-involvement decision

question

79. Which of the following is FALSE regarding the working poor? A. They are forced to spend a disproportionate percentage of their income on housing, utilities, and medical care. B. They generally rely on public transportation. C. They spend a larger portion of their relatively small incomes on meals away from home. D. They spend very little on their own financial security. E. They spend the same percent of their income as do higher income consumers on apparel and accessories.

answer

C. They spend a larger portion of their relatively small incomes on meals away from home.

question

80. What does the consumption of a product like Nikes mean to Andre, the working poor consumer discussed in the "Consumer Insight"? A. that he can afford a brand that is superior in meeting his physical needs B. his peers will now accept him C. they serve as a visible symbol that he is back as a successful member of society D. his peers will try to be more like him E. they serve as a reminder of what he used to have

answer

C. they serve as a visible symbol that he is back as a successful member of society

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