Question 1

Define motivation and personality and how they impact marketing.

Accepted Answer

Motivation is the energizing force that ...

Question 2

Which type of purchase is most likely to be the result of joint decision making?

Accepted Answer

A)   groceries
B)   children's toys
C)   medicine
D)   home appliances
E)   car maintenance products

Question 3

Chanel No.5 fragrances would satisfy needs at what level of the Maslow hierarchy of needs?

Accepted Answer

A)   physiological
B)   self-actualization
C)   personal
D)   safety
E)   social

Question 4

Self-concept refers to

Accepted Answer

A)   the degree to which a person is influenced by situational influences.
B)   the need for personal fulfillment.
C)   the way people see themselves and the way they believe others see them.
D)   the degree to which a person trusts his or her own judgment in a purchase situation.
E)   the degree to which a person is influenced by sociocultural influences.

Question 5

The annual market size for products bought by or for preteens and teenagers is about

Accepted Answer

A)   $2 billion.
B)   $20 billion.
C)   $100 billion.
D)   $200 billion.
E)   $900 billion.

Question 6

How would consumers who purchased a new and innovative Nike LeBron XIII iD basketball shoe for $245 try to reduce any cognitive dissonance they feel?

Accepted Answer

A)   limit their information search to an internal one
B)   minimize problem-solving involvement
C)   read ads for the new basketball shoe even after the purchase has been made
D)   conceal the product purchase from others
E)   If the shoe is comfortable and gives the requisite support, there will be no cognitive dissonance.

Question 7

Situational influences refer to

Accepted Answer

A)   the aspects of the purchase situation that impact the consumer purchase decision process: purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states.
B)   the temporary impediments to a consumer's purchase decision.
C)   psychological concepts that are useful for interpreting buying processes and directing marketing efforts.
D)   the feelings of postpurchase anxiety that can arise from a number of different factors including social surroundings, physical surroundings, psychological effects, and precedent states.
E)   both the objective and subjective attributes a consumer uses to compare different products and brands.

Question 8

The fourth stage in the consumer purchase decision process involves deciding from whom to buy and when to buy.What is this stage called?

Accepted Answer

A)   purchase indecision
B)   prepurchase evaluation
C)   purchase decision
D)   problem recognition
E)   information search

Question 9

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.

Accepted Answer

A)   parental guidance
B)   peer pressure
C)   opinion leadership
D)   government regulation
E)   psychographics

Question 10

The crowded aisles in retail stores at holiday time may cause some shoppers to lose patience and decide on their purchases with far less thought than they otherwise would due to being harried or overwhelmed.This situation is most closely related to which of the following situational influences?

Accepted Answer

A)   purchase task
B)   social surroundings
C)   physical surroundings
D)   temporal effects
E)   spatial surroundings

Question 11

Some automobile dealerships employ a nonnegotiable or no-haggle price strategy to sell their cars.A customer who wants to buy a new or used car would pay the posted price.These dealers probably adopted this pricing policy because

Accepted Answer

A)   the industry was discussing the abandonment of self-regulation practices.
B)   women have an intense dislike of price negotiation, yet still want to buy a car.
C)   many recent immigrants into the United States are not accustomed to negotiation.
D)   women distrust men in general and car salesmen in particular.
E)   a sluggish economy guarantees that negotiations would produce negative profit per vehicle.

Question 12

The VALS framework segments consumers based on

Accepted Answer

A)   their primary motivation for buying products and their resources.
B)   their demographics.
C)   their product usage, age, and gender.
D)   where they live.
E)   their media usage and their demographics.

Question 13

The VALS system seeks to explain why and how consumers make purchase decisions.Consumers motivated by ideals are guided by knowledge and principle.Explain the difference between Thinkers and Believers.

Accepted Answer

Thinkers and Believers are the two group...

Question 14

Sanaa recently made partner at her law firm,and she is rewarding herself with the purchase of a new car.She told a co-worker,"The Volvo has nine airbags but the Cadillac drives so smoothly." Sanaa is currently in which stage of the purchase decision process?

Accepted Answer

A)   problem recognition
B)   information search
C)   alternative evaluation
D)   purchase decision
E)   postpurchase evaluation

Question 15

What percentage of adults is considered to be opinion leaders?

Accepted Answer

A)   1 percent
B)   5 percent
C)   10 percent
D)   25 percent
E)   It depends upon the type of product.

Question 16

A favorable attitude toward and consistent purchase of a single brand over time is referred to as

Accepted Answer

A)   stimulus generalization.
B)   attitudinal discrimination.
C)   brand loyalty.
D)   behavioral loyalty.
E)   consumer allegiance.

Question 17

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

Accepted Answer

A)   action-oriented consumers.
B)   spokespersons.
C)   opinion leaders.
D)   social classes.
E)   reference groups.

Question 18

To facilitate the ________ stage in the consumer purchase decision process,Coppertone allocates a significant part of is marketing budget to make sure Coppertone products appear in any online searches about sunscreen.

Accepted Answer

A)   problem recognition
B)   postpurchase behavior
C)   alternative evaluation
D)   information search
E)   purchase decision

Question 19

In the Maslow hierarchy of needs,those needs that are represented by the need for achievement,status,prestige,and self-respect are referred to as __________ needs.

Accepted Answer

A)   physiological
B)   safety
C)   personal
D)   social
E)   self-actualization

Question 20

For Coppertone products,form (lotion vs.spray) ,SPF level,and price are the most common

Accepted Answer

A)   consideration set.
B)   perceived risks.
C)   situational influences.
D)   marketing mix influences.
E)   evaluative criteria.

Exam 4: Understanding Consumer Behavior

Situational influences refer to

Correct AnswerverifiedShow Answer

What percentage of adults is considered to be opinion leaders?

Correct AnswerverifiedShow Answer

The crowded aisles in retail stores at holiday time may cause some shoppers to lose patience and decide on their purchases with far less thought than they otherwise would due to being harried or overwhelmed.This situation is most closely related to which of the following situational influences?

Correct AnswerverifiedShow Answer

Some automobile dealerships employ a nonnegotiable or no-haggle price strategy to sell their cars.A customer who wants to buy a new or used car would pay the posted price.These dealers probably adopted this pricing policy because

Correct AnswerverifiedShow Answer

The VALS framework segments consumers based on

Correct AnswerverifiedShow Answer

The fourth stage in the consumer purchase decision process involves deciding from whom to buy and when to buy.What is this stage called?

Correct AnswerverifiedShow Answer

How would consumers who purchased a new and innovative Nike LeBron XIII iD basketball shoe for $245 try to reduce any cognitive dissonance they feel?

Correct AnswerverifiedShow Answer

Self-concept refers to

Correct AnswerverifiedShow Answer

The annual market size for products bought by or for preteens and teenagers is about

Correct AnswerverifiedShow Answer

Chanel No.5 fragrances would satisfy needs at what level of the Maslow hierarchy of needs?

Correct AnswerverifiedShow Answer

The VALS system seeks to explain why and how consumers make purchase decisions.Consumers motivated by ideals are guided by knowledge and principle.Explain the difference between Thinkers and Believers.

Correct AnswerverifiedThinkers and Believers are the two group...View AnswerShow Answer

Sanaa recently made partner at her law firm,and she is rewarding herself with the purchase of a new car.She told a co-worker,"The Volvo has nine airbags but the Cadillac drives so smoothly." Sanaa is currently in which stage of the purchase decision process?

Correct AnswerverifiedShow Answer

Which type of purchase is most likely to be the result of joint decision making?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

To facilitate the ________ stage in the consumer purchase decision process,Coppertone allocates a significant part of is marketing budget to make sure Coppertone products appear in any online searches about sunscreen.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

In the Maslow hierarchy of needs,those needs that are represented by the need for achievement,status,prestige,and self-respect are referred to as __________ needs.

Correct AnswerverifiedShow Answer

A favorable attitude toward and consistent purchase of a single brand over time is referred to as

Correct AnswerverifiedShow Answer

For Coppertone products,form (lotion vs.spray) ,SPF level,and price are the most common

Correct AnswerverifiedShow Answer

Define motivation and personality and how they impact marketing.

Correct AnswerverifiedMotivation is the energizing force that ...View AnswerShow Answer

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Thinkers and Believers are the two group...
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Motivation is the energizing force that ...
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