Accounting
Anthropology
Archaeology
Art History
Banking
Biology & Life Science
Business
Business Communication
Business Development
Business Ethics
Business Law
Chemistry
Communication
Computer Science
Counseling
Criminal Law
Curriculum & Instruction
Design
Earth Science
Economic
Education
Engineering
Finance
History & Theory
Humanities
Human Resource
International Business
Investments & Securities
Journalism
Law
Management
Marketing
Medicine
Medicine & Health Science
Nursing
Philosophy
Physic
Psychology
Real Estate
Science
Social Science
Sociology
Special Education
Speech
Visual Arts
Marketing
Q:
When Betty Crocker repeatedly advertises that a cake baked from one of its mixes tastes just like homemade, it is influencing which type of learning?A. stimulus discriminationB. brand loyaltyC. cognitive learningD. stimulus generalizationE. behavioral learning
Q:
Edison noticed that prices at a new video game rental website were lower than those at most of the other gaming websites or retail stores such as Game Stop. He is exhibitingA. cognitive dissonance.B. selective retention.C. selective comprehension.D. stimulus discrimination.E. stimulus generalization.
Q:
Elsa contends that she can taste the difference between fat-free cheeses and those with its regular fat content. Elsa is exhibitingA. cognitive dissonance.B. selective retention.C. stimulus discrimination.D. selective comprehension.E. stimulus generalization.
Q:
A person's ability to perceive differences in stimuli is referred to asA. selective comprehension.B. selective retention.C. stimulus generalization.D. stimulus discrimination.E. routine problem solving.
Q:
Which of the following is a concept from behavioral learning theory that marketers use?A. selective comprehension.B. selective retention.C. stimulus generalization.D. cognitive dissonance.E. routine problem solving.
Q:
When a response elicited by one stimulus becomes applicable to another stimulus, it is calledA. selective comprehension.B. selective retention.C. stimulus generalization.D. stimulus discrimination.E. routine problem solving.
Q:
While watching TV one evening, 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, the great taste of the sandwich is a(n) __________.A. reinforcementB. achievementC. driveD. cueE. response
Q:
If a consumer tries a new coffee drink at Starbuck and hates it, which variable of behavioral learning has been ineffective?A. reinforcementB. achievementC. driveD. cueE. response
Q:
In behavioral learning, a __________ is the reward that is given to a consumer.A. cueB. stimulusC. motivatorD. responseE. reinforcement
Q:
You need to buy a gift for a young cousin's birthday. At the mall you see a girl wearing a Hello Kitty t-shirt. You remember there is a store nearby with a lot of Hello Kitty merchandise so you go there and buy a little backpack. When you give it to your cousin, she is very excited. In terms of behavioral learning, your purchase at the Hello Kitty store was a __________.A. driveB. responseC. reinforcementD. cueE. prompt
Q:
In behavioral learning, a __________ is the action taken by a consumer to satisfy a drive.A. cueB. demotivatorC. motivatorD. responseE. stimulus
Q:
You need to buy a gift for a young cousin's birthday. You go to the mall and see a girl wearing a Hello Kitty t-shirt. You remember there is a store in the mall with a lot of Hello Kitty merchandise so you go there and buy a little backpack. When you give it to your cousin, she is very excited. In terms of behavioral learning, seeing the girl with the Hello Kitty t-shirt was a __________.A. driveB. reinforcementC. cueD. responseE. prompt
Q:
In behavioral learning, a(n) __________ is a stimulus or symbol perceived by consumers.A. driveB. cueC. attitudeD. responseE. reinforcement
Q:
In behavioral learning, a need that moves an individual to action is a(n) __________.A. driveB. cueC. attitudeD. responseE. reinforcement
Q:
You are sleepy before your 8:00 a.m. class and you notice the Starbucks on the walk to school. You stop for a drink, and purchase something new that you really enjoy. The next day you do the same, and soon this has become a habit. This process is an example ofA. cognitive learning.B. the scientific method.C. behavioral learning.D. attitude formation.E. cognitive dissonance.
Q:
Learning refers toA. content that has been transferred from short-term to long-term memory.B. those behaviors that result from repeated experience and reasoning.C. the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.D. a consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people.E. a predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
Q:
Those behaviors that result from repeated experience and reasoning is referred to asA. psychosocial edification.B. acculturation.C. attitudinal identification.D. wisdom.E. learning.
Q:
Kendall was excited 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?A. a subscription to The Wall Street JournalB. an outfit for her first dayC. a new coffee makerD. flowers to decorate her new apartmentE. running shoes
Q:
When Kia Motors offers a 10-year, 100,000-mile warranty for its Kia Soul automobile, its strategy is to reduce consumers' __________ and encourage purchases.A. behavioral learningB. cognitive learningC. brand loyaltyD. perceived riskE. postpurchase dissonance
Q:
Perceived risk isA. an unmerited fear of being taken advantage of in an exchange situation.B. the feeling of postpurchase psychological tension or anxiety that consumers may experience when faced with two or more highly attractive alternatives.C. the degree to which a seller is willing to make an exchange based upon a customer's credit worthiness.D. the personal, social, and economic significance of the purchase to the consumer.E. the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences.
Q:
Subliminal Book Cover PhotoThe book cover photo above for The Secret Sales Pitch: An Overview of Subliminal Advertising is about subliminal messages, which reflect which kind of potential influence on the consumer decision-making process?A. socioculturalB. situationalC. psychologicalD. acculturationalE. attitudinal
Q:
Which of the following statements about subliminal perception is most accurate?A. The Federal Communications Commission (FCC) believes that subliminal perception can be effective with a large majority of consumers.B. Subliminal messages are illegal in the United States.C. Subliminal messages are more effective now due to the advances in computer-generated images in movies and TV programs.D. About half of U.S. consumers think that subliminal messages can cause them to buy products and services they don't want.E. The use of subliminal messaging is monitored by the Better Business Bureau.
Q:
A movie theater owner embedded brief messages during 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 them, urged consumers to "Drink Coke" and to "Eat Popcorn," encouraging them to visit the snack lobby. Research has shown what about such messages?A. Selective perception overrides advertising messages.B. Selective exposure is difficult for marketers to surmount.C. Subliminal messages have limited effects on behavior.D. Subliminal perception enables marketers to motivate consumers to take an action.E. Subliminal messages were deemed illegal by the Federal Trade Commission at the time these were shown in the movie theater.
Q:
Subliminal perception refers toA. the process of seeing or hearing messages without being aware of them.B. a person's innate ability to read non-verbal cues like body language and facial expressions.C. the ability of a person to understand the allegorical meanings behind words, sentences, or paragraphs communicated in writing or speech.D. the process of being brainwashed to the point of acting in a way that is contrary to or inconsistent with ones normal behavior.E. the inability of a person to communicate due to lack of background knowledge or experience.
Q:
If you read the chapters from your marketing textbook the night before this test and still could not remember several of the correct marketing terms to do well on the exam, this may be the result ofA. selective retention.B. selective comprehension.C. selective exposure.D. selective perception.E. subliminal perception.
Q:
Retailers can reduce problems associated with selective retention byA. hiring well-known celebrities to sponsor their products.B. adding more end-aisle and other point-of-purchase displays throughout the store.C. providing brochures for consumers to take home.D. adopting advertising campaigns that use bright colors and a new selection of popular background music.E. offering extended service warranties.
Q:
Selective retention is most likely to occur during which stage of the consumer purchase decision process?A. information searchB. purchase decisionC. alternative evaluationD. postpurchase behaviorE. problem recognition
Q:
Prexa was offended by the brand name of a new product for women. She believed the name of the product was demeaning and that it reflected a negative attitude of the manufacturer towards women in general. Although this may simply be the result of __________, if other women interpreted the name choice the same way, it is likely this product would fail.A. selective retentionB. selective comprehensionC. selective exposureD. selective analysisE. stimulus discrimination
Q:
Because Marla was so strongly committed to a fat-free diet, she did not bother to read a recent report by the New England Journal of Medicine suggesting that some fat in our diet is healthy. The report was in a newspaper that Marla reads daily, but the headline did not appeal to her as the result ofA. selective retention.B. selective comprehension.C. selective exposure.D. selective perception.E. stimulus discrimination.
Q:
A filtering of exposure, comprehension, and retention is called __________.A. selective attentionB. selective perceptionC. selective intuitionD. selective retentionE. stimulus discrimination
Q:
Perception refers toA. a person's consistent behaviors or responses to recurring situations.B. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.C. the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.D. seeing or hearing messages without being aware of them.E. the way people see themselves and the way they believe others see them.
Q:
Marketers recognize that people have an actual self-concept and __________.A. a persona determined by their peersB. a persona determined by psychologyC. an abstract self-conceptD. an ideal self-conceptE. an inconsistent self-concept
Q:
Self-concept refers toA. 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 way people see others and the way they believe others see other people.
Q:
Which of the following statements about personality is most accurate?A. Personality is dynamic and typically changes several times as a person matures.B. Most personality traits are inherited or formed at an early age.C. Personality is the energizing force that makes consumer behavior purposeful.D. Most personality traits are formed during adulthood and don't change thereafter.E. People with compliant personalities prefer lesser known brand names.
Q:
Personality refers toA. the attitudes that determine how people spend their time and resources and what they consider important.B. the way people see themselves and others.C. the process by which an individual selects, organizes, and interprets information to create a meaningful ideal self.D. a person's consistent behaviors or responses to recurring situations.E. those qualities that either attract or repel other members of a person's personal, social, or professional environment.
Q:
Figure 4-5
According to Figure 4-5 above, an apartment would be found in what level of the Maslow hierarchy of needs?
A. physiological
B. self-actualization
C. personal
D. safety
E. social
Q:
Figure 4-5
According to Figure 4-5 above, State Farm insurance products would be found in what level of the Maslow hierarchy of needs?
A. physiological
B. self-actualization
C. personal
D. safety
E. social
Q:
Figure 4-5
Considering Figure 4-5 above, Chanel No. 5 fragrances would be found in what level of the Maslow hierarchy of needs?
A. physiological
B. self-actualization
C. personal
D. safety
E. social
Q:
Figure 4-5
Considering Figure 4-5 above, carrying an American Express Centurian Card would be found in what level of the Maslow hierarchy of needs?
A. physiological
B. self-actualization
C. personal
D. safety
E. social
Q:
Figure 4-5
Considering Figure 4-5 above, a college education would be found in what level of the Maslow hierarchy of needs?
A. physiological
B. self-actualization
C. personal
D. safety
E. social
Q:
Figure 4-5
Figure 4-5 above depicts the Maslow __________.
A. motivation for preservation
B. products pyramid
C. hierarchy of needs
D. ladder of effects
E. psychosocial influences
Q:
Food in the Maslow hierarchy of needs is an example of a __________ need.A. self-actualizationB. personalC. socialD. safetyE. physiological
Q:
Shelter in the Maslow hierarchy of needs is an example of a __________ need.A. self-actualizationB. personalC. socialD. safetyE. physiological
Q:
Friendship in the Maslow hierarchy of needs is an example of a __________ need.A. self-actualizationB. personalC. socialD. safetyE. physiological
Q:
Status in the Maslow hierarchy of needs is an example of a __________ need.A. self-actualizationB. personalC. socialD. safetyE. physiological
Q:
Self-fulfillment in the Maslow hierarchy of needs is an example of the highest-order needs referred to asA. physiological needs.B. social needs.C. safety needs.D. personal needs.E. self-actualization needs.
Q:
Figure 4-5
According to Figure 4-5 above, E defines what level in the Maslow hierarchy of needs?
A. physiological
B. safety
C. social
D. personal
E. self-actualization
Q:
Figure 4-5
According to Figure 4-5 above, D defines what level in the Maslow hierarchy of needs?
A. physiological
B. safety
C. social
D. personal
E. self-actualization
Q:
Figure 4-5
According to Figure 4-5 above, C defines what level in the Maslow hierarchy of needs?
A. physiological
B. safety
C. social
D. personal
E. self-actualization
Q:
Figure 4-5
According to Figure 4-5 above, B defines what level in the Maslow hierarchy of needs?
A. physiological
B. safety
C. social
D. personal
E. self-actualization
Q:
Figure 4-5
According to Figure 4-5 above, A defines what level in the Maslow hierarchy of needs?
A. physiological
B. safety
C. social
D. personal
E. self-actualization
Q:
In the Maslow hierarchy of needs, the most basic needs are physiological, followed by safety, social, and personal. What category of needs is at the highest level?A. intellectual needsB. emotional needsC. self-actualization needsD. religious needsE. psychological needs
Q:
In the Maslow hierarchy of needs, those needs involving personal fulfillment are called __________.A. physiologicalB. safetyC. socialD. personalE. self-actualization
Q:
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.A. physiologicalB. safetyC. personalD. socialE. self-actualization
Q:
In the Maslow hierarchy of needs, those needs that are concerned with love and friendship are referred to as __________ needs.A. physiologicalB. safetyC. socialD. personalE. self-actualization
Q:
In the Maslow hierarchy of needs, a burglar alarm would satisfy a __________ need.A. physiologicalB. safetyC. socialD. personalE. self-actualization
Q:
In the Maslow hierarchy of needs, __________ needs involve self-preservation as well as physical and financial well-being.A. physiologicalB. socialC. personalD. safetyE. self-actualization
Q:
In the Maslow hierarchy of needs, water, food, and oxygen would be considered __________ needs.A. psychologicalB. safetyC. socialD. personalE. physiological
Q:
In the Maslow hierarchy of needs, those needs which are basic to survival and which must be satisfied first are referred to asA. physiological needs.B. safety needs.C. social needs.D. personal needs.E. self-actualization needs.
Q:
Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need?A. personal, social, physiological, psychological, and safetyB. physiological, safety, social, personal, and self-actualizationC. safety, physiological, safety, self-actualization, and personalD. self-actualization, social, safety, physiological, and personalE. safety, personal, self-actualization, physiological, and social
Q:
Motivation refers toA. the stimulus required to cause a consumer to do something uncharacteristic of himself.B. the energizing force that stimulates behavior to satisfy a consumer need.C. a person's consistent behaviors or responses to recurring situations.D. the way people see themselves and the way they believe others see them.E. a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
Q:
Sociocultural influences that affect the consumer purchase decision process include all of the following EXCEPT:A. personal influence.B. reference groups.C. family.D. culture and subculture.E. values, beliefs, and attitudes.
Q:
Figure 4-4
In Figure 4-4 above, E represents the
A. consumer purchase decision process.
B. organizational buying decision process.
C. marketing research process.
D. marketing program.
E. consumer socialization process.
Q:
Figure 4-4
In Figure 4-4 above, D represents the __________ influences that can affect the consumer purchase decision process.
A. economic
B. situational
C. psychological
D. sociocultural
E. marketing mix
Q:
Figure 4-4
In Figure 4-4 above, C represents the __________ influences that can affect the consumer purchase decision process.
A. sociocultural
B. economic
C. environmental
D. situational
E. market dominated
Q:
Figure 4-4
In Figure 4-4 above, B represents the __________ influences that can affect the consumer purchase decision process.
A. economic
B. situational
C. environmental
D. marketing mix
E. market dominated
Q:
Figure 4-4
In Figure 4-4 above, A represents the __________ influences that can affect the consumer purchase decision process.
A. economic
B. situational
C. psychological
D. sociocultural
E. marketing mix
Q:
Consumers with credit cardsA. are less influenced by physical surrounding than those who pay by cash or check.B. are influenced to a certain extent by a retailer's physical surroundings to buy more with their credit cards than with cash.C. purchase more than those who purchase with cash or debit cards.D. purchase less than those who purchase with cash or debit cards.E. purchase less when accompanied by children than when in the company of other adults.
Q:
Rob only has 30 minutes off for lunch, so he typically goes somewhere within a block or two of his building, and is careful about what he orders. This is an example of which situational influence in the purchase decision process?A. purchase taskB. social surroundingsC. physical surroundingsD. temporal effectsE. antecedent states
Q:
Many consumers buy a subscription to The Wall Street Journal and have it delivered to their homes by 5:30 a.m. so that they can read it during breakfast. This purchase is an example of which situational influence?A. purchase taskB. social surroundingsC. physical surroundingsD. temporal effectsE. antecedent states
Q:
What is a subculture? Name examples of products targeted at American subcultures.
Q:
Temporal effects includeA. the purpose of the purchase.B. the presence of other people.C. the time of day of the purchase.D. the crowding in retail stores.E. the consumer's mood while engaged in the purchase.
Q:
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" and uncomfortable. This situation is most closely related to which of the following situational influences?A. purchase taskB. social surroundingsC. physical surroundingsD. temporal effectsE. spatial surroundings
Q:
Why would Proactiv, an acne treatments company, select Maroon 5 frontman Adam Levine to appear in an ad campaign? What kind of influence could he have on consumer behavior?
Q:
Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?A. purchase taskB. social surroundingsC. physical surroundingsD. temporal effectsE. antecedent states
Q:
Consumers accompanied by childrenA. purchase twice as much as they normally would if shopping with other adults.B. purchase about 40 percent more than when shopping alone.C. purchase 40 less than they normally would if shopping with their spouses.D. spend 40 percent less than when shopping alone.E. spend exactly the same amount as when shopping alone.
Q:
When a man picks up a bottle of wine and tells the sales clerk, "I'm taking this to a dinner party tonight," which situational influence is being demonstrated?A. purchase taskB. social surroundingsC. physical surroundingsD. temporal effectsE. antecedent states
Q:
Situational influences refer toA. 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.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.
Q:
Which of the following is a strategy for a market leader (rather than a market challenger) when marketing a low-involvement product?A. use sales promotion such as free samples, coupons, and rebates to encourage trial of their brandB. link their brand attributes with high-involvement issuesC. use Internet search engines such as Google to assist buyersD. use advertising messages that focus on getting the brand into a consumer's consideration setE. use repetitive advertising messages that reinforce a consumer's knowledge or assure buyers they made the right choice
Q:
You will be graduating soon and have been offered what you consider the job of your dreams. The new position, however, requires some traveling so you will need a car. You currently do not have one. What decision process will you go through to purchase an automobile?