Q&A Hero

Q: Ranked from the lowest to the highest level, Maslow's hierarchy of needs model includes: a. safety, esteem, social, physiological, and self-actualization needs b. physiological, social, esteem, economic, and self-actualization needs c. psychological, safety, economic, esteem, and social needs d. physiological, safety, social, esteem, and self-actualization needs e. safety, economic, social, esteem, and self-development needs

Q: A driving force that causes a person to take action to satisfy specific needs is called a(n): a. instigator b. motive c. enforcer d. stimulus e. belief

Q: Which of the following is the minimum difference in a stimulus that the consumer will notice? a. minimum level of perception b. absolute level of perception c. differential threshold of perception d. threshold level of perception e. unique threshold of perception

Q: Cassandra, an accounting major, read an article stating that accounting graduates are receiving the highest starting salary offers for business majors. The article also stated that marketing majors start with lower salaries but surpass all other majors' salaries within ten years. A week later Cassandra doesn't remember reading this last part of the article, just the first part. This is an example of: a. selective distortion b. selective exposure c. intermittent reinforcement d. selective socialization e. selective retention

Q: _____ occurs when consumers remember only information that supports their personal feelings or beliefs. a. Intermittent reinforcement b. Selective exposure c. Selective retention d. Faulty selectivity e. Selective distortion

Q: A few years ago, Toro introduced a small, lightweight snowblower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name to mean that the Snow Pup was a toy or too light to do any serious snow removal. This is how _____ can influence the consumer decision-making process. a. selective distortion b. incorrect problem recognition c. lifestyle dissonance d. Americanization e. selective exposure

Q: Families of police officers often alter information they hear about officers who die in the line of duty. This _____ allows them to live and function without constant anxiety while their loved one is engaged in a potentially dangerous job. a. selective retention b. selective distortion c. selective exposure d. faulty selectivity e. adaptive stimulus

Q: When consumers change or distort information that conflicts with their feelings or beliefs, it is called: a. selective distortion b. selective dissonance c. intermittent reinforcement d. selective retention e. selective exposure

Q: On any given day, a person may be subjected to over 2,500 advertising messages but may only be aware of 10 to 20 of them. This is called: a. selective distortion b. selective learning c. sporadic reinforcement d. intermittent selectivity e. selective exposure

Q: Imagine life without that little spinning wheel icon to remind you that your computer is still searching for a web site or copying documents. Without this wheel consumers might think the computer had stopped working. This process in which consumers interpret this stimulus into a meaningful and coherent picture is called: a. exposure b. perception c. retention d. cognition e. selection

Q: The process by which people select, organize, and interpret stimuli into a meaningful and coherent picture is called: a. identification b. retention c. comprehension d. perception e. cognitive adaptation

Q: _____ is the analytical technique used to examine consumer lifestyles and to categorize consumers. a. An acculturation analysis b. A consumer audit c. Socialization d. Psychographics e. Demography

Q: To analyze consumer lifestyles, marketers look at consumers': a. activities, interests, and opinions b. behavior, personality, and social class c. geography, demography, and psychographics d. income, gender, and life objectives e. activities, personality, and demography

Q: Studies of how consumers relate to Internet entertainment classify them into nine different groups. One category is "Mouse Potatoes," who spend most of their time online, who want the most current gadgets, and who believe the world pictured in the cartoon The Jetsons will someday exist. This is a description of the _____ of "Mouse Potatoes." a. self-image b. cultural bias c. lifestyle d. demographics e. socialization process

Q: Clayton's purchase behavior is influenced by his love of rodeo, his patriotism, a fascination with agriculture, his love of country music, and his belief that everyone needs to enjoy life. All of these things are part of which personal influence on the consumer decision-making process? a. attitude b. personality c. beliefs d. lifestyle e. experiential learning

Q: Chaz wants to be a pirate like Captain Jack Sparrow in Disney's Pirates of the Caribbean movies. He wears a bandanna and carries a toy cutlass. Though Jack Sparrow is fictional, Chaz's role play reveals his _____. a. superego b. compliant orientation c. ideal self-image d. real self-image e. socialization process

Q: Which of the following represents the way an individual actually perceives himself or herself? a. personal image b. idea self-image c. real self-image d. lifestyle image e. defined self-image

Q: _____ is how consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations. a. Socialization b. Personality c. Socialization d. Normalization e. Self-concept

Q: An individual's _____ is a composite of psychological makeup and environmental forces. It provides consistency to an individual's reactions to situations. a. acculturation b. socialization c. personality d. autonomy e. attitude

Q: _____ is an orderly series of stages in which consumers' attitudes and behavioral tendencies change through maturity, experience, and changing income and status. a. Socialization b. The wheel of consumerism c. The family life cycle d. Lifestyle consumption e. Acculturation

Q: All of the following are individual factors influencing consumer buying decisions EXCEPT: a. gender b. age c. family d. personality e. life-cycle stage

Q: Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was a stupid idea. Their mother, Wanda, said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decision-making process: a. Madison was the initiator, and Ned had no role at all. b. Bailey was the initiator, and Wanda was the decision maker. c. Madison was an influencer, and Wanda was the decision maker. d. Madison was the initiator, and Ned was the decision maker. e. Madison was the initiator, and Bailey had no role at all.

Q: Because her mother only went to the supermarket once a month, this is how Monique prefers to do her grocery shopping. One of the reasons Monique is such an efficient shopper is that, like her mother, Monique believes, "Waste not, want not." The passing down of norms and values to Monique is an example of: a. consumerism b. the socialization process c. acculturation d. the roles opinion leaders play in business decision making e. the role of society in consumer decision making

Q: Cultural values and norms are passed down to children through the process of: a. accumulation b. encroachment c. assimilation d. socialization e. manifestation

Q: You are the brand manager for a new line of allergy relief drugs. Which of the following methods might you employ to use opinion leadership/reference groups to help stimulate demand for your products? a. Create ads that show the typical consumer performing a healthy lifestyle activity. b. Develop a promotional campaign that tells customers they "deserve to use" these products. c. Drop the price of your new products to the point where customers will realize they are getting a bargain. d. Develop a promotional campaign that emphasizes safety and security needs being fulfilled by these health-care products. e. Use a series of ads showing different health-care associations and societies endorsing the use of these health-care products.

Q: UGG footwear has a portion of their web site featuring photographs of celebrities wearing UGG shoes. The celebrities serve as _____. a. opinion leaders b. laggards c. early instigators d. gatekeepers e. aspirational adopters

Q: Opinion leaders are: a. wealthy, well-educated individuals b. experts on all high-involvement consumer goods c. usually the same individuals for all social classes d. people who influence others e. easy to locate and target

Q: Jackie and Kevin like to eat at high end restaurants where they can sit and enjoy their meal without rushing. An ad showing food created "fast from a can" would be appealing to Jackie and Kevin's _____ reference group. a. nonaspirational b. direct reference c. membership d. integrated e. aspirational

Q: Which category of reference groups represent groups that a consumer does not have membership? a. direct b. indirect c. primary d. secondary e. incomplete

Q: Which of the following statements about reference groups is true? a. Reference groups stimulate, but do not constrain, consumption behavior. b. Reference groups have strong influence on all brands and product purchases. c. A person can only belong to one reference group. d. Reference groups serve as information sources and influence perceptions. e. Understanding reference groups has not helped marketers much.

Q: David and Steven are best friends. Steven loves to compete in triathlons. David would love to compete with Steven but is a weak swimmer. David decides to take swim lessons to improve his breathing and stroke rhythms. Triathletes are a(n) _____ reference group for David. a. secondary b. primary c. aspirational d. nonaspirational e. direct

Q: All of the following are types of reference groups EXCEPT: a. primary b. secondary c. personal d. aspirational e. nonaspirational

Q: Dustin is a member of a fraternity that sees no problem of underage drinking. In fact, it is encouraged and expected the members will party and drink alcohol regardless of their age. For this group, drinking is considered a(n): a. norm b. requirement c. expectation d. affect e. primer

Q: A value or attitude deemed acceptable by a group is called a(n): a. expectation b. reference c. aspiration d. opinion e. norm

Q: A direct reference group is composed of: a. face-to-face membership groups that touch people's lives directly b. only friends, neighbors, and relatives c. role models on television and in the movies d. people the individual does not want to be associated with e. people an individual aspires to be like

Q: Reference groups can be categorized very broadly as either: a. primary or secondary b. persuasive or nonpersuasive c. direct or indirect d. positive or negative e. personal or nonpersonal

Q: A group in society, such as family, friends, or a professional organization, that influences an individual's purchasing behavior is called a(n): a. reference group b. conformist group c. opinion group d. social group e. influential group

Q: Social influences on consumer buying decisions include: a. society, culture, and family b. reference groups, society, opinion leaders, and family c. personality, lifestyle, and reference groups d. reference groups, opinion leaders, and family e. lifestyle, reference groups, and family

Q: As a marketing tool in the United States, social class: a. is useful for lifestyle distinctions between groups b. is just a simple measure of income level c. offers few insights concerning consumer behavior d. is not used because the United States is a classless society e. has demonstrated that all classes of consumers shop in the same stores

Q: A(n) _____ is a group of people in a society who are considered nearly equal in status or community esteem and tend to socialize among themselves and share behavioral norms. a. extended family b. subculture c. dissociative group d. social class e. procreational family

Q: Which of the following is LEAST likely to be described as a subculture? a. bank managers b. Hispanics c. college students d. Southeasterners e. Quakers

Q: Which of the following statements about culture as an influence on consumer buying behavior is true? a. A firm that understands the culture it is selling to has just as great a probability of selling its product as a firm that has no understanding of the culture. b. Some fear the proliferation of the Internet will increase cultural heterogeneity. c. Language is an important aspect of culture. d. Core values remain the same for all cultures. e. All of the statements about culture as an influence on consumer buying behavior are true.

Q: Homogeneous groups within a culture that share elements of the overall culture as well as have elements that are unique to that group are called: a. autonomous personal units b. probability samples c. subcultures d. normative groups e. dissociative groups

Q: An enduring belief that a specific mode of conduct is personally or socially preferable to an alternative mode of conduct is called a(n): a. lifestyle b. self-concept c. attitude d. value e. perception

Q: Physicians need to be aware of how _____ influences consumer behavior. For example with Chinese patients the doctor should remember the Chinese believe foods can assist in healing disease so he or she would need to inquire about food choices and preferences. When dealing with Muslim patients, a doctor may need to share a small bit of personal information about himself or herself to gain the patient's trust. When dealing with a Russian patient, bad news is given to accompanying friends and relatives, not the patient. a. culture b. perception c. motivation d. family life-cycle stage e. reference group membership

Q: The fact that mothers in Japan feed their babies freeze-dried sardines and rice and most mothers in the United States would not eat a freeze-dried sardine, much less feed it to their babies, indicates how _____ influences the consumer decision-making process. a. culture b. perception c. motivation d. family life-cycle stage e. reference group membership

Q: All of the following are characteristics of culture EXCEPT: a. culture is pervasive b. culture is learned c. culture is functional d. culture is an inherent trait e. culture is dynamic

Q: _____ is the set of values, norms, attitudes, and other meaningful symbols that shape human behavior and is transmitted from one generation to the next. a. Socialization b. Customerization c. Consumerism d. Lifestyle e. Culture

Q: All of the following are examples of individual factors that affect the decision-making process for consumers EXCEPT: a. gender b. age c. reference groups d. lifestyles e. personality

Q: Marketing managers often use in-store promotions to stimulate sales of: a. technical products b. high-involvement products c. high-priced products d. industrial products e. low-involvement products

Q: When Avril went to purchase a birthday card for her new boyfriend, she went to three stores and spent four hours reading over five hundred cards before selecting the perfect one. This card (which cost $3.25) is properly designated a high-involvement product because of: a. brand loyalty b. situational factors c. financial risk d. cognitive dissonance e. trial investment

Q: Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be the assistant to the producer of her favorite television program. She really wants this job and considers it a once in a lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: a. eliminate cognitive dissonance b. eliminate the low involvement in the decision c. reduce perceived risk of negative consequences d. increase the chances of selective exposure e. increase the motivation involved in the decision

Q: All of the following factors directly influence consumers' level of involvement in the purchase process EXCEPT: a. consumer's age b. previous experience with the product c. perceived risk of negative consequences d. social visibility of the purchased item e. perceived risk of negative consequences as a result of the purchase

Q: A marketing manager would expect his or her product to be a high-involvement product for most consumers if it: a. is a product adaptation of a market leader b. is a necessity c. has not been purchased before d. has low social visibility e. requires substantial financial investment

Q: Kim places huge importance on what she wears to sing in front of her church and therefore takes her time to shop for the right clothes and shoes. This is due to the: a. opportunity costs b. fear of cognitive dissonance c. situational factors d. social visibility of the products e. cost of the products

Q: Alanna is looking into purchasing a scooter as gas prices continue to rise. She needs a reasonably-priced, comfortable, and safe, scooter with room to store her books. She is not familiar with these products and this is a major purchase for her. Purchasing a scooter will probably involve: a. low-involvement problem solving b. low-involvement decision making c. extensive decision making d. limited decision making e. dedicated cognitive behavior

Q: When a consumer is purchasing an unfamiliar or expensive product, the consumer often uses the _____ process. a. extensive decision making b. cognitive harmonizing c. limited problem solving d. strategic behavior e. stimulus discrimination

Q: Nellie's boss sells merchandise through Internet auctions. He needs to mail a $1,500 hexagonal antique picture frame. He has instructed Nellie to buy packaging that will make sure the oddly shaped frame arrives at its new owner's home undamaged, but he has not told her how or where she will find such packaging. Given that she frequently has to purchase packaging supplies, what kind of purchase decision process would she most likely employ? a. high-involvement response behavior b. low-involvement decision making c. extensive decision making d. limited decision making e. routine response behavior

Q: The electricity for lighting outdoor billboards is powered by transformers. The operator of a company that installs and manages billboards has purchased many such transformers. Today he plans to buy a replacement for one that was destroyed by a recent hurricane. Before making this purchase, he will look at cost and also see if he can find one that is more weatherproof. He wants to make sure he buys the best transformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. a. limited b. extended c. habitual d. classical e. routine

Q: Jackson has moved to a new community and can no longer attend his old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ decision making. a. limited b. extended c. habitual d. classical e. routine

Q: The type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category is referred to as: a. routine response behavior b. limited decision making c. extensive decision making d. uninvolved decision making e. affective decision making

Q: Which of the following activities is most likely to be an example of routine response behavior? a. the purchase of a three-week vacation cruise b. a homeowner's purchase of a new grill for $600 c. the first-time purchase of a copy machine for your home office d. the purchase of toilet paper e. the purchase of a infant car seat

Q: Each week Jess comes to the supermarket with a list of essential items; milk, bread, peanut butter, and chocolate. This is an example of: a. buyer's harmony b. situational convenience c. routine response behavior d. limited decision making e. consistent decision making

Q: _____ is characterized by low involvement, a short time frame, an internal-only information search, and low costs. a. Limited decision making b. Routine response behavior c. Emotional buying d. Intensive decision making e. Temporally-limited behavior

Q: _____ is the amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior. a. Economic value b. Involvement c. Opportunity cost d. Temporal cost e. Perceived level of personal risk

Q: How can marketers reduce consumers' cognitive dissonance? a. offer guarantees b. offer sales promotions c. avoid contradictory information d. change the product e. ignore it

Q: All of the following are ways consumers can reduce cognitive dissonance EXCEPT: a. justify decision b. seek new information c. send a letter to the marketer d. avoid contradictory information e. return product

Q: Miller has just purchased a new Allez A1 Specialized bicycle for $1,000. Miller realizes that the Allez A1 costs more than most bikes, and even at that price it doesn't come with a set of pedals. Even though other brands of bicycles cost much less than the Allez A1, Miller tells himself that the Allez A1 is more comfortable and has greater durability than most road bikes. As Miller wonders if he made the right purchase decision, he is experiencing: a. attribute remorse b. cognitive dissonance c. evaluation distortion d. consumer cognition e. perceptual disharmony

Q: Andrea just purchased a trip to Jamaica as a present to her husband for their tenth wedding anniversary. Andrea is anxious about the trip, afraid Bill will not like her choice of location and worried she spent too much money. Andrea is experiencing: a. selective dissatisfaction b. temporal distortion c. perceptual disharmony d. cognitive dissonance e. self-actualization involvement

Q: Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions is referred to as: a. cognitive dissonance b. psychological discomfort c. affect referral d. perceptual imbalance e. dissatisfaction

Q: Arm & Hammer is a well-known and respected brand of baking soda. The company has put it's brand name on several products, such as laundry detergent, toothpaste, kitty litter, and many more products. These are examples of: a. brand transfers b. brand modifications c. brand banks d. brand hierarchies e. brand extensions

Q: Extending a well-known and respected brand name from one product category to another product category is referred to as: a. brand stretching b. brand extensions c. brand bouncing d. brand transfer e. brand building

Q: Another name for evoked set is: a. called array b. reminder assortment c. induced memory d. consideration set e. awareness set

Q: Melissa has been given a horse and needs to buy a new Western saddle. She has narrowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melissa's a. evaluative criteria b. dissonance suppressors c. discretionary discriminators d. discriminatory set e. evoked set

Q: Warren loves to go to the beach on his vacation but hates to have to worry about the possibility of hurricanes. As Warren looked for where he should go on vacation this summer, he consulted a publication called Smart Money and learned the islands of Aruba, Bonaire and Curacao are not in the hurricane belt. Now he will only consider these island resorts as possible vacation destinations. This group of resort islands is called Warren's: a. involvement set b. evaluative set c. evolved set d. evoked set e. intuitive set

Q: A group of brands, resulting from an information search, from which a buyer can choose is referred to as the buyer's: a. evoked set b. primary set c. inert set d. complete set e. justifiable set

Q: All of the following influence the extent to which an individual conducts an external search for information EXCEPT: a. perceived risk b. knowledge c. prior experience d. social class e. level of interest

Q: David is shopping for tires for his Audi. He looks in the yellow pages of the local phone book and calls Costco, Sam's club, Sears and a local car repair shop. In his decision-making process, David is using: a. marketing-controlled information sources b. demographic information sources c. nonmarketing-controlled information sources d. secondary data sources e. internal search sources

Q: All of the following are examples of marketing-controlled information sources EXCEPT: a. a friend's recommendation on the brand of product to buy b. brochures about kitchen products sold by the Home Depot c. a coupon for $1.00 off of laundry detergent d. recipe for oatmeal raisin cookies on a package of oatmeal e. an advertisement in a magazine

Q: While Robinson was looking at the CDs at Wal-Mart, he was trying to remember the name of the group that sang the song he liked on last night's episode of his favorite TV show so he could buy it. Since recording companies pay to have their CDs promoted on television shows, the source of information Robinson is trying to recall is: a. a fortuitously evoked set b. marketing-controlled c. nonmarketing-controlled d. unitary data e. a credible consideration set