CB6 6th Edition

Melissa wants to buy a new hair dryer. She considers five models and assigns them belief ratings from 1= very poor to 10= very good, and importance ratings from 10= most important to 1=least important. She sets a mental cutoff of 5 as a selection criterion for the model. According

Research confirms that consumers generally consider only a small fraction of the actual number of problem solutions that are available. Answer: T Answer: T Answer: T In collectivist cultures, more focus is placed on the nuclear family. Answer: FIn collectivist cultures, more focus is placed on the extended family. Answer: FIn collectivist cultures, more focus is

Define customer commitment and describe its significance. Answer: True consumer loyalty consists of both a pattern of repeated behavior as evidenced by highcustomer share and a strong feeling of attachment, dedication, and sense of identification with a brand. Customer commitmentcaptures this sense of attachment, dedication, and identification. Highly committed customers are

Which of the following is a postconsumption reactions theory? a. Need hierarchy theory b. Theory X and Theory Y c. Self-determination theory d. Equity theory e. Situational theory Answer: D Answer: D Answer: D Which of the following types of social power gives an individual authority to sanction members or revoke membership of those who do not conform to

What role does value play in consumer misbehavior? Answer: The focal motivation for consumer misbehavior is value. However, how consumers attempt to obtain value is an important issue in consumer misbehavior research. When consumers misbehave, they seek to maximize the benefits they receive from an action while minimizing, or eliminating, their

With affect-based evaluation, alternatives are evaluated across a set of attributes that are considered relevant to the purchase situation. Answer: FWith attribute-based evaluation, alternatives are evaluated across a set of attributes that areconsidered relevant to the purchase situation. Answer: FWith attribute-based evaluation, alternatives are evaluated across a set of attributes that areconsidered relevant

Individual differences, which include personality and lifestyle, help determine consumer behavior. Answer: T Answer: T Answer: T According to the ABC approach to attitudes, the statement, "I really like my smartphone," is an example of the behavior component of attitude. Answer: FThis is a statement of affect because it describes the feelings, or affection, a

An associative network is a network of: a. synaptic pathways linking various stimuli. b. mental pathways linking knowledge within memory. c. neural pathways linking nerve fibres within the sensory memory. d. mental pathways linking consumer motivation with cognition. e. neural pathways linking affective components of memory. Answer: B Answer: B Answer: B Certain characteristics of an automobile, such as

Consumers who have great influence on other consumers' behaviors relating to product adoption and purchase are known as _____. a. conspicuous consumers b. surrogate consumers c. product innovators d. market leaders e. opinion leaders Answer: E Answer: E Answer: E In most countries, the Head of State is expected to act with diplomatic strength. This is an example of

The nine nation approach in segmentation asserts the fact that consumer priorities remain consistent across regions. Answer: FThe relative usefulness of the nine nation approach in segmentation is questionable, but it captures the fact that priorities among consumers do vary regionally. Answer: FThe relative usefulness of the nine nation approach in segmentation

The phenomenon in which consumers often choose membership in microcultures in an effort to stand out or define themselves from the crowd is called _____. a. resurgence b. acculturation c. divergence d. enculturation e. stratification Answer: C Answer: C Answer: C In the balance theory, the object-person relation is referred to as a(n) _____ relation. a. sentiment b. unit c. primary d. secondary e.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in

2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 2014 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in

Buying a product because it delivers a specific benefit is an example of the value-expressive function of attitudes. Answer: FBuying a product because it delivers a specific benefit is an example of the utilitarian function of attitudes. Answer: FBuying a product because it delivers a specific benefit is an example of the

_____ costs are the costs associated with changing from one choice, such as a brand, retailer, or service provider, to another. a. Switching b. Transfer c. Conversion d. Shilling e. Infiltrating Answer: A Answer: A Answer: A Which type of cues refer specifically to information found in the message that pertains directly to the product, its attributes, its advantages,

The superego focuses on resolving the conflicts between the id and ego. Answer: FThe superego works against the id by motivating behavior that matches societal norms andexpectations, much like the consumer's conscience. The ego focuses on resolving the conflicts between the id and the superego. Answer: FThe superego works against the id

The ability of a group or individual to influence a consumer due to the group's or individual's knowledge of, or experience with, a specific subject matter is known as _____ power. a. referent b. legitimate c. expert d. reward e. coercive Answer: C Answer: C Answer: C James likes learning about latest technologies and he is especially interested in

Sara is waiting for the results of a job interview she appeared for. She is anxious to know about the outcome and hopes that she will be selected for the job. This is an example of _____ appraisal. a. anticipation b. situational c. agency d. equity e. retrospective Answer: A Answer: A Answer: A In a marketing message,the amount

SCHOOL COUNSELOR SCENARIO Clarence works as a school counselor in a high school. She finds her job very challenging as she has to help teenagers deal with a variety of problems. Her years on the job have given Clarence startling insight on teen behavior. Many high school seniors with a binge

The approximate worth of a customer to a company in economic terms is known as the _____. a. net present value (NPV) b. customer lifetime value (CLV) c. customer present value (CPV) d. customer future value (CFV) e. total customer value (TCV) Answer: B Answer: B Answer: B _____ refer to the characteristics of the person or character delivering

Which of the following best describes repetitive, excessive, and purposeful consumer behaviors that are performed as a response to tension, anxiety, or obtrusive thoughts? a. Commodity fetishism b. Impulsive consumption c. Compulsive consumption d. Addictive consumption e. Commodity narcissism Answer: C Answer: C Answer: C Which of the following disciplines studies human reactions to their environment? a. Marketing b. Economics c. Psychology d.

ENERGY BAR SCENARIO Nutrition labels on products provide considerable information for consumers. For example, a consumer deciding among the many brands of energy bars might compare three offerings: Crayton Bar, Goodie-meal Bar, and Snacky-Bar. The most important attribute for this consumer is protein content, followed by calories, taste, sugar, price and

Cindy, an overweight teenager, feels pressurized as all her friends at school are slim. So she binges on fast-food and then throws up after her meals. Unhappy with her body image, she often ends up being rude to her classmates. These negative behaviors indicate that Cindy has low body esteem. Answer: T Answer:

Personality helps explain why a particular behavior provides great value to one consumer but none to another. Answer: T Answer: T Answer: T The term bounded rationality describes the idea that perfectly rational decisions are always feasible. Answer: FThe term bounded rationality describes the idea that perfectly rational decisions are not always feasible due to

A cosmetic manufacturer that targets young women was looking at a graphical display of how women perceived different brands of cosmetics. They found that their brand was clustered with brands that are targeted toward older women. This graphical depiction of the positioning of competing brands used by the marketer is an

WALMART SCENARIO Walmart is the largest retailer in the world with more than 4,000 stores located in 14 countries outside the United States. The corporation has learned, sometimes the hard way, that the Walmart business model cannot be applied to every country it enters due to cultural differences. For example, the

Which of the following is a BRIC country? a. Belgium b. Ireland c. Russia d. Italy e. Canada Answer: C Answer: C Answer: C When the search effort is not necessarily focused on an upcoming purchase; rather the effort is focused on staying up to date on a topic of interest, it is called a(n) _____ search. a. ongoing b. postpurchase c.

According to which of the following theories,communications provide information in ways beyond the explicit or obvious content of a message? a. Signal theory b. Habituation theory c. Dual-coding theory d. Prospect theory e. Multiple store theory Answer: A Answer: A Answer: A Alice, a five-year-old, used to cry and protest whenever her mother took her to the dentist for

The total collection of all possible solutions to a recognized need is referred to as the _____ set of alternatives. a. awareness b. universal c. consideration d. inert e. inept Answer: B Answer: B Answer: B COFFEE-MAKER SCENARIO Jane was visiting her friend and was served a coffee drink at her friend's house that was similar to the ones she's

Echoic storage is the storage of: a. visual information as an exact representation of a scene. b. auditory information as an exact representation of a sound. c. olfactory information as an exact representation of a smell. d. gustatory information as an exact representation of a taste. e. tactile information as an exact representation of a

VISITING THE DENTIST SCENARIO According to a survey conducted by the American Dental Association, almost 25 percent of Americans don"t go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fearpain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured

Which of the following perspectives to learning focuses on the cognitive processes associated with comprehension that lead to consumer learning? a. Behaviorist perspective b. Transformative perspective c. Constructivist perspective d. Information processing perspective e. Connectivist perspective Answer: D Answer: D Answer: D Which of the following consumer satisfaction measures compares the difference between expectations and performance perceptions? a. Direct, global

Voluntary memory is the memory for information one is exposed to, attends to, and applies effort to remember. Answer: FExplicit memory refers to memory for information one is exposed to, attends to, and applies effort to remember. Answer: FExplicit memory refers to memory for information one is exposed to, attends to, and

CHRISTMAS SHOPPING SCENARIO Maisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships

Which of the following terms refers to lingering doubts about a decision that has already been made? a. Buyer's remorse b. Cognitive dissonance c. Search regret d. Buyer's guilt e. Cognitive inertia Answer: B Answer: B Answer: B Community Trust Bank is analyzing its customer data to determine if groups other than the business customers can be identified. The

Which of the following is a characteristic of consumers with low need for cognition? a. They tend to be influenced by things like an endorser's attractiveness and cues that are not central to a message. b. They tend to think carefully about products, problems, and even marketing messages. c. They tend to be

You are a business consultant specializing in handling consumer complaints. Suggest some guidelines that hotel employees should follow when responding to consumer complaints. Answer: Some of the measures service providers can use to effectively handle consumer complaintsare:1/ Thank the customer for providing the information.2/Ask questions to clarify the issue.3/ Apologize sincerely.4/

Comprehension applies not only to consumer learning but to consumers' attitudes as well. Answer: T Answer: T Answer: T For functional types of services, hedonic value is more strongly related to customer share than is utilitarian value. Answer: FFor functional types of services, utilitarian value is more strongly related to customer sharethan is hedonic value. Answer:

Carl and Sarah, newlyweds, are considering the purchase of their first house. They are very involved with this purchase decision, particularly because they will be spending their entire savings on this purchase. They have been searching for information on the Internet and asking for opinions from friends and family. Which

According to the social judgment theory, in which of the following instances does assimilation occur? a. When the consumer is not involved with the message b. When an incoming message is perceived as falling within the latitude of rejection c. When material presented early in a message is most influential d. When material presented

Price gouging is the act of charging a higher than reasonable price for a good that occurs following some kind of natural disaster or event. Answer: T Answer: T Answer: T Underlying attributes are sometimes referred to as experience qualities because they are often perceived only during consumption. Answer: T Answer: T Answer: T Research shows that consumers who

Irene has been saving up and searching for the right house to buy. She was ecstatic when a friend told her of a website that deals with real estate promotion and purchase. Irene, who confesses to be not so proficient with the use of the Internet, visited the site for

From a traditional advertising perspective, the basic communication model is referred to as a _____ approach. a. "one-to-one" b. "many-to-one" c. "one-to-many" d. "many-to-many" e. "one-way-street" Answer: C Answer: C Answer: C Which of the following types of evaluation do consumers use to evaluate alternatives across a set of features or characteristics that are considered relevant to the purchase

Which of the following is true about behavioral influence decision-making perspective? a. Consumers are rational and they diligently gather information about purchases. b. Consumers compare various brands of products on salient attributes. c. Consumers' behaviors are influenced by environmental forces. d. Consumers make informed decisions regarding what brand to buy. e. Consumers' behaviors are influenced

Netnography applies ethnographic tools to study the behavior of online cultures and communities. Answer: T Answer: T Answer: T The term evaluative criteria is used to refer to the product attributes that consumers consider when reviewing possible solutions to a problem. Answer: T Answer: T Answer: T Things that lower a consumer's mood make them less likely to

When consumer misbehavior is the outcome of a deliberate decision-making process that weighs the risks and rewards of the behavior, it is referred to as opportunism. Answer: T Answer: T Answer: T John dreams of gaining permanent membership in the Society for Scientists so that he will never be dissociated from any of the

LOUIS VUITTON SCENARIO Carla purchased a Louis Vuitton Fantaisie handbag for $1,430 when she was in New York City last weekend. She had always fancied this brand but had never purchased anything of this brand before. In fact, many of her friends purchased counterfeit Louis Vuitton handbags, wallets, and scarves. But

_____ refers to the purposeful allocation of information processing capacity toward developing an understanding of some stimulus. a. Reaction b. Comprehension c. Sensation d. Attention e. Retention Answer: D Answer: D Answer: D As consumers get older, the value they receive from certain consumption activities often changes. For example, some older consumers do not have as much fun attending

Which of the following is true about the effects of the source of a message on consumer attitudes? a. Source likeability affects persuasion more for consumers with high need for cognition than for those with a low degree of this trait. b. The credibility of sources has no impact on the certainty with

Which of the following is a category of secondary stakeholders? a. Customers b. Managers c. Mass media d. Suppliers e. Regulating agencies Answer: C Answer: C Answer: C The cognitive process in which active concepts frame thoughts and therefore affect both value and meaning is known as _____. a. priming b. signaling c. prospecting d. assimilating e. positioning Answer: A Answer: A Answer: A _____ captures how much gratification

According to the elaboration likelihood model of persuasion, if a consumer is not involved with a message or lacks either the motivation or ability to process information, the _____ route to persuasion will be followed. a. central b. peripheral c. primary d. relational e. abstract Answer: B Answer: B Answer: B Which of the following is a lifestyle analysis technique

When a cat learns to run to the kitchen for food every time it hears the sound of the electric can opener, instrumental conditioning has occurred. Answer: FClassical conditioning refers to a change in behavior that occurs simply through associating some stimulus with another stimulus that naturally causes a reaction. In

Which of the following types of ethical evaluations focuses on specific actions? a. Dysteleological evaluations b. Teleological evaluations c. Deontological evaluations d. Analogical evaluations e. Ideological evaluations Answer: C Answer: C Answer: C AUTOMOBILE SCENARIO Consider a consumer who is contemplating a new automobile purchase. She has narrowed her decision down to two brands, Honda Accord and Ford Taurus. She

A fearful consumer tends to buy less and enjoy the experience less. Answer: T Answer: T Answer: T Costs are the positive results of consumption. Answer: FCosts are the negative results of consumption. Answer: FCosts are the negative results of consumption. Answer: F Costs are the negative results of consumption. Price is information signaling how much potential value may