52) Selective ________ tends to reinforce existing attitudes and creates a real challenge for
marketers trying to overcome negative beliefs and attitudes since people are less likely to be
aware of or retain information to the contrary.
A) awareness
B) distortion
C) memory
D) retention
E) hearing
53) Information can be misunderstood or made to fit existing beliefs, a process known as
selective ________.
A) awareness
B) distortion
C) memory
D) retention
E) hearing
54) ________ occurs when information is processed and added to long-term memory.
A) Learning
B) Cognitive dissonance
C) Formalization
D) Data mining
E) Repositioning
55) ________ is any change in the content or organization of long-term memory or behavior.
A) Conditioning
B) Memory
C) Learning
D) Dissonance
E) Training
56) The two fundamental approaches to learning are ________.
A) coaching and listening
B) trial and error and coaching
C) coaching and conditioning
D) conditioning and cognitive learning
E) conditioning and trial and error
57) A company wants to create an association between two stimuli: marketing information and
attitude. The company is relying on ________.
A) cognitive affiliation
B) organizational learning
C) cognitive association
D) operant conditioning
E) classical conditioning
58) When baby boomers hear music that connects them with positive memories and the product
and brand that is being advertised, it demonstrates the idea of ________.
A) conditioned learning
B) operant conditioning
C) cognitive learning
D) organizational learning
E) operant memory
59) Frito-Lay is using ________ when offering free in-store samples of Doritos for the express
purpose of getting people to try the product, enjoy the product, and finally purchase a bag of
Doritos.
A) operant conditioning
B) cognitive learning
C) behavioral mining
D) database marketing
E) classical conditioning
60) When Bob was asked to describe Sherry, he didn’t describe her based on her age or
education; rather, he talked about her easy-going manner, which reflected her ________.
A) appearance
B) personality
C) household life cycle
D) family life-cycle
E) aptitude
61) ________ is a set of unique personal qualities that produce distinctive responses across
similar situations.
A) Attitude
B) Personality
C) Ideology
D) Lifestyle
E) Mind-set
62) Marketing managers need to pay attention to culture because ________.
A) culture is a critical situational factor that affects individuals throughout the consumer choice
process
B) it has a profound impact on the consumer choice process by laying more emphasis on
nonverbal communication
C) it results in informal social systems that exert influence over an individual’s attitudes and
behaviors.
D) it drives social status by laying more emphasis on success-driven factors
E) failing to understand culture has a significant negative effect on product acceptance
63) Which of the following statements is true about language?
A) It includes factors that focus primarily on group influences.
B) It is considered to be a situational factor that is the primary driver of consumer behavior.
C) It is time-sensitive and has a profound effect on the consumer buying process.
D) It is an essential cultural building block.
E) It includes principles shared by a society that assert positive ideals.
64) Americans value hard work and achievement while Japanese citizens value harmony and
hierarchy. This shows a difference in ________ factors.
A) cultural
B) social
C) internal
D) psychological
E) situational
65) In addition to culture, three factors are particularly relevant in consumer behavior. They are
________.
A) language, values, and attitudes
B) language, attitudes, and nonverbal communications
C) values, attitudes, and language
D) values, beliefs, and language
E) language, values, and nonverbal communications
66) Which of the following statements best defines cultural values?
A) Cultural values are a set of critical situational factors that affects individuals throughout the
consumer choice process.
B) Cultural values are the needs, desires, and objectives of those involved in a purchase decision.
C) Cultural values are a set of unique personal qualities that produce distinctive responses across
similar situations.
D) Cultural values are principles shared by a society that assert positive ideals.
E) Cultural values are a set of qualities that are formed at a relatively early age and are consistent
and enduring.
67) ________ communication is the means of communicating through facial expressions, eye
behavior, gestures, posture, and any other body language.
A) Transformational
B) Nonverbal
C) Transactional
D) Situational
E) Meta
68) In the United States, most business conversations occur between three and five feet, which is
a greater distance than in Latin American cultures. This is an example of differences in
________.
A) situational factors
B) personal space
C) cultural factors
D) time perception
E) value equity
69) Maria identifies with a specific religious group, which is a smaller division of her culture.
Maria’s religious group is an example of a(n) ________.
A) institution
B) social group
C) support network
D) subculture
E) society
70) A person shops differently when the line at the checkout is long. This is due to ________.
A) aspirational purchases
B) personal circumstances
C) physical placement
D) social factors
E) cultural values
71) The household life cycle is changing due to changes in ________.
A) cultural beliefs
B) cultural values
C) family structure
D) product lifecycle
E) social class
72) ________ is a ranking of individuals into harmonized groups based on demographic
characteristics such as age, education, income, and occupation.
A) Classical conditioning
B) Social class
C) Reference group
D) Operant class
E) Household life cycle (HLC)
73) John’s beliefs, attitudes, and behaviors are influenced by his friends. His friends can be
identified as a(n) ________ group.
A) leading
B) reference
C) influential
D) association
E) transactional
74) Ammon works at Max’s Pizza shop. He is a single father and makes only minimum wages.
However, by utilizing the new financial terms available, he recently leased a BMW automobile;
this is an example of a(n) ________ purchase.
A) demographic
B) organizational
C) aspirational
D) concentrated
E) objective
75) ________ fulfill an important role by classifying, explaining, and then bestowing
information, most often to family and friends but occasionally to a broader audience.
A) Gatekeepers
B) Influencers
C) Affiliation groups
D) Reference groups
E) Opinion leaders
76) Jill is considered a(n) ________ when it comes to wine because she has information about
many kinds of wines, places to shop, and other facets of the wine market. Her friends always go
to her when they need something for a special occasion.
A) social class
B) market maven
C) subculture
D) cognitive dissonance
E) cottage industry
77) When people are concerned about the outcome of a process, they will spend more time
acquiring information about product options and become more emotionally connected to the
process and the decision by engaging in ________.
A) high-involvement purchase
B) high-involvement learning
C) low-involvement purchase
D) limited information search
E) minimal information search
78) Matthew has a new dog and is shopping for a pet grooming tool. He just picks up the first
brush he sees and buys it. This is an example of ________.
A) low-involvement purchasing
B) low learning motivation
C) low level of commitment
D) low-involvement learning
E) low-importance purchasing
79) ________ are the stages of the consumer decision-making process in order.
A) Problem recognition, identifying alternatives, evaluation of alternatives, selection of an
alternative, purchase decision
B) Problem recognition, evaluation of alternatives, product choice, evaluation
C) Evaluation of alternatives, product choice, evaluation
D) Evaluation of alternatives, information search, product choice
E) Problem recognition, search for information, evaluation of alternatives, product choice
decision, post-purchase evaluation
80) Mia thinks about how she would like to feel or live today. She is thinking about a(n)
________ state.
A) real
B) ideal
C) preferred
D) experiential
E) complete
81) Josh notices the low-fuel light is on as he is driving home. Without any additional
information, he stops at the local station on the way home to fill up. This is an example of a(n)
________.
A) high involvement purchase
B) end-user purchase
C) extensive information search
D) minimal information search
E) external information search
82) Before Gabriel bought a camera, he reviewed magazines, solicited opinions from friends and
families, conducted online searches, and tested out different cameras in the store. This is an
example of a(n) ________.
A) extensive information search
B) end-user investigation
C) minimal information search
D) low involvement purchase
E) internal information search
83) ________ information sources include independent groups, personal associations, marketer-
created information, and experiences.
A) External
B) Internal
C) Low
D) High
E) Preferred
84) ________ choices tend to be more holistic than emotional choices, using summary
impressions rather than specific attributes to evaluate the options and affect even important
purchases such as a car or house.
A) Rational
B) Balanced
C) Attitude-based
D) State-of-mind
E) Weighted
85) When shopping with her friend, Kristina chooses the same products that her friend likes and
buys. This is an example of ________ affecting the actual choice decision.
A) physical surroundings
B) social circumstances
C) time circumstances
D) biorhythms
E) state of mind