A point-of-purchase stimuli is part of the purchase environment.
Answer:
Most cultures in the world encourage the same degree of conformity.
Answer:
A person’s actual self is a person’s conception of how he/she would like to be.
Answer:
If a consumer is following the lexicographic rule in her decision making, than she
would select a brand that is the best on the most important attribute.
Answer:
The object of an attitude (Ao) can be an object or an issue, but not a person.
Answer:
Americans between the ages of 35 and 64 are the focus of almost 50 percent of all
advertising expenditures.
Answer:
Love is a relationship a consumer might have with a product.
Answer:
According to the 80/20 rule, only 20 percent of a product’s users account for 80 percent
of the volume of product a company sells.
Answer:
The indulgence versus restraint dimension of Hofstede’s Dimensions of National
Culture deals with the extent to which a society allows relatively free gratification of
basic and natural human drives related to enjoying life.
Answer:
According to Hofstede, values associated with a long-term orientation are respect for
social obligations and the need to save face.
Answer:
People we admire influence us because they hold reward power.
Answer:
The three components of the ABC Model are affect, beliefs, and cognition.
Answer:
Couples who are better educated on average and choose not to have children are
considered DINKS.
Answer:
Cedric runs out of gas on the way to work. He thinks to himself”How stupid I am!”
Cedric has experienced a form of a problem recognition that is being dominated by a
downward movement in his actual state.
Answer:
Interpretation is the last stage of the perceptual process.
Answer:
Self-regulation refers to a person’s efforts to change or maintain his actions over time.
Answer:
Susan most likely will have an approach-avoidance conflict when she considers buying
a new fur coat with her Christmas bonus.
Answer:
Product complementarity occurs when the symbolic meanings of different products
relate to one another.
Answer:
Lower-class men are more likely than middle-class men to have a general sense of
empowerment.
Answer:
Punishment is one way that instrumental conditioning occurs.
Answer:
Jason believes that wearing a coat and tie suggests that he is a man who is “dressed for
success.” Therefore, Jason dresses formally even in class and for casual occasions.
Jason is basing this decision on the cognition part of the ABC model of attitudes.
Answer:
Identify theft occurs when someone steals your personal information without your
permission.
Answer:
There is an increasing demand for green products.
Answer:
A dentist promotes his business by reminding people that dental health is important,
while emphasizing “painless” dentistry. The dentist’s promotion is helping to resolve his
potential patients’ approach-avoidance conflict.
Answer:
The ego is the referee in the fight between temptation and virtue.
Answer:
A basic set of assumptions underlying the dominant paradigm is a called positivism.
Answer:
A typical utilitarian shopping motive is interpersonal attraction.
Answer:
If a retailer has decided to use a marketscape theme for its retail operations, the
retailer’s store images will be built on information and communications technology
features.
Answer:
When a transaction occurs between two or more organizations or people who give and
receive something of value, an exchange has taken place.
Answer:
According to the retailer’s rule of thumb based on the closure principle, when a sale
catalog is created, the prices (on average) of the products in the catalog should be
reduced by about 20 percent.
Answer:
Lifestyle profiles look for items that differentiate between users and nonusers of a
product.
Answer:
Motivation that is driven by raw emotions is called ________.
A) effect
B) hedonic
C) utility
D) affect
Answer:
Erika, an analyst for a marketing research firm, has been tasked with observing and
probing patient behaviors at a small Midwestern clinic. In her study, Erika noticed that
many patients tended to underestimate the time since their last doctor visit. What type
of memory lapse did Erika most likely observe?
A) Omitting
B) Averaging
C) Telescoping
D) Normalizing
Answer:
Which of the following is NOT a stage of the consumption process?
A) Desire
B) Pre-purchase
C) Purchase
D) Post-purchase
Answer:
A strategy that involves the development and promotion of environmentally friendly
products is called ________.
A) sustained marketing
B) environmental marketing
C) green marketing
D) tree marketing
Answer:
A consumer can recognize problems as either an opportunity or a need. How should
promotions differ between those emphasizing opportunities and those emphasizing
needs?
A) Promotions emphasizing needs should attempt to increase a consumer’s ideal state,
while promotions emphasizing opportunities should simply give locations where the
products can be found for purchase.
B) Promotions emphasizing opportunities should attempt to increase the ideal state,
while promotions emphasizing needs should give locations where the products can be
purchased.
C) Promotions emphasizing needs should increase the ideal state, while opportunity
promotions should attempt to decrease the ideal state.
D) Promotions emphasizing needs should decrease the ideal state, while promotions
emphasizing opportunities should provide buying locations.
Answer:
The belief that meaning is not fixed but is instead constructed by each individual is part
of the ________ paradigm.
A) positivist
B) pragmatic
C) interpretivist
D) consumerist
Answer:
On her first visit to China, Jane did not know how to pay for the produce she had
selected at a market. She watched several Chinese women pay for their selections, and
then Jane copied their behavior. In this example, Jane used ________.
A) shaping
B) stimulus discrimination
C) modeling
D) stimulus generalization
Answer:
Which term refers to marketing techniques that are used to encourage positive
behaviors such as literacy or discourage negative behaviors like drunk driving?
A) Social media marketing
B) Social marketing
C) Public service marketing
D) Services marketing
Answer:
Lucy Chang recently purchased a lovely ceramic bowl that featured a red dragon
design. When she thought about her purchase, she found that she really had no
justification for buying the bowl other than it reminded her of the bowls her mother
used during evening meals when she was a young child in Hong Kong. Which type of
relationship with a product best explains the reason for Lucy’s purchase of the dragon
bowl?
A) Self-concept attachment
B) Nostalgic attachment
C) Interdependence
D) Love
Answer:
Individuals with the ability to influence others’ attributes or behaviors are considered
________.
A) reference groups
B) experts
C) opinion leaders
D) avoidance leaders
Answer:
When a consumer has a powerful emotional reaction to a song or photos, this is called
________.
A) measured recall
B) memory recall
C) spontaneous recall
D) all of the above
Answer:
According to the consumer behavior model presented in the text, the ________ includes
the shopping experience, point-of-purchase stimuli, and sales interactions.
A) antecedent state
B) post-purchase process
C) cognitive process
D) purchase environment
Answer:
Bret Thomas has always dreamed of becoming a jet fighter pilot. After seeing the movie
Top Gun, Bret bought pilot’s sunglasses and even game himself a “call sign”Snake.
When Bret has such fantasies or emotional responses to his needs, the type of needs that
are being addressed are ________.
A) hedonic
B) utilitarian
C) biological
D) learned
Answer:
The VALS2™ group is termed the ________, who are successful consumers with many
resources. This group is concerned with social issues and is open to change.
A) fulfillers
B) achievers
C) actualizes
D) believers
Answer:
If a person’s identity is derived in large measure from his or her social group. This is
called ________.
A) the inner self
B) the occupational self
C) the collective self
D) the dynamic self
Answer:
Which of the following most accurately reflects the current thinking about the use of
subliminal perception in marketing promotion and advertising?
A) Subliminal messages are below the threshold of perception, so they cannot be
utilized in marketing.
B) Subliminal ads can be effective, but customers do not like them; therefore marketers
avoid them.
C) There is some evidence that subliminal perception can have limited effects, but the
effects are not specific enough to make subliminal messages effective in advertising.
D) It comes down to a matter of attention. If a viewer will pay enough attention to a
subliminal message, then it can have specific effects.
Answer:
Jill was planning on traveling over spring break, but she didn’t want to spend a lot of
money on the airfare. Even though it took more time, she went online to get tickets
instead of going to a travel agent. What theory of motivation best explains Jill’s
behavior?
A) Drive theory
B) Instinct theory
C) Expectancy theory
D) Theory of cognitive dissonance
Answer:
________ considers how people perceive relations among different attitude objects, and
how they alter their attitudes to remain consistent.
A) Social judgement theory
B) Foot-in-the-door theory
C) Balance theory
D) Rejection theory
Answer:
Music, movies, sports, and books are part of ________.
A) consumer marketing
B) popular culture
C) lifestyles
D) in-your-face marketing
Answer:
Which of the following is the best tool for consumer activists to use in efforts to make
the public aware of unethical or questionable marketing behavior?
A) Web 2.0
B) B2C e-commerce
C) Economics of information
D) Compulsive consumption
Answer:
A tendency for people to marry in a social class similar to their own is called ________.
A) homogamy
B) affluenza
C) social dating
D) social stratification
Answer:
Political candidates who get the most media coverage are more likely to win elections
because of the effect of ________ in determining one’s set of referents.
A) propinquity
B) mere exposure
C) group cohesiveness
D) reference bias
Answer:
Linda named her car, which she drove to work every day, Sylvia. She talked to her
friends about the personality traits her little car seemed to have. Linda has ________
her car.
A) branded
B) archetyped
C) anthropomorphized
D) repositioned
Answer:
The degree to which a person is willing to expend energy to reach a specific need is
called ________.
A) motivation direction
B) motivation path
C) motivation scheme
D) motivation strength
Answer:
________ usually dictate what is right and wrong, acceptable or unacceptable.
A) Myths
B) Theories
C) Norms
D) Rituals
Answer:
A type of virtual community of consumption based on sharing online journals is called
________.
A) blogs
B) boards
C) rings
D) globs
Answer:
Which term refers to perception that is below the level of the consumer’s awareness?
A) Perceptual vigilance
B) Relative difference
C) Subliminal perception
D) Attention
Answer:
Tory Burch flats, cage-free eggs, electric cars, selfies, and high tech furniture are part of
the ________.
A) lifestyle movement
B) value movement
C) cultural movement
D) marketing concept movement
Answer:
________ argue(s) that each of us has several ‘selves that relate to groups.”
A) Cultural pressures
B) Social loafing
C) Social identity theory
D) Membership groups
Answer:
Which type of reinforcement best characterizes what an individual would typically
experience while fishing?
A) Fixed-interval reinforcement
B) Variable-interval reinforcement
C) Fixed-ratio reinforcement
D) Mixed-ratio reinforcement
Answer:
Explain the closure principle.
Answer:
Identify and describe the various temporal factors that might affect a consumer and his
or her buying process.
Answer:
What are noncompensatory rules? When are they used? Briefly describe the three types
of noncompensatory rules.
Answer:
Explain the three distinct stages of gift-giving rituals.
Answer:
Explain what a consumer is.
Answer:
Both the Fishbein model and the extended Fishbein model attempt to measure the
influence of attitudes. What was the flaw in the original model and what was added in
the extended model to correct this flaw?
Answer:
Define rites of passage. Describe the three rites of passage phases. Give at least two
rites of passage examples.
Answer:
Describe the self-concept. Next, discuss and describe the dimensions that can be used to
describe the attributes of the self-concept.
Answer:
The body is adorned or altered in some way in every culture. Decorating the self serves
a number of purposes. According to the information provided in the text, what are these
purposes? Provide an example of each. Which of these purposes do you think is most
important to marketers? Explain.
Answer:
Explain the theory of cognitive dissonance. Then create an example that illustrates the
theory. Be sure that your example illustrates the phenomena that occur within the
confines of the theory.
Answer:
In the early stages of development, consumer behavior was known as buyer behavior.
What important aspect of the exchange process does this change in name reflect?
Answer:
Explain the two-step flow model of influence.
Answer:
Why would short-term memory be greatly impaired, or perhaps made impossible,
without sensory memory?
Answer:
Provide an example of the underground economy and its drivers.
Answer:
Explain the difference between referent power, information power, and legitimate
power.
Answer:
What is a reference group? What is the difference between a membership reference
group and an aspirational reference group?
Answer:
Characterize the straight rebuy, the modified rebuy, and new task decision in
organizational purchasing. Provide an example of each.
Answer:
List and explain the five types of perceived risk.
Answer: