97) Many families with children are now attracted to the shopping district in Forest Ridge. What
characteristics about families as consumer groups might the owners of The Attic Trunk want to
keep in mind?
A) Though more women hold jobs outside the home today than when The Attic Trunk first
opened, husband-wife involvement in the buying process has remained relatively unchanged.
B) Children have considerable amounts of disposable income and have a strong influence on
family buying decisions.
C) Women seldom account for any technology-related purchases.
D) Women typically account for most habitual purchases.
E) Men make all the major purchasing decisions in most families.
98) Which of the following would each consumer segment attracted to The Attic Trunk have in
common with the other consumer segments?
A) habitual buying behaviors
B) self-concepts
C) AIO dimensions
D) life-cycle stages
E) aspirational groups
99) The starting point of understanding how consumers respond to various marketing efforts is
called the stimuli-response model of buyer behavior.
100) Subcultures include racial groups alone.
101) Asian American consumers are the least brand conscious of all the ethnic groups.
102) Social class is based on shared value systems and common life experiences and situations.
103) Online social networks represent an important form of buzz for marketers.
104) Children exert little influence on family buying decisions.
105) A person’s occupation has no effect on the goods and services they buy.
106) Personality is a person’s pattern of living as expressed in his or her psychographics.
107) A brand personality is the specific mix of human traits that may be attributed to a particular
brand.
108) According to Maslow’s hierarchy of needs theory, when the most important need is
satisfied, it will stop being a motivator, and the person will then try to satisfy the next most
important need.
109) Alternative evaluation is the process by which people select, organize, and interpret
information to form a meaningful picture of the world.
110) An individual’s attitudes are easy to change.
111) Dissonance-reducing buying behavior typically occurs when a buyer sees little difference
among brands but is highly involved with the purchase.
112) Commercial sources of information typically legitimize and evaluate products for buyers.
113) Postpurchase behavior is the stage of the buyer decision process in which consumers take
further action after purchase, based on their satisfaction or dissatisfaction.
114) The adoption process for new products refers to the mental process through which an
individual passes from first learning about an innovation to final adoption.
115) People differ greatly in their readiness to try new products. In each product area, there are
“consumption pioneers.” They are also called laggards.
116) Early adopters are opinion leaders in their communities and adopt new ideas early but
carefully.
117) Members of the early majority adopt new ideas after the average person.
118) Two of the characteristics that are especially important in influencing an innovation’s rate of
adoption are relative advantage and compatibility.
119) In the United States, the lines between social classes are not fixed and rigid, but people can
only drop to a lower social class and not move up into a higher one.
120) Jim is planning on buying an expensive HDTV and he realizes that there are few
differences between brands of HDTV. Therefore, Jim is displaying complex buying behavior.
121) Habitual buying behavior involves consumers searching extensively for information about
brands and evaluating brand characteristics.
122) Abel is considering whether or not to get an electronic reader. He has read online reviews of
three different kinds of readers and has talked with two friends who own electronic readers. Abel
is at the awareness stage of the new product adoption process.
123) Ed purchased electronic devices such as PDAs, DVRs, and MP3 players after many people
he knew already owned the devices. Ed belongs to the adopter group called laggards.
124) Cultural factors exert a broad and deep influence on consumer behavior. The marketer
needs to understand the role played by the buyer’s culture, subculture, and social class.
Distinguish between culture, subculture, and social class.
125) Many subcultures make up important market segments. Examples of three such important
subculture groups include Hispanic Americans, African Americans, and Asian Americans.
Describe the general characteristics of each of these groups.
126) A consumer’s behavior is influenced by social factors, such as the consumer’s small groups,
family, and social roles and status. Explain the differences among these social factors.
127) Explain the change in buying roles of husbands and wives due to an evolving consumer
lifestyle in the United States. Additionally, describe the effect of this change on marketers.
128) Each person’s distinct personality influences his/her buying behavior. Personality is usually
described in terms of traits. What are these traits, and how do they affect the way people
purchase items? Give at least one example.
129) Explain Maslow’s hierarchy of needs.
130) Compare and contrast the four types of buying decision behavior exhibited by consumers.
131) Describe some important strategies for a marketer of a high-involvement product.
132) Listing them in the proper order, what are the stages in the buyer decision process?
Describe each.
133) Identify and describe the stages in the adoption process.
134) Identify the product characteristics that influence the rate of adoption. Explain how each
characteristic affects the rate of adoption.
135) What role do the four Ps play in consumer behavior?
136) Give an example of a cultural shift that may impact the marketing of products or services.
137) Why might the Hispanic American market be a viable targeted group for a new marketer of
products?
138) In what way might a marketer rely on opinion leaders?
139) How does marketing through online social networks differ from more traditional
marketing?
140) Explain why typical husband-dominant or wife-dominant products of the 1970s may no
longer be regarded as typical.
141) Define brand personality.
142) Explain why selective attention is not controllable by a marketer.
143) Explain how selective distortion is somewhat controllable by a marketer.
144) Explain how selective retention affects what consumers remember about marketing
messages.
145) Explain the role of marketers in the information search step of the buyer decision process.
Give an example of how the marketer might execute this role.
146) Explain how marketers may be able to reduce postpurchase cognitive dissonance.
147) Why should marketers set up systems that encourage customers to complain about
products?
148) What strategy should a marketer use upon learning that consumers are not buying a product
because they do not perceive a need for it?
149) What are the differences between innovators and early adopters?