Rebecca is a single woman in her 40s. She sold her Honda Civic and bought an Acura
CSX, which is considerably more expensive. She was going to her brother’s house with
her mother, and she asked her mother to drive in her car instead of Rebecca’s new one.
She didn’t want her brother to see that she had purchased an expensive car for herself.
Rebecca was experiencing _____.
A. postpurchase anxiety
B. consumption guilt
C. consumption anxiety
D. postpurchase dissonance
E. consumption dissonance
While government and businesses want consumers to have full disclosure, which of the
following might result for consumers?
A. information overload
B. increased time to make a decision
C. inability to make a decision
D. all purchases become high-involvement situations
E. inferior choices will be made
Which of the following motives are most likely in affective choices?
A. consummatory motives
B. primary motives
C. affective motives
D. immediate motives
E. instrumental motives
Lead users tend to accelerate diffusion of information through infrastructure, which is
labeled as _____.
A. market pull
B. primary demand
C. market push
D. secondary demand
E. leading indicator
Which of the following is an example of an environment-oriented value?
A. active/passive
B. tradition/change
C. extended/limited family
D. masculine/feminine
E. material/nonmaterial
Which of the following influences organizational culture and, thus, organizational buyer
behavior?
A. culture
B. marketing activities
C. organizational values
D. motives
E. all of the above
The reason the consumption activity is occurring is the situation characteristic of _____.
A. physical surroundings
B. social surroundings
C. temporal perspective
D. task definition
E. antecedent states
Which value relates to tolerance for ambiguity and uncertainty avoidance?
A. youth/age
B. risk taking/security
C. individual/collective
D. masculine/feminine
E. diversity/uniformity
When considering consumers’ ideal levels of performance on attributes when using a
multiattribute attitude model, which attitude index is best?
A. 0
B. 25
C. 50
D. 100
E. over 100
Given the informational role of the web in today’s B2B environment, salespeople need
to
A. adopt the role of solution provider
B. adopt the role of information provider
C. replace the use of search engines
D. redesign corporate websites
E. all of the above
Norms are derived from _____.
A. cultural values
B. laws
C. education
D. international protocol
E. law enforcement officials