Because consumer behavior is now examined as an entire consumption process that
includes prepurchase and postpurchase issues, exchange theory is no longer relevant to
the study of consumer behavior.
Alfred Adler suggested that many actions that people take are motivated by their desire
to overcome feelings of inferiority.
Considering the effects of cognitive dissonance, supplying customers with additional
reinforcement after a purchase can be a good marketing strategy.
The worldwide popularity of McDonald’s suggests that there is a global consumer
culture that unites people around the world by their common devotion to brands.
Unless a purchase decision is risky and/or has high involvement, it is reasonable for a
customer to shorten the decision process by limiting the information search and
evaluation of alternative stages rather than thoroughly undertaking each step.
Anna’s best friend Aubrey was getting married. Anna spent a lot of time thinking of the
perfect gift. She was so excited about the gift that she gave it to Aubrey before the
wedding. Aubrey cried and told Anna that she would never in her life have a better
friend. Reformulationis the proper term for the new bond between Anna and Aubrey.
A common way to segment consumers is to identify which consumers are heavy users
of a given product.
Values associated with a long-term orientation are respect for social obligations and the
need to save face.
Many factors have been identified that distinguish organizational and industrial
purchase decisions from individual consumer decisions. Which of the following is
NOTone of those distinctions?
A) Purchase decisions made by companies frequently involve many people.
B) Organizational and industrial products are often bought according to precise,
technical specifications.
C) Impulse buying commonly occurs in organizational purchasing because of sales
stimulation from direct salespeople.
D) Organizational purchase decisions tend to be riskier than individual consumer
purchase decisions.
A sales manager pays a bonus to new trainees when they develop a good sales
prospectus. Later, after the trainees have completed two months of training, the manger
pays a bonus only for an actual sale. The manager is applying what process of
instrumental conditioning to help the trainees be productive in their sales careers?
A) shaping
B) modeling
C) negative reinforcement
D) variable-ratio reinforcement
Recent research on opinion leadership has called into question the traditional view that
there are ________ opinion leaders.
A) heterophilous
B) generalized
C) polymorphic
D) monomorphic
Culture is best described as society’s ________.
A) attitude
B) consciousness
C) personality
D) history
________ focuses on biological needs that produce unpleasant states of arousal.
A) Drive theory
B) Gratification theory
C) Consumerism
D) Role theory
Which of the following is NOT closely associated with what your text terms the
“horizontal revolution”?
A) Web 1.0
B) Web 2.0
C) C2C e-commerce
D) user-generated content
The sensory characteristic of a product that sticks with consumers, helping them to
remember the product in a unique way, is called the ________.
A) phoneme
B) schema
C) sensory signature
D) interpretant
Determining the most effective reinforcement schedule to use with consumers is
important to marketers. What type of reinforcement schedule is most likely being used
when after a period of time has passed, the first response a consumer makes brings the
reward?
A) fixed-interval reinforcement
B) variable-interval reinforcement
C) fixed-ratio reinforcement
D) variable-ratio reinforcement
What statement best describes what Coffee-Mate discovered about African-American
coffee drinkers?
A) They tend to drink coffee with cream and sugar.
B) They tend to drink coffee black.
C) They tend to drink instant coffee.
D) They tend to drink tea instead of coffee.
When new immigrants arrive in this country, they tend to cluster geographically. The
primary source of information and advice for this group comes from which of the
following?
A) mass media advertising
B) consulates or embassies
C) the local community where the immigrant locates
D) relatives in the immigrant’s home country
All multiattribute attitude models specify the importance of three elements. Two of
those elements are attributes and beliefs. What is the third element?
A) action variables
B) motivations
C) recency of events
D) importance weights
Jim sees himself as being confident, powerful, and heroic. According to the BrandAsset
Archetypes model developed by ad agency Young & Rubicam, Jim would be classified
as a ________.
A) Patriarch
B) Sage
C) Troubadour
D) Warrior
According to ________ models, we choose products with attributes that match some
aspect of our selves.
A) impression management
B) identity marketing
C) self-fulfilling prophecy
D) self-image congruence
How can a marketer boost a person’s motivation to process relevant information?
A) using novel stimuli
B) using broadcast media
C) approaching a mass market
D) minimizing competitive scope
All of the following are relevant to a triple bottom-line orientation EXCEPT ________.
A) financial bottom line
B) growth bottom line
C) social bottom line
D) environmental bottom line
Peggy Simmons has a tough assignment. She is to live in Japan for the next five years
and successfully introduce her company’s line of cosmetics to the Japanese woman. Her
company’s management hopes that living in an average neighborhood, commuting to
work every day, eating native food, and speaking Japanese will help Peggy involve
herself in the society more quickly than if she stayed separate from her hosts. The
company’s management wants Peggy to use the ________ model.
A) life course paradigm
B) progressive learning
C) warming
D) consumer identity renaissance