Deck 5: Consumer Markets and Consumer Buyer Behavior

Question 1

Each culture contains smaller ________,or groups of people with shared value systems based on common life experiences and situations.

A) aspirational groups
B) reference groups
C) subcultures
D) membership groups
E) social networks

Answer 1

subcultures

Question 2

Family is one of the ________ factors that influence consumer behavior.

A) cultural
B) social
C) personal
D) psychological
E) business

Answer 2

social

Question 3

The marketer wants to understand how the stimuli are changed into responses inside the consumer's ________,which has two parts.First,the buyer's characteristics influence how he or she perceives and reacts to the stimuli.Second,the buyer's decision process itself affects the buyer's behavior.

A) culture
B) black box
C) belief
D) lifestyle
E) social class

Answer 3

black box

Question 4

Of the following,the best starting point for understanding how consumers respond to various marketing efforts is the ________ model of a buyer's behavior.

A) belief
B) subcultural
C) generational
D) stimulus-response
E) societal

Question 5

________ is never simple,yet understanding it is the essential task of marketing management.

A) Brand personality
B) Consumption pioneering
C) Early adoption
D) Buying behavior
E) Understanding the difference between primary and secondary data

Question 6

While Japan is typically regarded as being culturally homogenous,there exist __________ unique from the mainstream.

A) practices
B) religions
C) subcultures
D) rules
E) people

Question 7

A consumer's behavior is also influenced by social factors such as the consumer's small groups,family,and ________________.

A) work rules and status
B) social rules and status
C) social roles
D) social roles and status
E) status

Question 8

________ is the most basic cause of a person's wants and behavior.

A) Culture
B) Brand personality
C) Cognitive dissonance
D) Social class
E) Selective perception

Question 9

Marketers are always trying to spot _______________ to discover new products that might be wanted.

A) cultural differences
B) cultural shifts
C) population shifts
D) demographic shifts
E) purchasing habits

Question 10

Most large companies research ________ buying decisions to find out what the buyer buys,when,where,and how much.

A) market
B) permanent
C) consumer
D) social
E) group

Question 11

In the model of buyer behavior,which of the following is NOT a major type of force or event in the buyer's environment?

A) economic
B) technological
C) political
D) channel
E) cultural

Question 12

________ are groups to which an individual wishes to belong,one to which the individual wishes to belong,as when a young boy learning dance hopes to someday emulate Jay Chou or Rain and be a famous singer and dancer..

A) Membership groups
B) Aspirational groups
C) Leading adopter groups
D) Leisure groups
E) Social class groups

Question 13

What is one way that social class is NOT measured?

A) occupation
B) education
C) income
D) number of children in the family
E) wealth

Question 14

The consumer market is made up of which of the following?

A) individuals who acquire goods or services for personal consumption
B) households that purchase goods or services for personal consumption
C) businesses that purchase goods and services
D) A and B
E) all of the above

Question 15

Economic,technological,and cultural forces are all ________ in the stimulus-response model of buyer behavior.

A) buyer responses
B) stimuli
C) components of the buyer's decision process
D) buyer characteristics
E) buying attitudes

Question 16

Marketing stimuli consist of the four Ps.Which is NOT one of these?

A) product
B) politics
C) price
D) promotion
E) place

Question 17

Which of the following statements is true regarding social class?

A) Social class is determined primarily by income level.
B) Lines between social classes are fixed and rigid.
C) Social classes tend to show distinct product preferences in clothing and automobiles.
D) Wealth is more critical than education level in measuring social class.
E) Social classes tend to show similar product preferences in clothing and automobiles.

Question 18

A cultural shift toward a greater concern with ___________ has created a huge industry for such services,exercise equipment and clothing,more-natural foods,and a variety of diets.

A) wealth and savings
B) health and fitness
C) psychological health
D) health
E) wealth and insurance

Question 19

________ are society's relatively permanent and ordered divisions whose members share similar values,interests,and behaviors.

A) Social classes
B) Cultures
C) Reference groups
D) Subcultures
E) Lifestyles

Question 20

Japanese consumers pay a lot of attention to how a product is packaged.To them,a product's package is both a part of the product as well as an important proxy for its _______.

A) quality
B) quantity
C) price
D) worth
E) cost

Question 21

__________,customers over 60,want to maximize their retirement income to maintain a desired lifestyle.

A) Preservers
B) Accumulators
C) Youth
D) Builders
E) Getting Started

Question 22

Companies that use brand ambassadors are participating in ________.

A) opinion leading
B) traditional marketing
C) buzz marketing
D) direct marketing
E) values marketing

Question 23

A customer's lifestyle can be measured by using the AIO dimensions.What does AIO stand for?

A) Activities, Interests, Opinions
B) Achievement, Involvement, Organizations
C) Accommodation, Investment, Orientation
D) Acknowledgements, Interests, Observations
E) Adoptions, Interests, Occupations

Question 24

Many companies,enlist everyday consumers who are enthusiastic about their brands to become ________,brand ambassadors who share their passion for a company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards.

A) leading adopters
B) brand evangelists
C) direct marketers
D) direct sellers
E) innovators

Question 25

The term ________ refers to qualitative research designed to probe consumers' hidden,subconscious motivations.

A) perception analysis
B) subliminal motivation
C) motivation research
D) need recognition investigation
E) depth research technique

Question 26

A ________ consists of the activities people are expected to perform according to the persons around them.

A) motive
B) role
C) lifestyle
D) life cycle
E) tradition

Question 27

A person's buying choices are influenced by four major psychological factors.Which is NOT one of these factors?

A) motivation
B) perception
C) alternative evaluation
D) learning
E) beliefs and attitudes

Question 28

________ refers to the unique psychological characteristics that distinguish a person or group.It is usually described in traits such as self-confidence,dominance,sociability,autonomy,defensiveness,adaptability,and aggressiveness.

A) Alternative evaluation
B) Belief
C) Culture
D) Personality
E) Self-awareness

Question 29

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.

A) stimulus
B) perception
C) culture
D) motive
E) tradition

Question 30

People change the goods and services they buy over time because of the two changing factors of ________.

A) belief and attitude
B) perception and personality
C) age and life-cycle stage
D) self-concept and learning
E) family and tradition

Question 31

A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage,occupation,economic situation,lifestyle,and personality and self-concept.

A) personal characteristics
B) reference groups
C) perceptions
D) attitudes
E) psychographics

Question 32

The ________ is the most important consumer buying organization in society; the roles and influences of different members have been researched extensively.

A) family
B) social class
C) membership group
D) subculture
E) reference group

Question 33

Researchers have found that a number of well-known brands tended to be strongly associated with one particular trait,such as Levi's with "ruggedness." Which of the following terms would a marketer use to describe a specific mix of human traits that may be attributed to a particular brand?

A) brand perception
B) product image
C) brand personality
D) brand concept
E) brand equity

Question 34

Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities; that is,"we are what we have." According to this premise,consumers ________.

A) buy products to support their self-images
B) do not identify with brand personalities
C) are affected by subconscious motivations
D) are attracted to products that expand their existing attitudes
E) conduct the information search

Question 35

All of the following make up a person's lifestyle EXCEPT ________.

A) AIO dimensions
B) interests
C) dissonance-reducing buying behavior
D) opinions
E) work

Question 36

________ is a person's pattern of living as expressed in her psychographics,including her activities,interests,and opinions.

A) Personality
B) Culture
C) Lifestyle
D) Motive
E) Social class

Question 37

________ are people within a reference group who,because of special skills,knowledge,personality,or other characteristics,exert influence on others.

A) Opinion leaders
B) Habitual buyers
C) Social networkers
D) Stealth marketers
E) Laggards

Question 38

Facebook and Twitter are both examples of ________.

A) buzz markets
B) opinion leaders
C) social networks
D) early adopters
E) word-of-mouth markets

Question 39

According to Freud's theories,people ____________ the many subconscious motives shaping their behavior.

A) may not fully understand
B) are self-conscious of
C) are aware of
D) are driven by
E) are analytical about

Question 40

Opinion leaders are also referred to as ________.

A) the influentials
B) the upper uppers
C) the middle class
D) the Rebounders
E) the buzz marketers

Question 41

Maslow's theory is that human needs are arranged in a ________ from the most pressing at the bottom to the least pressing at the top.

A) social class
B) culture
C) perception
D) hierarchy
E) complex

Question 42

People tend to interpret new information in a way that will support what they already believe.This is called ________.

A) selective retention
B) selective distortion
C) selective attitude
D) selective attention
E) selective perception

Question 43

Learning occurs through the interplay of all of the following EXCEPT ________.

A) drives
B) stimuli
C) cues
D) dissonance behavior
E) reinforcement

Question 44

If a consumer's experience is rewarding,that consumer will probably use the product more and more.The consumer's response to the product will be ________.

A) cued
B) variety-seeking
C) reinforced
D) dissonant
E) motivated

Question 45

When consumers are highly involved with the purchase of an expensive,infrequent,or risky purchase but see little difference among brands,they most likely will undertake ________.

A) habitual buying behavior
B) complex buying behavior
C) reflective buying behavior
D) dissonance-reducing buying behavior
E) variety-seeking buying behavior

Question 46

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?

A) need recognition
B) information search
C) variety-seeking buying behavior
D) purchase decision
E) post-purchase behavior

Question 47

When customers have a low involvement in a purchase but perceive significant brand differences,they will most likely engage in ________.

A) complex buying behavior
B) dissonance-reducing buying behavior
C) habitual buying behavior
D) variety-seeking buying behavior
E) brand conviction buying behavior

Question 48

A(n)________ is a person's relatively consistent evaluations,feelings,and tendencies toward an object or idea.

A) lifestyle
B) motive
C) belief
D) attitude
E) perception

Question 49

________ are minor stimuli that determine where,when,and how a person responds to an idea.

A) Cues
B) Drives
C) Reinforcers
D) Personalities
E) Impulses

Question 50

Which of the following is NOT part of Maslow's Hierarchy of Needs?

A) physiological needs
B) safety needs
C) stimulus needs
D) self-actualization needs
E) social needs

Question 51

What is the LEAST pressing in Maslow's Hierarchy of Needs?

A) physiological needs
B) social needs
C) esteem needs
D) self-actualization needs
E) safety needs

Question 52

A(n)________ is a descriptive thought that a person has about something.

A) lifestyle
B) motive
C) belief
D) attitude
E) perception

Question 53

________ describes changes in an individual's behavior arising from experience.

A) Lifestyle
B) Learning
C) Perception
D) Cognitive dissonance
E) Attitude shift

Question 54

When consumers are highly involved with the purchase of an expensive product and they perceive significant differences among brands,they most likely will undertake ________.

A) habitual buying behavior
B) complex buying behavior
C) reflective buying behavior
D) dissonance-reducing buying behavior
E) variety-seeking buying behavior

Question 55

Applying ________,marketers can affect demand for a product by associating it with strong drives,using motivating cues,and providing positive reinforcement.

A) subliminal advertising
B) social classes
C) learning theory
D) need recognition
E) cognitive dissonance

Question 56

People cannot focus on all of the stimuli that surround them each day.A person's tendency to screen out most of the information to which he is exposed is called ________.

A) selective retention
B) selective distortion
C) selective attitude
D) selective attention
E) selective perception

Question 57

________ is the process by which people select,organize,and interpret information to form a meaningful picture of the world.

A) Personality
B) Perception
C) Selective grouping
D) Learning
E) Self-actualization

Question 58

People can form different perceptions of the same stimulus because of three perceptual processes.All of the following name these processes EXCEPT ________.

A) selective attention
B) selective retention
C) selective attitude
D) selective distortion
E) None of the above.

Question 59

People forget much that they learn.They tend to retain information that supports their attitudes and beliefs.This is called ________.

A) selective attention
B) selective retention
C) selective attitude
D) selective distortion
E) perceptual vigilance

Question 60

Maslow's theory is that ________ can be arranged in a hierarchy.

A) stimuli
B) beliefs and attitudes
C) perceptions
D) human needs
E) decisions

Question 61

Consumers learn about new products for the first time and make the decision to buy them during the ________.

A) need recognition stage
B) adoption process
C) evaluation process
D) trial process
E) quality assessment

Question 62

The information sources that are the most effective at influencing a consumer's purchase decision are ________.These sources legitimize or evaluate products for the buyer.

A) commercial
B) public
C) experimental
D) personal
E) attitudinal

Question 63

The consumer can obtain information from any of several sources.Which of the following is NOT one of these types of sources?

A) personal
B) commercial
C) attitude
D) public
E) experiential

Question 64

Almost all major purchases result in ________,or discomfort caused by post-purchase conflict.

A) need recognition
B) cognitive dissonance
C) purchase decisions
D) legitimization
E) dissatisfaction

Question 65

Rashmi Singh always knows about the trendiest fashions.She actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals,and her advice is often followed.Rashmi is an example of a(n)________.

A) upper middle
B) membership group
C) opinion leader
D) brand personality
E) experiential source

Question 66

The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.

A) perceived performance
B) brand personality
C) recognition
D) consumer market
E) service quality

Question 67

A shoe company uses ads featuring the members of a K-pop band with the hope that the band's fans will see them wearing the company's shoes and want to wear the same shoes.The shoe company is hoping that fans of the band view the band as a ________.

A) membership group
B) reference group
C) status symbol
D) subculture
E) lifestyle

Question 68

Generally,the consumer's purchase decision will be to buy the most preferred brand,but two factors can come between the purchase intention and the purchase decision.Which of the following is one of these factors?

A) postpurchase behavior
B) attitudes of others
C) cognitive dissonance
D) alternative evaluation
E) new product adoption

Question 69

Marketers describe the way a consumer processes information to arrive at brand choices as ________.

A) alternative evaluation
B) information search
C) purchase decision
D) situational factors
E) postpurchase dissonance

Question 70

Which of the following is the final stage in the new product adoption process?

A) awareness
B) adoption
C) evaluation
D) acceptance
E) trial

Question 71

Relative advantage,compatibility,complexity,divisibility,and communicability are all examples of ________.

A) alternative evaluations
B) dissonance-reducing buying behaviors
C) product characteristics that influence rate of adoption
D) individual differences in innovation
E) post-purchase behaviors

Question 72

When a customer feels uneasy about losing out on the benefits of a brand she chose not to purchase,she is experiencing ________.

A) selective retention
B) selective attention
C) selective distortion
D) cognitive dissonance
E) dissonance-reducing behavior

Question 73

After the purchase of a product,consumers will be either satisfied or dissatisfied and engage in ________.

A) variety-reducing behavior
B) alternative evaluation
C) post-purchase behavior
D) product expectations
E) information searches

Question 74

The practical significance of ________ for marketers is that they can build up demand for a product by associating it with strong drives,using motivating cues and providing positive reinforcement.

A) subliminal advertising
B) social classes
C) learning theory
D) need recognition
E) cognitive dissonance

Question 75

Andy is in the process of buying a new car.He is highly involved in the purchase and perceives significant differences among his three favorite models.Andy's next step is most likely to be ________.

A) postpurchase behavior
B) alternative evaluation
C) opinion leadership
D) cognitive dissonance
E) purchase decision

Question 76

There is a trend in Asia towards discovering the wonders of the ocean.People are choosing to spend money on scuba diving lessons.This change in ________ is one of the reasons more travel companies are offering scuba diving holiday packages.

A) selective distortion
B) subculture
C) lifestyle
D) personality
E) life cycle

Question 77

Which of the following is NOT one of the stages that customers go through in the process of learning about and making decisions about a new product or service?

A) awareness
B) interest
C) evaluation
D) acceptance
E) trial

Question 78

The buying process starts with ________,in which the buyer recognizes a problem.

A) need recognition
B) information search
C) product awareness
D) product interest
E) alternative evaluation

Question 79

If the consumer's drive is strong and a satisfying product is near at hand,the consumer is likely to buy it then.If not,the consumer may store the need in memory or undertake a(n)________.

A) brand personality
B) selective retention
C) post-purchase behavior
D) information search
E) product adoption

Question 80

Devi is an active member of her university's various clubs.She also actively participates on two online social networks,posting information about her day along with her thoughts on music,food,fashion,and culture.From this description,which of the following is the best way to describe Devi?

A) an opinion leader
B) a status symbol
C) a laggard
D) a Potential Rebounder
E) a brand ambassador