Chapter 4 Test Key - Which of the following is the best example of how one\'s personal value system PDF

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Which of the following is the best example of how one's personal value system influences his or her buying behavior?...

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The way in which individuals and organizations make decisions to spend their available resources, such as time or money, is referred to as

A. purchase patterns. B. consumer behavior. C. shopping habits. D. procurement marketing. E. consumer development. b Compare the following statements and select the one that accurately describes consumer behavior.

A. the five stages a consumer goes through to decide which product or service to buy B. the process a consumer engages in when evaluating a marketing message C. the attributes a consumer considers important about a certain product D. factors that serve as an interface between the consumer and his or her decision-making process E. the way in which individuals make decisions to spend their available resources e The five stages most consumers go through when deciding which product or service to buy is called the

A. consumer decision-making process. B. alternative evaluation process. C. want vs. need appraisal. D. purchase decision process. E. product evaluation timeline. a The first stage in the consumer decision-making process is

A. information search. B. evaluation of alternatives. C. problem recognition. D. making the purchase.

E. post-purchase evaluation. c Marketers must realize that the consumer is unlikely to engage in any of the subsequent steps of the buying process if he or she

A. is not a savvy consumer. B. is not aware of a problem or does not recognize a need. C. fails to complete a thorough information search. D. is unaware of how the decision process works. E. makes a purchase decision hastily. b In the consumer decision-making process, searches for information fall into two main categories:

A. extensive and limited. B. wanted and unwanted. C. external and internal. D. meaningful and trivial. E. lengthy and brief. c Which of the following scenarios would most likely require an extensive external search for information?

A. Janet went to the mall to find a new dress for this weekend's party. B. Isabel wants to replace her coffeemaker with the same brand she currently owns. C. Dustin and Janelle are looking to buy their first home. D. Jake is going to the pet store to buy dog food for his new puppy. E. Brandi went to the Apple store to upgrade her existing iPod. c Betsy and her husband George are shopping for a new washer and dryer. They ask the salesperson about the features and warranties of the high-efficiency models since they are unaware of how these models perform. Asking questions about a product would most likely take place during which stage of the consumer decision-making process?

A. problem recognition B. information search

C. comparison selection D. making the purchase E. post-purchase evaluation b According to your text, which of the following serves as perhaps the most important source of external information?

A. a company website B. in-store promotions C. a well-crafted advertisement D. a knowledgeable salesperson E. the consumer's family and friends e If consumers think about their previous experiences with a product or a brand when shopping for products, this is referred to as

A. an external information search. B. cognitive dissonance. C. problem recognition. D. an internal information search. E. impulse buying. d When Belinda needed to buy party decorations for her husband's surprise 50th birthday party, she remembered that she had previously found great decorations at a low price at the local We Do Parties Right store. This is an example of

A. an internal information search. B. cognitive dissonance. C. problem recognition. D. an external information search. E. impulse buying. a The attributes a consumer considers important about a certain product are referred to as

A. the information set.

B. evaluative criteria. C. the consideration set. D. product standards. E. consumer criteria. b In his job interview, Fenton was asked about his GPA, his leadership experience, skill sets, and his work experience. These questions were asked by the employer to compare Fenton to the other applicants and are referred to as

A. benchmarks. B. job attributes. C. the consideration set. D. evaluative criteria. E. hiring guides. d According to your text, which part of the consumer decision-making process does the marketer usually have little control over?

A. problem recognition B. information search C. alternative evaluation D. making a purchase E. post-purchase evaluation d Which of the following often provide firms with higher profits and a steady stream of customer sales?

A. new product purchases B. impulse buys C. ritual consumption D. intermittent buying patterns E. special occasion shopping c Every morning before work, Tessa stops at Starbucks and purchases a Caramel Macchiato. This is an example of

A. ritual consumption. B. an impulse buy. C. a new buy. D. habitual consumption. E. a modified rebuy. a The mental conflict that people undergo when they acquire new information that contradicts their beliefs and assumptions is called

A. new product letdown. B. cognitive dissonance. C. self-actualization. D. rational recognition. E. product awareness. b You finally decided to purchase an e-reader and selected the Amazon Kindle. After returning home, you see an advertisement for the Barnes and Noble Nook and now are wondering if you made the right decision. This is an example of

A. cognitive dissonance. B. post-purchase stress. C. product indecisiveness. D. problem recognition. E. an internal information search. a Warren opened a new computer store in town. When customers purchase a computer from his store, they automatically receive an extended warranty, free in-home installation, access to Warren's 24-hour technical support team, and in-store software training classes. By offering all these things, Warren is most likely trying to

A. discourage ritual consumption. B. stimulate problem recognition. C. increase a new customer's cognitive dissonance.

D. encourage an internal information search. E. reduce a new customer's cognitive dissonance. e Cognitive dissonance occurs during which stage of the consumer decision-making process?

A. problem recognition B. information search C. evaluating alternatives D. making the purchase E. post-purchase evaluation e According to your text, the formal name for buyer's regret is

A. self-actualization. B. post-purchase stress. C. social anxiety. D. cognitive dissonance. E. rational recognition. d All of the following were listed in your text as situational influences that affect the consumer decision-making process EXCEPT

A. time. B. attitude. C. social factors. D. global factors. E. personal factors. b According to your text, which of the following is one of the greatest influences on consumer behavior?

A. opinion leaders B. reference groups C. family members

D. advertising messages E. knowledgeable salespeople c The distinct family-related phases that an individual progresses through over the course of his or her life is called the

A. progression timeline. B. family growth chart. C. life stage sequence. D. family life cycle. E. life stage continuum. d Which of the following is likely to be the final stage in an individual's family life cycle?

A. unmarried B. married with no kids C. unmarried survivor D. married without dependent children E. married with teens c A membership reference group is defined as

A. a group that charges a fee or dues to join. B. a group to which a consumer actually belongs. C. a group whose members a consumer would like to emulate. D. a group whose members a consumer would not like to be like. E. a group that has a selection process for membership. b Sal has heard a lot about his town's country club. He heard it has a great golf course, tennis courts and dining room. In addition, many of Sal's business partners belong to the club. Although he doesn't have the money to join the club now, Sal hopes to be able to in the future. What type of reference group would the country club be for Sal?

A. a dissociative reference group B. a membership reference group

C. an exclusive reference group D. an unattainable reference group E. an aspirational reference group e The people that an individual would not like to be like make up his or her

A. exclusive reference group. B. membership reference group. C. dissociative reference group. D. isolation reference group. E. aspirational reference group. c Individuals who exert an unequal amount of influence on the decisions of others because they are considered knowledgeable about particular products are called A. marketing trailblazers. B. opinion leaders. C. product pushers. D. reference group leaders. E. company leaders. b A person's typical way of life as expressed by his or her activities, interests, and opinions is referred to as

A. culture. B. personality. C. lifestyle. D. motivation. E. values. c Which of the following is the best example of how one's personal value system influences his or her buying behavior?

A. Nick decided to buy a Mustang because it reflects his fast-paced way of living. B. Rick decided to buy a camper so the family could enjoy the outdoors together.

C. Christy decided to buy an electric vehicle because she is concerned about the harmful effects of carbon dioxide emissions produced by gasoline fuels. D. Kayla loves the outdoors, so she decided to buy a jeep because it would portray her spirited personality to others. E. Sue heard that cars made in Germany have a reputation for being well-built, so she decided to buy a BMW. c The beliefs and associations people have about a country that can be either positive or negative are referred to as

A. country-of-origin effects. B. patriotic effects. C. evaluative criteria. D. derived demand. E. situational influences. a Attitudes, learning, and motivation are all _______ processes that can influence consumer behavior

A. situational B. psychological C. physiological D. environmental E. sociocultural b Which of the following statements regarding the concept of learning is NOT true?

A. Almost all consumer behavior is learned. B. Learning refers to the modification of behavior that occurs over time due to experiences and other external stimuli. C. Marketers have no effect on consumer learning. D. Learning typically begins with a stimulus that encourages consumers to act to reduce a need or want. E. Reinforcement of the learning process occurs when the response reduces the need. Marketers can capitalize on consumer learning by designing marketing strategies that

c

A. stimulate problem recognition. B. encourage cognitive dissonance. C. reduce ritual consumption. D. promote reinforcement. E. complicate information searches. d Marketers spend billions of dollars each year to capitalize on consumer's inner drive to get what they need or want, a concept called

A. problem recognition. B. perception. C. consumption. D. motivation. E. derived demand. d Which of the following is NOT one of the need levels in Maslow's hierarchy of needs?

A. safety B. psychological C. love/belonging D. self-actualization E. esteem b Which of the following accurately lists the levels in Maslow's hierarchy of needs, from the lowest level to the highest level?

A. esteem, love/belonging, physiological, self-actualization, and safety B. physiological, safety, love/belonging, esteem, and self-actualization C. safety, physiological, esteem, self-actualization, and love/belonging D. self-actualization, esteem, love/belonging, safety, and physiological E. safety, esteem, self-actualization, physiological, and love/belonging

b

In Maslow's hierarchy of needs, what need must be satisfied first before a person will seek to satisfy any other need?

A. safety B. esteem C. love/belonging D. self-actualization E. physiological e In Maslow's hierarchy of needs, what need must be satisfied first before a person will seek to satisfy any other need? A. safety B. esteem C. love/belonging D. self-actualization E. physiological e Which level of Maslow's hierarchy of needs deals with friendship, family, and sexual intimacy?

A. safety B. esteem C. love/belonging D. self-actualization E. physiological c The need all humans have to be respected by others as well as by themselves is referred to as

A. pride. B. esteem. C. humility. D. self-actualization. E. personality. b Higher esteem needs include the need for self-respect, self-confidence and

A. status.

B. recognition. C. fame. D. independence. E. attention. d The top level in Maslow's hierarchy of needs is

A. safety. B. esteem. C. self-actualization. D. love/belonging. E. physiological. c The U.S. army slogan Be All You Can Be appeals to which level of Maslow's hierarchy of needs?

A. safety B. esteem C. love/belonging D. physiological E. self-actualization e How consumers make choices is influenced by the personal, financial, and social significance of the decision being made, in other words, their level of

A. cognitive dissonance. B. motivation. C. self-actualization. D. situational factors. E. involvement. e Which of the following sets of characteristics is representative of a low-involvement purchase?

A. The item to be purchased is expensive, seldom purchased, risky, and requires research. B. The item to be purchased is expensive, seldom purchased, but carries little risk and requires little research. C. The item to be purchased is expensive, frequently purchased, carries little risk, but requires research. D. The item to be purchased is inexpensive, seldom purchased, risky and requires little research. E. The item to be purchased is inexpensive, frequently purchased, an item of limited risk and requires little forethought. e Which of the following is most likely a low-involvement purchase?

A. a home B. a car C. a leather coat D. a bottle of shampoo E. a high-definition television d When Fiona pushed her shopping cart into the next grocery store aisle, she noticed a display for chocolate chip cookies. Although she wasn't planning on buying cookies, she decided to pick up a package anyway. This is an example of

A. ritual consumption. B. impulse buying. C. derived demand. D. an external information search. E. a high-involvement purchase decision. b As noted in your text, what tool is very useful for marketing low-involvement products?

A. television commercials. B. newspaper advertising. C. in-store salespeople. D. in-store promotion.

E. company websites. d Compare the following to determine the best example of a high-involvement product purchase.

A. a pair of running shoes B. a new car C. a cellular phone D. a new party dress E. a bestselling novel b High-involvement purchases are characterized by the fact that they

A. are inexpensive to purchase. B. are frequently purchased. C. are often bought on impulse. D. require little research or forethought. E. carry a greater risk to consumers if they fail. e The acronym for organizations that acquire goods and services in the production of other goods and services that are then sold or supplied to others is

A. B2C. B. B2B. C. C2C. D. C2B. E. A2B. b Which of the following represents B2B marketing?

A. a steel company selling its product to auto manufacturers B. a cell phone company opening a retail store C. a high school club selling water bottles at a football game D. a store owner buying the fall clothing line for his store

E. a restaurant owner selling food to his customers a Select the statement that is NOT true regarding the B2B purchasing process?

A. The B2B purchasing process is often far longer than the consumer decision-making process. B. The B2B purchasing process requires standardized procedures. C. The B2B purchasing process may require the use of RFPs and contract negotiations. D. The B2B purchasing process typically involves professional purchasing managers. E. The B2B purchasing process is less complex than the consumer decision-making process. e Which of the following factors is unique to B2B markets and is not typically found in B2C markets?

A. the use of professional purchasers B. the element of derived demand C. having more buyers for the product D. having a more complicated purchasing process E. having the requirement of standardized procedures c Because of successful marketing by the NHL, hockey is now becoming a wildly popular sport among young athletes and hockey games around the country are often sold-out. This, in turn, has sparked demand for hockey gear and clothing. This is an example of

A. derived demand. B. relational demand. C. marketed demand. D. consequential demand. E. created demand. a When demand for one product occurs because of demand for a related product this is called

A. elasticity of demand. B. relational demand. C. derived demand.

D. the demand curve. E. unexpected demand. c Which of the following can be said regarding buyers/customers for the business-to-business (B2B) market?

A. Because B2B markets have many customers, each individual customer is not as essential to the firm's success. B. Buyers for the B2B market are larger in number. C. B2B buyers don't typically foster relationships with their customers. D. Business marketers typically deal with far fewer buyers than consumer markets. E. B2B customers don't impact the firm's bottom line. d Business-to-business marketing professionals focus on several major categories of business customers; which of the following is NOT one of them? A. government markets B. reseller markets C. institutional markets D. nonprofit organizations E. consumer markets e The North American Industry Classification System (NAICS) is used by

A. hospitals and healthcare workers. B. members of NAFTA. C. members of CAFTA. D. nonprofit organizations. E. members of the EU. b The North American Industry Classification System (NAICS) is one of the most common requirements in completing the documentation to sell to

A. hospitals. B. manufacturing industries.

C. schools. D. nonprofit organizations. E. government entities. e Which of the following is NOT an institutional market?

A. churches B. local government agencies C. schools D. nonprofit organizations E. hospitals b Retailers and wholesalers who buy finished goods and resell them for a profit are called A. institutional buyers. B. purchasing agents. C. resellers. D. traders. E. vendors. c Retailers and wholesalers who buy finished goods and resell them for a profit are called A. institutional buyers. B. purchasing agents. C. resellers. D. traders. E. vendors. c The sale of goods or merchandise to retailers; industrial, commercial, institutional, or other professional business users; or wholesalers is referred to as

A. retailing. B. vending. C. supplying. D. wholesaling. E. marketing. d

Marketers can classify business-to-business buying situations into three general categories:

A. new buy, repeat purchase, and modified purchase. B. new buy, straight rebuy, and modified rebuy. C. consumer, government, and institutional. D. retail, wholesale, and resell. E. new purchase, modified purchase, and extended purchase. b The buying situation in which a business customer is purchasing a product for the very first time is referred to as a

A. first buy. B. conditional buy. C. straight buy. D. new buy. E. modified buy. d The Built-Rite mowing company has been selling its lawnmowers to retail outlets for years. The company has decided it wants to tap into new markets, so it is looking to sell its mowing tractors to county institutions for mowing grass along public highways. If the county institutions purchase the Built-Rite ...