Question 1

BzzAgent researches a product or service before committing to a campaign and rejects about __________ of the companies that seek its service.

Accepted Answer

A)   20 percent
B)   40 percent
C)   50 percent
D)   70 percent
E)   80 percentF) A) and E)
G) A) and C)

Question 2

What percentage of U.S.product sales is directly tied to word of mouth among friends,family,and colleagues?

Accepted Answer

A)   10 percent
B)   25 percent
C)   33 percent
D)   50 percent
E)   67 percentF) A) and B)
G) A) and C)

Question 3

Involvement refers to

Accepted Answer

A)   the external influences that affect a consumer's purchase.
B)   the personal, social, and economic significance of the purchase to the consumer.
C)   the level of difficulty involved in making a purchase.
D)   the total number of people involved in the actual exchange process.
E)   the time, energy, and personal investment that will be required to use a product.F) A) and D)
G) A) and C)

Question 4

All of the following variables are central to how consumers learn from repeated experience except which?

Accepted Answer

A)   purchase.
B)   reinforcement.
C)   response.
D)   drive.
E)   cue.F) All of the above
G) C) and D)

Question 5

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

Accepted Answer

A)   a gift for her babysitter.
B)   an iPhone.
C)   disposable diapers.
D)   a swing set.
E)   a weekend getaway.F) B) and C)
G) A) and E)

Question 6

Figure 4-1

-In Figure 4-1,D represents which stage of the consumer purchase decision process?

Accepted Answer

A)   purchase decision
B)   information search
C)   financial transaction
D)   alternative evaluation
E)   postpurchase behaviorF) None of the above
G) A) and B)

Question 7

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read national newspapers?

Accepted Answer

A)   Experiencers
B)   Thinkers
C)   Believers
D)   Strivers
E)   MakersF) A) and D)
G) A) and E)

Question 8

Evaluative criteria refer to

Accepted Answer

A)   the objective and subjective attributes of a brand consumers use to compare different products and brands.
B)   those attributes of a brand that are based exclusively on objective criteria in order to make an unbiased purchase decision.
C)   those attributes of a brand that are based exclusively on subjective criteria in order to avoid postpurchase anxiety.
D)   the attributes of a product that a manufacturer wishes to promote to a specific target market.
E)   a list of required product attributes from which a customer will not waver regardless of additional incentives.F) B) and C)
G) A) and B)

Question 9

When strolling through the grocery store,a toddler tells her mother,"Yuck,I don't like peas." Her mother puts down the peas and chooses green beans instead.The role of the little girl in this purchase was that of

Accepted Answer

A)   information gatherer.
B)   influencer.
C)   purchaser.
D)   decision maker.
E)   user.F) B) and E)
G) D) and E)

Question 10

NetJets is a company that offers one-sixteenth or more ownership in a jet plane for a price beginning at $325 ,000.It gives purchasers privacy,convenience,and flexibility as well as saves them time since the plane is available within four hours unless it's booked by one of the other shareholders.This is most likely an example of

Accepted Answer

A)   a medium-involvement purchase that involves limited problem solving.
B)   a high-involvement purchase that involves routine problem solving.
C)   a high-involvement purchase that involves extended problem solving.
D)   a low-involvement purchase that involves limited problem solving.
E)   a low-involvement purchase that involves extended problem solving.F) A) and C)
G) None of the above

Question 11

In the VALS framework,consumers motivated by ideals are guided by knowledge and principle.__________ choose familiar products and brands,favor American-made products,and are generally brand loyal.

Accepted Answer

A)   Believers
B)   Thinkers
C)   Makers
D)   Experiencers
E)   AchieversF) A) and E)
G) B) and D)

Question 12

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Accepted Answer

A)   angst.
B)   the temporal state.
C)   the dissociative state.
D)   selective perception.
E)   cognitive dissonance.F) D) and E)
G) A) and D)

Question 13

Selective retention negatively impacts which stage of the consumer purchase decision process?

Accepted Answer

A)   information search
B)   purchase decision
C)   alternative evaluation
D)   postpurchase behavior
E)   problem recognitionF) A) and D)
G) A) and E)

Question 14

In the VALS framework,achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Accepted Answer

A)   Believers.
B)   Experiencers.
C)   Strivers.
D)   Makers.
E)   Survivors.F) A) and B)
G) None of the above

Question 15

VALS groups of consumers motivated by __________ are those who are guided by knowledge and principle.

Accepted Answer

A)   ideals
B)   achievement
C)   self-expression
D)   rewards
E)   successF) C) and D)
G) None of the above

Question 16

Two VALS segments stand apart.One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation.These two groups are the __________ and the __________.

Accepted Answer

A)   Thinkers; Believers
B)   Strivers; Survivors
C)   Achievers; Strivers
D)   Innovators; Survivors
E)   Experiencers; MakersF) A) and B)
G) A) and C)

Question 17

You will be graduating soon and have been offered what you consider the job of your dreams.The new position,however,requires some traveling so you will need a car.You currently do not have one.What decision process will you go through to purchase an automobile?

Accepted Answer

This purchase would require five purchas...

Question 18

An aspiration group is one

Accepted Answer

A)   to which a person belongs and wishes to continue with.
B)   that a person wishes to be a member of or wishes to be identified with.
C)   that a person wishes to maintain a distance from because of differences in values or behaviors.
D)   that a person knows he or she can never really fit into because of basic cultural differences.
E)   that a person feels is significantly above him or her in terms of socioeconomics.F) B) and D)
G) A) and B)

Question 19

Consumers accompanied by children

Accepted Answer

A)   purchase twice as much as they normally would if shopping with other adults.
B)   purchase about 40 percent more than when shopping alone.
C)   purchase 40 less than they normally would if shopping with their spouses.
D)   spend 40 percent less than when shopping alone.
E)   spend exactly the same amount as when shopping alone.F) A) and E)
G) A) and C)

Question 20

A movie theater owner embedded brief messages during trailers before showing the feature film.The messages,which flashed on the screen for such a short time that moviegoers were not consciously aware of them,urged consumers to "Drink Coke" and to "Eat Popcorn," encouraging them to visit the snack lobby.Research has shown what about such messages?

Accepted Answer

A)   Selective perception overrides advertising messages.
B)   Selective exposure is difficult for marketers to surmount.
C)   Subliminal messages have limited effects on behavior.
D)   Subliminal perception enables marketers to motivate consumers to take an action.
E)   Subliminal messages were deemed illegal by the Federal Trade Commission at the time these were shown in the movie theater.F) All of the above
G) D) and E)

Exam 4: Understanding Consumer Behavior

Evaluative criteria refer to

Correct Answer
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VALS groups of consumers motivated by __________ are those who are guided by knowledge and principle.

Correct Answer
verified

In the VALS framework,consumers motivated by ideals are guided by knowledge and principle.__________ choose familiar products and brands,favor American-made products,and are generally brand loyal.

Correct Answer
verified

Involvement refers to

Correct Answer
verified

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read national newspapers?

Correct Answer
verified

All of the following variables are central to how consumers learn from repeated experience except which?

Correct Answer
verified

Correct Answer
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Correct Answer
verified

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Correct Answer
verified

What percentage of U.S.product sales is directly tied to word of mouth among friends,family,and colleagues?

Correct Answer
verified

In the VALS framework,achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Correct Answer
verified

Selective retention negatively impacts which stage of the consumer purchase decision process?

Correct Answer
verified

When strolling through the grocery store,a toddler tells her mother,"Yuck,I don't like peas." Her mother puts down the peas and chooses green beans instead.The role of the little girl in this purchase was that of

Correct Answer
verified

Two VALS segments stand apart.One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation.These two groups are the and the .

Correct Answer
verified

Figure 4-1 -In Figure 4-1,D represents which stage of the consumer purchase decision process?

Correct Answer
verified

You will be graduating soon and have been offered what you consider the job of your dreams.The new position,however,requires some traveling so you will need a car.You currently do not have one.What decision process will you go through to purchase an automobile?

Correct Answer
verified
This purchase would require five purchas...
View Answer

Consumers accompanied by children

Correct Answer
verified

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

Correct Answer
verified

An aspiration group is one

Correct Answer
verified

BzzAgent researches a product or service before committing to a campaign and rejects about __________ of the companies that seek its service.

Correct Answer
verified

Exam 4: Understanding Consumer Behavior

Evaluative criteria refer to

Correct AnswerverifiedShow Answer

VALS groups of consumers motivated by __________ are those who are guided by knowledge and principle.

Correct AnswerverifiedShow Answer

In the VALS framework,consumers motivated by ideals are guided by knowledge and principle.__________ choose familiar products and brands,favor American-made products,and are generally brand loyal.

Correct AnswerverifiedShow Answer

Involvement refers to

Correct AnswerverifiedShow Answer

In the VALS framework,each consumer segment exhibits unique media preferences.Which segment would be the most likely to read national newspapers?

Correct AnswerverifiedShow Answer

All of the following variables are central to how consumers learn from repeated experience except which?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as

Correct AnswerverifiedShow Answer

What percentage of U.S.product sales is directly tied to word of mouth among friends,family,and colleagues?

Correct AnswerverifiedShow Answer

In the VALS framework,achievement-motivated consumers who have a lower level of education and household income than Achievers are called

Correct AnswerverifiedShow Answer

Selective retention negatively impacts which stage of the consumer purchase decision process?

Correct AnswerverifiedShow Answer

When strolling through the grocery store,a toddler tells her mother,"Yuck,I don't like peas." Her mother puts down the peas and chooses green beans instead.The role of the little girl in this purchase was that of

Correct AnswerverifiedShow Answer

Two VALS segments stand apart.One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation.These two groups are the __________ and the __________.

Correct AnswerverifiedShow Answer

Figure 4-1 -In Figure 4-1,D represents which stage of the consumer purchase decision process?

Correct AnswerverifiedShow Answer

You will be graduating soon and have been offered what you consider the job of your dreams.The new position,however,requires some traveling so you will need a car.You currently do not have one.What decision process will you go through to purchase an automobile?

Correct AnswerverifiedThis purchase would require five purchas...View AnswerShow Answer

Consumers accompanied by children

Correct AnswerverifiedShow Answer

A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing

Correct AnswerverifiedShow Answer

An aspiration group is one

Correct AnswerverifiedShow Answer

BzzAgent researches a product or service before committing to a campaign and rejects about __________ of the companies that seek its service.

Correct AnswerverifiedShow Answer

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Two VALS segments stand apart.One segment represents the group with the highest resources and innovation and the other segment represents the group with the lowest resources and innovation.These two groups are the and the .

Correct Answer
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Correct Answer
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Correct Answer
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This purchase would require five purchas...
View Answer

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