Question 1

The VALS system seeks to explain why and how consumers make purchase decisions.Consumers motivated by ideals are guided by knowledge and principle.Explain the difference between Thinkers and Believers.

Accepted Answer

Thinkers and Believers are the two group...

Question 2

Marketers recognize that people have an actual self-concept and a(n)

Accepted Answer

A)  persona determined by their peers.
B)  persona determined by psychology.
C)  abstract self-concept.
D)  ideal self-concept.
E)  inconsistent self-concept.F) A) and B)
G) A) and C)

Question 3

The alternative evaluation stage clarifies the problem for the consumer in part by

Accepted Answer

A)  creating expectations for particular products,
B)  proposing the type of purchase outlet.
C)  suggesting criteria to use for the purchase.
D)  minimizing cognitive dissonance.
E)  establishing a purchase timeline.F) A) and D)
G) A) and C)

Question 4

Sociocultural influences that affect the consumer purchase decision process include all of the following except which?

Accepted Answer

A)  personal influence
B)  reference groups
C)  family
D)  culture and subculture
E)  values,beliefs,and attitudesF) C) and D)
G) A) and B)

Question 5

Word of mouth refers to

Accepted Answer

A)  advertising or public service announcements that rely solely on auditory or voice messages to reach an organization's target market.
B)  subjective,often negative,misconceptions that are passed from one person to another as the result of selective perception.
C)  the influencing of people during conversations.
D)  the individuals who exert direct or indirect social influence over others.
E)  casual or unconstrained conversation or reports about other people or offerings involving details that are not confirmed as being true.F) A) and B)
G) D) and E)

Question 6

While posting photos on Instagram,your stomach growls.You see an ad for Jimmy John's.You walk to Jimmy John's and buy a sandwich,which tastes great.In terms of behavioral learning,walking to the sandwich shop and buying a sandwich is a

Accepted Answer

A)  drive.
B)  response.
C)  reinforcement.
D)  cue.
E)  prompt.F) C) and D)
G) B) and E)

Question 7

Asian Americans who are conversant in English,highly educated,hold professional and managerial positions,and exhibit buying patterns very much like typical American consumers are referred to as ________ Asian Americans.

Accepted Answer

A)  socialized
B)  diaspora
C)  nonassimilated
D)  reassimilated
E)  assimilatedF) B) and E)
G) B) and D)

Question 8

An example of a marketer-dominated source of information consulted during an external search is

Accepted Answer

A)  personal experience.
B)  a salesperson.
C)  a Federal Trade Commission report.
D)  a coworker.
E)  Consumer Reports magazine.F) B) and E)
G) B) and C)

Question 9

All of the following are examples of marketer-dominated sources of information consulted during an external search except which?

Accepted Answer

A)  digital advertising
B)  point-of-purchase display
C)  Kelly Blue Book
D)  dedicated sales staff
E)  company websiteF) A) and D)
G) C) and E)

Question 10

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases except which?

Accepted Answer

A)  securing endorsements from influential people
B)  providing warranties and guarantees
C)  providing free trials of the product
D)  giving extensive usage instructions
E)  using subliminal advertisingF) C) and D)
G) A) and B)

Question 11

The VALS framework segments consumers based on

Accepted Answer

A)  their primary motivation for buying products and their resources.
B)  their demographics.
C)  their product usage,age,and gender.
D)  where they live.
E)  their media usage and their demographics.F) All of the above
G) B) and D)

Question 12

Your company is introducing a new line of activewear for teenagers and invites the members of the high school track team to a private showing of the line.This group consists of ________ for activewear clothing.

Accepted Answer

A)  lifestyle makers
B)  aspirational people
C)  autonomous leaders
D)  opinion leaders
E)  joint decision makersF) C) and E)
G) C) and D)

Question 13

A reference group to which a person actually belongs is referred to as a(n) ________ group.

Accepted Answer

A)  primary
B)  associative
C)  aspiration
D)  dissociative
E)  integratedF) B) and D)
G) D) and E)

Question 14

Which of the following statements about Asian American buying patterns is most accurate?

Accepted Answer

A)  Assimilated Asian Americans have very different buying patterns from a typical U.S.consumer.
B)  The diversity of the Asian subculture is so great that generalizations about buying patterns of this group are difficult to make.
C)  The Asian American subculture is growing very slowly in the United States.
D)  Asian Americans are the least educated racial/ethnic subculture in the United States.
E)  Assimilated Asian Americans are unlikely to hold professional or managerial positions in the United States.F) A) and B)
G) B) and D)

Question 15

Consumer touchpoints are

Accepted Answer

A)  a shopper's emotion-based motivations which if triggered will spur a purchase.
B)  situations in which a consumer is physically in contact with a product,such as during trial in a store or at home.
C)  a marketer's product,service,or brand contacts with a consumer from start-to-finish in the purchase decision process.
D)  a visual representation of a brand's offerings and how they align with various target markets.
E)  measures of a consumer's attraction to a product or brand throughout the consumer decision process.F) B) and D)
G) A) and E)

Question 16

The fear of physical harm,a large financial outlay required to buy the product,fear of poor product performance,and fear of disapproval from friends can all contribute to

Accepted Answer

A)  consumer angst.
B)  cognitive dissonance.
C)  purchase anxiety.
D)  perceived risk.
E)  consumer cynicism.F) A) and E)
G) All of the above

Question 17

There are various nonprofit publications dedicated to assisting in consumer education and decision making.Public sources of information for an external information search include which of these?

Accepted Answer

A)  advertisements
B)  sales personnel
C)  friends and relatives
D)  government agencies
E)  point-of-purchase displaysF) A) and B)
G) A) and E)

Question 18

The two major styles of family decision making are

Accepted Answer

A)  paired and passive.
B)  male-dominant and female-dominant.
C)  joint and spouse-dominant.
D)  democratic and autocratic.
E)  active and passive.F) B) and D)
G) A) and D)

Question 19

"Which brand of smartphone does my roommate own?" would be a question asked during the ________ stage in the consumer purchase decision process.

Accepted Answer

A)  problem recognition
B)  alternative evaluation
C)  information search
D)  purchase decision
E)  comparisonF) A) and B)
G) A) and C)

Question 20

For Coppertone products,evaluations in the postpurchase behavior stage of the consumer purchase decision process that are most likely to cause dissatisfaction are

Accepted Answer

A)  dry skin and acne.
B)  greasy formula and sunburn.
C)  dry skin and skin infection.
D)  sunburn and poor customer service.
E)  poor customer service and high price.F) B) and C)
G) A) and E)

Exam 5: Understanding Consumer Behavior

The VALS framework segments consumers based on

Correct AnswerverifiedShow Answer

While posting photos on Instagram,your stomach growls.You see an ad for Jimmy John's.You walk to Jimmy John's and buy a sandwich,which tastes great.In terms of behavioral learning,walking to the sandwich shop and buying a sandwich is a

Correct AnswerverifiedShow Answer

The VALS system seeks to explain why and how consumers make purchase decisions.Consumers motivated by ideals are guided by knowledge and principle.Explain the difference between Thinkers and Believers.

Correct AnswerverifiedThinkers and Believers are the two group...View AnswerShow Answer

Your company is introducing a new line of activewear for teenagers and invites the members of the high school track team to a private showing of the line.This group consists of ________ for activewear clothing.

Correct AnswerverifiedShow Answer

The alternative evaluation stage clarifies the problem for the consumer in part by

Correct AnswerverifiedShow Answer

A reference group to which a person actually belongs is referred to as a(n) ________ group.

Correct AnswerverifiedShow Answer

Consumer touchpoints are

Correct AnswerverifiedShow Answer

For Coppertone products,evaluations in the postpurchase behavior stage of the consumer purchase decision process that are most likely to cause dissatisfaction are

Correct AnswerverifiedShow Answer

The fear of physical harm,a large financial outlay required to buy the product,fear of poor product performance,and fear of disapproval from friends can all contribute to

Correct AnswerverifiedShow Answer

Asian Americans who are conversant in English,highly educated,hold professional and managerial positions,and exhibit buying patterns very much like typical American consumers are referred to as ________ Asian Americans.

Correct AnswerverifiedShow Answer

Which of the following statements about Asian American buying patterns is most accurate?

Correct AnswerverifiedShow Answer

Sociocultural influences that affect the consumer purchase decision process include all of the following except which?

Correct AnswerverifiedShow Answer

Word of mouth refers to

Correct AnswerverifiedShow Answer

The two major styles of family decision making are

Correct AnswerverifiedShow Answer

All of the following are examples of marketer-dominated sources of information consulted during an external search except which?

Correct AnswerverifiedShow Answer

"Which brand of smartphone does my roommate own?" would be a question asked during the ________ stage in the consumer purchase decision process.

Correct AnswerverifiedShow Answer

All of the following are marketing strategies designed to reduce consumers' perceived risk and encourage purchases except which?

Correct AnswerverifiedShow Answer

An example of a marketer-dominated source of information consulted during an external search is

Correct AnswerverifiedShow Answer

Marketers recognize that people have an actual self-concept and a(n)

Correct AnswerverifiedShow Answer

There are various nonprofit publications dedicated to assisting in consumer education and decision making.Public sources of information for an external information search include which of these?

Correct AnswerverifiedShow Answer

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Thinkers and Believers are the two group...
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