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Exam 5: Understanding Consumer Behavior

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Question 71

Multiple Choice

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Which of the following statements concerning evaluative criteria is most accurate?

A) If the alternatives in a consideration set do not meet the requirements of the evaluative criteria,the entire decision process is usually discontinued.
B) Consumers often have several criteria for evaluating a single product.
C) Evaluative criteria represent objective rather than subjective attributes.
D) Evaluative criteria represent subjective rather than objective attributes.
E) Ultimately,the most important evaluative criterion is price.

F) B) and C)
G) A) and E)

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Question 72

Multiple Choice

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Many automobile dealerships employ a non-negotiable or "no haggle" price strategy to sell their cars.A customer who wants to buy a new or used car would pay the posted price.These dealers probably adopted this pricing policy because

A) the industry was discussing the abandonment of self-regulation practices.
B) women have an intense dislike of price negotiation,yet still want to buy a car.
C) many recent immigrants into the United States are not accustomed to negotiation.
D) women distrust men in general and car salesmen in particular.
E) a sluggish economy guaranteed that negotiations would produce a less than adequate return on investment.

F) A) and B)
G) D) and E)

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Question 73

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Which of the following statements about personality is most accurate?

Consumer behavior that results from consumer socialization,passage through the family life cycle,and decision-making within the family or household is referred to as __________ influence.

Marketers use three approaches to try to change consumer attitudes toward products and brands: (1) __________; (2) changing the perceived importance of attributes;and (3) adding new attributes to the product.

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

The specialized group of consumers with a structured set of relationships involving a particular brand,fellow customers of that brand,and the product in use is referred to as a(n) __________.

A local country club has a great golf course,swimming pool,tennis courts,and even a stable for horses.It also has numerous high-profile business people,doctors,and local politicians as members.To attract new members,the club's board of directors should focus its marketing efforts on people who view its current members as a(n) __________ group.

According to Figure 5-5 above,self-fulfillment in the Maslow hierarchy of needs is an example of the highest-order needs referred to as

Figure 5-2 above shows the recent ratings from Consumer Reports for selected smartphone brands and models for Verizon customers.The first column "Brand" includes Apple,Blackberry,LG,Motorola,and Samsung.These brands are referred to as the __________ when consumers use Consumer Reports smartphone ratings to evaluate these smartphones.

One evening while watching TV,your stomach growls.You see an ad for Subway.You walk to the Subway shop and buy a sandwich,which tastes great.In terms of behavioral learning,your hunger is a __________.

__________ influences on consumer behavior result from three sources: consumer socialization,passage through the family life cycle,and decision-making within the family or household.

According to Figure 5-5 above,"D" defines what level in the Maslow hierarchy of needs?

Sensitivity to consumers' consumption or use experience,whether they are satisfied or dissatisfied,is extremely important in their __________.

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

The influencing of people during conversations is referred to as

Between classes,many college students stop at conveniently located vending machines for their favorite candy bars and soft drinks.Their choices are generally made quickly and with little or no effort to consider alternative product offerings.These college students are most likely involved in __________ problem solving purchase situations.

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.

Comparative advertising,in which one brand is compared to another,is intended to cause consumers to perceive differences between the products featured in the advertising.Marketers who employ comparative advertising are trying to use __________ to make consumers believe that their products are better than competitors' offerings.

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences is referred to as