Question 1

High-involvement purchases typically have which of the following characteristics?

Accepted Answer

A)   The item is inexpensive, widely available, or simple to use.
B)   The item is inexpensive, very safe to use, or purchased with great frequency.
C)   The item is expensive, new to the market, or recommended by influential personal sources.
D)   The item is expensive, can have serious personal consequences, or could reflect on one's social image.
E)   The item is inexpensive, new to the market, or is used for more than five years.F) C) and D)
G) A) and B)

Question 2

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

Accepted Answer

A)   African Americans spend more on clothing products for women and girls than Caucasians.
B)   African Americans spend half as much on health and beauty products as Caucasians.
C)   African Americans are not price-conscious nor strongly motivated by quality and choice.
D)   African Americans are very unlikely to tell their friends about products and services they like.
E)   When socioeconomic status differences between African Americans and Caucasians are removed, there are more similarities than points of difference.F) A) and B)
G) C) and D)

Question 3

Figure 4-6
-Figure 4-6 depicts the Maslow

Accepted Answer

A)   motivation for preservation.
B)   products pyramid.
C)   hierarchy of needs.
D)   ladder of effects.
E)   psychosocial influences.F) B) and E)
G) A) and E)

Question 4

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 E)
G) B) and D)

Question 5

Personality refers to

Accepted Answer

A)   the attitudes that determine how people spend their time and resources and what they consider important.
B)   the way people see themselves and others.
C)   the process by which an individual selects, organizes, and interprets information to create a meaningful ideal self.
D)   a person's consistent behaviors or responses to recurring situations.
E)   those qualities that either attract or repel other members of a person's personal, social, or professional environment.F) A) and D)
G) A) and E)

Question 6

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

Accepted Answer

A)   If the alternatives in a consideration set do not meet all of the requirements of the evaluative criteria, the entire decision process is quickly 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 D)
G) A) and E)

Question 7

Figure 4-6
-According to Figure 4-6, C defines what level in the Maslow hierarchy of needs?

Accepted Answer

A)   physiological
B)   personal
C)   social
D)   safety
E)   self-actualizationF) A) and D)
G) B) and E)

Question 8

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, are referred to as

Accepted Answer

A)   purchase intentions.
B)   market research.
C)   consumer behavior.
D)   consumer conduct.
E)   purchase protocols.F) A) and E)
G) A) and B)

Question 9

A mother of two toddlers is most likely to exclusively use an internal search during the decision process when purchasing

Accepted Answer

A)   a gift for her mother-in-law.
B)   a home security system.
C)   disposable diapers.
D)   a swing set.
E)   a weekend getaway.F) A) and B)
G) C) and D)

Question 10

Kendall was excited to begin her new job after she graduated from college. Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

Accepted Answer

A)   a subscription to The Wall Street Journal
B)   an outfit for her first day
C)   a new coffeemaker
D)   houseplants to decorate her new apartment
E)   running shoesF) All of the above
G) A) and B)

Question 11

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as

Accepted Answer

A)   perceptual learning.
B)   retentive learning.
C)   functional learning.
D)   motivated learning.
E)   behavioral learning.F) B) and C)
G) B) and E)

Question 12

Today, 31 percent of ________ are the primary grocery shoppers in their households, though they may not be the grocery decision makers.

Accepted Answer

A)   teenagers
B)   extended family members
C)   paid help
D)   children of any age
E)   menF) B) and D)
G) A) and B)

Question 13

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

Question 14

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

Accepted Answer

A)   a brand community.
B)   a VALS.
C)   an opinion leader.
D)   a social class.
E)   a buzz group.F) A) and B)
G) A) and C)

Question 15

Figure 4-7
-VALS creates profiles of people based on their primary motivation and resources. In the VALS framework (Figure 4-7) , E refers to

Accepted Answer

A)   Ideals.
B)   Achievement.
C)   Self-Expression.
D)   Survivors.
E)   Innovators.F) B) and D)
G) B) and E)

Question 16

The Martinez family is considering a vacation. Dad wants to stay home this year and use the money for home repairs. His mom who lives with them wants to visit relatives in New York. Dad asks his mother to determine the cost of a trip to New York and if they could stay with relatives while there. Mom and their daughter want to go to a beach. Which of the following sentences best describes the roles each family member played in making this decision?

Accepted Answer

A)   There is no family member serving as an information gatherer.
B)   The mother and the grandmother only played the role of influencer.
C)   The females in the family only play two roles-users and influencers.
D)   Since the father will make the final vacation decision, he has taken on all of the roles.
E)   The grandmother plays the roles of user, influencer, and information gatherer.F) A) and D)
G) C) and E)

Question 17

There are five stages in the consumer purchase decision process. The fourth stage is

Accepted Answer

A)   information search.
B)   purchase decision.
C)   alternative evaluation.
D)   option testing.
E)   problem recognition.F) A) and D)
G) A) and B)

Question 18

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 businesspeople, 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 ________ group.

Accepted Answer

A)   an associative
B)   an aspiration
C)   a dissociative
D)   a pressure
E)   an involvementF) A) and B)
G) A) and C)

Question 19

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy. Name each of the five levels in the hierarchy in order and give an example of each.

Accepted Answer

Physiological needs, the lowest level in...

Question 20

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) D) and E)
G) All of the above

Exam 4: Understanding Consumer Behavior

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

Correct Answer
verified

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as

Correct Answer
verified

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy. Name each of the five levels in the hierarchy in order and give an example of each.

Correct Answer
verified
Physiological needs, the lowest level in...
View Answer

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, are referred to as

Correct Answer
verified

Figure 4-7 -VALS creates profiles of people based on their primary motivation and resources. In the VALS framework (Figure 4-7) , E refers to

Correct Answer
verified

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 Answer
verified

A mother of two toddlers is most likely to exclusively use an internal search during the decision process when purchasing

Correct Answer
verified

Kendall was excited to begin her new job after she graduated from college. Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
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Figure 4-6 -According to Figure 4-6, C defines what level in the Maslow hierarchy of needs?

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

There are five stages in the consumer purchase decision process. The fourth stage is

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

High-involvement purchases typically have which of the following characteristics?

Correct Answer
verified

Correct Answer
verified

Figure 4-6 -Figure 4-6 depicts the Maslow

Correct Answer
verified

Today, 31 percent of ________ are the primary grocery shoppers in their households, though they may not be the grocery decision makers.

Correct Answer
verified

Personality refers to

Correct Answer
verified

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

Correct Answer
verified

Exam 4: Understanding Consumer Behavior

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

Correct AnswerverifiedShow Answer

The process of developing automatic responses to a situation built up through repeated exposure to it is referred to as

Correct AnswerverifiedShow Answer

Psychologists point out that an individual's needs may be hierarchical; that is, once one set of needs is met, people seek to satisfy the next set of needs in the hierarchy. Name each of the five levels in the hierarchy in order and give an example of each.

Correct AnswerverifiedPhysiological needs, the lowest level in...View AnswerShow Answer

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, are referred to as

Correct AnswerverifiedShow Answer

Figure 4-7 -VALS creates profiles of people based on their primary motivation and resources. In the VALS framework (Figure 4-7) , E refers to

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

A mother of two toddlers is most likely to exclusively use an internal search during the decision process when purchasing

Correct AnswerverifiedShow Answer

Kendall was excited to begin her new job after she graduated from college. Which of the following purchases would most likely have the greatest perceived risk for her the day before she begins the job?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Figure 4-6 -According to Figure 4-6, C defines what level in the Maslow hierarchy of needs?

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

There are five stages in the consumer purchase decision process. The fourth stage is

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

High-involvement purchases typically have which of the following characteristics?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Figure 4-6 -Figure 4-6 depicts the Maslow

Correct AnswerverifiedShow Answer

Today, 31 percent of ________ are the primary grocery shoppers in their households, though they may not be the grocery decision makers.

Correct AnswerverifiedShow Answer

Personality refers to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Physiological needs, the lowest level in...
View 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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