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Consumer Behavior Questions
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Questions in this quiz (95)
1The marketing concept:
- Arefers to one common methodology for studying consumer behavior
- Bdescribes a model for relating consumer behavior to consumer motivation
- Cstates that to be profitable, a company must expend an equal amount of energy on each element of the marketing mix
- Dsuggests that to be more profitable, an organization must satisfy consumer needs and wants
- Eis implemented by means of a strong emphasis on the interaction among affect and cognitions, behaviors, and environments.
2Which of the following statements about the marketing concept is true?
- AAccording to the marketing concept, businesses need not make a profit.
- BCompanies have found it easier to implement the marketing concept through the use of consumer research.
- CThe correct implementation of the marketing concept requires the development of all five parts of the marketing mix.
- DThe marketing concept is a philosophical method of studying consumers and has not been pragmatically designed.
- EThe cognitive rationale behind the marketing concept hinges on the theory that consumers have basically the same needs and wants.
3_____ studies the dynamic interaction among affect, cognition, behavior, and environment by which human beings conduct the exchange aspects of their lives.
- ASociology
- BCognitive Psychology
- CEconomics
- DMarketing
- EConsumer Behavior
4The three main aspects emphasized in the definition of consumer behavior are:
- Aapplication across time, across products, and across markets
- Btraditional research, strategy development, and organizationally focused
- Capplication, generalization, and timing
- Dproduct, price, and promotion strategies
- Edynamic, interactive, and exchange focuses.
5What is the primary goal of marketing strategy?
- Athe development of meaning in consumer behavior
- Bneed satisfaction
- Ca balanced focus on the elements of the marketing mix
- Dthe creation of exchanges with consumers
- Enew product development
6Affect and cognition in the text’s consumer-analysis framework include:
- Arational and emotional, but not subconscious, processes
- Bknowledge but not moods or processes
- Cmoods and evaluation processes but not knowledge
- Da narrower view of cognition than is used by other researchers
- Einternal feeling and thinking responses to the environment.
7The behavior element of the consumer-analysis framework includes only
- AOvert Acts
- BMental States
- CInternal Processes
- DIntentions
- ESubconscious Processes
8As an element of the consumer-analysis framework, environment can be defined as:
- Aconsumer interpretations of external issues
- Bcognition, affect, and behaviors
- Cmarketing strategy implementation
- Da complex mix of physical and social stimuli
- Eemotional responses to places and other people.
9Which of the following statements about the Wheel of Consumer Analysis is false?
- AAny comprehensive consumer analysis must consider all elements of the model.
- BAny element of the model can serve as the starting point for analysis.
- CThe model is dynamic.
- DThe model is useful for forecasting future trends.
- EThe model can be applied to different levels of analysis
10How is market segmentation related to the Wheel of Consumer Analysis?
- AConsumers are equally likely to be influenced by a well-developed marketing segmentation strategy.
- BOnly affect and cognition vary from one market segment to another
- CThe probabilities of purchase and repurchase are constant no matter which segmentation strategy is implemented.
- DRetailing considerations are central to effective marketing segmentation strategy development.
- EThe affect and cognition, behaviors, and environments of different groups require different strategic responses
11In a cognitive view of consumers’ behavior, we assume that consumers
- Achoose behaviors to achieve their consumption goals
- Bmaximize utility or satisfaction
- Cbehave consistently with previous behaviors
- Drespond based on environmental stimuli
- Ebehave in a random response mode.
12Emotions, feelings, moods, and evaluations are types of
- Acognitive responses
- Baffective responses
- Cthe neural system
- Dovert behavior
- Eactivation.
13The primary purpose of a consumer’s cognitive system is to:
- Aprocess information in a logical and rational manner
- Bevaluate product alternatives for the purpose of making a brand choice
- Ccreate consistent and coherent meanings that represent a person’s environment
- Dmake well-informed purchase decisions despite contradictory and misleading consumer information
- Estore information in such a manner that it can be retrieved easily in the event it is needed.
14When consumers interpret marketing information in a way that is consistent with their prior knowledge, they are using _____ processes, an example of a cognitive operation.
- AAttention
- BActivation
- CPreference
- DIntegration
- EExposure
15Which of the following statements does not describe a characteristic of the affective system?
- AAffective responses are generally very intense.
- BThe affective system is largely reactive.
- CThere is little direct control over the affective system.
- DAffective responses occur to many types of stimuli.
- EAffective responses are experienced physically in the body.
16The term ____ refers to the type of knowledge that represents intangible, subjective characteristics of the product.
- Aconcrete attributes
- Babstract attributes
- Cfunctional consequences
- Dpsychological consequences
- Eobjective attributes
17_____ are the desirable consequences consumers seek when buying and using products and brands.
- AValues
- BMotivators
- CInfluencers
- DBenefits
- EConcrete and Abstract Attributes
18What is the term for the abstract mental representations of important life goals?
- Afunctional consequences
- Bpsychosocial consequences
- Cvalues
- Dbundles of benefits
- Eend states
19Means-end chain models are useful to marketers because they:
- Aidentify the values that will always be activated, regardless of the product form
- Bhighlight the importance of physical attributes to consumers
- Cdo not change over time
- Dprovide a more complete description and understanding of consumers’ product knowledge
- Especify procedures for identifying effective market segments.
20According to the text, which of the following best defines involvement?
- Athe perceived importance or personal relevance of an object or event
- Bcore values that are important to a consumer
- Ca descriptor of product benefits
- Dthe complexity of products
- Ea description of brand attributes
21The term ____ refers to consumer’s efforts to control their exposure to information in their environment.
- Aintentional exposure
- Bselective exposure
- Cdirected revelation
- Dinterpretative display
- Epurposive exposure
22The level of involvement and arousal of consumers as they attend to stimuli will affect:
- Aaccidental exposure
- Bselectivity of information
- Cintensity of information processing
- Dstimuli repression
- Ebehavioral consequences.
23Which of the following is a true statement about exposure, attention, and comprehension
- AIntegration cannot occur without each of these processes having occurred.
- BThese processes must follow a specific sequence
- CAll cognitive knowledge affecting attention is stored in the consumer’s long-term memory.
- DConsumers are motivated to maintain exposure.
- EWhen given a choice, consumers maximize selective exposure but not comprehension.
24_____ refers to the interpretation process by which consumers understand or make sense of their own behaviors and relevant aspects of their environment.
- AComprehension
- BExposure
- CAffective response
- DAttention
- EStimuli acceptance
25Which of the following influences on consumer comprehension is most likely to affect whether consumers use automatic or controlled comprehension?
- Aconsumers’ moods
- Bconsumers’ processing abilities
- Cthe format of the information presented
- Dthe environmental context present at the time of comprehension
- Ethe colors of the visual stimuli
26An attitude is:
- Athe rating that consumers give to particular products and services
- Bthe mental representation of an object or concept
- Cthe overall evaluation of some object of interest
- Da belief about an object or concept
- Ea tendency to perform some action or behavior
27According to Fishbein’s multiattrubute model, the two factors that determine an attitude are:
- Abelief evaluation and belief direction
- Bbelief strength and belief probability
- Cbelief strength and belief evaluation
- Dbelief object and belief attribute
- Ebelief attribute and belief attitude.
28In multiattribute attitude models, belief strength refers to the:
- Anumber of salient attributes associated with an object
- Bnumber of identifiable product or brand consequences
- Cprobability that beliefs will be activated
- Dperceived closeness of association between an object and its relevant attributes
- Estrength of the relationship between attributes and values in a means-end chain.
29Which of the following statements is a legitimate criticism of the multiattribute attitude model?
- AThe multiattribute attitude model tends to treat consumer attitudes as unidimensional.
- BThe multiattribute model tends to ignore the more abstract and nonverbal meanings that affect consumers’ product evaluations.
- CThe multiattribute model does not have a firm theoretical base in the psychological aspects of cognitive processing.
- DThe procedures needed to measure the multiattribute models are exceedingly complex and difficult to understand.
- EThe multiattribute model fails to provide marketing management with accurate predictions of consumers’ behaviors.
30The multiattribute model and the theory of reasoned action are useful to marketing researchers. While they are both used to predict consumer behavior, the focus of the multiattribute model is on:
- Asubjective norms, attitude toward the act
- Bbehavioral intentions, attitude toward the object
- Cattitude toward the object, attitude toward the act
- Dattitude toward the object, behavioral intentions
- Eattitude toward the act, behavioral intentions.
31Which of the following statements about the cognitive processing model of consumer decision making is true?
- AThe key process in consumer decision making is the integration process.
- BThe model begins with exposure to information.
- CThe model involves all aspects of affect and cognition.
- DThe outcome of the decision making is a choice, which is represented cognitively as a behavioral intention.
- EAll of the above statements about cognitive processing model of consumer decision making are true.
32What is the first step in the generic, or general, model of consumer decision making?
- Apurchase
- Bsearch for alternatives
- Cproblem recognition
- Dbehavioral intention
- Ealternative evaluation
33Marketers should be concerned with consumers’ goals because:
- Aconsumer goals are the basis for developing promotional strategies
- Bconsumer goals are cognitive representations that are easily influenced by marketers
- Cby examining consumer goals, marketers can identify the most important purchasing situations
- Dconsumer goals are the basis for understanding consumer problem solving
- Eby understanding consumer goals, marketers can predict choices of specific brands
34When making familiar purchase choices, consumers may activate a group of brands directly from memory. The text refers to this group of brands as the ____ set.
- AConsideration
- BDecision
- CAlternative
- DRecalled
- EEvoked
35Suppose that Jenny is trying to choose a vacation trip from four alternatives. She decides that price is the most important criterion for selection, and chooses to buy the least expensive trip. Which of the following information integration strategies did Jenny most likely use?
- Aelimination by aspects
- BConjunctive
- CDisjunctive
- DCongruent
- ELexicographic
36Which of the following is the best example of information contact in a behavior sequence for a retail purchase?
- Acarrying product to checkout counter
- Bwithdrawing cash from money machine (ATM)
- Cfilling out warranty cards
- Dlistening to a salesperson’s presentation
- Efinding a product display in a store
37Which of the following is an example of a push strategy?
- Aa 50-cents-off coupon for Kraft mayonnaise
- Ba $2 rebate offer of the purchase of a Sunbeam hair dryer
- Ca 5 percent trade discount to a retailer
- Da product sample
- Ea buy-one-get-one-free sale at Kmart
38Which of the following types of strategies will increase the immediate likelihood of product-contact behavior?
- Aa strategy to locate the retail operation within the mall
- Ba push strategy
- Can agreement to accept all credit and debit cards
- Da product differentiation strategy
- Eall of the above
39In a macro sense, the primary objective of marketing is to:
- Afacilitate exchange
- Bsatisfy customers
- Cmake a profit
- Dsupport environmental changes
- Eprovide for society.
40Marketing strategies and tactics are designed to change overt behaviors by:
- Achanging one or more aspects of the environment
- Bmaking sure the environment remains the same
- Ccreating an affective mood that makes consumers want to buy
- Dencouraging repurchase
- Ecreating brand loyalty.
41Which of the following is the best definition of classical conditioning?
- Athe process of pairing a neutral stimulus with an unconditioned stimulus
- Bthe process of reinforcing conditioned responses
- Cthe process of reinforcing unconditioned responses
- Dthe process of pairing a conditioned stimulus with another conditioned stimulus
- Ethe process of pairing a neutral stimulus with a conditioned stimulus
42____ is the process of altering the probability of a behavior being emitted by changing the consequences of the behavior.
- AClassical conditioning
- BVicarious learning
- CLaddering
- DOperant conditioning
- EDiscriminative stimulation
43____ is the process whereby the frequency of a particular behavior is increased by removing an aversive stimulus.
- ANegative reinforcement
- BPositive reinforcement
- CExtinction
- DPunishment
- EShaping
44Which of the following occurs prior to operant behaviors?
- Aconditional stimuli
- Bpositive rewards
- Cpartial reinforcements
- Ddiscriminative stimuli
- Eratio reinforcements
45____ occurs when individuals modify their behavior as a result of observing the consequences that occur to others in similar conditions.
- AInstrumental conditioning
- BVicarious learning
- CBehavioral analysis
- DCognitive processing
- EStimulus modification
46____ believe the actions taken by consumers are controlled by conditions of punishment or reward in the environment.
- ABehaviorists
- BDemographers
- CPsychologists
- DSociologists
- EEnvironmentalists
47Which of the following types of sales promotions is most effective in changing consumer behaviors?
- ACoupons
- BSampling
- CRebates
- DPrice Reductions
- ESweepstakes and Contests
48Social marketing:
- Ais not designed to influence consumers’ overt behavior
- Bcannot be used to decrease undesirable behaviors
- Cbenefits the consumer as a way to achieve an organizational objective, just as commercial marketing
- Dcan be applied at the individual, household, target market or societal level
- Eis accurately described by all of the above.
49Sales promotions are a type of ____ strategy.
- AInfluence
- BCovert Consumer
- CAffective
- DCognitive
- ESocial- Marketing
50The first step in developing consumer-behavior influence strategies is to:
- Aevaluate previous strategy
- Bidentify current levels of consumer affect, cognition, and behavior
- Cdetermine appropriate marketing mix stimuli
- Danalyze markets
- Edetermine how results will be measured.
51The environment can be analyzed on two levels. They are:
- Acommercial and social
- Bmicro and macro
- Cstrategic impact and tactical impact
- Dlong term and short term
- Eindividual and group.
52The two ways of learning within the social environment are called:
- Acultural and referential
- Bsocial and cultural
- Cvicarious and direct
- Dindirect and direct
- Etargeted and mass.
53Situations
- Ainvolve a sequence of goal-directed behaviors
- Binclude affective responses
- Cinvolve cognitive processing
- Dtake place in various environments
- Eare accurately described by all of the above.
54The promotional element of the marketing mix has the greatest influence on the ____ situation.
- Ashopping
- Bdisposition
- Cconsumption
- Dinformation acquisition
- Epurchase
55Which of the following types of situations is most likely to be regulated by local, state, and federal laws?
- Aproduct contact
- Bdisposition
- Cstore contact
- Dpurchasing
- Eshopping
56_______ is the complex set of learned meanings, values, and behavioral patterns shared by a society.
- AMaterialism
- BSubculture
- CCulture
- DSegmentation
- EEthnocentrism
57______ are symbolic actions performed by consumers to create, affirm, evoke, or revise certain cultural meanings.
- ACultural interactions
- BRituals
- CCultural displays
- DGoal-directed behaviors
- EEthnographic reciprocity
58Which of the following is an example of a divestment ritual?
- ARobin washed and ironed the Mother Goose curtains that had been hanging in her infant’s son’s room before she gave them to her sister
- BHoward recycled his Coke can.
- CKelly removed the dead plants from a hanging basket and put new plants into it.
- DMarcus had his garage repainted
- EPete offered to give his aunt his old Cadillac.
59______ is an example of a country that does not have a strong consumption culture
- AMexico
- BCanada
- CChina
- DFrance
- EBrazil
60Marketers who use global marketing strategies:
- Aare adapting to the cultural trend of increasing global homogeneity
- Btailor their efforts toward the values and behaviors of specific cultures
- Care actually trying to change cultural values and behaviors
- Dtend to be more concerned with short-run profitability
- Eappeal primarily to differences in cultural tastes and preferences.
61A ____ is the segment within a culture that shares patterns of behavior and values different from the overall culture.
- Areference group
- Bfamily
- Csocial class
- Dsocial structure
- Esubculture
62Baby boomers are generally defined as those persons who:
- Aare between the ages of twenty and forty years old
- Bwere born between 1946 and 1962
- Care middle-aged and have preschool-aged children
- Dwere young during the booming period of rock-and-roll music.
- Ehave most of the money in the country.
63____ refers to how people in one culture or subculture come to understand and adapt to the meanings of another culture or subculture.
- ANaturalization
- BAcculturation
- CAssimilation
- DNationalization
- EIntegration
64___ 4. Which of the following is not one of the stages of acculturation?
- Ahoneymoon
- Brejection
- Cintegration
- Dinvolvement
- Etolerance
65Marketers should study social classes because:
- Aconsumers learn many values and behaviors through their social classes
- Bbrand preferences always stem from social-class influence
- Csocial class is more easily identifiable than subculture
- Dsocial class provides the framework for demographic segmentation
- Esocial class can be used to identify more specific subcultures in a society.
66Reference groups exert three basic types of influence on consumers:
- Aprimary, secondary, and value-expressive
- Bformal, informal, and direct
- Caspirational, utilitarian, and secondary
- Dinformational, utilitarian, and value-expressive
- Einformational, dissociative, and formal
67Which of the following statements does not describe changes in American families?
- AThe smallest group is married-couple family.
- BThe most common nontraditional family is headed by a woman with children and no husband.
- COnly about three percent of American families contain a working husband, a nonworking mother, and two children.
- DThe family unit is America’s largest market.
- EUp to 60 percent of those who marry will divorce and begin a single-member household again.
68____ is a term used for the sociological concept that describes changes in families across time.
- AMarket segmentation analysis
- BFamily life cycle
- CEvolutionary family
- DFamily management concept
- EFamily group analysis
69Which of the following groups would not be recognized as part of the modern family life cycle?
- Amarried couples with children
- Bsingle parents
- Ccohabitating couples
- Dolder singles
- Emarried without children
70Marketers use the family life cycle to:
- Apredict when children will leave home and begin purchasing
- Bcharacterize changes in family behavior over time
- Chighlight changes in marriage and divorce patterns
- Didentify traditional family units for more effective marketing
- Eprovide the most effective predictive tool available for joint decisions.
71What is the basic idea underlying market segmentation?
- AConsumers should be able to choose among multiple brands within a product category
- BBy creating a distinct brand image in the minds of consumers, marketers can reduce brand switching.
- CA product or brand generally does not appeal to all consumers.
- DConsumers can be combined into homogeneous groups on the basis of benefits they seek to obtain from the products offered.
- EConsumers’ purchase behavior varies across target groups
72Measuring the activities, interests, and opinions of consumers with an extensive survey questionnaire is the basis for ____ segmentation.
- Ademographic
- Bbenefit
- Cpsychographic
- Dperson/situation
- Eperceptual
73____ segmentation is a segmentation approach that depends on identifying meaningful aspects of both the consumption environment and consumer characteristics.
- APerson/situation
- BBenefit
- CPsychographic
- DAffective
- EGeodemographic
74The most frequently used positioning strategy is positioning by:
- Aattribute
- Buser
- Cuse behavior
- Dcompetitor
- Eproduct class
75Just from the name of the spread, I Can’t Believe It’s Not Butter, you can be confident that it is using positioning by:
- Aproduct user
- Bbrand name
- Cattribute
- Dproduct class
- Euse
76Many experts consider ____ to be the most important element of the marketing mix
- Aconsumer analysis
- Bproduct planning
- Cpricing analysis
- Dretail and channel strategy
- Epromotion activities
77The product environment includes:
- Aproduct attributes with relative advantages
- Bperceived product and brand benefits
- Cconsumer behaviors directed at the consumption of products and brands
- Dsymbolic meanings associated with products
- Eproduct-related stimuli that have been interpreted by consumers
78Why are innovators important to marketers in designing new product introduction strategies?
- AInnovators are the largest segment of potential adopters.
- BInnovators have the most discretionary income.
- CInnovators are easily influenced by marketing efforts.
- DInnovators tend to be more highly educated than other consumers.
- EInnovators often influence other adopters to purchase.
79As a product characteristic, compatibility refers to how:
- Awell the product gets along with other products
- Bwell the consumer gets along with the product
- Cconsistent the product is with current cognitions and behaviors in the product category
- Deasy it is for the consumer to try the product on a limited basis
- Efast the benefits of the product are able to change the consumers’ lifestyle.
80The product characteristic most responsible for influencing the development of brand loyalty is its:
- Acompatibility
- Bobservability
- Ccompetitive advantage
- Dspeed
- Esimplicity.
81What is the primary objective of a promotional strategy?
- Ato communicate information about products and to persuade consumers to purchase them
- Bto create favorable brand attitudes
- Cto create a sustainable differential advantage over competition
- Dto build product awareness
- Eto modify consumers’ perception of the promotion environment
82____ is any paid, nonpersonal presentation of information about a product, brand, company, or store that is intended to influence consumers’ affect and cognition.
- AAdvertising
- BSales Promotion
- CPersonal Selling
- DPublicity
- EMarketing
83According to the text, the purpose of a sales promotion is to:
- Ainform consumers about product attributes
- Beliminate generic competition
- Cencourage the use of coupons
- Dstimulate immediate purchase
- Edo all of the above.
84Information contact typically takes two forms. According to the text, they are:
- Apersuasive and attentive
- Blimited and repetitive
- Cincidental and intentional
- Dopportunistic and deliberate
- Eflexible and formalized.
85Three broad criteria used as indicators of advertising effectiveness are:
- Aforecasts, sales, and influence
- Bsales, recall, and persuasion
- Cpretesting, persuasion, and market share
- Dusage rate, user growth, and benefits realized
- Ecategory awareness, brand recognition, and market share.
86Which of the following statements about price is false?
- APrice is the only element of the marketing mix that involves revenues.
- BPrice is more tangible and less abstract than other elements.
- CPrice has relatively little direct sensory experience connected with it.
- DPrice involves an exchange of resources from the consumer to the manufacturer: the other elements move resources from the manufacturer to the consumer.
- EThe text suggests price is perhaps the least understood element of the marketing mix.
87The first step in developing a pricing strategy is to:
- Aset pricing objectives
- Bdetermine the role of price within its marketing mix
- Cforecast consumer response
- Destimate production and marketing costs
- Eanalyze consumer-product relationships.
88Price elasticity:
- Arefers to the change in supply for a product given a change in total costs
- Bis a relative change in demand for a product for a given change in dollar price
- Cdescribes the point at which price has no lasting effect on demand
- Ddescribes the point at which price must be raised because demand is overtaking supply
- Erefers to a method used to measure consumer responsiveness to price fluctuations.
89When making pricing decisions, ____ is the most critical environmental factor that marketers must examine.
- Acompetition
- Bpolitical climate
- Csocial trends
- Decological constraints
- Elegislative trends
90What is the long-range plan with a skimming price policy?
- Ato raise prices after a high-price introduction
- Bto raise prices after a low-price introduction
- Cto lower prices after a high-price introduction
- Dto lower prices after a low-price introduction
- Enone of the above actions characterizes skimming
91Which type of store layout would be most appropriate for a furniture store that intends to encourage people to linger and feel no pressure to make an immediate selection?
- Agrid layout
- Bfree-flow layout
- Cconvoluted layout
- Dunrestricted floor layout
- Ecantilevered layout
92In general, a free-flow layout is likely to have each of the following attributes except:
- Aroom for browsing
- Ban increase in impulse purchases
- Cease of maintenance and cleaning
- Da high visual appeal
- Eproduct display flexibility
93When are warm colors such as reds and yellows most likely to have a positive impact on consumer behavior?
- Ain high deliberation situations
- Bin unplanned, impulse-purchase situations
- Cin store, fitting-room environments
- Dduring colder seasons or in colder climates
- Ein none of the above situations
94The _______ is the basic nature of a product or service offered to a consumer.
- Aproduct value
- Bcommodity
- Cproduct attribute
- Dproduct image
- Edifferential advantage
95Channel coverage refers to:
- Athe different types of retail organizations
- Bthe number of outlets in a geographic area
- C. the availability of alternate warehouse facilities
- Dthe number of steps in the channel from manufacturer to final consumer
- Ethe product depth.
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- Marketing Exam Quiz on Consumer Behavior Questions, created by Laura S on 11/08/2016.
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- Laura S
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