Of which the following statements about reference groups are true?

A) Reference groups stimulate, but do not constrain, consumption behavior. B) Reference groups have strong influence on all brands and product purchases. C) A person can only belong to one reference group. D) Reference groups serve as information sources and influence perceptions. E) All of the statements about reference groups are true. Because her mother only went to the supermarket once a month, this is how Moniq prefers to do her grocery shopping. One of the reasons Moniq is such an efficient shopper is that, like her mother, Moniq believes, "Waste not, want not." The passing down of norms and values to Moniq is an example of: A) consumerism B) the socialization process C) acculturation D) the roles opinion leaders play in business decision making E) the role of society in consumer decision making AD A B _____ is characterized by low involvement, a short time frame, an internal- A) Limited decision making only information search, and low costs. B) Routine response behavior C) Emotional buying D) Intensive decision making E) Temporally-limited behavior A B To develop a promotional campaign for vocational education to target A) a campaign that shows family and A A working-class consumers, which of the following alternatives might you community members participating in employ? vocational classes to improve their lives B) a campaign emphasizing that those who participate in vocational classes will look better to others C) a campaign showing how much participation in vocational classes will improve society as a whole D) a campaign showing participants in the vocational classes with the time and money to vacation in far away and exotic places E) a campaign appealing to selfactualization needs Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider it as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was made. This illustrates that Hector: A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator AA For which of the following products is the purchaser most likely to rely on an A) a toothbrush external information source? B) a copy of People magazine C) a Big Mac D) a new prescription E) a box of tissues Pregnant Niceae has been shopping for a baby crib. She has visited several sites on the Internet that provide information about cribs and has consulted a book on how to keep her baby safe by a consumer group. Niceae has also asked several new mothers for recommendations. In her decision-making process, Niceae has been using: A) marketing-controlled information sources B) demographic information sources C) nonmarketing-controlled information sources D) secondary data sources E) internal search sources A) evaluative criteria B) dissonance suppressors C) discretionary discriminators D) discriminatory set E) evoked set AD A C Melyssa has been given a horse and needs to buy a new Western saddle. She has narrowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melyssa's: A E People tend to be more satisfied with a purchase if: A) they obtain additional information that reinforces their decision AA B) they feel less competent in their daily lives C) cognitive dissonance develops D) there is inconsistency among opinions and values E) there is no further contact with the seller Cecelia is a receptionist and just spent $347 on a new riding saddle for her boyfriend Claude, a weekend cowboy. When she got home with the saddle, she experienced a high level of anxiety about whether she has made the right purchase decision. Cecelia experienced: Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her

favorite television program. She really wants this job and considers it a once in a lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: A) selective dissatisfaction B) temporal distortion C) perceptual disharmony D) cognitive dissonance E) self-actualization involvement AD A) eliminate cognitive dissonance A B) eliminate the low involvement in the decision C) reduce perceived risk of negative consequences D) increase the chances of selective exposure E) increase the motivation involved in the decision A) desire for negative consequences B) interest and previous experience C) self-concept and perception D) self-concept and perceived risk of positive consequences E) situation and selfconcept A C Ralph played mediocre golf for over twenty years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to the text, which of the following factors has determined Ralph's level of involvement in the purchase of a new technologically advanced golf club? B Marketing managers often use in-store promotions to stimulate sales of: A) technical products B) high-involvement products C) high-priced products D) industrial products E) low-involvement products The fact that mothers in Japan feed their babies freeze-dried sardines and rice and most mothers in the United States would not eat a freeze-dried sardine, much less feed it to their babies, indicates how _____ influences the consumer decision-making process. A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership A E AA _____ is an orderly series of stages in which consumers' attitudes and A) Socialization behavioral tendencies change over time. B) The wheel of consumerism C) The family life cycle D) Lifestyle consumption E) Acculturation _____ is how consumers perceive themselves in terms of attitudes, A) Socialization perceptions, beliefs, and self-evaluations. B) Personality C) Socialization D) Normalization E) Self-concept Studies of how consumers relate to Internet entertainment classify them into nine different groups. One category is "Mouse Potatoes," who spend most of their time online, who want the most current gadgets, and who believe the world pictured in the cartoon The Jetsons will someday exist. This is a description of the _____ of "Mouse Potatoes." Sami Lin is developing an advertising campaign targeted to the same young audience that watched the X Games (a weeklong competition in a variety of extreme sports) on television. Which of the following actions might Lin take to help enhance the chances her targeted customers will pay attention to her ads? A) self-image B) cultural bias C) lifestyle D) demographics E) socialization process A) Use neutral sounds and colors that are similar to the programs the ads follow, so there is not much difference between the program and the ads. B) Create sexy ads to break through the ad clutter. C) Create ads that emphasize the least crucial attributes of the brand to get customers to think about the ads. D) Use elderly celebrity A C A E A C A B spokespersons to endorse the products as a grandparent would. E) Present the ads in a foreign language. In the late 1990s, DaimlerChrysler established a department solely to work on the sound of its car doors. The company understood the connection consumers make between sound and quality. This was one of the ways the automobile manufacturer was attuned to consumers: A) self-image B) personality C) lifestyle D) perception E) reference groups AD Ranked from the lowest to the highest level, Maslow's hierarchy of needs A) safety, esteem, social, model includes: physiological, and self-actualization needs B) physiological, social, esteem, economic, and self-actualization needs C) psychological, safety, economic, esteem, and social needs D) physiological, safety, social, esteem, and self-actualization needs E) safety, economic, social, esteem, and self-development needs Moss Security is a home security business. Its slogan, h larmed? You should A) esteem needs be, is designed to appeal to consumers: B) economic needs C) safety needs D) physiological needs E) social needs Advocacy

groups lobbying for support money may be inflating the number of people who suffer or die from particular maladies such as AIDS, cancer, and Alzheimer's. These groups are using fear as a marketing tool to specifically target the _____ needs in Maslow's hierarchy. Elliott loves to compete in mountain biking. He subscribes to all the bicycling magazines and reads them as soon as they arrive each month. Champion bikers like Golden Brainard, Chris Sheppard, and Carl Swenson are often used in the product advertisements in these magazines. The ads convince Elliott to buy these products because these champions are a(n) _____ group for Elliott. Because her mother only went to the supermarket once a month, this is how Moniq prefers to do her grocery shopping. One of the reasons Moniq is such an efficient shopper is that, like her mother, Moniq believes, "Waste not, want not." The passing down of norms and values to Moniq is an example of: A) esteem B) safety C) physiological D) social E) self-actualization A) secondary reference B) primary reference C) aspirational D) nonaspirational E) direct reference A) consumerism B) the socialization process C) acculturation D) the roles opinion leaders play in business decision making E) the role of society in consumer decision making AD A C A B A C A B _____ is the amount of time and effort a buyer invests in the search, A) Economic value evaluation, and decision processes of consumer behavior. B) Involvement C) Opportunity cost D) Temporal cost E) Perceived level of personal risk Jackson has moved to a new community and can no longer attend his old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. The electricity for lighting outdoor billboards is powered by transformers. The operator of a company that installs and manages billboards has purchased many such transformers. Today he plans to buy a replacement for one that was destroyed by a recent hurricane. Before making this purchase, he will look at cost and also see if he can find one that is more weatherproof. He wants to make sure he buys the best transformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. A) limited B) extended C) habitual D) classical E) routine A) limited B) extended C) habitual D) classical E) routine A B AA AA A(n) _____ is a group of people who are considered nearly equal in A) extended family community esteem, who regularly socialize among themselves both formally B) subculture and informally, and who share behavioral norms. C) dissociative group D) social class E) procreational family Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider it as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was made. This illustrates that Hector: A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator AD AA After a need or want is recognized, a consumer may be motivated to clarify A) evaluation of alternatives the options available and generate an evoked set of brands. This occurs B) information search during which part of the consumer decision-making process? C) cognitive dissonance D) consideration stage E) product identification A B An external information search is especially important when: A) there is a great deal of past A experience B) there are high cost associated with making an incorrect decision C) the cost of gathering information is high D) buying frequently purchased, lowcost items E) there is little risk of making an incorrect decision Melyssa has been given a horse and needs to buy a new Western saddle. She has narrowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melyssa's: Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her favorite television program. She really wants this job and considers it a once in a

lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: A) evaluative criteria B) dissonance suppressors C) discretionary discriminators D) discriminatory set E) evoked set A B E A) eliminate cognitive dissonance A B) eliminate the low involvement in the decision C) reduce perceived risk of negative consequences D) increase the chances of selective exposure E) increase the motivation involved in the decision A C Marketing managers often use in-store promotions to stimulate sales of: A) technical products B) highinvolvement products C) high-priced products D) industrial products E) low-involvement products Culture plays an important role in shaping and communicating: A) economic power B) class stratification C) self-concepts D) values E) individual differences All of the following are examples of individual factors that affect the A) gender decision-making process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality Women account for about 50 percent of the luxury car market. Male car designers at Cadillac are going about their work with paper clips on their fingers to simulate what it feels like to women with long fingernails to operate buttons, knobs, and other interior features. They are responding to _____ influences on consumer buying decisions. A) cultural B) social C) physiological D) psychological E) individual E AD A C A E _____ is an orderly series of stages in which consumers' attitudes and A) Socialization behavioral tendencies change over time. B) The wheel of consumerism C) The family life cycle A C D) Lifestyle consumption E) Acculturation _____ is how consumers perceive themselves in terms of attitudes, A) Socialization perceptions, beliefs, and selfevaluations. B) Personality C) Socialization D) Normalization E) Self-concept One method of categorizing consumers refers to a large group of older men (called Rugged Traditionalists) who believe in the traditional, old-school gender roles, who prefer NASCAR to all other types of sports, who would use a straight razor for shaving if they could find one, and prize convenience above all other qualities in a retail store. The Rugged Traditionalist is described in terms of how _____ influences affect his consumer decision making. A) psychological B) individual C) social D) situational E) cultural A E A B To analyze consumer lifestyles, marketers look at consumers': A) activities, interests, and opinions AA B) behavior, personality, and social class C) geography, demography, and psychographics D) income, gender, and life objectives E) activities, personality, and demography _____ is the analytical technique used to examine consumer lifestyles and to A) An acculturation analysis categorize consumers. B) A consumer audit C) Socialization D) Psychographics E) Demography A few years ago, Toro introduced a small, lightweight snowblower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name to mean that the Snow Pup was a toy or too light to do any serious snow removal. This is how _____ can influence the consumer decision-making process. A) selective distortion B) incorrect problem recognition C) lifestyle dissonance D) asocialization E) selective exposure AD AA Manufacturers of consumer goods often give away trial sizes of new products A) experiential learning to encourage: B) selective perception C) continuous reinforcement D) conceptual learning E) problem recognition Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was a stupid idea. Their mother Wanda said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decision-making process: AA A) Madison was the initiator, and Ned A D had no role at all. B) Bailey was the initiator, and Wanda was the decision maker. C) Madison was an influencer, and Wanda was the decision maker. D) Madison was the initiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. AA All of the following factors directly influence

consumers' level of A) consumer h level of education involvement in the purchase process EXCEPT: B) previous experience with the product C) financial risk associated with the product D) social visibility of the purchased item E) perceived risk of negative consequences as a result of the purchase As a marketing tool in the United States, social class: A) is useful for lifestyle distinctions between groups B) is just a simple measure of income level C) offers few insights concerning AA consumer behavior D) is not used because the United States is a classless society E) has demonstrated that all classes of consumers shop in the same stores Social influences on consumer buying decisions include: A) society, culture, and family AD B) reference groups, society, opinion leaders, and family C) personality, lifestyle, and reference groups D) reference groups, opinion leaders, and family E) lifestyle, reference groups, and family The steps of the consumer decision-making process in order are: A) need recognition, alternative A aggregation, reevaluation, purchase decision, postpurchase behavior B) need positioning, stimulus response reactions, evaluation of alternatives, purchase decision, postpurchase behavior C) need positioning, alternative aggregation and divestment, purchase decision, postpurchase evaluation D) information search, need positioning, evaluation of alternatives, product trial, purchase decision, postpurchase satisfaction E) need recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation Which of the following is the BEST example of an internal stimulus that A) a friend comments on how shabby A would create need recognition? your coat looks B) a radio station runs an ad for a new video game rental store C) a headache D) an invitation to a graduation for which you need a gift E) a billboard promoting a new national Internet service provider For which of the following products is the purchaser most likely to rely on an A) a toothbrush external information source? B) a copy of People magazine C) a Big Mac D) a new prescription E) a box of tissues Melyssa has been given a horse and needs to buy a new Western saddle. She has narrowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melyssa's: A) evaluative criteria B) dissonance suppressors C) discretionary discriminators D) discriminatory set E) evoked set E C AD A E People tend to be more satisfied with a purchase if: A) they obtain additional information that reinforces their decision B) they feel less competent in their daily lives C) cognitive dissonance develops D) there is inconsistency among opinions and values E) there is no further contact with the seller Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her favorite television program. She really wants this job and considers it a once in a lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: A) eliminate cognitive dissonance B) eliminate the low involvement in the decision C) reduce perceived risk of negative consequences AA A C D) increase the chances of selective exposure E) increase the motivation involved in the decision Homogeneous groups within a culture that share elements of the overall A) autonomous personal units culture as well as have elements that are unique to that group are called: B) probability samples C) subcultures D) normative groups E) dissociative groups An individual's _____ is a composite of psychological makeup and A) acculturation environmental forces. It provides consistency to an individual's reactions to B) socialization situations. C) personality D) autonomy E) attitude Sam knows that if he had been allowed to be an actor, he would have been as successful as his favorite actor Tom Hanks. He feels his acting ability and his stage presence are as least as good as Tom Hanks. Since Sam really admires Hanks, he has recently grown his hair as Hanks did for his role in The Da Vinci Code. Sam h new look reflects his: Clayton h purchase behavior is influenced by his love of rodeo, his patriotism, a fascination with agriculture, his love of country music, and his

belief that everyone needs to enjoy life. All of these things are part of which personal influence on the consumer decision-making process? Studies of how consumers relate to Internet entertainment classify them into nine different groups. One category is "Mouse Potatoes," who spend most of their time online, who want the most current gadgets, and who believe the world pictured in the cartoon The Jetsons will someday exist. This is a description of the _____ of "Mouse Potatoes." A) superego B) compliant orientation C) ideal self-image D) real self-image E) socialization process A) attitude B) personality C) beliefs D) lifestyle E) experiential learning A) self-image B) cultural bias C) lifestyle D) demographics E) socialization process A C A C A C AD A C To analyze consumer lifestyles, marketers look at consumers': A) activities, interests, and opinions AA B) behavior, personality, and social class C) geography, demography, and psychographics D) income, gender, and life objectives E) activities, personality, and demography Sami Lin is developing an advertising campaign targeted to the same young audience that watched the X Games (a weeklong competition in a variety of extreme sports) on television. Which of the following actions might Lin take to help enhance the chances her targeted customers will pay attention to her ads? A) Use neutral sounds and colors that A are similar to the programs the ads follow, so there is not much difference between the program and the ads. B) Create sexy ads to break through the ad clutter. C) Create ads that emphasize the least crucial attributes of the brand to get customers to think about the ads. D) Use elderly celebrity spokespersons to endorse the products as a grandparent would. E) Present the ads in a foreign language. A) selective distortion B) selective exposure C) intermittent reinforcement D) selective socialization E) selective retention A B Cassandra, an accounting major, read an article stating that accounting graduates are receiving the highest starting salary offers for business majors. The article also stated that marketing majors start with lower salaries but surpass all other majors' salaries within ten years. A week later Cassandra doesn't remember reading this last part of the article, just the first part. This is an example of: E _____ occurs when consumers remember only information that supports their A) Intermittent reinforcement personal feelings or beliefs. B) Selective exposure C) Selective retention D) Faulty selectivity A C E) Selective distortion According to Maslow's hierarchy of needs model, the first needs most people A) safety would try to satisfy are their _____ needs. B) physiological C) economic D) esteem E) derived Connors Bros., a maritime seafood products manufacturer, plans to market its sardines to Ontario consumers through a campaign pushing the little fish as a positive food choice. The campaign aims to nullify the notion that sardines are boring by stressing their health benefits and their savory qualities. Connor Bros. is trying to: A) change negative beliefs about product attributes B) introduce new product attributes C) create new beliefs toward changed product attributes D) discover attitudes toward its product's attributes E) strengthen existing positive beliefs about product attributes A) change the importance of beliefs about product attributes B) change beliefs about product attributes C) add new beliefs about product attributes D) reinforce current beliefs about product attributes E) discover consumer needs about product attributes A B AA A few years ago, tea was a product with relatively little growth and was considered to be a product for the old and the middle-aged. Then tea manufacturers started promoting the health benefits of tea. Since the introduction of the research on how tea provides the body with useful antioxidants, tea consumption has increased by more than 25 percent, and it appears its market share will continue to grow, especially among young women in their twenties. This is an illustration of how promotion can: A B the brand manager for a new line of allergy relief drugs. Which of the A) Create ads that show the typical following methods might you employ to use opinion leadership/reference consumer performing a healthy groups to help stimulate demand for your

products? lifestyle activity. B) Develop a promotional campaign that tells customers they "deserve to use" these products. C) Drop the price of your new products to the point where customers will realize they are getting a bargain. D) Develop a promotional campaign that emphasizes safety and security needs being fulfilled by these healthcare products. E) Use a series of ads showing different health-care associations and societies endorsing the use of these healthcare products. Becca, a college student, tends to buy the same brands of toothpaste, A) psychographic group shampoo, and deodorant as her _____, which is often the strongest source of B) social class group influence upon the individual for many product purchases. C) family D) subculture E) dissociative group Jackson has moved to a new community and can no longer attend his old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. A) limited B) extended C) habitual D) classical E) routine A E A C AA A marketing manager would expect his or her product to be a high- A) is a product adaptation of a market involvement product for most consumers if it: leader B) is a necessity C) has not been purchased before D) has low social visibility E) requires substantial financial investment Which of the following is LEAST likely to be described as a subculture? A) electrical engineers B) Vietnamese Americans C) college students D) residents of the Mississippi delta E) Quakers A E AA As a marketing tool in the United States, social class: A) is useful for lifestyle distinctions between groups B) is just a simple measure of income level C) offers few insights concerning consumer behavior D) is not used because the United States is a classless society E) has demonstrated that all classes of consumers shop in the same stores After a need or want is recognized, a consumer may be motivated to clarify A) evaluation of alternatives the options available and generate an evoked set of brands. This occurs B) information search during which part of the consumer decision-making process? C) cognitive dissonance D) consideration stage E) product identification While Martin was looking at the DVDs at Wal-Mart, he was trying to remember the name of the horror movie he saw that starred Bruce Campbell so he could buy the DVD. This is likely to occur during which part of the consumer decision-making process? A) antecedent state B) need recognition C) external information search D) alternative evaluation E) internal information search AA A B A E An external information search is especially important when: A) there is a great deal of past A experience B) there are high cost associated with making an incorrect decision C) the cost of gathering information is high D) buying frequently purchased, lowcost items E) there is little risk of making an incorrect decision Warren loves to go to the beach on his vacation but hates to have to worry about the possibility of hurricanes. As Warren looked for where he should go on vacation this summer, he consulted a publication called Smart Money and learned the islands of Aruba, Bonaire and Curacao are not in the hurricane belt. Now he will only consider these island resorts as possible vacation destinations. This group of resort islands is called Warren h : Cecelia is a receptionist and just spent $347 on a new riding saddle for her boyfriend Claude, a weekend cowboy. When she got home with the saddle, she experienced a high level of anxiety about whether she has made the right purchase decision. Cecelia experienced: The fact that mothers in Japan feed their babies freeze-dried sardines and rice and most mothers in the United States would not eat a freeze-dried sardine, much less feed it to their babies, indicates how _____ influences the consumer decision-making process. A) involvement set B) evaluative set C) evolved set D) evoked set E) intuitive set A) selective dissatisfaction B) temporal distortion C) perceptual disharmony D) cognitive dissonance E) self-actualization involvement A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership B AD AD AA Homogeneous groups within a

culture that share elements of the overall A) autonomous personal units culture as well as have elements that are unique to that group are called: B) probability samples C) subcultures D) normative groups E) dissociative groups Clayton h purchase behavior is influenced by his love of rodeo, his patriotism, a fascination with agriculture, his love of country music, and his belief that everyone needs to enjoy life. All of these things are part of which personal influence on the consumer decision-making process? Sixty percent of drinkers of whiskey in Great Britain are over 50. The dangers of an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. If young consumers saw these attempts to influence their purchasing behavior as ridiculous because they believe whiskey is an old person's drink, they would miss the advertising message the manufacturers hoped to send. _____ would have occurred. A) attitude B) personality C) beliefs D) lifestyle E) experiential learning A) Perceptual generalization B) Stimulus discrimination C) Perceptual discrimination D) Selective distortion E) Stimulus generalization A C AD AD On any given day, a person may be subjected to over 2,500 advertising A) selective distortion messages but may only be aware of 10 to 20 of them. This is called: B) selective learning C) sporadic reinforcement D) intermittent selectivity E) selective exposure Manning bought a Schwinn Circuit bike for $1,300. After the purchase, he read an article about bicycles made by the Giant Bicycle Company, which makes a bike with most of the same features as the Schwinn Circuit. Manning processed this newly received information to make it more consistent with his prior opinion that the Schwinn is better than the Giant bike. Manning engaged in: In the late 1990s, DaimlerChrysler established a department solely to work on the sound of its car doors. The company understood the connection consumers make between sound and quality. This was one of the ways the automobile manufacturer was attuned to consumers: A) intermittent reinforcement B) faulty selectivity C) selective distortion D) selective retention E) selective exposure A) self-image B) personality C) lifestyle D) perception E) reference groups A E A C AD Moss Security is a home security business. Its slogan, h larmed? You should A) esteem needs be, is designed to appeal to consumers: B) economic needs C) safety needs D) physiological needs E) social needs Advocacy groups lobbying for support money may be inflating the number of people who suffer or die from particular maladies such as AIDS, cancer, and Alzheimer's. These groups are using fear as a marketing tool to specifically target the _____ needs in Maslow's hierarchy. A) esteem B) safety C) physiological D) social E) self-actualization A C A B If an advertiser wanted to create ads for a restaurant that stimulate the self- A) emphasize hunger actualization motivation, it would create ads that: B) emphasize that only those people who want to tell others they have risen to the top of their profession use the restaurant C) inform consumers about the cleanliness of the food preparation areas and procedures D) show people enjoying others' company while eating in the restaurant E) indicate eating in the restaurant is what "you have earned and deserve" In the 1970 h , Mobil ran an extensive campaign to convince drivers that detergent additives to Mobil h gasoline actually cleaned car engines. Mobil h campaign was an attempt to: A) create new beliefs toward changed product attributes B) strengthen existing positive beliefs about product attributes C) appeal to existing beliefs about product attributes D) discover attitudes toward its product's attributes E) create new beliefs about the product attributes A E A E Becca, a college student, tends to buy the same brands of toothpaste, A) psychographic group shampoo, and deodorant as her _____, which is often the strongest source of B) social class group influence upon the individual for many product purchases. C) family D) subculture E) dissociative group Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was

a stupid idea. Their mother Wanda said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decision-making process: A C A) Madison was the initiator, and Ned A D had no role at all. B) Bailey was the initiator, and Wanda was the decision maker. C) Madison was an influencer, and Wanda was the decision maker. D) Madison was the initiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. _____ is characterized by low involvement, a short time frame, an internal- A) Limited decision making only information search, and low costs. B) Routine response behavior C) Emotional buying D) Intensive decision making E) Temporallylimited behavior A B To develop a promotional campaign for vocational education to target A) a campaign that shows family and A A working-class consumers, which of the following alternatives might you community members participating in employ? vocational classes to improve their lives B) a campaign emphasizing that those who participate in vocational classes will look better to others C) a campaign showing how much participation in vocational classes will improve society as a whole D) a campaign showing participants in the vocational classes with the time and money to vacation in far away and exotic places E) a campaign appealing to selfactualization needs The processes individuals use when making a purchase decision are called _____. This is also the reason individuals recognize and respond to the distinctive lettering used on Coca-Cola cans, the shape of the Nike swoosh, and the color of a can of Campbell soup. A) consumer behavior B) marketing C) consumerism D) perceptual mapping E) database mining AA The steps of the consumer decision-making process in order are: A) need recognition, alternative A aggregation, reevaluation, purchase decision, postpurchase behavior B) need positioning, stimulus response reactions, evaluation of alternatives, purchase decision, postpurchase behavior C) need positioning, alternative aggregation and divestment, purchase decision, postpurchase evaluation D) information search, need positioning, evaluation of alternatives, product trial, purchase decision, postpurchase satisfaction E) need recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation The types of products people purchase using only an internal search are A) frequently purchased, low-cost typically: items B) frequently purchased, high-cost items C) infrequently purchased, low-cost items D) infrequently purchased, high-cost items E) all types of items, regardless of price or frequency of purchase Pregnant Niceae has been shopping for a baby crib. She has visited several sites on the Internet that provide information about cribs and has consulted a book on how to keep her baby safe by a consumer group. Niceae has also asked several new mothers for recommendations. In her decision-making process, Niceae has been using: A) marketingcontrolled information sources B) demographic information sources C) nonmarketing-controlled information sources D) secondary data sources E) internal search sources A) a fortuitously evoked set B) marketing-controlled C) nonmarketing-controlled D) unitary data E) a credible consideration set E AA A C While Robinson was looking at the CDs at Wal-Mart, he was trying to remember the name of the group that sang the song he liked on last night's episode of Smallville, so he could buy it. Since recording companies pay to have their CDs promoted on television shows that air on the WB, the source of information Robinson is trying to recall is: A B Warren loves to go to the beach on his vacation but hates to have to worry about the possibility of hurricanes. As Warren looked for where he should go on vacation this summer, he consulted a publication called Smart Money and learned the islands of Aruba, Bonaire and Curacao are not in the hurricane belt. Now he will only consider these island resorts as possible vacation destinations. This group of resort islands is called Warren h : A) involvement set B) evaluative

set C) evolved set D) evoked set E) intuitive set AD Another name for evoked set is: A) called array B) reminder assortment C) induced memory D) consideration set E) reminder induction When Avril went to purchase a birthday card for her new boyfriend, she went to three stores and spent four hours reading over five hundred cards before selecting the perfect one. This card (which cost $3.25) is properly designated a high-involvement product because of: A) brand loyalty B) situational factors C) financial risk D) cognitive dissonance E) trial investment AD A B Marketing managers often use in-store promotions to stimulate sales of: A) technical products B) high-involvement products C) high-priced products D) industrial products E) lowinvolvement products A pet food manufacturer has introduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful introduction period with sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became tired of the food and refused to eat it. The pet food manufacturer that forgot cats can also play an important role in the family decision process as a(n): Sam knows that if he had been allowed to be an actor, he would have been as successful as his favorite actor Tom Hanks. He feels his acting ability and his stage presence are as least as good as Tom Hanks. Since Sam really admires Hanks, he has recently grown his hair as Hanks did for his role in The Da Vinci Code. Sam h new look reflects his: Clayton h purchase behavior is influenced by his love of rodeo, his patriotism, a fascination with agriculture, his love of country music, and his belief that everyone needs to enjoy life. All of these things are part of which personal influence on the consumer decision-making process? One method of categorizing consumers refers to a large group of older men (called Rugged Traditionalists) who believe in the traditional, old-school gender roles, who prefer NASCAR to all other types of sports, who would use a straight razor for shaving if they could find one, and prize convenience above all other qualities in a retail store. The Rugged Traditionalist is described in terms of how _____ influences affect his consumer decision making. A) instigator B) consumer C) decision maker D) purchaser E) selector A E A B A) superego B) compliant orientation C) ideal self-image D) real self-image E) socialization process A) attitude B) personality C) beliefs D) lifestyle E) experiential learning A) psychological B) individual C) social D) situational E) cultural A C AD A B To analyze consumer lifestyles, marketers look at consumers': A) activities, interests, and opinions AA B) behavior, personality, and social class C) geography, demography, and psychographics D) income, gender, and life objectives E) activities, personality, and demography Sixty percent of drinkers of whiskey in Great Britain are over 50. The dangers of an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. If young consumers saw these attempts to influence their purchasing behavior as ridiculous because they believe whiskey is an old person's drink, they would miss the advertising message the manufacturers hoped to send. _____ would have occurred. A) Perceptual generalization B) Stimulus discrimination C) Perceptual discrimination D) Selective distortion E) Stimulus generalization AD When consumers change or distort information that conflicts with their A) selective distortion AA feelings or beliefs, it is called: B) selective dissonance C) intermittent reinforcement D) selective retention E) selective exposure An ad for Boys & Girls Club of America calls it "the positive place for kids" A) physiological and shows a sample membership card. To which of Maslow's needs does this B) social ad most likely appeal? C) esteem D) safety E) self-actualization Manufacturers of consumer goods often give away trial sizes of new products A) experiential learning to encourage: B) selective perception C) continuous reinforcement D) conceptual learning E) problem recognition Opinion

leaders are: A) wealthy, well-educated individuals B) experts on all high-involvement consumer goods C) usually the same individuals for all social classes D) people who influence others E) easy to locate and target Becca, a college student, tends to buy the same brands of toothpaste, A) psychographic group shampoo, and deodorant as her _____, which is often the strongest source of B) social class group influence upon the individual for many product purchases. C) family D) subculture E) dissociative group Because her mother only went to the supermarket once a month, this is how Moniq prefers to do her grocery shopping. One of the reasons Moniq is such an efficient shopper is that, like her mother, Moniq believes, "Waste not, want not." The passing down of norms and values to Moniq is an example of: A) consumerism B) the socialization process C) acculturation D) the roles opinion leaders play in business decision making E) the role of society in consumer decision making A C A B AA AD A B Which of the following activities is most likely to be an example of routine A) the purchase of a three-week AD response behavior? vacation cruise B) a homeowner h purchase of a new grill for $6,000 C) the first-time purchase of a copy machine for your home office D) the purchase of toilet paper E) the purchase of a infant car seat _____ is characterized by low involvement, a short time frame, an internalA) Limited decision making only information search, and low costs. B) Routine response behavior C) Emotional buying D) Intensive decision making E) Temporally-limited behavior The electricity for lighting outdoor billboards is powered by transformers. The operator of a company that installs and manages billboards has purchased many such transformers. Today he plans to buy a replacement for one that was destroyed by a recent hurricane. Before making this purchase, he will look at cost and also see if he can find one that is more weatherproof. He wants to make sure he buys the best transformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. A) limited B) extended C) habitual D) classical E) routine A B AA Which of the following statements about culture as an influence on consumer A) A firm that understands the culture buying behavior is true? it is selling to has just as great a probability of selling its product as a firm that has no understanding of the culture. B) Some fear the proliferation of the Internet will increase cultural heterogeneity. A C C) Language is an important aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an influence on consumer buying behavior are true. The steps of the consumer decision-making process in order are: A) need recognition, alternative A aggregation, reevaluation, purchase decision, postpurchase behavior B) need positioning, stimulus response reactions, evaluation of alternatives, purchase decision, postpurchase behavior C) need positioning, alternative aggregation and divestment, purchase decision, postpurchase evaluation D) information search, need positioning, evaluation of alternatives, product trial, purchase decision, postpurchase satisfaction E) need recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation After a need or want is recognized, a consumer may be motivated to clarify A) evaluation of alternatives the options available and generate an evoked set of brands. This occurs B) information search during which part of the consumer decision-making process? C) cognitive dissonance D) consideration stage E) product identification While Martin was looking at the DVDs at WalMart, he was trying to remember the name of the horror movie he saw that starred Bruce Campbell so he could buy the DVD. This is likely to occur during which part of the consumer decision-making process? A) antecedent state B) need recognition C) external information search D) alternative evaluation E) internal information search A E B A E Which of the following products would most likely require the purchaser to A) a veterinarian for a new puppy use only an internal information search? B) a day-care facility for a twomonth-old infant C) a wedding

gown D) a tube of toothpaste E) an anniversary gift AD An external information search is especially important when: A) there is a great deal of past A experience B) there are high cost associated with making an incorrect decision C) the cost of gathering information is high D) buying frequently purchased, lowcost items E) there is little risk of making an incorrect decision Another name for evoked set is: A) called array B) reminder assortment C) induced memory D) consideration set E) reminder induction Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her favorite television program. She really wants this job and considers it a once in a lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: B AD A) eliminate cognitive dissonance A B) eliminate the low involvement in the decision C) reduce perceived risk of negative consequences D) increase the chances of selective exposure E) increase the motivation involved in the decision C When Avril went to purchase a birthday card for her new boyfriend, she went to three stores and spent four hours reading over five hundred cards before selecting the perfect one. This card (which cost $3.25) is properly designated a high-involvement product because of: A) brand loyalty B) situational factors C) financial risk D) cognitive dissonance E) trial investment A B An enduring belief that a specific mode of conduct is personally or socially A) lifestyle preferable to an alternative mode of conduct is called a(n): B) self-concept C) attitude D) value E) perception Homogeneous groups within a culture that share elements of the overall A) autonomous personal units culture as well as have elements that are unique to that group are called: B) probability samples C) subcultures D) normative groups E) dissociative groups An individual's _____ is a composite of psychological makeup and A) acculturation environmental forces. It provides consistency to an individual's reactions to B) socialization situations. C) personality D) autonomy E) attitude A few years ago, Toro introduced a small, lightweight snowblower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name to mean that the Snow Pup was a toy or too light to do any serious snow removal. This is how _____ can influence the consumer decision-making process. A) selective distortion B) incorrect problem recognition C) lifestyle dissonance D) asocialization E) selective exposure AD A C A C AA When consumers change or distort information that conflicts with their A) selective distortion feelings or beliefs, it is called: B) selective dissonance C) intermittent reinforcement D) selective retention E) selective exposure Families of police officers often alter information they hear about officers who die in the line of duty. This _____ allows them to live and function while their loved one is engaged in a potentially dangerous job without constant anxiety. A) selective retention B) selective distortion C) selective exposure D) faulty selectivity E) adaptive stimulus AA A B If an advertiser wanted to create ads for a restaurant that stimulate the self- A) emphasize hunger actualization motivation, it would create ads that: B) emphasize that only those people who want to tell others they have risen to the top of their profession use the restaurant C) inform consumers about the cleanliness of the food preparation areas and procedures D) show people enjoying others' company while eating in the restaurant E) indicate eating in the restaurant is what "you have earned and deserve" Elliott loves to compete in mountain biking. He subscribes to all the bicycling magazines and reads them as soon as they arrive each month. Champion bikers like Golden Brainard, Chris Sheppard, and Carl Swenson are often used in the product advertisements in these magazines. The ads convince Elliott to buy these products because these champions are a(n) _____ group for Elliott. Because her mother only went to the supermarket once a month, this is how Moniq prefers to do her grocery shopping. One of the reasons Moniq is such an efficient shopper is that, like her mother, Moniq

believes, "Waste not, want not." The passing down of norms and values to Moniq is an example of: A) secondary reference B) primary reference C) aspirational D) nonaspirational E) direct reference A) consumerism B) the socialization process C) acculturation D) the roles opinion leaders play in business decision making E) the role of society in consumer decision making A E A C A B Which of the following statements about culture as an influence on consumer A) A firm that understands the culture A C buying behavior is true? it is selling to has just as great a probability of selling its product as a firm that has no understanding of the culture. B) Some fear the proliferation of the Internet will increase cultural heterogeneity. C) Language is an important aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an influence on consumer buying behavior are true. Social influences on consumer buying decisions include: A) society, culture, and family AD B) reference groups, society, opinion leaders, and family C) personality, lifestyle, and reference groups D) reference groups, opinion leaders, and family E) lifestyle, reference groups, and family As a result of hearing the adventures of returning soldiers, Monroe decided to A) affective states enlist in the U.S. Army. These stories he heard from the soldiers acted as: B) external stimuli C) internal stimuli D) purchase outcomes E) a dissonance creator A B Which of the following is the BEST example of an internal stimulus that A) a friend comments on how shabby A would create need recognition? your coat looks B) a radio station runs an ad for a new video game rental store C) a headache D) an invitation to a graduation for which you need a gift E) a billboard promoting a new national Internet service provider Which of the following products would most likely require the purchaser to A) a veterinarian for a new puppy use only an internal information search? B) a day-care facility for a twomonth-old infant C) a wedding gown D) a tube of toothpaste E) an anniversary gift Which of the following is NOT an example of a marketing-controlled A) a television ad for Geico insurance information system? B) a NASCAR automobile sponsored by the U.S. Army C) a $1-off coupon for Campbell h soup D) an article in Bicycling magazine about the newest Shimano brand shoes E) a real estate agent While Robinson was looking at the CDs at Wal-Mart, he was trying to remember the name of the group that sang the song he liked on last night's episode of Smallville, so he could buy it. Since recording companies pay to have their CDs promoted on television shows that air on the WB, the source of information Robinson is trying to recall is: Melyssa has been given a horse and needs to buy a new Western saddle. She has narrowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melyssa's: A) a fortuitously evoked set B) marketing-controlled C) nonmarketing-controlled D) unitary data E) a credible consideration set A) evaluative criteria B) dissonance suppressors C) discretionary discriminators D) discriminatory set E) evoked set C AD AD A B A E Marketing managers often use in-store promotions to stimulate sales of: A) technical products B) high-involvement products C) highpriced products D) industrial products E) low-involvement products Physicians need to be aware of how _____ influences consumer behavior. For example with Chinese patients the doctor should remember the Chinese believe foods can assist in healing disease so he or she would need to inquire about food choices and preferences. When dealing with Muslim patients, a doctor may need to share a small bit of personal information about himself or herself to gain the patient's trust. When dealing with a Russian patient, bad news is given to accompanying friends and relatives, not the patient. A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership A E AA Homogeneous groups within a culture that share elements of the overall A) autonomous personal units culture as well as have elements that are unique to that group are called: B) probability samples C) subcultures D) normative groups E) dissociative

groups All of the following are examples of individual factors that affect the A) gender decisionmaking process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality Women account for about 50 percent of the luxury car market. Male car designers at Cadillac are going about their work with paper clips on their fingers to simulate what it feels like to women with long fingernails to operate buttons, knobs, and other interior features. They are responding to _____ influences on consumer buying decisions. A) cultural B) social C) physiological D) psychological E) individual A C A C A E _____ is an orderly series of stages in which consumers' attitudes and A) Socialization behavioral tendencies change over time. B) The wheel of consumerism C) The family life cycle D) Lifestyle consumption E) Acculturation Clayton h purchase behavior is influenced by his love of rodeo, his patriotism, a fascination with agriculture, his love of country music, and his belief that everyone needs to enjoy life. All of these things are part of which personal influence on the consumer decision-making process? Studies of how consumers relate to Internet entertainment classify them into nine different groups. One category is "Mouse Potatoes," who spend most of their time online, who want the most current gadgets, and who believe the world pictured in the cartoon The Jetsons will someday exist. This is a description of the _____ of "Mouse Potatoes." Several years ago, Procter & Gamble added bleach to its laundry detergent Oxydol, but people didn't believe it was different because it looked the same. So P&G added blue beads to the normally white detergent. Though the blue beads had nothing to do with the bleaching action, consumers could "see" the difference. In this case, consumers were organizing stimuli into a meaningful picture. This process is called: Sixty percent of drinkers of whiskey in Great Britain are over 50. The dangers of an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. If young consumers saw these attempts to influence their purchasing behavior as ridiculous because they believe whiskey is an old person's drink, they would miss the advertising message the manufacturers hoped to send. _____ would have occurred. A few years ago, Toro introduced a small, lightweight snowblower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name to mean that the Snow Pup was a toy or too light to do any serious snow removal. This is how _____ can influence the consumer decision-making process. A) attitude B) personality C) beliefs D) lifestyle E) experiential learning A) self-image B) cultural bias C) lifestyle D) demographics E) socialization process A) exposure B) perception C) retention D) cognition E) selection A) Perceptual generalization B) Stimulus discrimination C) Perceptual discrimination D) Selective distortion E) Stimulus generalization A C AD A C A B AD A) selective distortion B) incorrect problem recognition C) lifestyle dissonance D) asocialization E) selective exposure AA The process that creates changes in behavior is called: A) selective adaptation A B B) learning C) involvement manipulation D) attitude adjustment E) behavior normalization Elliott loves to compete in mountain biking. He subscribes to all the bicycling magazines and reads them as soon as they arrive each month. Champion bikers like Golden Brainard, Chris Sheppard, and Carl Swenson are often used in the product advertisements in these magazines. The ads convince Elliott to buy these products because these champions are a(n) _____ group for Elliott. A) secondary reference B) primary reference C) aspirational D) nonaspirational E) direct reference A C Opinion leaders are: A) wealthy, well-educated individuals B) experts on all high-involvement consumer goods C) usually the same individuals for all social classes D) people who influence others E) easy to locate and target Miller has just purchased a new Allez A1 Specialized bicycle for $1,000. Miller realizes that the Allez A1 costs more than most bikes, and even at that price it doesn't come with

a set of pedals. Even though other brands of bicycles cost much less than the Allez A1, Miller tells himself that the Allez A1 is more comfortable and has greater durability than most road bikes. As Miller wonders if he made the right purchase decision, he is experiencing: A) attribute remorse B) cognitive dissonance C) evaluation distortion D) consumer cognition E) perceptual disharmony AD A B _____ is characterized by low involvement, a short time frame, an internalA) Limited decision making only information search, and low costs. B) Routine response behavior C) Emotional buying D) Intensive decision making E) Temporally-limited behavior Jackson has moved to a new community and can no longer attend his old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. Nellie's boss sells merchandise through Internet auctions. He needs to mail a $1,500 hexagonal antique picture frame. He has instructed Nellie to buy packaging that will make sure the oddly shaped frame arrives at its new owner's home undamaged, but he has not told her how or where she will find such packaging. Given that she frequently has to purchase packaging supplies, what kind of purchase decision process would she most likely employ? A) limited B) extended C) habitual D) classical E) routine A) low-involvement problem solving B) low-involvement decision making C) extensive decision making D) limited decision making E) routine response behavior A B AA AD Social influences on consumer buying decisions include: A) society, culture, and family AD B) reference groups, society, opinion leaders, and family C) personality, lifestyle, and reference groups D) reference groups, opinion leaders, and family E) lifestyle, reference groups, and family The processes individuals use when making a purchase decision are called _____. This is also the reason individuals recognize and respond to the distinctive lettering used on Coca-Cola cans, the shape of the Nike swoosh, and the color of a can of Campbell soup. A) consumer behavior B) marketing C) consumerism D) perceptual mapping E) database mining AA Marketers often study _____, the processes used and the factors that A) psychographics influence the consumer when making purchase decisions. B) business buying behavior C) consumerism D) consumer behavior E) perceptual mapping As a result of hearing the adventures of returning soldiers, Monroe decided to A) affective states enlist in the U.S. Army. These stories he heard from the soldiers acted as: B) external stimuli AD A B C) internal stimuli D) purchase outcomes E) a dissonance creator Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider it as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was made. This illustrates that Hector: A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator AA Which of the following is the BEST example of an internal stimulus that A) a friend comments on how shabby A would create need recognition? your coat looks B) a radio station runs an ad for a new video game rental store C) a headache D) an invitation to a graduation for which you need a gift E) a billboard promoting a new national Internet service provider Which of the following is NOT an example of a marketing-controlled A) a television ad for Geico insurance information system? B) a NASCAR automobile sponsored by the U.S. Army C) a $1-off coupon for Campbell h soup D) an article in Bicycling magazine about the newest Shimano brand shoes E) a real estate agent People tend to be more satisfied with a purchase if: A) they obtain additional information that reinforces their decision B) they feel less competent in their daily lives C) cognitive dissonance develops D) there is inconsistency among opinions and values E) there is no further contact with the seller Cecelia is a receptionist and just spent $347 on a new riding saddle for her boyfriend Claude, a weekend cowboy. When she got home with the saddle, she experienced a high level of

anxiety about whether she has made the right purchase decision. Cecelia experienced: Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her favorite television program. She really wants this job and considers it a once in a lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: A) selective dissatisfaction B) temporal distortion C) perceptual disharmony D) cognitive dissonance E) self-actualization involvement C AD AA AD A) eliminate cognitive dissonance A B) eliminate the low involvement in the decision C) reduce perceived risk of negative consequences D) increase the chances of selective exposure E) increase the motivation involved in the decision A C _____ is the set of values, norms, attitudes, and other meaningful symbols A) Socialization that shape human behavior and is transmitted from one generation to the B) Customerization next. C) Consumerism D) Lifestyle E) Culture Physicians need to be aware of how _____ influences consumer behavior. For example with Chinese patients the doctor should remember the Chinese believe foods can assist in healing disease so he or she would need to inquire about food choices and preferences. When dealing with Muslim patients, a doctor may need to share a small bit of personal information about himself or herself to gain the patient's trust. When dealing with a Russian patient, bad news is given to accompanying friends and relatives, not the patient. A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership E AA On any given day, a person may be subjected to over 2,500 advertising A) selective distortion A E messages but may only be aware of 10 to 20 of them. This is called: B) selective learning C) sporadic reinforcement D) intermittent selectivity E) selective exposure Ranked from the lowest to the highest level, Maslow's hierarchy of needs A) safety, esteem, social, model includes: physiological, and selfactualization needs B) physiological, social, esteem, economic, and self-actualization needs C) psychological, safety, economic, esteem, and social needs D) physiological, safety, social, esteem, and self-actualization needs E) safety, economic, social, esteem, and self-development needs The process that creates changes in behavior is called: A) selective adaptation B) learning C) involvement manipulation D) attitude adjustment E) behavior normalization In the 1970 h , Mobil ran an extensive campaign to convince drivers that detergent additives to Mobil h gasoline actually cleaned car engines. Mobil h campaign was an attempt to: A) create new beliefs toward changed product attributes B) strengthen existing positive beliefs about product attributes C) appeal to existing beliefs about product attributes D) discover attitudes toward its product's attributes E) create new beliefs about the product attributes A) secondary reference B) primary reference C) aspirational D) nonaspirational E) direct reference AD A B A E Elliott loves to compete in mountain biking. He subscribes to all the bicycling magazines and reads them as soon as they arrive each month. Champion bikers like Golden Brainard, Chris Sheppard, and Carl Swenson are often used in the product advertisements in these magazines. The ads convince Elliott to buy these products because these champions are a(n) _____ group for Elliott. A C Opinion leaders are: A) wealthy, well-educated individuals B) experts on all high-involvement consumer goods C) usually the same individuals for all social classes D) people who influence others E) easy to locate and target A few years ago, the Australian footwear and accessories brand UGG was an unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading around in their UGG boots were instrumental in making the brand popular in the U.S. market; sales haven h let up since. Diaz and Hudson more than likely acted as: A) opinion leaders B) laggards C) early instigators D) gatekeepers E) aspirational adopters AD AA Becca, a college student, tends to buy the same brands of toothpaste, A) psychographic group shampoo, and deodorant as her _____, which is often the

strongest source of B) social class group influence upon the individual for many product purchases. C) family D) subculture E) dissociative group Nellie's boss sells merchandise through Internet auctions. He needs to mail a $1,500 hexagonal antique picture frame. He has instructed Nellie to buy packaging that will make sure the oddly shaped frame arrives at its new owner's home undamaged, but he has not told her how or where she will find such packaging. Given that she frequently has to purchase packaging supplies, what kind of purchase decision process would she most likely employ? A) low-involvement problem solving B) low-involvement decision making C) extensive decision making D) limited decision making E) routine response behavior A C AD Which of the following statements about culture as an influence on consumer A) A firm that understands the culture A C buying behavior is true? it is selling to has just as great a probability of selling its product as a firm that has no understanding of the culture. B) Some fear the proliferation of the Internet will increase cultural heterogeneity. C) Language is an important aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an influence on consumer buying behavior are true. A(n) _____ is a group of people who are considered nearly equal in A) extended family community esteem, who regularly socialize among themselves both formally B) subculture and informally, and who share behavioral norms. C) dissociative group D) social class E) procreational family AD Social influences on consumer buying decisions include: A) society, culture, and family AD B) reference groups, society, opinion leaders, and family C) personality, lifestyle, and reference groups D) reference groups, opinion leaders, and family E) lifestyle, reference groups, and family Marketers often study _____, the processes used and the factors that A) psychographics influence the consumer when making purchase decisions. B) business buying behavior C) consumerism D) consumer behavior E) perceptual mapping Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider it as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was made. This illustrates that Hector: While Martin was looking at the DVDs at Wal-Mart, he was trying to remember the name of the horror movie he saw that starred Bruce Campbell so he could buy the DVD. This is likely to occur during which part of the consumer decision-making process? Melyssa has been given a horse and needs to buy a new Western saddle. She has narrowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melyssa's: Ralph played mediocre golf for over twenty years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to the text, which of the following factors has determined Ralph's level of involvement in the purchase of a new technologically advanced golf club? A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator A) antecedent state B) need recognition C) external information search D) alternative evaluation E) internal information search A) evaluative criteria B) dissonance suppressors C) discretionary discriminators D) discriminatory set E) evoked set A) desire for negative consequences B) interest and previous experience C) self-concept and perception D) self-concept and perceived risk of positive consequences E) situation and self-concept AD AA A E A E A B Wanda approaches the purchase decision of milk with much lower level of A) opportunity costs human involvement than the purchase of a new handbag due to: B) the fear of cognitive dissonance C) situational factors D) the social visibility of the two products E) none of the choices influence involvement Marketing managers often use in-store promotions to stimulate sales of: A) technical products B) high-involvement products AD A E C) high-priced products

D) industrial products E) low-involvement products _____ is the set of values, norms, attitudes, and other meaningful symbols A) Socialization that shape human behavior and is transmitted from one generation to the B) Customerization next. C) Consumerism D) Lifestyle E) Culture One method of categorizing consumers refers to a large group of older men (called Rugged Traditionalists) who believe in the traditional, old-school gender roles, who prefer NASCAR to all other types of sports, who would use a straight razor for shaving if they could find one, and prize convenience above all other qualities in a retail store. The Rugged Traditionalist is described in terms of how _____ influences affect his consumer decision making. Sixty percent of drinkers of whiskey in Great Britain are over 50. The dangers associated with an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. Which psychological influence on consumers' purchase of whiskey are the manufacturers trying to change? Ralph played mediocre golf for over 20 years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to Maslow's hierarchy of needs, Ralph is most likely trying to satisfy his _____ needs. A) psychological B) individual C) social D) situational E) cultural A E A B A) value B) perception C) reference group D) personality E) age A) social B) safety C) self-actualization D) physiological E) psychological A B A C The slogan used by the manufacturer of Jaguar automobiles, h on't dream it. A) physiological needs Drive it. was intended to appeal to consumers: B) social needs C) safety needs D) esteem needs E) self-actualization needs Manufacturers of consumer goods often give away trial sizes of new products A) experiential learning to encourage: B) selective perception C) continuous reinforcement D) conceptual learning E) problem recognition _____ tend to be more enduring and complex than beliefs, because they rest A) Motivational cues on an individual h value system. B) Cultures C) Lifestyles D) Perceptions E) Attitudes following statements about reference groups is true? A) Reference groups stimulate, but do not constrain, consumption behavior. B) Reference groups have strong influence on all brands and product purchases. C) A person can only belong to one reference group. D) Reference groups serve as information sources and influence perceptions. E) All of the statements about reference groups are true. Opinion leaders are: A) wealthy, welleducated individuals B) experts on all high-involvement consumer goods C) usually the same individuals for all social classes D) people who influence others E) easy to locate and target A few years ago, the Australian footwear and accessories brand UGG was an A) opinion leaders A E AA A E AD AD AA unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading around in their UGG boots were instrumental in making the brand popular in the U.S. market; sales haven h let up since. Diaz and Hudson more than likely acted as: B) laggards C) early instigators D) gatekeepers E) aspirational adopters A C Becca, a college student, tends to buy the same brands of toothpaste, A) psychographic group shampoo, and deodorant as her _____, which is often the strongest source of B) social class group influence upon the individual for many product purchases. C) family D) subculture E) dissociative group Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was a stupid idea. Their mother Wanda said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decision-making process: A) Madison was the initiator, and Ned A D had no role at all. B) Bailey was the initiator, and Wanda was the decision maker. C) Madison was an influencer, and Wanda was the decision maker. D) Madison was the initiator, and Ned was the

decision maker. E) Madison was the initiator, and Bailey had no role at all. A C When the secretary restocks office supplies each month, he places an order A) buyer's harmony for paper, pens, folders, and printer cartridges. Each month the order is the B) situational convenience same. This type of buying behavior is called: C) routine response behavior D) limited decision making E) consistent decision making When a consumer is purchasing an unfamiliar or expensive product, the A) extensive decision making consumer often uses the ____ process. B) cognitive harmonizing C) limited problem solving D) strategic behavior E) stimulus discrimination A marketing manager would expect his or her product to be a high- A) is a product adaptation of a market involvement product for most consumers if it: leader B) is a necessity C) has not been purchased before D) has low social visibility E) requires substantial financial investment After a need or want is recognized, a consumer may be motivated to clarify A) evaluation of alternatives the options available and generate an evoked set of brands. This occurs B) information search during which part of the consumer decision-making process? C) cognitive dissonance D) consideration stage E) product identification The types of products people purchase using only an internal search are A) frequently purchased, low-cost typically: items B) frequently purchased, high-cost items C) infrequently purchased, low-cost items D) infrequently purchased, high-cost items E) all types of items, regardless of price or frequency of purchase Ralph played mediocre golf for over twenty years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to the text, which of the following factors has determined Ralph's level of involvement in the purchase of a new technologically advanced golf club? A pet food manufacturer has introduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful introduction period with sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became tired of the food and refused to eat it. The pet food manufacturer that forgot cats can A) desire for negative consequences B) interest and previous experience C) self-concept and perception D) self-concept and perceived risk of positive consequences E) situation and self-concept A) instigator B) consumer C) decision maker D) purchaser E) selector AA A E A B AA A B A B also play an important role in the family decision process as a(n): _____ is how consumers perceive themselves in terms of attitudes, A) Socialization perceptions, beliefs, and self-evaluations. B) Personality C) Socialization D) Normalization E) Self-concept Sixty percent of drinkers of whiskey in Great Britain are over 50. The dangers of an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. If young consumers saw these attempts to influence their purchasing behavior as ridiculous because they believe whiskey is an old person's drink, they would miss the advertising message the manufacturers hoped to send. _____ would have occurred. A) Perceptual generalization B) Stimulus discrimination C) Perceptual discrimination D) Selective distortion E) Stimulus generalization A E AD When consumers change or distort information that conflicts with their A) selective distortion feelings or beliefs, it is called: B) selective dissonance C) intermittent reinforcement D) selective retention E) selective exposure Cassandra, an accounting major, read an article stating that accounting graduates are receiving the highest starting salary offers for business majors. The article also stated that marketing majors start with lower salaries but surpass all other majors' salaries within ten years. A week later Cassandra doesn't remember reading this last part of the article, just the first part. This is an example of: Ralph played mediocre golf for over 20 years. Then he retired

and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to Maslow's hierarchy of needs, Ralph is most likely trying to satisfy his _____ needs. A) selective distortion B) selective exposure C) intermittent reinforcement D) selective socialization E) selective retention A) social B) safety C) self-actualization D) physiological E) psychological AA A E A C The slogan used by the manufacturer of Jaguar automobiles, h on't dream it. A) physiological needs Drive it. was intended to appeal to consumers: B) social needs C) safety needs D) esteem needs E) selfactualization needs If an advertiser wanted to create ads for a restaurant that stimulate the selfA) emphasize hunger actualization motivation, it would create ads that: B) emphasize that only those people who want to tell others they have risen to the top of their profession use the restaurant C) inform consumers about the cleanliness of the food preparation areas and procedures D) show people enjoying others' company while eating in the restaurant E) indicate eating in the restaurant is what "you have earned and deserve" Connors Bros., a maritime seafood products manufacturer, plans to market its sardines to Ontario consumers through a campaign pushing the little fish as a positive food choice. The campaign aims to nullify the notion that sardines are boring by stressing their health benefits and their savory qualities. Connor Bros. is trying to: A) change negative beliefs about product attributes B) introduce new product attributes C) create new beliefs toward changed product attributes D) discover attitudes toward its product's attributes E) strengthen existing positive beliefs about product attributes A E A E AA _____ tend to be more enduring and complex than beliefs, because they rest A) Motivational cues on an individual h value system. B) Cultures C) Lifestyles D) Perceptions E) Attitudes A few years ago, tea was a product with relatively little growth and was A) change the importance of beliefs A E A B considered to be a product for the old and the middle-aged. Then tea manufacturers started promoting the health benefits of tea. Since the introduction of the research on how tea provides the body with useful antioxidants, tea consumption has increased by more than 25 percent, and it appears its market share will continue to grow, especially among young women in their twenties. This is an illustration of how promotion can: about product attributes B) change beliefs about product attributes C) add new beliefs about product attributes D) reinforce current beliefs about product attributes E) discover consumer needs about product attributes A) secondary reference B) primary reference C) aspirational D) nonaspirational E) direct reference A) opinion leaders B) laggards C) early instigators D) gatekeepers E) aspirational adopters A C Elliott loves to compete in mountain biking. He subscribes to all the bicycling magazines and reads them as soon as they arrive each month. Champion bikers like Golden Brainard, Chris Sheppard, and Carl Swenson are often used in the product advertisements in these magazines. The ads convince Elliott to buy these products because these champions are a(n) _____ group for Elliott. A few years ago, the Australian footwear and accessories brand UGG was an unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading around in their UGG boots were instrumental in making the brand popular in the U.S. market; sales haven h let up since. Diaz and Hudson more than likely acted as: AA You are the brand manager for a new line of allergy relief drugs. Which of A) Create ads that show the typical the following methods might you employ to use opinion leadership/reference consumer performing a healthy groups to help stimulate demand for your products? lifestyle activity. B) Develop a promotional campaign that tells customers they "deserve to use" these products. C) Drop the price of your new products to the point where customers will realize they are getting a bargain. D) Develop a promotional campaign that emphasizes safety and security needs being fulfilled by these healthcare products.

E) Use a series of ads showing different health-care associations and societies endorsing the use of these health-care products. Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was a stupid idea. Their mother Wanda said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decision-making process: A E A) Madison was the initiator, and Ned A D had no role at all. B) Bailey was the initiator, and Wanda was the decision maker. C) Madison was an influencer, and Wanda was the decision maker. D) Madison was the initiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. A C When the secretary restocks office supplies each month, he places an order A) buyer's harmony for paper, pens, folders, and printer cartridges. Each month the order is the B) situational convenience same. This type of buying behavior is called: C) routine response behavior D) limited decision making E) consistent decision making Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider it as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was made. This illustrates that Hector: A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator AA The types of products people purchase using only an internal search are A) frequently purchased, low-cost typically: items B) frequently purchased, high-cost items C) infrequently purchased, low-cost items D) infrequently purchased, high-cost AA items E) all types of items, regardless of price or frequency of purchase Which of the following products would most likely require the purchaser to A) a veterinarian for a new puppy use only an internal information search? B) a day-care facility for a twomonth-old infant C) a wedding gown D) a tube of toothpaste E) an anniversary gift While Robinson was looking at the CDs at Wal-Mart, he was trying to remember the name of the group that sang the song he liked on last night's episode of Smallville, so he could buy it. Since recording companies pay to have their CDs promoted on television shows that air on the WB, the source of information Robinson is trying to recall is: Zoran wants to buy a pair of sunglasses he can wear when he is riding his bicycle in competitions. He wants sunglasses with a rubberized nose piece, built-in anti-fogging technology, and the ability to block light from all angles. The criteria for his decision appear to be based on: A) a fortuitously evoked set B) marketing-controlled C) nonmarketing-controlled D) unitary data E) a credible consideration set A) marketing-controlled information sources B) evoked set finalists C) routine response behavior D) attitudes of others E) product attributes AD A B A E Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her favorite television program. She really wants this job and considers it a once in a lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: A) eliminate cognitive dissonance A B) eliminate the low involvement in the decision C) reduce perceived risk of negative consequences D) increase the chances of selective exposure E) increase the motivation involved in the decision A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership C The fact that mothers in Japan feed their babies freeze-dried sardines and rice and most mothers in the United States would not eat a freeze-dried sardine, much less feed it to their babies, indicates how _____ influences the consumer decision-making process. Physicians need to be aware of how _____ influences consumer behavior. For example with Chinese patients the doctor should remember the Chinese believe foods can assist in healing

disease so he or she would need to inquire about food choices and preferences. When dealing with Muslim patients, a doctor may need to share a small bit of personal information about himself or herself to gain the patient's trust. When dealing with a Russian patient, bad news is given to accompanying friends and relatives, not the patient. A pet food manufacturer has introduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful introduction period with sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became tired of the food and refused to eat it. The pet food manufacturer that forgot cats can also play an important role in the family decision process as a(n): Studies of how consumers relate to Internet entertainment classify them into nine different groups. One category is "Mouse Potatoes," who spend most of their time online, who want the most current gadgets, and who believe the world pictured in the cartoon The Jetsons will someday exist. This is a description of the _____ of "Mouse Potatoes." AA AA A) instigator B) consumer C) decision maker D) purchaser E) selector A B A) self-image B) cultural bias C) lifestyle D) demographics E) socialization process A C _____ is the analytical technique used to examine consumer lifestyles and to A) An acculturation analysis categorize consumers. B) A consumer audit C) Socialization D) Psychographics E) Demography Sixty percent of drinkers of whiskey in Great Britain are over 50. The dangers of an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. If young consumers saw these A) Perceptual generalization B) Stimulus discrimination C) Perceptual discrimination D) Selective distortion AD AD attempts to influence their purchasing behavior as ridiculous because they E) Stimulus generalization believe whiskey is an old person's drink, they would miss the advertising message the manufacturers hoped to send. _____ would have occurred. Ranked from the lowest to the highest level, Maslow's hierarchy of needs A) safety, esteem, social, model includes: physiological, and self-actualization needs B) physiological, social, esteem, economic, and selfactualization needs C) psychological, safety, economic, esteem, and social needs D) physiological, safety, social, esteem, and self-actualization needs E) safety, economic, social, esteem, and self-development needs Ralph played mediocre golf for over 20 years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to Maslow's hierarchy of needs, Ralph is most likely trying to satisfy his _____ needs. Connors Bros., a maritime seafood products manufacturer, plans to market its sardines to Ontario consumers through a campaign pushing the little fish as a positive food choice. The campaign aims to nullify the notion that sardines are boring by stressing their health benefits and their savory qualities. Connor Bros. is trying to: A) social B) safety C) self-actualization D) physiological E) psychological A) change negative beliefs about product attributes B) introduce new product attributes C) create new beliefs toward changed product attributes D) discover attitudes toward its product's attributes E) strengthen existing positive beliefs about product attributes AD A C AA An attitude toward a product is: A) easy to change B) a person's point of view about the product C) the same as a belief D) the same as "intention to buy" E) of short duration A few years ago, tea was a product with relatively little growth and was considered to be a product for the old and the middle-aged. Then tea manufacturers started promoting the health benefits of tea. Since the introduction of the research on how tea provides the body with useful antioxidants, tea consumption has increased by more than 25 percent, and it appears its market share will continue to grow, especially among young women in their twenties. This is an illustration of how promotion can: A) change the importance

of beliefs about attributes product B) change beliefs about product attributes C) add new beliefs about product attributes D) reinforce current beliefs about product attributes E) discover consumer needs about product attributes A B A B announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was a stupid idea. Their mother Wanda said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decisionmaking process: A) Madison was the initiator, and Ned A D had no role at all. B) Bailey was the initiator, and Wanda was the decision maker. C) Madison was an influencer, and Wanda was the decision maker. D) Madison was the initiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. A) limited B) extended C) habitual D) classical E) routine AA Jackson has moved to a new community and can no longer attend his old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. Which of the following statements about culture as an influence on consumer A) A firm that understands the culture buying behavior is true? it is selling to has just as great a probability of selling its product as a firm that has no understanding of the A C culture. B) Some fear the proliferation of the Internet will increase cultural heterogeneity. C) Language is an important aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an influence on consumer buying behavior are true. The processes individuals use when making a purchase decision are called _____. This is also the reason individuals recognize and respond to the distinctive lettering used on Coca-Cola cans, the shape of the Nike swoosh, and the color of a can of Campbell soup. A) consumer behavior B) marketing C) consumerism D) perceptual mapping E) database mining AA Marketers often study _____, the processes used and the factors that A) psychographics influence the consumer when making purchase decisions. B) business buying behavior C) consumerism D) consumer behavior E) perceptual mapping For which of the following products is the purchaser most likely to rely on an A) a toothbrush external information source? B) a copy of People magazine C) a Big Mac D) a new prescription E) a box of tissues Pregnant Niceae has been shopping for a baby crib. She has visited several sites on the Internet that provide information about cribs and has consulted a book on how to keep her baby safe by a consumer group. Niceae has also asked several new mothers for recommendations. In her decision-making process, Niceae has been using: A) marketing-controlled information sources B) demographic information sources C) nonmarketing-controlled information sources D) secondary data sources E) internal search sources AD AD A C Which of the following is NOT an example of a marketing-controlled A) a television ad for Geico insurance information system? B) a NASCAR automobile sponsored by the U.S. Army C) a $1-off coupon for Campbell h soup D) an article in Bicycling magazine about the newest Shimano brand shoes E) a real estate agent People tend to be more satisfied with a purchase if: A) they obtain additional information that reinforces their decision B) they feel less competent in their daily lives C) cognitive dissonance develops D) there is inconsistency among opinions and values E) there is no further contact with the seller Cecelia is a receptionist and just spent $347 on a new riding saddle for her boyfriend Claude, a weekend cowboy. When she got home with the saddle, she experienced a high level of anxiety about whether she has made the right purchase decision. Cecelia experienced: Ralph played mediocre golf for over twenty years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to the text, which of the following factors has determined Ralph's level of

involvement in the purchase of a new technologically advanced golf club? A) selective dissatisfaction B) temporal distortion C) perceptual disharmony D) cognitive dissonance E) selfactualization involvement A) desire for negative consequences B) interest and previous experience C) self-concept and perception D) self-concept and perceived risk of positive consequences E) situation and self-concept AD AA AD A B A marketer for minor league baseball (MiLB) wants to keep fans who normally attend her team h games from switching to another sport or source of entertainment. To reduce the likelihood that fans will seek out another activity, the marketer might: A) create a feeling of postpurchase A anxiety for fans purchasing MiLB tickets B) offer incentives to get baseball fans to repeatedly purchase tickets for the games until they do it out of habit C) increase the social visibility of baseball D) raise the price of game tickets relative to the price of similar events to reduce the level of consumer involvement E) switch ticket distribution to different outlets B Wanda approaches the purchase decision of milk with much lower level of A) opportunity costs human involvement than the purchase of a new handbag due to: B) the fear of cognitive dissonance C) situational factors D) the social visibility of the two products E) none of the choices influence involvement Homogeneous groups within a culture that share elements of the overall A) autonomous personal units culture as well as have elements that are unique to that group are called: B) probability samples C) subcultures D) normative groups E) dissociative groups All of the following are examples of individual factors that affect the A) gender decision-making process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality _____ is an orderly series of stages in which consumers' attitudes and A) Socialization behavioral tendencies change over time. B) The wheel of consumerism C) The family life cycle D) Lifestyle consumption E) Acculturation Clayton h purchase behavior is influenced by his love of rodeo, his patriotism, a fascination with agriculture, his love of country music, and his belief that everyone needs to enjoy life. All of these things are part of which personal influence on the consumer decision-making process? Studies of how consumers relate to Internet entertainment classify them into nine different groups. One category is "Mouse Potatoes," who spend most of their time online, who want the most current gadgets, and who believe the world pictured in the cartoon The Jetsons will someday exist. This is a description of the _____ of "Mouse Potatoes." A) attitude B) personality C) beliefs D) lifestyle E) experiential learning A) self-image B) cultural bias C) lifestyle D) demographics E) socialization process AD A C A C A C AD A C To analyze consumer lifestyles, marketers look at consumers': A) activities, interests, and opinions AA B) behavior, personality, and social class C) geography, demography, and psychographics D) income, gender, and life objectives E) activities, personality, and demography Sixty percent of drinkers of whiskey in Great Britain are over 50. The dangers associated with an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. Which psychological influence on consumers' purchase of whiskey are the manufacturers trying to change? A) value B) perception C) reference group D) personality E) age A B In the late 1990s, DaimlerChrysler established a department solely to work A) self-image on the sound of its car doors. The company understood the connection B) personality AD consumers make between sound and quality. This was one of the ways the C) lifestyle automobile manufacturer was attuned to consumers: D) perception E) reference groups Ranked from the lowest to the highest level, Maslow's hierarchy of needs A) safety, esteem, social, model includes: physiological, and self-actualization needs B) physiological, social, esteem, economic, and self-actualization needs C) psychological, safety, economic, esteem, and social needs D) physiological, safety, social, esteem, and self-

actualization needs E) safety, economic, social, esteem, and self-development needs statements about reference groups is true? A) Reference groups stimulate, but do not constrain, consumption behavior. B) Reference groups have strong influence on all brands and product purchases. C) A person can only belong to one reference group. D) Reference groups serve as information sources and influence perceptions. E) All of the statements about reference groups are true. Opinion leaders are: A) wealthy, well-educated individuals B) experts on all high-involvement consumer goods C) usually the same individuals for all social classes D) people who influence others E) easy to locate and target A few years ago, the Australian footwear and accessories brand UGG was an unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading around in their UGG boots were instrumental in making the brand popular in the U.S. market; sales haven h let up since. Diaz and Hudson more than likely acted as: A) opinion leaders B) laggards C) early instigators D) gatekeepers E) aspirational adopters AA AD AD AD Which of the following activities is most likely to be an example of routine A) the purchase of a three-week AD response behavior? vacation cruise B) a homeowner h purchase of a new grill for $6,000 C) the first-time purchase of a copy machine for your home office D) the purchase of toilet paper E) the purchase of a infant car seat _____ is characterized by low involvement, a short time frame, an internal- A) Limited decision making only information search, and low costs. B) Routine response behavior C) Emotional buying D) Intensive decision making E) Temporally-limited behavior Jackson has moved to a new community and can no longer attend his old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. The electricity for lighting outdoor billboards is powered by transformers. The operator of a company that installs and manages billboards has purchased many such transformers. Today he plans to buy a replacement for one that was destroyed by a recent hurricane. Before making this purchase, he will look at cost and also see if he can find one that is more weatherproof. A) limited B) extended C) habitual D) classical E) routine A) limited B) extended C) habitual D) classical E) routine A B AA AA He wants to make sure he buys the best transformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. A marketing manager would expect his or her product to be a high- A) is a product adaptation of a market involvement product for most consumers if it: leader B) is a necessity C) has not been purchased before D) has low social visibility E) requires substantial financial investment All of the following factors directly influence consumers' level of A) consumer h level of education involvement in the purchase process EXCEPT: B) previous experience with the product C) financial risk associated with the product D) social visibility of the purchased item E) perceived risk of negative consequences as a result of the purchase The types of products people purchase using only an internal search are A) frequently purchased, low-cost typically: items B) frequently purchased, high-cost items C) infrequently purchased, low-cost items D) infrequently purchased, high-cost items E) all types of items, regardless of price or frequency of purchase Which of the following products would most likely require the purchaser to A) a veterinarian for a new puppy use only an internal information search? B) a day-care facility for a twomonth-old infant C) a wedding gown D) a tube of toothpaste E) an anniversary gift For which of the following products is the purchaser most likely to rely on an A) a toothbrush external information source? B) a copy of People magazine C) a Big Mac D) a new prescription E) a box of tissues Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her favorite television program. She really wants this job and

considers it a once in a lifetime opportunity. By asking your help with her wardrobe, your friend is most likely trying to: A E AA AA AD AD A) eliminate cognitive dissonance A B) eliminate the low involvement in the decision C) reduce perceived risk of negative consequences D) increase the chances of selective exposure E) increase the motivation involved in the decision A) create a feeling of postpurchase A anxiety for fans purchasing MiLB tickets B) offer incentives to get baseball fans to repeatedly purchase tickets for the games until they do it out of habit C) increase the social visibility of baseball D) raise the price of game tickets relative to the price of similar events to reduce the level of consumer involvement E) switch ticket distribution to different outlets C A marketer for minor league baseball (MiLB) wants to keep fans who normally attend her team h games from switching to another sport or source of entertainment. To reduce the likelihood that fans will seek out another activity, the marketer might: B All of the following are examples of individual factors that affect the A) gender decision-making process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality Women account for about 50 percent of the luxury car market. Male car designers at Cadillac are going about their work with paper clips on their fingers to simulate what it feels like to women with long fingernails to operate buttons, knobs, and other interior features. They are responding to _____ influences on consumer buying decisions. A) cultural B) social C) physiological D) psychological E) individual A C A E _____ is how consumers perceive themselves in terms of attitudes, A) Socialization perceptions, beliefs, and self-evaluations. B) Personality C) Socialization D) Normalization E) Self-concept One method of categorizing consumers refers to a large group of older men (called Rugged Traditionalists) who believe in the traditional, oldschool gender roles, who prefer NASCAR to all other types of sports, who would use a straight razor for shaving if they could find one, and prize convenience above all other qualities in a retail store. The Rugged Traditionalist is described in terms of how _____ influences affect his consumer decision making. A) psychological B) individual C) social D) situational E) cultural A E A B To analyze consumer lifestyles, marketers look at consumers': A) activities, interests, and opinions AA B) behavior, personality, and social class C) geography, demography, and psychographics D) income, gender, and life objectives E) activities, personality, and demography On any given day, a person may be subjected to over 2,500 advertising A) selective distortion messages but may only be aware of 10 to 20 of them. This is called: B) selective learning C) sporadic reinforcement D) intermittent selectivity E) selective exposure _____ occurs when consumers remember only information that supports their A) Intermittent reinforcement personal feelings or beliefs. B) Selective exposure C) Selective retention D) Faulty selectivity E) Selective distortion An attitude toward a product is: A) easy to change B) a person's point of view about the product C) the same as a belief D) the same as "intention to buy" E) of short duration Opinion leaders are: A) wealthy, well-educated individuals B) experts on all high-involvement consumer goods C) usually the same individuals for all social classes D) people who influence others E) easy to locate and target A few years ago, the Australian footwear and accessories brand UGG was an unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading around in their UGG boots were instrumental in making the brand popular in the U.S. market; sales haven h let up since. Diaz and Hudson more than likely acted as: A) opinion leaders B) laggards C) early instigators D) gatekeepers E) aspirational adopters AA A E A C A B AD Becca, a college student, tends to buy the same brands of toothpaste, A) psychographic group shampoo, and deodorant as her _____, which is often the strongest source of B) social class A C group influence upon the individual for many product purchases. C) family D) subculture E) dissociative group Because her mother only went

to the supermarket once a month, this is how Moniq prefers to do her grocery shopping. One of the reasons Moniq is such an efficient shopper is that, like her mother, Moniq believes, "Waste not, want not." The passing down of norms and values to Moniq is an example of: A) consumerism B) the socialization process C) acculturation D) the roles opinion leaders play in business decision making E) the role of society in consumer decision making A B Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was a stupid idea. Their mother Wanda said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decision-making process: A) Madison was the initiator, and Ned A D had no role at all. B) Bailey was the initiator, and Wanda was the decision maker. C) Madison was an influencer, and Wanda was the decision maker. D) Madison was the initiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. A) attribute remorse B) cognitive dissonance C) evaluation distortion D) consumer cognition E) perceptual disharmony A B Miller has just purchased a new Allez A1 Specialized bicycle for $1,000. Miller realizes that the Allez A1 costs more than most bikes, and even at that price it doesn't come with a set of pedals. Even though other brands of bicycles cost much less than the Allez A1, Miller tells himself that the Allez A1 is more comfortable and has greater durability than most road bikes. As Miller wonders if he made the right purchase decision, he is experiencing: When the secretary restocks office supplies each month, he places an order A) buyer's harmony for paper, pens, folders, and printer cartridges. Each month the order is the B) situational convenience same. This type of buying behavior is called: C) routine response behavior D) limited decision making E) consistent decision making _____ is characterized by low involvement, a short time frame, an internal- A) Limited decision making only information search, and low costs. B) Routine response behavior C) Emotional buying D) Intensive decision making E) Temporally-limited behavior Jackson has moved to a new community and can no longer attend his old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. A) limited B) extended C) habitual D) classical E) routine A C A B AA When a consumer is purchasing an unfamiliar or expensive product, the A) extensive decision making consumer often uses the ____ process. B) cognitive harmonizing C) limited problem solving D) strategic behavior E) stimulus discrimination All of the following factors directly influence consumers' level of A) consumer h level of education involvement in the purchase process EXCEPT: B) previous experience with the product C) financial risk associated with the product D) social visibility of the purchased item E) perceived risk of negative consequences as a result of the purchase After a need or want is recognized, a consumer may be motivated to clarify A) evaluation of alternatives the options available and generate an evoked set of brands. This occurs B) information search during which part of the consumer decision-making process? C) cognitive dissonance D) consideration stage E) product identification Which of the following products would most likely require the purchaser to A) a veterinarian for a new puppy AA AA A B AD use only an internal information search? B) a daycare facility for a twomonth-old infant C) a wedding gown D) a tube of toothpaste E) an anniversary gift While Robinson was looking at the CDs at Wal-Mart, he was trying to remember the name of the group that sang the song he liked on last night's episode of Smallville, so he could buy it. Since recording companies pay to have their CDs promoted on television shows that air on the WB, the source of information Robinson is trying to recall is: Warren loves to go to the beach on his vacation but hates to have to worry about the possibility of hurricanes.

As Warren looked for where he should go on vacation this summer, he consulted a publication called Smart Money and learned the islands of Aruba, Bonaire and Curacao are not in the hurricane belt. Now he will only consider these island resorts as possible vacation destinations. This group of resort islands is called Warren h : Physicians need to be aware of how _____ influences consumer behavior. For example with Chinese patients the doctor should remember the Chinese believe foods can assist in healing disease so he or she would need to inquire about food choices and preferences. When dealing with Muslim patients, a doctor may need to share a small bit of personal information about himself or herself to gain the patient's trust. When dealing with a Russian patient, bad news is given to accompanying friends and relatives, not the patient. A) a fortuitously evoked set B) marketing-controlled C) nonmarketing-controlled D) unitary data E) a credible consideration set A) involvement set B) evaluative set C) evolved set D) evoked set E) intuitive set A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership A B AD AA An enduring belief that a specific mode of conduct is personally or socially A) lifestyle preferable to an alternative mode of conduct is called a(n): B) self-concept C) attitude D) value E) perception AD To analyze consumer lifestyles, marketers look at consumers': A) activities, interests, and opinions AA B) behavior, personality, and social class C) geography, demography, and psychographics D) income, gender, and life objectives E) activities, personality, and demography Several years ago, Procter & Gamble added bleach to its laundry detergent Oxydol, but people didn't believe it was different because it looked the same. So P&G added blue beads to the normally white detergent. Though the blue beads had nothing to do with the bleaching action, consumers could "see" the difference. In this case, consumers were organizing stimuli into a meaningful picture. This process is called: A) exposure B) perception C) retention D) cognition E) selection A B On any given day, a person may be subjected to over 2,500 advertising A) selective distortion messages but may only be aware of 10 to 20 of them. This is called: B) selective learning C) sporadic reinforcement D) intermittent selectivity E) selective exposure Families of police officers often alter information they hear about officers who die in the line of duty. This _____ allows them to live and function while their loved one is engaged in a potentially dangerous job without constant anxiety. In the late 1990s, DaimlerChrysler established a department solely to work on the sound of its car doors. The company understood the connection consumers make between sound and quality. This was one of the ways the automobile manufacturer was attuned to consumers: A) selective retention B) selective distortion C) selective exposure D) faulty selectivity E) adaptive stimulus A) self-image B) personality C) lifestyle D) perception E) reference groups A E A B AD manager for a new line of allergy relief drugs. Which of the following A) Create ads that show the typical methods might you employ to use opinion leadership/reference groups to consumer performing a healthy help stimulate demand for your products? lifestyle activity. B) Develop a promotional campaign A E that tells customers they "deserve to use" these products. C) Drop the price of your new products to the point where customers will realize they are getting a bargain. D) Develop a promotional campaign that emphasizes safety and security needs being fulfilled by these healthcare products. E) Use a series of ads showing different health-care associations and societies endorsing the use of these health-care products. Becca, a college student, tends to buy the same brands of toothpaste, A) psychographic group shampoo, and deodorant as her _____, which is often the strongest source of B) social class group influence upon the individual for many product purchases. C) family D) subculture E) dissociative group Because her mother only went to the supermarket once a month, this is how Moniq prefers to do her grocery shopping. One of the reasons Moniq is such an efficient shopper is that, like her mother, Moniq believes,

"Waste not, want not." The passing down of norms and values to Moniq is an example of: A) consumerism B) the socialization process C) acculturation D) the roles opinion leaders play in business decision making E) the role of society in consumer decision making A C A B Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought it was a stupid idea. Their mother Wanda said Madison deserved a special treat for winning the science fair. Because her father Ned said nothing, Madison knew she was not getting the skates. In terms of the roles played by family members in the consumer decision-making process: A) Madison was the initiator, and Ned A D had no role at all. B) Bailey was the initiator, and Wanda was the decision maker. C) Madison was an influencer, and Wanda was the decision maker. D) Madison was the initiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. Which of the following activities is most likely to be an example of routine A) the purchase of a three-week AD response behavior? vacation cruise B) a homeowner h purchase of a new grill for $6,000 C) the first-time purchase of a copy machine for your home office D) the purchase of toilet paper E) the purchase of a infant car seat Leah and Jackson Tidwell are thinking about buying a hybrid car, such as the Honda Accord or the Toyota Camry. They will need to evaluate such product attributes as size of engine, riding space, ease of maintenance, and costs as well as their own feelings about environmental protection before making the purchase. The purchase of this type of car will most likely involve: A) lowinvolvement problem solving B) low-involvement decision making C) extensive decision making D) limited decision making E) dedicated cognitive behavior A C A(n) _____ is a group of people who are considered nearly equal in A) extended family community esteem, who regularly socialize among themselves both formally B) subculture and informally, and who share behavioral norms. C) dissociative group D) social class E) procreational family AD To develop a promotional campaign for vocational education to target A) a campaign that shows family and A A working-class consumers, which of the following alternatives might you community members participating in employ? vocational classes to improve their lives B) a campaign emphasizing that those who participate in vocational classes will look better to others C) a campaign showing how much participation in vocational classes will improve society as a whole D) a campaign showing participants in the vocational classes with the time and money to vacation in far away and exotic places E) a campaign appealing to selfactualization needs Social influences on consumer buying decisions include: A) society, culture, and family AD B) reference groups, society, opinion leaders, and family C) personality, lifestyle, and reference groups D) reference groups, opinion leaders, and family E) lifestyle, reference groups, and family Marketers often study _____, the processes used and the factors that A) psychographics influence the consumer when making purchase decisions. B) business buying behavior C) consumerism D) consumer behavior E) perceptual mapping AD Which of the following is the BEST example of an internal stimulus that A) a friend comments on how shabby A would create need recognition? your coat looks B) a radio station runs an ad for a new video game rental store C) a headache D) an invitation to a graduation for which you need a gift E) a billboard promoting a new national Internet service provider The types of products people purchase using only an internal search are A) frequently purchased, low-cost typically: items B) frequently purchased, high-cost items C) infrequently purchased, low-cost items D) infrequently purchased, high-cost items E) all types of items, regardless of price or frequency of purchase Melyssa has been given a horse and needs to buy a new Western saddle. She has narrowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melyssa's: Zoran wants to buy a pair of sunglasses he can wear when he is riding his bicycle in

competitions. He wants sunglasses with a rubberized nose piece, built-in anti-fogging technology, and the ability to block light from all angles. The criteria for his decision appear to be based on: A) evaluative criteria B) dissonance suppressors C) discretionary discriminators D) discriminatory set E) evoked set A) marketing-controlled information sources B) evoked set finalists C) routine response behavior D) attitudes of others E) product attributes C AA A E A E People tend to be more satisfied with a purchase if: A) they obtain additional information that reinforces their decision B) they feel less competent in their daily lives C) cognitive dissonance develops D) there is inconsistency among opinions and values E) there is no further contact with the seller Culture plays an important role in shaping and communicating: A) economic power B) class stratification C) self-concepts D) values E) individual differences AA AD All of the following are examples of individual factors that affect the A) gender decision-making process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality Women account for about 50 percent of the luxury car market. Male car designers at Cadillac are going about their work with paper clips on their fingers to simulate what it feels like to women with long fingernails to operate buttons, knobs, and other interior features. They are responding to _____ influences on consumer buying decisions. Studies of how consumers relate to Internet entertainment classify them into nine different groups. One category is "Mouse Potatoes," who spend most of their time online, who want the most current gadgets, and who believe the world pictured in the cartoon The Jetsons will someday exist. This is a description of the _____ of "Mouse Potatoes." Sami Lin is developing an advertising campaign targeted to the same young audience that watched the X Games (a weeklong competition in a variety of extreme sports) on television. Which of the following actions might Lin take to help enhance the chances her targeted customers will pay attention to her ads? A) cultural B) social C) physiological D) psychological E) individual A) self-image B) cultural bias C) lifestyle D) demographics E) socialization process A C A E A C A) Use neutral sounds and colors that A are similar to the programs the ads follow, so there is not much difference between the program and the ads. B) Create sexy ads to break through the ad clutter. C) Create ads that emphasize the least crucial attributes of the brand to get customers to think about the ads. D) Use elderly celebrity spokespersons to endorse the products as a grandparent would. E) Present the ads in a foreign language. A) social B) safety C) self-actualization D) physiological E) psychological A B Ralph played mediocre golf for over 20 years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag. According to Maslow's hierarchy of needs, Ralph is most likely trying to satisfy his _____ needs. C The slogan used by the manufacturer of Jaguar automobiles, h on't dream it. A) physiological needs Drive it. was intended to appeal to consumers: B) social needs C) safety needs D) esteem needs E) self-actualization needs ou are the brand manager for a new line of allergy relief drugs. W hich of the following methods might you employ to use opinion leadership/reference groups to help stimulate demand for your p roducts? A E A) Create ads that show the A t ypical consumer performing a healthy lifestyle activity. B) Develop a promotional campaign that tells customers t hey "deserve to use" these p roducts. C) Drop the price of your new p roducts to the point where customers will realize they are getting a bargain. D) Develop a promotional campaign that emphasizes safety and security needs being fulfi lled by these health-care products. E) Use a series of ads showing d ifferent health-care associations and societies endorsing the use of t hese health-care products. E _____ is the amount of time and effort a buyer invests in the A) Economic value search, evaluation, and decision processes of consumer behavior. B) Involvement C) Opportunity cost D) Temporal cost E) Perceived level of personal r

isk The electricity for lighting outdoor billboards is powered by t ransformers. The operator of a company that installs and manages billboards has purchased many such t ransformers. Today he plans to buy a replacement for one that was destroyed by a recent hur ricane. Before making this purchase, he will look at cost a nd also see if he can find one that is more weatherproof. He wants to make sure he buys the best t ransformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. A) l imi ted B) extended C) habitual D) classical E) routine A B A A Which of the following statements about culture as an in fluence on A) A fi rm that understands the consumer buying behavior is t rue? culture i t is selling to has just as g reat a probability of selling i ts p roduct as a fi rm that has no u nderstanding of the culture. B) Some fear the proliferation of t he In ternet will increase cultural heterogeneity. C) Language is an important aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an inf luence on consumer buying behavior are t rue. A(n) _____ is a group of people who are considered nearly equal in A) extended family community esteem, who regularly socialize among themselves both B) subculture formally and informally, and who share behavioral norms. C) dissociative group D) social class E) procreational family As a marketing tool in the United States, social class: A) is useful for lifestyle d istinctions between groups B) is just a simple measure of i ncome level C) offers few insights concerning consumer behavior D) is not used because the U ni ted States is a classless society E) has demonstrated that all classes of consumers shop in the same stores Marketers often study _____, the processes used and the factors A) psychographics t hat in fluence the consumer when making purchase decisions. B) business buying behavior C) consumerism A C A D A A A D D) consumer behavior E) perceptual mapping While Mar tin was looking at the DVDs at Wal-Mar t, he was t rying to remember the name of the horror movie he saw that starred B ruce Campbell so he could buy the DVD. This is likely to occur d uring which part of the consumer decision-making process? A) antecedent state B) need recognition C) external information search D) alternative evaluation E) internal information search A E For which of the following products is the purchaser most likely to A) a toothbrush r ely on an external information source? B) a copy of People magazine C) a Big Mac D) a new prescription E) a box of tissues Pregnant Niceae has been shopping for a baby crib. She has visited several sites on the In ternet that provide information about cribs and has consulted a book on how to keep her baby safe by a consumer group. Niceae has also asked several new mothers for recommendations. In her decision-making process, N iceae has been using: A) marketingcontrolled i nformation sources B) demographic information sources C) nonmarketing-controlled i nformation sources D) secondary data sources E) internal search sources A) a fortuitously evoked set B) marketing-controlled C) nonmarketing-controlled D) unitary data E) a credible consideration set A D A C While Robinson was looking at the CDs at Wal-Mart, he was t rying to remember the name of the group that sang the song he l iked on l ast night's episode of Smallville, so he could buy i t. Since recording companies pay to have their CDs promoted on television shows that air on the WB, the source of information Robinson is t rying to recall is: A B An other name for evoked set is: A) called array B) reminder assortment C) induced memory D) consideration set E) reminder induction A marketer for minor league baseball (MiLB) wants to keep fans w ho normally attend her team games from switching to a nother sport or source of enter tainment. To reduce the likelihood that fans w ill seek out another activi ty, the marketer might: A) create a feeling of postpurchase anxiety for fans p urchasing M i LB tickets B) offer incentives to get baseball fans to repeatedly purchase t ickets for the games until they do it out of habit C) increase the social visibili ty of baseball D) raise the price of game tickets relative to the

price of similar events to reduce the level of consumer involvement E) switch ticket distribution to d ifferent outlets A) culture B) perception C) motivation D) family life-cycle stage A D A B The fact that mothers in Japan feed their babies freeze-dried sardines and r ice and most mothers in the United States would not eat a freeze-dried sardine, much less feed i t to their babies, i ndicates how _____ in fluences the consumer decision-making A A p rocess. E) reference group membership A pet food manufacturer has int roduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful int roduction period wi th sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became ti red of the food and refused to eat i t. The pet food manufacturer that forgot cats can also play an i mportant role in the family decision process as a(n): A) instigator B) consumer C) decision maker D) purchaser E) selector A B All of the following are examples of individual factors that affect A) gender t he decision-making process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality Women account for about 50 percent of the luxury car market. M ale car designers at Cadillac are going about their work with paper clips on their fingers to simulate what i t feels like to women w i th long fingernails to operate buttons, knobs, and other interior features. They are responding to _____ influences on consumer buying decisions. A) cultural B) social C) physiological D) psychological E) individual A C A E _____ is how consumers perceive themselves in terms of atti tudes, A) Socialization perceptions, beliefs, and selfevaluations. B) Personali ty C) Socialization D) Normalization E) Self-concept Sam knows that if he had been allowed to be an actor, he would have been as successful as his favori te actor Tom Hanks. He feels h is acting ability and his stage presence are as least as good as Tom Hanks. Since Sam really admires Hanks, he has recently g rown his hair as Hanks did for his role in The Da Vinci Code. Sam new look reflects his: Fami lies of police officers often alter information they hear about officers who die in the line of duty. This _____ allows them to live and function while their loved one is engaged in a potentially dangerous job wi thout constant anxiety. A) superego B) compliant orientation C) ideal self-image D) real self-image E) socialization process A E A C A) selective retention B) selective distortion C) selective exposure D) faulty selectivity E) adaptive stimulus A) change the importance of beliefs about product attr ibutes B) change beliefs about product a tt r ibutes C) add new beliefs about product a tt r ibutes D) reinforce current beliefs about p roduct att r ibutes E) discover consumer needs about product attr ibutes A B A few years ago, tea was a product with relatively li t tle growth and was considered to be a product for the old and the middle-aged. T hen tea manufacturers started promoting the health benefits of t ea. Since the introduction of the research on how tea provides the body wi th useful anti-oxidants, tea consumption has increased by more than 25 percent, and i t appears i ts market share will continue to grow, especially among young women in their twenties. T his is an illustration of how promotion can: A B In the 1970 , M obil ran an extensive campaign to convince A) create new beliefs toward d rivers that detergent additives to Mobil gasoline actually changed product att ributes cleaned car engines. Mobil campaign was a n attempt to: B) strengthen existing positive beliefs about product attr ibutes A E C) appeal to existing beliefs about product attr ibutes D) discover attitudes toward its p roduct's attr ibutes E) create new beliefs about the p roduct att r ibutes Elliott loves to compete in mountain biking. He subscribes to all t he bicycling magazines and reads them as soon as they ar rive each month. Champion bikers like Golden Brainard, Chris Sheppard, and Carl Swenson are often used in the product advertisements in these magazines. The ads convince Elliott to buy t hese products because these champions are a(n) _____ group for E lliott. A few years ago, the Australian

footwear and accessories brand U GG was an unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading a round in their UGG boots were instrumental i n making the brand popular in the U.S. market; sales haven let up since. Diaz and H udson more than likely acted as: A) secondary reference B) primary reference C) aspirational D) nonaspirational E) direct reference A C A) opinion leaders B) laggards C) early instigators D) gatekeepers E) aspirational adopters A A Which of the following activi ties is most likely to be an example of A) the purchase of a three-week r outine response behavior? vacation cruise B) a homeowner p urchase of a new grill for $6,000 C) the fi rst-time purchase of a copy machine for your home office D) the purchase of toilet paper E) the purchase of a infant car seat Jackson has moved to a new community and can no longer attend h is old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. A) l imi ted B) extended C) habitual D) classical E) routine A) low-involvement problem solving B) low-involvement decision making C) extensive decision making D) limi ted decision making E) routine response behavior A D A A Nellie's boss sells merchandise th rough Internet auctions. He needs to mail a $1,500 hexagonal antique picture frame. He has i nstructed Nellie to buy packaging that will make sure the oddly shaped frame arr ives at i ts new owner's home undamaged, but he h as not told her how or where she will find such packaging. Given t hat she frequently has to purchase packaging supplies, what kind of purchase decision process would she most likely employ? A D To develop a promotional campaign for vocational education to A) a campaign that shows family A t arget working-class consumers, which of the following alternatives and communi ty members m ight you employ? participating in vocational classes to improve their lives B) a campaign emphasizing that t hose who participate in vocational classes will look better to others C) a campaign showing how m uch participation in vocational A classes will improve society as a w hole D) a campaign showing participants in the vocational classes with the time and money to vacation in far away and exotic p laces E) a campaign appealing to selfactualization needs Social inf luences on consumer buying decisions include: A) society, culture, and family B) reference groups, society, opinion leaders, and family C) personality, l ifestyle, and reference groups D) reference groups, opinion leaders, and family E) l ifestyle, reference groups, and family The processes individuals use when making a purchase decision a re called _____. This is also the reason individuals recognize and respond to the distinctive lettering used on Coca-Cola cans, the shape of the Nike swoosh, and the color of a can of Campbell soup. A) consumer behavior B) marketing C) consumerism D) perceptual mapping E) database mining A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership A) instigator B) consumer C) decision maker D) purchaser E) selector A D A A The fact that mothers in Japan feed their babies freeze-dried sardines and r ice and most mothers in the United States would not eat a freeze-dried sardine, much less feed i t to their babies, i ndicates how _____ in fluences the consumer decision-making p rocess. A pet food manufacturer has int roduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful int roduction period wi th sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became ti red of the food and refused to eat i t. The pet food manufacturer that forgot cats can also play an i mportant role in the family decision process as a(n): A A A B All of the following are examples of individual factors that affect A) gender t he decision-making process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality Women account for about 50 percent of the luxury car market. M ale car designers at Cadillac are going about

their work with paper clips on their fingers to simulate what i t feels like to women w i th long fingernails to operate buttons, knobs, and other interior features. They are responding to _____ influences on consumer buying decisions. A) cultural B) social C) physiological D) psychological E) individual A C A E _____ is an orderly series of stages in which consumers' atti tudes A) Socialization a nd behavioral tendencies change over time. B) The wheel of consumerism C) The family life cycle A C D) Lifestyle consumption E) Acculturation An individual's _____ is a composite of psychological makeup and A) acculturation environmental forces. I t provides consistency to an individual's B) socialization r eactions to situations. C) personality D) autonomy E) atti tude A few years ago, Toro introduced a small, lightweight snowblower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name t o mean that the Snow Pup was a toy or too light to do any serious snow removal. This is how _____ can influence the consumer decisionmaking process. Manning bought a Schwinn Circuit bike for $1,300. After the p urchase, he read an article about bicycles made by the Giant B icycle Company, which makes a bike with most of the same features as the Schwinn Circuit. Manning processed this newly received information to make i t more consistent with his prior opinion that the Schwinn is better than the Giant bike. Manning engaged in: In the late 1990s, DaimlerChrysler established a department solely to work on the sound of i ts car doors. The company u nderstood the connection consumers make between sound and quality. This was one of the ways the automobile manufacturer was a ttuned to consumers: Ralph played mediocre golf for over 20 years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs t hat promise increased distance and have a $700 price tag. According to Maslow's hierarchy of needs, Ralph is most l ikely t rying to satisfy his _____ needs. A) selective distortion B) incorrect problem recognition C) lifestyle dissonance D) asocialization E) selective exposure A C A A A) intermit tent reinforcement B) faulty selectivi ty C) selective distortion D) selective retention E) selective exposure A C A) selfimage B) personality C) lifestyle D) perception E) reference groups A) social B) safety C) selfactualization D) physiological E) psychological A D A C If an advertiser wanted to create ads for a restaurant that A) emphasize hunger A s timulate the self-actualization motivation, i t would create ads B) emphasize that only those t hat: people who want to tell others t hey have r isen to the top of their p rofession use the restaurant C) inform consumers about the cleanliness of the food p reparation areas and p rocedures D) show people enjoying others' company while eating in the restaurant E) indicate eating in the restaurant is what "you have earned and deserve" Christian Pawl holds the opinion that the Black Diamond Skylight t hree-person three-season tent is the most amazing tent on the market. He thinks the tent is equally good in pouring west coast r ain or sweltering desert heat. Pawl is so convinced of the tent versatili ty that he would have been will ing to pay much more than A) beliefs B) atti tudes C) standards D) motives E) valuations A E A t he $430 retail price of this tent. This is a description of Pawl __ ___ about the Black Diamond tent An atti tude tow ard a product is: A) easy to change B) a person's point of view about t he product C) the same as a belief D) the same as "intention to buy" E) of short duration A few years ago, tea was a product with relatively li t tle growth and was considered to be a product for the old and the middle-aged. T hen tea manufacturers started promoting the health benefits of t ea. Since the introduction of the research on how tea provides the body wi th useful anti-oxidants, tea consumption has increased by more than 25 percent, and i t appears i ts market share will continue to grow, especially among young women in their twenties. T his is an illustration of how promotion can: A) change the importance of beliefs about product attr ibutes B) change beliefs about product a tt r ibutes C) add new beliefs about product a tt r ibutes D)

reinforce current beliefs about p roduct att r ibutes E) discover consumer needs about product attr ibutes A B A B Opinion leaders are: A) wealthy, well-educated i ndividuals B) experts on all highinvolvement consumer goods C) usually the same individuals for all social classes D) people who in fluence others E) easy to locate and target A few years ago, the Australian footwear and accessories brand U GG was an unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading a round in their UGG boots were instrumental in making the brand popular in the U.S. market; sales haven let up since. Diaz and H udson more than likely acted as: Becca, a college student, tends to buy the same brands of t oothpaste, shampoo, and deodorant as her _____, which is often t he strongest source of group influence upon the individual for m any product purchases. A) opinion leaders B) laggards C) early instigators D) gatekeepers E) aspirational adopters A D A A A) psychographic group B) social class C) family D) subculture E) dissociative group A) Madison was the initiator, and Ned had no role at all. B) Bailey was the ini tiator, and Wanda was the decision maker. C) Madison was an in fluencer, and Wanda was the decision maker. D) Madison was the ini tiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. A C Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought i t was a stupid i dea. Their mother Wanda said Madison deserved a special t reat for winning the science fair. Because her father Ned said nothing, M adison knew she was not getting the skates. In terms of the roles p layed by family members in the consumer decisionmaking p rocess: A D Which of the following activi ties is most likely to be an example of A) the purchase of a three-week A D r outine response behavior? vacation cruise B) a homeowner p urchase of a new grill for $6,000 C) the fi rst-time purchase of a copy machine for your home office D) the purchase of toilet paper E) the purchase of a infant car seat _____ is character ized by low involvement, a short time frame, an A) L imited decision making i nternal-only information search, and low costs. B) Routine response behavior C) Emotional buying D) In tensive decision making E) Temporally-limited behavior Jackson has moved to a new community and can no longer attend h is old church. He is currently visiting churches to make a decision about which one best serves his needs. In making his decision, Jackson will engage in _____ consumer decision making. A) l imi ted B) extended C) habitual D) classical E) routine A) l imi ted B) extended C) habitual D) classical E) routine A B A A The electricity for lighting outdoor billboards is powered by t ransformers. The operator of a company that installs and manages billboards has purchased many such t ransformers. Today he plans to buy a replacement for one that was destroyed by a recent hur ricane. Before making this purchase, he will look at cost a nd also see if he can find one that is more weatherproof. He wants to make sure he buys the best t ransformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. Nellie's boss sells merchandise th rough Internet auctions. He needs to mail a $1,500 hexagonal antique picture frame. He has i nstructed Nellie to buy packaging that will make sure the oddly shaped frame arr ives at i ts new owner's home undamaged, but he h as not told her how or where she will find such packaging. Given t hat she frequently has to purchase packaging supplies, what kind of purchase decision process would she most likely employ? Leah and Jackson Tidwell are thinking about buying a hybrid car, such as the Honda Accord or the Toyota Camry. They will need to evaluate such product attr ibutes as size of engine, r iding space, ease of maintenance, and costs as well as their own feelings about environmental protection before making the purchase. The p urchase of this type of car will most likely involve: A A A) low-involvement problem solving B) low-involvement decision making C) extensive decision making D) limi ted decision making E) routine response

behavior A) low-involvement problem solving B) low-involvement decision making C) extensive decision making D) limi ted decision making E) dedicated cognitive behavior A D A C Which of the following statements about culture as an in fluence on A) A fi rm that understands the consumer buying behavior is t rue? culture i t is selling to has just as g reat a probability of selling i ts p roduct as a fi rm that has no u nderstanding of the culture. B) Some fear the proliferation of t he In ternet will increase cultural heterogeneity. C) Language is an important A C aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an inf luence on consumer buying behavior are t rue. A(n) _____ is a group of people who are considered nearly equal in A) extended family community esteem, who regularly socialize among themselves both B) subculture formally and informally, and who share behavioral norms. C) dissociative group D) social class E) procreational family A D To develop a promotional campaign for vocational education to A) a campaign that shows family A t arget working-class consumers, which of the following alternatives and communi ty members m ight you employ? participating in vocational classes to improve their lives B) a campaign emphasizing that t hose who participate in vocational classes will look better to others C) a campaign showing how m uch participation in vocational classes will improve society as a w hole D) a campaign showing participants in the vocational classes with the time and money to vacation in far away and exotic p laces E) a campaign appealing to selfactualization needs As a result of hearing the adventures of returning soldiers, Monroe A) affective states decided to enlist in the U.S. Army. These stories he heard from the B) external stimuli soldiers acted as: C) internal stimuli D) purchase outcomes E) a dissonance creator Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider i t as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was made. This i llustrates that Hector: A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator A A B A A For which of the following products is the purchaser most likely to A) a toothbrush r ely on an external information source? B) a copy of People magazine C) a Big Mac D) a new prescription E) a box of tissues Melyssa has been given a horse and needs to buy a new Western saddle. She has nar rowed the brands of saddles she is considering down to Dale Chavez, Abetta, and Big Horn. These three brands of Western saddles represent Melyssa's: A) evaluative criteria B) dissonance suppressors C) discretionary discriminators D) discriminatory set E) evoked set A D A E Zoran wants to buy a pair of sunglasses he can wear when he is r iding his bicycle in competitions. He wants sunglasses with a r ubberized nose piece, buil t-in anti-fogging technology, and the abili ty to block light from all angles. The cri teria for his decision appear to be based on: A) marketing-controlled i nformation sources B) evoked set finalists C) routine response behavior D) attitudes of others E) product att ributes A E Wanda approaches the purchase decision of milk with much lower A) opportunity costs level of human involvement than the purchase of a new handbag B) the fear of cognitive d ue to: d issonance C) situational factors D) the social visibili ty of the two p roducts E) none of the choices influence i nvolvement An enduring belief that a specific mode of conduct is personally or A) l ifestyle socially preferable to an alternative mode of conduct is called a(n): B) self-concept C) atti tude D) value E) perception Connors Bros., a mari time seafood products manufacturer, plans to market i ts sardines to Ontario consumers through a campaign p ushing the li t tle fish as a positive food choice. The campaign aims t o nullify the notion that sardines are boring by stressing their health benefits and their savory qualities. Connor Bros. is t rying t o: A) change negative beliefs about p roduct att r ibutes B) introduce new product a tt r ibutes C) create new

beliefs toward changed product att ributes D) discover attitudes toward its p roduct's attr ibutes E) strengthen existing positive beliefs about product attr ibutes A) change the importance of beliefs about product attr ibutes B) change beliefs about product a tt r ibutes C) add new beliefs about product a tt r ibutes D) reinforce current beliefs about p roduct att r ibutes E) discover consumer needs about product attr ibutes A) opinion leaders B) laggards C) early instigators D) gatekeepers E) aspirational adopters A D A D A A A few years ago, tea was a product with relatively li t tle growth and was considered to be a product for the old and the middle-aged. T hen tea manufacturers started promoting the health benefits of t ea. Since the introduction of the research on how tea provides the body wi th useful anti-oxidants, tea consumption has increased by more than 25 percent, and i t appears i ts market share will continue to grow, especially among young women in their twenties. T his is an illustration of how promotion can: A B A few years ago, the Australian footwear and accessories brand U GG was an unknown brand in the United States. A few tabloid shots of actresses like Kate Hudson and Cameron Diaz parading a round in their UGG boots were instrumental in making the brand popular in t he U.S. market; sales haven let up since. Diaz and H udson more than likely acted as: Becca, a college student, tends to buy the same brands of t oothpaste, shampoo, and deodorant as her _____, which is often t he strongest source of group influence upon the individual for m any product purchases. A A A) psychographic group B) social class C) family D) subculture E) dissociative group A C Because her mother only went to the supermarket once a month, t his is how Moniq prefers to do her grocery shopping. One of the reasons Moniq is such an efficient shopper is that, like her mother, Moniq believes, "Waste not, want not." The passing down of norms and values to Moniq is an example of: A) consumerism B) the socialization process C) acculturation D) the roles opinion leaders play i n business decision making E) the role of society in consumer decision making A B _____ is the amount of time and effort a buyer invests in the A) Economic value search, evaluation, and decision processes of consumer behavior. B) Involvement C) Opportunity cost D) Temporal cost E) Perceived level of personal r isk _____ is characterized by low involvement, a short time frame, an A) L imited decision making i nternal-only information search, and low costs. B) Routine response behavior C) Emotional buying D) In tensive decision making E) Temporally-limited behavior The electricity for lighting outdoor billboards is powered by t ransformers. The operator of a company that installs and manages billboards has purchased many such t ransformers. Today he plans to buy a replacement for one that was destroyed by a recent hur ricane. Before making this purchase, he will look at cost a nd also see if he can find one that is more weatherproof. He wants to make sure he buys the best t ransformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. A) l imi ted B) extended C) habitual D) classical E) routine A B A B A A Which of the following statements about culture as an in fluence on A) A fi rm that understands the consumer buying behavior is t rue? culture i t is selling to has just as g reat a probability of selling i ts p roduct as a fi rm that has no u nderstanding of the culture. B) Some fear the proliferation of t he In ternet will increase cultural heterogeneity. C) Language is an important aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an inf luence on consumer buying behavior are t rue. Which of the following is LEAST likely to be described as a A) electrical engineers subculture? B) Vietnamese Americans C) college students D) residents of the Mississippi delta E) Quakers Social inf luences on consumer buying decisions include: A) society, culture, and family B) reference groups, society, A C A A A D opinion leaders, and family C) personality, l ifestyle, and reference groups D) reference groups, opinion leaders, and family E) l ifestyle, reference

groups, and family As a result of hearing the adventures of returning soldiers, Monroe A) affective states decided to enlist in the U.S. Army. These stories he heard from the B) external stimuli soldiers acted as: C) internal stimuli D) purchase outcomes E) a dissonance creator After a need or want is recognized, a consumer may be motivated t o clarify the options available and generate an evoked set of b rands. This occurs during which part of the consumer decisionmaking process? A) evaluation of alternatives B) information search C) cognitive dissonance D) consideration stage E) product identification A) involvement set B) evaluative set C) evolved set D) evoked set E) intuitive set A B A B Warren loves to go to the beach on his vacation but hates to have to worry about the possibili ty of hur ricanes. As Warren looked for w here he should go on vacation this summer, he consulted a p ublication called Smart Money and learned the islands of Aruba, Bonaire and Curacao are not in the hur r icane belt. Now he will only consider these island resorts as possible vacation destinations. T his group of resort islands is called Warren : A D Culture plays an important role in shaping and communicating: A) economic power B) class stratification C) self-concepts D) values E) individual differences A pet food manufacturer has int roduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful int roduction period wi th sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became ti red of the food and refused to eat i t. The pet food manufacturer that forgot cats can also play an i mportant role in the family decision process as a(n): A) instigator B) consumer C) decision maker D) purchaser E) selector A D A B _____ is an orderly series of stages in which consumers' atti tudes A) Socialization a nd behavioral tendencies change over time. B) The wheel of consumerism C) The family life cycle D) Lifestyle consumption E) Acculturation Clayton p urchase behavior is in fluenced by his love of rodeo, his patriotism, a fascination with agriculture, his love of count ry m usic, and his belief that everyone needs to enjoy life. All of these t hings are part of which personal influence on the consumer decision-making process? A) atti tude B) personality C) beliefs D) lifestyle E) experiential learning A C A D One method of categorizing consumers refers to a large group of A) psychological older men (called Rugged Traditionalists) who believe in the B) individual t raditional, old-school gender roles, who prefer NASCAR to all C) social A B other types of sports, who would use a straight razor for shaving if D) situational t hey could find one, and prize convenience above all other quali ties E) cultural i n a retail store. The Rugged Traditionalist is described in terms of how _____ inf luences affect his consumer decision making. On any given day, a person may be subjected to over 2,500 A) selective distortion advertising messages but may only be aware of 10 to 20 of them. B) selective learning T his is called: C) sporadic reinforcement D) intermi ttent selectivity E) selective exposure Manufacturers of consumer goods often give away t r ial sizes of new A) experiential learning p roducts to encourage: B) selective perception C) continuous reinforcement D) conceptual learning E) problem recognition An attitude toward a product is: A) easy to change B) a person's point of view about t he product C) the same as a belief D) the same as "intention to buy" E) of short duration _____ tend to be more enduring and complex than beliefs, because A) Motivational cues t hey rest on an individual value system. B) Cultures C) L ifestyles D) Perceptions E) Atti tudes In the 1970 , M obil ran an extensive campaign to convince A) create new beliefs toward d rivers that detergent additives to Mobil gasoline actually changed product att ributes cleaned car engines. Mobil campaign was an attempt to: B) strengthen existing positive beliefs about product attr ibutes C) appeal to existing beliefs about product attr ibutes D) discover attitudes toward its p roduct's attr ibutes E) create new beliefs about the p roduct att r

ibutes Opinion leaders are: A) wealthy, well-educated i ndividuals B) experts on all highinvolvement consumer goods C) usually the same individuals for all social classes D) people who in fluence others E) easy to locate and target Which of the following activi ties is most likely to be an example of A) the purchase of a three-week r outine response behavior? vacation cruise B) a homeowner p urchase of a new grill for $6,000 C) the fi rst-time purchase of a copy machine for your home A E A A A B A E A E A D A D office D) the purchase of toilet paper E) the purchase of a infant car seat The electricity for lighting outdoor billboards is powered by t ransformers. The operator of a company that installs and manages billboards has purchased many such t ransformers. Today he plans to buy a replacement for one that was destroyed by a recent hur ricane. Before making this purchase, he will look at cost a nd also see if he can find one that is more weatherproof. He wants to make sure he buys the best t ransformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making. Leah and Jackson Tidwell are thinking about buying a hybrid car, such as the Honda Accord or the Toyota Camry. They will need to evaluate such product attr ibutes as size of engine, r iding space, ease of maintenance, and costs as well as their own feelings about environmental protection before making the purchase. The p urchase of this type of car will most likely involve: A) l imi ted B) extended C) habitual D) classical E) routine A A A) lowinvolvement problem solving B) low-involvement decision making C) extensive decision making D) limi ted decision making E) dedicated cognitive behavior A C A marketing manager would expect his or her product to be a high- A) is a product adaptation of a involvement product for most consumers if i t: market leader B) is a necessity C) has not been purchased before D) has low social visibili ty E) requires substantial financial i nvestment A(n) _____ is a group of people who are considered nearly equal in A) extended family community esteem, who regularly socialize among themselves both B) subculture formally and informally, and who share behavioral norms. C) dissociative group D) social class E) procreational family Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider i t as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was made. This i llustrates that Hector: A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator A E A D A A Which of the following is the BEST example of an internal A) a friend comments on how s timulus that would create need recognition? shabby your coat looks B) a radio station runs an ad for a new video game rental store C) a headache D) an invitation to a graduation for which you need a gift E) a billboard promoting a new national In ternet service p rovider While Mar tin was looking at the DVDs at Wal-Mar t, he was t rying A) antecedent state to remember the name of the horror movie he saw that starred B) need recognition A C A E B ruce Campbell so he could buy the DVD. This is likely to occur C) external information search d uring which part of the consumer decisionmaking process? D) alternative evaluation E) internal information search Which of the following products would most likely require the A) a veterinarian for a new p urchaser to use only an internal information search? p uppy B) a day-care facility for a twomonth-old infant C) a wedding gown D) a tube of toothpaste E) an anniversary gift An external information search is especially important when: A) there is a great deal of past experience B) there are high cost associated w i th making an incorrect decision C) the cost of gathering i nformation is high D) buying frequently purchased, low-cost i tems E) there is l it tle r isk of making an incorrect decision Pregnant Niceae has been shopping for a baby crib. She has visited several sites on the In ternet that provide information about cribs and has consulted a book on how to keep her baby

safe by a consumer group. Niceae has also asked several new mothers for recommendations. In her decision-making process, N iceae has been using: A) marketing-controlled i nformation sources B) demographic information sources C) nonmarketing-controlled i nformation sources D) secondary data sources E) internal search sources A D A B A C Another name for evoked set is: A) called array B) reminder assortment C) induced memory D) consideration set E) reminder induction Cecelia is a receptionist and just spent $347 on a new r iding saddle for her boyfriend Claude, a weekend cowboy. When she got home w i th the saddle, she experienced a high level of anxiety about w hether she has made the r ight purchase decision. Cecelia experienced: A marketer for minor league baseball (MiLB) wants to keep fans w ho normally attend her team games from switching to another sport or source of enter tainm ent. To reduce the likelihood that fans w ill seek out another activi ty, the marketer might: A) selective dissatisfaction B) temporal distortion C) perceptual disharmony D) cognitive dissonance E) self-actualization involvement A) create a feeling of postpurchase anxiety for fans p urchasing M i LB tickets B) offer incentives to get baseball fans to repeatedly purchase t ickets for the games until they do it out of habit C) increase the social visibili ty of baseball D) raise the price of game tickets relative to the price of similar events to reduce the level of A D A D A B consumer involvement E) switch ticket distribution to d ifferent outlets An enduring belief that a specific mode of conduct is personally or A) l ifestyle socially preferable to an alternative mode of conduct is called a(n): B) self-concept C) atti tude D) value E) perception Homogeneous groups within a culture that share elements of the A) autonomous personal units overall culture as well as have elements that are unique to that B) probabili ty samples g roup are called: C) subcultures D) normative groups E) dissociative groups Women account for about 50 percent of the luxury car market. M ale car designers at Cadillac are going about their work with paper clips on their fingers to simulate what i t feels like to women w i th long fingernails to operate buttons, knobs, and other interior features. They are responding to _____ influences on consumer buying decisions. A) cultural B) social C) physiological D) psychological E) individual A D A C A E _____ is the analytical technique used to examine consumer A) An acculturation analysis l ifestyles and to categorize consumers. B) A consumer audit C) Socialization D) Psychographics E) Demography Sami L in is developing an advertising campaign targeted to the same young audience that watched the X Games (a weeklong competition in a variety of extreme sports) on television. Which of t he following actions might L in take to help enhance the chances her targeted customers will pay attention to her ads? A D A) Use neutral sounds and colors A t hat are similar to the programs t he ads follow, so there is not m uch difference between the p rogram and the ads. B) Create sexy ads to break t h rough the ad clutter. C) Create ads that emphasize the least crucial att r ibutes of the b rand to get customers to think about the ads. D) Use elderly celebri ty spokespersons to endorse the p roducts as a grandparent would. E) Present the ads in a foreign l anguage. A) intermit tent reinforcement B) faulty selectivi ty C) selective distortion D) selective retention E) selective exposure A B Manning bought a Schwinn Circuit bike for $1,300. After the p urchase, he read an article about bicycles made by the Giant B icycle Company, which makes a bike with most of the same features as the Schwinn Circuit. Manning processed this newly received information to make i t more consistent with his prior opinion that the Schwinn is better than the Giant bike. Manning engaged in: C According to Maslow's hierarchy of needs model, the fi rst needs A) safety most people would t ry to satisfy are their _____ needs. B) physiological A B C) economic D) esteem E) derived Leah and Jackson Tidwell are thinking about buying a hybrid car, such as the Honda Accord or the Toyota Camry. They will need to evaluate such product attr ibutes as size of engine, r iding space, ease of maintenance, and costs as well as their own

feelings about environmental protection before making the purchase. The p urchase of this type of car will most likely involve: A) low-involvement problem solving B) low-involvement decision making C) extensive decision making D) limi ted decision making E) dedicated cognitive behavior A C All of the following factors directly influence consumers' level of A) consumer level of i nvolvement in the purchase process EXCEPT: education B) previous experience with the p roduct C) financial r isk associated with t he product D) social visibili ty of the p urchased i tem E) perceived r isk of negative consequences as a result of the p urchase As a marketing tool in the United States, social class: A) is useful for lifestyle d istinctions between groups B) is just a simple measure of i ncome level C) offers few insights concerning consumer behavior D) is not used because the U ni ted States is a classless society E) has demonstrated that all classes of consumers shop in the same stores The processes individuals use when making a purchase decision a re called _____. This is also the reason individuals recognize and respond to the distinctive lettering used on Coca-Cola cans, the shape of the Nike swoosh, and the color of a can of Campbell soup. A) consumer behavior B) marketing C) consumerism D) perceptual mapping E) database mining A A A A A A Marketers often study _____, the processes used and the factors A) psychographics t hat in fluence the consumer when making purchase decisions. B) business buying behavior C) consumerism D) consumer behavior E) perceptual mapping As a result of hearing the adventures of returning soldiers, Monroe A) affective states decided to enlist in the U.S. Army. These stories he heard from the B) external stimuli soldiers acted as: C) internal stimuli D) purchase outcomes E) a dissonance creator For which of the following products is the purchaser most likely to A) a toothbrush r ely on an external information source? B) a copy of People magazine A D A B A D C) a Big Mac D) a new prescription E) a box of tissues Which of the following is NOT an example of a marketing- A) a television ad for Geico controlled information system? i nsurance B) a NASCAR automobile sponsored by the U.S. Army C) a $1-off coupon for Campbell soup D) an article in Bicycling magazine about the newest Shimano brand shoes E) a real estate agent Zoran wants to buy a pair of sunglasses he can wear when he is r iding his bicycle in competitions. He wants sunglasses with a r ubberized nose piece, buil t-in anti-fogging technology, and the abili ty to block light from all angles. The cri teria for his decision appear to be based on: A) marketing-controlled i nformation sources B) evoked set finalists C) routine response behavior D) attitudes of others E) product att ributes A) eliminate cognitive d issonance B) eliminate the low involvement i n the decision C) reduce perceived r isk of negative consequences D) increase the chances of selective exposure E) increase the motivation i nvolved in the decision A) culture B) perception C) motivation D) family life-cycle stage E) reference group membership A) instigator B) consumer C) decision maker D) purchaser E) selector A D A E Your best friend has sought your advice on what type of clothing she should buy for a job interview. If she gets the job, she will be assistant to the producer of her favorite television program. She r eally wants this job and considers i t a once in a l ifetime opportunity. By asking your help with her wardrobe, your fr iend is most likely t rying to: A C The fact that mothers in Japan feed their babies freeze-dried sardines and r ice and most mothers in the United States would not eat a freeze-dried sardine, much less feed i t to their babies, i ndicates how _____ in fluences the consumer decision-making p rocess. A pet food manufacturer has int roduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful int roduction period wi th sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became ti red of the food and refused to eat i t. The pet food manufacturer that forgot cats can also play an i mportant role in the family decision

process as a(n): A A A B _____ is an orderly series of stages in which consumers' atti tudes A) Socialization a nd behavioral tendencies change over time. B) The wheel of consumerism C) The family life cycle D) Lifestyle consumption E) Acculturation An individual's _____ is a composite of psychological makeup and A) acculturation environmental forces. I t provides consistency to an individual's B) socialization r eactions to situations. C) personality A C A C D) autonomy E) atti tude _____ is how consumers perceive themselves in terms of atti tudes, A) Socialization perceptions, beliefs, and self-evaluations. B) Personali ty C) Socialization D) Normalization E) Self-concept Manning bought a Schwinn Circuit bike for $1,300. After the p urchase, he read an article about bicycles made by the Giant B icycle Company, which makes a bike with most of the same features as the Schwinn Circuit. Manning processed this newly received information to make i t more consistent with his prior opinion that the Schwinn is better than the Giant bike. Manning engaged in: In the late 1990s, DaimlerChrysler established a department solely to work on the sound of i ts car doors. The company u nderstood the connection consumers make between sound and quality. This was one of the ways the automobile manufacturer was a ttuned to consumers: A) intermit tent reinforcement B) faulty selectivi ty C) selective distortion D) selective retention E) selective exposure A E A C A) selfimage B) personality C) lifestyle D) perception E) reference groups A D An ad for Boys & Girls Club of America calls it "the positive place A) physiological for kids" and shows a sample membership card. To which of B) social M aslow's needs does this ad most likely appeal? C) esteem D) safety E) self-actualization Ranked from the lowest to the highest level, Maslow's hierarchy of A) safety, esteem, social, needs model includes: physiological, and selfactualization needs B) physiological, social, esteem, economic, and self-actualization needs C) psychological, safety, economic, esteem, and social needs D) physiological, safety, social, esteem, and selfactualization needs E) safety, economic, social, esteem, and self-development needs A B A D If an advertiser wanted to create ads for a restaurant that A) emphasize hunger A s timulate the self-actualization motivation, i t would create ads B) emphasize that only those t hat: people who want to tell others t hey have r isen to the top of their p rofession use the restaurant C) inform consumers about the cleanliness of the food p reparation areas and p rocedures D) show people enjoying others' company while eating in the restaurant E E) indicate eating in the restaurant is what "you have earned and deserve" Manufacturers of consumer goods often give away t r ial sizes of new A) experiential learning p roducts to encourage: B) selective perception C) continuous reinforcement D) conceptual learning E) problem recognition _____ tend to be more enduring and complex than beliefs, because A) Motivational cues t hey rest on an individual value system. B) Cultures C) L ifestyles D) Perceptions E) Atti tudes You are the brand manager for a new line of allergy relief drugs. W hich of the following methods might you employ to use opinion leadership/reference groups t o help stimulate demand for your p roducts? A A A E A) Create ads that show the A t ypical consumer performing a healthy lifestyle activity. B) Develop a promotional campaign that tells customers t hey "deserve to use" these p roducts. C) Drop the price of your new p roducts to the point where customers will realize they are getting a bargain. D) Develop a promotional campaign that emphasizes safety and security needs being fulfi lled by these health-care products. E) Use a series of ads showing d ifferent health-care associations and societies endorsing the use of t hese health-care products. A) psychographic group B) social class C) family D) subculture E) dissociative group A) Madison was the initiator, and Ned had no role at all. B) Bailey was the ini tiator, and Wanda was the decision maker. C) Madison was an in fluencer, and Wanda was the decision maker. D) Madison was the ini tiator, and Ned was the decision maker. E) Madison was the initiator, and Bailey had no role at all. A E Becca, a college

student, tends to buy the same brands of t oothpaste, shampoo, and deodorant as her _____, which is often t he strongest source of group influence upon the individual for m any product purchases. C Madison announced to her family last night that she wanted a pair of inline skates. Her sister Bailey said she thought i t was a stupid i dea. Their mother Wanda said Madison deserved a special t reat for winning the science fair. Because her father Ned said nothing, M adison knew she was not getting the skates. In terms of the roles p layed by family members in the consumer decision-making p rocess: A D M il ler has just purchased a new Allez A1 Specialized bicycle for A) att ribute remorse $1,000. M iller realizes that the Allez A1 costs more than most B) cognitive dissonance b ikes, and even at that price i t doesn't come with a set of pedals. C) evaluation distortion A B E ven though other brands of bicycles cost much less than the Allez D) consumer cognition A1, M iller tells himself that the Allez A1 is more comfortable and E) perceptual disharmony h as greater durabili ty than most road bikes. As Mi ller wonders if he made the r ight purchase decision, he is experiencing: Which of the following activi ties is most likely to be an example of A) the purchase of a three-week r outine response behavior? vacation cruise B) a homeowner p urchase of a new grill for $6,000 C) the fi rst-time purchase of a copy machine for your home office D) the purchase of toilet paper E) the purchase of a infant car seat _____ is characterized by low involvement, a short time frame, an A) L imited decision making i n ternal-only information search, and low costs. B) Routine response behavior C) Emotional buying D) In tensive decision making E) Temporally-limited behavior Leah and Jackson Tidwell are thinking about buying a hybrid car, such as the Honda Accord or the Toyota Camry. They will need to evaluate such product attr ibutes as size of engine, r iding space, ease of maintenance, and costs as well as their own feelings about environmental protection before making the purchase. The p urchase of this type of car will most likely involve: A) lowinvolvement problem solving B) low-involvement decision making C) extensive decision making D) limi ted decision making E) dedicated cognitive behavior A D A B A C Which of the following statements about culture as an in fluence on A) A fi rm that understands the consumer buying behavior is t rue? culture i t is selling to has just as g reat a probability of selling i ts p roduct as a fi rm that has no u nderstanding of the culture. B) Some fear the proliferation of t he In ternet will increase cultural heterogeneity. C) Language is an important aspect of culture. D) Core values remain the same for all cultures. E) All of the statements about culture as an inf luence on consumer buying behavior are t rue. A C To develop a promotional campaign for vocational education to A) a campaign that shows family A t arget working-class consumers, which of the following alternatives and communi ty members m ight you employ? participating in vocational classes to improve their lives B) a campaign emphasizing that t hose who participate in vocational classes will look better to others C) a campaign showing how A m uch participation in vocational classes will improve society as a w hole D) a campaign showing participants in the vocational classes with the time and money to vacation in far away and exotic p laces E) a campaign appealing to selfactualization needs Social inf luences on consumer buying decisions include: A) society, culture, and family B) reference groups, society, opinion leaders, and family C) personality, l ifestyle, and reference groups D) reference groups, opinion leaders, and family E) l ifestyle, reference groups, and family Marketers often study _____, the processes used and the factors A) psychographics t hat in fluence the consumer when making purchase decisions. B) business buying behavior C) consumerism D) consumer behavior E) perceptual mapping Hector loves cola and is always on a diet. He will only drink Diet Coke. When offered a Diet Pepsi one afternoon as an alternative, he refused to even consider i t as part of his evoked set even though he generally drinks a soft drink about the time of day the offer was

made. This i llustrates that Hector: A) is satisfying a want B) is satisfying a need C) is satisfying a belief D) has a physiological drive E) has a need motivator A D A D A A An external information search is especially important when: A) there is a great deal of past experience B) there are high cost associated w i th making an incorrect decision C) the cost of gathering i nformation is high D) buying frequently purchased, low-cost i tems E) there is l it tle r isk of making an incorrect decision For which of the following products is the purchaser most likely to A) a toothbrush r ely on an external information source? B) a copy of People magazine C) a Big Mac D) a new prescription E) a box of tissues Cecelia is a receptionist and just spent $347 on a new r iding saddle for her boyfriend Claude, a weekend cowboy. When she got home w i th the saddle, she experienced a high level of anxiety about w hether she has made the r ight purchase decision. Cecelia experienced: A) selective dissatisfaction B) temporal distortion C) perceptual disharmony D) cognitive dissonance E) self-actualization involvement A B A D A D A pet food manufacturer has int roduced a new vegetarian cat food and spent a large amount of money on the packaging, nationwide television advertising, coupons, and store displays. After a successful int roduction period wi th sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that cats quickly became ti red of the food and refused to eat i t. The pet food manufacturer that forgot cats can also play an i mportant role in the family decision process as a(n): A) instigator B) consumer C) decision maker D) purchaser E) selector A B All of the following are examples of individual factors that affect A) gender t he decision-making process for consumers EXCEPT: B) age C) reference groups D) lifestyles E) personality According to Maslow's hierarchy of needs model, the fi rst needs A) safety most people would t ry to satisfy are their _____ needs. B) physiological C) economic D) esteem E) derived Moss Securi ty is a home security business. I ts slogan, l armed? A) esteem needs You should be, is designed to appeal to consumers: B) economic needs C) safety needs D) physiological needs E) social needs Ralph played mediocre golf for over 20 years. Then he retired and vowed to improve his golf game by buying one of the new golf clubs t hat promise increased distance and have a $700 price tag. According to Maslow's hierarchy of needs, Ralph is most l ikely t rying to satisfy his _____ needs. A) social B) safety C) self-actualization D) physiological E) psychological A C A B A C A C If an advertiser wanted to create ads for a restaurant that A) emphasize hunger A s timulate the self-actualization motivation, i t would create ads B) emphasize that only those t hat: people who want to tell others t hey have r isen to the top of their p rofession use the restaurant C) inform consumers about the cleanliness of the food p reparation areas and p rocedures D) show people enjoying others' company while eating in the restaurant E) indicate eating in the restaurant is what "you have earned and deserve" In the 1970 , M obil ran an extensive campaign to convince A) create new beliefs toward d rivers that detergent additives to Mobil gasoline actually changed product att ributes cleaned car engines. Mobil campaign was an attempt to: B) strengthen existing positive beliefs about product attr ibutes C) appeal to existing beliefs about product attr ibutes D) discover attitudes toward its p roduct's attr ibutes A E E E) create new beliefs about the p roduct att r ibutes