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165 Cards in this Set

  • Front
  • Back
The researchers who attempted to identify the rules that govern how people take disjointed stimuli and make sense out of them are called:
a. behavioralists
b.perceptionalists
c. Gestalt psychologists
d. Zeigarnik psychologists
e. Pauling psychologists
c. Gestalt psychologists
2. Who or what should be at the center of the marketing effort?
a. the manager
b.the consumer
c.the marketing manager
d. the situation
e. All are at the center
b. the consumer
3. Short-term memory is also called:
a.input storage memory
b.working memory
c. sensory memory
d.abbreviated memory
e.associative memory
b. working memory
4. Stevee goes to his local custom stereo store because he is looking for a new stereo. After asking the sales clerk many, many questions, Steve goes to Wal-Mart to buy the type of stereo that was recommended to him a the custom stereo store. This may be an example of what ethical problem?
a. free riding
b.equity
c.reciprocity
d.inequity
a. free riding
5.______ refers to how people store the meanings of verbal material in long-term memory.
a. Cognitive memory
b.Semantic memory
C. Analysis memory
D. Speech memory
E. None of the above
Semantic memory
6. Gaining pleasure through the senses is the definition of:
a.hedonism
b.emotionalism
c.optimum stimulation
d.sensualism
e.sensationalism
a. hedonism
7. The process through which new operant behaviors are created by selectively reinforcing behaviors that successively approximate the desired instrumental response is called:
a. shaping
b. behavior induction
c.contouring
d. sculpting
e.none of the above
a. shaping
8. _____involves the process of influencing how consumer perceive a brand relative to competive offerings.
a. Positioning
b. Segmentation
c.Market research
d. Environmental analysis
e. Strategy formation
a. Positioning
9.Which of the following is not one of the components of the definition of consumer behavior?
a. acquisiton
b. consumption
c. choice
d. disposition
e. Al are components of the definition
choice
10. Which of the following is NOT a functional motive for volunteering to assist a non-profit organization?
a.social
b.career
c.information
d.altruism
e.all are correct
e. all are correct
11. Which of the following areas of consumer behavior were identifed as particularly relevant to pricing?
a. Zeigarnik effect
b. von Restorff effect
c. Just meaningful difference
d. Butterfly effect
e. classical conditioning
c. Just meaningful difference
12. Which of the following is a current hot topic among marketing academicians?
a. ethics
b. decision-making
c. relational exchange
d. information processing
e. motiviation
c. relational exchange
13. The finding that unique items in a series of relatively homogeneous items will be recalled more easily is called the:
a. retroactive effect
b.von Restorff effect
c.Zeigarnik effect
d. discriminability effect
e. pre-entry effect
b. von Restorff effect
14. A stimulus that increases the probability of a behavior that it follows being repeated is the definition that:
a. a reinforcer
b. shaping
c. extinction
d. schedule of reinforcement
e. operant
a. a reinforcer
15. The concept that people can process 7 plus or minus 2 bits of information is called:
a. Boyle's Law
b.Zeigarnik effect
c. von Restorff effect
d. Weber's law
e. Miller's law.
e. Miller's law
16. The advertising strategy of pairing music from a well-liked movie with a commercial best illustrates which type of learning?
a. operant conditioning
b. classical conditioning
c. observational learning
d. none of the above are correct
b. classical conditioning
17. Briefly presented stimuli, accelerated speech in low-volume auditory messages, hiding sexual imagery in words or print are all examples of:
a. the exposure stage of information process
b. proximal stimuli
c.subliminal stimulation
d. cognitive responses
e. all of the above
c. subliminal stimulation
18. The motivational state resulting from a threat to behavioral freedom is called:
a. counter functioning
b.reaction formation
c. reactance
d. cognitive dissonance
e. negativity bias
c. reactance
19. In the simple model of consumer behavior, what factor connected buying units to marketers?
a. group processes
b. various media
c. exchange processes
d. channel of communication
e. none of the above
c. exchange processes
20. Primacy and recency effects are most closely related to:
a. the Serial Postioning Effect
b. Zeigarnik Effect
c. von Restorff Effect
d. Miller's Law
e. Involvement Effect
a. the Serial Postioning Effect
21. A person's preferred amount of physiological activation or arousal is called:
a. hedonic level
b. emotional level
c. optimum-stimulation level
d. energy level
e. ethereal level
c. optimum stimulation level
22. The coordination of activities in the areas of goods, services, promotion, pricing, and distribution makes up the:
a. marketing quadrangle
b. marketing mix
c. marketing essence
d. marketing schema
e. none of the above
b. marketing mix
23. The process of accessing information stored in long-term memory so that it can be utilized in short- term memory is known as:
a. encoding
b. exposure
c. retreival
d. evoked set
e. cognitive allocation
c. retrieval
24. The process of postioning the product by manipulating the marketing mix so that consumers can perceive meaningful differences between a brand and competing brands is called:
a. positoning
b. segmentation
c.market research
d. environmental analysis
e. product differentation
e. product differentation
25. the disapperance of a response due to a lack of reinforcement is called:
a. punishment
b.forgetting
c. retroactive interference
d. deprivation
e. extinction
e. extinction
26. The definition of involvement presented in the textbook emphasized the _____ of a stimulus in causing the consumer to more diligently consider it.
a. complexity
b. size
c. personal importance
d. vividness
e. color
c. personal importance
27. The capacity of short- term memory is the greatest when:
a. a person is relaxed
b. a person is physically active
c. a person is experiencing high involvement
d. a person is watching television
e. a person is reading
c. a person is experiencing high involvement
28. _______ consists of the assessment of the various external forces that act upon the firm and its markets.
a. Positioning
b. Segmentation
c. Market Research
d. Environmental analysis
e. Product differentation
d. Environmental analysis
29. An example of involuntary risk might be:
a. bungee jumping
b. a stock market investment
c. a nuclear power plant opening near your city of residence
d. the decision to get an MBA
e. adding a swimming pool to your back yard.
c. a nuclear power plant opening near your city of residence
30. Operant condition is most closely associated with which statement?
a. Individuals observe the actions of others and model, or imitate, the actions.
b. Behavior is influenced by the consequences of the behavior.
c. Behavior is influenced by a stimulus that occurs prior to the behavior and is reflex-like
d. An experience with the environment leads to a relatively permanent change in behavior.
e. none of the above
b. Behavior is influenced by the consequences of the behavior.
31. Research evidence indicates that _______ based information is best presented when the audience is highly involved and motivated to semantically process the entire message.
a. verbally
b. olfactorially
c. sensorially
d. visually
e. perceptually
a. verbally
32. Bryan's interest in "old" Coke was increaesd when it was replaced by "new" coke. His feelings can be best be explained by which mid-range theory?
a. Opponent- Process
b. Optimum Stimulation
c. Motivation for Hedonic Experiences
d. Reactance Theory
e. Risk Perception
d. Reactance Theory
33. Taking a heterogeneous market and dividing it into a number of smaller, more homogeneous submarkets is referred to as:
a. marketing
b. market segmentation
c. targeting
d. customer analysis
e. consumer identification
b. market segmentation
34. Constantly chaning fashion trends are best explaning by which of the following concepts?
a. JND
b. absolute threshold
c. subliminal perception
d. the butterfly curve
e. orientation reflex
d. the butterfly curve
35.Buying plastic containers from a friend who sponsors a Tupperware party exemplifies the effects of:
a. qualtiative methods
b. market embeddedness
c. ethics
d. classical conditioning
e. PERMS
b. market embeddedness
36._____ is composed of three areas of study: exposure, attention, and comprehension.
a. Perception
b. Information
c. Learning
d. Involvment
e. Memory
a. Perception
37. A consumer checks the stock prices on the New York Exchange each day, reads the financial news, and subscribes the The Wall Street Journal. These behaviors illustrate:
a. comprehension
b. awareness
c. situational involvement
d. enduring involvement
e. perception
d. enduring involvement
38. Attention can be activated:
a. either voluntarily or involuntarily
b. only involuntarily
c. only voluntarily
d. only by internal stimuli
e. only by external stimuli
a. either voluntarily and involuntarily
39. What is the common correlation between objective and subjective knowledge?
a. -.90
b. -.50
c. -.25
d. .30
e. .50
d. .30
40. The statement " you should act in a way that action taken under the circumstances could be a universal law of behavior for those facing the same circumstances" can be used as the means for determining
a. whether a fair exchange has occured
b. whether the decision-making perspective is used
c. whether the experential perspective is used
d. whether the behavioral influence perspective is used
e. whether an action is ethical
e. whether an action is ethical
41. The term " semantic memory network" is most closely related with the word:
a. clutter
b.adaptation level
c. difference threshold
d. schema
e. rehersal
d. schema
42. Which of the perspectives on consumer behavior employs qualitative research methods from anthropology, such as participant observation?
a. decision making
b. experiental
c. behavioral influence
d. economic
e. analytical
b. experiental
43. What proportion of the economy is accounted for by consumer spending?
a. 30%
b. 50%
c. 70%
d. 90%
e. 100%
c. 70%
44. Which of the following concepts causes consumers to learn without awareness and is more important that subliminal perception?
a. von Restorff Effect
b. Zeigarnik Effect
c. Miller's Law.
d. Incidental Learning
e. Cognitive Learning
d. Incidental Learning
45. Which of the following is a component of the managerial applications analysis ( PERMS)
a. positoning
b. exchange
c. perceptual mapping
d. social marketing
e. ethics
a. positioning
46. The number 1.618 is known as:
a. Weber's Law
b. von Restorff's Law
c. Miller's Law
d. the Golden Ratio
e. Fibonacci's number
d. the Golden Ratio
47. The person who strated the field of behavioral economics is:
a. George Katona
b. B.G. Skinner
c. von Restorff
d. George Miller
e. Mr. Weber
a. George Katona
48. In the perceptual map of cars presented by Dr. Mowen, which company had the most problems with product differentation?
a. General Motors
b. Ford
c. Toyota
d. Chrysler
e. Mercedes
a. General Motors
49. Which of the following personality traits is most closely related to consumer involvement?
a. extroversion
b. need for cognition
c. need for arousal
d. conscientiousness
e. emotional stability
b. need for cognition
50. The study of involvement has relevance to many areas of consumer behavior. Which of the following is not an area of application?
a. post-purchase processess
b. attitudes
c. decision making
d. memory
e. persuasion
a. post-purchase processes
5. Comparative advertisements are used:
a. by the market leader
b. by nonmarket leaders
c. by celebrity endorsers
d. in conjunction with fear appeals
e. with low involvement audiences
b. by nonmarket leaders
6. In an impulse purchase, which occurs first?
a. beliefs
b. affect
c. behavior
b. affect
7. Based upon its definition, which of the following statements about personality is true?
a. Personality should not be exhibited consitently across situations
b. Personality does not include emotion as a pattern of behavior
c. Personality characteristics should be shared by all.
d. Personality does not interact with the environment
e. All of the above are false
e. all the above are false
8. For Wade to be a credible source, he must have:
a. primacy and recency
b. attractiveness and likability
c. expertise and trustworthiness
d. vividness and concreteness
c. expertise and trustworthiness
9. When highly physically attractive actors are good endorsers for coffee bu the opposite occurs for actors average in physical attractiveness, this is an example of:
a. personality
b. motivation
c.an interaction
d. a main effect
e. generic decision making
c. an interaction
14. To which component of balance theory is the match-up hypothesis most closely related?
a. sentiment connection
b. unit connection
c. affect connection
d. Gestalt connection
e. French connection
b. unit connection
15. Which component of psychoanalytic theory is based upon the reality principle?
a.id
b.ego
c. superego
d. All are flase
b. ego
16. In the ______ technique, the second request is smaller version of the first request
a. contrast
b. foot-in-the-door
c. door-in-the-face
d. even-a-penny-will-help
e. ingratiation
c. door-in-the-face
17. Which of the following approaches formed the basis of "motivational" research in the 1950s and is still used today?
a. Psychoanalytic Theory
b. Trait Theory
c. 3M Model
d. Attitude Toward the Object Theory
e. Theory of Reasoned Action
a. Psychoanalytic Theory
18. The research perspective that argues that in some instances consumers buy in order to have fun, create fantasties, and obtain feelings is called the _____ perspective.
a. decison making
b. experiental
c. behavioral influence
d. economic
e. psychological
b. experiential
19. In general it has been found that it is best to draw conclusions in messages when:
a. the audience is highly involved
b. the message is relatively simple
c. a fear appeal is used
d. the message is relatively complex
e. a comparative ad is used.
a. the audience is highly involved
20. " Self- serving tactics engaged in by one person to make himself or herself more attractive to another" is the principle behind which of the personal influence techniques?
a. foot-in-the-door
b. ingratiation
c. even-a-penny-will-help
d.door-in-the-face
e. contrast
b. ingratiation
21. How alternatives are compared depends upon the hierachy of effects taking place. When beliefs about a large number of attributes are developed, which hierarchy of effect is most likely operating?
a. high involvement
b. low involvement
c. experiential
d. behaviroal influence
a. high involvement
22. Bargaining proneness is an example of which type of trait in the 3M Model?
a. Elemental
b. Compound
c. Situational
d. Surface
e.Behavioral
d. Surface
23. Which of the following factors is a component of the generic consumer decision process?
a. desired state
b. choice
c. analysis
d. dissonance
e. evoked set
b. choice
24. Which of the following groups would be relatively more connected and less separated from others?
a. men
b. older consumers
c. African Americans
d. Asians
e. Western Europeans
d. Asians
25. Which of the following ideas is not one of the components of the communications models presented in the text?
a. source
b.message
c. channel
d.receiver
e. All are components of the communications model
e. All of the components of the communications model
26. Which of the following is not a personality trait?
a. compulsive buying
b. material needs
c. arousal needs
d.body needs
e. world peace
e. world peace
27. Which of the following is least likely to influence the importance of an attribute to a consumer?
a. Attention
b. Personality
c. Self-Concept
d. Goals
e. All influence attribute importance
e. All influence attribute importance
28. If the target segment is found to rate high in need for cognition, the indication for the marketer should be:
a. to use a flashy spokesperson
b. to use a sexy spokesperson
c. to use cartoons
d. to use extensive copy to convey the message
e. to use puzzles
d. to use extensive copy to convey the messages
29. Which of the following is a well-known psychographic inventory?
a. PSYCH
b. VALS 2
c. MOTIV
d. LOQ
e. VANS 1
b. VALS 2
30. The message technique that is most likely to lead the perception of fairness and that may lower counter-argumentation is:
a. a two-sided message
b. a fear appeal
c. the use of vivid information
d. a comparative ad
e. highly complex messages
a. a two-sided messages
31. How a person would like others to perceive him or her is the definition of:
a. actual self
b. ideal self
c. social self
d. ideal social self
e. expected self
d. ideal social self
32. If the correlation is low between a global measure of attitude and the attitude toward-the-object model prediction, this suggests:
a. use a different attitude model
b. you have left out critical attributes
c. you have selected a poor sample of consumers
b. you have left out critical attributes
33. As a general statement, material presented in the middle of a list is:
a. more concrete than other material
b. more abstract than other material
c. easier to learn than other material
d. more difficult to retain than other material
e. more prone to wearing-out
d. more difficult to retain than other material
34. In the 3M model, measures of lifestyles used in Psychographic Analysis represent which type of trait?
a. Elemental
b. Compound
c. Situational
d. Surface
e. Behavioral
d. Surface
35. In the behavioral intentions model, the ______ assesses the extent to which the consumer believes that he or she follows the wishes of others in making a purchase.
a. motivation to comply
b.social belief
c. subjective norm
d. evaluation
e. none of the above
c. subjective norm
36. According to the Fishbein Model, _______ are the products, people, companies, and things about which people hold beliefs and attitudes.
a. Objects
b. Beliefs
c. Cognitive elements
d. Attributes
e. Benefits
a. Objects
37. As a consumer becomes more brand loyal, his/her _____ may decrease in size
a. inert set
b. inept set
c. consideration set
d. awareness set
e. prepurchase set
c. consideration set
38. What is said to occur when a sufficiently large discrepancy develops between an actual and a desired state?
a. problem recognition
b. internal search
c. choice
d. attitude formation
e. external search
a. problem recognition
39. A person's general assessment of the significance of a characteristics of products or services of a certain type is the definition of:
a. attribute-benefit belief
b. object-benefit belief
c. object importance
d. belief importance
e. attribute importance
e. attribute importance
40. From a balance theory perspective, to change an attitude you must:
a. form a unit connection
b. form a balanced state
c. create an imbalanced state
d. form a sentiment connection
e. use an endorser
c. create an imbalanced state
41. What is a key problem with gag type ads?
a. They work only for high involvement people
b. They are hard to remember
c. Their life span is short
d. Women do not like them
e. Men do not like them
c. Their life span is short
42. Which of the following purchase processes would most likely be present when consumers consider entertainment and the arts?
a. extended
b. limited
c. experiential
d. behavioral influence
e. decision making
c. experiential
43. The research investigating consumer search behavior has generally found that the amount of search by consumers is:
a. appropriate to the involvement level
b. about the level expected
c.higher than the level expected
d. much higher than the level expected
e. lower than the level expected
e. lower than the level expected
44. The purchase of burial services is an example of:
a. a pre-need good
b. consumption vision
c. internal search
d. inept set
e. a compensatory model
a. a pre-need good
45. High trustworthy and expert sources tend to inhibit:
a. humor
b. recall
c. counterarguments
d. positive sterotypes
e. primary argumentation
c. counterarguments
46. An advertisement with a spokesperson talking to the audience about a product or service is called:
a. a lecture format
b. a drama format
c. a comparative format
d. a primary format
e. an experiential format
a. a lecture format
47. When a message attempts to be personally relevant, uses detailed information, uses fresh information, and uses concrete words, it is a ___ message
a. recent
b.moderate
c. comparative
d. vivid
e. credible
d. vivid
48. The phenomenon in which too much repetition of an advertisement may cause consumers to become increasingly negative to it is called:
a. ad transience
b. ad slippage
c. ad wear-out
d. ad depletion
e. ad obsolescence
c. ad wear-out
49. The ____ represents the totality of the individual's thoughts and feelings having reference to himself as an object.
a. ego
b. id
c. supergo
d. self-concept
e. consumer lifestyle
d. self-concept
50. Which of the following types of possessions do not help to make up the personal sense of self?
a. body and body parts
b. objects
c. places and time periods
d. persons and pets
e. all are part of self
e. all are part of self
1. " A group to which an individual would like to belong" is the definition of a(n):
a. aspirational group
b. primary group
c. formal group
d. informal group
a. aspirational group
2. By providing_____, a culture delineates what is right, good, and important.
a. norms
b. values
c.symbols
d.material goods
e.rituals
b. values
3. The second largest export of the United States is:
a. cars
b. technology
c.blue jeans
d.popular culture
e. food
d. popular culture
4. A case in which people like to drink orange juice at breakfast but not before going to bed and do not like to drink milk for breakfast but do like to have it before going to bed is an example of:
a. main effect for product
b. product by situation interaction
c. person by situation interaction
d. person by product interaction
e. main effect for situation
b. product by situation
5. Both the proportional purchases method and the repeat purchase method are ____ measures of brand loyalty.
a. affective
b. cognitive
c. behavioral
d. vicarious
c. behavioral
6. The process through which people evaluate the "correctness" of their opinion and the extent of their abilities in relation to others is called:
a. social comparison
b. group comparison
c. opinion analysis
d. role analysis
e. social identification
a. social comparasion
7. Which of the subcultures discussed in the text was found to be highly family orientated, to express traditional American values about the importance of hard work, to be optimistic regarding their future, and to seek the "good life"
a. Hispanics
b.Blacks
c. New England Region
d. Baby boomers
e. ecotopians
a. Hispanics
8. A set of products necessary for the playing out of a certain role such as cowboy or mother are called a:
a. behavioral set
b. role-related product cluster
c. product grouping
d. value expressive product set
e. informational product cluster
b. role-related product cluster
9. _____ occurs when the quality of the content of the advice of a group members influence a consumer's purchase decisions.
a. Normative influence
b. Role influence
c. Value- Expressive influence
d. Informational influence
e. None of the above
d. Informational influence
10. If performance surpasses expectations, which of the following is most likely to occur
a. emotional dissatisfaction
b. expectancy confirmation
c. attitude change
d. emotional satisfaction
e. dissonance resolution
d. emotional satisfaction
11. What is the name given to the finding that people value more highly the things owned by themselves?
a. ownership effect
b. endowment effect
c. pride effect
d. equity effect
e. mood effect
b. endowment effect
12. " The temporary environmental and personal factors that form the context within which a consumer activity occurs" is the definition of:
a. motivation
b. personal influence
c. a consumer situation
d. personality
e. psychographics
c. a consumer situation
13. " The temporary physiological states and moods that a consumer brings to a consumption activity" is the definition of:
a. physical surroundings
b. the social surroundings
c. the task definition
d. antecedent states
e. predicate states
d. antecedent states
14. The factor closely related to the tendency to complain is:
a. experience with the product
b. resources available for complaining
c. importance of product
d. the person's personality
e. all are closely related to tendency to complain
e. all are closely related to tendency to complain
15. While the atmospherics of a retail store can influence behavior directly, they can also influence__ prior to influencing behavior.
a. emotional responses
b. beliefs
c. the task definition
d. personality
e. social surrondings
a. emotional responses
16. The consistency with which an individual reveals a particular social class across a number of dimensions is called:
a. status consistency
b. status crystallization
c. status hardening
d. social class mobility
e. none of the above
b. status crystallization
17. The tendency of groups to cause people to shift their decisions either in a more cautious or a more risky direction is called the:
a. risky shift phenomenon
b. cautious shift phenomenon
c. individual shift phenomenon
d. individual polarization phenomenon
e. group polarization phenomenon
e. group polarization phenomenon
18._______ are things that stand for or express something else.
a. product
b. symbols
c. utilities
d. self-concepts
e. reference groups
b. symbols
19. Among the various environmental influencers, the one that is most closely connected to the individual influencers is:
a. situational influencers
b. group influencers
c. subculture
d. culture
e. environmental influencers
a. situational influencers
20. In which type of innovation does one find the greatest amount of behavior change among consumers?
a. continuous
b.dynamic continuous
c.discontinuous
d. invention
e. none are correct
c. discontinuous
21. The research done on the effects of music on shoppers indicates that customers are:
a. aware of music's effects
b. not aware of music's effects
c. influenced through decision-making processes
d. influenced via problem recognition
e. influenced by low involvement processes
b. not aware of music's effects
27.___ help to explain the origins of existence and provide value.
a. Customs
b. Norms
c.Values
d. Myths
e. Attitudes
d. Myths
21. The argument that "Muzak" lowers the number of mistakes by workers is an example of the effect of:
a. physical surrondings
b. social surroundings
c. time
d. antecedent states
e. task definition
a. physical surroundings
24. After you finish this course, you might sell your textbook. This is an example of:
a. economic recovery
b. product acquisition
c. complaint behavior
d. product disposition
e. product usage
d. product disposition
25. What type of consumption performance would likely occur if Alison were buying a home?
a. contracted performance
b. enacted performance
c. scripted performance
d. dramatistic performance
d. dramatistic performance
26. The largest of the social classes is the :
a. upper-middle class
b. bulging class
c. working class
d. upper-lower class
e. lower-lower class
c. working class
27. Recent research has found that____ independent of expectation influenced satisfaction.
a. attributions
b. feelings of equity
c. reactance
d.actual performance
e. complaint behavior
d. actual performance
28. What is the fastest growing subculture in the U.S. in percentage terms?
a. Asians
b. Hispanics
c. Blacks
d. Southwestern U.S.
e. none of the above
a. Asians
29. Which minority group is the largest in the U.S.A. or will be by 2010?
a. Asians
b. Africans Americans
c. Hispanics
d. Native Americans
c. Hispanics
30. the individuals defined as those who have information about many kinds of products, places to shop, and other facets of markets and who initiate discussions with consumers and respond to requests from consumers for market information are called:
a. mavens
b. surrogate consumers
c. opinion leaders
d. product innovators
e. all are false
a. mavens
31. What is used as a metaphor fur understanding the consumption of performance?
a. sports
b.school
c. car racing ( i.e. Nascar)
d. church
e. theater
e. theater
32. The type of time that people divide into a past, present, and future and that people speak of as " killing time," " wasting time," and " using time" is called:
a. linear separable
b. circular traditional
c. procedural traditional
d. Indian time
e. Hispanic time
a. linear separable
33. Which of the following statements about culture is false?
a. Culture is learned
b. Culture is transmitted symbolically
c. Culture provides norms
d. Culture provides values
e. All are true
e. All are true
34. The reasons and purposes for why consumers purchase a product is the definition of which of the following consumer situations?
a. physical surroundings
b. social surroundings
c. task definition
d. time
e.antecedent states
c. task definition
35. Based on____ theory, if a consumer can explain a service failure as a "fluke" something that the company could not control, the consumer will experience less dissatisfaction with the company than if the failure was perceived as the company's fault.
a. equity
b. multi-attribute
c. two-factor reactance
d. attribution
e. product disposition
d. attribution
36. Individuals who acts as agents retained by consumers to guide, direct, and/or transact marketplace activities are called:
a.mavens
b. surrogate consumers
c. opinion leaders
d. product innovators
e. none of the above
b. surrogate consumers
37. Problems in the behavioral measures of brand loyalty clarify why it is important to distinguish brand loyalty and:
a.repeat purchase behavior
b. dissonance
c. reactance
d. complaint behavior
e. equity theory
a. repeat purchase behavior
38. the emotional/ psychological attachment to a brand within a product class has been defined as brand:
a. loyalty
b. desire
c. equity
d. commitment
e. value
d. commitment
39. Religious holidays, leavings and comings and birth-related days are all examples of:
a. antecedent states
b. time-based situations
c. gift giving occasions
d. physical surroundings
e. social surroundings
c. gift giving occasions
40. Which of the following statements about antecedent states is true?
a. Personality is an antecedent state
b. A product is an antecedent state
c. Culture is an antecedent state
d. An antecedent is not a type of situation according to Professor Mowen
e. all are false
d. An antecedent is not a type of situation according to Professor Mowen
41. _____ takes as a unit of analysis the neighborhood and obtains demographic information on consumers within such neighborhoods
a. Geodemographics
b. Regionalgraphics
c.Clustergraphics
d. Cluster Analysis
e. None of the above
a. Geodemographics
42. Which of the following factors is an inaccurate characterization of a consumer situation?
a. Situations include the product's features
b. Situations involve the time that an activity occurs
c. Situations include a description of the place in which a consumer activity occurs
d. Situations include the social context within which a behavior occurs
e. All are accurate characterizations of consumer situation.
a. Situations include the product's features
43. The cowboys used in Marlboro cigarette advertisements for many years exemplify which of teh following American cultural values?
a. youthfulness
b. materialism
c. efficiency
d. progress
e. individualism
e. individualism
44. Individuals with a high income within a particular social class are called:
a. lucky
b. overprivileged
c. high achievers
d. status seekers
e. overendowed
b. overprivileged
45. Which of the following is not a major component of postacquisition processes?
a. product usage
b. problem recognition
c. satisfaction/dissatisfaction
d. complaint behavior
e. product disposition
b. problem recognition
46. Which of the following characteristics of a group will not tend to increase conformity pressures?
a. cohesiveness
b. size
c. expertise
d. salience of product to group
e. all tend to increase conformity pressures
e. all tend to increase conformity pressures
47. Which of the following is not a major age trend?
a. Generation Z
b. Baby boomers
c. Generation X
d. Generation Y
e. all are major age trends
a. Generation Z
48. Which of the following is not a demographic variable?
a. nationality
b. age
c. religion
d. education
e. all are demographic variables
e. all are demographic variables
49. " A set of socially acquired behavior patterns transmitted symbolically through language and other means to the members of a particular society" is the definition of:
a. culture
b. subculture
c. group
d. norms
e. values
a. culture
50. According to equity theory, the information, effort, money, or time exerted to make an exchange possible are examples of:
a. attributes
b. attitudes
c. emotions
d. outcomes
e. inputs
e. inputs
1. The process through which people evaluate the "correctness" of their opinions and the extent of their abilities is called:
a. social comparison
b. group comparison
c. opinion analysis
d. role analysis
e. social identification
e. social identification
2. Which type of interaction is present when a highly dogmatic individual buys an innovative gift for someone else but a traditional gift for himself? In contrast, a person low in dogmatism buys an innovative gift for himself or herself but a traditional gift for someone else?
a. situation by person
b. person by product
c. product by situation
d. person by situation by product
e. situation by situation
b. person by product
4. " The relatively permanent and homogeneous strata within a society that differ in their status, wealth, education, and values" is the definition of a :
a. group
b. stage of the family life cycles
c. subculture
d. social class
e. culture
d. social class
5. A group in which a person is a member and with which that person interacts on a face-to-face basis is a _____ group.
a. reference
b. membership
c. primary
d.formal
e. informal
c. primary
6. Which of the following would not be an example of a type of consumer situation?
a. physical surroundings
b. culture
c. social surroundings
d. task definition
e. time
b. culture
7. A product that has been recently introduced and is perceived by consumers to be new in relation to existing products or services is called:
a. early adopter
b. diffuser
c. innovation
d. star
e. cash cow
c. innovation
8. which theory proposes that trends, particularly fashion, begin with the wealthy?
a. Balance
b. Prospect
c. trickle down
d. diffusion
c. trickle down
9. A group whose values, norms, attitudes, or beliefs are used as a guide for behavior by an individual. is the definition of
a. reference group
b. formal group
c. primary group
d. dissociative group
e. none of the above
a. reference group
10. The study of the trash of consumers by anthropologists is called:
a. garbology
b. reification
c. deification
d. crystallization
a. harbology
12. The costs that deter a consumer from changing brands are called:
a. inhibition costs
b. delay costs
c. switching costs
d. hidden costs
e. gratuity costs
c. switching costs
13. Which of the following is a potential consequence of women focusing on their careers early in a marriage?
a. Increase in the divorce rate
b. decrease in the divorce rate
c. increased death rate
d. increase in the number of children
e. decrease in the number of children
e. decrease in the number of children
15. Which of the following statements about the consumption habits of the elderly is true? The elderly:
a. shop less frequently
b. shop more often at night
c. watch less television
d. listen to more radio
e. none of the above
d. listen to more radio
18. A ______ consists of the specific behavior expected of a person in a position
a. norm
b. role
c. reference group
d. duty
e. value
b. role
22. the phase of the postacquisition process that includes investigating the formation of brand expectation is:
a. satisifaction/ dissatisifaction
b. consumer complaining
c. product usage
d. product disposition
e. none of the above
a. satisifaction/ dissatisifaction
27. In which of the following countries is it especially important to take extra time to form business relationships?
a. England
b. Japan
c. Russia
d. Germany
e. Canada
b. Japan
28. Which of the following statements about opinion leadership is correct?
a. Opinion leadership tends to occur across product classes
b. Opinion leaders are essentially the same people as innovators
c. Opinion leaders have lower self-confidence than followers
d. Opinion leaders tend to be involved in the product category
e. All are correct
d. Opinion leaders tend to be involved in the product category
29. According to equity theory, the benefits and liabilities receieved from an exchange are:
a.attributes
b. attitudes
c. emotions
d. outcomes
e. inputs
d. outcomes
31. The primary target city for reaching the most hispanics is:
a. New York City
b. Miami
c. San Antonio
d. Phoenix
e. Los Angeles
e. Los Angeles
35. " Standardized sequences of actions that are periodically repeated" is the definition of a cultural:
a. symbol
b. value
c. ritual
d. sequence
e. entourage
c. ritual
36. the task of dressing up in costumes and going house-to-houes and chanting " trick-or-treat" is an example of a :
a. social class phenomenon
b. cultural ritual
c. cultural symbol
d. cultural value
e.none of the above
b. cultural ritual
37. The influence that groups have on individuals resulting from the person attempting to express attitudes consistent with those of the group is called:
a. normative influence
b. informational influence
c. value expressive influence
d. role influence
e. none of the above
c. value expressive influence
2. In vicarious learning:
a. individuals observe the actions of others, and model, or imitate the actions
b. behavior is influenced by the consequences of the behavior
c. behavior is influenced by a stimulus that occurs prior to the behavior and is reflex-like
d. an experience with the environment leads to a relatively permanent change in behavior
a. individuals observe the actions of others and model, or imitate, the actions.
13. The field that has been developed to investigate how people obtain meaning from signs is called:
a. symbology
b. signology
c. signotics
d. semiotics
e. None of the above is correct
d. semiotics