BUSI 330 quiz 2 Liberty University complete answers

BUSI 330 quiz 2 Liberty University complete answers

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Question 1 A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people are referred to as __________.

Question 2 Based on the stages of the family life cycle, which of the following groups most likely has the largest amount of discretionary income?

Question 3 The Ford Escape Hybrid SUV was the first SUV on the market to be powered by both electricity and gasoline. Ford has targeted not only people who are excited about technology but also those who want to contribute to cleaner air. Ford set a goal to attract 20,000 buyers a year for this SUV. Ford is trying to change consumer attitudes by

Question 4 Figure 4­4 In Figure 4­4 above, B represents the __________ influences that can affect the consumer purchase decision process.

Question 5 When strolling through the grocery store, a toddler tells her mother, "Yuck, I don't like peas." Her mother puts down the peas and chooses green beans instead. The role of the little girl in this purchase was that of __________.

Question 6 Another name for the analysis of consumer lifestyles is __________.

Question 7 A person's ability to perceive differences in stimuli is referred to as

Question 8 An attitude refers to

Question 9 An example of a marketer­dominated source of information consulted during an external search would include

Question 10 Figure 4­1 According to Figure 4­1 above, the point at which you would exchange money for your sandwich of corned beef on rye would be found in stage __________.

Question 11 Many companies have broadened their buying objectives to include an emphasis on

Question 12 Because more and more companies are concerned with the depletion of natural resources, supply partnerships often include provisions for

Question 13 Which of the following types of firms comprises an industrial market?

Question 14 Online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services are referred to as

Question 15 The system that provides common industry definitions for Canada, Mexico, and the United States, which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA), is referred to as the

Question 16 JCPMedia

Question 17 Firms selling consumer products or services often try to reach thousands or millions of individuals or households. Firms selling to organizations

Question 18 A __________ exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate customer.

Question 19 When prospective buyers observe the bids of others and decide whether or not to increase the bid price, it is called a(n)

Question 20 Most large multistore chain resellers use __________ that are highly formalized and known as buying committees to arrive at buying decisions.

Question 21 A firm's profit potential and control over marketing activities increases as it moves from exporting to direct investment as a global market­entry strategy. But so does the firm's

Question 22 The economic argument for protectionism is that it

Question 23 U.S. appliance manufacturers find that different customs about shopping must be used to determine product design. For instance, people in Northern Europe shop only once a week, so they need bigger refrigerators than Southern Europeans, who shop daily. Furthermore, Northern Europeans insist that freezers should be on the top just as firmly as Southern Europeans insist that freezers should be on the bottom. Consumers in other regions use their appliances differently and have other different product demands. Given this information, you should conclude U.S. appliance manufacturers would be more likely successful if they used a(n) __________ marketing strategy.

Question 24 Mars, America's second­largest candy company, began doing business in Russia in the late 1980s. The Snickers bar is one of the top selling candies in Russia and is marketed in much the same way as it is in the United States. Mars is most likely a(n) __________ firm.

Question 25 In terms of the global marketplace, there are three primary types of companies: international firms, __________ firms, and transnational firms.

Question 26 The European Union is an economic and political union of __________ member countries located primarily in Europe that have eliminated most barriers to the free flow of goods, services, capital, and labor across their borders.

Question 27 If you wanted to set up a business importing amber jewelry from Latvia to the United States, you would have to plan on paying the U.S. Customs Service roughly 20 percent of the value of the product as a(n) __________.

Question 28 Disney employed a(n) __________ marketing strategy for its Disneyland Paris, particularly when it came to the eateries in the park. These restaurants featured recipes that were revised for local tastes, alcoholic beverages (not permitted in previous parks), and increased outdoor seating.

Question 29 A firm's profit potential and control over marketing activities __________ as it moves from exporting to direct investment as a global market­entry strategy.

Question 30 3M Company executives were perplexed when the company's Scotch­Brite floor­cleaning product initially produced lukewarm sales in the Philippines. A Filipino employee explained that consumers generally clean floors by pushing coconut shells around with their feet. 3M changed the shape of the pad to a foot and sales soared. 3M changed its product in response to a Filipino __________.

 

1.
Women make what percentage of new-car buying decisions? 
 



A. 
15 percent
 

B. 
30 percent
 

C. 
45 percent
 

D. 
60 percent
 

E. 
80 percent
 
 

2.
Women influence what percentage of new car-buying decisions? 
 



A. 
15 percent
 

B. 
20 percent
 

C. 
40 percent
 

D. 
60 percent
 

E. 
80 percent
 
 

3.
Enlightened carmakers have hired women designers, engineers, and marketing executives to better understand the way women decide to buy new cars. They learned that 
 



A. 
meeting the expectations of men during the new-car purchasing process was more difficult than meeting those of women.
 

B. 
men make the majority of new-car purchasing decisions.
 

C. 
women and men think differently about the new-car buying experience.
 

D. 
women care more about quality than men.
 

E. 
men care more about price than women.
 
 

4.
Which of the following statements about how women buy new cars today is most accurate? 
 



A. 
Women have definite likes or dislikes when buying a new car, but they don't feel comfortable expressing their opinions.
 

B. 
Most women actually enjoy the price negotiation process.
 

C. 
The issue of "speed" is an important factor to men but not really important to women.
 

D. 
Women are more likely to make their new car purchase selection as a result of information provided by a friend or a relative than from promotional information.
 

E. 
Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage.
 
 

5.
Which of the following statements about how women buy cars today is most accurate? 
 



A. 
For women, safety is about features that would help survive an accident.
 

B. 
Women have definite likes or dislikes when buying a car, but they don't feel comfortable expressing their opinions.
 

C. 
When it comes to the actual purchase process, women are more adept negotiators than men.
 

D. 
Women care more about exterior styles and lines and men are more concerned with cargo space and gas mileage.
 

E. 
Women usually shop one dealership before making a decision and men usually shop three.
 
 

6.
Many automobile dealerships employ a non-negotiable or no-haggle price strategy to sell their cars. A customer who wants to buy a new or used car would pay the posted price. These dealers probably adopted this pricing policy because 
 



A. 
the industry was discussing the abandonment of self-regulation practices.
 

B. 
women have an intense dislike of price negotiation, yet still want to buy a car.
 

C. 
many recent immigrants into the United States are not accustomed to negotiation.
 

D. 
women distrust men in general and car salesmen in particular.
 

E. 
a sluggish economy guarantees that negotiations would produce negative profit per vehicle.
 
 

7.
The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions, are referred to as 
 



A. 
purchase intentions.
 

B. 
market research.
 

C. 
consumer behavior.
 

D. 
consumer conduct.
 

E. 
purchase protocols.
 
 

8.
Consumer behavior refers to 
 



A. 
the aspects of a consumer's decision-making processes that cannot be measured.
 

B. 
the actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions.
 

C. 
the five stages a buyer passes through in making choices about which product and service to investigate, purchase, and consume.
 

D. 
the mental and social processes related to purchasing that are innate in a person from birth.
 

E. 
those purchasing behaviors that result from (1) repeated experience and (2) reasoning.
 
 

9.
Consumer behavior includes the actions a person takes in purchasing services and using products and services, including 
 



A. 
the physical effort spent on these actions.
 

B. 
the financial limitations one must overcome to accomplish these actions.
 

C. 
the mental and social processes that come before and after these actions.
 

D. 
the emotional processes that occur during these actions.
 

E. 
the cognitive and attitudinal processes that must be learned to complete these actions.
 
 

10.
The five stages a buyer passes through in making choices about which products and services to buy is called the __________. 
 



A. 
information decision process
 

B. 
purchase decision process
 

C. 
alternative evaluation process
 

D. 
postpurchase behavior process
 

E. 
problem recognition process
 
 

11.
The initial stage in the consumer purchase decision process involves perceiving a difference between a person's ideal and actual situations big enough to trigger a decision. What is this stage called? 
 



A. 
postpurchase behavior
 

B. 
alternative evaluation
 

C. 
purchase decision
 

D. 
problem recognition
 

E. 
information search
 
 

12.
There are five stages in the consumer purchase decision process. The first stage is __________. 
 



A. 
information search
 

B. 
purchase decision
 

C. 
alternative evaluation
 

D. 
opportunity identification
 

E. 
problem recognition
 
 

13.
The second stage in the consumer purchase decision process involves searching for information, which may include an internal search and/or an external search. What is this stage called? 
 



A. 
postpurchase behavior
 

B. 
alternative evaluation
 

C. 
purchase decision
 

D. 
problem recognition
 

E. 
information search
 
 

14.
There are five stages in the consumer purchase decision process. The second stage is __________. 
 



A. 
information search
 

B. 
purchase decision
 

C. 
alternative evaluation
 

D. 
opportunity identification
 

E. 
problem recognition
 
 

15.
The third stage in the consumer purchase decision process involves evaluating brands in the consideration set based on the evaluative criteria (both objective and subjective) identified during the information search step for the ultimate decision. What is this stage called? 
 



A. 
postpurchase behavior
 

B. 
alternative evaluation
 

C. 
purchase decision
 

D. 
problem recognition
 

E. 
information search
 
 

16.
There are five stages in the consumer purchase decision process. The third stage is __________. 
 



A. 
information search
 

B. 
purchase decision
 

C. 
alternative evaluation
 

D. 
opportunity testing
 

E. 
problem recognition
 
 

17.
The fourth stage in the consumer purchase decision process involves deciding from whom to by and when to buy so that the purchase decision can be made. What is this stage called? 
 



A. 
postpurchase behavior
 

B. 
alternative evaluation
 

C. 
purchase decision
 

D. 
problem recognition
 

E. 
information search
 
 

18.
There are five stages in the consumer purchase decision process. The fourth stage is __________. 
 



A. 
information search
 

B. 
purchase decision
 

C. 
alternative evaluation
 

D. 
option testing
 

E. 
problem recognition
 
 

19.
The fifth stage in the consumer purchase decision process involves comparing the product or service purchased by buyers with their expectations to determine whether they are either satisfied or dissatisfied. What is this stage called? 
 



A. 
postpurchase behavior
 

B. 
alternative evaluation
 

C. 
purchase decision
 

D. 
problem recognition
 

E. 
information search
 
 

20.
There are five stages in the consumer purchase decision process. The fifth stage is __________. 
 



A. 
information search
 

B. 
purchase decision
 

C. 
alternative evaluation
 

D. 
postpurchase behavior
 

E. 
problem recognition
 
 

 
   

Figure 4-1
 

21.
In Figure 4-1 above, A represents which stage of the consumer purchase decision process? 
 



A. 
purchase decision
 

B. 
information search
 

C. 
problem recognition
 

D. 
alternative evaluation
 

E. 
option identification
 
 

22.
In Figure 4-1 above, B represents which stage of the consumer purchase decision process? 
 



A. 
purchase decision
 

B. 
information search
 

C. 
problem recognition
 

D. 
alternative evaluation
 

E. 
financial consideration
 
 

23.
In Figure 4-1 above, C represents which stage of the consumer purchase decision process? 
 



A. 
purchase decision
 

B. 
information search
 

C. 
problem recognition
 

D. 
alternative evaluation
 

E. 
financial consideration
 
 

24.
In Figure 4-1 above, D represents which stage of the consumer purchase decision process? 
 



A. 
purchase decision
 

B. 
information search
 

C. 
financial transaction
 

D. 
alternative evaluation
 

E. 
postpurchase behavior
 
 

25.
In Figure 4-1 above, E represents which stage of the consumer purchase decision process? 
 



A. 
purchase decision
 

B. 
information search
 

C. 
financial transaction
 

D. 
alternative evaluation
 

E. 
postpurchase behavior
 
 

26.
According to Figure 4-1 above, the point at which you would exchange money for your sandwich of corned beef on rye would be found in stage __________. 
 



A. 
A
 

B. 
B
 

C. 
C
 

D. 
D
 

E. 
E
 
 

27.
Perceiving a difference between a person's ideal and actual situations that is big enough to trigger a decision is called 
 



A. 
problem recognition.
 

B. 
alternative evaluation.
 

C. 
cognitive dissonance.
 

D. 
routine response behavior.
 

E. 
postpurchase behavior.
 
 

28.
During the consumer purchase decision process, an individual at the __________ stage will perceive differences between his or her ideal and actual situations big enough to trigger a decision. 
 



A. 
problem recognition
 

B. 
alternative evaluation
 

C. 
cognitive dissonance
 

D. 
information search
 

E. 
postpurchase behavior
 
 

29.
When Aurelia looked in her closet and said, "I don't have anything to wear to the party this weekend," she seems to be in which stage of the consumer purchase decision process? 
 



A. 
purchase decision
 

B. 
alternative evaluation
 

C. 
information search
 

D. 
problem recognition
 

E. 
postpurchase behavior
 
 

30.
When the marketing student said, "It's really hard for me to get to class on time without a car," she was entering which stage of the consumer purchase decision process? 
 



A. 
purchase decision
 

B. 
alternative evaluation
 

C. 
information search
 

D. 
problem recognition
 

E. 
postpurchase behavior
 
 

31.
Jamie goes shopping with a friend and notices her friend's durable ripstop nylon wallet. She thinks of her own worn wallet and realizes she needs a new one. In which stage of the consumer purchase decision process was Kristi when she had this realization? 
 



A. 
information search
 

B. 
problem recognition
 

C. 
purchase behavior
 

D. 
alternative evaluation
 

E. 
pre-purchase cognition
 
 

32.
Glow Pets, from the makers of Pillow Pets, are a light-up pillow product designed for young children. The pillows are colorful animals that produce a soft light for 20 minutes at a time and were produced for children with a fear of the dark. As a result, the company aired some ads on various TV programs showing children being comforted and sleeping restfully with a Glow Pet, making parents and kids alike desire such a situation. The content of the advertising's message most likely focuses on which stage of the consumer purchase decision process? 
 



A. 
problem recognition
 

B. 
information search
 

C. 
alternative evaluation
 

D. 
purchase decision
 

E. 
postpurchase behavior
 
 

33.
Amanda plans to go for a run after her classes are over. As she is lacing up her running shoes, she notices that one of the shoe's seams is unraveling and she thinks it is about time for a new pair. In which stage of the consumer purchase decision process is Amanda at that moment? 
 



A. 
information search
 

B. 
problem recognition
 

C. 
purchase behavior
 

D. 
alternative evaluation
 

E. 
prepurchase cognition
 
 

34.
In marketing, advertisements or salespeople can activate a consumer's purchase decision process by 
 



A. 
creating a sense of fear or guilt.
 

B. 
manipulating a customer's want into a need.
 

C. 
promising product attributes that exceed the actual product potential.
 

D. 
showing the shortcomings of competing (or currently owned) products.
 

E. 
shifting the consumer's focus from internal search to external search.
 
 

35.
Scanning your memory for previous experiences with products or brands occurs during which stage of the consumer purchase decision process? 
 



A. 
information search
 

B. 
purchase decision
 

C. 
alternative evaluation
 

D. 
postpurchase behavior
 

E. 
problem recognition
 
 

36.
Which stage in the consumer purchase decision process suggests criteria to use for the purchase, yields brand names that might meet the criteria, and develops consumer value perceptions? 
 



A. 
problem recognition
 

B. 
information search
 

C. 
alternative evaluation
 

D. 
purchase decision
 

E. 
postpurchase evaluation
 
 

37.
"Which brand of smartphone does my roommate own?" would be a question asked during the __________ stage in the consumer purchase decision process. 
 



A. 
problem recognition
 

B. 
alternative evaluation
 

C. 
information search
 

D. 
purchase decision
 

E. 
comparison
 
 

38.
In which stage in the consumer purchase decision process would a consumer ask, "How much can I afford to spend on a new 42" LED HDTV?" 
 



A. 
problem recognition
 

B. 
alternative evaluation
 

C. 
purchase decision
 

D. 
evaluation
 

E. 
information search
 
 

39.
You have determined you want to buy an advanced hybrid vehicle, and a visit to Ford's website has revealed that the Ford Fusion Hybrid SE uses hybrid fuel technology with the latest in lithium-ion battery technology. You are currently in which stage of the consumer purchase decision process for this type of automobile? 
 



A. 
problem recognition
 

B. 
needs analysis
 

C. 
purchase decision
 

D. 
information search
 

E. 
postpurchase evaluation
 
 

40.
Scanning your memory for previous experiences with products or brands is called 
 



A. 
problem recognition.
 

B. 
alternative evaluation.
 

C. 
cognitive dissonance.
 

D. 
internal search.
 

E. 
external search.
 
 

41.
A(n) __________ in the consumer purchase decision process occurs when consumers scan their memories for previous experiences with products or brands. 
 



A. 
problem recognition
 

B. 
internal search
 

C. 
external search
 

D. 
purchase task
 

E. 
antecedent state
 
 

42.
When an elementary school teacher was returning to school in the fall, she wanted to buy markers and craft paper. She remembered the discount website she visited last year for her purchases, so she'll start there to see if the website still carries the items previously purchased. What term best describes the information search method used by the teacher? 
 



A. 
personal external source
 

B. 
public external source
 

C. 
market-dominated external source
 

D. 
internal search
 

E. 
market-dominated internal source
 
 

43.
Casey's girlfriend will celebrate her birthday next week, so he needs to buy her a gift. He remembers the brand of watch that she wears and considers if she would like a new one by the same maker. This is an example of what part of the consumer purchase decision process? 
 



A. 
recollection search
 

B. 
external search
 

C. 
evaluative criteria
 

D. 
antecedent states
 

E. 
internal search
 
 

44.
Bob's best friend Mike turns 25 next week. Bob decided to purchase Mike a tablet device/e-book reader as a present. Because Bob has purchased three personal computers and other consumer electronic devices over the past five years, he scanned his memory for various brand options. This is an example of what part of the consumer purchase decision process? 
 



A. 
recollection search
 

B. 
external search
 

C. 
evaluative criteria
 

D. 
antecedent states
 

E. 
internal search
 
 

45.
A mother of two toddlers would primarily use an internal search of her prior experiences with products and brands when purchasing 
 



A. 
a gift for her babysitter.
 

B. 
an iPhone.
 

C. 
disposable diapers.
 

D. 
a swing set.
 

E. 
a weekend getaway.
 
 

46.
Julie is an avid mystery reader and her babysitter Tina has been borrowing some of her books over the summer. When Tina's birthday approaches, Julie wants to buy her a good mystery. When Julie was trying to recall her favorite mystery authors, she was engaged in 
 



A. 
problem recognition.
 

B. 
an internal search.
 

C. 
an external search.
 

D. 
a purchase task.
 

E. 
the precognition of an antecedent state.
 
 

47.
A(n) __________ for information is needed when past experience or knowledge is insufficient, the risk of making a wrong purchase decision is high, and the cost of gathering information is low. 
 



A. 
external search
 

B. 
cognitive search
 

C. 
alternative search
 

D. 
internal search
 

E. 
postpurchase search
 
 

48.
An external search for product information is likely to occur when 
 



A. 
the cost of gathering information is low.
 

B. 
review of past experience provides adequate information.
 

C. 
the risk of making a wrong purchase decision is low.
 

D. 
the item is frequently purchased.
 

E. 
the item is for personal use rather than for professional use.
 
 

49.
When past experience is insufficient, the risk of making a wrong decision is high, and the cost of gathering information is low, a consumer is more likely to use an __________ for information. 
 



A. 
internal search
 

B. 
informal search
 

C. 
expert directed search
 

D. 
external search
 

E. 
experiential search
 
 

50.
Emily wants to purchase a tablet device. She is unsure about what hardware and apps she will need. As a result, she has begun asking for advice from her friends and relatives. In addition, she has talked to several salespeople at Apple and Best Buy and has looked at some websites, such as HP and Dell. Emily is engaging in 
 



A. 
problem recognition.
 

B. 
an internal search.
 

C. 
an external search.
 

D. 
a purchase task.
 

E. 
the creation of an antecedent state.
 
 

51.
Nico wants to buy a new digital camera for his semester studying abroad but he knows very little about cameras himself, having never owned one. As a result, he has begun asking for advice from friends and relatives. In addition, he has talked to a salesperson at a Wolf camera shop and Best Buy and has looked at some websites. Nico is engaging in 
 



A. 
problem recognition.
 

B. 
an internal search.
 

C. 
the purchase decision.
 

D. 
an external search.
 

E. 
the creation of an antecedent state.
 
 

52.
Relatives and friends whom the consumer trusts are known as __________ sources of external information. 
 



A. 
relational
 

B. 
marketer-dominated
 

C. 
personal
 

D. 
stakeholder
 

E. 
public
 
 

53.
When conducting an information search, various product-rating organizations, such as government agencies and TV consumer programs, are known as 
 



A. 
relational sources.
 

B. 
marketer-dominated sources.
 

C. 
personal sources.
 

D. 
public sources.
 

E. 
stakeholder sources.
 
 

54.
An example of a public source of information consulted during an external search would include 
 



A. 
advertising.
 

B. 
relatives.
 

C. 
salespeople.
 

D. 
friends.
 

E. 
product-rating organizations.
 
 

55.
An example of a public source of information consulted during an external search would include 
 



A. 
People magazine advertising.
 

B. 
Consumer Reports magazine.
 

C. 
a sales person at the Apple Store.
 

D. 
your brother-in-law.
 

E. 
a point of purchase display at Target.
 
 

56.
There are various nonprofit publications dedicated to assisting in consumer education and decision-making. Examples of these public sources of information for an external information search include Consumer Reports, __________, and TV consumer programs. 
 



A. 
advertisements
 

B. 
sales personnel
 

C. 
friends and relatives
 

D. 
government agencies
 

E. 
point of purchase displays
 
 

57.
Sources of external information that originate with the sellers of products and services and include advertising, company websites, salespeople, and point-of-purchase displays in stores are referred to as 
 



A. 
relational sources.
 

B. 
public sources.
 

C. 
personal sources.
 

D. 
stakeholder sources.
 

E. 
marketer-dominated sources.
 
 

58.
An example of a marketer-dominated source of information consulted during an external search would include 
 



A. 
previous ownership of a product.
 

B. 
a Better Business Bureau rating.
 

C. 
a product display in a retail store.
 

D. 
a consumer program on talk radio.
 

E. 
your mother.
 
 

59.
An example of a marketer-dominated source of information consulted during an external search would include 
 



A. 
personal experience.
 

B. 
salespeople.
 

C. 
consumer programs on talk radio stations.
 

D. 
friends and relatives.
 

E. 
Consumer Reports magazine.
 
 

60.
An example of a marketer-dominated source of information consulted during an external search would include 
 



A. 
advertising.
 

B. 
personal experience.
 

C. 
Consumer Reports magazine.
 

D. 
consumer programs on talk radio stations.
 

E. 
friends and relatives.
 
 

61.
Which of the following is NOT an example of a marketer-dominated source of information consulted during an external search? 
 



A. 
advertising
 

B. 
point-of-purchase displays
 

C. 
Consumer Reports magazine
 

D. 
company salespeople
 

E. 
company websites
 
 

62.
The alternative evaluation stage clarifies the problem for the consumer by __________, yielding brand names that might meet the criteria, and developing the consumer value perception that each alternative presents. 
 



A. 
evaluating particular products
 

B. 
selecting the type of purchase outlet
 

C. 
suggesting criteria to use for the purchase
 

D. 
minimizing cognitive dissonance
 

E. 
establishing a purchase timeline
 
 

63.
The alternative evaluation stage clarifies the problem for the consumer by suggesting criteria to use for the purchase, __________, and developing consumer value perceptions. 
 



A. 
evaluating particular products
 

B. 
selecting the type of purchase outlet
 

C. 
establishing a purchase timeline
 

D. 
minimizing cognitive dissonance
 

E. 
yielding brand names that might meet the criteria
 
 

64.
The alternative evaluation stage clarifies the problem for the consumer by suggesting criteria to use for the purchase, yielding brand names that might meet the criteria, and __________. 
 



A. 
developing consumer value perceptions
 

B. 
evaluating particular products
 

C. 
selecting the type of retail outlet
 

D. 
establishing a purchase timeline
 

E. 
creating a hierarchy of needs
 
 

65.
Sanaa recently made partner at her law firm, and she is rewarding herself with the purchase of the new car. She told a coworker, "The Volvo has nine airbags but the Cadillac drives so smoothly." Sanaa is currently in which stage of the purchase decision process? 
 



A. 
problem recognition
 

B. 
information search
 

C. 
alternative evaluation
 

D. 
purchase decision
 

E. 
postpurchase evaluation
 
 

66.
The objective and subjective attributes of a brand that consumers use to compare different products and brands are referred to as 
 



A. 
temporal states.
 

B. 
antecedent states.
 

C. 
information sources.
 

D. 
evaluative criteria.
 

E. 
the consideration set.
 
 

67.
Evaluative criteria refer to 
 



A. 
the objective and subjective attributes of a brand consumers use to compare different products and brands.
 

B. 
those attributes of a brand that are based exclusively on objective criteria in order to make an unbiased purchase decision.
 

C. 
those attributes of a brand that are based exclusively on subjective criteria in order to avoid postpurchase anxiety.
 

D. 
the attributes of a product that a manufacturer wishes to promote to a specific target market.
 

E. 
a list of required product attributes from which a customer will not waver regardless of additional incentives.
 
 

68.
Which of the following statements concerning evaluative criteria is most accurate? 
 



A. 
If the alternatives in a consideration set do not meet the requirements of the evaluative criteria, the entire decision process is usually discontinued.
 

B. 
Consumers often have several criteria for evaluating a single product.
 

C. 
Evaluative criteria represent objective rather than subjective attributes.
 

D. 
Evaluative criteria represent subjective rather than objective attributes.
 

E. 
Ultimately, the most important evaluative criterion is price.
 
 

69.
When purchasing a tablet device, factors a consumer considers prior to purchase are called __________, which represent both the objective attributes of a brand and the subjective ones used to compare different products and brands. 
 



A. 
points of difference
 

B. 
informational alternatives
 

C. 
buying-decision choices
 

D. 
evaluative criteria
 

E. 
consumer attributes
 
 

70.
The Ford Fusion Hybrid SE uses hybrid fuel technology with the latest in lithium-ion battery technology to deliver more power, convenience, prestige, and fuel economy than non-hybrid cars. These attributes listed for the Ford Fusion Hybrid SE are those that consumers may consider when assessing the car. If they do, these attributes would be considered 
 



A. 
points of difference.
 

B. 
informational alternatives.
 

C. 
evaluative criteria.
 

D. 
competitive advantages.
 

E. 
consumer attributes.
 
 

71.
The group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware, is referred to as 
 



A. 
evaluative set.
 

B. 
evolved set.
 

C. 
consideration set.
 

D. 
alternative selection group.
 

E. 
aspiration group.
 
 

72.
A consideration set refers to 
 



A. 
the group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware.
 

B. 
the group of generic brands that a consumer would reluctantly consider acceptable.
 

C. 
the group of brands of which a consumer is aware.
 

D. 
all possible competitive product substitutes that may satisfy a consumer's needs regardless of the product class.
 

E. 
those product alternatives a consumer has considered, including those deemed unacceptable.
 
 

73.
BMW StreetCarver was a $495 skateboard that featured BMW's technology in its wheel suspension, which stabilizes the board's sleek design and allows for greater control around sharp curves. BMW wanted its skateboard to be within the consideration set of potential skateboard buyers. In this case, it most likely focused on 
 



A. 
reducing the postpurchase dissatisfaction that may result from purchasing its product.
 

B. 
making sure its representatives attend sporting events such as ESPN's X-Games to get new product ideas.
 

C. 
making appeals directed towards motivational ego needs.
 

D. 
explaining the stability and control aspects of the StreetCarver in its advertising messages.
 

E. 
creating personality profiles for skateboarders.
 
 

 
   

Figure 4-2
 

74.
Figure 4-2 above shows the recent ratings from independent rating agencies for selected smartphone brands and models. A number of factors are listed, such as price, display, audio quality, and text messaging. These factors are the typical __________ for smartphones. 
 



A. 
consideration sets
 

B. 
evaluative criteria
 

C. 
value propositions
 

D. 
quality considerations
 

E. 
core benefits
 
 

75.
Figure 4-2 above shows the recent ratings from independent rating agencies for selected smartphone brands and models. The columns each show a brand like Apple, Blackberry, HTC, LG, Motorola, and Samsung. These brands are referred to as the __________ when consumers use these smartphone ratings to evaluate the products. 
 



A. 
consideration set
 

B. 
evaluative criteria
 

C. 
points of difference
 

D. 
value propositions
 

E. 
core benefits
 
 

76.
Figure 4-2 above shows the recent ratings from independent rating agencies for selected smartphone brands and models for Verizon customers. Which smartphone seems to have the highest rating (EXCLUDING price considerations)? 
 



A. 
Apple iPhone 6
 

B. 
Blackberry Z 30
 

C. 
HTC One
 

D. 
LG G2
 

E. 
Motorola Droid Razor
 
 

77.
According to Figure 4-2 above, which of the following brands would be the best choice if the consideration set for a smartphone included the following rank-ordered evaluative criteria: (1) display, (2) audio quality, (3) battery, and (4) price? 
 



A. 
Apple iPhone 6
 

B. 
Blackberry Z 30
 

C. 
Samsung Galaxy S 5
 

D. 
LG G2
 

E. 
HTC One
 
 

78.
Once a consumer has completed the alternative evaluation stage of the consumer purchase decision process, two choices remain, which are 
 



A. 
which product to buy and how to pay for it.
 

B. 
whether to buy one or several if a BOGO deal is offered and how to pay for them.
 

C. 
from whom to buy and when to buy.
 

D. 
which product to buy and whether to tell others about the purchase.
 

E. 
whether to buy in person or online and whether to tell others about the purchase.
 
 

79.
All of the following would impact your decision about when to buy an offering EXCEPT: 
 



A. 
the manufacturer is currently offering a $25 rebate.
 

B. 
you don't have the money now and don't get paid until Friday.
 

C. 
the product is on sale.
 

D. 
the store is closing in 10 minutes.
 

E. 
the retailer's return policy is very relaxed.
 
 

80.
Charlie was standing outside of his classroom talking on the phone when a friend heard him say, "Thank you for taking my call so quickly. I'd like to order the 32-gigabyte iPad. I'll pick it up today at the Southdale Apple Store. Can I use the easy pay plan?" Charlie was in which stage of the consumer purchase decision process? 
 



A. 
problem recognition
 

B. 
alternative evaluation
 

C. 
information search
 

D. 
purchase decision
 

E. 
postpurchase evaluation
 
 

81.
At the __________ of the consumer purchase decision process, a consumer compares the product with his or her expectations and is either satisfied or dissatisfied. 
 



A. 
problem recognition stage
 

B. 
information search stage
 

C. 
alternative evaluation stage
 

D. 
purchase decision stage
 

E. 
postpurchase stage
 
 

82.
Sensitivity to consumers' consumption or use experience, whether they are satisfied or dissatisfied, is extremely important in their __________. 
 



A. 
consideration set assessment
 

B. 
prepurchase behavior
 

C. 
evaluative criteria selection
 

D. 
value perceptions
 

E. 
information search
 
 

83.
Firms such as General Electric (GE), Johnson & Johnson, Coca-Cola, and British Airways focus their attention on __________ to maximize customer satisfaction and retention in part by offering training to handle complaints, answer questions, and solve consumer problems. 
 



A. 
value perception
 

B. 
postpurchase behavior
 

C. 
non-competitive pricing
 

D. 
comparison pricing
 

E. 
prepurchase behavior
 
 

84.
Claire has just told her best friend, "I'm so glad I bought the Samsung Galaxy S5 rather than those other smartphones I was considering. Look at this incredible display, and the battery stays charged forever." Which stage of the consumer purchase decision process does Claire's conversation identify? 
 



A. 
problem recognition
 

B. 
information search
 

C. 
alternative evaluation
 

D. 
purchase decision
 

E. 
postpurchase behavior
 
 

85.
Customer satisfaction is an important focus for marketers because 
 



A. 
marketing research is an expensive proposition; the fewer times it needs to be done, the better off the company is.
 

B. 
the financial value of a satisfied, loyal customer over time can be significant.
 

C. 
consumers are unable to assess it by themselves.
 

D. 
attracting new customers is easier than keeping old ones.
 

E. 
a 50 percent increase in customer retention can increase a company's profits by 5 percent.
 
 

86.
Firms like Ford and Frito-Lay have learned which of the following marketing lessons? 
 



A. 
It is a lot easier to find new customers than to retain existing ones.
 

B. 
According to research, it is equally costly to acquire new customers and retain existing ones.
 

C. 
Existing customers do not spend as much as new customers since that former like the old products rather than the new ones new customers like.
 

D. 
The buying experience, customer satisfaction, and retention can increase a firm's profits.
 

E. 
Unless a marketing promotion to retain customer loyalty can increase market share by at least 5 percent, it is not worth the expenditure.
 
 

87.
The feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives is referred to as 
 



A. 
angst.
 

B. 
the temporal state.
 

C. 
the dissociative state.
 

D. 
selective perception.
 

E. 
cognitive dissonance.
 
 

88.
Cognitive dissonance refers to 
 



A. 
feelings of guilt for purchasing a product or service that was not consistent with a consumer's moral or ethical beliefs.
 

B. 
feelings of discomfort associated with purchasing something purely for the sake of prestige.
 

C. 
the feeling of postpurchase psychological tension or anxiety consumers may experience when faced with two or more highly attractive alternatives.
 

D. 
feelings of discontent after a purchase has been made when the product fails to perform up to expectations.
 

E. 
feelings of discontent before a purchase has been made when the customer finds out that he or she paid more for the product than necessary.
 
 

89.
Rackspace U.S. Inc. is a web hosting company. That means that if you want to have a website, you could buy not only Internet space from it but also technical support and design services. When its ad tells you that its users consider Rackspace "the risk-free host because it offers dedicated and helpful support any time day or night," you know that Rackspace is most likely trying to do which of the following? 
 



A. 
identify its core values
 

B. 
reduce new buyers' cognitive dissonance
 

C. 
increase new buyers' cognitive dissonance
 

D. 
produce a consideration set
 

E. 
evoke problem recognition
 
 

90.
You have just purchased a Samsung Galaxy Tab 2 tablet device. As you head home from the store, you brood about whether your choice was right or whether you should have bought an Apple iPad mini after seeing an ad for it on TV. This is most likely an example of 
 



A. 
indecisiveness.
 

B. 
cognitive dissonance.
 

C. 
postpurchase stress.
 

D. 
market anxiety.
 

E. 
extended problem solving.
 
 

91.
How would consumers who purchased a new and innovative Nike LeBron X basketball shoe for $315 try to reduce any cognitive dissonance they feel? 
 



A. 
limit their information search to an internal one
 

B. 
minimize problem solving involvement
 

C. 
read ads for the new basketball shoe even after the purchase has been made
 

D. 
conceal the product purchase from others
 

E. 
If the shoe is comfortable and gives the requisite support, there will be no cognitive dissonance.
 
 

92.
Stephan was excited about his newly purchased laptop. It had all the features he wanted, and was really fast with a great display for his gaming. In addition, the $1,200 price tag was reasonable. The same day he took it out of the box, he saw an online special for a similar computer, on sale for only $1,000. Suddenly he began to doubt his purchase decision, and worried that maybe he hadn't gotten such a good deal. Stephan was most likely experiencing 
 



A. 
limited problem solving.
 

B. 
cognitive dissonance.
 

C. 
selective discord.
 

D. 
product conflict.
 

E. 
product uncertainty.
 
 

93.
The personal, social, and economic significance of the purchase to the consumer, which is known as the level of __________, may cause him or her to skip or minimize one or more stages in the consumer purchase decision process. 
 



A. 
aspiration
 

B. 
cognitive dissonance
 

C. 
motivation
 

D. 
situational influences
 

E. 
involvement
 
 

94.
Involvement refers to 
 



A. 
the external influences that affect a consumer's purchase.
 

B. 
the personal, social, and economic significance of the purchase to the consumer.
 

C. 
the level of difficulty involved in making a purchase.
 

D. 
the total number of people involved in the actual exchange process.
 

E. 
the time, energy, and personal investment that will be required to use a product.
 
 

95.
High-involvement purchases typically have which of the following sets of characteristics? 
 



A. 
The item is inexpensive, widely available, or simple to use.
 

B. 
The item is inexpensive, very safe to use, or purchased with great frequency.
 

C. 
The item is expensive, new to the market, or recommended by influential personal sources.
 

D. 
The item is expensive, can have serious personal consequences, or could reflect on one's social image.
 

E. 
The item is inexpensive, new to the market, or is used for over five years.
 
 

96.
For high-involvement purchases, consumers typically do all of the following EXCEPT: 
 



A. 
spend considerable time evaluating criteria for the consideration set.
 

B. 
participate in word-of-mouth communication.
 

C. 
evaluate a single product attribute, such as price.
 

D. 
consider many brands.
 

E. 
use both internal and external sources in information search.
 
 

97.
NetJets is a company that offers 1/16 or more ownership in a jet plane for a price beginning at $325,000. It gives purchasers privacy, convenience, and flexibility as well as saves them time since the plane is available within four hours unless it's booked by one of the other shareholders. This is most likely an example of 
 



A. 
a medium-involvement purchase that involves limited problem solving.
 

B. 
a high-involvement purchase that involves routine problem solving.
 

C. 
a high-involvement purchase that involves extended problem solving.
 

D. 
a low-involvement purchase that involves limited problem solving.
 

E. 
a low-involvement purchase that involves extended problem solving.
 
 

98.
Which of the following product or service is an example of a low-involvement purchase? 
 



A. 
a Louis Vuitton designer handbag
 

B. 
a Trek bicycle
 

C. 
membership into a local country club
 

D. 
a vacation to Italy
 

E. 
Biolage shampoo
 
 

99.
Lexi wants to find the perfect gift for her older sister's college graduation. She started looking for the gift last month and expects to spend another couple of weeks to find a gift her sister will use and like. Lexi is engaging in 
 



A. 
routine problem solving.
 

B. 
limited problem solving.
 

C. 
extended problem solving.
 

D. 
problem recognition.
 

E. 
integrated problem solving.
 
 

100.
In __________, consumers typically seek only a few information sources about several sellers and their brands, and may identify and evaluate several criteria or attributes for each brand that eventually will comprise the consideration set. 
 



A. 
limited problem solving
 

B. 
extended problem solving
 

C. 
short-term problem solving
 

D. 
routine problem solving
 

E. 
relational problem solving
 
 

101.
Which problem solving variation would likely be used for clothing, sheets, towels, or electric can openers? 
 



A. 
routine response behavior
 

B. 
limited problem solving
 

C. 
extended problem solving
 

D. 
simulated selection
 

E. 
integrated problem solving
 
 

102.
Which problem solving variation would typically be used for blenders, a restaurant for lunch, or professional ball game tickets? 
 



A. 
routine response behavior
 

B. 
extended problem solving
 

C. 
simulated selection
 

D. 
integrated problem solving
 

E. 
limited problem solving
 
 

103.
Elizabeth has decided to purchase a new electric juicer and plans to call several friends for the latest information about alternative brands. She is not concerned about where she buys it as long as she receives a very liberal return policy should anything go wrong. In making her decision, Elizabeth will engage in which of the following problem solving variations? 
 



A. 
limited problem solving
 

B. 
extended problem solving
 

C. 
routine problem solving
 

D. 
alternative problem solving
 

E. 
integrated problem solving
 
 

104.
Danilo has decided to purchase a new video game console, not having owned one before. He calls his gamer friends for recommendations about alternative brands and options. He has few concerns about the purchase but wants a quick rundown of the most important aspects to consider. In making his decision, Danilo seems likely to engage in which of the following problem solving variations? 
 



A. 
limited problem solving
 

B. 
extended problem solving
 

C. 
routine problem solving
 

D. 
alternative problem solving
 

E. 
integrated problem solving
 
 

105.
Consumers spend little time and effort evaluating alternatives in the purchase of table salt and milk. The consumer purchase decision process for such staples involves __________, which is virtually a habit and typifies low-involvement decision-making. 
 



A. 
limited problem solving
 

B. 
extended problem solving
 

C. 
situational problem solving
 

D. 
rational problem solving
 

E. 
routine problem solving
 
 

106.
Which problem solving variation would normally be used to purchase items such as cereal or laundry detergent? 
 



A. 
limited problem solving
 

B. 
extended problem solving
 

C. 
routine problem solving
 

D. 
situational problem solving
 

E. 
integrated problem solving
 
 

107.
Jenn needed to have another set of keys made for her apartment so she went to Home Depot to have it done since she remembered her dad going there. This is an example of 
 



A. 
limited problem solving.
 

B. 
extended problem solving.
 

C. 
situational problem solving.
 

D. 
routine problem solving.
 

E. 
integrated problem solving.
 
 

108.
Between classes, many college students stop at conveniently located vending machines for their favorite candy bars and soft drinks. Their choices are generally made quickly and with little or no effort to consider alternative product offerings. These college students are most likely involved in __________ problem solving purchase situations. 
 



A. 
limited
 

B. 
routine
 

C. 
extensive
 

D. 
intensive
 

E. 
unlimited
 
 

 
   

Figure 4-3
 

109.
In Figure 4-3 above, column A represents which of the following in terms of consumer involvement and product knowledge? 
 



A. 
consideration set
 

B. 
routine problem solving
 

C. 
limited problem solving
 

D. 
extended problem solving
 

E. 
integrated problem solving
 
 

110.
In Figure 4-3 above, column B represents which of the following in terms of consumer involvement and product knowledge? 
 



A. 
consideration set
 

B. 
routine problem solving
 

C. 
limited problem solving
 

D. 
extended problem solving
 

E. 
integrated problem solving
 
 

111.
In Figure 4-3 above, column C represents which of the following in terms of consumer involvement and product knowledge? 
 



A. 
routine problem solving
 

B. 
limited problem solving
 

C. 
extended problem solving
 

D. 
simulated selection
 

E. 
integrated problem solving
 
 

112.
Which of the following is a strategy for a market leader (rather than a market challenger) when marketing a low-involvement product? 
 



A. 
use sales promotion such as free samples, coupons, and rebates to encourage trial of their brand
 

B. 
link their brand attributes with high-involvement issues
 

C. 
use Internet search engines such as Google to assist buyers
 

D. 
use advertising messages that focus on getting the brand into a consumer's consideration set
 

E. 
use repetitive advertising messages that reinforce a consumer's knowledge or assure buyers they made the right choice
 
 

113.
The purchase of bottled water is a low-involvement purchase. How can a market leader like Perrier keep people buying its brand instead of one of the numerous other brands displayed on retailers' shelves? 
 



A. 
avoid Perrier brand stockouts on retailers' shelves
 

B. 
make the purchase decision a high-involvement one
 

C. 
offer coupons for Perrier bottled water
 

D. 
convince retailers to offer only Perrier water
 

E. 
denigrate its competition
 
 

114.
Which of the following is NOT a strategy used by marketers of high-involvement offerings? 
 



A. 
use personal selling to provide consumers with information
 

B. 
use social media to create online experiences for the brand
 

C. 
avoid stockout situations so that buyers don't substitute a competing brand
 

D. 
use Internet search engines such as Google to assist buyers
 

E. 
run ads to provide consumers with information
 
 

115.
Five influences can have an impact on a consumer's purchase decision process, which are purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states. These are referred to as 
 



A. 
marketing mix influences.
 

B. 
situational influences.
 

C. 
psychological influences.
 

D. 
sociocultural influences.
 

E. 
evaluative criteria.
 
 

116.
Situational influences refer to 
 



A. 
the five aspects of the purchase situation that impact the consumer purchase decision process: purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states.
 

B. 
the temporary impediments to a consumer's purchase decision.
 

C. 
psychological concepts that are useful for interpreting buying processes and directing marketing efforts.
 

D. 
the feelings of postpurchase anxiety that can arise from a number of different factors including social surroundings, physical surroundings, psychological effects, and precedent states.
 

E. 
both the objective and subjective attributes a consumer uses to compare different products and brands.
 
 

117.
All of the following are five situational influences can have an impact on a consumer's purchase decision process EXCEPT: 
 



A. 
physical surroundings.
 

B. 
purchase task.
 

C. 
temporal effects.
 

D. 
consumer socialization.
 

E. 
antecedent states.
 
 

118.
Five situational influences have an impact on a consumer's purchase decision process. They are: __________, social surroundings, physical surroundings, temporal effects, and antecedent states. 
 



A. 
competitive offerings
 

B. 
core values
 

C. 
perception
 

D. 
consumer socialization
 

E. 
purchase task
 
 

119.
When a man picks up a bottle of wine and tells the sales clerk, "I'm taking this to a dinner party tonight," which situational influence is being demonstrated? 
 



A. 
purchase task
 

B. 
social surroundings
 

C. 
physical surroundings
 

D. 
temporal effects
 

E. 
antecedent states
 
 

120.
Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, __________, physical surroundings, temporal effects, and antecedent states. 
 



A. 
competitive offerings
 

B. 
motivation
 

C. 
core values
 

D. 
brand loyalty
 

E. 
social surroundings
 
 

121.
Consumers accompanied by children 
 



A. 
purchase twice as much as they normally would if shopping with other adults.
 

B. 
purchase about 40 percent more than when shopping alone.
 

C. 
purchase 40 less than they normally would if shopping with their spouses.
 

D. 
spend 40 percent less than when shopping alone.
 

E. 
spend exactly the same amount as when shopping alone.
 
 

122.
Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences? 
 



A. 
purchase task
 

B. 
social surroundings
 

C. 
physical surroundings
 

D. 
temporal effects
 

E. 
antecedent states
 
 

123.
Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, social surroundings, __________, temporal effects, and antecedent states. 
 



A. 
competitive offerings
 

B. 
physical surroundings
 

C. 
core values
 

D. 
motivation
 

E. 
economic effects
 
 

124.
Which of the following is NOT part of the physical surroundings of a retail store that can influence how purchase decisions are made? 
 



A. 
decor
 

B. 
crowding
 

C. 
lighting
 

D. 
music
 

E. 
time of day
 
 

125.
The crowded aisles in retail stores at holiday time may cause some shoppers to lose patience and decide on their purchases with far less thought than they otherwise would due to being "harried" and uncomfortable. This situation is most closely related to which of the following situational influences? 
 



A. 
purchase task
 

B. 
social surroundings
 

C. 
physical surroundings
 

D. 
temporal effects
 

E. 
spatial surroundings
 
 

126.
Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, social surroundings, physical surroundings, __________, and antecedent states. 
 



A. 
competitive offerings
 

B. 
core values
 

C. 
motivation
 

D. 
temporal effects
 

E. 
economic effects
 
 

127.
Temporal effects include 
 



A. 
the purpose of the purchase.
 

B. 
the presence of other people.
 

C. 
the time of day of the purchase.
 

D. 
the crowding in retail stores.
 

E. 
the consumer's mood while engaged in the purchase.
 
 

128.
Many consumers buy a subscription to The Wall Street Journal and have it delivered to their homes by 5:30 a.m. so that they can read it during breakfast. This purchase is an example of which situational influence? 
 



A. 
purchase task
 

B. 
social surroundings
 

C. 
physical surroundings
 

D. 
temporal effects
 

E. 
antecedent states
 
 

129.
Rob only has 30 minutes off for lunch, so he typically goes somewhere within a block or two of his building, and is careful about what he orders. This is an example of which situational influence in the purchase decision process? 
 



A. 
purchase task
 

B. 
social surroundings
 

C. 
physical surroundings
 

D. 
temporal effects
 

E. 
antecedent states
 
 

130.
Consumers with credit cards 
 



A. 
are less influenced by physical surrounding than those who pay by cash or check.
 

B. 
are influenced to a certain extent by a retailer's physical surroundings to buy more with their credit cards than with cash.
 

C. 
purchase more than those who purchase with cash or debit cards.
 

D. 
purchase less than those who purchase with cash or debit cards.
 

E. 
purchase less when accompanied by children than when in the company of other adults.
 
 

131.
The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness? 
 



A. 
purchase task
 

B. 
social surroundings
 

C. 
physical surroundings
 

D. 
psychological effects
 

E. 
antecedent states
 
 

 
   

Figure 4-4
 

132.
In Figure 4-4 above, A represents the __________ influences that can affect the consumer purchase decision process. 
 



A. 
economic
 

B. 
situational
 

C. 
psychological
 

D. 
sociocultural
 

E. 
marketing mix
 
 

133.
In Figure 4-4 above, B represents the __________ influences that can affect the consumer purchase decision process. 
 



A. 
economic
 

B. 
situational
 

C. 
environmental
 

D. 
marketing mix
 

E. 
market dominated
 
 

134.
In Figure 4-4 above, C represents the __________ influences that can affect the consumer purchase decision process. 
 



A. 
sociocultural
 

B. 
economic
 

C. 
environmental
 

D. 
situational
 

E. 
market dominated
 
 

135.
In Figure 4-4 above, D represents the __________ influences that can affect the consumer purchase decision process. 
 



A. 
economic
 

B. 
situational
 

C. 
psychological
 

D. 
sociocultural
 

E. 
marketing mix
 
 

136.
In Figure 4-4 above, E represents the 
 



A. 
consumer purchase decision process.
 

B. 
organizational buying decision process.
 

C. 
marketing research process.
 

D. 
marketing program.
 

E. 
consumer socialization process.
 
 

137.
Sociocultural influences that affect the consumer purchase decision process include all of the following EXCEPT: 
 



A. 
personal influence.
 

B. 
reference groups.
 

C. 
family.
 

D. 
culture and subculture.
 

E. 
values, beliefs, and attitudes.
 
 

138.
The energizing force that stimulates behavior to satisfy a need is referred to as a(n) 
 



A. 
personality.
 

B. 
antecedent state.
 

C. 
motivation.
 

D. 
cognitive dissonance.
 

E. 
perception.
 
 

139.
Motivation refers to 
 



A. 
the stimulus required to cause a consumer to do something uncharacteristic of himself.
 

B. 
the energizing force that stimulates behavior to satisfy a consumer need.
 

C. 
a person's consistent behaviors or responses to recurring situations.
 

D. 
the way people see themselves and the way they believe others see them.
 

E. 
a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
 
 

140.
Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need? 
 



A. 
personal, social, physiological, psychological, and safety
 

B. 
physiological, safety, social, personal, and self-actualization
 

C. 
safety, physiological, safety, self-actualization, and personal
 

D. 
self-actualization, social, safety, physiological, and personal
 

E. 
safety, personal, self-actualization, physiological, and social
 
 

141.
In the Maslow hierarchy of needs, those needs which are basic to survival and which must be satisfied first are referred to as 
 



A. 
physiological needs.
 

B. 
safety needs.
 

C. 
social needs.
 

D. 
personal needs.
 

E. 
self-actualization needs.
 
 

142.
In the Maslow hierarchy of needs, water, food, and oxygen would be considered __________ needs. 
 



A. 
psychological
 

B. 
safety
 

C. 
social
 

D. 
personal
 

E. 
physiological
 
 

143.
In the Maslow hierarchy of needs, __________ needs involve self-preservation as well as physical and financial well-being. 
 



A. 
physiological
 

B. 
social
 

C. 
personal
 

D. 
safety
 

E. 
self-actualization
 
 

144.
In the Maslow hierarchy of needs, a burglar alarm would satisfy a __________ need. 
 



A. 
physiological
 

B. 
safety
 

C. 
social
 

D. 
personal
 

E. 
self-actualization
 
 

145.
An ad for Conesco's life insurance asks the question, "How do you plan on supporting your family after you pass away?" The ad shows a tombstone with a sign that offers the face of the stone as ad space. The ad is intended to appeal to which of the Maslow hierarchy of needs? 
 



A. 
physiological needs
 

B. 
safety needs
 

C. 
social needs
 

D. 
personal needs
 

E. 
self-actualization needs
 
 

146.
In the Maslow hierarchy of needs, those needs that are concerned with love and friendship are referred to as __________ needs. 
 



A. 
physiological
 

B. 
safety
 

C. 
social
 

D. 
personal
 

E. 
self-actualization
 
 

147.
eHarmony claims to be the world's most trusted online dating website. Its appeal is to satisfy consumers' __________ needs in the Maslow hierarchy of needs. 
 



A. 
physiological
 

B. 
personal
 

C. 
interaction
 

D. 
social
 

E. 
psychological
 
 
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