question_key_6Dec_4th

91. The U.S. Army recruits soldiers based on the slogan, “An army of one,” implying that people
can reach their full personal potential in the U.S. Army. This is an appeal to what need according to
Maslow's hierarchy of needs?
a) Safety
b) Esteem
c) Self-actualization
d) Physiological
e) Social
92. Psychological influences that determine where a person purchases products on a regular
basis are called
a) convenience responses.
b) patronage motives.
c) shopping motives.
d) pattern responses.
e) routine decisions.
93. Luis likes shopping at Stein Mart, a discount department store, because he likes the prices,
products, and services the store provides. His selection of this store as a regular stop when shopping
is influenced by ___________ motives.
a) self-concept
b) self-image
c) projective
d) depth
e) patronage
94. Changes in an individual's thought processes and behavior caused by information and
experience is called
a) learning.
b) attitude formation.
c) patronage motives.
d) personality.
e) motivation.
95. Marketers often provide consumers with experience to their products, including free
samples and trial offers, to facilitate consumer
a) patronage motives.
b) attitudes.
c) perception.
d) distortion.
e) learning.
96. An attitude is
a) an internal trait that makes a person unique.
b) a set of actions that a person in a particular position is supposed to perform.
c) a competence in performing activities.
d) a person's behavior caused by information and experience.
e) one's evaluation, feelings, and behavioral tendencies toward an object or idea.
97. Having used both Secret and Sure deodorants, Annette feels that Secret is a good product
and the one that best meets her needs. She has formed a(n) ___________ about Secret.
a) motive
b) consideration set
c) cognition
d) attitude
e) self-concept
98. Cognitive, affective, and behavioral are the three major components of
a) self-concept.
b) motives.
c) lifestyles.
d) consumer socialization.
e) attitudes.
99. What consumer research method consists of a series of adjectives, phrases, or sentences
regarding an object, with subjects indicating the intensity of their feelings toward this object by
reacting to these adjectives, phrases, or sentences?
a) Projective specification
b) Patronage clarification
c) Group interview
d) Attitude scale
e) Depth interview
100. Melanie prefers to shop at Target for most of her household needs even though the same
products and brands are available at KMart. She prefers the service, location, and friendliness of the
employees at Target. Melanie's reasons that influence her decision to shop at Target are called
a) social needs.
b) learning processes.
c) patronage motives.
d) product attitudes.
e) retailer attitudes.
101. An attitude scale measures the
a) strength of a buyer's need for a product.
b) buyer's level of information about a product.
c) amount of experience the buyer has had with the product.
d) intensity of a buyer's feelings toward a certain object.
e) intensity of a buyer's desire for the product.
102. Changing people's attitudes toward a firm and its marketing program is
a) simple when advertisements are used.
b) impossible, even if the firm uses advertisements.
c) a long, expensive, and difficult task that may require extensive advertising campaigns.
d) unnecessary, since consumer attitudes are of little importance.
e) rarely attempted through the use of marketing practice.
103. The results of many studies have been inconclusive regarding the association between buyer
behavior and
a) personality.
b) perception.
c) motives.
d) social class.
e) learning.
104. Hereditary characteristics combined with personal experiences that together make an
individual unique form one's
a) self-concept.
b) attitudes.
c) lifestyle.
d) personality.
e) role.
105. The development of a person's self-concept is a function of
a) learning.
b) psychological and social factors.
c) reference groups and opinion leaders.
d) roles and family influences.
e) subcultures.
106. Shane spends most of his free time participating in extreme sports and traveling to exotic
locations with a group of close friends who share his interests and opinions about most things. This
is a description of Shane's
a) self-concept.
b) lifestyle.
c) personality.
d) attitudes.
e) role.
107. A consumer's buying decisions are affected in part by the people around him or her. Such
people and the forces they exert on an individual buyer are called
a) motivational influences.
b) social influences.
c) roles.
d) personality influences.
e) cultural influences.
108. The actions and activities associated with a position one holds within a group, organization,
or institution constitute
a) personality.
b) a role.
c) a motive.
d) perception.
e) an attitude.
109. Jonathan is torn between buying a new swing set for his kids and buying a new set of Ping
golf clubs for himself. Jonathan is experiencing
a) attitude formation.
b) belief assessment.
c) role inconsistency.
d) cognitive dissonance.
e) personality.
110. The forces that other people exert on one's buying behavior are called social influences.
These come from reference groups and opinion leaders, social classes, culture and subcultures,
roles, and
a) ethnic heritage.
b) personality.
c) attitudes.
d) perception.
e) family.
111. Shaun is going shopping with his dad to buy his first baseball glove for Little League. He
listens to his dad talk to the salesperson at the sporting goods store, watches him examine the
stitching in the glove and then rub his finger over the leather palm. Shaun's observations are part of
his
a) consumer development.
b) attitude development.
c) purchasing evaluation.
d) consumer socialization.
e) consumer attitude.
112. Children often achieve ______ by observing parents and older siblings in purchase situations
and then through their own purchase experiences.
a) consumer socialization
b) personality
c) role identification
d) social class
e) attitude formation
113. Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a
local store where the Kappas buy their clothes. She also asks her family for a new car because all the
sorority members have new cars. In these instances, Jennifer is influenced by
a) personality.
b) a reference group.
c) a consideration set.
d) a knowledge base.
e) a role conflict.
114. The three major types of reference groups are:
a) membership, aspirational, and advocacy.
b) advocacy, avoidance, and approach.
c) aspirational, disassociative, and membership.
d) actual, implied, and desired.
e) family, peer group, and media.
115. Marketers who attempt to use reference-group influence in advertisements are most likely
to succeed when messages indicate that
a) people in a specific group buy the product and are highly satisfied by it.
b) reference groups should be of little concern to the consumer.
c) reference groups are “in” and everyone should belong to at least one.
d) all products and brands are influenced by reference groups.
e) people in a specific group have tried the product and dislike it.
116. A group becomes a reference group for an individual when that person identifies with this
group so strongly that he or she
a) takes on many of the values, attitudes, or behaviors of group members.
b) becomes a formal member of the group.
c) becomes familiar with the group's activities.
d) seeks information from members of the group regarding buying decisions.
e) cannot control the strength of his or her involvement with the group.
117. Which one of the following is most likely to be a product for which both the purchasing
decision and the brand decision are strongly influenced by reference groups?
a) Canned peaches
b) Instant coffee
c) Jeans
d) Furniture
e) Soap
118. An opinion leader is likely to be most effective under all of the following conditions except
when the
a) follower has high product involvement.
b) follower has low product knowledge.
c) follower has values and attitudes similar to the opinion leader.
d) product details are numerous and complicated.
e) follower has attitudes and values that are different from those of the opinion leader.
119. Katie is buying her first car and has narrowed her choices down to a Honda Civic, a Toyota
Prius, or a Volkswagen Jetta. Katie goes on-line and posts questions to others who have experience
with any of these cars, asking for reviews. Katie is most likely
a) using a blog.
b) an opinion leader.
c) using her reference groups for information.
d) experiencing enduring involvement.
e) exerting social influence.
120. Which of the following statements regarding social class is true?
a) A social class is a closed aggregate of people with similar social ranking.
b) The criteria used to group people into social classes do not vary from one culture to another.
c) A social class is an open aggregate of people with similar social ranking.
d) A social class is a ranking of people by other members of society into positions of social
respect.
e) A social class is an open aggregate of people with different social rankings.