Ch6

Question 1

What is the definition of consumer behavior?
a) The methods consumers utilize to manufacture goods
b) The processes involved in the production of consumer goods
c) The processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods and services; also includes factors that influence purchase decisions and product use
d) The strategies businesses employ to influence consumer purchases

Answer 1

C

Question 2

What is the correct sequence of stages in the Consumer Decision-Making Process?
a) Need Recognition, Purchase & Post Purchase Behavior, Evaluation of Alternatives, Information Search
b) Purchase & Post Purchase Behavior, Evaluation of Alternatives, Information Search, Need Recognition
c) Need Recognition, Information Search, Evaluation of Alternatives, Purchase & Post Purchase Behavior
d) Evaluation of Alternatives, Need Recognition, Information Search, Purchase & Post Purchase Behavior

Answer 2

C

Question 3

Which step in the consumer decision-making process is a result of an imbalance between actual and desired states?
a. Evaluation of alternatives
b. Want recognition
c. Purchase
d. Need recognition
e. Post purchase behavior

Answer 3

D

Question 4

Sam was driving when someone ran a stop sign and totaled his car. His car cannot be repaired, so he realized he’s going to have to get another one. What stage of the consumer decision-making process does this represent?
a. Need recognition
b. Purchase
c. Evaluation of alternatives
d. Postpurchase behavior
e. Information searc

Answer 4

A

Question 5

Which of the following is the BEST example of an internal stimulus that would create need recognition?
a. A friend comments on how shabby your coat looks
b. A radio station runs an ad for a new video game rental store
c. A headache
d. An invitation to a graduation for which you need a gift
e. A billboard promoting a new national Internet service provider

Answer 5

C

Question 6

Which of the following best defines a “want”?
a) A general desire for a product or service
b) A basic human necessity required for survival
c) A specific manifestation of a need influenced by personal and cultural factors
d) An impulse purchase driven by emotional appeal

Answer 6

C

Question 7

Lisa has to have a Diet Coke for breakfast. At a breakfast meeting, she was offered coffee and refused. She only wanted a Diet Coke. This illustrates that Lisa needs Diet Coke to:
a. satisfy a want
b. satisfy a need
c. satisfy a belief
d. satisfy a physiological drive
e. satisfy a momentary stimulus

Answer 7

A

Question 8

The way a consumer goes about addressing a need is called a:
a. need
b. tactic
c. stimulus
d. want
e. desire

Answer 8

D

Question 9

Which of the following is any unit of input affecting one or more of the five senses: sight, smell, taste, touch, and hearing?
a. Tactic
b. Need
c. Stimulus
d. Want
e. Desire

Answer 9

C

Question 10

Rod saw a television commercial for a Honda S2000 and wants to test-drive one. The commercial is an example of a(n) _____ stimulus.
a. internal
b. external
c. primary
d. secondary
e. nonpersonal

Answer 10

B.

Question 11

As a result of hearing the adventures of returning soldiers, Monroe decided to enlist in the U.S. Army. These stories he heard from the soldiers acted as:
a. affective states
b. external stimuli
c. internal stimuli
d. purchase outcomes
e. a dissonance creato

Answer 11

B

Question 12

After a need or want is recognized, a consumer may search for information about the various alternatives available to satisfy it. This occurs during which part of the consumer decision-making process?
a. Evaluation of alternatives
b. Information search
c. Cognitive dissonance
d. Consideration stage
e. Product identification

Answer 12

B

Question 13

What type of information search relies on personal experience, preferences, and tastes?
a) External information search
b) Market research
c) Internal information search
d) Competitive analysis

Answer 13

C

Question 14

While looking at the DVDs at Target, Tee tried to remember the name of the action movie starring Harrison Ford as an archeologist so he could buy the DVD. Which step of the consumer decision-making process is this?
a. Antecedent search
b. Need recognition
c. External information search
d. Alternative evaluation
e. Internal information search

Answer 14

E

Question 15

Which of the following products would most likely require the purchaser to use only an internal information search?
a. A doctor for a recently detected illness
b. A new washer and dryer
c. A formal dance
d. A favorite restaurant you love to patronize regularly
e. Choosing a movie to see at the theater

Answer 15

D

Question 16

An external information search is especially important when:
a. there is a great deal of past experience
b. there are high costs associated with making an incorrect decision
c. the cost of gathering information is high
d. buying frequently purchased, low-cost items
e. there is little risk of making an incorrect decision

Answer 16

B. If a consumer perceives a purchase to involve high risk (financial, social, etc.), an external search will lower the risk by providing more information.

Question 17

A group of brands resulting from an information search, from which a buyer can choose is referred to as the buyer’s:
a. evoked set
b. primary set
c. inert set
d. complete set
e. justifiable set

Answer 17

A

Question 18

Tariq is throwing a party tonight and needs to order a couple of pizzas. There are many pizza joints in town, but Tariq has narrowed down his choices to Tony’s Pizzeria, Domino’s, and Montoni’s. These three restaurants represent Tariq’s:
a. evaluative criteria
b. dissonance suppressors
c. discretionary discriminators
d. discriminatory set
e. evoked set

Answer 18

E

Question 19

A consumer who was in the market for floor covering would be most likely to locate information on the biodegradable floor tiles during which stage of the consumer decision-making process?
a. Evaluation of alternatives
b. Internal information search
c. External information search
d. Need recognition
e. Postpurchase behavior

Answer 19

C. The information would come from an outside source since it is a new product.

Question 20

Refer to Day Care. Fiona’s visits to the day care centers, interviews with the caregivers, and input from family and friends represent which step of the consumer decision process?
a. Postpurchase behavior
b. Stimulus generalization
c. Evaluation of alternatives
d. Information search
e. Need recognition

Answer 20

D

Question 21

Refer to New Car Purchase. Zena’s visits to the dealers and looking at ratings in magazines best represent which step of the consumer decision-making process?
a. Need recognition
b. Information search
c. Evaluation of alternatives
d. Stimulus
e. Postpurchase behavior

Answer 21

B

Question 22

Another name for evoked set is:
a. array
b. reminder assortment
c. induced memory
d. consideration set
e. awareness set

Answer 22

D

Question 23

Warren loves to go to the beach on his vacation but hates to have to worry about the possibility of hurricanes. As Warren looked for where he should go on vacation this summer, he consulted a publication called Smart Money and learned the islands of Aruba, Bonaire, and Curacao are not in the hurricane belt. Now he will only consider these island resorts as possible vacation destinations. This group of resort islands is called Warren’s:
a. involvement set
b. evaluative set
c. evolved set
d. evoked set
e. intuitive set

Answer 23

D

Question 24

How do consumers proceed once information is gathered?
a) They stop their search for alternatives
b) They initiate an internal information search
c) They engage in post-purchase behavior
d) They evaluate available options

Answer 24

D

Question 25

Which model is a multi-attribute model used to measure consumer attitudes towards brands?
a. Fischbein Model
b. Disjunctive Model

Answer 25

A. Weights importance of attributes and belief of level the brand has that attribute

Question 26

What does the Disjunctive Model primarily focus on?
a) Considering a wide range of attributes
b) Evaluating every available option
c) Identifying a few critical attributes
d) Applying complex mathematical formulas

Answer 26

C

Question 27

The processes consumers use when making purchase decisions are called:
a. consumer behavior.
b. marketing.
c. consumerism.
d. perceptual mapping.
e. database mining.

Answer 27

A

Question 28

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions is referred to as:
a. cognitive dissonance.
b. psychological discomfort.
c. affect referral.
d. perceptual imbalance.
e. Dissatisfaction.

Answer 28

A

Question 29

Feeding her family healthy foods is important to Terri. She makes a point of buying organic products as often as possible. As she goes through the grocery store she remembers that she needs milk, so she heads over to the dairy case, intending to purchase the organic variety. She notices that a carton of organic milk is priced at $4.89; however, the store-brand milk is on sale for 99 cents. She hesitates for a moment, then selects the cheaper store brand, telling herself that she just can’t pass up such a good bargain.. As Terri wonders if she made the right purchase decision, she is experiencing:
a. attribute remorse
b. cognitive dissonance
c. evaluation distortion
d. consumer cognition
e. perceptual disharmony

Answer 29

B

Question 30

All of the following are ways consumers can reduce cognitive dissonance EXCEPT:
a. justifying the decision
b. seeking new information
c. sending a letter to the marketer
d. avoiding contradictory information
e. returning the product

Answer 30

C

Question 31

How can marketers reduce consumers’ cognitive dissonance?
a. Offer guarantees
b. Offer sales promotions
c. Avoid contradictory information
d. Change the product
e. Ignore it

Answer 31

A. Cognitive dissonance is an inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions, and marketers can reduce it by sending a postpurchase thank you or letter, displaying product superiority in ads, or offering guarantees.

Question 32

Refer to Interface. To reduce potential _____, Interface could include a letter in every box of corn-fiber carpet tiles congratulating the buyer on helping to protect the environment.
a. cognitive dissonance
b. buyer repentance
c. consumer affectation
d. affective dissonance
e. consumer cognition

Answer 32

A. Postpurchase messages are one way marketing managers can reduce cognitive dissonance.

Question 33

Refer to Day Care. Fiona’s uncertainty about whether she made the correct decision and the feelings that go along with this uncertainty are called:
a. selective retention
b. perceptual distortion
c. postpurchase action
d. cognitive dissonance
e. routine response

Answer 33

D

Question 34

Refer to Breyer’s Ice Cream. Nelson just started a diet last week and swore to himself that he would limit his ice cream consumption. So he feels a little guilty as he purchases the half-gallon carton. But as he walks out of the store into the August heat, he tells himself that it’s such a hot day, and he works so hard in the office, that he deserves a nice treat. Nelson is experiencing:
a. the observer-expectancy effect
b. cognitive dissonance
c. functional dynamics
d. dissociative reference
e. confirmation bias

Answer 34

B

Question 35

Refer to New Car Purchase. In noticing similar cars on the road and advertising supporting her decision, Zena is reinforcing her decision and reducing the doubts she sometimes feels regarding this purchase. The feelings of inner tension are called:
a. selective retention.
b. perceptual distortion.
c. postpurchase action.
d. cognitive dissonance.
e. response attitudes.

Answer 35

D

Question 36

Refer to College Decision. Juan has narrowed his decision down to three schools. These schools comprise Juan’s _____ set.
a. primary
b. elite
c. exclusive
d. awareness
e. evoked

Answer 36

E

Question 37

The types of products people purchase using routine response behavior are typically:
a. frequently purchased, low-cost items
b. frequently purchased, high-cost items
c. infrequently purchased, low-cost items
d. infrequently purchased, high-cost items
e. all types of items, regardless of price or frequency of purchase

Answer 37

A. Routine Response Behavior
No information search
Almost automatic
Consumers are most likely to use for products with
Low social visibility
Low involvement cost
Products tend to be
Familiar
Inexpensive
Frequently Purchased

Question 38

Which of the following activities is most likely to be an example of routine response behavior?
a. The purchase of a three-week vacation cruise
b. A homeowner’s purchase of a new grill for $600
c. The first-time purchase of a copy machine for a home office
d. The purchase of toilet paper
e. The purchase of an infant car seat

Answer 38

D

Question 38

_____ is characterized by low involvement cost, low social visibility a short time frame, an internal-only information search, and low costs.
a. Limited decision making
b. Routine response behavior
c. Emotional buying
d. Intensive decision making
e. Temporally-limited behavior

Answer 38

B

Question 38

Each week, Jess comes to the supermarket with a list of essential items: milk, bread, peanut butter, and chocolate. This is an example of:
a. buyer’s harmony
b. situational convenience
c. routine response behavior
d. limited decision making
e. consistent decision making

Answer 38

C. The buying of frequently purchased, low-cost goods is typically routine response behavior.

Question 39

The type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category is referred to as:
a. routine response behavior
b. limited decision making
c. extensive decision making
d. uninvolved decision making
e. affective decision making

Answer 39

B

Question 40

Mario usually purchases Old Spice deodorant. Unfortunately, the drug store is sold out of Old Spice today, so Mario will have to choose a brand that’s in stock.In making his decision, Mario will engage in _____ consumer decision making.
a. limited
b. extended
c. habitual
d. classical
e. routine

Answer 40

A. Mario is familiar with deodorant and what it does but he is unfamiliar with the specific brands he has to choose from.

Question 41

The electricity for lighting outdoor billboards is powered by transformers. The operator of a company that installs and manages billboards has purchased many such transformers. Today, he plans to buy a replacement for one that was destroyed by a recent hurricane. Before making this purchase, he will look at cost and also see if he can find one that is more weatherproof. He wants to make sure he buys the best transformer for the job and that he does not pay more money than he should. In other words, he will engage in _____ decision making.
a. limited
b. extended
c. habitual
d. classical
e. routine

Answer 41

A

Question 42

Which of the following best characterizes limited decision making in consumer behavior?
a) Consumers have extensive experience with the product and all available brands.
b) Consumers have some experience with the product but may not be familiar with all brands, especially if new brands are introduced.
c) Consumers conduct thorough research and spend a significant amount of time before making a decision.
d) Products are niche and highly specialized, typically involving high-risk purchases.

Answer 42

B

Question 43

Which type of consumer behavior involves a moderate amount of time spent learning about unfamiliar brands within a familiar product category?
a) Extensive information search
b) Routine decision making
c) Limited information search
d) Impulse buying behavior

Answer 43

C

Question 44

Which of the following characteristics best describes products typically associated with limited decision making?
a) Niche category with high brand familiarity
b) Commonly purchased, frequently used items
c) Unfamiliar brands or models within a familiar product category
d) High-end luxury goods with extensive brand recognition

Answer 44

C

Question 45

When a consumer is purchasing an unfamiliar, expensive product or an infrequently bought item, he or she is practicing:
a. extensive decision making
b. cognitive harmonizing
c. limited problem solving
d. strategic behavior
e. stimulus discrimination

Answer 45

A

Question 46

Alanna is looking into purchasing a scooter as gas prices continue to rise. She needs a reasonably priced, comfortable, and safe scooter with room to store her books. She is not familiar with scooters, and this is a major purchase for her. The purchase will probably involve:
a. low-involvement problem solving
b. low-involvement decision making
c. extensive decision making
d. limited decision making
e. dedicated cognitive behavior

Answer 46

C

Question 47

Refer to Day Care. The process Fiona went through in selecting a day care facility for Kate is best described as which type of consumer buying decision?
a. Routine response behavior
b. Limited decision making
c. Extensive decision making
d. Impulse buying
e. Motivational response behavior

Answer 47

C. Consumers practice extensive decision making when purchasing products that are extremely important to them.

Question 48

What factors contribute to the categorization of products as high involvement?
a) Low cost and minimal consumer interest
b) Extensive decision-making processes, significant consumer implications, and factors like cost, interest, and risk
c) Limited information provided by marketers
d) Low-risk outcomes for consumers

Answer 48

B

Question 49

Which of the following statements best characterizes low involvement products?
a) Consumers extensively research these products before making a purchase decision.
b) Consumers have established buying patterns and show less interest in learning about these products beforehand.
c) Purchase decisions for these products are typically made after careful consideration of various options.
d) Marketing efforts for these products focus primarily on post-purchase support and customer service.

Answer 49

B

Question 50

_____ is the set of values, norms, attitudes, and other meaningful symbols that shape human behavior and is transmitted from one generation to the next.
a. Socialization
b. Customerization
c. Consumerism
d. Lifestyle
e. Culture

Answer 50

E

Question 51

All of the following are characteristics of culture EXCEPT:
a. culture is pervasive
b. culture is learned
c. culture is functional
d. culture is an inherent trait
e. culture is dynamic

Answer 51

D

Question 52

Which of the following factors are considered significant in impacting consumer decision making?
a) Economic, political, and technological factors
b) Historical, geographical, and environmental factors
c) Cultural, social, individual, and psychological factors
d) Legal, ethical, and regulatory factors

Answer 52

C

Question 53

The fact that mothers in Japan feed their babies freeze-dried sardines and rice and most mothers in the United States would not eat a freeze-dried sardine, much less feed it to their babies, indicates how _____ influences the consumer decision-making process.
a. culture
b. perception
c. motivation
d. family life-cycle stage
e. reference group membership

Answer 53

A

Question 54

Which of the following statements about culture as an influence on consumer buying behavior is true?
a. A firm that understands the culture it is selling to has just as great a probability of selling its product as a firm that has no understanding of the culture.
b. Some fear the proliferation of the Internet will increase cultural heterogeneity.
c. Language is an important aspect of culture.
d. Core values remain the same for all cultures.
e. All of the statements about culture as an influence on consumer buying behavior are true.

Answer 54

C

Question 55

Homogeneous groups of people who share elements of the overall culture as well as unique elements of their own group are called:
a. autonomous personal units
b. probability samples
c. subcultures
d. normative groups
e. dissociative groups

Answer 55

C

Question 56

Homogeneous groups of people who share elements of the overall culture as well as unique elements of their own group are called:
a. autonomous personal units
b. probability samples
c. subcultures
d. normative groups
e. dissociative groups

Answer 56

C

Question 57

Which of the following is LEAST likely to be described as a subculture?
a. Bank managers
b. Hispanics
c. College students
d. Southeasterners
e. Quakers

Answer 57

A. Bank managers are a professional group and do not share demographic characteristics or attitudes and values.

Question 58

Which of the following is an example of a cultural influence on consumer buying decisions?
a. Personality of the buyer
b. How much the buyer knows about actions he or she can take to save the environment
c. Lifestyle of the buyer
d. The buyer’s motivation for buying the corn-fiber carpet tile
e. The acceptance of green marketing among a society

Answer 58

E

Question 59

Which of the following accurately describes the components of culture?
a) Values, norms, and attitudes
b) Personality and lifestyle
c) Knowledge and motivation
d) Economic status and occupation

Answer 59

A

Question 60

_____ are learned tendencies to respond consistently toward a given object.
a. Motivational cues
b. Cultures
c. Lifestyles
d. Perceptions
e. Attitudes

Answer 60

E

Question 61

A value or attitude deemed acceptable by a group is called a(n):
a. expectation
b. reference
c. aspiration
d. opinion
e. norm

Answer 61

E

Question 62

Dustin is a member of a fraternity that sees no problem of underage drinking. In fact, it is encouraged and expected the members will party and drink alcohol regardless of their age. For this group, drinking is considered a(n):
a. norm
b. requirement
c. expectation
d. affect
e. primer

Answer 62

A

Question 63

An enduring belief that a specific mode of conduct is personally or socially preferable to an alternative mode of conduct is called a(n):
a. lifestyle
b. self-concept
c. attitude
d. value
e. perception

Answer 63

D

Question 64

The most defining element of a culture is its:
a. customs
b. myths
c. language
d. laws
e. values

Answer 64

E

Question 65

All of the following influence the extent to which an individual conducts an external search for information EXCEPT:
a. perceived risk
b. knowledge
c. prior experience
d. social class
e. level of interest

Answer 65

D. They seek other’s opinions

Question 66

A(n) _____ is a group of people in a society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms.
a. extended family
b. subculture
c. dissociative group
d. social class
e. procreational fami

Answer 66

D

Question 67

As a marketing tool in the United States, social class:
a. is useful for lifestyle distinctions between groups.
b. is just a simple measure of income level.
c. offers few insights concerning consumer behavior.
d. is not used because the United States is a classless society.
e. has demonstrated that all classes of consumers shop in the same stores.

Answer 67

A

Question 68

Refer to College Decision. Juan’s friends might influence him to go to the local community college. What type of reference group characterizes his friends?
a. Indirect
b. Primary
c. Secondary
d. Aspirational
e. Nonaspirational

Answer 68

B. Social Factors
Reference Groups
Primary
People you know and interact with often

Question 69

Which of the following best describes aspirational reference groups?
a) People and groups you don’t want to be associated with
b) People and groups you want to be like
c) People and groups you currently associate with
d) People and groups you have no opinion about

Answer 69

B. reference group Secondary
Aspirational
People and groups you want to be like
Non-aspirational or Dissociative
People and groups you don’t want to be associated with

Question 70

Social influences on consumer buying decisions include:
a. society, culture, and family
b. reference groups, society, opinion leaders, and family
c. personality, lifestyle, and reference groups
d. reference groups, opinion leaders, and family
e. lifestyle, reference groups, and family

Answer 70

D

Question 71

, Fiona’s best friend, recommended PerfectCare because she takes her daughter there. Shannon was acting as a(n):
a. family member
b. opinion leader
c. dissociative reference
d. busybody
e. gatekeeper

Answer 71

B.Opinion Leaders: People whose opinions about something have a big influence on the opinions of others
Can be primary or aspirational

Question 72

What defines opinion leaders?
a) Individuals who have no influence on the opinions of others
b) People who are influenced easily by the opinions of others
c) Individuals whose opinions significantly influence the opinions of others
d) People who hold opinions solely for personal gain

Answer 72

C

Question 73

Susanne has influenced Zena’s choice of a new automobile. In this instance, Susanne is acting as a(n):
a. dissociative reference
b. purchase catalyst
c. gatekeeper
d. social reference
e. opinion leader

Answer 73

E

Question 74

UGG has a portion of its Web site featuring photographs of celebrities wearing UGG shoes. The celebrities serve as:
a. opinion leaders.
b. laggards.
c. early instigators.
d. Gatekeepers.
e. aspirational adopter

Answer 74

A

Question 75

All of the following are examples of individual factors that affect the decision-making process for consumers EXCEPT:
a. gender
b. age
c. reference groups
d. lifestyles
e. personality

Answer 75

C

Question 76

All of the following are individual factors influencing consumer buying decisions EXCEPT:
a. gender
b. age
c. family
d. personality
e. life cycle stage

Answer 76

C

Question 77

The fact that Nelson paid attention to the billboard is an example of:
a. selective perception.
b. selective exposure.
c. selective distortion.
d. selective retention.
e. selective discrimination.

Answer 77

B. Selective exposure is the process whereby a consumer notices certain stimuli and ignores others

Question 78

Imagine life without that little spinning wheel icon to remind you that your computer is still searching for a Web site or copying documents. Without this wheel, consumers might think the computer had stopped working. This process in which consumers interpret this stimulus into a meaningful and coherent picture is called:
a. exposure
b. perception
c. retention
d. cognition
e. selection

Answer 78

B. Perception is the process of selecting, organizing, and interpreting the stimuli that are bombarding consumers daily.

Question 79

The process by which people select, organize, and interpret stimuli into a meaningful and coherent picture is called:
a. identification
b. retention
c. comprehension
d. perception
e. cognitive adaptation

Answer 79

D

Question 80

Cassandra, an accounting major, read an article stating that accounting graduates are receiving the highest starting salary offers for business majors. The article also stated that marketing majors start with lower salaries but surpass all other majors’ salaries within ten years. A week later, Cassandra doesn’t remember reading this last part of the article, just the first part. This is an example of:
a. selective distortion
b. selective exposure
c. intermittent reinforcement
d. selective socialization
e. selective retention

Answer 80

E

Question 81

_____ occurs when consumers remember only information that supports their personal feelings or beliefs.
a. Intermittent reinforcement
b. Selective exposure
c. Selective retention
d. Faulty selectivity
e. Selective distortion

Answer 81

C

Question 82

A few years ago, Toro introduced a small, lightweight snow blower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name to mean that the Snow Pup was a toy or too light to do any serious snow removal. This is how _____ can influence the consumer decision-making process.
a. selective distortion
b. incorrect problem recognition
c. lifestyle dissonance
d. Americanization
e. selective exposure

Answer 82

A

Question 83

Families of police officers often alter information they hear about officers who die in the line of duty. This _____ allows them to live and function without constant anxiety while their loved one is engaged in a potentially dangerous job.
a. selective retention
b. selective distortion
c. selective exposure
d. faulty selectivity
e. adaptive stimulus

Answer 83

B. Selective distortion involves changing or distorting the communication message to make the message seemingly agree with preconceived opinion.

Question 84

When consumers change or distort information that conflicts with their feelings or beliefs, it is called:
a. selective distortion
b. selective dissonance
c. intermittent reinforcement
d. selective retention
e. selective exposure

Answer 84

A

Question 85

On any given day, a person may be subjected to over 2,500 advertising messages but may only be aware of 11 to 20 of them. This is called:
a. selective distortion
b. selective learning
c. sporadic reinforcement
d. intermittent selectivity
e. selective exposure

Answer 85

E

Question 86

According to Maslow’s hierarchy of needs, which need was Nelson trying to satisfy when he purchased the ice cream?
a. Self-actualization
b. Esteem
c. Safety
d. Social
e. Physiological

Answer 86

E

Question 87

The slogan used by the manufacturer of Jaguar automobiles, “Don’t dream it. Drive it.” was intended to appeal to consumers’:
a. physiological needs
b. social needs
c. safety needs
d. esteem needs
e. self-actualization needs

Answer 87

E

Question 88

Jan’s twin sister Joan is a fantastic cook who makes wonderful homemade meals for her family. Jan cannot cook and wishes she could do the same. An ad for Stove Top stuffing promises “one box, three meal ideas, 30 minutes.” Jan makes a point of adding this item to her grocery list. According to Maslow’s hierarchy of needs, this ad appeals to Jan’s _____ needs.
a. physiological
b. interactive
c. esteem
d. safety

Answer 88

C

Question 89

Dennis Haysbert stars in Allstate ads reminding consumers that they could be in a car crash or another event requiring insurance. Hence the slogan “You’re in Good Hands with Allstate.” These ads focus on which of Maslow’s needs?
a. Esteem needs
b. Economic needs
c. Safety needs
d. Physiological needs
e. Social needs

Answer 89

C. Maslow’s hierarchy of needs include physiological needs, safety needs, social needs, esteem needs, and self-actualization needs. The insurance company’s selling point of safety is focusing on consumers’ safety needs.

Question 90

According to Maslow’s hierarchy of needs model, the first needs most people would try to satisfy are their _____ needs.
a. safety
b. physiological
c. economic
d. esteem
e. derived

Answer 90

B

Question 91

Ranked from the lowest to the highest level, Maslow’s hierarchy of needs model includes:
a. safety, esteem, social, physiological, and self-actualization needs
b. physiological, social, esteem, economic, and self-actualization needs
c. psychological, safety, economic, esteem, and social needs
d. physiological, safety, social, esteem, and self-actualization needs
e. safety, economic, social, esteem, and self-development needs

Answer 91

D

Question 92

What best describes primary learning?
a) Learning from others, such as friends or online reviews
b) Learning directly from the product itself or from personal experiences
c) Acquiring knowledge through formal education
d) Absorbing information through unconscious processes

Answer 92

B

Question 93

What characterizes secondary learning?
a) Learning from formal education institutions
b) Acquiring knowledge from personal experiences with the product
c) Hearing about something from others, such as friends or online reviews
d) Obtaining information through trial and error

Answer 93

C

Question 94

Manufacturers of consumer goods often give away trial sizes of new products to encourage:
a. experiential learning.
b. selective perception.
c. continuous reinforcement.
d. conceptual learning.
e. problem recognition.

Answer 94

A. Experiential Learning
Occurs when consumers get first hand experience with a product, service, or brand
Free trial, taste test, test drive

Question 95

What distinguishes attitudes from beliefs?
a) Attitudes are emotional responses, while beliefs are cognitive understandings.
b) Attitudes are easily changed with facts, while beliefs require emotional work.
c) Attitudes are influenced by personal experiences, while beliefs are relational.
d) Attitudes require more work to change, while beliefs can be changed with facts.

Answer 95

D