1. Which of the following is NOT a market research tool?
Correct : C. Introspective reflection
2. What does OSL stand for?
Correct : B. Optimum Stimulation Level
3. Disappointment following a purchase is called:
Correct : B. Post-purchase dissonance
4. Which of the following in NOT a category of pre-purchase expectation?
Correct : C. Expected performance
5. Neutral sources who give opinion about the product are
Correct : B. Not paid by the manufacturer
6. The individual responsible for the flow of information is called:
Correct : A. The gatekeeper
7. What does OEM stand for?
Correct : C. Original Equipment Manufacturer
8. The last stage of consumer decision making process is
Correct : B. Post purchase evaluation
9. Which one is not a base for market segmentation?
Correct : C. Mass marketing
10. A consumer can collect information from
Correct : C. All of these
11. __________ refers to the information a consumer has stored in their memory about a product or service.
Correct : B. Product knowledge
12. Darla considers herself to be a gourmet, and she has dined at many of the finest restaurants in the United States. On a recent trip to New Orleans, she refused to eat at a restaurant that was purported to have some of the best Cajun food because it had oil cloth and plastic flowers on the tables. Which situational influence explains Darla's refusal to eat at this restaurant?
Correct : D. Physical features
13. The price of products and services often influence whether _______________, and, if so,
which competitive offering is selected.
Correct : A. Consumers will purchase them at all
14. ________ can influence the consumers’ thoughts about products.
Correct : B. Advertising, sales promotions, salespeople, and publicity
15. It important for marketers to devise communications that offer _______________, and are
placed in media that consumers in the target market are likely to use.
Correct : A. Consistent messages about their products
16. __________ are factors that have been shown to affect consumer behavior.
Correct : A. Brand name, quality, newness, and complexity
17. The reason that higher prices may not affect consumer buying is _______________.
Correct : C. Consumers believe that higher prices indicate higher quality or prestige
18. Consumer behavior differs when you are installing a fire protection system for your warehouse full of steel desks and when you are purchasing a fire protection system for your home, which is full of irreplaceable antiques. Which situational influence explains this consumer behavior?
Correct : B. Task features
19. In studying consumer behaviour, it is often useful to categorize people on the basis of some similarity. Descriptions such as age, gender, income, or occupation are called:
Correct : A. demographics
20. When consumers are making buying decisions, some observers have said that their behaviour resembles acting in a play, complete with lines, props, even costumes. They may alter their consumption decisions depending upon the part they are playing at the time. This view of consumer behaviour is often called:
Correct : D. role theory
21. The expanded view of the exchange which includes the issues that influence the consumer
before, during, and after a purchase is called:
Correct : B. The consumption process
22. Recently marketers have come to realize the value of what is being called relationship marketing. In marketing terms, it means:
Correct : D. building bonds between brands and customers that will last a lifetime
23. Which of the following is NOT one of the criteria which have to be met if the segmentation
process is to be valid:
Correct : C. the consumers in a segment have to be alike demographically
24. Of the following pieces of legislation intended to protect the consumer, which was the
earliest:
Correct : C. Motor Vehicle Safety Act
25. The "pyramid of consumer behaviour" illustrates the focus of several disciplines when studying consumer behaviour. Focus on the individual's consumer behaviour (such as how one reads certain sections of a magazine) is termed:
Correct : B. macro
26. Current consumer research is likely to include attention to the "dark side" of consumer behaviour. This growing emphasis refers to the fact that:
Correct : C. not all consumer behaviour or marketing activity is necessarily beneficial to society
27. The dominant set of assumptions which has influenced Western research on art and science since the late 16th Century has been termed positivism. All of the following are tenets of positivism EXCEPT:
Correct : D. there are multiple and simultaneous events which shape a particular view of an occurrence and help us interpret the nature of reality
28. Interpretivists tend to challenge the beliefs of the positivists. The interpretivists' view is that:
Correct : D. there are no right or wrong answers
29. Which of the following is not included in the decision-making unit of a buying
organization?
Correct : A. individuals who supply the product
30. During which stage of the business buying process is a buyer most likely to conduct value analysis, carefully studying components to determine if they can be redesigned, standardized, or made less expensive?
Correct : D. Product specification
31. Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities; that is, "we are what we have." Under this premise, consumers ________.
Correct : C. Buy products to support their self-images
32. Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among his three favourite models. Blake's next step is most likely to be ________.
Correct : B. evaluation of alternatives
33. Bill thought he had received the best deal on his new car. Shortly after the purchase, Bill started to notice certain disadvantages of his new car as he learned more about other cars available. Bill is experiencing ________.
Correct : D. information evaluation
34. You regularly purchase cleaning supplies for your custodial staff. This purchase is a
________.
Correct : A. straight rebuy
35. What is the first stage of the consumer decision process?
Correct : B. problem recognition
36. The level of concern for, or interest in, the purchase process triggered by the need to
consider a particular purchase is known as _____.
Correct : C. purchase involvement
37. Very high levels of purchase involvement tend to produce _____.
Correct : A. extended decision making
38. _____________ is the buying behaviour of final consumers.
Correct : A. Consumer buyer behavior
39. In 'stages of adoption process’ customer decides to become regular user in
Correct : D. Adoption
40. Adopter group 'laggards' are
Correct : D. tradition bound
41. Social class group which earns through exceptional ability is best classified as
Correct : C. lower uppers
42. Tendency to which results of innovation are communicated to others is classified as
Correct : C. communicability
43. Person's own living or interacting and acting pattern is classified
Correct : A. lifestyle
44. Needs of customers are triggered by
Correct : C. both a and b
45. Group which can exert influences on other because of specialized knowledge and skills is
called
Correct : B. leading adopters
46. A need that is aroused up to sufficient level is called
Correct : B. motive or drive
47. Customers keeping such information that supports their attitudes towards brand is
classified as
Correct : C. selective retention
48. Marketing managers should adapt the marketing mix to ___________________ and
constantly monitor value changes and differences in both domestic and global markets.
Correct : A. Sales strategies
49. The whole sellers and retailers buying behavior is classified as
Correct : A. business buyer behavior
50. The demand of business buyers is derived from
Correct : A. final consumer demand
51. In business buying process, the group who has formal authority of supplier selection is classified as
Correct : D. buyer
52. The stage in buying behavior which follows the reviews of supplier proposals by
business buyer is
Correct : A. supplier selection
53. The demand which is affected by price changes in short term is
Correct : A. elastic demand
54. Maslow's hierarchy of needs, food, water, sleep, and to an extent, sex, are
considered _____ motives.
Correct : C. Physiological
55. Maslow’s hierarchy of needs includes all EXCEPT which of the following?
Correct : A. Cognition
56. Kelly is hungry, and this inner force is making him search for the type of food he wants to eat. He decides that an Arby's roast beef sandwich will satisfy his hunger. This inner force that is compelling him to search for food is known as a(n) _____.
Correct : C. emotion
57. The rational element of motivation is called:
Correct : A. A goal
58. A motive which operates below the conscious level is called:
Correct : B. A dormant motive
59. Rules for purchasing are called:
Correct : B. Heuristics
60. According to Freud, which of the following is our conscious self?
Correct : C. The ego
61. When a stimulus that is close to the conditioned stimulus evokes the conditioned response,
this is called:
Correct : A. Generalization
62. An external trigger that encourages learning is called:
Correct : B. A cue
63. The emotional component of attitude is called:
Correct : C. Affect
64. The effect whereby someone holding two conflicting attitudes at once feels discomfort is
called:
Correct : B. Affective re-adjustment
65. Intelligent interruption in communication is called:
Correct : B. Interference
66. What does VALS stand for?
Correct : B. Values and Life Styles
67. Which of the following statements is true about the goal theory of motivation?
Correct : D. People with difficult goals will perform better than people with easier goals.
68. People will forget much that they learn. They tend to retain information that supports their attitudes and beliefs. This is called _____.
Correct : A. Selective retention
69. A person's _______________ comprises internal factors, such as ability, intelligence and
personality, and will determine how an individual responds to certain stimuli.
Correct : C. Perceptual set
70. Which of the following will influence an individual's perceptions?
Correct : D. All of the above.
71. Which two of the following are terms used by Cook to describe the two kinds of
information used in a social encounter?
Correct : B. Impressionistic information.
72. Which of the following are employees with an internal locus of control orientation more likely to display than employees with an external control orientation?
Correct : D. All of the above.
73. Which factors are used to interpret a person's task performance?
Correct : D. Internal attributions.
74. Which of the following is true?
Correct : A. Self-concept is instinctive
75. Ourselves as others see us is called:
Correct : B. The ideal self
76. The subjective self, as we see ourselves, is called:
Correct : B. The ideal self
77. The way we think other people see us is called:
Correct : C. The ideal self
78. The process of monitoring our behavior to conform with feedback from others is called:
Correct : D. None of the above
79. Which of the following is true?
Correct : A. Low self-monitors worry about what other people think of them
80. Ducking when a stone is thrown at you is an example of:
Correct : C. Learning
81. The tendency for elderly people to move more slowly is an example of:
Correct : D. None of the above
82. In Pavlov’s experiments, the meat powder acted as:
Correct : B. An unconditioned stimulus
83. In Pavlov’s experiment, the bell acted as:
Correct : A. An unconditioned response
84. If the conditioned stimulus comes before the unconditioned stimulus, this is called:
Correct : B. Backward conditioning
85. If the unconditioned stimulus comes before the conditioned stimulus, this is called:
Correct : C. Simultaneous conditioning
86. Which works best in advertising?
Correct : B. Backward conditioning
87. What is the correct term for a situation where a stimulus no longer evokes the conditioned
response?
Correct : C. Extinction
88. When a stimulus that is close to the conditioned stimulus evokes the conditioned response,
this is called:
Correct : C. Extinction
89. All of the following factors would be listed as social factors that influence consumer
behaviour EXCEPT:
Correct : C. Occupation.
90. Which of the following would correctly be labelled as a cultural factor that would influence
consumer behaviour?
Correct : A. Social class.
91. Which of the following would be the BEST description of the major AIO dimensions that
describe a person's pattern of living?
Correct : B. Activities, Interests, and Opinions.
92. "We are what we have" would be associated with which of the following concepts?
Correct : C. A person's self-concept.
93. Another term for a motive (especially after it has become activated or directed) is a:
Correct : C. Drive.
94. Basic needs such as hunger and thirst are called:
Correct : D. Physiological needs.
95. _____________ describes changes in an individual's behaviour arising from experience.
Correct : A. Learning.
96. Which step of the buyer decision process immediately precedes the purchase decision?
Correct : D. Evaluation of alternatives.
97. If a consumer has discomfort caused by post purchase conflict, the consumer is
experiencing:
Correct : B. Cognitive dissonance.
98. The stage in the adoption process where the consumer considers whether trying the new
product makes sense is called:
Correct : B. Evaluation.
99. Ads affecting consumers subconscious minds are classified as
Correct : B. Subliminal Advertising
100. Tendency to which experiences of potential customers fits with innovation is called