1. Any individual who purchases goods and services from the market for his/her end-use is
called a..................
Correct : C. consumer
2. ------------ is nothing but willingness of consumers to purchase products and services as per
their taste, need and of course pocket.
Correct : B. consumer interest
3. ------------- is a branch which deals with the various stages a consumer goes through before
purchasing products or services for his end use.
Correct : A. consumer behaviour
4. -------------- refers to how an individual perceives a particular message
Correct : D. consumer interpretation
5. “----------- is the action and decisions process or people who purchase goods and services for
personal consumption.”
Correct : A. consumer behaviour
6. ________________ emphasize(s) that profitable marketing begins with the discovery and
understanding of consumer needs and then develops a marketing mix to satisfy these needs.
Correct : A. the marketing concept
7. ________________ is one of the most basic influences on an individual’s needs, wants, and
behaviour.
Correct : B. culture
8. In terms of consumer behaviour; culture, social class, and reference group influences have
been related to purchase and _______________.
Correct : C. consumption decisions
9. Many sub-cultural barriers are decreasing because of mass communication, mass transit, and a ___________________.
Correct : A. decline in the influence of religious values
10. ___________ develop on the basis of wealth, skills and power.
Correct : D. social classes
11. _____________ (is) are transmitted through three basic organizations: the family, religious
organizations, and educational institutions; and in today’s society, educational institutions are playing an increasingly greater role in this regard.
Correct : D. cultural values
12. In large nations, the population is bound to lose a lot of its homogeneity, and thus
_________________ arise.
Correct : C. subcultures
13. _______________ are based on such things as geographic areas, religions, nationalities,
ethnic groups, and age.
Correct : C. subcultures
14. Marketing managers should adapt the marketing mix to ___________________ and
constantly monitor value changes and differences in both domestic and global markets.
Correct : C. cultural values
15. _____________ has become increasingly important for developing a marketing strategy in
recent years.
Correct : D. age groups, such as the teen market, baby boomers, and the mature market
16. Two of the most important psychological factors that impact consumer decision-making
process are product _____________ and product involvement.
Correct : D. knowledge
17. Which of the following is the most valuable piece of information for determining the social
class of your best friend's parents?
Correct : D. their occupations
18. Changes in consumer values have been recognized by many business firms that have
expanded their emphasis on ____________ products.
Correct : B. timesaving, convenience-oriented
19. Many sub cultural barriers are decreasing because of mass communication, mass transit, and
________________.
Correct : C. the use of new technology
20. Different social classes tend to have different attitudinal configurations and _______ that
influence the behaviour of individual members.
Correct : B. values
21. In terms of consumption decisions, middle class consumers prefer to _________.
Correct : B. buy what is popular
22. _________________ refers to the buying behavior of final consumers.
Correct : A. consumer buyer behavior .
23. ____________ is individuals and households who buy goods and services for personal
consumption.
Correct : C. the consumer market .
24. Understanding consumer buying behavior is not easy. The answers are often locked deep
within the consumer’s head. The central question for marketers is:
Correct : D. how do consumers respond to various marketing efforts the company might use? .
25. The starting point in understanding how consumers respond to various marketing efforts the
company might use is the:
Correct : B. stimulus-response model of buyer behavior. .
26. According to the stimulus-response model of buyer behavior (as presented in your text), the
place where consumers process marketing stimuli prior to making purchase decision is called the:
Correct : C. consumer’s black box. .
27. Consumer purchases are influenced strongly by cultural, social, personal, and:
Correct : B. psychological characteristics. .
28. ______________ is the most basic cause of a person’s wants and behaviors.
Correct : A. culture .
29. Marketers are always trying to spot ____________ in order to discover new products that
might be wanted.
Correct : C. cultural shifts .
30. The cultural shift toward _____________ has resulted in more demand for casual clothing and
simpler home furnishings.
Correct : C. informality .
31. A ________________ is a group of people with shared value systems based on common life
experiences and situations.
Correct : B. subculture .
32. The greatest barrier to effectively marketing to the Asian American market is thought to be:
Correct : B. language and cultural traditions. .
33. Relatively permanent and ordered divisions in a society whose members share similar
values, interests, and behaviors are called:
Correct : C. social classes. .
34. As a form of a reference group, the _______________ are ones to which the individual
wishes to belong.
Correct : D. aspiration groups .
35. The __________________ is a person within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exerts influence on others.
Correct : C. opinion leader .
36. Even though buying roles in the family change constantly, the ___________ has traditionally
been the main purchasing agent for the family.
Correct : A. wife .
37. A major reason for the changing traditional purchasing roles for families is that:
Correct : B. more women than ever hold jobs outside the home. .
38. A(n) ________________ consists of the activities people are expected to perform according to
the persons around them.
Correct : C. role .
39. The stages through which families might pass as they mature over time is a description of
what is called the:
Correct : D. family life cycle.
40. The basic premise of the _____________ is that people’s possessions contribute to and reflect their identities; that is, “we are what we have.”
Correct : B. self-concept .
41. A _____________ is a need that is sufficiently pressing to direct the person to seek satisfaction
of the need.
Correct : A. motive .
42. A good synonym for motive is a(n) _____________.
Correct : C. drive .
43. The theory of motivation that views people as responding to urges that are repressed but
never fully under control was developed by:
Correct : C. fre
44. According to Maslow’s Hierarchy of Needs, the lowest order of needs are called:
Correct : D. physiological needs. .
45. According to Maslow’s Hierarchy of Needs, the highest order of needs are called:
Correct : A. self-actualization needs. .
46. __________________ is the process by which people select, organize, and interpret
information to form a meaningful picture of the world.
Correct : C. perception .
47. People can form different perceptions of the same stimulus because of three perceptual
processes. These processes are best described as being:
Correct : A. selective attention, selective distortion, and selective retention. .
48. _______________ describes changes in an individual’s behavior arising from experience.
Correct : D. learning .
49. A ___________ is a strong internal stimulus that calls for action.
Correct : A. drive .
50. If a consumer describes a car as being the “most economical car on the market,” then this
descriptor is a(n):
Correct : C. belief. .
51. If a consumer tells friends “I like my car more than any other car on the road,” then the
consumer has expressed a(n):
Correct : B. attitude. .
52. ___________ puts people into a frame of mind of liking or disliking things, of moving
toward or away from them.
Correct : B. an attitude .
53. Which of the following is NOT one of the five stages of the buyer decision process?
Correct : B. brand identification .
54. According to the buyer decision process suggested in the text, the first stage is characterized
as being one of:
Correct : C. need recognition. .
55. The buying process can be triggered by a(n) __________ when one of the person’s normal
needs—hunger, thirst, sex—rises to a level high enough to become a drive.
Correct : C. internal stimuli .
56. The stage in the buyer decision process in which the consumer is aroused to search for
more information is called:
Correct : A. information search. .
57. The consumer can obtain information from any of several sources. If the consumer were to obtain information from handling, examining, or using the product, then the consumer would
have obtained the information by using a(n):
Correct : D. experiential source.
58. Generally, the consumer’s purchase decision will be to buy the most preferred brand, but two
factors can come between the purchase intention and the purchase decision. These two factors are best described as being:
Correct : D. the attitude of others and unexpected situational factors. .
59. With respect to post purchase behavior, the larger the gap between expectations and performance:
Correct : B. the greater the customer’s dissatisfaction. .
60. Cognitive dissonance occurs in which stage of the buyer decision process model?
Correct : D. post purchase conflict .
61. A company must always guard against dissatisfying customers. On average, a satisfied
customer tells 3 people about a good purchase experience. A dissatisfied customer, however, on average gripes to ________ people.
Correct : C. 11 .
62. The _________________ is the mental process through which an individual passes from first
hearing about an innovation to final adoption.
Correct : A. adoption process .
63. All of the following are part of the adoption process that consumers may go through when
considering an innovation EXCEPT:
Correct : B. process. .
64. With respect to adopter categories, the _______________ are guided by respect, are the
opinion leaders in their communities, and adopt new ideas early but carefully.
Correct : C. early adopters .
65. With respect to adopter categories, the ___________________ are skeptical and they adopt
an innovation only after a majority of people have tried it.
Correct : C. late majority .
66. Several characteristics are especially important in influencing an innovation’s rate of
adoption. _________ is the degree to which the innovation may be tried on a limited basis.
Correct : D. divisibility .
67. If a company makes products and services for the purpose of reselling or renting them to
others at a profit or for use in the production of other products and services, then the company is selling to the:
Correct : A. business market. .
68. All of the following are among the primary differences between a business market and a
consumer market EXCEPT:
Correct : A. purchase decisions to satisfy needs. .
69. The business marketer normally deals with _____________ than the consumer marketer
does.
Correct : C. far fewer but far larger buyers
70. When demand comes (as it does in the business market) from the demand for consumer
goods, this form of demand is called:
Correct : D. Derived demand.
71. That business markets have more buyers involved in the purchase decision is evidence of
which of the following characteristic differences between business and consumer markets?
Correct : B. the nature of the buying unit .
72. The place in the business buying behavior model where interpersonal and individual
influences might interact is called the:
Correct : B. response. .
73. In a _______________, the buyer reorders something without any modifications.
Correct : B. straight rebuy .
74. In a _______________, the buyer wants to change something about product
specifications, prices, terms, or suppliers.
Correct : C. modified rebuy .
75. When a firm buys a product or service for the first time, it is facing a:
Correct : D. new task situation. .
76. The “in” suppliers are most likely to get nervous and feel pressure to put their best foot forward in which of the following types of buying situations?
Correct : A. modified rebuy .
77. The decision-making unit of a buying organization is called its _____________: all the
individuals and units that participate in the business decision-making process.
Correct : D. demand-supply center
78. The stage of the business buying process where the buyer describes the characteristics and
quantity of the needed item is called:
Correct : B. general need description. .
79. If a buying team is asked by the purchasing department to rank the importance of reliability,
durability, price, and other attributes of an item, then the team is going through a business buying process stage called:
Correct : B. general need description. .
80. ________________ is the stage of business buying where an organization decides on and
specifies the best technical product characteristics for a needed item.
Correct : C. product specification .
81. Factors such as supplier reputation for repair and servicing capabilities are important criteria
for evaluation at which stage in the business buying process?
Correct : C. supplier selection .
82. Blanket contracts are typically part of which of the following stages in the business buying
process?
Correct : D. order-routine specification .
83. The stage of the business buying process in which the buyer writes the final order with the
chosen supplier(s), listing the technical specifications, quantity needed, expected time of delivery, return policies, and warranties is called:
Correct : D. order-routine specification. .
84. The _______________ may lead the buyer to continue, modify, or drop the arrangement
that has been entered into by the buyer and seller.
Correct : A. performance review .
85. For the marketing manager, social class offers some insights into consumer behavior and is
potentially useful as a ___________________.
Correct : B. market segmentation variable .
86. ____________ is the definition of reference groups.
Correct : A. groups that an individual looks to when forming attitudes and opinions .
87. __________ are factors that have been shown to affect consumer behavior.
Correct : A. brand name, quality, newness, and complexity .
88. The reason that higher prices may not affect consumer buying is _______________.
Correct : C. consumers believe that higher prices indicate higher quality or prestige .
89. ___________ are the groups that individuals look to when forming attitudes and opinions.
Correct : A. reference groups .
90. For which of the following products would the reference group influence be the strongest?
Correct : B. a pickup truck .
91. Secondary reference groups include ________________.
Correct : D. fraternal organizations and professional associations .
92. Marketing strategies are often designed to influence _______________ and lead to
profitable exchanges.
Correct : A. consumer decision making .
93. __________ refers to the information a consumer has stored in their memory about a
product or service.
Correct : B. product knowledge .
94. One of the key tasks of marketers is ____________ and to create consumer perceptions
that the product is worth purchasing.
Correct : C. to differentiate their products from those of competitors .
95. Praveen doesn't really like Chicken fry but when all of his friends ordered chicken fry,
he felt that to be part of the gang he needed to buy one for himself. Which situational influence explains Terence's purchase of a grapefruit martini?
Correct : D. social features
96. ________ can influence the consumers’ thoughts about products.
Correct : B. advertising, sales promotions, salespeople, and publicity .
97. 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 .
98. Marketing communications play a critical role in informing consumers about ______
including where they can be purchased and in creating favourable images and perceptions.
Correct : C. products and services .
99. When consumers are seeking low-involvement products, they are unlikely to engage in
extensive search, so _________________ is important.
Correct : C. ready availability .
100. Marketers can create brand equity ______________.
Correct : A. by selling them in prestigious outlets .