2. while in _ stage of FLC the consumer is likely to buy basis kitchen equipment, furniture, two wheeler.
Correct : C. Bachelorhood
3. while in _ stage of FLC the consumer is likely to buy baby food, diapers, chech and cough medication.
Correct : C. parenthood
4. while in _ stage of FLC the consumer is likely to concetrate on home improvements, buy tastful furniture, car, home applicances & magazines.
Correct : C. post parenthood
5. while in _ stage of FLC the consumer is likely to buy more medical products & seek more attention, affection & security.
Correct : A. dissolution
6. In family decision making, _ are those family members who provide information and advice and thus influence the purchase.
Correct : D. buyers
7. In family decision making, _ are those family members who control the flow of information about a product/service thus influencing the decisions of other family members.
Correct : A. Gatekeepers
8. In family decision making, _ are family members who have the power to unilaterally or jointly decide whether or not to buy a product or service.
Correct : A. deciders
9. In family decision making, _ are those family members who actually buy a particular product or service.
Correct : A. buyers
10. _ is an external influence for a consumer's buying behaviour.
Correct : C. subculture
11. _ needs are the ones that we learn in response to our culture or environment.
Correct : A. acquired
12. _are the objectives that have to fulfilled.
Correct : C. goals
13. In family decision making, _ are those family members who transform or prepare the product into the form in which it is actually consumed.
Correct : D. Preparers
14. Any individual who purchases goods and services from the market for his/her end-use is
called a..................
Correct : A. Customer
15. ------------ is nothing but willingness of consumers to purchase products and services as per
their taste, need and of course pocket.
Correct : B. Consumer interest
16. ------------- 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 behavior
17. -------------- refers to how an individual perceives a particular message
Correct : D. Consumer interpretation.
18. “----------- is the action and decisions process or people who purchase goods and services for
personal consumption.”
Correct : A. Consumer behavior
19. ________________ 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
20. ________________ is one of the most basic influences on an individual’s needs, wants, and
behaviour.
Correct : B. Culture
21. In terms of consumer behaviour; culture, social class, and reference group influences have
been related to purchase and _______________.
Correct : C. Consumption decisions
22. Many sub-cultural barriers are decreasing because of mass communication, mass transit, and a
___________________.
Correct : A. Decline in the influence of religious values
23. ___________ develop on the basis of wealth, skills and power.
Correct : D. Social classes.
24. _____________ (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.
25. In large nations, the population is bound to lose a lot of its homogeneity, and thus
_________________ arise.
Correct : C. Subcultures
26. _______________ are based on such things as geographic areas, religions, nationalities,
ethnic groups, and age.
Correct : C. Subcultures
27. 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
28. _____________ 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.
29. Two of the most important psychological factors that impact consumer decision-making
process are product _____________ and product involvement.
Correct : D. Knowledge
30. 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
31. Changes in consumer values have been recognized by many business firms that have
expanded their emphasis on ____________ products.
Correct : B. Timesaving, convenience-oriented
32. Many sub cultural barriers are decreasing because of mass communication, mass transit, and
________________.
Correct : C. The use of new technology
33. Different social classes tend to have different attitudinal configurations and _______ that
influence the behaviour of individual members.
Correct : B. Values
34. __________ is the single factor that best indicates social class.
Correct : C. Occupation
35. In terms of consumption decisions, middle class consumers prefer to _________.
Correct : B. Buy what is popular
36. _________________ refers to the buying behavior of final consumers.
Correct : A. Consumer buyer behavior .
37. ____________ is individuals and households who buy goods and services for personal
consumption.
Correct : C. The consumer market.
38. 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?
39. 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. .
40. According to the stimulus-response model of buyer behavior , the place where consumers process
marketing stimuli prior to making purchase decision is called_______________
Correct : C. Consumer’s black box. .
41. Consumer purchases are influenced strongly by cultural, social, personal, and __________
Correct : B. Psychological characteristics. .
42. ______________ is the most basic cause of a person’s wants and behaviors.
Correct : A. Culture.
43. Marketers are always trying to spot ____________ in order to discover new products that
might be wanted.
Correct : C. cultural shifts .
44. The cultural shift toward _____________ has resulted in more demand for casual clothing and
simpler home furnishings.
Correct : C. informality.
45. A ________________ is a group of people with shared value systems based on common life
experiences and situations.
Correct : B. subculture .
46. The greatest barrier to effectively marketing to the Asian American market is thought to be ________
Correct : B. Language and cultural traditions. .
47. Relatively permanent and ordered divisions in a society whose members share similar
values, interests, and behaviors are called__________
Correct : C. Social classes. .
48. As a form of a reference group, the _______________ are ones to which the individual
wishes to belong.
Correct : D. aspiration groups .
49. 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 .
50. Even though buying roles in the family change constantly, the ___________ has traditionally
been the main purchasing agent for the family.
Correct : A. Wife .
51. A major reason for the changing traditional purchasing roles for families is that:
Correct : B. More women than ever hold jobs outside the home. .
52. A(n) ________________ consists of the activities people are expected to perform according to
the persons around them.
Correct : C. role .
53. 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.
54. A ______________ is a person’s pattern of living as expressed in his or her activities,
interests, and opinions.
Correct : D. lifestyle .
55. ______________ is(are) a person’s unique psychological characteristics that lead to relatively
consistent and lasting responses to his or her own environment.
Correct : B. Personality .
56. 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 .
57. A _____________ is a need that is sufficiently pressing to direct the person to seek satisfaction
of the need.
Correct : A. Motive.
58. A good synonym for motive is a(n) _____________.
Correct : C. drive .
59. The theory of motivation that views people as responding to urges that are repressed but
never fully under control was developed b ___________
Correct : C. Freu
60. According to Maslow’s Hierarchy of Needs, the lowest order of needs are called:
Correct : D. Physiological needs.
61. According to Maslow’s Hierarchy of Needs, the highest order of needs are called:
Correct : A. Self-actualization needs. .
62. __________________ is the process by which people select, organize, and interpret
information to form a meaningful picture of the world.
Correct : C. Perception .
63. 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. .
64. _______________ describes changes in an individual’s behavior arising from experience.
Correct : D. Learning .
65. A ___________ is a strong internal stimulus that calls for action.
Correct : A. Driv .
66. If a consumer describes a car as being the “most economical car on the market,” then this
descriptor is an ___________
Correct : C. Belief. .
67. If a consumer tells friends “I like my car more than any other car on the road,” then the
consumer has expressed an _____________
Correct : B. Attitude. .
68. ___________ puts people into a frame of mind of liking or disliking things, of moving
toward or away from them.
Correct : B. An attitude.
69. Which of the following is NOT one of the five stages of the buyer decision process?
Correct : B. brand identification .
70. According to the buyer decision process suggested in the text, the first stage is characterized
as being one of __________
Correct : C. Need recognition. .
71. 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 .
72. The stage in the buyer decision process in which the consumer is aroused to search for
more information is called____________
Correct : A. Information search.
73. 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.
74. How the consumer processes information to arrive at brand choices occurs during which stage
of the buyer decision process?
Correct : C. evaluation of alternatives
75. 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. .
76. With respect to post purchase behavior, the larger the gap between expectations and
performance:
Correct : B. The greater the customer’s dissatisfaction. .
77. Cognitive dissonance occurs in which stage of the buyer decision process model?
Correct : D. post purchase conflict .
78. 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 .
79. The _________________ is the mental process through which an individual passes from first hearing about an innovation to final adoption.
Correct : A. adoption process .
80. All of the following are part of the adoption process that consumers may go through when
considering an innovation EXCEPT:
Correct : B. Process. .
81. 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 .
82. 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 .
83. 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. .
84. 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. .
85. The business marketer normally deals with _____________ than the consumer marketer
does.
Correct : C. far fewer but far larger buyers
86. When demand comes (as it does in the business market) from the demand for consumer
goods, this form of demand is called___________
Correct : D. d. Derived demand. .
87. General Motors buys steel because consumers buy cars. If consumer demand for cars drops, so will General Motors’ demand for steel. This is an example of the relationships found in___________
Correct : D. d. Derived demand. .
88. 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 .
89. The place in the business buying behavior model where interpersonal and individual Influences might interact is called the__________
Correct : B. Response.
90. In a _______________, the buyer reorders something without any modifications.
Correct : B. straight re buying
91. In a _______________, the buyer wants to change something about product
specifications, prices, terms, or suppliers.
Correct : C. modified re buy .
92. When a firm buys a product or service for the first time, it is facing a _____________
Correct : D. New task situation. .
93. 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 re buy .
94. 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 : A. buying center .
95. Considering the major influences on business buyer behavior, as shown in a model in the text, under which influence stage would you expect to find the influences of authority, status, empathy, and persuasiveness?
Correct : D. individual
96. 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.
97. 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. .
98. ________________ 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 .
99. _________________ is an approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods of production.
Correct : D. Value analysis .
100. Factors such as supplier reputation for repair and servicing capabilities are important criteria
for evaluation at which stage in the business buying process?