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1. The Solar Group, a Mississippi-based mailbox manufacturer, sells mailboxes to contractors who are building mega-subdivisions, to hardware stores, and directly to new homeowners. What kind of products is Solar Group selling?
a. Business products only
b. Both business and consumer goods
d. Consumer goods only
Which of the following is the best example of a sale that could only take place in the business market? a. A professor is purchasing a Mac to use at home
b. A music store owner is ordering the newest Elvis Ultimate Live collection DVD for her mother
c. A teen is purchasing ringtones to use on her phone
d. A librarian is purchasing new books for the school’s library
This is important because big spenders can be the most profitable customers for a business:
a. The conversion task
b. The conversion rate
c. The frequency of sales
d. The recency of sales
e. The monetary value of sales
_____ relates to the fact that customers who have made a purchase lately are more likely to purchase again in the near future than customers who haven’t purchased for a while.
a. External search traffic
b. Effective reach
e. Effective frequency
1. IBM and Cisco work together to provide banks with the products and services they need to manage their multiple locations. In other words, the two companies have joined in a: a. retail cooperative.
b. direct investment venture.
c. transactional relationship.
d. strategic alliance.
e. synergistic relationship.
1. In Japan, reciprocity and personal relationships contribute to the development of:
a. global ventures.
e. an independent network of small retailers.
RockTenn produces packaging products. The company makes cartons that will hold a dozen Dunkin’ Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen-Daz ice cream, express mail envelopes for FedEx, and much more. RockTenn business fluctuates depending on consumer demand. As plastic products become more expensive, companies turn to cardboard and paper to package their products. answer: C OEM
7. Refer to RockTenn. RockTenn makes paper products for companies to use in their product and service offerings. RockTenn buys paper, wood chips, and supplies from companies to make its cartons. RockTenn would be considered a(n):
7. One segment of the business market has primary goals that differ from the ordinary business goals such as profit, market share, or return on investment. This segment includes many schools, churches, and civic clubs. Which business market is this? a. Institutions
7. Imagine that you are the research director of a major industrial marketing firm. You need to select an NAICS code that defines the most homogeneous group of companies in a particular group of highly competitive companies. Which of the following codes might you use? a. 7432
7. Managers can use the NAICS data to:
a. create a more focused mission statement.
b. eliminate risk.
c. classify consumer behavior.
d. identify potential new customers.
e. determine purchase motives.
7. When demand for a product is _____, an increase or decrease in the price of the product will not significantly affect demand for the product. a. responsive
7. Buyers in the business market tend to _____ than buyers in the consumer market. a. use reciprocity less
b. purchase in much smaller quantities
c. buy more products that have a reduced probability of being affected by derived demand
d. generate more stable demand trends
e. be much more geographically concentrated
Refer to Claxton Fruitcakes. In terms of business-to-business products, the large ovens in which the cakes are baked are examples of: a. component parts
b. MRO equipment
c. specialty equipment
d. processed supplies
e. major equipment
RockTenn produces packaging products. The company makes cartons that will hold a dozen Dunkin’ Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen-Daz ice cream, express mail envelopes for FedEx, and much more. RockTenn business fluctuates depending on consumer demand. As plastic products become more expensive, companies turn to cardboard and paper to package their products. answer: b
14. Refer to RockTenn. Power tools used to maintain the machinery that produces cartons would be an example of:
a. major equipment.
b. accessory equipment.
c. raw materials.
d. component parts.
e. processed materials.
Purchasing contracts are commonly used in which type of buying situations? a. Reciprocal
b. Straight rebuy
c. New buy
d. Extended rebuy
e. Modified rebuy
14. A routine purchasing situation in which the purchaser is not looking for new information or other suppliers is called a:
a. modified rebuy.
b. value buy.
c. synergistic buy.
d. straight rebuy.e. make-or-buy
The purpose of market segmentation is to:
b. divide the market into equal size and profit regions for sales territories
c. group a large number of markets together, enabling a company to serve them simultaneously
d. develop a generalized definition of the market as a whole
e. enable the marketer to tailor marketing mixes to meet the needs of one or more specific groups
14. A market is people or organizations that have:
a. the ability, willingness, and power to buy.
b. a medium of exchange and products they desire.
c. needs and wants and an ability and willingness to buy.
d. unmet needs or wants and products or services that satisfy those unmet needs or wants.
e. communication, financial, and capital resources.
19. Refer to MercedesBenz. MercedesBenz’s baby boomers are a useful segment because they meet certain
criteria. Which of the following is not one of those criteria? a. Substantiality
b. Identifiability and measurability
e. Niche creativity
19. Market segmentation can assist marketers to do all of the following EXCEPT:
a. develop more precise definitions of customer needs and wants
b. identify which variable base should be used for segmenting
c. more accurately define marketing objectives
d. improve resource allocation
e. evaluate performance
19. The marketing manager of Gevalia gourmet coffees wants to target the gay male consumer because he thinks this segment of consumers appreciates and consumes gourmet coffee. Even though gay lifestyles are becoming more accepted socially, the manager is finding it difficult to determine the market potential for this segment because many gay consumers are not willing to admit their lifestyle publicly. Which criterion of a useful segment does this illustrate?
19. Many children on the autism spectrum like to chew on clothing, paper, or anything that they can find. Kid Companions manufactures nontoxic, plastic chewable jewelry for kids to wear. The product is a great way to keep kids from chewing on their clothes, while letting them work through their chewing tendencies. However, the company is unsure how to reach parents and therapists with information about their product. This illustrates a segmentation problem with:
19. General Mills offers a deal where its cereal users can collect box tops and submit them to General Mills to earn money for their children’s schools. This program, called the Box Tops for Education Program, is a means of changing light users into heavier users. In other words, it is a form of _____ segmentation. a. lifestyle
24. Refer to Turkey Hunting Equipment. Segmenting a market based on the fact that people who enjoy hunting typically exhibit a particular lifestyle is an example of _____ segmentation. a. benefit
24. Business marketers focus on all of the following market segments EXCEPT: a. institutions.
24. Firms can be categorized by the type of purchasing strategy they use. _____ usually contact familiar suppliers and place an order with the first that can meet product and delivery requirements. a. Strugglers
All of the following are steps in the market segmenting process EXCEPT:
a. determining the objectives of the segmentation strategy
b. profiling and analyzing segments
c. designing, implementing, and maintaining appropriate marketing mixes
d. selecting a market or product category for study
e. choosing a basis or bases for segmenting the market
24. Market segmentation:
a. is a scientific technique for selecting ways to attract specific population samples
b. is rarely done by consumer products companies
c. only needs to be done once for each product
d. should be redone periodically
e. should be done every time a product enters a new stage of its life cycle
24. _____ is one of the potential disadvantages associated with a multisegment strategy. a. Inadequate demand
c. Lower profits
e. Loss of synergy
24. Which target marketing strategy views the market as one big market with no individual segments and thus uses a single marketing mix? a. Undifferentiated
24. All of the following are true about CRM except:
a. Most customers resent how companies use their information.
b. CRM is a huge commitment.
c. Marketers often have to completely rethink how they target customers.
d. Loyalty programs use CRM to thank customers for their business and reinforce the decision to shop at that store.
24. Lands’ End offers customers the option using special software to accurately gauge what size customers are in Lands’ End clothes using a web cam image, and the ability to store size preferences. This is an example of which trend contributing to CRM? a. Time Savings
c. Loyalty marketing
e. Data Mining
24. Changing consumers’ perceptions of a brand in relation to competing brands is known as: a. positioning
24. Product positioning is the process of:
a. finding the correct location for retail outlets to sell a product category.
b. finding the right channel of distribution for a product.
c. creating the desired image of the firm’s product.
d. competing with competitors’ products in the retailers’ stores for the best position on the shelf.
e. pricing the product to be at a competitive level with other brands on the market.
24. _____ is the process of planning, collecting, and analyzing data relevant to a marketing decision. The results of this analysis are then communicated to management. a. Data collection
b. Artificial intelligence
d. Marketing research
e. Single-source research
24. Phillip Morris USA, the manufacturer of the Marlboro Ultra Smooth cigarette targeted to people who want to smoke a potentially safer cigarette, has asked for marketing research to explain the reasons for the recent failure of the new cigarette. This type of research is described as: a. descriptive
24. In-home personal interviews:
a. offer high-quality data at a high cost
b. offer the ability to obtain high-quality data at a low cost
c. are becoming increasingly more popular
d. are less expensive than mall intercepts
e. offer information of moderate quality but at a low cost
24. When marketing researchers for a local fitness club wanted to know consumers’ intentions to start a fitness program for a New Year’s resolution, they used a(n) _____ with five possible answers ranging from “Most Likely” to “Least Likely” and asked that the respondent choose one.
b. action-based question
c. sampling frame question
d. scaled-response question
e. dichotomous response
24. All of the following are advantages associated with the use of Internet surveys EXCEPT: a. decreased costs
b. ability to contact hard-to-reach respondents
c. reduced measurement error
d. ability to get survey results much more rapidly
e. ability to personalize the survey
40. Refer to University Research Study. Because the students must finish the research project within a semester and do not have much money to conduct the research, which of the following would be the best quickest and least expensive method of collecting survey data? a. In-home personal interviews
b. Mail surveys
c. Internet surveys
d. Conducting an experiment
40. A(n) _____ gathers its information from a single group of respondents by continuously monitoring the advertising, promotion, and pricing they are exposed to and the things they buy. This creates a huge database of marketing efforts and resultant consumer behavior.
b. television meter investigation
c. laser scanner experiment
d. CLT interview
e. scanner-based research system
40. _____ is a scanner-based sales-tracking service for the consumer packaged-goods industry. It tracks retail sales, consumer purchasing information, and promotional activity for all bar-coded products. a. BehaviorScan
b. Nielsen Data
c. Scanner Plus
40. Once customer data are analyzed and transformed into usable information, the information must be: a. implemented.
40. When Burpee Gardening company collects relevant information from customers, such as date of last communication with the customer and how often the customer contacts the company, this is an example of: a. establishing marketing objectives.
b. capturing relevant customer data on interactions.
c. identifying customer relationships with the organization.
40. An intelligence system that helps managers assess their competition and vendors in order to become more efficient and effective competitors is called: a. competitive research.
b. competitive intelligence.
c. industrial espionage.
d. an audit.
e. differential competitive advantage.
40. Which of the following is NOT a source of competitive intelligence?
a. A company’s salespeople
b. Government agencies
c. The Yellow Pages
e. All of these are sources of CI
Problem facing the timber industry is the absence of any effective way to prove tht rainforest timber has been legally harvested.In places like Indonesia,as much as 80% of timber available for sale is illegally cut.Companies like TheHomeDepot dont want to sell timber from illegally loged forests even though demand is great for timber from rain forests.Which of following conditions required for exchange to occur is missin when a company tries to sell illegally acquired logs to The Home Depot?
40. Which of the following occurs when people give up something in order to receive something they would rather have?
40. Companies that rely on the marketing concept and that have implemented a market orientation strategy recognize that:
a. price is the most important variable for customers
b. sales depend predominantly on an aggressive sales force
c. what the customer thinks he or she is buying is what is important
40. At www.mystarbucksidea.com, customers are encouraged to share their ideas and thoughts about how Starbucks can better serve its customers. Starbucks customers told management that they wanted to be recognized for choosing Starbucks coffee. So Starbucks instituted the My Starbucks Reward program with money-saving benefits to their Starbuck cardholders. Starbucks is an example of a company with a _____oriented philosophy.
40. The Ritz-Carlton has Service Values that guide employees in providing its Gold Standard service. One of the service values states, “I own and immediately resolve guest problems.” The RitzCarlton management uses
_____ to provide customer service. a. training
40. The sales and market orientations differ on all of the following characteristics EXCEPT:
a. those to whom the product is directed
b. the firm’s performance
c. the firm's business
d. the firm's primary goal
e. the tools to achieve goals
40. What is the fundamental objective of most businesses?
a. employee empowerment, teamwork, and relationship marketing satisfied stakeholders low costs and high quality customer loyalty and retention survival, profits, and growth
40. All of the following are good reasons to study marketing EXCEPT:
a. Marketing creates consumer needs.
b. Marketing plays an important role in society, coordinating the huge numbers of transactions needed to provide goods and services.
c. Marketing is a key function in business.
d. Marketing offers outstanding career opportunities.
55. Refer to Novartis. Novartis is creating and maintaining a fit between its objectives and resources and evolving market opportunities in developing countries. Novartis is engaging in: a. strategic planning
b. selective assessment
c. functional planning
d. environment scanningdecision analysis
55. Strategic plans require:
a. long-term resource commitments
b. a change in organizational structure
c. the addition of new personnel
d. new product developmentchanges in prices
55. Chrysler has a financial unit that is responsible for vehicle leases to consumers. It has a distinct mission, control over its resources, and plans independent of the other divisions of Chrysler. This financial unit is an example of a(n):
a. organizational level
SWOTsecure business unit
55. A strategic business unit (SBU):
a. competes with the same companies as the other SBUs in the parent organization
b. shares the same mission with all the other SBUs in the parent organization
c. controls its business independent of other SBUs in the organization
55. All of the following are strategic alternatives that match products with markets EXCEPT: a. product development
b. market penetration
c. product penetration
e. market development
55. Clay Market began as a retailer of terra-cotta pots and garden figures imported from Turkey and Mexico. It has since added Turkish rugs and fabrics, leathertrimmed purses, and a line of women’s clothes for its customers. These activities are indicative of a _____ strategy. a. vertical integration
b. market penetration
d. product development
55. _____ occurs when a business is defined in terms of goods and services rather than in terms of the benefits customers seek. a. Synergy
b. Tunnel vision
e. Marketing myopia
55. A statement of the firm’s business based on a careful analysis of benefits sought by present and potential
customers and an analysis of existing and anticipated environmental conditions is known as a(n): a. business audit
b. marketing plan
c. mission statement
d. environmental focuse. portfolio matrix
63. Refer to Delta Faucet Company. Delta would most likely have gathered the information about how homeowners perceive its products through the use of a(n): a. break-even analysis
b. correlation analysis
c. sales potential assessment
d. situation analysise. economic forecast
63. Briggs & Stratton is a company that makes small engines. The company is looking at customer trends, its competitors, and the economy to see if there are any threats or opportunities on the horizon. It has also examined its production policies and sales histories to determine its strengths and weaknesses. Briggs & Stratton is conducting a(n):
63. Aldi is a no-frills grocery chain. It sells grocery staples right out of crates and boxes with emphasis on lowpriced, private label brands. Aldi stores are typically about one-third the size of the traditional supermarket. By controlling expenses, Aldi enables its customers to save 30 to 50 percent compared to Kroger customers. The chain targets bargain hunters who are willing to rent a cart and bag their own groceries. Aldi has a:
63. An advantage that cannot be copied by the competition is called a(n) _____ competitive advantage. a. sustainable
63. Of the following, what is the most useful objective for Purina cat food?
a. To increase sales of Purina brand cat food by 15 percent over 2010 sales of $300 million
b. To increase sales of Purina brand cat food between January 1, 2010, and December 31, 2010
c. To increase sales of Purina brand cat food from $300 million to $345 million
d. To increase sales of Purina brand cat foodTo increase sales of Purina pet food
63. All of the following are functions served by objectives EXCEPT:
a. communicating philosophies and provide direction
b. motivating employees
c. clarifying executives’ thinking
d. forming the basis for control
e. guaranteeing market performance
69. Refer to DeFeet International. What is DeFeet’s most likely target market strategy? a. Appeal to the entire market
b. Concentrate on one segment of the market
c. Appeal to multiple segments
d. Appeal to athletes
e. Appeal to the world
69. General Motors Corporation has a goal of launching an electric vehicle soon. The car has been in test-drives, and GM is in the process of working out any bugs that may occur. GM also is in the process of working toward mass production of the vehicle. The company is in which stage of the marketing plan?
c. Synergistic control
d. Strategic diversification
69. An international company that needs to develop a way to compare its actual marketing results with planned results must engage in:
a. external market research
c. comparative analyses
72. Refer to DeFeet International. DeFeet’s _____ is hightech apparel, the packaging it comes in, and the brand
name, company image, and value. a. product
72. Refer to DeFeet International. DeFeet’s _____ includes retailers and online retailers throughout the world. a. product strategy
b. place strategy
c. price strategy
d. promotion strategy
e. positioning strategy
72. _____ refers to the moral principles or values that generally govern the conduct of an individual or a group. a. Righteousness
b. Social consensus
72. Which of the following statements does not describe ethics?
a. Ethics are the moral principles or values that generally govern the conduct of an individual.
b. Ethics is the standard of behavior by which conduct is judged.
c. Morals are a foundation for ethical behavior.
d. Ethical values are situation specific and time oriented.e. Ethics occur naturally, and cannot be taught
72. Which of the following factors will influence ethical decision making and judgments?
a. Likelihood of stakeholder responsibility
b. Proactive nature of organizational sustainability
c. Potential magnitude of the consequences
d. Probability of ethical consensus
e. Consequence of adjacencies
72. Which of the following statements about the theory of sustainability is true?
a. Sustainability is an internal process in which companies match resources and objectives.
b. Sustainability is the idea that socially responsible companies will outperform their peers when they focus on the world’s problems as marketing opportunities.
72. Corporate social responsibility is defined as the:
a. belief that the legal system defines ethical behavior
b. development of inclusive codes of ethics
c. rules by which social rewards are attained
d. business’s concern for society’s welfarecoordination of social programs for publicity purposes
72. The publisher of Ebony magazine has forged an alliance with Dan River, Inc. to create luxury bed and bath products for the newly developed Ebony Home brand. Ebony Home will use the publisher’s long history and expertise to market to the African American market. The African American market is the _____ for the Ebony Home brand. a. target market
b. buying center
c. aggregated unit
72. The external environment:
a. can be controlled in much the same manner as the internal marketing mix
b. cannot be influenced by marketing managers
c. does not change over time
d. does not have an impact on Fortune 500 companies
e. must be continually monitored by marketing managers
72. What do self-sufficiency, upward mobility, work ethic, and conformity have in common?
a. these are no longer valued attitudes
b. They are attitudes that can easily be changed
c. These are three perceptions that Americans have of the Asian lifestyle
d. These are three of the core values that influence lifestyles in the United States
e. They are the determinants of a component lifestyle
82. Refer to Dog Spa. The fact that people would actually treat their dogs to a luxurious spa treatment reflects a change in _____ factors within the external environment. a. demographic
82. Which of the following is NOT a demographic characteristic of a population? a. Income level
d. Educatione. Birthrate
82. Which of the following represents the largest group of consumers in the United States? a. Tweens
b. Gen Y
c. Gen X
d. Baby boomers
82. Consider a small southern town where more than half the residents are African American and the rest are white. A successful marketing campaign for this community would include: a. internet advertising.
b. radio advertising.
d. newspaper advertising.e. outdoor advertising
82. Which demographic category represents the lowest percentage of the U.S. population, but has the highest average family income? a. Asian Americans
b. African Americans
d. Hispanic Americanse. get their news from newspapers rather than television or the radio.
82. The main product for Zamperla Industries is gondola cars for amusement park rides and ski lifts. Its marketing department constantly monitors trends in the external environment that might affect the firm. Which economic factor may pose a major threat to this company?
88. Refer to E-cigarettes. Marketers of the e-cigarette claim that they are not marketing the product to children, particularly because a starter kit costs over $100. Which economic factor are the marketers claiming will likely keep this product out of the hands of children? a. Income
d. Purchasing power
e. Interest rates
When mechanical gas pumps 1st appeared in the US in the 1930s, their spinning dials couldn’t register sales beyond $99.99. Today, some stations still use the retro pumps, but the limited dials cannot register the sales of higher-priced gas, which often mount about $100 for SUVs. The pumps can be modernized for about $650, but the company that provides this service has a huge backlog. This is an example of how ___ factors affect small convenience stores and service stations.
88. Commercial truck drivers have suffered financially as a result of increasing diesel fuel prices. As they look for ways to make their trucks perform more efficiently, manufacturers have created truck body designs that are more aerodynamically sound. This is an example of how _____ factors can help during recessionary periods. a. technological
88. China’s new 5 percent tax on disposable wooden chopsticks, reflecting concerns about deforestation, has been praised by environmentalists. The move is hitting hard at the Japanese, who consume 25 billion sets of wooden chopsticks annually. Almost all of the chopsticks used in Japan come from China. The requirement for Chinese manufacturers of wooden chopsticks to pay the 5 percent tax is a _____ factor in their external environment.
88. A cold medicine manufacturer offers a promotion allowance to retailers for setting up displays featuring its products. Retailers are also offered promotional allowances on purchases of the products. Which legislation requires the manufacturer to make these promotion allowances available to all retailers on a proportionately equal basis? c. Celler-Kefauver Antimerger Act
d. Robinson-Patman Act
e. Lanham Act
88. Frito-Lay is considered the king of the salty snack industry with its distribution network of 42 plants, 12,800 delivery people, and more than 900 tractor trailers formed into a retail delivery powerhouse. Smaller manufacturers of salty snacks find that monitoring the activities of Frito-Lay is an effective way to monitor the _____ factors within their external environments.
88. When many consumers think of adhesives, they think of 3M because it makes so many kinds of adhesives used in the home. However, the world’s largest adhesive producer is Henkel Consumer Adhesives, maker of Loctite and Duck brand duct tape. 3M and Henkel are part of each other’s _____ environment. a. competitive
d. marketing mix
88. Basketball is played nearly everywhere in the world and is an easily understood sport. The National Basketball Association (NBA) finals reached more than 600 million televisions in 195 countries. From this information, you should be able to infer that the NBA is:
c. implementing global marketing standardization
d. supplementing its foreign vision
e. practicing global marketing
88. Sawyer Components manufactures high-cost, customized roller parts for paper mills and is expanding into China because of the opportunity for significant growth in this developing country. The owner uses effective global strategies and is aware of threats from foreign competitors. This illustrates that the owner has a global: a. advantage
88. Apple, Inc. has partnerships with wireless carriers in Japan, Spain, and a handful of other European countries. Apple works with suppliers and retailers worldwide. This means that Apple is a: a. multinational corporation
b. worldwide competitor
c. marketplace competitor
d. domestic corporation
e. foreign investor
88. The Patton Awning Company produces tents, tarps, awnings, and other canvas products. The firm is in the first stage of creating its global business. This means that Patton Awning Company: a. operates in one country and sells to others.
b. has set up a foreign subsidiary.
c. operates an entire line of business in another country.
88. American firms should never try to do business in Europe in August because they will find that everyone has gone on vacation. Today, all European countries have laws requiring companies to provide employees with vacations of at least four to five weeks. This would be an important part of the European _____ environment that any multinational firm doing business there needs to be aware of.
88. A multinational company that makes a labor-intensive product would be interested in the _____ makeup of countries. Factors such as median age, gender, and literacy rates would determine the success of its global expansion.
101. Refer to Kit Kat. Which of the following statements about the relationship between Nestlé and The Hershey Company is probably TRUE?
c. Hershey and Nestlé are in a joint venture together.
d. Hershey pays Nestlé a fee for the privilege of producing Kit Kat bars.
e. Nestlé has not given Hershey any proprietary knowledge about Kit Kat bars.
101. _____ is a global marketing strategy that requires active ownership (either a controlling interest or large minority interest) of a foreign company or overseas manufacturing or marketing facilities. a. Market grouping
b. Import brokering
c. Export subsidizing
e. Direct foreign investment
103. Refer to Breathe Right. To market the nasal strips in countries outside the United States, CNS and 3M provided the strips to the national sports teams. For example, sales in South Africa took off when the entire South African rugby team wore the strips when they won the World Cup of rugby. This example primarily illustrates the use of which element of the global marketing mix?
103. According to the text, which of the following is an example of a product strategy that would be appropriate for a global marketing company to implement? a. Product adaptation
b. Product divestment
c. Product penetration
d. Market substitutionProduct licensing
103. The processes consumers use when making purchase decisions are called: a. consumer behavior.
d. perceptual mapping.database mining
103. 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: .
103. 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
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
109. 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
Electricity for lightin outdoor billboards is powered by transformers.Operator of company tht installs&manages billboards purchased many such transformers.Today, he plans to buy replacement for 1 tht was destroyed by recent hurricane.B4 makin this purchase,he will look@ cost&also see if he can find1 tht is more weatherproof.He wants to make sure he buys the best transformer for job&tht he doesnt pay more money than he should.He will engage in ___ decision makin.
109. All of the following are examples of individual factors that affect the decision-making process for consumers
c. reference groups
112. Refer to Interface. 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 cornfiber carpet tile
e. The acceptance of green marketing among a society
112. 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 traitculture is dynamic
You are the brand manager for a new line of allergy-relief drugs. Which of the following methods might you employ to use opinion leadership/reference groups to help stimulate demand for your products?
112. Which of the following statements about reference groups is true?
a. Reference groups stimulate, but do not constrain, consumption behavior.
b. Reference groups have strong influence on all brands and product purchases.
c. A person can only belong to one reference group.
d. Reference groups serve as information sources and influence perceptions.
112. _____ is an orderly series of stages in which consumers’ attitudes and behavioral tendencies change through
maturity, experience, and changing income and status. a. Socialization
b. The wheel of consumerism
c. The family life cycle
d. Lifestyle consumptione. Acculturation
112. An individual’s _____ is a composite of psychological makeup and environmental forces. It includes people’s
underlying dispositions, especially their most dominant characteristics. a. acculturation
Breyer’s Ice Cream
One hot August afternoon, as Nelson is driving home from work, he sees a billboard for Breyer’s Ice Cream.
He remembers that he is out of ice cream at home, and thinks it would be really great to have a nice, cold bowl of ice cream on such a hot day. So he stops into the convenience store near his home, heads straight for the dairy case, and picks up a half-gallon of strawberry ice cream. Answer: e
112. Refer to Breyer’s Ice Cream. According to Maslow’s hierarchy of needs, which need was Nelson trying to
satisfy when he purchased the ice cream? a. Self-actualization
d. Sociale. Physiological
112. If an advertiser wanted to create ads for a restaurant that stimulate the self-actualization motivation, it would create ads that:
c. inform consumers about the cleanliness of the food preparation areas and procedures.
d. show people enjoying others’ company while eating in the restaurant.
e. indicate eating in the restaurant is what “you have earned and deserve.”
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