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Marketing Chapter 5 Test Questions
Test Questions
57
Marketing
09/19/2012

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Term
1) Which of the following is the characteristic that distinguishes consumer buying from business buying?
Definition
B) whether or not the products are bought for personal consumption
Term
2) ________ refers to the practice of including ethnic themes within a company's mainstream marketing.
Definition
A) Multicultural Marketing
Term
3) Which statement is true regarding social class in the United States?
Definition
E) People are relegated to a permanent class layer in the United States.
Term
4) People are often influenced by reference groups to which they do not belong. ________ refer to groups to which an individual wishes to belong.
Definition
B) Aspirational groups
Term
5) Which of the following major American social classes comprises the social elite who live on inherited wealth?
Definition
B) uppers uppers
Term
6) Which of the following major American social classes comprises people who have earned high income or wealth through exceptional ability?
Definition
E) lower uppers
Term
7) The ________ comprise the working poor whose living standard is just above poverty but they strive toward a higher class.
Definition
A) uppers lowers
Term
8) A shoe company uses ads featuring the members of a country music band knowing that the band's fans will see the members wearing the company's shoes and will want to wear the same shoes. In this case, the band is a(n) ________ for its fans.
Definition
B) reference group
Term
9) ________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.
Definition
A) Opinion leaders
Term
10) What type of marketing refers to marketing that involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products?
Definition
C) buzz marketing
Term
11) Facebook and Twitter are examples of ________.
Definition
C) social networks
Term
12) Which of the following Web sites is a message board?
Definition
D) Craigslist
Term
13) ________ is an example of a virtual world.
Definition
D) Second Life
Term
14) A(n) ________ consists of the activities a person is expected to perform according to the people around him.
Definition
B) role
Term
15) Each role carries ________ reflecting the general esteem given to it by society.
Definition
E) a status
Term
16) Which of the following is a psychographic characteristic of a consumer?
Definition
C) lifestyle
Term
17) A customer's lifestyle can be measured using the AIO dimensions. What does AIO stand for?
Definition
A) Activies, Interests, Opinions
Term
18) Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?
Definition
C) brand personality
Term
19) A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.
Definition
B) motive
Term
20) According to Freud's theory, ________.
Definition
E) a person's buying decisions are affected by subconscious motives that even the buyer may not fully understand.
Term
21) A marketing research company asked members of a focus group to describe several motorcycle brands as animals. This is an example of ________.
Definition
B) interpretive consumer research
Term
22) Which of the following needs in Maslow's hierarchy of needs is generally satisfied the last?
Definition
D) self-actualization needs
Term
23) Which of the following is an esteem need according to Maslow's hierarchy of needs?
Definition
E)status
Term
24) Which of the following would fulfill a safety need according to Maslow's hierarchy of needs?
Definition
D) a life insurance policy
Term
25) Which of the following statements is in accordance with Maslow's hierarchy of needs theory?
Definition
D) Lower-level needs in the hierarchy will be fulfilled before higher-level needs.
Term
26) Which of the following statements is in accordance with Maslow's hierarchy of needs theory?
Definition
D) A person will not be interested in achieving recognition or social status until his physiological and safety needs are met.
Term
27) ________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.
Definition
B) Perception
Term
28) People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information to which he or she is exposed is called ________.
Definition
D) selective attention
Term
29) People tend to interpret new information in a way that will support what they already believe. This is called ________.
Definition
B) selective distortion
Term
30) James and Nathan attended a sales seminar. Both left the seminar with differing opinions about what was important to implement in their jobs. Both used the information in different ways, according to what each already believed was important. They have engaged in ________.
Definition
A) selective distortion
Term
31) People forget much that they learn. They tend to remember information that supports their attitudes and beliefs. This is called ________.
Definition
A) selective retention
Term
32) ________ describes changes in an individual's behavior arising from experience.
Definition
B) Learning
Term
33) ________ are minor stimuli that influence where, when, and how a person responds to an idea.
Definition
A) Cues
Term
34) A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.
Definition
D) attitude
Term
35) The buying process usually begins with ________.
Definition
A) recognition of a need or problem
Term
36) Becca wants to buy a new coat. She asked her friends to recommend a store and/or a style of coat. She searched the newspaper for coat sales, and she visited nearby stores to see what is available in her price range. Becca is most likely to be in the ________ stage of the buying process.
Definition
B) alternative evaluation
Term
37) Consumers can obtain information about their needs from any of several sources. Which of the following is a commercial source?
Definition
C) dealer Web sites
Term
38) Which of the following is an experiential source of information?
Definition
B) using the product
Term
39) The information sources that are most effective at influencing a consumer's purchase decision are ________ sources. These sources legitimize or evaluate products for the buyer.
Definition
D) personal
Term
40) Jeff is in the process of buying a new car. He is carefully analyzing the features he wants from the car, and perceives significant differences in price, quality, and features among his three favorite models. Jeff's next step is most likely to be ________.
Definition
E) purchase decision
Term
41) Simone purchased two bottles of wine from vineyards in Bordeaux. When asked her opinion of the wines, she said the Pontet Canet tasted like alcoholic grape juice, but the Chateau Margaux had a crisp taste that she really enjoyed. These statements were made during the ________ stage of the purchase decision.
Definition
C) alternative evaluation
Term
42) Almost all major purchases result in ________, discomfort caused by postpurchase conflict.
Definition
B) cognitive dissonance
Term
43) Alyce believes very strongly that the public school system offers students the best opportunities to develop mentally, emotionally, and physically. Which of the following, if true, would cause Alyce the most cognitive dissonance?
Definition
B) Homeschooled students fare better on standardized tests, and are more mature than students in the public school system.
Term
44) The management team at Riceborough Farms recently invested thousands of dollars in setting up wind energy units across its property, believing that this would enable the Farms to become self-sufficient in energy production. However, a year into the project, it was noted that the wind-powered systems did not produce much energy, and the Farms used almost as much conventional energy as before. Which of the following, if true, would reduce the cognitive dissonance felt by the management team at Riceborough?
Definition
E) The government offers several benefits for companies adopting green technologies such as solar or wind energy systems.
Term
45) 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 ________.
Definition
 cognitive dissonance
Term
46) ________ is the decision by an individual to become a regular user of the product.
Definition
Adoption
Term
47) In which stage of the adoption process does the consumer consider whether trying the new product makes sense?
Definition
evaluation
Term
48) ________ are tradition bound, suspicious of changes and adopt the innovation only when it has become something of a tradition itself.
Definition
Laggards
Term
49) ________ is the degree to which the innovation appears superior to existing products.
Definition
 Relative advantage
Term
50) ________ is the degree to which the innovation fits the values and experiences of potential consumers.
Definition
Compatibility
Term
51) ________ is the degree to which the innovation is difficult to understand or use.
Definition
Complexity
Term
52) ________ is the degree to which the innovation may be tried on a limited basis.
Definition
Divisiblity
Term
53) ________ is the degree to which the results of using the innovation can be observed or described to others.
Definition
E) Communicability
Term
54) Which of the following is true of business markets?
Definition
C) Business demand is derived demand as it ultimately derives from the demand for consumer goods.
Term
55) In a straight rebuy business buying situation, ________.
Definition
 the buyer reorders something without any modifications
Term
56) A company regularly purchases cleaning supplies for its cleaning staff, using the same vendor and ordering relatively consistent amounts of the same products with each purchase. This is an example of a ________ situation.
Definition
 straight rebuy
Term
57) James calls in a department manager to assist in a purchase of industrial equipment. He is considering a change in product specifications, terms, and possibly suppliers. This is most likely a ________ situation.
Definition
 modified rebuy