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| 1) Which of the following is the characteristic that distinguishes consumer buying from business buying? |
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| B) whether or not the products are bought for personal consumption |
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| 2) ________ refers to the practice of including ethnic themes within a company's mainstream marketing. |
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| A) Multicultural Marketing |
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| 3) Which statement is true regarding social class in the United States? |
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| E) People are relegated to a permanent class layer in the United States. |
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| 4) People are often influenced by reference groups to which they do not belong. ________ refer to groups to which an individual wishes to belong. |
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| 5) Which of the following major American social classes comprises the social elite who live on inherited wealth? |
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| 6) Which of the following major American social classes comprises people who have earned high income or wealth through exceptional ability? |
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| 7) The ________ comprise the working poor whose living standard is just above poverty but they strive toward a higher class. |
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| 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. |
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| 9) ________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others. |
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| 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? |
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| 11) Facebook and Twitter are examples of ________. |
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| 12) Which of the following Web sites is a message board? |
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| 13) ________ is an example of a virtual world. |
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| 14) A(n) ________ consists of the activities a person is expected to perform according to the people around him. |
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| 15) Each role carries ________ reflecting the general esteem given to it by society. |
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| 16) Which of the following is a psychographic characteristic of a consumer? |
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| 17) A customer's lifestyle can be measured using the AIO dimensions. What does AIO stand for? |
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| A) Activies, Interests, Opinions |
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| 18) Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand? |
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| 19) A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction. |
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| 20) According to Freud's theory, ________. |
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| E) a person's buying decisions are affected by subconscious motives that even the buyer may not fully understand. |
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| 21) A marketing research company asked members of a focus group to describe several motorcycle brands as animals. This is an example of ________. |
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| B) interpretive consumer research |
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| 22) Which of the following needs in Maslow's hierarchy of needs is generally satisfied the last? |
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| D) self-actualization needs |
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| 23) Which of the following is an esteem need according to Maslow's hierarchy of needs? |
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| 24) Which of the following would fulfill a safety need according to Maslow's hierarchy of needs? |
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| D) a life insurance policy |
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| 25) Which of the following statements is in accordance with Maslow's hierarchy of needs theory? |
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| D) Lower-level needs in the hierarchy will be fulfilled before higher-level needs. |
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| 26) Which of the following statements is in accordance with Maslow's hierarchy of needs theory? |
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| D) A person will not be interested in achieving recognition or social status until his physiological and safety needs are met. |
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| 27) ________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world. |
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| 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 ________. |
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| 29) People tend to interpret new information in a way that will support what they already believe. This is called ________. |
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| 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 ________. |
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| 31) People forget much that they learn. They tend to remember information that supports their attitudes and beliefs. This is called ________. |
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| 32) ________ describes changes in an individual's behavior arising from experience. |
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| 33) ________ are minor stimuli that influence where, when, and how a person responds to an idea. |
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| 34) A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea. |
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| 35) The buying process usually begins with ________. |
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| A) recognition of a need or problem |
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| 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. |
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| B) alternative evaluation |
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| 37) Consumers can obtain information about their needs from any of several sources. Which of the following is a commercial source? |
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| 38) Which of the following is an experiential source of information? |
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| 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. |
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| 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 ________. |
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| 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. |
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| C) alternative evaluation |
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| 42) Almost all major purchases result in ________, discomfort caused by postpurchase conflict. |
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| 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? |
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| B) Homeschooled students fare better on standardized tests, and are more mature than students in the public school system. |
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| 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? |
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| E) The government offers several benefits for companies adopting green technologies such as solar or wind energy systems. |
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| 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 ________. |
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| 46) ________ is the decision by an individual to become a regular user of the product. |
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| 47) In which stage of the adoption process does the consumer consider whether trying the new product makes sense? |
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| 48) ________ are tradition bound, suspicious of changes and adopt the innovation only when it has become something of a tradition itself. |
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| 49) ________ is the degree to which the innovation appears superior to existing products. |
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| 50) ________ is the degree to which the innovation fits the values and experiences of potential consumers. |
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| 51) ________ is the degree to which the innovation is difficult to understand or use. |
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| 52) ________ is the degree to which the innovation may be tried on a limited basis. |
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| 53) ________ is the degree to which the results of using the innovation can be observed or described to others. |
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| 54) Which of the following is true of business markets? |
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| C) Business demand is derived demand as it ultimately derives from the demand for consumer goods. |
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| 55) In a straight rebuy business buying situation, ________. |
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| the buyer reorders something without any modifications |
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| 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. |
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| 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. |
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