Question 1

In the VALS system, consumers who enjoy the new, the offbeat, and the risky find outlet in exercise, sports, outdoor recreation, and social activities.This group of consumers is referred to as __________.

Accepted Answer

A)  experiencers
B)  believers
C)  achievers
D)  innovators
E)  makersF) A) and E)
G) A) and B)

Question 2

In the hierarchy, __________ need involve self-preservation as well as physical and financial well-being.

Accepted Answer

A)  physiological
B)  safety
C)  social
D)  personal
E)  self-actualizationF) C) and E)
G) B) and D)

Question 3

The VALS groups, which are guided by knowledge and principle, are motivated by

Accepted Answer

A)  ideals.
B)  achievement.
C)  self-expression.
D)  rewards.
E)  success.F) A) and C)
G) A) and B)

Question 4

Each of the VALS segments exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

Accepted Answer

A)  experiencers
B)  believers
C)  makers
D)  achievers
E)  innovatorsF) B) and C)
G) D) and E)

Question 5

A __________ is the reward that a consumer given to a consumer.

Accepted Answer

A)  cue
B)  stimulus
C)  motivator
D)  response
E)  reinforcementF) C) and D)
G) A) and E)

Question 6

FIGURE 5-12 
-When OMEGA Watches use spokespeople like Cindy Crawford shown in Figure 5-12 above, it believes she is a(n)  __________ who can influence the purchase decision of its target market.

Accepted Answer

A)  spokesperson
B)  champion
C)  opinion leader
D)  baby boomer
E)  caveat emptorF) B) and C)
G) C) and D)

Question 7

Perceived risk is

Accepted Answer

A)  an unmerited fear of being taken advantage of in an exchange situation.
B)  the anxiety felt in an exchange such as an auction or blind bid where the consumer cannot be certain of the outcome until they are no longer in a position to change it.
C)  the degree to which a seller is willing to make an exchange based upon a customer's credit or buying history.
D)  the willingness of a consumer to allow the ultimate purchase decision to be made by someone other than himself.
E)  the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences.F) A) and E)
G) None of the above

Question 8

BzzAgent researches a product or service before committing to a campaign and rejects about _________ of the companies that seek its service.

Accepted Answer

A)  20 percent
B)  40 percent
C)  50 percent
D)  70 percent
E)  80 percentF) A) and B)
G) A) and C)

Question 9

The process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world is referred to as __________.

Accepted Answer

A)  motivation
B)  attitude formation
C)  conformance
D)  perception
E)  illuminationF) All of the above
G) D) and E)

Question 10

In the VALS system, practical consumers and deliberate information-seekers, who value durability and functionality in products over styling and newness are called

Accepted Answer

A)  experiencers.
B)  innovators.
C)  achievers.
D)  thinkers.
E)  believers.F) A) and B)
G) B) and C)

Question 11

FIGURE 5-1 
-Figure 5-1 above represents the five stages of the purchase decision process.Cell "D" represents the

Accepted Answer

A)  problem recognition stage.
B)  purchase decision.
C)  postpurchase behavior.
D)  alternative evaluation.
E)  information search.F) B) and C)
G) B) and D)

Question 12

Using the same brand name for different products, such as Tylenol® Cold & Flu and Tylenol® P.M., is an example of

Accepted Answer

A)  selective comprehension.
B)  selective retention.
C)  stimulus generalization.
D)  stimulus discrimination.
E)  routine response behavior.F) None of the above
G) A) and B)

Question 13

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as __________.

Accepted Answer

A)  national character
B)  culture
C)  social class
D)  cultural code of ethics
E)  ethnic ideologyF) A) and E)
G) B) and E)

Question 14

Sources of external information that originate with the sellers of products and services, and including advertising, company Web sites, salespeople, and point-of-purchase displays in stores are referred to as

Accepted Answer

A)  personal experiences.
B)  Consumer Reports magazines.
C)  consumer exploitation tactics.
D)  data mining.
E)  marketer-dominated sources.F) B) and E)
G) C) and E)

Question 15

Why would Dr Pepper select country music performer Garth Brooks to appear in an ad campaign? How would he be a sociocultural influence on consumer behavior?

Accepted Answer

A consumer's purchases are often influen...

Question 16

Which of the following lists the hierarchy of needs in its correct order beginning with the most basic?

Accepted Answer

A)  personal, social, physiological, psychological, and safety
B)  physiological, safety, social, personal, and self-actualization
C)  physiological, safety, and self-actualization, and personal
D)  physiological, social, personal, safety, and self-actualization
E)  safety, personal, self-actualization, physiological, and socialF) A) and E)
G) C) and E)

Question 17

FIGURE 5-4 
-In Figure 5-4 above, letter "C" represents the __________ influences that can affect the consumer purchase decision process.

Accepted Answer

A)  economic
B)  situational
C)  environmental
D)  sociocultural
E)  market dominatedF) C) and E)
G) All of the above

Question 18

Steve Walker was happy with his newly purchased laptop.It had all the features he wanted, including wireless capability and DVD, and the $1200 price tag was reasonable.As he was taking the computer out of the box, Walker noticed an advertisement in the local paper showing a similar computer system for only $1100.Suddenly, Walker began to doubt his purchase decision-maybe he hadn't gotten such a good deal.Walker was most likely experiencing

Accepted Answer

A)  buyer's uncertainty.
B)  cognitive dissonance.
C)  selective discord.
D)  product dissonance.
E)  product discord.F) B) and C)
G) C) and D)

Question 19

In the VALS system, consumers who place importance on image - not as evidence of power or status, but as an expression of cultivated tastes, independence, and character are referred to as __________.

Accepted Answer

A)  actualizers
B)  innovators
C)  achievers
D)  thinkers
E)  makersF) A) and D)
G) None of the above

Question 20

FIGURE 5-10 
-In the Figure 5-10 above, diamond "E" refers to

Accepted Answer

A)  innovators
B)  makers
C)  survivors
D)  believers
E)  thinkersF) A) and E)
G) B) and D)

Exam 5: Understanding Consumer Behavior

Each of the VALS segments exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

Correct Answer
verified

Using the same brand name for different products, such as Tylenol® Cold & Flu and Tylenol® P.M., is an example of

Correct Answer
verified

The VALS groups, which are guided by knowledge and principle, are motivated by

Correct Answer
verified

In the VALS system, consumers who place importance on image - not as evidence of power or status, but as an expression of cultivated tastes, independence, and character are referred to as __________.

Correct Answer
verified

In the VALS system, practical consumers and deliberate information-seekers, who value durability and functionality in products over styling and newness are called

Correct Answer
verified

FIGURE 5-4 -In Figure 5-4 above, letter "C" represents the __________ influences that can affect the consumer purchase decision process.

Correct Answer
verified

FIGURE 5-10 -In the Figure 5-10 above, diamond "E" refers to

Correct Answer
verified

In the VALS system, consumers who enjoy the new, the offbeat, and the risky find outlet in exercise, sports, outdoor recreation, and social activities.This group of consumers is referred to as __________.

Correct Answer
verified

Perceived risk is

Correct Answer
verified

FIGURE 5-12 -When OMEGA Watches use spokespeople like Cindy Crawford shown in Figure 5-12 above, it believes she is a(n) __________ who can influence the purchase decision of its target market.

Correct Answer
verified

BzzAgent researches a product or service before committing to a campaign and rejects about _________ of the companies that seek its service.

Correct Answer
verified

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as __________.

Correct Answer
verified

Correct Answer
verified

Why would Dr Pepper select country music performer Garth Brooks to appear in an ad campaign? How would he be a sociocultural influence on consumer behavior?

Correct Answer
verified
A consumer's purchases are often influen...
View Answer

Which of the following lists the hierarchy of needs in its correct order beginning with the most basic?

Correct Answer
verified

FIGURE 5-1 -Figure 5-1 above represents the five stages of the purchase decision process.Cell "D" represents the

Correct Answer
verified

Sources of external information that originate with the sellers of products and services, and including advertising, company Web sites, salespeople, and point-of-purchase displays in stores are referred to as

Correct Answer
verified

A __________ is the reward that a consumer given to a consumer.

Correct Answer
verified

In the hierarchy, __________ need involve self-preservation as well as physical and financial well-being.

Correct Answer
verified

The process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world is referred to as __________.

Correct Answer
verified

Exam 5: Understanding Consumer Behavior

Each of the VALS segments exhibits unique media preferences.Which segment is the heaviest reader of Reader's Digest?

Correct AnswerverifiedShow Answer

Using the same brand name for different products, such as Tylenol® Cold & Flu and Tylenol® P.M., is an example of

Correct AnswerverifiedShow Answer

The VALS groups, which are guided by knowledge and principle, are motivated by

Correct AnswerverifiedShow Answer

In the VALS system, consumers who place importance on image - not as evidence of power or status, but as an expression of cultivated tastes, independence, and character are referred to as __________.

Correct AnswerverifiedShow Answer

In the VALS system, practical consumers and deliberate information-seekers, who value durability and functionality in products over styling and newness are called

Correct AnswerverifiedShow Answer

FIGURE 5-4 -In Figure 5-4 above, letter "C" represents the __________ influences that can affect the consumer purchase decision process.

Correct AnswerverifiedShow Answer

FIGURE 5-10 -In the Figure 5-10 above, diamond "E" refers to

Correct AnswerverifiedShow Answer

In the VALS system, consumers who enjoy the new, the offbeat, and the risky find outlet in exercise, sports, outdoor recreation, and social activities.This group of consumers is referred to as __________.

Correct AnswerverifiedShow Answer

Perceived risk is

Correct AnswerverifiedShow Answer

FIGURE 5-12 -When OMEGA Watches use spokespeople like Cindy Crawford shown in Figure 5-12 above, it believes she is a(n) __________ who can influence the purchase decision of its target market.

Correct AnswerverifiedShow Answer

BzzAgent researches a product or service before committing to a campaign and rejects about _________ of the companies that seek its service.

Correct AnswerverifiedShow Answer

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Why would Dr Pepper select country music performer Garth Brooks to appear in an ad campaign? How would he be a sociocultural influence on consumer behavior?

Correct AnswerverifiedA consumer's purchases are often influen...View AnswerShow Answer

Which of the following lists the hierarchy of needs in its correct order beginning with the most basic?

Correct AnswerverifiedShow Answer

FIGURE 5-1 -Figure 5-1 above represents the five stages of the purchase decision process.Cell "D" represents the

Correct AnswerverifiedShow Answer

Sources of external information that originate with the sellers of products and services, and including advertising, company Web sites, salespeople, and point-of-purchase displays in stores are referred to as

Correct AnswerverifiedShow Answer

A __________ is the reward that a consumer given to a consumer.

Correct AnswerverifiedShow Answer

In the hierarchy, __________ need involve self-preservation as well as physical and financial well-being.

Correct AnswerverifiedShow Answer

The process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world is referred to as __________.

Correct AnswerverifiedShow Answer

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A consumer's purchases are often influen...
View Answer

Correct Answer
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Correct Answer
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