Q121. In studying consumer behaviour, it is often useful to categorize people on the basis of some similarity. Descriptions such as age, gender, income, or occupation are called:
A. demographics
B. psychographics
C. personal profiles
D. physiognomies
Answer
A. demographics
Q122. When consumers are making buying decisions, some observers have said that their behaviour resembles acting in a play, complete with lines, props, even costumes. They may alter their consumption decisions depending upon the part they are playing at the time. This view of consumer behaviour is often called:
A. consumer activism
B. consumption play theory
C. dramatism
D. role theory
Answer
D. role theory
Q123. The expanded view of the exchange which includes the issues that influence the consumerbefore, during, and after a purchase is called:
A. The marketing mix
B. The consumption process
C. The strategic focus
D. The extended exchange theory
Answer
B. The consumption process
Q124. Recently marketers have come to realize the value of what is being called relationship marketing. In marketing terms, it means:
A. coordinating the packages of family brands to communicate the same “look”
B. developing friendships with foreign governments so that Canadian products can be sold in their countries at a fair price
C. instituting practices which show companies’ awareness of their responsibilities to the environment and society
D. building bonds between brands and customers that will last a lifetime
Answer
D. building bonds between brands and customers that will last a lifetime
Q125. Which of the following is NOT one of the criteria which have to be met if the segmentationprocess is to be valid:
A. the segment is large enough to be profitable
B. consumers within a segment have similar product needs and differ from consumers in other segments
C. the consumers in a segment have to be alike demographically
D. the important differences among segments can be identified
Answer
C. the consumers in a segment have to be alike demographically
Q126. Of the following pieces of legislation intended to protect the consumer, which was theearliest:
A. Textile Labelling Act
B. Food and Drug Act
C. Motor Vehicle Safety Act
D. Hazardous Products Act
Answer
C. Motor Vehicle Safety Act
Q127. The “pyramid of consumer behaviour” illustrates the focus of several disciplines when studying consumer behaviour. Focus on the individual’s consumer behaviour (such as how one reads certain sections of a magazine) is termed:
A. idiosyncratic
B. macro
C. micro
D. unitary
Answer
B. macro
Q128. Current consumer research is likely to include attention to the “dark side” of consumer behaviour. This growing emphasis refers to the fact that:
A. it is difficult to measure the contribution of the “art” of consumer behaviour research to the corporate bottom line
B. many consumer behaviour findings are being stolen by competitors, via computers
C. not all consumer behaviour or marketing activity is necessarily beneficial to society
D. understanding of consumption for its own sake should be the focus of research rather than because the knowledge can be applied by marketers
Answer
C. not all consumer behaviour or marketing activity is necessarily beneficial to society
Q129. The dominant set of assumptions which has influenced Western research on art and science since the late 16th Century has been termed positivism. All of the following are tenets of positivism EXCEPT:
A. human reason is supreme
B. there is a single objective truth that can be discovered by science
C. we should stress the functions of objects and celebrate technology
D. there are multiple and simultaneous events which shape a particular view of an occurrence and help us interpret the nature of reality
Answer
D. there are multiple and simultaneous events which shape a particular view of an occurrence and help us interpret the nature of reality
Q130. Interpretivists tend to challenge the beliefs of the positivists. The interpretivists’ view is that:
A. positivists stress science and technology too much
B. we each construct our own meanings of the world we live in
C. symbolic, subjective experience is important
D. there are no right or wrong answers
Answer
D. there are no right or wrong answers
Q131. Which of the following is not included in the decision-making unit of a buyingorganization?
A. individuals who supply the product
B. individuals who make the buying decision
C. individuals who influence the buying decision
D. individuals who control buying information
Answer
A. individuals who supply the product
Q132. During which stage of the business buying process is a buyer most likely to conduct value analysis, carefully studying components to determine if they can be redesigned, standardized, or made less expensive?
A. General need recognition
B. Performance review
C. Proposal solicitation
D. Product specification
Answer
D. Product specification
Q133. Many marketers use the self-concept premise that people’s possessions contribute to and reflect their identities; that is, “we are what we have.” Under this premise, consumers ___
A. Use brand personalities
B. Are affected by subconscious motivations
C. Buy products to support their self-images
D. Conduct the information search
Answer
C. Buy products to support their self-images
Q134. Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among his three favourite models. Blake’s next step is most likely to be ___
A. opinion leadership
B. evaluation of alternatives
C. postpurchase behavior
D. purchase decision
Answer
B. evaluation of alternatives
Q135. 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 ___
A. purchase decision
B. postpurchase culture
C. selective perception
D. information evaluation
Answer
D. information evaluation
Q136. You regularly purchase cleaning supplies for your custodial staff. This purchase is a ___
A. straight rebuy
B. new task
C. modified rebuy
D. modified straight rebuy
Answer
A. straight rebuy
Q137. What is the first stage of the consumer decision process?
A. information search
B. problem recognition
C. alternative evaluation
D. purchase
Answer
B. problem recognition
Q138. The level of concern for, or interest in, the purchase process triggered by the need toconsider a particular purchase is known as ___
A. personal involvement
B. product involvement
C. purchase involvement
D. enduring involvement
Answer
C. purchase involvement
Q139. Very high levels of purchase involvement tend to produce ___
A. extended decision making
B. nominal decision making
C. affective decision making
D. limited decision making
Answer
A. extended decision making
Q140. ___ is the buying behaviour of final consumers.
A. Consumer buyer behavior
B. Business buying behavior
C. Global purchasing
D. Reseller buyer behavior
Answer
A. Consumer buyer behavior
Q141. In ‘stages of adoption process’ customer decides to become regular user in
A. Awareness stage
B. Interest stage
C. Evaluation stage
D. Adoption
Answer
D. Adoption
Q142. Adopter group ‘laggards’ are
A. deliberate
B. guided by respect
C. skeptical
D. tradition bound
Answer
D. tradition bound
Q143. Social class group which earns through exceptional ability is best classified as
A. upper middles
B. working class
C. lower uppers
D. upper uppers
Answer
C. lower uppers
Q144. Tendency to which results of innovation are communicated to others is classified as
A. relative advantage
B. divisibility
C. communicability
D. compatibility
Answer
C. communicability
Q145. Person’s own living or interacting and acting pattern is classified
A. lifestyle
B. personality and self concept
C. social class
D. None of above
Answer
A. lifestyle
Q146. Needs of customers are triggered by
A. internal stimuli
B. external stimuli
C. both a and b
D. none of above
Answer
C. both a and b
Q147. Group which can exert influences on other because of specialized knowledge and skills iscalled
A. opinion leader
B. leading adopters
C. influential
D. all of above
Answer
B. leading adopters
Q148. A need that is aroused up to sufficient level is called
A. want
B. motive or drive
C. Both a and b
D. none of above
Answer
B. motive or drive
Q149. Customers keeping such information that supports their attitudes towards brand is classified as
A. selective attention
B. selective distortion
C. selective retention
D. all of above
Answer
C. selective retention
Q150. Marketing managers should adapt the marketing mix to ___ and constantly monitor value changes and differences in both domestic and global markets.
A. Sales strategies
B. Marketing concepts
C. Cultural values
D. Brand images
Answer
A. Sales strategies
Q151. The whole sellers and retailers buying behavior is classified as
A. business buyer behavior
B. derived demand
C. business buying process
D. cognitive dissonance
Answer
A. business buyer behavior
Q152. The demand of business buyers is derived from
A. final consumer demand
B. raw materials suppliers
C. production controller
D. logistic managers
Answer
A. final consumer demand
Q153. In business buying process, the group who has formal authority of supplier selection is classified as
A. user
B. influencer
C. decider and gatekeeper
D. buyer
Answer
D. buyer
Q154. The stage in buying behavior which follows the reviews of supplier proposals by business buyer is
A. supplier selection
B. proposal solicitation
C. supplier search
D. order-routine specification’
Answer
A. supplier selection
Q155. The demand which is affected by price changes in short term is
A. elastic demand
B. inelastic demand
C. realistic demand
D. unrealistic demand
Answer
A. elastic demand
Q156. Maslow’s hierarchy of needs, food, water, sleep, and to an extent, sex, are considered ___ motives.
A. Safety
B. self-actualization
C. Physiological
D. Belongingness
Answer
C. Physiological
Q157. Maslow’s hierarchy of needs includes all EXCEPT which of the following?
A. Cognition
B. physiological
C. safety
D. Belongingness
Answer
A. Cognition
Q158. Kelly is hungry, and this inner force is making him search for the type of food he wants to eat. He decides that an Arby’s roast beef sandwich will satisfy his hunger. This inner force that is compelling him to search for food is known as a(n) ___
A. Motive
B. personality trait
C. emotion
D. perception
Answer
C. emotion
Q159. The rational element of motivation is called:
A. A goal
B. An incentive
C. A drive
D. None of the above
Answer
A. A goal
Q160. A motive which operates below the conscious level is called:
A. A conscious motive
B. A dormant motive
C. An emotional motive
D. None of the above
Answer
B. A dormant motive
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