Q161. Rules for purchasing are called:
A. Risk reducers
B. Heuristics
C. Purchase regulations
D. None of the above
Answer
B. Heuristics
Q162. According to Freud, which of the following is our conscious self?
A. The id
B. The superego
C. The ego
D. None of the above
Answer
C. The ego
Q163. When a stimulus that is close to the conditioned stimulus evokes the conditioned response, this is called:
A. Generalization
B. Extinction
C. Discrimination
D. None of the above
Answer
A. Generalization
Q164. An external trigger that encourages learning is called:
A. A response
B. A cue
C. Reinforcement
D. None of the above
Answer
B. A cue
Q165. The emotional component of attitude is called:
A. Cognition
B. Conation
C. Affect
D. None of the above
Answer
C. Affect
Q166. The effect whereby someone holding two conflicting attitudes at once feels discomfort iscalled:
A. Attitude disconfirmation
B. Affective re-adjustment
C. Cognitive dissonance
D. None of the above
Answer
B. Affective re-adjustment
Q167. Intelligent interruption in communication is called:
A. Noise
B. Interference
C. Encoding
D. None of the above
Answer
B. Interference
Q168. What does VALS stand for?
A. Value Added Living Systems
B. Values and Life Styles
C. Variable Living Styles
D. None of the above
Answer
B. Values and Life Styles
Q169. Which of the following statements is true about the goal theory of motivation?
A. People with easier goals will perform better than people with difficult goals.
B. A person’s level of commitment to a goal will not regulate the level of effort expended.
C. Research has shown that there is little support for the goal theory and its effects on motivation with regard to the relationship between goal-setting and performance.
D. People with difficult goals will perform better than people with easier goals.
Answer
D. People with difficult goals will perform better than people with easier goals.
Q170. People will forget much that they learn. They tend to retain information that supports their attitudes and beliefs. This is called ___
A. Selective retention
B. Selective distortion
C. Selective attitude
D. Selective attention
Answer
A. Selective retention
Q171. A person’s ___ comprises internal factors, such as ability, intelligence andpersonality, and will determine how an individual responds to certain stimuli.
A. Sensory limit
B. Cognitive set
C. Perceptual set
D. Psychological threshold
Answer
C. Perceptual set
Q172. Which of the following will influence an individual’s perceptions?
A. Previous experiences.
B. Individual needs.
C. Sensory limitations.
D. All of the above.
Answer
D. All of the above.
Q173. Which two of the following are terms used by Cook to describe the two kinds ofinformation used in a social encounter?
A. Secondary information.
B. Impressionistic information.
C. Static information.
D. Primary information.
Answer
B. Impressionistic information.
Q174. Which of the following are employees with an internal locus of control orientation more likely to display than employees with an external control orientation?
A. An increased probability of gaining managerial positions.
B. Greater satisfaction with their jobs.
C. Greater satisfaction with participatory management.
D. All of the above.
Answer
D. All of the above.
Q175. Which factors are used to interpret a person’s task performance?
A. Internal attributive control.
B. Unstable factors.
C. Stable factors.
D. Internal attributions.
Answer
D. Internal attributions.
Q176. Which of the following is true?
A. Self-concept is instinctive
B. Self-concept is learned
C. Self-concept is imposed on us by our parents.
D. None of the above
Answer
A. Self-concept is instinctive
Q177. Ourselves as others see us is called:
A. The real self
B. The ideal self
C. The looking-glass self
D. None of the above
Answer
B. The ideal self
Q178. The subjective self, as we see ourselves, is called:
A. The real self
B. The ideal self
C. The looking-glass self
D. None of the above
Answer
B. The ideal self
Q179. The way we think other people see us is called:
A. The real self.
B. The looking-glass self
C. The ideal self
D. None of the above
Answer
C. The ideal self
Q180. The process of monitoring our behavior to conform with feedback from others is called:
A. Self-expression
B. Self-monitoring
C. Self-behaving
D. None of the above
Answer
D. None of the above
Q181. Ducking when a stone is thrown at you is an example of:
A. Species response tendencies
B. Maturation
C. Learning
D. None of the above
Answer
C. Learning
Q182. The tendency for elderly people to move more slowly is an example of:
A. Species response tendencies
B. Maturation
C. Learning
D. None of the above
Answer
D. None of the above
Q183. In Pavlov’s experiments, the meat powder acted as:
A. An unconditioned response
B. An unconditioned stimulus
C. A conditioned stimulus
D. None of the above
Answer
B. An unconditioned stimulus
Q184. In Pavlov’s experiment, the bell acted as:
A. An unconditioned response
B. An unconditioned stimulus
C. A conditioned stimulus
D. None of the above
Answer
A. An unconditioned response
Q185. If the conditioned stimulus comes before the unconditioned stimulus, this is called:
A. Forward conditioning
B. Backward conditioning
C. Simultaneous conditioning
D. None of the above
Answer
B. Backward conditioning
Q186. If the unconditioned stimulus comes before the conditioned stimulus, this is called:
A. Forward conditioning
B. Backward conditioning
C. Simultaneous conditioning
D. None of the above
Answer
C. Simultaneous conditioning
Q187. Which works best in advertising?
A. Forward conditioning
B. Backward conditioning
C. Simultaneous conditioning
D. None of the above
Answer
B. Backward conditioning
Q188. What is the correct term for a situation where a stimulus no longer evokes the conditionedresponse?
A. Generalisation.
B. Discrimination
C. Extinction
D. None of the above
Answer
C. Extinction
Q189. All of the following factors would be listed as social factors that influence consumerbehaviour EXCEPT:
A. Roles and status
B. Family.
C. Occupation.
D. Reference groups.
Answer
C. Occupation.
Q190. Which of the following would correctly be labelled as a cultural factor that would influenceconsumer behaviour?
A. Social class.
B. Reference groups.
C. Lifestyle.
D. Family.
Answer
A. Social class.
Q191. Which of the following would be the BEST description of the major AIO dimensions thatdescribe a person’s pattern of living?
A. Attitudes, Interests, and Opinions.
B. Activities, Interests, and Opinions.
C. Activities, Innovation, and Occasions.
D. Attitudes, Income, and Observations.
Answer
B. Activities, Interests, and Opinions.
Q192. “We are what we have” would be associated with which of the following concepts?
A. Attitudes.
B. Beliefs.
C. A person’s self-concept.
D. Personality.
Answer
C. A person’s self-concept.
Q193. Another term for a motive (especially after it has become activated or directed) is a:
A. Need.
B. Action.
C. Drive.
D. Cue.
Answer
C. Drive.
Q194. ___ describes changes in an individual’s behaviour arising from experience.
A. Learning.
B. A cue.
C. Motivation.
D. Stimulus object.
Answer
A. Learning.
Q195. Which step of the buyer decision process immediately precedes the purchase decision?
A. Need recognition.
B. Information search.
C. Post purchase behaviour.
D. Evaluation of alternatives.
Answer
D. Evaluation of alternatives.
Q196. If a consumer has discomfort caused by post purchase conflict, the consumer isexperiencing:
A. Subliminal persuasion.
B. Cognitive dissonance.
C. Stimulus ambiguity.
D. Confirmation.
Answer
B. Cognitive dissonance.
Q197. The stage in the adoption process where the consumer considers whether trying the newproduct makes sense is called:
A. Adoption.
B. Evaluation.
C. Interest.
D. Trial.
Answer
B. Evaluation.
Q198. Ads affecting consumers subconscious minds are classified as
A. Online Advertising
B. Subliminal Advertising
C. Luminal Advertising
D. Both B And C
Answer
B. Subliminal Advertising
Q199. Tendency to which experiences of potential customers fits with innovation is called
A. Relative Advantage
B. Divisibility
C. Communicability
D. Compatibility
Answer
D. Compatibility
Q200. Types of consumer buying behavior are
A. Two Types
B. Three Types
C. Four Types
D. Five Types
Answer
C. Four Types
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