TEST BANK for Consumer Behavior: Building Marketing Strategy 14th Edition by David Mothersbaugh, Del by digitaldownload87

Chapter 01 Multiple Choice Questions 1. The rise of social media has A. shifted power from marketers to consumers. B. helped to strengthen the shift of power from consumers to marketers. C. helped give rise to the development of online crowd seeking. D. helped marketers like CVS listen and adapt to consumers in real time. E. shifted power from marketers to consumers and helped marketers like CVS listen and adapt to consumers in real time. Answer: E Explanation: Social media is a tool that gives consumers power but also allows firms to listen and react in real time via online monitoring of social media trends. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-01 Define consumer behavior. Topic: Consumer Behavior and Marketing Strategy

2. is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. A. Marketing B. Consumer behavior C. Psychographics D. Demographics E. Psychology Answer: B Explanation: This view of consumer behavior is broader than the traditional one, which focused more narrowly on the buyer and the purchasing process. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-01 Define consumer behavior. Topic: Consumer Behavior and Marketing Strategy

3. One primary function of Harriet's job is to study individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of her company's products and services to satisfy needs and the impacts that these processes have on the consumer and society. Harriet works in the field of . A. social psychology B. cognitive psychology C. management D. consumer behavior E. organizational behavior Answer: D Explanation: Consumer behavior is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Easy Gradable: automatic Learning Objective: 01-01 Define consumer behavior. Topic: Consumer Behavior and Marketing Strategy

4. Which of the following is not true regarding consumer behavior? A. Organizations are applying theories and information about consumer behavior on a daily basis. B. It is often necessary to conduct research. C. Consumer behavior is a complex, multidimensional process. D. The overall model of consumer behavior presented in the text is accurate in predicting consumer behavior. E. Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society. Answer: D Explanation: Sufficient knowledge of consumer behavior exists to provide usable guidelines, but accurate monitoring and practice are required. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-01 Define consumer behavior. Topic: Consumer Behavior and Marketing Strategy

5. Which of the following is a key aspect regarding consumer behavior? A. Organizations are applying theories and information about consumer behavior on a daily basis. B. It is often necessary to conduct research. C. Consumer behavior is a complex, multidimensional process. D. Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society. E. All of these choices are correct. Answer: E Explanation: Sufficient knowledge of consumer behavior exists to provide usable guidelines, but accurate monitoring and practice are required. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-01 Define consumer behavior. Topic: Consumer Behavior and Marketing Strategy

6. Which of the following is not an application of consumer behavior? A. marketing strategy B. human resource management C. regulatory policy D. informed consumers E. social marketing Answer: B Explanation: Human resource management is not an application of consumer behavior. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Applications of Consumer Behavior

7. Thomas wants to gain a usable understanding of consumer behavior in order to help him become a more effective marketing manager. Which application of consumer behavior does this represent? A. marketing strategy B. regulatory policy C. social marketing D. informed consumers E. resource management Answer: A Explanation: An accurate understanding of consumer behavior can greatly reduce the odds of failures.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Marketing Strategy

8. is the application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole. A. Social marketing B. Consumer behavior C. Regulation D. Proactive marketing E. Ethical marketing Answer: A Explanation: Social marketing has been used in attempts to reduce smoking, to encourage environmentally sound behaviors such as recycling, and to support many other important causes. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Social Marketing

9. Mia is concerned how her marketing activities will affect individual consumers as well as society at large. Mia is implementing A. conscientious marketing. B. regulated marketing. C. ethical marketing. D. proactive marketing. E. social marketing. Answer: E Explanation: Social marketing is the application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Social Marketing

10. Most economically developed societies are legitimately referred to as

societies.

A. marketing B. proactive C. consumption D. competitive E. enhanced Answer: C Explanation: Most individuals in these societies spend more time engaged in consumption than in any other activity. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Informed Individuals

11. Which of the following is used by firms to influence consumers? A. ads B. packages C. store environments D. sales pitches E. All of the choices are correct. Answer: E Explanation: Marketers spend billions to influence consumer decisions. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Informed Individuals

12. To survive in a competitive environment, an organization must provide its target customers more than is provided to them by its competition. A. product B. service C. value D. feedback E. attention Answer: C Explanation: Customer value is the difference between all the benefits derived from a total product and all the costs of acquiring those benefits.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

13. The difference between all the benefits derived from a total product and all the costs of acquiring those benefits is known as A. price. B. position. C. consumer behavior. D. customer value. E. equity. Answer: D Explanation: To survive in a competitive environment, an organization must provide its target customers more value than is provided to them by its competition. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

14. Laurie saved for six months to have enough money to buy a new designer outfit to wear to a special party. She had to travel to a larger city to purchase this outfit, but it was worth it to her because it made her feel beautiful and confident. The difference between the benefits Laurie perceived from this purchase and the cost to her to acquire these benefits describes her A. consumer behavior. B. customer value. C. motivation. D. equity difference. E. perceptual field. Answer: B Explanation: Customer value is the difference between all the benefits derived from a total product and all the costs of acquiring those benefits. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

15. It is critical that a firm consider value from which perspective? A. the competition's B. the firm's C. the customer's D. the government's E. the industry's Answer: C Explanation: Marketing strategy seeks to provide the customer with more value than the competition while still producing profit for the firm. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

16. How can an organization provide superior customer value to customers? A. by conducting market research B. by offering their products at the lowest price C. by offering extended warranty coverage on products D. by doing a better job of anticipating and reacting to customer needs than the competition does E. by offering more variations of a product Answer: D Explanation: It is critical that a firm consider value from the customer's perspective. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

17. Marketing strategy begins with A. market segmentation. B. targeting. C. conducting an outcomes assessment. D. objective setting. E. conducting a market analysis. Answer: E Explanation: The organization identifies groups of individuals, households, or firms with similar needs.

18. Harold is tasked with developing the marketing strategy for his family's business. What should he do first? A. segment the market B. conduct a market analysis C. decide on which segments to target D. develop the marketing mix E. set objectives Answer: B Explanation: The organization identifies groups of individuals, households, or firms with similar needs. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

19. Marketing strategy is formulated in terms of the marketing mix; that is, it involves determining the product, features, price, communications, distribution, and services that will provide customers with superior value. This entire set of characteristics is often referred to as the A. total product. B. customer value. C. offering. D. value proposition. E. total value. Answer: A Explanation: The total product is presented to the target market, which is consistently engaged in processing information and making decisions. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

20. Disney World in Orlando, FL has several theme parks, resorts, restaurants, and stores. Each is intentionally created to offer a memorable event for visitors. For example, the Wilderness Lodge is a large resort hotel on the grounds, and everything within it is made to look like log cabins and pioneer days. Even the casual restaurant has the wait staff dressed in pioneer costumes, and they put on funny little skits when they are waiting on customers. Which of the following best describes what Disney is selling? A. a product B. a service C. a bundled product D. a bundled service E. an experience Answer: E Explanation: An experience occurs when a company intentionally creates a memorable event for customers. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

21. A holiday shopper who cares about efficiency and stress reduction is known as a(n)

shopper.

A. Black Friday B. Early Bird C. Last Minute D. Reluctant E. Steady Answer: B Explanation: An early bird shopper cares about efficiency and stress reduction. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Customers with Similar Need Sets

22. Which of the following is a component of a market analysis? A. market segmentation B. objectives C. conditions D. price E. All of these choices are correct. Answer: C Explanation: The state of the economy, the physical environment, government regulations, and technological developments affect consumer needs and expectations as well as company and competitor capabilities.

23. Darren is conducting a market analysis for his business, and he has asked your advice on what he should be analyzing. Which of the following should he consider at this step of marketing strategy development? A. the company's own ability to meet customer needs B. competitors' capabilities and strategies C. consumers' needs D. conditions in the market E. All of these choices are correct. Answer: E Explanation: Market analysis requires a thorough understanding of the company's own ability to meet customer needs, competitors' capabilities and strategies, consumers' needs, and conditions in the market. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Analysis Components

24. Jamie is developing a thorough understanding of his company's own capabilities, the capabilities of current and future competitors, the consumption process of potential customers, and the economic, physical, and technological environment in which these elements interact. Which step in the marketing strategy process is Jamie performing? A. setting objectives B. segmenting the market C. conducting a market analysis D. assessing the outcomes E. targeting the market Answer: C Explanation: Market analysis requires a thorough understanding of the company's own ability to meet customer needs, competitors' capabilities and strategies, consumers' needs, and conditions in the market. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Analysis Components

25. Which of the following aspects is evaluated when determining a firm's ability to meet customer needs? A. financial condition B. general managerial skills C. production capabilities D. technological sophistication E. All of these choices are correct. Answer: E Explanation: Failure to fully understand strengths and weaknesses can cause serious problems. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: The Company

26. Which of the following is not evaluated when analyzing a company's own ability to meet customer needs? A. competitors B. financial strengths C. general managerial skills D. production capabilities E. reputation Answer: A Explanation: When analyzing a company's own ability to meet customer needs, competitors are not considered. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: The Company

27. As part of developing your company's marketing strategy, you are tasked with analyzing the new-product capabilities, channel strength, advertising abilities, service capabilities, marketing research abilities, and market and consumer knowledge. Which aspect of your company's capabilities are you assessing? A. financial strength B. marketing skills C. general managerial skills D. production capabilities E. reputation Answer: B Explanation: Marketing skills include new-product capabilities, channel strength, advertising abilities, service capabilities, marketing research abilities, and market and consumer knowledge.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: The Company

28. A portion of a larger market whose needs differ somewhat from the larger market is referred to as a(n) A. market segment. B. niche. C. subgroup. D. ancillary market. E. secondary market. Answer: A Explanation: To be viable, a segment must be large enough to be served profitably. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

29. Smaller women like to purchase fashionable clothes just as much as any women. However, most clothes are not proportioned for their smaller size and do not fit well. As a result, several manufacturers offer "petite" sizes of clothing for this group of consumers. Women who comprise this group have needs that differ somewhat from the total market and represent a A. demographic segment. B. lifestyle segment. C. market potential. D. sub-market. E. market segment. Answer: E Explanation: A market segment is a portion of a larger market whose needs differ somewhat from the larger market. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

30. Tracking consumers' online activity and delivering specific banner ads based on that activity is known as A. clickstream. B. blogging. C. spam. D. behavioral targeting. E. electronic targeting. Answer: D Explanation: Behavioral targeting is an example of how technology is making individualized communication increasingly cost effective. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

31. Tacoda Systems tracks consumers' online activity and delivers specific banners based on that activity. This tracking and ad delivery system has been installed on almost 3,000 websites, and advertisers pay on a pay-forperformance basis, which means that advertisers pay Tacoda Systems only when a consumer clicks on their ad. The tracking of online activity and delivery of ads based on that activity is called A. click-throughs. B. behavioral targeting. C. spamming. D. blogging. E. cookie targeting. Answer: B Explanation: Tracking consumers' online activity and delivering specific banner ads based on that activity is known as behavioral targeting. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

32. What is the first step in market segmentation? A. describe each group B. group customers with similar needs sets C. identify product-related need sets D. select an attractive segment to serve E. set objectives for segmenting Answer: C Explanation: Most products in developed economies satisfy more than one need.

33. What is the last step in market segmentation? A. describing each group B. selecting an attractive segment(s) to serve C. identifying product-related need sets D. grouping customers with similar need sets E. deciding the segmenting scheme Answer: B Explanation: The last step in market segmentation is selecting an attractive segment(s) to serve. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

34. Which of the following is not a step in market segmentation? A. set budget B. identify product-related need sets C. group customers with similar need sets D. describe each group E. select an attractive segment(s) to serve Answer: A Explanation: Setting a budget is not a step in market segmentation. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

35. Carlos is attempting to segment the market for his company's products. Where should he begin? A. set objectives B. identify product-related need sets C. group customers with similar need sets D. describe each group E. select an attractive segment(s) to serve Answer: B Explanation: The first step in market segmentation is identifying product-related need sets. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

36. Which term reflects the fact that most products in developed economies satisfy more than one need? A. multiplicity B. duplicity C. need array D. need set E. value proposition Answer: D Explanation: Products can meet different needs beyond their basic function. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Product-Related Need Sets

37. Barry is looking for a car that is dependable yet stylish enough to let others know that he has achieved a respectable status in his life and career. He also wants it to be a high-performance automobile. Dependability, status, and performance represent Barry's A. self-image. B. need set. C. alter ego. D. unarticulated needs. E. lifestyle. Answer: B Explanation: Products can meet different needs beyond their basic function.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Product-Related Needs

38. Which of the following is used to describe a group of consumers with similar needs sets? A. demographics B. lifestyles C. media usage D. demographics and lifestyles E. demographics, lifestyles, and media usage Answer: E Explanation: Designing an effective marketing program requires having a complete understanding of the potential customers. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Description of Each Group

39. Talbot's is a women's clothing store that offers classic fashions at a slightly premium price (i.e., a wool skirt typically costs over $100). During the process of market segmentation, Talbot's identified a group of consumers who are larger than average women yet still want stylish clothing. Further research into this segment revealed that these women tend to be between the ages of 35 and 50, are career-oriented, have a household income over $50,000, and are married with children under the age of 18 living at home. This group is also heavy users of magazines and newspapers as well as prime-time television. Which step of market segmentation does this describe? A. identifying product-related need sets B. grouping customer with similar need sets C. describing each group D. selecting an attractive segment(s) to serve E. profiling current customers Answer: C Explanation: Designing an effective marketing program requires having a complete understanding of the potential customers. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Description of Each Group

40. The segment(s) within the larger market on which an organization will focus its marketing effort is referred to as the A. need set. B. target market. C. customer set. D. strategic market. E. primary market. Answer: B Explanation: The selection of a target market is based on the ability to provide the selected segment(s) with superior customer service at a profit. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Attractive Segment(s) to Serve

41. J&J Produce is a distributor of fresh produce. They conducted a thorough analysis of its market and identified groups of consumers that had similar product-related needs. One particular market identified wanted fresh and unique produce, such as Swiss chard, radicchio, and exotic fruits, and they were willing to pay higher prices for these choices. J&J Produce decided to focus its marketing effort on this segment of the total market. This segment is J&J's A. need set. B. primary market. C. customer set. D. target market. E. market focus. Answer: D Explanation: The segment(s) within the larger market on which an organization will focus its marketing effort is referred to as the target market. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Attractive Segment(s) to Serve

42. Which of the following is used to evaluate the attractiveness of various market segments? A. segment size B. distribution available C. fit with company image D. cost to serve E. All of these choices are correct. Answer: E Explanation: Many criteria are used to evaluate and compare the attractiveness of various market segments. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Attractive Segment(s) to Serve

43. Juan has segmented the market for boats and is currently analyzing each with respect to several factors, such as size, growth rate, competitor strength, fit with company image, distribution available, cost to serve, and risk beforedeciding which segment to target. Which step of market segmentation is Juan conducting? A. identifying product-related need sets B. grouping customer with similar need sets C. describing each group D. selecting an attractive segment(s) to serve E. profiling current customers Answer: D Explanation: Many criteria are used to evaluate and compare the attractiveness of various market segments. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Attractive Segment(s) to Serve

44. The product, price, communications, distribution, and services provided to the target market is referred to as the A. need set. B. marketing mix. C. marketing set. D. decision set. E. value proposition. Answer: B Explanation: The combination of these elements meets customer needs and provides customer value.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy

45. Which of the following is part of the marketing mix? A. product B. price C. communications D. distribution E. All of these choices are correct. Answer: E Explanation: Product, price, communications, and distribution are all part of the marketing mix. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy

46. A(n)

is anything a consumer acquires or might acquire to meet a perceived need.

A. satisfier B. end state C. product D. value proposition E. outcome Answer: C Explanation: The term product is used to refer to physical products and primary or core services. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: The Product

47. To be successful, a product must A. meet the needs of the target market better than the competition does. B. be lower priced than competitors' products. C. be of higher quality than competitors' products. D. be advertised more than competitors' products. E. have greater distribution than the competition does. Answer: A Explanation: To be successful, a product must meet the needs of the target market better than the competition does. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: The Product

48. include(s) advertising, the sales force, public relations, packaging, and any other signal that the firm provides about itself and its products. A. Value promotions B. Brand equity C. Distribution D. Market segmentation E. Marketing communications Answer: E Explanation: Marketing communications includes advertising, the sales force, public relations, packaging, and any other signal that the firm provides about itself and its products. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Communications

49. Which of the following is included in marketing communications? A. advertising B. sales force C. public relations D. packaging E. All of these choices are correct. Answer: E Explanation: Advertising, sales force, public relations, and packaging are all included in marketing communications.

50. Which of the following is not a critical question for developing marketing communications? A. Who do we want to communicate with? B. What effect do we want to have? C. What message will achieve the desired result? D. What media should we use? E. All of these choices are critical questions. Answer: E Explanation: An effective communications strategy requires answers to these critical questions. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Communications

51.

is the amount of money one must pay to obtain the right to use the product.

A. Consumer cost B. Total cost C. Price D. Value E. Customer value Answer: C Explanation: One can buy ownership of a product or, for many products, limited usage rights. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Price

52. Amy purchased a new 32" LCD high-definition television and paid $400 for it. This amount of money Amy had to pay to obtain this product is known as the A. total cost. B. value. C. value proposition. D. price. E. consumer cost. Answer: D Explanation: Price is the amount of money one must pay to obtain the right to use the product. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Price

53. product.

is everything the consumer must surrender in order to receive the benefits of owning/using the

A. Value B. Consumer cost C. Price D. Opportunity cost E. Value proposition Answer: B Explanation: Firms seek to provide customer value by reducing the non-price costs of owning or operating a product. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Price

54. Timothy and his wife are considering the purchase of a new car. In addition to the price, they are also considering the cost of insurance, gasoline, maintenance, finance charges, and license fees. All of these factors combined represent the A. value. B. price. C. opportunity cost. D. consumer cost. E. value proposition. Answer: D Explanation: Price is everything the consumer must surrender in order to receive the benefits of owning/using the product.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Price

55. Which element of the marketing mix is concerned with having the product available where target customers can buy it? A. product B. price C. distribution D. communications E. placement Answer: C Explanation: Good distribution decisions require a sound knowledge of where target customers shop for the product in question. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Distribution

56. Tony's job entails making sure his company's products get to retailers so that target customers can buy them. Which element of the marketing mix is Tony involved with? A. product B. price C. distribution D. communications E. placement Answer: C Explanation: Distribution is concerned with having the product available where target customers can buy it AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Distribution

57. Auxiliary or peripheral activities that are performed to enhance the primary product or primary service is referred to as A. service. B. supplemental product. C. intangible benefits. D. secondary product. E. ancillary attributes. Answer: A Explanation: A firm must explicitly manage its auxiliary services to have a competitive advantage. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Service

58. Which of the following is not considered one of the firm's outcomes of the marketing strategy and consumer behavior process? A. product position B. customer satisfaction C. service D. sales and profits E. All of these choices are considered outcomes for the firm. Answer: C Explanation: Service is not considered one of the firm's outcomes of the marketing strategy and consumer behavior process. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Firm Outcomes

59. An image of the product or brand in the consumer's mind relative to competing products and brands is referred to as the product's A. equity. B. extension. C. message. D. placement. E. position. Answer: E Explanation: This image consists of a set of beliefs, pictorial representations, and feelings about the product or brand.

60. A product's position refers to A. its shelf location in retail stores. B. an image of the product in the consumer's mind relative to competing products. C. its price relative to other products in the firm's product line. D. its price relative to competitors' products. E. its stage in the product development process. Answer: B Explanation: This image consists of a set of beliefs, pictorial representations, and feelings about the product or brand. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Firm Outcomes

61. Rod is surveying consumers to gain a better understanding of his restaurant's image relative to competing restaurants. Rod is concerned with his restaurant's A. position. B. equity. C. placement. D. driver. E. satisfaction index. Answer: A Explanation: A product's position refers to an image of the product in the consumer's mind relative to competing products. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Firm Outcomes

62. Which outcome of marketing strategy produces the revenue necessary for the firm to continue in business? A. customer satisfaction B. product position C. consumption D. social welfare E. sales and profits Answer: E Explanation: Firms evaluate the success of their marketing programs in terms of sales revenues and profits. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Firm Outcomes

63. John purchases and is satisfied with his SUV because he believes that it provides greater crash safety than a sedan even though this is not technically true. John's satisfaction is based on the distinction between A. primary need fulfillment and secondary need fulfillment. B. actual need fulfillment and perceived need fulfillment. C. initial need fulfillment and repeat need fulfillment. D. articulated need fulfillment and unarticulated need fulfillment. E. attribute fulfillment and benefit fulfillment. Answer: B Explanation: These two processes are closely related and are often identical; however, at times they differ. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Individual Outcomes

64. occurs when individuals or groups make consumption decisions that have negative consequence for their long-run well-being. A. Disintermediation B. Conspicuous consumption C. Disenfranchisement D. Injurious consumption E. Demarketing Answer: D Explanation: Examples are overspending, consumption of unhealthy products such as alcohol and cigarettes, and gambling.

65. Bob and his friends go out every weekend and drink until they get drunk. Then they drive home in that condition. Which type of consumption does this represent? A. injurious consumption B. severe consumption C. conspicuous consumption D. unethical consumption E. antisocial consumption Answer: A Explanation: Injurious consumption occurs when individuals or groups make consumption decisions that have negative consequence for their long-run well-being. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Individual Outcomes

66. Which of the following is a societal outcome of marketing strategy and consumer behavior? A. sales B. need satisfaction C. social welfare D. customer satisfaction E. product position Answer: C Explanation: Consumer decisions affect the general social welfare of a society. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Society Outcomes

67. Which of the following is not a societal outcome of marketing strategy and consumer behavior? A. economic outcomes B. customer satisfaction C. physical environment outcomes D. social welfare E. All of these choices are societal outcomes. Answer: B Explanation: Customer satisfaction is not a societal outcome of marketing strategy and consumer behavior. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Society Outcomes

68. Which is not a step in the consumer's decision process? A. information search B. postpurchase processes C. problem recognition D. alternative evaluation and selection E. self-concept analysis Answer: E Explanation: Self-concept analysis is not a step in the consumer's decision process. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

69. Which of the following is an internal influence on consumer behavior? A. culture B. family C. attitudes D. marketing activities E. reference groups Answer: C Explanation: Attitudes is an internal influence on consumer behavior.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

70. Which is not an external influence on consumer behavior? A. culture B. family C. social status D. perception E. marketing activities Answer: D Explanation: Perception is an internal influence on consumer behavior. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

71. Teresa is trying to understand her customers better. She is examining the external influences that shape her customers' self-concepts and lifestyles. Which of the following is a possible external influence Teresa could examine? A. motives B. personality C. perception D. attitudes E. culture Answer: E Explanation: Culture is perhaps the most pervasive influence on consumer behavior. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

72. Kate Spade is a brand of clothing, accessories, and home products. Brand managers at this company are trying to learn which internal influences impact their customers' needs and desires most. Which of the following is a possible internal influence these managers should examine? A. culture B. personality C. family D. social status Answer: B Explanation: Personality is an individual's characteristic response tendencies across similar situations. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

73. What is the first step in the consumer decision process? A. problem recognition B. budget setting C. information search D. outlet selection E. alternative evaluation and selection Answer: A Explanation: The first step in the consumer decision process is problem recognition. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

74. Which of the following statements is true regarding the overall model of consumer behavior? A. It is sufficiently detailed so as to predict particular behaviors. B. Family and culture are internal influences on consumer behavior. C. Personality, emotions, and attitudes represent external influences on consumer behavior. D. A consumer's self-concept and lifestyle influence his or her needs and desires. E. Experiences and acquisitions have little effect on the process. Answer: D Explanation: A consumer's self-concept and lifestyle influence his or he needs and desires.

75. The totality of an individual's thoughts and feelings about him- or herself is known as A. lifestyle. B. self-concept. C. internal influences. D. external influences. E. consumption outcomes. Answer: B Explanation: Self-concept is reflected in a lifestyle. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: Self-Concept and Lifestyle

76. represents how one lives, including the products one buys, how one uses them, what one thinks about them, and how one feels about them. A. Lifestyle B. Self-concept C. Position D. Status E. Social class Answer: A Explanation: Lifestyle is the sum of the person's past decisions and future plans. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: elf-Concept and Lifestyle

77. Which type of decisions involve very little effort or thought on the part of the consumer? A. primary decisions B. top-of-mind decisions C. low-involvement decisions D. automatic decisions E. self-related decisions Answer: C Explanation: Most consumer decisions involve very little effort or thought on the part of the consumer. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: Self-Concept and Lifestyle

78. Karen was at the checkout at the grocery store and remembered that she was out of chewing gum that she normally likes to keep in her purse. Without much thought, she grabbed two packages of the gum she likes. What type of consumer decision does this illustration? A. primary decision B. top-of-mind decision C. low-involvement decision D. automatic decision E. self-related decision Answer: C Explanation: Low-involvement decisions involve very little effort or thought on the part of the consumer. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: Self-Concept and Lifestyle

79. According to the "Consumer Insight" in your text, buying auto insurance represents which form of consumption meaning? A. mundane B. avoidance C. innovative brands D. function E. All of these choices are correct. Answer: B Explanation: Consumption has many meanings. Insurance represents risk reduction and thus garners meaning in helping to avoid such risks.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-05 Discuss issues involving consumption meanings and firm attempts to influence them. Topic: The Meaning of Consumption

80. What does the consumption of a product like Nikes mean to Andre Hank, the formerly homeless consumer discussed in the text? A. that he can afford a brand that is superior in meeting his physical needs B. his peers will now accept him C. they serve as a visible symbol that he is back as a successful member of society D. his peers will try to be more like him E. they serve as a reminder of what he used to have Answer: C Explanation: Low-income consumers want the same products and services other consumers want. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 01-05 Discuss issues involving consumption meanings and firm attempts to influence them. Topic: The Meaning of Consumption

True or False Questions 81. Consumer behavior is a complex, multidimensional process. Answer: TRUE Explanation: Consumer decisions often involve numerous steps, and are influenced by a host of factors including demographics, lifestyle, and cultural values. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-01 Define consumer behavior. Topic: Consumer Behavior and Marketing Strategy

82. Marketing decisions and regulations are based on exact knowledge of consumer behavior. Answer: FALSE Explanation: Marketing decisions based on explicit consumer behavior theory, assumptions, and research are more likely to be successful than those based on hunches or intuition.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Marketing Strategy

83. Economically developed societies are often referred to as marketing societies.

Answer: FALSE Explanation: Most economically developed societies are often referred to as consumption societies. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Informed Individuals

84. It is critical that a firm consider value from the customer's perspective. Answer: TRUE Explanation: To survive in a competitive environment, an organization must provide its target customers with more value than is provided to them by its competitors. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

85. Marketing strategy begins with objective setting. Answer: FALSE Explanation: Marketing strategy begins with an analysis of the market the organization is considering. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

86. Product features, price, communications, distribution, and services together are often referred to as customer value. Answer: FALSE Explanation: This set of features is often referred to as the total product. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Marketing Strategy and Consumer Behavior

87. Holiday shoppers who primarily care about time savings are known as Black Friday shoppers. Answer: FALSE Explanation: Holiday shoppers who primarily care about time savings are known as Last-Minute shoppers. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Customers with Similar Need Sets

88. Marketing skills include a firm's financial expertise, general managerial skills, production capabilities, research and development capabilities, technological sophistication, and reputation. Answer: FALSE Explanation: Marketing skills include new-product capabilities, channel strength, advertising abilities, service capabilities, marketing research abilities, and market and consumer knowledge. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: The Company

89. Tracking consumers' online activity and sending them specific banner ads based on that activity is known as behavioral targeting. Answer: TRUE Explanation: Behavioral targeting is an example of how technology is making individualized communication increasingly cost effective.

90. The term used to reflect the fact that most products in developed economies satisfy more than one need is customer value. Answer: FALSE Explanation: The term is need set. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Product-Related Need Sets

91. A target market is that segment(s) of the larger market on which a company will focus its marketing effort. Answer: TRUE Explanation: The selection of a target market is based on the ability to provide the selected segment(s) with superior customer service at a profit. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Attractive Segment(s) to Serve

92. The outcomes of a firm's marketing strategy are determined by its interaction with the consumer decision process. Answer: TRUE Explanation: The consumer decision process intervenes between the marketing strategy and the outcomes. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Consumer Decisions

93. Two key processes involved in need satisfaction are the actual need fulfillment and the perceived need fulfillment. Answer: TRUE Explanation: These two processes are closely related and are often identical; however, at times they differ. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Individual Outcomes

94. A consumer's needs and desires are shaped by his or her self-concept and lifestyle. Answer: TRUE Explanation: These self-concepts and lifestyles produce needs and desires, many of which require consumption decisions to satisfy. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

95. Lifestyle is the totality of an individual's thoughts and feelings about him- or herself. Answer: FALSE Explanation: The totality of an individual's thoughts and feelings about him- or herself is known as lifestyle. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: Self-Concept and Lifestyle

Essay Questions 96. Describe the field of consumer behavior, and discuss the four key aspects of consumer behavior that make it an important area of study. Explanation: The field of consumer behavior is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. Four key aspects of consumer behavior that make it an important area of study are: a.

b. c. d.

Successful marketing decisions by commercial firms, nonprofit organizations, and regulatory agencies require extensive information about consumer behavior. Organizations are applying theories and information about consumer behavior on a daily basis. There is a need to collect information about the specific consumers involved in the marketing decision at hand. Consumer behavior is a complex, multidimensional process. Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: manual Learning Objective: 01-01 Define consumer behavior. Topic: Consumer Behavior and Marketing Strategy

97. List and briefly describe applications of consumer behavior. Explanation: Marketing Strategy–all marketing strategies and tactics are based on explicit or implicit beliefs about consumer behavior, and knowledge of consumer behavior can be an important competitive advantage. Regulatory Policy–various regulatory bodies exist to develop, interpret, and/or implement policies designed to protect and aid consumers. Clearly, effective regulation of many marketing practices requires an extensive knowledge of consumer behavior. Social Marketing–the application of marketing strategies and tactics to alter or create behaviors that have a positive effect on the targeted individuals or society as a whole. Successful social marketing strategy requires a sound understanding of consumer behavior. Informed Individuals–most economically developed societies are legitimately referred to as consumption societies. Knowledge of consumer behavior can enhance our understanding of our environment and ourselves. Such an understanding is essential for sound citizenship, effective purchasing behavior, and reasoned business ethics. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: manual Learning Objective: 01-02 Summarize the applications of consumer behavior. Topic: Applications of Consumer Behavior

98. List and briefly describe the four steps involved in market segmentation. Explanation: a. Identifying product-related need sets. The first task is to identify need sets that the organization is capable, or could become capable, of meeting. Identifying the various need sets that the firm's current or potential product might satisfy typically involves consumer research. b. Grouping customers with similar need sets. This step generally involves consumer research. c. Describing each group. Once consumers with similar need sets are identified, they should be described in terms of their demographic, lifestyles, and media usage. It is necessary to have a complete understanding of potential customers for a marketing program to be effective. d. Selecting an attractive segment(s) to serve. Once we are sure we have a thorough understanding of each segment, we must select our target market, which is that segment(s) of the larger market on which we will focus our marketing efforts. Factors to consider include a segment's size and growth rate, competitor strength, customer satisfaction with existing products, fit with company image, objectives, and resources, distribution availability, and so on. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: manual Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Market Segmentation

99. Briefly describe the outcomes of marketing strategy for the firm, consumers, and society. Explanation: Firm Outcomes–include product position, sales, and customer satisfaction. A product's position is the image of the product or brand in the consumer's mind relative to competing products and brands. Sales are a critical outcome, as they produce the revenue necessary for the firm to continue in business, and virtually all firms evaluate the success of their marketing program in terms of sales. Customer satisfaction is a major concern of marketers because it is generally more profitable to maintain existing customers than to replace them with new ones. Consumer (Individual) Outcomes–include need satisfaction and injurious consumption. The most obvious outcome of the consumption process for an individual is some level of satisfaction of the need that initiated the consumption process. Two key processes are involved: actual need fulfillment and the perceived need fulfillment. Injurious consumption occurs when individuals or groups make consumption decisions that have negative consequences for their long-run well-being. Society Outcomes–include economic outcomes, physical environment outcomes, and social welfare. The cumulative impact of consumers' purchase decisions is a major determinant of the state of a given country's economy. Consumers make decisions that have a major impact on the physical environments of both their own and other societies. Consumer decisions affect the general social welfare of a society as well. Injurious consumption affects society as well as the individuals involved. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: manual Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Topic: Outcomes

100. Alex is developing the marketing strategy for a brand of men's clothing. Before he develops his strategy, Alex will conduct research to better understand his customers. Briefly describe a conceptual model that includes the factors he should consider in his research. Explanation: This question is attempting to get students to broadly discuss the elements of the overall model of consumer behavior illustrated in Figure 1-3 and discussed in the chapter. Factors Alex should consider include external influences (i.e., culture, subculture, demographics, social status, reference groups, family, and marketing influences) and internal influences (i.e., perception, learning, memory, motives, personality, emotions, and attitudes). These external and internal factors shape consumers' self-concepts and lifestyles. These self-concepts and lifestyles produce needs and desires, many of which require consumption decisions to satisfy. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: manual Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Topic: The Nature of Consumer Behavior

Chapter 01 Test Bank Summary Category AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Blooms: Understand Difficulty: Easy Difficulty: Hard Difficulty: Moderate Gradable: automatic Gradable: manual Learning Objective: 01-01 Define consumer behavior. Learning Objective: 01-02 Summarize the applications of consumer behavior. Learning Objective: 01-03 Explain how consumer behavior can be used to develop marketing strategy. Learning Objective: 01-04 Explain the components that constitute a conceptual model of consumer behavior. Learning Objective: 01-05 Discuss issues involving consumption meanings and firm attempts to influence them. Topic: Applications of Consumer Behavior Topic: Attractive Segment(s) to Serve Topic: Communications Topic: Conditions Topic: Consumer Behavior and Marketing Strategy Topic: Consumer Decisions Topic: Customers with Similar Need Sets Topic: Description of Each Group Topic: Distribution Topic: elf-Concept and Lifestyle Topic: Firm Outcomes Topic: Individual Outcomes Topic: Informed Individuals Topic: Market Analysis Components Topic: Market Segmentation Topic: Marketing Strategy Topic: Marketing Strategy and Consumer Behavior Topic: Outcomes Topic: Price Topic: Product-Related Need Sets Topic: Product-Related Needs Topic: Self-Concept and Lifestyle Topic: Service Topic: Social Marketing Topic: Society Outcomes

# of Questions 100 100 68 32 22 17 61 95 5 7 9 68 14 2 2 5 3 1 7 1 2 2 2 1 5 4 3 2 10 4 12 1 4 2 1 4 1 2 2

Topic: The Company Topic: The Meaning of Consumption Topic: The Nature of Consumer Behavior Topic: The Product

4 2 9 2

Chapter 02 Multiple Choice Questions 1. Trademarks A. for the most part need to be established on a country-by-country basis. B. can be established globally. C. were a legal concern in the past but with the rise of globalization are no longer an issue. D. represent an aspect power-distance in global marketing efforts. E. All of these choices are correct. Answer: A Explanation: Trademarks are more "local" than might be expected based on global trademark law. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: Cross-Cultural Variations in Consumer Behavior

2. Which of the following is a cultural factor that affects consumer behavior and marketing strategy? A. demographics B. values C. language D. nonverbal communications E. All of these choices are correct. Answer: E Explanation: Cultural factors that affect consumer behavior and marketing strategy are demographics, values, language, and nonverbal communications. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: Cross-Cultural Variations in Consumer Behavior

3. Howard Industries is a computer manufacturer located in Laurel, MS. This company is interested in expanding internationally. Which of the following is a cultural factor that affects consumer behavior and marketing strategy that Howard Industries needs to be aware of? A. nonverbal communications B. natural resources C. economic conditions D. exchange rates E. All of these choices are correct. Answer: A Explanation: Howard Industries needs to be aware that nonverbal communications is a cultural factor that affects consumer behavior and marketing strategy. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: Cross-Cultural Variations in Consumer Behavior

4. Which of the following statements is false regarding cross-cultural marketing? A. Marketing across cultural boundaries is a difficult and challenging task. B. Increasingly, globalization means mutual influence as products, brands, cultures, and values move back and forth across the world. C. There are both subtle and direct ethical issues involved in international marketing. D. While marketing strategy is heavily influenced by cultural factors, it does not influence aspects of cultures. E. Cultures may differ in demographics, languages, nonverbal communications, and values. Answer: D Explanation: Globalization can influence cultural values. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: Cross-Cultural Variations in Consumer Behavior

5. Which one of the four segments of world citizens feels positively about international brands, values their symbolic aspects, and is less concerned about corporate responsibility? A. global citizens B. global dreamers C. antiglobals D. global agnostics E. global trendsetters Answer: B Explanation: Global dreamers are the segment of world citizens who feel positively about international brands, value their symbolic aspects, and are less concerned about corporate responsibility. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: Cross-Cultural Variations in Consumer Behavior

6. Which one of the four segments of world citizens feels positively about international brands because they view them as a signal of higher quality? A. global citizens B. global dreamers C. antiglobals D. global agnostics E. global trendsetters Answer: A Explanation: Global citizens are the segment of world citizens who feel positively about international brands because they view them as a signal of higher quality. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

7. is the complex whole that includes knowledge, belief, art, law, morals, customs, and any other capabilities and habits acquired by humans as members of society. A. Reference group B. Government C. Culture D. Authority E. Gestalt Answer: C Explanation: Culture is the complex whole that includes knowledge, belief, art, law, morals, customs, and any other capabilities and habits acquired by humans as members of society. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

8. Which of the following statements is true regarding culture? A. Culture is a relatively simple concept. B. Culture is acquired. C. Culture often provides detailed prescriptions for appropriate behavior. D. The nature of cultural influences is such that we are consciously aware of them. E. All of these choices are correct. Answer: B Explanation: Culture is acquired; it does not include inherited responses and predispositions. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

9. In the United States, promptness is considered a virtue. Americans are expected to be on time to an event, and they expect others to do so as well. Which aspect of culture best explains this behavior? A. Culture is a simple concept. B. Culture is something one is born with. C. Culture is unique to each individual in a society. D. Culture is time-bound. E. Culture is acquired, that is, it is learned. Answer: E Explanation: Culture is acquired; it does not include inherited responses and predispositions.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Hard Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

10. The boundaries that culture sets on behavior are called A. rules. B. norms. C. prescriptions. D. precepts. E. sanctions. Answer: B Explanation: The boundaries that culture sets on behavior are called norms. Norms are rules that specify or prohibit certain behaviors in specific situations. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

11.

are rules that specify or prohibit certain behaviors in specific situations.

A. Norms B. Precepts C. Sanctions D. Prescriptions E. Values Answer: A Explanation: Norms are rules that specify or prohibit certain behaviors in specific situations. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

12. Karen's father is an executive for a major international corporation and has been transferred to various countries over the years. With each move, Karen is enrolled in a new school. Even though English is spoken in the schools she attends, there are students from all over the world whose parents have jobs similar to Karen's father. With each new school, Karen spends the first few weeks merely observing the other students to learn which behaviors are appropriate in specific situations because she's learned that at each school the kids behave differently. Karen is attempting to learn that student body's specific regarding behavior. A. rules B. guidelines C. precepts D. norms E. prescriptions Answer: D Explanation: Norms are rules that specify or prohibit certain behaviors in specific situations. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

13. Norms are derived from A. cultural values. B. laws. C. education. D. international protocol. Answer: A Explanation: Norms are derived from cultural values. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

14.

are widely held beliefs that affirm what is desirable.

A. Laws B. Religions C. Edicts D. Cultural values E. Sanctions Answer: D Explanation: Cultural values are widely held beliefs that affirm what is desirable.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

15. Marketers that wish to expand internationally need to understand a culture's widely held beliefs that affirm what is desirable. To do this, marketers should study A. laws. B. religions. C. cultural values. D. sanctions. E. edicts. Answer: C Explanation: Marketers who wish to expand internationally should study cultural values to understand a culture's widely held beliefs that affirm what is desirable. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

16. Violation of cultural norms results in banishment from the group.

, or penalties ranging from mild social disapproval to

A. norms B. sanctions C. proclamations D. ostracization E. sentencing Answer: B Explanation: Sanctions are penalties ranging from mild social disapproval to banishment from the group. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

17. Robert is 15 years old and has recently moved to a new town, and therefore, a new high school. He was trying to get accepted by a group of kids that he wanted to be friends with. When they asked him to attend a party over the weekend, he said he'd have to ask his parents for permission. This group of students laughed at him and called him a "momma's boy" and told him he can't be one of them because they don't ask parents for permission, they just do what they want. This social disapproval of Robert's behavior is an example of a(n) A. norm. B. violation. C. sanction. D. precept. E. edict. Answer: C Explanation: Sanctions are penalties ranging from mild social disapproval to banishment from the group. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-01 Define the concept of culture. Topic: The Concept of Culture

18. Which of the following is not a broad form of cultural values? A. other-oriented B. environment-oriented C. self-oriented D. object-oriented E. All of these choices are broad forms of cultural values. Answer: D Explanation: Object-oriented is not a broad form of cultural values. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

19. values reflect a society's view of the appropriate relationships between individuals and groups within that society. A. Other-oriented B. Environment-oriented C. Self-oriented D. Externally-oriented E. Internally-oriented Answer: A Explanation: Other-oriented values reflect a society's view of the appropriate relationships between individuals and groups within that society. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

20. Asian societies (i.e., Japan) value collective activity. That is, consumers look toward others for guidance in purchase decisions and do not respond favorably to promotional appeals focusing on individualism. Which category of cultural values does this represent? A. internally-oriented B. environment-oriented C. other-oriented D. self-oriented E. group-oriented Answer: C Explanation: Other-oriented societies value collective activity. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

21. environment.

values prescribe a society's relationship to its economic and technological as well as its physical

A. Other-oriented B. Self-oriented C. Externally-oriented D. Internally-oriented E. Environment-oriented Answer: E Explanation: Environment-oriented values prescribe a society's relationship to its economic and technological as well as its physical environment. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Easy Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

22. Sam has learned that a country to which his company desires to expand places a high value on cleanliness and admires nature immensely. Which category of cultural values does this represent? A. other-oriented B. self-oriented C. environment-oriented D. externally-oriented E. internally-oriented Answer: C Explanation: Environment-oriented is the category of cultural values that places a high value on cleanliness and admires nature immensely. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

23. desirable.

values reflect the objectives and approaches to life that the individual members of society find

A. Other-oriented B. Self-oriented C. Environment-oriented D. Externally-oriented E. Internally-oriented Answer: B Explanation: Self-oriented values reflect the objectives and approaches to life that the individual members of society find desirable. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

24. Which of the following is an example of an other-oriented value? A. problem solving/fatalistic B. postponed gratification/immediate gratification C. religious/secular D. individual/collective E. risk taking/security Answer: D Explanation: Risk taking/security is an example of another-oriented value. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

25. Which of the following is not an example of another-oriented value? A. youth/age B. extended/limited family C. tradition/change D. masculine/feminine E. diversity/uniformity Answer: C Explanation: Tradition/change is not an example of another-oriented value; it is an example of an environment-oriented value.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

26. Which of the following is an example of an environment-oriented value? A. active/passive B. tradition/change C. extended/limited family D. masculine/feminine E. material/nonmaterial Answer: B Explanation: Tradition/change is an example of an environment-oriented value. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

27. Which of the following is not an example of an environment-oriented value? A. cleanliness B. tradition/change C. nature D. competitive/cooperative E. problem solving/fatalistic Answer: D Explanation: Competitive/cooperative is not an example of an environment-oriented value; it is an example of an other-oriented value. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

28. Which of the following is an example of a self-oriented value? A. religious/secular B. individual/collective C. risk taking/security D. tradition/change E. diversity/uniformity Answer: A Explanation: Religious/secular is an example of a self-oriented value. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Hard Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Variations in Cultural Values

29. Which of the following countries tends to value individualism over collectivism? A. Mexico B. India C. the United States D. Korea E. Japan Answer: C Explanation: The United States tends to value individualism over collectivism. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Other-Oriented Values

30. Jake is in the market for a new car. He's looking at brands such as Mercedes, Lexus, and BMW because he feels they tell other people that he's successful in life. This is an illustration of which value? A. collectivism B. youth C. masculine D. individualism E. active Answer: D Explanation: In individualistic cultures, luxury items are purchased as a mean of self-expression or to stand out.

AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Other-Oriented Values

31. Which culture has traditionally valued the wisdom that comes with age? A. American B. Australian C. British D. European E. Asian Answer: E Explanation: The Asian culture has traditionally valued the wisdom that comes with age. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Other-Oriented Values

32. Which of the following statements is false regarding youth and age? A. Mature spokespersons would tend to be more successful in Asian cultures because they have traditionally valued the wisdom that comes with age. B. Arab countries are becoming increasingly youth-oriented. C. American society is youth-oriented. D. Children in all countries have a significant influence on purchases. E. China's policy of limiting families to one child has produced a strong focus on the child. Answer: D Explanation: While American society is clearly youth-oriented, this focus varies with cultures. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Other-Oriented Values

33. What is the basis for virtually all societies? A. family unit B. government C. schools D. religion E. workplace Answer: A Explanation: The family unit is the basis for virtually all societies. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Remember Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Other-Oriented Values

34. Which of the following statements regarding the masculine/feminine value is false? A. Basically, we live in a masculine-oriented world. B. The roles of women are changing and expanding throughout much of the world. C. Women in South Korea frequently participate more in sports and exercise than men. D. Many Japanese women feel guilty preparing frozen vegetables in a microwave rather than preparing fresh vegetables. E. Traditional and modern segments with regard to this value exist simultaneously in many cultures, so marketers must adapt not only across but within cultures. Answer: C Explanation: There tends to be a wide disparity between men and women participation rates (men higher) in countries and cultures high in masculine orientation such as South Korea, Mexico, Brazil, and France. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Other-Oriented Values

35. The United States is comprised of a culture that accepts a wide array of personal behaviors and attitudes, foods, dress, and other products and services. Thus, the United States values A. uniformity. B. collectivism. C. power. D. diversity. E. cooperation. Answer: D Explanation: The United States values diversity. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Other-Oriented Values

36. refers to the degree to which people accept inequality in power, authority, status, and wealth as natural or inherent in society. A. Cooperation B. Power distance C. Collectivism D. Individualism E. Status Answer: B Explanation: Power distance refers to the degree to which people accept inequality in power, authority, status, and wealth as natural or inherent in society. AACSB: Analytical Thinking Accessibility: Keyboard Navigation Blooms: Understand Difficulty: Moderate Gradable: automatic Learning Objective: 02-02 Describe core values that vary across culture and influence behaviors. Topic: Environment-Oriented Values

37. Which value relates to tolerance for ambiguity and uncertainty avoidance? A. youth/age B. risk taking/security C. individual/collective D. masculine/feminine E. diversity/uniformity Answer: B Explanation: Risk taking/security is the value that relates to tolerance for ambiguity and uncertainty avoidance.