Consumer Behavior
Pre-Test Questions
Course Introduction
Consumer Behavior explores the psychological, social, and cultural factors that influence how individuals and groups select, purchase, use, and dispose of goods and services. The course delves into key concepts such as motivation, perception, learning, attitude formation, and decision-making processes, examining how these factors shape buying behavior. Students will analyze the roles of demographics, lifestyle, personal values, and group dynamics in affecting consumer choices. Through case studies and real-world examples, the course also addresses the implications of consumer behavior for marketing strategies, branding, product development, and ethical considerations in todays dynamic marketplace.
Recommended Textbook
Foundations of Marketing 8th Edition by William M. Pride
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3771 Verified Questions
3771 Flashcards
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Chapter 1: Customer-Driven Strategic Marketing
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187 Verified Questions
187 Flashcards
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Sample Questions
Q1) Value = customer costs customer benefits.
A)True
B)False
Answer: False
Q2) During the market orientation, businesspeople realized that products, which by this time could be made relatively efficiently, would have to be promoted through much personal selling and advertising.
A)True
B)False
Answer: False
Q3) Refer to Scenario 1.2. Paws and Claws' addition of unexpected services, pick-up and delivery, and 24-hour access while charging a higher price than its competition is best described as which type of value?
A)Value = monetary price - customer benefits.
B)Value = customer costs - customer benefits.
C)Value = customer benefits - customer costs.
D)Value = customer benefits - monetary price.
E)Value = customer benefits - time and effort.
Answer: C
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Page 3
Chapter 2: Planning, Implementing, and Evaluating Marketing Strategies
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Sample Questions
Q1) Which of the following describes the relationships among the three planning levels, from broadest to narrowest?
A)marketing strategy; corporate strategy; business-unit strategy
B)corporate strategy; marketing strategy; business-unit strategy
C)business-unit strategy; corporate strategy; business-unit strategy
D)corporate strategy; business-unit strategy; marketing strategy
E)marketing strategy; business-unit strategy; corporate strategy
Answer: D
Q2) The Turmeric Tea Co has become highly efficient in developing and manufacturing new turmeric tea products for the market. It far surpasses its competitors in these areas. Recently, major medical journals have started describing how turmeric tea can be highly advantageous for consumer health. This is likely to give the Turmeric Tea Co a ______________ because it is able to match its skills with opportunities in the marketplace.
A)core competency
B)competitive advantage
C)new marketing objective
D)market opportunity
E)strategic advantage
Answer: B
Page 4
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Chapter 3: The Marketing Environment, Social Responsibility, and Ethics
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220 Flashcards
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Sample Questions
Q1) A firm is trying to determine whether it would be advantageous to adopt a new computer system with advanced software. It is investigating how this computer system will improve its own operational efficiency. It is also examining trends in the industry to determine the impact that adopting this computer system might have on customers and society at large. The firm is engaging in
A)monopolistic competition.
B)economic forecasting.
C)self-regulation.
D)environmental analysis.
E)technology assessment.
Answer: E
Q2) Pure competition is a common competitive environment.
A)True
B)False
Answer: False
Q3) Political forces are beyond the control of marketers, and so they can only react to them.
A)True
B)False
Answer: False
Page 5
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Chapter 4: Marketing Research and Information Systems
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Sample Questions
Q1) An item on the Campus Bookstore's survey asks respondents to tell the store, in their own words, what they like least about textbook shopping. This item would be an example of a(n) ____ question.
A)open-ended
B)dichotomous
C)forced-sum-choice
D)multiple-choice
E)limited-choice
Q2) When marketing researchers consider sampling techniques, they are preparing to collect ____ data.
A)census
B)statistical
C)internal secondary
D)external secondary
E)primary
Q3) How does marketing research differ when conducted in other countries?
Q4) An on-site computer interview is a variation of the shopping mall intercept interview.
A)True
B)False
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Chapter 5: Target Market Segmentation and Evaluation
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Sample Questions
Q1) ____________ is a useful sales forecasting method as long as a precise relationship between past sales figures and one or more variables can be established. Without these relationships, this method is useless in forecasting future sales.
A)Trend analysis
B)Random factor analysis
C)Delphi technique
D)Cycle analysis
E)Regression analysis
Q2) You are shopping for a laptop or tablet to use for taking notes, research, and studying. In this case, you belong to a(n)
A)concentrated market.
B)business market.
C)B2B market.
D)industrial market.
E)consumer market.
Q3) A company sometimes defines a total market as its target market.
A)True
B)False
Q4) How do business markets differ from consumer markets?
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Chapter 6: Consumer Buying Behavior
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Sample Questions
Q1) An attitude consists of one's evaluation of his or her feelings and behavioral tendencies toward an object or idea.
A)True
B)False
Q2) According to Maslow's hierarchy of needs,
A)individuals simultaneously try to satisfy all five levels of needs.
B)self-actualization needs are the most important needs to be met for most individuals.
C)individuals first address needs at the top of the pyramid and then move down to the lower level needs.
D)levels of needs are different for everyone, and we all try to satisfy them in a different order.
E)individuals first satisfy the most basic needs and then try to fulfill needs at the next level up.
Q3) Social classes are referred to as open aggregates of individuals because people can move into and out of them.
A)True
B)False
Q4) Discuss how reference groups and opinion leaders influence purchase behavior.
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8
Chapter 7: Business Markets and Buying Behavior
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Sample Questions
Q1) A new-task purchase is one in which the business makes an initial purchase of a new item.
A)True
B)False
Q2) When marketing to business customers, marketers have to understand the key characteristics of the business customer, and alter their marketing mix accordingly. For example, a business customer views _________ as the amount of investment necessary to obtain a desired level of return or savings. Moreover, the business customer demands ______________ before buying to be sure their needs are being met with the product.
A)price; good service
B)product; price discounts
C)place; product samples
D)distribution; product guarantees
E)price; detailed information
Q3) Ultimate consumers are generally more rational than business customers.
A)True
B)False
Q4) Discuss how interpersonal factors influence the business buying decision process.
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Chapter 8: Reaching Global Markets
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Sample Questions
Q1) The forces that affect foreign markets may differ dramatically from those affecting domestic markets. This makes a careful ____ a critical part of a successful international marketing strategy.
A)political analysis
B)regulatory analysis
C)social audit
D)environmental analysis
E)marketing analysis
Q2) Cultural differences do not affect marketing negotiations and decision-making behavior.
A)True
B)False
Q3) The agreement between the United States, Canada, and Mexico that merges these three countries into one marketplace is called A)EU.
B)MERCOSUR.
C)APEC.
D)NAFTA.
E)GATT.
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Page 10
Chapter 9: Digital Marketing and Social Networking
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Sample Questions
Q1) The majority of Fortune 500 companies do not maintain a corporate blog.
A)True
B)False
Q2) E-marketing includes the use of mobile phones, but not digital outdoor marketing devices.
A)True
B)False
Q3) The increase of consumers who publish their own thoughts and product reviews through digital media has caused consumer-generated information to be less important because some of the information is false.
A)True
B)False
Q4) Consumers are changing ____ and consumption behaviors to fit with emerging technologies and trends.
A)their eating habits
B)their spending money
C)their disposable income
D)their shopping partners
E)their information searches
Q5) Explain the ethical issues associated with digital media.
Page 11
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Chapter 10: Product, Branding, and Packaging Concepts
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Sample Questions
Q1) Private distributor brands are owned by retailers and do not identify the manufacturer of the product. Which of the following is an example of a private distributor brand?
A)Green Giant corn
B)Dell computers
C)Target Up & Up vitamins
D)Little Debbie snack cakes
E)Nike Air Jordan basketball shoes
Q2) The spray bottle for Windex Glass Cleaner could be considered a secondary-use package because
A)its shape is ideal for multiple-unit packaging.
B)glass cleaner works on chrome as well as glass.
C)the spray nozzle has an adjustable valve.
D)customers can reuse it for other purposes.
E)it has a shape similar to other glass cleaner bottles.
Q3) Accessory equipment becomes a part of the finished product.
A)True
B)False
Q4) Identify and describe the major categories of business products.
Q5) What is a product? Provide an example of each type of product.
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Chapter 11: Developing and Managing Goods and Services
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Sample Questions
Q1) Quality modifications never seek to reduce product quality.
A)True
B)False
Q2) The fact that the first massage Regina gives each day is better than the last massage demonstrates the ____ of services.
A)heterogeneity
B)customer contact aspect
C)intangibility
D)inseparability
E)perishability
Q3) Product managers are most useful in the development of new products.
A)True
B)False
Q4) Many of the so-called new products that are launched each year are in fact line extensions.
A)True
B)False
Q5) Discuss the major approaches that marketers use to differentiate their products.
Q6) In what ways do perishability and intangibility affect the pricing of services?
Q7) Compare and contrast line extensions and product modifications.
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Chapter 12: Pricing Concepts and Management
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Sample Questions
Q1) You are a brand manager for a large chain of grocery stores. You have been working overtime for the last two weeks to prepare for your pricing objectives meeting with the head of sales and marketing. You walk into the meeting with a high degree of confidence in the strategy that you have for setting the pricing objectives for your brand category for the upcoming year. You are speechless when the marketing head tells you that no changes in the pricing objectives will be made for your brand category. He says he believes it is most prudent to leave the existing pricing objectives as they are for the upcoming year.??Which of the following statements is the best explanation for the marketing head's decision to leave the existing pricing objectives in place with no change?
A)A status quo pricing objective can reduce a firm's risks by helping stabilize demand for its products.
B)The company intends to focus on product quality instead of pricing to win market share.
C)The company expects its market share to increase if it leaves its pricing objectives the same.
D)Profit maximization is not an objective in the upcoming year.
E)The company is not concerned about cash flow.
Q2) Under what conditions would a marketer most likely use a price leader strategy?
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Page 14
Chapter 13: Marketing Channels and Supply-Chain Management
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Sample Questions
Q1) How do marketing channel decisions influence the rest of the marketing mix?
Q2) General Steel wants to install technology into its logistics management system. This technology will enable General Steel to gain efficiency and accuracy in inventory tracking, stocking, and electronic notifications. General Steel is most likely using
A)electronic data interchange.
B)radio frequency identification.
C)intermodal transportation.
D)freight forwarders.
E)lean distribution.
Q3) Carly and Jason both are buying new iPhones this week. Carly goes to the Apple store because she wants to actually see the phone before she makes a final decision. Jason knows that he does not need to see the phone, because he just wants to update from his older version. He simply orders it online. Carly is purchasing her phone through_____, while Jason is purchasing his through ___.
A)an indirect-marketing channel; the most efficient channel of distribution
B)the most common type of marketing channel; an indirect channel
C)a retailer; a direct-marketing channel
D)a business-to-business channel; a direct-marketing channel
E)a retail channel; an indirect-marketing channel
Page 15
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Chapter 14: Retailing, Direct Marketing, and Wholesaling
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Sample Questions
Q1) In the Sunday paper, Jessie sees a flyer for a collector's edition Nativity set that is available to purchase by filling out and mailing in a form or by calling a 1-800 number. This is an example of
A)telemarketing.
B)direct-response marketing.
C)television home shopping.
D)direct selling.
E)catalog marketing.
Q2) Retailing is best characterized as
A)large organizations that carry wide and deep product mixes.
B)transactions in which the buyer intends to consume the product through personal, family, or household use.
C)arrangements whereby a supplier grants a dealer the right to sell its products.
D)transactions in which the purchaser intends to use the product for resale or for business operations.
E)exchanges that take place only in a store or service establishment.
Q3) What are the primary advantages and disadvantages of a franchise arrangement for a franchisee?
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16
Chapter 15: Integrated Marketing Communications
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Sample Questions
Q1) Which of the following industries is most likely to employ combative promotional efforts?
A)Fast food
B)Computer laptops
C)Tax-preparation services
D)Universities
E)Automotive
Q2) Aubrey Deere is in charge of advertising for her company and has produced a 30-second television spot to promote one of the company's new products. One of her assistants just out of college believes that the commercial has too much visual and audio information packed into such a small amount of time. The assistant is specifically concerned about limits in the receiver's
A)noise.
B)coding process.
C)encoding.
D)channel capacity.
E)feedback.
Q3) Discuss the impact that social media has had on the strategy for promotion.
Q4) Compared to advertising, what are the major advantages and limitations of personal selling?
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Chapter 16: Advertising and Public Relations
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Sample Questions
Q1) Public relations focuses on
A)boosting product sales.
B)enhancing the image of the total organization.
C)reaching the firm's target market.
D)improving employee morale.
E)diminishing the image of rival firms.
Q2) Ad agencies usually work jointly with the firms to develop the ad campaigns.
A)True
B)False
Q3) An effective approach for dealing with potential unfavorable public relations resulting from a negative event is to discourage news coverage.
A)True
B)False
Q4) Describe the major types of advertising, and discuss how they differ.
Q5) If a company is perceived positively by the public, employee morale is often higher. A)True
B)False
Q6) What approaches can be used to evaluate the effectiveness of public relations programs?
Page 18
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Chapter 17: Personal Selling and Sales Promotion
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Sample Questions
Q1) As sales manager Jerry is trying to find a way to determine optimal sales force size. He knows that one way is determining how many sales calls per year are necessary for the organization to serve customers effectively and then dividing this total by the average number of sales calls a salesperson makes annually. The other method is based on ________________, in which additional salespeople are added to the sales force until the cost of an additional salesperson equals the additional sales generated by that person.
A)marginal analysis
B)commission plans
C)dealer loaders
D)economic forecasting
E)sales divisibility
Q2) Signs, counter pieces, racks, and self-service cartons are all forms of
A)in-store attention grabbers.
B)demonstrations.
C)retail media.
D)premiums.
E)point-of-purchase displays.
Q3) What is the rationale for having sales force objectives, and how are they developed?
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Page 19