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Marketing Chapter 6 Multiple-choice

20 Questions
Management Quizzes & Trivia

Marketing terms chapter 6 multiple-choice

Questions and Answers
  • 1. 
    According to the text, the economic-buyer theory:
    • A. 

      Says that most consumers do not know the economic value of products they purchase.

    • B. 

      Explains why people behave the way they do.

    • C. 

      Includes psychological variables and social influences.

    • D. 

      Is too simplistic to explain consumer behavior.

    • E. 

      Assumes that consumers always buy the lowest price alternative.

  • 2. 
    Which of the following is NOT a psychological variable?
    • A. 

      Social class

    • B. 

      Motivation

    • C. 

      Perception

    • D. 

      Attitudes

    • E. 

      Learning

  • 3. 
    A good marketing manager
    • A. 

      Knows that only a few basic needs explain almost all consumer product choices.

    • B. 

      Doesn't have to understand consumer needs if his product has some design improvements over his competitor's product.

    • C. 

      Should find ways to create internal drives in consumers.

    • D. 

      Knows that consumer needs in product-markets are probably much more specific than those in a related generic market.

    • E. 

      Will make fewer strategy planning mistakes if he uses the economic-buyer theory.

  • 4. 
    According to motivation theory, the LAST needs a family would usually seek to satisfy would be:
    • A. 

      Safety needs.

    • B. 

      Personal needs.

    • C. 

      Physiological needs.

    • D. 

      Social needs.

  • 5. 
    Psychological theories of motivation and needs suggest that:
    • A. 

      Lower-level needs must be completely satisfied before higher-level needs become important.

    • B. 

      A particular good or service might satisfy different levels of needs at the same time.

    • C. 

      All consumers satisfy needs in the same order.

    • D. 

      Self-esteem is an example of a social need.

    • E. 

      All of the above are true statements.

  • 6. 
    When consumers screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs, this is called:
    • A. 

      Selective retention.

    • B. 

      Selective exposure.

    • C. 

      Selective perception.

    • D. 

      Selective dissonance.

    • E. 

      Selective cognition.

  • 7. 
    A change in a person's thought processes caused by prior experience is called:
    • A. 

      Learning

    • B. 

      Attitude change

    • C. 

      Belief change

    • D. 

      Response

    • E. 

      Reinforcement

  • 8. 
    Which of the following is not a major element in the learning process?
    • A. 

      Drive

    • B. 

      Cues

    • C. 

      Dissonance

    • D. 

      Reinforcement

    • E. 

      Response

  • 9. 
    An attitude:
    • A. 

      Is easily changed.

    • B. 

      Is a person's point of view toward something.

    • C. 

      Is the same as opinion and belief.

    • D. 

      is a reliable indication of intention to buy.

    • E. 

      All of the above are true statements.

  • 10. 
    The AIO items used in lifestyle analysis include:
    • A. 

      Activities, interests, and opinions.

    • B. 

      Attitudes, interests, and opinions.

    • C. 

      Activities, intentions, and opinions.

    • D. 

      Attitudes, intentions, and opinions.

    • E. 

      Attitudes, income, and opinions.

  • 11. 
    • A. 

      Culture

    • B. 

      Social class

    • C. 

      Family

    • D. 

      Reference group

    • E. 

      Personality

  • 12. 
    Which of the following statements about social class is NOT true?
    • A. 

      The various classes tend to have different beliefs and feelings.

    • B. 

      The various classes tend to prefer to shop in different stores.

    • C. 

      The various classes tend to want different types of treatment by salespeople.

    • D. 

      In the U.S., the social class system is less rigid than in most other countries.

    • E. 

      In the U.S., the system for measuring social class is based mainly on a person's income.

  • 13. 
    According to the text, social class in the U.S. is usually measured in terms of:
    • A. 

      Income.

    • B. 

      Occupation, education, and housing arrangements.

    • C. 

      Income, occupation, and education.

    • D. 

      Race, religion, and occupation.

    • E. 

      Income, occupation, and religion.

  • 14. 
    For which of the following products would reference group influence probably be LEAST IMPORTANT?
    • A. 

      Clothing

    • B. 

      Cigarettes

    • C. 

      Furniture

    • D. 

      Canned peaches

    • E. 

      Wine

  • 15. 
    Opinion leaders are:
    • A. 

      Usually better educated.

    • B. 

      Usually reference group leaders.

    • C. 

      Not necessarily opinion leaders on all subjects.

    • D. 

      Usually wealthy, middle- or upper-class people.

    • E. 

      All of the above are true statements.

  • 16. 
    Behavioral scientists recognize different levels of consumer problem solving. Which of the following is not one of these levels?
    • A. 

      Routinized response behavior

    • B. 

      Limited problem solving

    • C. 

      Rational problem solving

    • D. 

      Extensive problem solving

    • E. 

      All of the above are recognized levels of problem solving.

  • 17. 
    Dissonance is:
    • A. 

      A type of cue.

    • B. 

      A form of laziness commonly observed among low income consumers.

    • C. 

      A type of positive reinforcement.

    • D. 

      Tension caused by uncertainty about the rightness of a decision.

    • E. 

      None of the above.

  • 18. 
    Which of the following gives the proper ordering of the steps in the "adoption process"?
    • A. 

      Awareness, interest, trial, evaluation, decision, dissonance

    • B. 

      Awareness, interest, trial, decision, evaluation, confirmation

    • C. 

      Awareness, interest, evaluation, trial, decision, confirmation

    • D. 

      Interest, awareness, trial, decision, evaluation, dissonance

    • E. 

      Awareness, interest, evaluation, decision, trial, confirmation

  • 19. 
    In developing marketing mixes fro consumers in international markets, marketing managers should:
    • A. 

      Generalize from one culture to another.

    • B. 

      Use their intuition.

    • C. 

      Know about the specific social and intrapersonal variables.

    • D. 

      Follow their beliefs.

    • E. 

      All of the above.

  • 20. 
    The present state of our knowledge about consumer behavior is such that:
    • A. 

      The behavioral sciences provide the marketing manager with a complete explanation of the "whys" of consumer behavior.

    • B. 

      A marketing manager usually must blend intuition and judgment with findings from the behavioral sciences to explain and predict consumer behavior.

    • C. 

      Relevant market dimensions can be easily identified and measured using "psychographics."

    • D. 

      Marketing research can't tell us much more about specific aspects of consumer behavior.

    • E. 

      All of the above are true statements.