C5 Exam Flashcards
1) Individuals and households that buy or acquire goods and services for personal consumption make up the \_\_\_\_\_\_\_\_. A) consumer market B) market offering C) market mix D) subculture E) social class
A) consumer market (Individuals and households)
2) Marketing stimuli include which of the following? A) economic stimuli B) price stimuli C) technological stimuli D) social stimuli E) cultural stimuli
B) price stimuli (sự kích thích)
- The Environment
a. Marketing stimuli: Product, Price, Place, Promotion
b. Other: Economic, Technological, Social, Cultural
3) Which of the following is one of the other stimuli present in a buyer's environment apart from marketing stimuli? A) product stimuli B) cultural stimuli C) price stimuli D) place stimuli E) promotion stimuli
B) cultural stimuli
4) Companies can research many aspects of buying decisions. However, the one that is the most difficult to identify is \_\_\_\_\_\_\_\_. A) what consumers buy B) how and how much they buy C) why they buy D) when they buy E) where they buy
C) why they buy
5) According to the model of buyer behavior, which of the following is one of the two primary parts of a "buyer's black box"? A) technological stimuli B) buyer's decision process C) buyer's spending habits D) social stimuli E) promotion stimuli
B) buyer’s decision process
buyer’s black box:
+ buyer’s characteristics
+ buyer’s decision process
8) Buyer responses are influenced by marketing stimuli. The responses to the stimuli include all of the following EXCEPT \_\_\_\_\_\_\_\_. A) brand engagement B) buying attitudes C) purchasing behavior D) buying preferences E) the "why" regarding the responses
E) the “why” regarding the responses (no why -> only what, when, where, how)
9) The starting point of understanding how consumers respond to various marketing efforts is called the stimulus-response model of buyer behavior.
T
10) Consumers can easily explain what influences their purchases.
F
11) What role do the four Ps play in consumer behavior?
The four Ps are the marketing stimuli that affect buyer behavior:
marketers use product, price, place, and promotion to attract the targeted consumers.
12) \_\_\_\_\_\_\_\_ is the most basic determinant of a person's wants and behavior. A) Culture B) Brand personality C) Cognitive dissonance D) Motive E) Attitude
A) Culture (most basic determinant)
14) Subcultures include nationalities, religions, geographic regions, and \_\_\_\_\_\_\_\_. A) genders B) ages C) professions D) racial groups E) income levels
D) “racial” groups
13) Each culture contains smaller (Subcultures), or groups of people with shared value systems based on common life experiences and situations.
15) Which consumer group tends to show more brand loyalty and makes shopping a family event, with children having a big say in the purchase decision? A) Hispanic Americans B) African Americans C) Arab Americans D) working class consumers E) middle class consumers
A) Hispanic Americans (Mĩ gốc La-tinh) (more brand loyalty and makes shopping a family event, with children having a big say)
16) \_\_\_\_\_\_\_\_ consumers are one of the fastest-growing U.S. population subsegments and are expected to surge to nearly one third of the total U.S. population by 2030. A) African American B) Hispanic American C) Asian American D) Baby boomer E) Millennial
B) Hispanic American (fastest-growing U.S. population subsegments)
17) Hispanic Americans tend to be deeply family oriented and make shopping a family affair. Older consumers are brand loyal, while younger Hispanics have shown increasing price sensitivity and willingness to choose store brands. Hispanic Americans make up a \_\_\_\_\_\_\_\_. A) subculture B) social class C) social network D) life-cycle stage E) lifestyle
A) subculture (shared value systems based on common life experiences and situations)
18) Although more price-conscious than other population segments, \_\_\_\_\_\_\_\_ consumers tend to be strongly motivated by quality and selection, and give importance to brands. A) lower upper B) African American C) Asian American D) Filipino E) working class
B) African American (“more price-conscious”, strongly motivated by quality and selection, and give importance to brands)
19) \_\_\_\_\_\_\_\_ consumers are the most affluent U.S. demographic segment and are expected to have an annual buying power approaching $1 trillion by 2017. A) Hispanic American B) African American C) Asian American D) Baby boomers E) Generation X
C) Asian American ($1 trillion by 2017.)
20) \_\_\_\_\_\_\_\_ consumers are the most brand conscious of all the ethnic groups, are extremely brand loyal, and shop frequently. A) African American B) Native American C) Hispanic American D) Italian American E) Asian American
E) Asian American (most brand conscious)
21) Many companies use ethnically specific themes in their mainstream marketing strategy because marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as \_\_\_\_\_\_\_\_. A) total market strategy B) buzz marketing C) social networking D) word-of-mouth marketing E) life-style marketing
A) total market strategy (ethnically specific themes, insights gleaned from ethnic consumers can influence their broader markets)
22) \_\_\_\_\_\_\_\_ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors. A) Social classes B) Societal norms C) Reference groups D) Universal cultures E) Social networks
A) Social classes (society’s relatively permanent and ordered divisions)
24) Which of the following statements is true of “cultural factors that influence consumer behavior”?
A) Cultural influences on buying behavior are identical across countries.
B) Social classes show distinct product and brand preferences in areas such as clothing and travel.
C) Subcultures include nationalities and racial groups, but exclude religions.
D) Subcultures are groups within which each individual has a unique and distinct value system.
E) Hispanic Americans and African Americans are examples of racially segregated groups and not subcultures.
B) Social classes show distinct product and brand preferences in areas such as clothing and travel. (cultural factors that influence consumer behavior)
25) Which of the following statements is true of social classes? A) Social classes are society's temporary divisions. B) Members of a social class have unique and distinct values, interests, and behaviors. C) People within a social class tend to exhibit similar buying behavior. D) Income is the single factor that determines social class. E) Social classes universally exhibit identical product and brand preferences.
C) People within a social class tend to exhibit similar buying behavior.
26) Which of the following statements is true regarding social classes in the United States? A) Social class is determined by income alone. B) Lines between social classes in the United States are fixed and rigid. C) Social classes show distinct product preferences in clothing and automobiles. D) Wealth is more critical than education level in measuring social class. E) People are relegated to a permanent social class in the United States.
C) Social classes show distinct product preferences in clothing and automobiles.
27) Family is one of the \_\_\_\_\_\_\_\_ factors that influence consumer behavior. A) regional B) social C) personal D) psychological E) business
B) social
29) A shoe manufacturing company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and hence purchase the same brand of shoes. The shoe company believes that the band portrays the image of a \_\_\_\_\_\_\_\_ to the band's fans. A) membership group B) reference group C) status symbol D) subculture E) lifestyle
B) reference group (band’s fans will see them wearing the company’s shoes and hence purchase the same brand of shoes)
33) Opinion leaders are also referred to as \_\_\_\_\_\_\_\_. A) leading adopters B) lower uppers C) innovators D) lagging adopters E) surrogate consumers
A) leading adopters
34) \_\_\_\_\_\_\_\_ are ambassadors who enthusiastically share their passion for a company's products with large circles of friends and acquaintances. A) Leading adopters B) Brand evangelists C) Surrogate consumers D) Market mavens E) Innovators
B) Brand evangelists
35) Companies that use brand ambassadors are most likely involved in \_\_\_\_\_\_\_\_ marketing. A) ambush B) spam C) buzz D) viral E) database
C) buzz marketing (brand ambassador)
38) Independent bloggers are self-made influencers. Traits that make them relevant to marketers include \_\_\_\_\_\_\_\_. A) creative writing skills B) professional Web site C) good fit with the brand D) a few vocal followers E) technological skills
C) good fit with the brand
39) What is the most important consumer buying organization in society? A) family B) social class C) membership group D) subculture E) reference group
A) family
37) Which of the following is characteristic of online social networks?
A) use of one-way communication techniques
B) negligible adoption rates
C) guaranteed positive results
D) easy methods to measure results
E) interactive media content
E) interactive media content
40) \_\_\_\_\_\_\_\_ traditionally has been considered the main purchasing agent for the family in the areas of food, household products, and clothing, although this is changing as more work outside the home. A) A teenager B) The husband C) The wife D) The couple together E) The parent
C) The wife
41) A \_\_\_\_\_\_\_\_ consists of the activities an individual is expected to perform, according to the people around him/her. A) motive B) role C) lifestyle D) life cycle E) perception
B) role
42) A buyer's decisions are influenced by \_\_\_\_\_\_\_\_ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, personality, and self-concept. A) personal characteristics B) stereotypes C) perceptions D) attitudes E) psychographics
A) personal characteristics
43) Consumer information provider Nielsen uses a life-stage segmentation system that places
U.S. households into one of 66 different life-stage groups. According to Nielsen’s groups,
which of the following refers to the group consisting of hip, single twenty-somethings who are
politically liberal, listen to alternative music, and enjoy lively nightlife?
A) Striving Singles
B) Young Achievers
C) Bohemian Mix
D) Young Influentials
E) Young Digerati
B) Young Achievers
44) Life-stage changes usually result from \_\_\_\_\_\_\_\_. A) birthdays B) mentors C) friends D) life-changing events E) siblings
D) life-changing events
45) Life-stage segmentation allows marketers to create targeted, actionable, and ________
campaigns based on how people consume and interact with brands.
A) inexpensive
B) professional
C) multimedia
D) social media
E) personalized
E) personalized
46) Since a person’s economic situation will affect her store and product choices, marketers
watch trends in spending, personal income, interest rates, and ________.
A) employment
B) savings
C) home purchases
D) rents
E) fuel prices
B) savings
47) ________ is a person’s pattern of living as expressed in his/her psychographics, and it
includes the individual’s activities, interests, and opinions.
A) Personality
B) Culture
C) Lifestyle
D) Motive
E) Social class
C) Lifestyle
48) In the context of the AIO dimensions for measuring consumers' lifestyles, "A" stands for \_\_\_\_\_\_\_\_. A) activities B) achievements C) admirations D) attitudes E) associations
A) activities
AIO: activities - interests - opinions
49) A current trend in the United States involves rediscovering the benefits of home-cooked food and the use of organic ingredients. People are choosing to spend hours in the kitchen using only the freshest ingredients to cook healthy and nutritious meals. This change in \_\_\_\_\_\_\_\_ is one of the reasons for the increasing demand for organic ingredients. A) self-concept B) subculture C) lifestyle D) personality E) life-cycle
C) lifestyle
50) \_\_\_\_\_\_\_\_ refers to the unique psychological characteristics that distinguish an individual or group. A) Attitude B) Belief C) Perception D) Personality E) Self-awareness
D) Personality
51) Which of the following terms refers to a specific mix of human traits that may be attributed to a particular brand? A) brand perception B) brand identity C) brand personality D) brand concept E) brand equity
C) brand personality
52) Shoez Inc., a manufacturer of shoes, has recently launched a brand of sturdy shoes ideal for hiking and other outdoor activities. Which of the following brand personalities could be best associated with the new brand? A) sincerity B) excitement C) sophistication D) competence E) ruggedness
E) ruggedness (outdoorsy and tough)
53) Many marketers use the self-concept premise that people’s possessions contribute to and reflect their identities—that is, “we are what we consume.” According to this premise, consumers ________.
A) buy products to support their self-image
B) rarely identify with brand personalities
C) are affected by opinion leaders
D) compare product brands
E) conduct primary research
A) buy products to support their self-image (we are what we consume)
54) Harley-Davidson promotes its motorcycles with images of independence, freedom, and power. Harley-Davidson has created a \_\_\_\_\_\_\_\_. A) motive B) life-cycle stage C) self-concept D) brand personality E) self-actualization need
D) brand personality
55) A marketer of women's hair care products targeting Chinese customers created an advertising message that told women their hair could be worn any way they wanted as opposed to wearing it straight. The message suggested the women did not need to conform to the mainstream media definition of beauty. It is most accurate to say that this ad was based on an understanding of customers' \_\_\_\_\_\_\_\_. A) social class B) life-cycle stage C) self-concept D) status E) role
C) self-concept
56) A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors? A) motivation B) perception C) association D) learning E) beliefs
C) association
57) A \_\_\_\_\_\_\_\_ is a need that is sufficiently pressing to direct a person to seek satisfaction. A) stimulus B) perception C) culture D) motive E) tradition
D) motive
58) According to Freud, a person's buying decisions are primarily affected by \_\_\_\_\_\_\_\_. A) family influences B) societal expectations C) brand images D) cultural norms E) subconscious motives
E) subconscious motives
59) Many marketers now use \_\_\_\_\_\_\_\_ research to dig deeply into consumer psyches and develop better marketing strategies. A) analytical B) interpretive C) causal D) descriptive E) experiential
B) interpretive
60) \_\_\_\_\_\_\_\_ refers to qualitative research designed to probe consumers' hidden, subconscious motivations. A) Perception analysis B) Subliminal analysis C) Motivation research D) Need recognition E) Market segmentation
C) Motivation research
61) A marketing research company asked members of a focus group to describe several brands as animals. The purpose of the request is to measure the prestige of the various brands. This is an example of \_\_\_\_\_\_\_\_. A) brand strength analysis B) interpretive consumer research C) quantitative research D) buzz marketing E) brand extension
B) interpretive consumer research
62) Maslow's theory is that \_\_\_\_\_\_\_\_ can be arranged in a hierarchy. A) marketing stimuli B) personal beliefs C) perceptions D) human needs E) decisions
D) human needs
64) According to Maslow's hierarchy of needs, which of the following is the LEAST pressing need? A) physiological needs B) social needs C) esteem needs D) self-actualization needs E) safety needs
D) self-actualization needs
65) \_\_\_\_\_\_\_\_ is the process by which people select, organize, and interpret information to form a meaningful picture of the world. A) Motivation B) Perception C) Dissonance D) Learning E) Self-actualization
B) Perception
