Consumer Behavior
Final Test Solutions
Course Introduction
Consumer Behavior explores the psychological, social, and cultural factors that influence individuals and groups as they select, purchase, use, and dispose of goods and services. The course examines theories of motivation, perception, learning, attitude formation, and decision-making in the context of marketing and advertising strategies. Through the analysis of consumer trends, buyer personas, and case studies, students develop an understanding of how to align marketing tactics with consumer needs and preferences to effectively shape purchasing decisions in a dynamic marketplace.
Recommended Textbook Marketing Principles v. 2.0 1st Edition by Jeff Tanner
Available Study Resources on Quizplus
16 Chapters
1775 Verified Questions
1775 Flashcards
Source URL: https://quizplus.com/study-set/736
Page 2
Chapter 1: What Is Marketing?
Available Study Resources on Quizplus for this Chatper
100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/14345
Sample Questions
Q1) In the _____ era companies compete by building relationships with customers one at a time.
Answer: one-to-one
Q2) Marketing strategists use the corporate strategy and mission combined with an understanding of the market to develop the company's _____.
A) profit goals
B) sustainability
C) value
D) marketing plan
E) merchandise
Answer: D
Q3) Because their activities do not generate monetary benefits for the organization,non-profit organizations do not employ marketing.
A)True
B)False
Answer: False
Q4) _____ is conducted in an effort to achieve social change.
Answer: Social marketing
To view all questions and flashcards with answers, click on the resource link above.
Page 3
Chapter 2: Strategic Planning
Available Study Resources on Quizplus for this Chatper
119 Verified Questions
119 Flashcards
Source URL: https://quizplus.com/quiz/14346
Sample Questions
Q1) The companies that provide ingredients as well as packaging to other firms are known as _____.
Answer: suppliers
Q2) Opportunities and threats are internal to the organization and are largely uncontrollable.
A)True
B)False
Answer: False
Q3) What is involved in creating a successful value proposition?
Answer: A company must identify how it benefits its customers.The firm then must translate this into a short statement that answers why customers should buy a product,why stakeholders should donate,or why prospective employees may want to work for an organization.Ultimately,the firm must relate how it provides value.
Q4) A value proposition is utilized not only by firms,but also by individuals.
A)True
B)False
Answer: True
Q5) Owning a company or facility overseas is known as _____.
Answer: direct investment
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Consumer Behavior: How People Make Buying Decisions
Available Study Resources on Quizplus for this Chatper
107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/14347
Sample Questions
Q1) _____ is the inward drive people have to get what they need.
Answer: Motivation
Q2) _____ refers to when people forget information,even if it is relevant to them.
A) Selective absorption
B) Moderate perception
C) Moderate retention
D) Selective perception
E) Selective retention
Answer: E
Q3) Roger offers a money back guarantee on his new salsa flavor to try to prevent
A) extended problem solving
B) impulse buying
C) buyer's remorse
D) postpurchase pleasure
E) habitual decision making
Answer: C
Q4) _____ is the process whereby a person retains information based on how well it matches their values and beliefs.
Answer: Selective retention
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Business Buying Behavior
Available Study Resources on Quizplus for this Chatper
113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/14348
Sample Questions
Q1) Derived demand occurs when demand is derived from the primary buyer of the product.
A)True
B)False
Q2) B2B markets have a large number of customers accounting for most of the company's sales.
A)True B)False
Q3) The _____ are the ones that start the buying process,whether they make the final purchasing decision or not.
Q4) Sell-side auctions are also known as _____.
Q5) The Federal Trade Commission regulates companies:
A) in an effort to prevent them from engaging in unfair trade practices.
B) in order to help them create more aggressive marketing campaigns.
C) in an effort to reduce competitive business practices.
D) to enhance customer feedback and value.
E) to help them increase their profit margin.
Q6) Explain the factors that can lead to sub-par purchase decisions.
Q7) When it comes to business-to-business sales,derived demand springs from _____.
Q8) List the duties of a professional buyer.
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Market Segmenting, Targeting, and Positioning
Available Study Resources on Quizplus for this Chatper
94 Verified Questions
94 Flashcards
Source URL: https://quizplus.com/quiz/14349
Sample Questions
Q1) List and briefly describe the eight categories of consumers established by the VALS survey.
Q2) _____ is the result of using both qualitative and quantitative data.
Q3) Repositioning is an effort to "move" a product to a different place in the minds of consumers.
A)True
B)False
Q4) Firms appealing to a new target market should keep their current taglines,products,and marketing strategies in place because it is important to remain consistent in the minds of consumers.
A)True
B)False
Q5) Explain why a company may need to position its product(s).
Q6) Income is used as a segmentation variable because it indicates a group's _____.
Q7) Describe the six factors that could make some markets more attractive than others.
Q8) List and describe the four segmentation categories.
Q9) Information about customers is often kept in a _____ system.
Q11) _____ is a company that engages in microtargeting. Page 7
Q10) Geocoding is the process of plotting _____ on a map.
To view all questions and flashcards with answers, click on the resource link above.
Page 8
Chapter 6: Creating Offerings
Available Study Resources on Quizplus for this Chatper
120 Verified Questions
120 Flashcards
Source URL: https://quizplus.com/quiz/14350
Sample Questions
Q1) _____ occurs when a firm's new offering eats into the sales of one of its older offerings.
A) Brand extension
B) Brand strategy
C) Saturation
D) Product failure
E) Cannibalization
Q2) A frequently purchased product that requires little shopping effort is known as an impulse offering.
A)True B)False
Q3) Market managers have the most flexibility in terms of pricing and product decisions. A)True B)False
Q4) A _____ is any equipment purchased and used for more than one year and depreciated over its useful life.
Q5) The entire assortment of products that a firm offers is called the product line. A)True B)False
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 7: Developing and Managing Offerings
Available Study Resources on Quizplus for this Chatper
107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/14351
Sample Questions
Q1) A focus group consists of _____ people in which they focus on a particular topic.
Q2) Identify various sources of idea generation for companies.
Q3) _____ refers to the possibility that the company will fail to earn the appropriate return on the money and effort it puts into the new product.
A) Investment risk
B) Financial risk
C) Opportunity risk
D) Innovation risk
E) Product risk
Q4) Marketing efforts associated with skimming price strategies include:
A) placing the product in a limited number of distribution outlets.
B) providing potential customers with coupons.
C) advertising to mass markets.
D) providing special incentives to increase product awareness.
E) providing samples of the product to consumers.
Q5) Customers are particularly important co-creators of offerings when they are consuming products with _____.
Q6) _____ entails gradually reducing all costs spent on a product offering.
To view all questions and flashcards with answers, click on the resource link above. Page 10
Chapter 8: Using Marketing Channels to Create Value for Customers
Available Study Resources on Quizplus for this Chatper
121 Verified Questions
121 Flashcards
Source URL: https://quizplus.com/quiz/14352
Sample Questions
Q1) _____ are characterized by selling products at a discount to people who pay an annual membership fee to join them.
A) Off-price retailers
B) Drugstores
C) Supermarkets
D) Department stores
E) Warehouse clubs
Q2) The clout of the various organizations in its marketing channel can affect the contract terms.
A)True
B)False
Q3) The most common form of agent and broker consumers encounter are found in _____.
Q4) Door-to-door sales and telemarketing are examples of direct marketing.
A)True
B)False
Q5) The problem with a pull strategy is that it doesn't focus on the needs of the actual users of products.
A)True
B)False
Q6) _____ has contributed to consumers gaining channel power. Page 11
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 9: Using Supply Chains to Create Value for Customers
Available Study Resources on Quizplus for this Chatper
87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/14353
Sample Questions
Q1) An advantage of outsourcing is that:
A) it takes less time for a company to get the finished goods into the hands of its consumers at home.
B) the safety of products is easily managed.
C) the quality of products is guaranteed.
D) it can add value to the product.
E) technologies are kept to the company.
Q2) Explain the advantages of RFID tagging.
Q3) _____ synthesizes information including sales history,point-of-sale data,warehouse data,supplier data,promotion information,and economic trends.
A) Demand-planning software
B) An exponential system
C) Value-based marketing
D) Strategic marketing
E) A value chain system
Q4) A situation in which supply chain partners share information with one another so they can see how well the chain is working is known as _____.
Q5) Explain the negative arguments of RFID tagging.
Q6) Explain the disadvantages of outsourcing.
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 10: Gathering and Using Information: Marketing Research and Market Intelligence
Available Study Resources on Quizplus for this Chatper
114 Verified Questions
114 Flashcards
Source URL: https://quizplus.com/quiz/14354
Sample Questions
Q1) The intranet is an excellent tool utilized by companies to reach consumers.
A)True
B)False
Q2) The primary purpose of market research is to collect,analyze,and report marketing information that can be used to answer questions or solve problems so as to improve a company's bottom line.
A)True
B)False
Q3) Gathering information about competitors through spying is known as _____.
Q4) List and briefly describe the marketing research process.
Q5) Stephanie's job is scouring through research data to find any recording errors.This is known as _____.
Q6) Marketing information systems involve all of the following EXCEPT:
A) a system for collecting market intelligence on an ongoing basis.
B) a system for recording marketing research information.
C) a system for collecting test market information.
D) a system for recording internally generated data and reports.
Page 14
E) marketing analytics software to help managers with their decision making.
Q7) List and describe the ways survey data can be collected,including advantages and disadvantages.
To view all questions and flashcards with answers, click on the resource link above.
Page 15
Chapter 11: Integrated Marketing Communications and the Changing Media Landscape
Available Study Resources on Quizplus for this Chatper
140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/14355
Sample Questions
Q1) PR is often perceived to be less objective than other forms of promotion.
A)True
B)False
Q2) AIDA objectives are typically achieved simultaneously.
A)True
B)False
Q3) Cite some advertising appeals that promoters consider.What must marketers consider when choosing these?
Q4) _____ must translate the benefits and value of a product or service into a message.
Q5) _____ and the Internet provide consumers in international markets access to coupons and other promotions.
Q6) Commercials for perfume or cologne are typical examples of an open-ended message.
A)True
B)False
Q7) _____ increase awareness,so the strategy encourages trial and builds awareness.
Page 16
Q8) The _____ is a budgeting technique based on companies spending within their means to promote a product.
Q9) _____ programs are sales promotions designed to get repeat business.
To view all questions and flashcards with answers, click on the resource link above. Page 17
Chapter 12: Public Relations, Social Media, and Sponsorships
Available Study Resources on Quizplus for this Chatper
71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/14356
Sample Questions
Q1) While organizations are allocating more of their promotion budgets to social media,they are also generating a lot of buzz or talk without a lot of _____.
Q2) Publicized information such as new stories about products and services,people,and organization is known as ______.
Q3) One must be very careful as to the information one chooses to share online.
A)True
B)False
Q4) Product placement typically involves paying a fee.
A)True
B)False
Q5) _____ involves placing a product in a video game.
Q6) Crisis communication is the process of countering the extreme negative effects a company gets when it receives bad publicity.
A)True
B)False
Q7) What are the means by which organizations engage in public relations?
Page 18
Q8) Product placements are utilized with the intention to aid in plot development.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Page 19
Chapter 13: Professional Selling
Available Study Resources on Quizplus for this Chatper
129 Verified Questions
129 Flashcards
Source URL: https://quizplus.com/quiz/14357
Sample Questions
Q1) A sales pipeline is also known as a _____.
A) sales cycle
B) sales force
C) sales mission
D) sales strategy
E) sales lead
Q2) Salespeople aid marketers by shortening the sales cycle and improving conversions.
A)True
B)False
Q3) Sales executives typically focus solely on sales.
A)True
B)False
Q4) Boundary spanners typically are the first to learn about _____.
Q5) List and describe four types of selling strategies and describe when they can be best utilized.
Q6) What are the advantages of outsourcing sales efforts? Explain.
Q7) It is important to qualify a buyer prior to engaging in the approach.
A)True
B)False
Page 20
To view all questions and flashcards with answers, click on the resource link above.
Chapter 14: Customer Satisfaction, Loyalty, and Empowerment
Available Study Resources on Quizplus for this Chatper
127 Verified Questions
127 Flashcards
Source URL: https://quizplus.com/quiz/14358
Sample Questions
Q1) _____ serve as an agreement that the product will perform as promised or some form of restitution will be made to the customer.
Q2) How can companies improve customer satisfaction?
Q3) The _____ characteristic refers to a person who has a greater intrinsic interest in the product category than the average user.
Q4) The amount of word of mouth taking place in the marketplace is known as _____.
A) brand community
B) social networking
C) buzz
D) attitudinal loyalty
E) brand equity
Q5) Dissatisfied customers are likely to tell more friends about their negative experiences than satisfied customers are about good experiences.
A)True
B)False
Q6) Employees who meet and interact with customers are known as _____.
Q7) _____ refers to the degree to which a customer habitually buys a product and does not respond to competitors' offerings.
To view all questions and flashcards with answers, click on the resource link above. Page 21
Chapter 15: Price,the Only Revenue Generator
Available Study Resources on Quizplus for this Chatper
107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/14359
Sample Questions
Q1) When firms assess the marketplace,indirect competitors and substitutes do not influence the pricing strategies of a firm because they do not carry the same merchandise.Thus,companies focus on direct competitors when making pricing decisions.
A)True
B)False
Q2) What are the steps in the pricing framework?
Q3) A(n)_____ strategy for a new product involves setting an initial price based on what the seller expects to charge throughout the product's life cycle.
A) price skimming
B) loss leader
C) leader pricing
D) penetration pricing
E) everyday low price
Q4) Price elasticity is equal to the percentage of change in quantity demanded times the percentage change in price.
A)True
B)False
Q5) _____ refers to what an organization wants to accomplish with its pricing.
To view all questions and flashcards with answers, click on the resource link above. Page 22
Chapter 16: The Marketing Plan
Available Study Resources on Quizplus for this Chatper
119 Verified Questions
119 Flashcards
Source URL: https://quizplus.com/quiz/14360
Sample Questions
Q1) When utilizing an executive opinion forecasting strategy,each executive submits an estimate of the company's sales,which are then _____.
Q2) SWOT stands for _____,_____,_____,and _____.
Q3) _____ is a method of trend analysis forecasting that weights recent periods of time more heavily than comparatively distant periods of time.
Q4) The first portion of the budget section of the marketing plan will most likely cover the investment required for the launch.
A)True
B)False
Q5) For marketers,identifying causality is not a hard task.
A)True
B)False
Q6) Marketing plans are created only when a new offering is being launched.
A)True
B)False
Q7) _____ refers to a trend analysis type of forecasting method that estimates sales based on an average rate of change over a group of previous periods of time.
Q8) List and describe the steps in the forecasting process.
Page 23
To view all questions and flashcards with answers, click on the resource link above.