Consumer Behavior Practice Exam
Course Introduction
Consumer Behavior explores the processes and factors that influence how individuals and groups select, purchase, use, and dispose of products, services, ideas, or experiences. The course examines psychological, social, cultural, and economic variables affecting consumer choices, and integrates concepts from fields such as psychology, sociology, and marketing. Through the analysis of decision-making processes and buyer characteristics, students gain insights into predicting consumer responses and developing effective marketing strategies, enabling organizations to better meet customer needs and build lasting relationships.
Recommended Textbook
Consumer Behavior Buying Having and Being 11th Edition by Michael R. Solomon
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12 Chapters
1070 Verified Questions
1070 Flashcards
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Page 2
Chapter 1: Buying, Having, and Being: an Introduction to Consumer Behavior
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90 Verified Questions
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Sample Questions
Q1) Texting back-and-forth with a friend is an example of asynchronous interaction.
A)True
B)False
Answer: False
Q2) Another term for positivism is ________.
A) interpretivism
B) pluralism
C) modernism
D) postmodernism
Answer: C
Q3) ________ focuses on biological needs that produce unpleasant states of arousal.
A) Drive theory
B) Gratification theory
C) Consumerism
D) Role theory
Answer: A
Q4) A paradigm is a belief that guides an understanding of the world.
A)True
B)False
Answer: True
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Chapter 2: Decision-Making and Consumer Behavior
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Sample Questions
Q1) Pepsi A.M. was positioned as a coffee substitute. In one test market, Pepsi A.M. was introduced onto a university campus. It was both an immense hit and a total failure. The product always sold out of the vending machines, but the consumption of coffee stayed the same and the sale of other Pepsi products declined. In terms of levels of categorization, discuss what created the problem in the test market.
Answer: Pepsi A.M. and coffee on this campus did not occupy the same basic level. Coffee and tea were not seen as belonging to the same product category as cola drinks. Cola drinks came in a bottle and were sold from vending machines. Coffee drinks came in a cup and were less likely to come from a vending machine. The superordinate level of caffeinated drinks was not strong enough to create a successful product positioning strategy. The basic level category is typically the most useful in classifying products.
Q2) The experiential perspective stresses the importance of learning in decision-making. A)True B)False
Answer: False
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Chapter 3: Cultural Influences on Consumer
Decision-Making
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Sample Questions
Q1) A metaphysical myth fulfills the cultural function of explaining how the components of the universe relate to each other.
A)True
B)False
Answer: False
Q2) Raymond Chandler wrote classic American detective stories. By always using certain roles for his characters and props that were appropriate to the genre, Chandler's novels followed a(n) ________.
A) cultural formula
B) enacted norm
C) fashion cycle
D) innovation process
Answer: A
Q3) Values associated with a long-term orientation are respect for social obligations and the need to save face.
A)True
B)False
Answer: False
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Chapter 4: Consumer and Social Well Being
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Sample Questions
Q1) Culture jamming is the term used to explain the plethora of culturally-relevant content posted to social media sites.
A)True
B)False
Q2) Explain greenwashing and why businesses would participate in greenwashing.
Q3) Jan's Tees aims to create t-shirts from natural materials that are fully reusable and recyclable so that the firm uses zero resources to manufacture the shirts. This is known as ________ thinking.
A) triple bottom-line
B) social
C) cradle to cradle
D) literate
Q4) Why would Amazon.com create a separate e-commerce site for green products?
Q5) The word for bribery in Japanese is kuroi kiri which translates to black mist.
A)True
B)False
Q6) Why are disabilities among consumers an issue of concern for marketers?
Q7) Why is demand for green products on the decline?
Q8) Discuss how materialism has changed in meaning.
Q9) Explain three of the key legislative acts affecting consumers. Page 6
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Page 7
Chapter 5: Perception
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Sample Questions
Q1) The first step in the perception process is exposure to a stimulus. Without exposure, there would be no perception.
A)True
B)False
Q2) Mary Nabholz travels the same way to work every day. She notices advertisements in store windows when the ads first go up. However, after a few days, Mary no longer pays any attention to these ads because they have become familiar. Which of the following personal selection factors is affecting Mary Nabholz's response to the ads?
A) perceptual vigilance
B) perceptual defense
C) contrast
D) adaptation
Q3) As people age their sensory detection abilities decline. The Baby Boomers are fast reaching retirement age. How will advertisements in the future likely change sensory stimuli to accommodate this changing demographic?
Q4) Evaluate the effectiveness of subliminal persuasion and messages in marketing. Be sure to demonstrate your knowledge of the evidence about the success of the technique as presented in the text.
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Chapter 6: Learning and Memory
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Sample Questions
Q1) Within a knowledge structure, which of the following is the LEAST complex knowledge unit?
A) meaning
B) proposition
C) schema
D) script
Q2) Compare and contrast classical and instrumental (operant) conditioning.
Q3) The salience of a brand refers to its degree of pricing flexibility (i.e., frequency of price changes).
A)True
B)False
Q4) ________ refers to a relatively permanent change in behavior that is caused by experience.
A) Adjustment
B) Shaping
C) Reinforcement
D) Learning
Q5) Retrieval is the process whereby we recover information from long-term memory.
A)True
B)False
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Chapter 7: The Self
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Sample Questions
Q1) The concept of the self-image congruence model helps to explain why it is a deal killer in the Japanese business culture to mishandle a business card from a prospective client.
A)True
B)False
Q2) An advertisement emphasizes that if a consumer uses a certain deodorant he or she will not offend other people and will not cause problems in the workplace because of bad body odor. What part of the Freudian system is this ad appealing to?
A) the id
B) the superego
C) the anti-ego
D) the ego
Q3) The idea that each human life is unique rather than a part of a group developed in
A) ancient times (between the first and fifth centuries)
B) late medieval times (between the eleventh and fifteenth centuries)
C) colonial times (between the sixteenth and eighteenth centuries)
D) modern times (between the eighteenth and twentieth centuries)
Q4) Explain and give a brief example of symbolic self-completion theory.
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Chapter 8: Attitudes and Persuasion
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Sample Questions
Q1) Andy Wilcox was running for mayor. His campaign manager asked people to put a small pro-Wilcox sign in their yards. Later, the manager called the same people and asked if a larger sign could be placed in their yards. He was rarely turned down. This is an example of the foot-in-the-door technique.
A)True
B)False
Q2) One of the key characteristics of a source is credibility. What is source credibility and how can it affect attitude change?
Q3) Both the Fishbein model and the extended Fishbein model attempt to measure the influence of attitudes. What was the flaw in the original model and what was added in the extended model to correct this flaw?
Q4) According to the elaboration likelihood model, marketers of a low-involvement product must first change attitudes before customers are likely to purchase their product.
A)True
B)False
Q5) What is the elaboration-likelihood model of persuasion? Describe and discuss its features. What are the implications of the ELM for marketing promotions?
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Chapter 9: Group and Situational Effects on Consumer Behavior
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Sample Questions
Q1) The capacity to alter the actions of others is referred to as ________ power.
A) publicity
B) social
C) second-order
D) behavioral
Q2) An individual's motivation to distance himself from a negative reference group is never as powerful as his motivation to please a positive group.
A)True
B)False
Q3) ________ means that the person who is least interested in staying in the relationship has the most power.
A) Social loafing
B) Principle of least interest
C) Responsibility diffusion
D) Commitment
Q4) Time is viewed differently around the world. Discuss how time might be seen in different cultures.
Q5) Why does a typical casino have low ceilings, no windows, no clocks, and no straight aisles?
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Chapter 10: Consumer Identity I: Sex Roles and Subcultures
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Sample Questions
Q1) Which of the following is NOT one of the four conflicts common to all teens identified by Saatchi & Saatchi advertising agency?
A) growth versus restriction
B) autonomy versus belonging
C) idealism versus pragmatism
D) narcissism versus intimacy
Q2) Explain how religion can influence marketing and consumption. Provide at least two examples to illustrate your response.
Q3) Researchers measure ________ on dimensions that include "feel-age" and "look-age."
A) chronological age
B) perceived age
C) age cohort
D) social age
Q4) Approximately 60% of Hispanic Americans are of ________ descent.
A) Mexican
B) Puerto Rican
C) South American
D) Dominican
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Chapter 11: Consumer Identity 2: Social Class and Lifestyles
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Sample Questions
Q1) A person in the middle class, but with an income at least 15 percent lower than the median for the middle class, would be known as a(n) ________ consumer.
A) underprivileged
B) invidious
C) restricted
D) conspicuous
Q2) Product ________ occurs when the symbolic meanings of different products are related to one another.
A) distinction
B) crystallization
C) complementarity
D) hierarchy
Q3) Eddie just bought a vintage Prowler. He can hardly wait to have the guys at the office drool when they see him drive up in this extremely expensive purple "hot rod." Eddie's reason for the purchase falls into the category described by Thorstein Veblen as invidious distinction.
A)True
B)False
Q4) List the various ways that psychographic segmentation can be used.
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Chapter 12: Networked Consumer Behavior:
Word-Of-Mouth, Social Media, and Fashion
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Sample Questions
Q1) Suppose that it became fashionable to be overweight. How would the four models of fashion (derived from the behavioral science perspective of fashion) explain how the fashion norm would change from being underweight to being overweight?
Q2) A marketing manager who wants to identify opinion leaders for her product category should do which of the following?
A) She should find government officials who use the product.
B) She should find socially active persons who are very interested in the product category.
C) She should find intellectuals who can write academic papers about the product category.
D) She should look for people who rely on reward power to develop interest in a product.
Q3) 80% of brand mentions online are made by just 6.2% of social media users. Forrester Research calls these influencers ________.
A) salespeople
B) power users
C) mass connectors
D) mass networker
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