Consumer Behavior
Test Preparation
Course Introduction
Consumer Behavior explores the psychological, social, and cultural factors that influence how individuals and groups select, purchase, use, and dispose of goods, services, ideas, or experiences. The course examines theories and models of consumer decision-making, the impact of perception, motivation, attitudes, personality, and lifestyle on buying patterns, and the roles of reference groups, family, and social class. Through case studies and real-world examples, students will analyze market research techniques and strategies organizations use to understand, predict, and influence consumer actions, providing valuable insights for effective marketing decision-making.
Recommended Textbook
Marketing 11th Edition by Charles W. Lamb
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21 Chapters
3517 Verified Questions
3517 Flashcards
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Page 2
Chapter 1: An Overview of Marketing
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141 Verified Questions
141 Flashcards
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Sample Questions
Q1) Which marketing management philosophy focuses on the question,"What do customers want and need,and how can we benefit society?"
A) internal
B) external
C) sales
D) societal marketing
E) production
Answer: D
Q2) _____ is a set of activities used to implement a management orientation that stresses customer satisfaction.
A) Planning strategy
B) Customer management
C) Marketing
D) A control system
E) Reciprocity
Answer: C
Q3) Marketing is defined as producing,promoting,and selling products.
A)True
B)False
Answer: False
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Chapter 2: Strategic Planning for Competitive Advantage
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174 Verified Questions
174 Flashcards
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Sample Questions
Q1) Which of the following represents a business unit that shows rapid growth but poor profit margins?
A) star
B) cash cow
C) problem child
D) loss leader
E) dog
Answer: C
Q2) A popular technique for managing a large organization with different technologies and markets is to divide it into:
A) strategic business units
B) different technologies
C) strategic target markets
D) design matrices
E) tactical segments
Answer: A
Q3) A marketing audit helps management allocate marketing resources efficiently.
A)True
B)False
Answer: True
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Chapter 3: Ethics & Social Responsibility
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118 Verified Questions
118 Flashcards
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Sample Questions
Q1) One of the favorite foods in Thailand is shark fin soup.A San Francisco-based organization claimed the soup made by its leading producer contained mercury poison,yet the leading producer of shark fin soup wanted to continue selling the soup because it believes it has a responsibility to its investors to be profitable.In terms of the pyramid of corporate social responsibility,this indicates that the soup manufacturer was operating at a(n)_____ responsibility level.
A) legal
B) philanthropic
C) ethical
D) economic
E) cultural Answer: D
Q2) Because social responsibility has proven to have a limited return on investment,the number of businesses opting to act socially responsible is declining.
A)True
B)False Answer: False
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Page 5
Chapter 4: The Marketing Environment
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142 Verified Questions
142 Flashcards
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Sample Questions
Q1) In the future,electrical power may come from quantum nucleonics,a form of nuclear power that produces no residual radiation.The ability to use this form of power will require equipment adaptations,but it will solve the world's need for clean and efficient power.When quantum nucleonics is developed,it will be an example of how _____ factors can affect an organization.
A) technological
B) competitive
C) economic
D) cultural
E) demographic
Q2) The Hispanic population is driving minority growth in the United States.
A)True
B)False
Q3) The higher your _____,the higher your purchasing power:
A) gross income
B) social class
C) disposable income
D) cost of living
E) inflation index
Q4) Compare and contrast basic and applied research. Give an example of each.
Page 6
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Chapter 5: Developing a Global Vision
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160 Verified Questions
160 Flashcards
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Sample Questions
Q1) About 85 percent of U.S.companies export their products to other countries on a regular basis.
A)True
B)False
Q2) Refer to Wataniya Mobile.Israel and the Palestinian territories have vastly different religious believes and are frequently at war. The differences between these two are attributed to which environmental factor?
A) technology
B) culture
C) demographics
D) economic
E) natural
Q3) Why is developing a global vision important for firms in the United States?
Q4) Franchising is a form of:
A) contract marketing
B) international exporting
C) licensing
D) direct exporting
E) countertrading
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Chapter 6: Consumer Decision Making
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180 Verified Questions
180 Flashcards
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Sample Questions
Q1) To analyze consumer lifestyles,marketers look at consumers':
A) activities, interests, and opinions
B) behavior, personality, and social class
C) geography, demography, and psychographics
D) income, gender, and life objectives
E) activities, personality, and demography
Q2) A few years ago,tea was a product with relatively little growth and was considered to be a product for the old and the middle-aged.Then tea manufacturers started promoting the health benefits of tea.Since the introduction of the research on how tea provides the body with useful anti-oxidants,tea consumption has increased by more than 25 percent,and it appears its market share will continue to grow,especially among young women in their twenties.This is an illustration of how promotion can:
A) change the importance of beliefs about product attributes
B) change beliefs about product attributes
C) add new beliefs about product attributes
D) reinforce current beliefs about product attributes
E) discover consumer needs about product attributes
Q3) Define cognitive dissonance and describe how can consumers and marketers can reduce it.
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Page 8
Chapter 7: Business Marketing
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196 Verified Questions
196 Flashcards
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Sample Questions
Q1) Businesses that buy finished goods and sell and distribute them for a profit are called:
A) inventory carriers
B) producers
C) distribution networks
D) resellers
E) business facilitators
Q2) Corn refiners buy shelled corn and convert it into a variety of products,including high fructose corn syrup.The refiners then sell the syrup to soda and food product companies for use in foods and beverages.The corn refiners represent the _____ sector of the business market.
A) channel
B) reseller
C) producer
D) government
E) distributor
Q3) The reseller market is the same as the retailer market.
A)True
B)False
Q4) Discuss how businesses measure online success.
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Chapter 8: Segmenting and Targeting Markets
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208 Verified Questions
208 Flashcards
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Sample Questions
Q1) All of the following are advantages of using a concentrated targeting strategy
EXCEPT:
A) concentration of resources
B) can better meet the needs of a narrowly defined segment
C) allows some small firms to better compete with larger firms
D) strong positioning
E) high cannibalization
Q2) The 80/20 principle implies that the majority of all demand is due to a minority of the customers.
A)True
B)False
Q3) The Hispanic American market is best treated as a single segment.
A)True B)False
Q4) Define multisegment targeting and discuss the advantages and disadvantages of this targeting strategy.
Q5) What is geodemographic segmentation? What is the result of geodemographic segmentation? Give one specific example that illustrates this type of segmentation.
Q6) Name the four broad segments of the business market.
Page 10
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Chapter 9: Decision Support Systems and Marketing Research
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202 Verified Questions
202 Flashcards
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Sample Questions
Q1) Measurement error occurs when a sample somehow does not represent the target population.
A)True
B)False
Q2) Refer to University Research Study. If the students analyze census data to determine demographic trends in the primary market area for the university,they are using _____ data.
A) primary
B) secondary
C) proprietary
D) single-source
E) representational
Q3) Suppose the American Red Cross sent out a questionnaire that included the question "Why are so many people reluctant to donate blood?" This would be an example of a(n):
A) dichotomous response
B) sampling frame question
C) scaled-response question
D) closed-ended question
E) open-ended question
Page 11
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Chapter 10: Product Concepts
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174 Verified Questions
174 Flashcards
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Sample Questions
Q1) Which of the following is the best example of a convenience product?
A) concert tickets
B) chewing gum
C) jeans
D) chemical for the swimming pool
E) a birthday present
Q2) Refer to Alberto Culver Company.All the products that Alberto Culver sells in each of its three divisions is the company's product:
A) item
B) depth
C) width
D) mix
E) marketing consistency
Q3) Which of the following entails placing two or more brand names on a product or its package?
A) family branding
B) private branding
C) dual-code branding
D) cobranding
E) complimentary branding
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Chapter 11: Developing and Managing Products
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172 Verified Questions
172 Flashcards
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Sample Questions
Q1) Describe the idea screening stage of the new-product development process.Describe a common test used during the screening stage.
Q2) _____ is a process where a group thinks of as many ways to vary a product or solve a problem as possible without considering the practicality of the ideas.
A) New-product brain dumping
B) Screening
C) A focus-group interview
D) Brainstorming
E) Diffusion
Q3) Which of the following products is most likely to be in the decline stage of its product life cycle?
A) cookie mixes
B) wireless mobile phones
C) programmable CD-ROMs
D) funeral caskets
E) prerecorded audiocassette tapes
Q4) Describe how a multinational corporation can most efficiently and effectively meet the needs of the global market.
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Chapter 12: Services and Nonprofit Organization Marketing
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167 Verified Questions
167 Flashcards
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Sample Questions
Q1) Which component of service quality represents the ability to provide prompt service?
A) reliability
B) responsiveness
C) assurance
D) empathy
E) tangibles
Q2) A group of services that support or enhance the core service is called:
A) secondary services
B) peripheral services
C) additional services
D) supplementary services
E) complementary services
Q3) All of the following are key characteristics distinguishing the pricing decisions of nonprofit organizations from those of the profit sector EXCEPT:
A) separation between payers and users
B) nonfinancial prices
C) indirect payment
D) cost allocation
E) below-cost pricing
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Page 14
Chapter 13: Marketing Channels
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145 Verified Questions
145 Flashcards
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Sample Questions
Q1) With the _____ channel relationship,both parties retain their independence and pursue their own interests while attempting to benefit from the goods or services provided by the other.
A) Arm's Length
B) functional
C) cooperative
D) hierarchical
E) integrated
Q2) McKesson Wholesalers provides health care products to pharmacies.It purchases bandages,gauze,antibacterial cream,and ointments from a variety of different manufacturers and resells them to pharmacies so that many of the items a customer might need for a cut will be available in the store.McKesson is aiding consumers by overcoming a:
A) spatial discrepancy
B) discrepancy of quantity
C) discrepancy of assortment
D) demand discrepancies
E) discrepancy of possession
Q3) Name and briefly discuss two alternative channel arrangements that can be used to move products.
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Chapter 14: Supply Chain Management
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147 Verified Questions
147 Flashcards
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Sample Questions
Q1) Products and marketplaces differ substantially in their core characteristics so supply chain management strategies should be selected according to the situation at hand.
A)True
B)False
Q2) Distribution managers select different transportation modes based on several distinct criteria.List and briefly define these criteria,and name the best and worst transportation mode for each criterion.
Q3) Companies that use supply chain management techniques typically also use a push promotional strategy.
A)True
B)False
Q4) The ABC Approach is a measurement system used to evaluate overall supply chain performance.
A)True
B)False
Q5) Another name for outsourcing is contract logistics.
A)True
B)False
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Chapter 15: Retailing
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166 Verified Questions
166 Flashcards
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Sample Questions
Q1) Pick of the Litter has just purchased a sizable plot of land on which it will build a store building with a large parking lot.Across the street is a collection of specialty shops and a furniture store.Pick of the Litter will be part of a strip shopping center.
A)True
B)False
Q2) Electronic retailing includes the 24 hour,shop-at-home television networks and online retailing.
A)True
B)False
Q3) The manufacturer of Cutco knives uses students as salespeople. The salespeople go into customers' homes and demonstrate the product and the sales transactions usually occur in a home setting.This form of nonstore retailing is called:
A) direct retailing
B) personal marketing
C) direct marketing
D) automatic vending
E) electronic retailing
Q4) Compare and contrast trading up and suggestive selling.
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Chapter 16: Promotional Planning for Competitive Advantage
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159 Verified Questions
159 Flashcards
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Sample Questions
Q1) The manufacturer of Robitussin cough and cold medicine provides sturdy displays for retailers,such as Walgreen's,Kroger,and Wal-Mart,to help merchandise all the Robitussin products consumers might need for the cold and flu season. Robitussin is using a(n)_____ promotional strategy.
A) kinetic
B) inert
C) push
D) advertorial
E) pull
Q2) Which of the following elements of the promotional mix would be most effective for helping highly involved consumers make complex buying decisions?
A) personal selling
B) reminder advertising
C) sales promotion
D) public relations
E) informative advertising
Q3) Draw a diagram that illustrates the communication process.
Q4) Several factors affect the choice of promotional mix.Name five of these factors.
Q5) Define promotion and discuss its role in a company's marketing mix.
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Chapter 17: Advertising and Public Relations
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186 Verified Questions
186 Flashcards
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Sample Questions
Q1) _____ is a measure of the number of times an individual is exposed to a brand message.It is used to measure the intensity of a specific medium's coverage.
A) Synchronization
B) Reach
C) Cost per contact
D) Media scheduling
E) Frequency
Q2) The manufacturer of the George Forman grill has produced a 30-minute sales pitch in the form of a talk and demonstration show to be aired on local cable TV channels.This is an example of an infomercial.
A)True
B)False
Q3) The advertising response function helps marketers:
A) create ads that will be noticed by consumers each time the ad runs
B) use their advertising budgets wisely
C) calculate the break-even points for each product being advertised
D) determine the reach and frequency of specific media
E) select an executional appeal appropriate to the product being advertised
Q4) What is public relations? What is publicity?
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Chapter 18: Sales Promotion and Personal Selling
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179 Verified Questions
179 Flashcards
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Sample Questions
Q1) A _____ is a cash refund given to consumers for the purchase of a product during a specific time period.
A) premium
B) trade discount
C) purchase allowance
D) rebate
E) functional allowance
Q2) You are responsible for sales promotion for Replenishmints,long-lasting breath mints that contain a blend of vitamins and other nutrients specifically formulated for smokers and for people exposed to tobacco in their environment.You need to introduce the mints to supermarket managers and owners,attract and identify new store contacts,and test market the response to Replenishmints.Which type of trade promotion will help you reach your objectives in the most cost effective way?
A) trade shows
B) trade allowances and direct incentives
C) push money
D) contests and sweepstakes
E) direct sampling and store demonstrations
Q3) What is sales promotion? What are the objectives of sales promotion?
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Page 20
Chapter 19: Pricing Concepts
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179 Verified Questions
179 Flashcards
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Sample Questions
Q1) Profit maximization occurs when:
A) total costs equals average fixed revenue
B) average variable costs are larger than average total costs
C) total costs equal total variable costs
D) marginal variable costs equal average revenues
E) marginal revenue equals marginal cost
Q2) _____ cost is the change in total costs associated with a one-unit change in output.
A) Variable
B) Intermittent
C) Elastic
D) Marginal
E) Flex
Q3) Maximization of cash should be a long-term objective.
A)True
B)False
Q4) Variable costs vary with changes in the level of output,whereas marginal costs do not vary as output changes.
A)True
B)False
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Chapter 20: Setting the Right Price
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183 Verified Questions
183 Flashcards
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Sample Questions
Q1) How do value-based pricing,unbundling,and bundling help marketers hold onto market share during a recession?
Q2) A catalog retailer offers three styles of khaki pants at three price levels.The special pricing tactic used by the catalog retailer is best described as variable psychological pricing.
A)True
B)False
Q3) Refer to E-Books.It is expected that traditional book clubs,like Doubleday and Book-of-the-Month clubs,will begin offering ebook options to members. Members pay an initial membership fee of $25.00 and $0.99 per ebook purchased. This is an example of:
A) two-part pricing
B) step pricing
C) cumulative pricing
D) price lining
E) price discounting
Q4) List in order the four steps used to set the right price for a product.
Q5) Price fixing is only illegal in some instances.
A)True
B)False
Page 22
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Chapter 21: Customer Relationship Management (CRM)
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139 Verified Questions
139 Flashcards
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Sample Questions
Q1) A company that has a(n)_____ customizes its product offerings based on data generated through interaction between the customer and the company.
A) ethnocentric perspective
B) supply-based focus
C) sales orientation.
D) supply-based focus,
E) customer-centric focus,
Q2) Touch points are any situations in which the company's employees actually interact with customers.When a customer places an order through the company Web site no touch point has been created.
A)True
B)False
Q3) Compare and contrast a data warehouse and a database.
Q4) In the RFM analysis model,"F" stands for:
A) frequency
B) function
C) free
D) forecast
E) framing
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