CHAP 3

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
Answer: A
2) Marketing stimuli include which of the following? NGOẠI TRỪ
A) economic stimuli
B) price stimuli
C) technological stimuli
D) social stimuli
E) cultural stimuli
Answer: B
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 (KÍCH THÍCH KHÁC) còn lại của 4P
C) price stimuli
D) place stimuli
E) promotion stimuli
Answer: B
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
Answer: C
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"?
Hộp đen gồm có: - đặc điểm người mua
- ra quyết định
A) technological stimuli
B) buyer's decision process
C) buyer's spending habits
D) social stimuli
E) promotion stimuli
Answer: B
6) Marketing stimuli consist of the four Ps. Which of the following is
NOT one of these?
A) product
B) packaging
C) price
D) promotion
E) place
Answer: B
7) In the model of buyer behavior, which of the following is NOT a
major type of force or event in the buyer's environment?
A) economic
B) technological
C) social
D) political
E) cultural
Answer: D
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
Answer: A
13) Each culture contains smaller ________, or groups of people with
shared value systems based on common life experiences and situations.
A) cultural universals
B) reference groups
C) subcultures
D) monocultures
E) social networks
Answer: C
14) Subcultures include nationalities, religions, geographic regions, and
________.
A) genders
B) ages
C) professions
D) racial groups
E) income levels
Answer: D
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
Answer: A
23) Consumer purchases are influenced strongly by characteristics that
marketers cannot control but must take into account, including cultural,
social, psychological, and ________ characteristics.
A) economic
B) professional
C) medical
D) personal
E) genetic
Answer: D
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.
(cùng tầng lớp xh có xu hướng mua giống nhau)
D) Income is the single factor that determines social class.
E) Social classes universally exhibit identical product and brand
preferences.
Answer: C
27) Family is one of the ________ factors that influence consumer
behavior.
A) regional
B) social
C) personal
D) psychological
E) business
Answer: B
28) ________ are groups to which an individual wishes to belong, as
when a young basketball player hopes to play someday in the NBA or
WNBA.
A) Membership groups
B) Aspirational groups
C) Leading adopters
D) Subcultures
E) Reference groups
Answer: B
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
Answer: B
30) Word-of-mouth influence comes to consumers from family,
colleagues, and ________.
A) investors
B) athletes
C) neighbors
D) entertainment celebrities
E) friends
Answer: E
31) Rachel loves fashion and is always seen wearing the trendiest
fashion outfits. She actively shares her knowledge with a wide group of
friends and colleagues about where to shop for the latest fashion at great
deals. Most of her friends and colleagues follow her fashion tips. Rachel
portrays the image of a(n) ________.
A) surrogate consumer
B) lagging adopter
C) opinion leader
D) brand personality
E) social networker
Answer: C
32) ________ are people within a reference group who, because of
special skills, knowledge, personality, or other characteristics, exert
influence on others.
A) Opinion leaders AIO
B) Innovators
C) Surrogate consumers
D) Stealth marketers
E) Lagging adopters
Answer: A
36) Facebook, Snapchat and LinkedIn are all examples of ________.
A) brand alliances
B) opinion leaders
C) social networks
D) early adopters
E) market mavens
Answer: C
41) A ________ consists of the activities an individual is expected to
perform, according to the people around him/her. (cá nhân dự kiến thực
hiện, theo những người xung quanh cô ấy)
A) motive
B) role
C) lifestyle
D) life cycle
E) perception
Answer: B
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
Answer: A
44) Life-stage changes usually result from ________.
A) birthdays
B) mentors
C) friends
D) life-changing events
E) siblings
Answer: D
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 AIO
D) Motive
E) Social class
Answer: C
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
Answer: A
50) ________ refers to the unique psychological characteristics that
distinguish(phân biệt) an individual or group.
A) Attitude
B) Belief
C) Perception
D) Personality
E) Self-awareness
Answer: D
51) Which of the following terms refers to a specific mix of human traits
that may be attributed to a particular brand? (tính cách người gán cho 1
thương hiệu)
A) brand perception
B) brand identity
C) brand personality
D) brand concept
E) brand equity
Answer: C
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
Answer: D
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
Answer: C
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
Answer: D
62) Maslow's theory is that ________ can be arranged in a hierarchy. Đc
sx theo hệ thống phân cấp
A) marketing stimuli
B) personal beliefs
C) perceptions
D) human needs
Sinh lí, an toàn, xã hội, quý trọng, tự hoàn thiện bản thân
E) decisions
Answer: D
3) Which of the following is NOT part of Maslow's hierarchy of needs?
A) physiological needs sinh lý
B) safety needs an toàn
C) spiritual needs cỗ vũ
D) esteem needs tôn trọng
E) social needs xh yêu
Answer: C
64) According to Maslow's hierarchy of needs, which of the following is
the LEAST pressing need? (nhu cầu ít cấp bách nhất)
A) physiological needs
B) social needs
C) esteem needs
D) self-actualization needs
E) safety needs
Answer: D
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
Answer: B
66) People cannot focus on all of the stimuli that surround them each
day. A person's tendency to screen out most of the information is called
________.
A) subliminal retention
B) selective distortion
C) cognitive dissonance
D) selective attention
E) cognitive inertia
Answer: D
67) People tend to interpret new information in a way that will support
what they already believe. This is called ________.
A) selective retention
B) selective distortion (diễn dãi có chọn lọc)
C) cognitive dissonance x
D) selective attention
E) cognitive bias x
Answer: B
68) ________ means that consumers are likely to remember good points
made about a brand they favor and forget good points made about
competing brands.
A) Selective attention
B) Selective retention
C) Cognitive dissonance
D) Selective distortion
E) Cognitive bias
Answer: B
69) Mark has long supported a particular brand of footwear and has
always bought that brand. Recently, the footwear manufacturer was
embroiled in a controversy for using child labor at its manufacturing
plants. Mark doubts the news reports and continues to purchase the same
brand of footwear. It is most accurate to say that Mark
displays________.
A) selective distortion
B) cognitive dissonance x
C) selective retention x
D) selective attention
E) consumer ethnocentrism x
Answer: A
70) Juana looked at the September issue of her favorite fashion
magazine and did not find anything particularly interesting despite the
fact that the magazine had several advertisements that were targeted at
Juana's demographic. The only thing that interested her was an article
about an upcoming fashion show. Which consumer behavior is being
illustrated in this instance?
A) subliminal advertising
B) groupthink
C) selective attention
D) social loafing
E) consumer ethnocentrism
Answer: C
73) ________ describes changes in an individual's behavior arising from
experience.
A) Lifestyle
B) Learning
C) Perception
D) Cognitive dissonance
E) Selective attention
Answer:
75) A(n) ________ is a descriptive(miêu tả) thought that a person has
about something.
A) lifestyle
B) motive
C) belief
D) attitude
E) cognition
Answer: C
76) A(n) ________ is a person's relatively consistent evaluations,
feelings, and tendencies toward an object or idea.
A) lifestyle
B) motive
C) belief
D) attitude
E) perception
Answer: D
108) When consumers are highly involved with the purchase of an
expensive product and they perceive significant differences among
brands, they most likely will exhibit ________.
A) consumer capitalism
B) complex buying behavior
C) consumer ethnocentrism
D) dissonance-reducing buying behavior
E) variety-seeking buying behavior
Answer: B
109) George is buying his first house. He has spent a month looking at
houses and comparing attributes such as price and location. He has
contacted several real estate agents to look at different types of houses.
George is most likely exhibiting ________.
A) variety-seeking buying behavior
B) complex buying behavior
C) consumer capitalism
D) dissonance-reducing buying behavior
E) marketing myopia
Answer: B
110) When consumers are highly involved with an expensive,
infrequent, or risky purchase but see little difference among brands, they
most likely will exhibit ________.
A) habitual buying behavior
B) complex buying behavior x
C) impulse buying behavior
D) dissonance-reducing buying behavior
E) consumer capitalism
Answer: D
111) For the past ten years, Bill and Margaret have saved money to go to
the Super Bowl should their team, the Chicago Bears, reach the finals of
the NFC championship. This is the year, and several tour companies
offer attractive, but very similar(giống nhau), packages to the game.
Since all packages are pretty much the same, they have chosen one that
fits their budget. Bill and Margaret are most likely exhibiting ________.
A) complex buying behavior x
B) dissonance-reducing buying behavior
C) habitual buying behavior
D) consumer capitalism x
E) consumer ethnocentrism x
Answer: B
112) Which of the following consumer buying behaviors is related to
conditions of low-consumer involvement and little significant brand
difference?
A) complex buying behavior
B) dissonance-reducing buying behavior
C) habitual buying behavior
D) variety-seeking buying behavior
E) consumer capitalism
Answer: C
115) Eduardo usually purchases the same breakfast cereal, the kind he
grew up eating. Eduardo exhibits ________.
A) dissonance-reducing buying behavior
B) complex buying behavior
C) habitual buying behavior
D) variety-seeking buying behavior
E) conspicuous consumption behavior
Answer: C
116) Carrie tends to purchase various brands of bath soap. She has never
been loyal to a specific brand; instead she does a lot of brand switching.
Carrie exhibits ________.
A) dissonance-reducing buying behavior
B) complex buying behavior
C) habitual buying behavior
D) variety-seeking buying behavior
E) conspicuous consumption behavior
Answer: D
117) When customers have low involvement in a purchase but perceive
significant brand differences, they will most likely engage in ________.
A) complex buying behavior
B) dissonance-reducing buying behavior
C) habitual buying behavior
D) variety-seeking buying behavior
E) consumer ethnocentrism
Answer: D
118) The buyer decision process consists of five stages. Which of the
following is NOT one of these stages?
A) need recognition xđ cần
B) information search tìm tt
C) conspicuous consumption (tiêu thụ dễ thấy)
D) purchase decision
E) postpurchase behavior sau mua
119) The buying decision process starts with ________, in which the
buyer spots a problem.
A) need recognition
B) information search
C) impulse purchases
D) buyer's remorse
E) alternative evaluation
Answer: A
120) An invitation to go skiing over the weekend forced Donna to look
at her current wardrobe. She realized that she required a warmer coat.
Which of the following stages of the buyer decision process does Donna
exemplify?
A) product evaluation
B) situational analysis
C) need recognition
D) problem screening
E) information search
Answer: C
121) Donna wants to buy a new coat. During the ________ stage of the
buyer decision process she will ask her friends to recommend stores that
sell good quality winterwear clothing. She will also go through
newspapers and magazines to look out for offers and sales on coats.
A) product evaluation
B) alternative evaluation
C) need recognition
D) information search
E) purchase decision
Answer: D