75) According to the ________, to understand consumers' intentions we also need to measure the subjective norms that influence an individual's intention to act. A) theory-of-reasoned-action model B) trying-to-consume model C) attitude-toward-object model D) attitude-toward-behavior model E) attitude-toward-the-ad model

30) Consumers need to protect themselves from being bombarded with stimuli by simply tuning out such stimuli from their conscious awareness. This is known as ________. A) selective attention B) selective exposure C) perceptual defense D) perceptual blocking E) perceptual differentiation

117) In cases of ________, consumers have experience with the product category and a well- established set of criteria with which to evaluate the brands they are considering. A) extensive problem solving B) economic problem solving C) limited problem solving D) passive problem solving E) routinized response behavior

113) Purchasing a diamond represents ________ because consumers buy diamonds infrequently and have no established criteria for evaluating them. A) impulse purchase behavior B) limited problem solving C) habitual purchase behavior D) routinized response behavior E) extensive problem solving

81) Matthew recently purchased a new laptop for $1,500. He subsequently saw an advertisement for what appeared to be a similar model being sold for only $1,350. In order to resolve his ________, Matt decided that the cheaper model must not have as many attractive features as the model he purchased. A) indirect experience B) attitude formation C) subjective norm D) post-purchase dissonance E) situational influence

78) Ads for cosmetics and personal care products acknowledge the fact that people want to protect their self-images from inner feelings of doubt. This is consistent with which basic motivational functions? A) the ego-defensive function B) the knowledge function C) the utilitarian function D) the value-expressive function E) the intention function

48) ________ is based on the premise that observable responses to specific external stimuli signal that learning has taken place. A) Perceived learning B) Behavioral learning C) Cognitive learning D) Associative learning E) Modernist learning

89) Kim is actively saving money so that she can afford a down payment on the purchase of a house because she thinks that home ownership is the key to creating wealth. This personal conviction in the value of home ownership is one of Kim's ________. A) beliefs B) rituals C) cultures D) norms E) customs

14) Individuals who successfully achieve their goals usually set new and higher goals for themselves; that is, they raise their ________. A) levels of self-awareness B) social status C) levels of aspiration D) biogenic needs E) motivational state

118) In cases of ________, consumers have experience with the product category and a well- established set of criteria with which to evaluate the brands they are considering. A) extensive problem solving B) economic problem solving C) limited problem solving D) passive problem solving E) routinized response behavior

38) Low-risk perceivers have been described as broad categorizers and tend to ________. A) make their choices from a wide range of alternatives B) limit their choices to a few safe options C) exclude some perfectly good alternatives in order to minimize the chance of a poor selection D) avoid new products about which they know little E) be very brand loyal

99) ________ is producing and promoting reusable and ecofriendly products. A) Humanitarianism B) Health orientation C) Green marketing D) Youthfulness E) Achievement

31) In the figure and ground principle of Gestalt psychology, ________. A) the ground is usually perceived as distinct and central to the image B) the common line that separates the figure and the ground is generally attributed to the ground C) figure and ground relationships are always interpreted in the same way D) figure typically appears to be subordinate to ground and, therefore, less important E) the ground is usually perceived as indefinite, hazy, and continuous

42) Uncovering ________ is the primary objective of marketers as they seek to teach consumers how they can fill their needs by buying certain products and brands. A) consumer motives B) consumer cues C) covert responses D) overt responses E) reinforcement mechanisms

7) According to Freud's theories, the ________ is a conceptualization of the basic biogenic needs for which the individual seeks immediate satisfaction without concern for the specific means of satisfaction. A) ego B) id C) super-id D) self-image E) superego

103) When it comes to consumer behavior, ancestral pride associated with ________ is manifested most strongly in the consumption of ethnic foods, in travel to the "homeland," and in the purchase of numerous cultural artifacts. A) age subcultures B) nationality subcultures C) race subcultures D) religious subcultures E) gender subcultures

27) ________ is a concept related to perception. People actively seek out messages that they find pleasant and actively avoid painful or threatening ones. A) Selective attention B) Selective exposure C) Perceptual defense D) Perceptual blocking E) Perceptual organization

95) A ________ is anything that represents something else. A) belief B) custom C) symbol D) more E) value

40) Lola is concerned about the impact of genetically modified ingredients found in foods on the long-term health of her family members. She is perceiving ________ risk. A) financial B) psychological C) time D) physical E) functional

56) From a marketer's perspective, ________ involves obtaining the desired result from using a particular product or service. A) the central route to persuasion B) copy testing C) positive reinforcement D) the peripheral route to persuasion E) negative reinforcement

106) Christmas is the major gift-purchasing season of the year. This corresponds with which type of subculture? A) racial B) ethnic C) age D) religious E) nationality

16) In the study of personality, three distinct properties are of central importance. These are that ________. A) personality reflects individual differences, personality is consistent and enduring, and personality can change B) personality reflects similarities between individuals, personality is consistent and enduring, and personality can change C) personality reflects individual differences, personality is consistent and enduring, and personality does not change D) personality reflects similarities between individuals, personality is consistent and enduring, and personality does not change E) personality reflects individual differences, personality is inconsistent and fleeting, and personality can change

84) Social class stems from ________, which is the degree of prestige the members of one social class have in comparison with members of the other social classes. A) religion B) power C) social status D) upward mobility E) education

35) When an ad for Benetton featured the hands of two men — one black and one white — handcuffed together to promote racial harmony, people perceived that a white man was arresting a black man. This is an example of ________. A) the halo effect B) a consumer stereotype C) the persistence of first impressions D) effective product positioning E) perceptual blocking

69) The ________ component of the tricomponent attitude model includes a consumer's emotions or feelings about a particular product or brand. A) conative B) objective C) cognitive D) affective E) situationa

82) In order to reduce ________, consumers can rationalize their purchase decision as being wise, seek out advertisements that support their choice, try to "sell" friends on the positive features of the brand, or look to known satisfied owners for reassurance. A) post-purchase dissonance B) emotionally charged states C) defensive attribution D) subjective norms E) attitude formation

49) Classical conditioning and instrumental conditioning theory are examples of ________. A) perception theories B) behavioral learning theories C) cognitive associative theory D) involvement theory E) cognitive learning theories

66) The shift from no attitude to an attitude is a result of ________. A) biological pressures B) environment C) learning D) genetic predisposition E) self defense

5) According to Freud's theories, the ________ functions as an internal monitor that helps balance the impulses stimulated by biogenic needs and the constraints applied by the sociocultural setting A) super-id B) self-image C) ego D) superego E) id

65) In a consumer behavior context, ________ are learned predispositions to behave in a consistently favorable or unfavorable way with respect to a given object. A) attitudes B) beliefs C) values D) feelings E) intentions

37) ________ is the uncertainty that consumers face when they cannot foresee the consequences of their purchase decisions. A) Reference price B) Service quality C) Brand image D) Intrinsic cues E) Perceived risk

104) The Hispanic American market is an example of which subculture? A) social class B) ethnic C) race D) religious E) gender

32) In product placement scenarios, marketers place an advertised product into a TV show or film by having it used by the cast, integrated into the plot, or associated with a character. In product placements, the product is considered the ________ and the show is the ________. A) entertainment; brand B) figure; ground C) ground; perceptual organization D) perceptual block; perceptual organization E) ground; figure

20) ________ is/are the immediate and direct response of the sensory organs to stimuli. A) Sensory receptors B) Sensation C) Sensory input D) Sensory adaptation E) Sensory blocking

64) Which representation of cognitive learning includes awareness, interest and evaluation, trial and adoption? A) Innovation Adoption B) AIDA C) Tri-Component D) Generic Cognitive Learning E) Innovation Decision Making

44) Unfilled needs lead to ________, which spurs learning. A) feedback B) cues C) response D) motivation E) reinforcement

116) Of the three levels of consumer decision making, ________ requires the greatest effort on the part of the consumer. A) extensive problem solving B) economic problem solving C) limited problem solving D) passive problem solving E) routinized response behavior

4) The degree of a consumer's willingness to adopt new products and services shortly after they have been introduced is known as ________. A) consumer ethnocentrism B) consumer innovativeness C) consumer understanding D) consumer perception E) consumer materialism

88) In terms of consumer behavior, ________ is defined as the sum total of learned beliefs, values, and customs that serve to direct the consumer behavior of members of a particular society. A) conformity B) individualism C) culture D) society E) subculture

79) The Elaboration Likelihood Model proposes that consumers' attitudes are changed by two distinctly different routes to persuasion: ________ routes and ________ routes. A) central; logical B) main; secondary C) central; peripheral D) rational; emotional E) direct; indirect

110) American consumers who preferentially select products made in the USA demonstrate high ________. A) cultural homogeneity B) national heritage C) belief structure D) international view E) consumer ethnocentrism

61) When consumers receive too much information and then find it difficult to encode and store it, ________ occurs. A) chunking B) encoding C) long-term store purging D) short-term store purging E) information overload

9) Savings accounts, insurance policies, and education are all means by which individuals satisfy the need for ________. A) self-actualization B) self-esteem C) safety and security D) social acceptance E) self-fulfillment

63) If Betty faces a problem with her teeth, seeks a solution from her dentist, accepts the information, and starts using a different toothpaste that solves the problem, she is engaging in a process called ________. A) passive learning B) observational learning C) incidental learning D) behavioral learning E) cognitive learning

47) There are two different theories on how people learn — the ________ theories and the ________ theories. A) behavioral; affective B) cognitive; rational C) behavioral; cognitive D) emotional; affective E) experiential; intentional

90) The ________ level of cultural norms reflects the underlying dimensions of culture that impact multiple societies. A) supranational B) national C) group D) reference group E) subcultural

11) According to Maslow's hierarchy of needs, protection, order, and stability are examples of ________. A) self-actualization needs B) egoistic needs C) social needs D) safety and security needs E) physiological needs

24) John drives by the same billboard every day on his way to work. He has seen the billboard so many times, that he no longer notices it. This is an example of ________. A) sensory adaptation B) just noticeable difference C) differential threshold D) perceptual blocking E) absolute threshold

21) Products, packages, brand names, advertisements, and commercials are examples of ________. A) sensations B) receptors C) realities D) stimuli E) intensities

109) ________ are examples of subcultural categories based on age. A) Lower, middle, and upper B) Greek, Italian, and Russian C) Eastern, Southern, and Southwestern D) Female and male E) Teens, Generation Xers, and older Americans

62) The process by which we recover information from long-term storage is known as ________. A) retention B) decoding C) encoding D) retrieval E) processing

114) The ________ model includes three components: input, process, and output. A) consumer decision-making B) routinized response C) family branding D) impulse purchase E) consumer complexity

15) Oftentimes consumer research respondents may be unaware of their motives or are unwilling to reveal them when asked directly. In such situations, researchers use ________ to delve into the consumer's unconscious or hidden motivations. A) quantitative techniques B) projective techniques C) Likert scales D) telephone surveys E) empirical techniques

111) The personal cultural orientation that questions whether the consumer avoids talking to strangers and prefers a routine is ________. A) Risk Aversion B) Interdependence C) Power D) Social Inequality E) Masculinity

85) Social Comparison Theory suggests ________. A) power is related to the amount of economic assets an individual has B) wealth is related to the degree of influence over others an individual has C) social stratification is only present in materialistic societies, as has been the case throughout the history of human existence D) individuals compare their own material possessions with those owned by others in order to determine relative social standing E) belonging to a given social class is no longer reflected in differences in values, attitudes and behaviors

105) Ethnic clothing, art, music, and foreign-language newspapers are examples of ________ that can be associated with nationality subcultures. A) cultural artifacts B) loyalty drivers C) ambassadors D) fixation products E) cross-cultural bridges

100) One can express ________ by selecting products that friends do not have, or express ________ by purchasing similar or identical products. A) individualism; conformity B) collectivism; conformity C) conformity; individualism D) freedom of choice; materialism E) materialism; humanitarianism

96) A ________ is a type of symbolic activity consisting of a series of steps occurring in a fixed sequence and repeated over time. A) communication B) ritual C) symbol D) culture E) target

53) At some point, an individual can become satiated with numerous exposures to the same message, and both attention and retention will decline. This effect is known as ________. A) advertising wearout B) the three-hit theory C) stimulus differentiation D) rehearsal E) stimulus generalization

36) In 2009, the Axe brand launched a line of hair care products to complement its existing assortment of body washes and deodorants, hoping to leverage the Axe brand equity to expand into a new category of men's personal care products. This is an example of a manufacturer taking advantage of ________. A) physical appearances B) perceptual blocking C) the halo effect D) the persistence of first impressions E) perceptual defense

33) To simplify life, people have a natural tendency to select stimuli from the environment and organize them into groups and perceive them as a unified whole. In a perception context, this is known as ________. A) figure-ground B) perceptual blocking C) perceptual mapping D) grouping E) closure

26) Weber's law states that ________. A) the stronger the initial stimulus, the weaker the second stimulus must be to exceed the JND B) the JND of a second stimulus is inversely related to the strength of the original stimulus C) the stronger the initial stimulus, the greater the second stimulus must be to exceed the JND D) consumers who buy the same products regularly are more likely than those who buy less frequently to notice changes in price, packaging, or product attributes E) the more information consumers are given about a particular product, the more likely they are to purchase that product

101) Members of a specific ________ possess beliefs, values, and customs that set them apart from other members of the same society. A) subculture B) demographic C) trait D) race E) ideology

55) ________ is our tendency to make the same responses to slightly different stimuli. A) Stimulus discrimination B) Stimulus generation C) Stimulus generalization D) Classical conditioning E) Advertising wearout

72) In marketing and consumer research, the conative component of the tricomponent attitude model is frequently treated as an expression of the consumer's ________. A) attitude B) level of familiarity C) intention to buy D) attitude toward the object E) ego-defensive function

25) The minimal difference that can be detected between two similar stimuli is called the ________. A) perceptual threshold B) differential threshold C) sensory threshold D) absolute threshold E) sensation threshold

80) When a consumer's motivation or assessment skills are low, learning and attitude change tend to occur via the ________ to persuasion. A) central route B) tricomponent route C) functional route D) primary route E) peripheral route

54) Marketing scholars who believe the ________ believe three exposures to an advertisement are needed: one to make consumers aware of the product, a second to show consumers the relevance of the product, and a third to remind them of the product. A) three-experience rule B) three-introduction principle C) three-hit theory D) three-knock standard E) three-exposure norm

119) Maria needs a new pair of jeans. She knows that pants from American Eagle, in size 10, tend to fit her very well in the waist and hips and are long enough, so she goes to American Eagle and picks up a pair. Maria's is a case of ________. A) extensive problem solving B) economic problem solving C) limited problem solving D) passive problem solving E) routinized response behavior

67) Consumers who have a high need for cognition are likely to ________. A) form positive attitudes in response to ads that feature an attractive model or a celebrity B) form a positive attitude in response to ads or direct mail that are rich in product-related information C) form negative attitudes toward ads that are rich in product information D) feel neutral toward ads that feature attractive models or product information E) feel neutral toward ads that are rich in product-related information

45) In the marketplace, price, styling, packaging, advertising, and store displays all serve as ________ to help consumers fulfill their needs in product-specific ways. A) feedback B) cues C) response D) motivation E) reinforcement

28) After buying a Mini Cooper, Kate began paying more attention to advertisements for Mini and spent more time on websites reading about how much Mini drivers love their cars because she was sympathetic to these messages and found them pleasant. This is an example of ________. A) selective attention B) selective exposure C) perceptual defense D) perceptual blocking E) perceptual organization

52) In a consumer behavior context, the previously acquired consumer perception of an existing product is the ________. When consumers try a new product by the same brand because they believe that the new product embodies the same attribute with which the brand's existing products are associated, this is the ________. A) unconditioned stimulus; conditioned stimulus B) conditioned stimulus; conditioned response C) unconditioned stimulus; unconditioned response D) conditioned stimulus; unconditioned stimulus E) unconditioned response; conditioned response

1) "Buy American" and "Keep America Working" are both tag-lines used by companies to attract the ________ consumer. A) dogmatic B) ethnocentric C) innovative D) variety-seeking E) compulsive

43) Learning acquired by accident or without much effort is known as ________ learning. A) intentional B) instrumental C) intrinsic D) incidental E) inexplicable

108) ________ are examples of subcultural categories based on geographic region. A) Lower, middle, and upper B) Greek, Italian, and Russian C) Eastern, Southern, and Southwestern D) Female and male E) Teenagers, Generation Xers, and the elderly

34) When stimuli are highly ambiguous, an individual will usually ________. A) ignore them B) block them out C) interpret them according to one's own needs, wishes, and interests D) take extra time to understand the intentions of the source E) consult others as to their meaning

97) Cards, presents, cakes, and candles are ________ for birthday rituals. A) artifacts B) values C) beliefs D) symbols E) cultures

51) If you usually listen to the 6 o'clock news while waiting for dinner to be served, you would tend to associate the news with dinner, and eventually the sound of the 6 o'clock news alone might cause your mouth to water even if dinner was not being prepared. This is known as ________. A) instrumental conditioning B) classical conditioning C) conditional learning D) behavioral learning E) perceptual learning

29) Listening to the radio on the way home from work, Paul is particularly aware of an ad for McDonald's because he is getting hungry. This is an example of ________. A) selective attention B) selective exposure C) perceptual defense D) perceptual blocking E) perceptual organization

102) Subcultures are ________. A) mutually exclusive in terms of membership B) a hindrance to market segmentation C) dynamic and evolving D) vastly different in values and beliefs from dominant American culture E) static

6) According to Freud's theories, the ________ is responsible for ensuring that the individual satisfies needs in a socially acceptable fashion. A) superego B) id C) ego D) super-id E) self-image

107) Kosher seals on food items are placed to cater to a(n) ________ subculture. A) ethnic B) racial C) religious D) nationality E) geographic location

76) According to the attitude-toward-the-ad model, the consumer forms various feelings and judgments as a result of exposure to an ad. If the consumer likes the ad, ________. A) he is more likely to buy the product B) he is less likely to buy the product C) he is less likely to encounter environmental impediments to consumption D) his like or dislike has no relevance to his likelihood of purchasing the product E) he is more likely to attribute satisfaction with the product internally

46) ________ increase(s) the likelihood that a specific response will occur in the future as the result of particular cues or stimuli. A) Feedback B) Cues C) Response D) Motivation E) Reinforcement

13) The driving force within individuals that impels them to action is known as ________. A) a goal B) tension C) motivation D) a need E) personality

73) ________ portray consumers' attitudes with regard to an attitude object as a function of consumers' perceptions and assessment of the key attributes or beliefs of that object. A) Multiattribute attitude models B) Functional models C) Dual mediation models D) Cognitive dissonance theories E) Tricomponent attitude models

115) Extensive and limited problem solving, and routinized response behavior are three specific levels of ________. A) conjunctive decision rules B) economic problem solving C) affect referral rules D) gifting behavior E) consumer decision making

10) Almost all personal care and grooming products, as well as most clothes, are bought to satisfy ________. A) growth needs B) physiological needs C) social needs D) self-actualization needs E) safety and security needs

58) Cognitive learning theory suggests that ________. A) the kind of learning most characteristic of human beings is problem solving, which enables individuals to gain some control over their environment B) a person's level of involvement during message processing is a critical factor in determining which route to persuasion is likely to be effective C) most individual learning occurs in a controlled environment in which individuals are "rewarded" for choosing an appropriate behavior D) each aspect of the marketing mix must reinforce the others if cues are to serve as the stimuli that guide consumer actions in the direction desired by the marketer E) conditioned learning results when a stimulus that is paired with another stimulus that elicits a known response serves to produce the same response when used alone

57) When a child learns about social and consumer behavior by observing his/her parents and/or older siblings, it is an example of ________. A) massed learning B) passive learning C) observational learning D) positioning E) distributed learning

87) Given the broad and pervasive nature of ________, its study generally requires a detailed examination of the character of the total society. A) culture B) consumer behavior C) subculture D) social class E) individualism

50) According to Pavlov's theory, ________. A) learning can occur only when responses are overt B) conditioned learning results when a stimulus that is paired with another stimulus that elicits a known response serves to produce the same response when used alone C) each aspect of the marketing mix must reinforce the others if cues are to serve as the stimuli that guide consumer actions in the direction desired by the marketer D) there is a limit to the amount of repetition that will aid retention E) learning depends on the ability of individuals to generalize

70) Roy is looking to buy a new HDTV set. He knows from friends that LCD set screens reflect less light than plasma set screens, but that LCD sets are also more subject to blurring than plasma sets. This is an example of the ________ component of his attitude toward HDTVs. A) conative B) objective C) cognitive D) affective E) situational

59) ________ is the stage of real memory in which information is processed and held for just a brief period. A) Sensory store B) Rehearsal C) Short-term store D) Recall E) Long-term store

74) Attitude-toward-object, attitude-toward-behavior, and theory-of-reasoned-action models are examples of ________. A) tricomponent attitude models B) buyer intention scales C) attitude-change strategies D) self-perception theories E) multiattribute attitude models

2) The likelihood of a consumer accepting or rejecting foreign-made products is known as ________. A) consumer ethnocentrism B) consumer innovativeness C) consumer understanding D) consumer perception E) consumer materialism

39) Alice needs a new cell phone, but is anxious about which phone she should buy. Many of her friends own popular phone models but complain about lost calls, short battery life, and poor predictive text functionality. While she has identified several attractive phone models, she doesn't feel like she can really try the phones out in such an artificial setting and is nervous that she might pick a phone that doesn't work as well as she had hoped. Alice perceives ________ associated with the purchase of a new phone. A) financial risk B) social risk C) psychological risk D) functional risk E) time risk

19) ________ can simply be described as "How we see the world around us." A) Knowledge B) Perception C) Motivation D) Attitude E) Understanding

41) From a marketing perspective, the process by which individuals acquire the purchase and consumption knowledge and experience that they apply to future related behavior, which evolves and changes as consumers acquire knowledge from experience, observation, and interactions with others to impact future behavior, is known as ________. A) brand loyalty B) brand equity C) positive reinforcement D) consumer learning E) perceptual blocking