MKTG 301 MIDTERM EXAM POOL ITEMS --- ONLY CHAPTERS 8, 9, 10
** Midterm Exam will NOT INCLUDE questions with numbers (#, %, $) or proper names (people, places, brands) **
Consumer Behavior, 10e (Solomon)
Chapter 8 Decision Making
5) A customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in what type of problem solving?
A) extended problem solving
B) limited problem solving
C) habitual problem solving
D) recognition problem solving
Answer: A
Diff: 2
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-1
8) A consumer who uses a few simple decision rules to arrive at a purchase decision is using which of the following?
A) routine decision making
B) limited problem solving
C) graduated response behavior
D) extended problem solving
Answer: B
Diff: 2
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-1
9) ______occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired state.
A) Information search
B) Evaluation of alternatives
C) Evaluation of the evoked set
D) Problem recognition
Answer: D
Diff: 1
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-2
10) A consumer who moves his or her ideal state upward is experiencing ______.
A) opportunity recognition
B) search recognition
C) habitual recognition
D) need recognition
Answer: A
Diff: 2
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-2
11) If a consumer's ideal state is very near or identical to his or her actual state, which of the following best describes the type of problem recognition the consumer would most likely have?
A) opportunity recognition
B) need recognition
C) search recognition
D) no problem recognized
Answer: D
Diff: 3
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-2
12) ______is the process by which the consumer surveys his or her environment for appropriate data to make a reasonable decision.
A) Problem recognition
B) Evaluation of alternatives
C) Information search
D) Product choice
Answer: C
Diff: 1
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-2
AACSB: Communication abilities
14) A consumer is most likely to engage in ______when she is in a good mood or when she is uninvolved in other activities.
A) inertia
B) extended problem solving
C) variety seeking
D) mental accounting
Answer: C
Diff: 2
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-3
15) People often make decisions on the basis of mental accounting. One facet of this accounting is making a decision based on the way a problem was posed. This is called ______.
A) framing
B) the sum-cost fallacy
C) loss aversion
D) positioning
Answer: A
Diff: 2
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-3
AACSB: Communication abilities
17) As a customer's product knowledge increases, what typically happens to the amount of search conducted by the consumer?
A) It will continually increase.
B) It will continually decrease.
C) It will decrease, and then increase as the customer becomes more knowledgeable.
D) It will increase, and then decrease as the customer becomes more knowledgeable.
Answer: D
Diff: 3
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-3
AACSB: Communication abilities
18) The alternatives actively considered during a consumer's choice process are his or her ______set.
A) inert
B) evoked
C) evaluative
D) consideration
Answer: D
Diff: 1
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-3
21) ______are dimensions used to judge the merits of competing options.
A) Evoked sets
B) Evaluative criteria
C) Levels of abstraction
D) Category exemplars
Answer: B
Diff: 1
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-3
22) Attributes actually used to differentiate among choices are called ______attributes.
A) evaluation
B) search
C) determinant
D) segmentation
Answer: C
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-3
25) What type of cybermediaries are intelligent agents?
A) They are travel agents who answer questions online.
B) They are people who can help computer users with problems they encounter when trying to shop online; contacts are direct and in-person.
C) They are sophisticated software programs that use collaborative filtering technologies to learn from past user behavior in order to recommend new purchases.
D) They are search engines specifically designed for online marketing and other forms of e-commerce.
Answer: C
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 8-4
AACSB: Use of information technology
30) A ______rule means that a product with a low standing on one attribute cannot make up for this position by being better on another attribute.
A) noncompensatory decision
B) lexicographic
C) compensatory decision
D) conjunctive
Answer: A
Learning Outcome: Describe the stages of consumer decision making.
Objective: 8-6
31) When the ______rule of decision-making is used, the brand that is the best on the most important attribute is the one selected.
A) elimination-by-aspects
B) conjunctive
C) compensatory decision
D) lexicographic
Answer: D
Learning Outcome: Describe the stages of consumer decision making.
Objective: 8-6
Consumer Behavior, 10e (Solomon)
Chapter 9 Buying and Disposing
1) A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is ______.
A) time pressure
B) sales interactions
C) product disposal
D) point-of-purchase stimuli
Answer: A
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Objective: 9-1
2) According to the consumer behavior model presented in the text, the ______includes the shopping experience, point-of-purchase stimuli, and sales interactions.
A) antecedent state
B) postpurchase process
C) cognitive process
D) purchase environment
Answer: D
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Objective: 9-1
3) Which of the following is considered a postpurchase process?
A) the shopping experience
B) mood
C) consumer satisfaction
D) shopping orientation
Answer: C
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Objective: 9-1
4) A ______includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel.
A) postpurchase process
B) purchase process
C) consumption situation
D) psychological situation
Answer: C
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Objective: 9-1
8) Most Americans will state that they are always rushed for time even though many people have opportunities for leisure. This perception is referred to as ______.
A) time poverty
B) the leisure paradox
C) psychological time
D) circular time
Answer: A
Diff: 2
Learning Outcome: Explain the influence of the needs and cultural values of consumers.
Skill: Concept
Objective: 9-1
10) Which dimension of psychological time includes the categorization of "time for me"?
A) temporal orientation dimension
B) planning orientation dimension
C) social dimension
D) polychronic dimension
Answer: C
Diff: 2
Learning Outcome: Explain the influence of the needs and cultural values of consumers.
Skill: Concept
Objective: 9-1
11) A ______orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles.
A) social
B) polychronic
C) planning
D) temporal
Answer: B
Diff: 2
Learning Outcome: Explain the influence of the needs and cultural values of consumers.
Skill: Concept
Objective: 9-1
17) Two dimensions of emotional states determine if a shopper will react positively or negatively to a consumption environment. These two dimensions are best described as being ______.
A) pleasure and pain
B) avoidance and satisfaction
C) avoidance and arousal
D) pleasure and arousal
Answer: D
Diff: 2
Learning Outcome: Discuss the techniques marketers use to change consumers' attitudes.
Skill: Concept
Objective: 9-2
19) Which of the following is the best example of a utilitarian shopping motive?
A) A consumer shops to "hang-out" with friends at a local mall.
B) A consumer shops because he loves the thrill of finding a bargain.
C) A consumer shops to efficiently purchase groceries for the week.
D) A consumer shops because she enjoys attention from salespeople.
Answer: C
Diff: 2
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Skill: Concept
Objective: 9-2
20) Which of the following is considered a limitationof e-commerce?
A) expensive to order and then return
B) lack of real-time pricing
C) lack of reasonable delivery times
D) higher prices than in-store prices
Answer: A
Diff: 2
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Skill: Concept
Objective: 9-2
AACSB: Use of information technology
22) A store environment that has been made to resemble a living room where customers can relax, hang out with friends, or even learn is referred to as a(n) ______.
A) marketscape
B) being space
C) mindscape
D) activity space
Answer: B
Diff: 1
Learning Outcome: Discuss the techniques marketers use to change consumers' attitudes.
Skill: Concept
Objective: 9-2
23) ______is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers.
A) Pretailing
B) Atmospherics
C) Market-landscaping
D) Store image
Answer: B
Diff: 1
Learning Outcome: Discuss the techniques marketers use to change consumers' attitudes.
Skill: Concept
Objective: 9-2
24) In a(n) ______, consumers participate in the production of the products or services they buy.
A) pop-up store
B) minipreneur shop
C) activity store
D) sharing site
Answer: C
Diff: 1
Learning Outcome: Discuss the techniques marketers use to change consumers' attitudes.
Skill: Concept
Objective: 9-2
29) Which of the following best identifies what consumers primarily look for in products?
A) color and style
B) price and warranty
C) quality and warranty
D) quality and value
Answer: D
Diff: 2
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Skill: Concept
Objective: 9-4
32) During ______, one consumer exchanges something she owns with someone else for something the other person owns.
A) freegan sharing
B) divestment
C) disposal casting
D) lateral cycling
Answer: D
Diff: 1
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Skill: Concept
Objective: 9-5
34) The steps that consumers practice to gradually distance themselves from things they treasure so that they can sell, recycle, or dispose of them are called ______.
A) recycling instincts
B) tangential cycles
C) divestment rituals
D) lateral cycles
Answer: C
Learning Outcome: Define consumer behavior and describe its influence on marketing practices.
Objective: 9-5
Consumer Behavior, 10e (Solomon)
Chapter 10 Organizational and Household Decision Making
1) A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ______.
A) initiator
B) gatekeeper
C) influencer
D) buyer
Answer: A
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 10-1
AACSB: Communication abilities
2) ______buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.
A) Individual
B) Consumer
C) Global
D) Organizational
Answer: D
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 10-2
3) ______marketers specialize in meeting the needs of organizations such as corporations, government agencies, hospitals, and retailers.
A) Consumer
B) Business-to-business
C) Filter-down
D) Horizontal
Answer: B
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 10-2
4) Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion. Which of the following is the chief reason for this emphasis?
A) Personal selling is more cost-efficient than advertising.
B) Personal selling is more time-efficient than advertising.
C) Organizational buyers do not respond to advertising or promotions.
D) Organizational buyers typically require more face-to-face contact with sellers than end consumers do.
Answer: D
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 10-2
AACSB: Communication abilities
5) Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOTone of those distinctions?
A) Purchase decisions made by companies frequently involve many people.
B) Organizational and industrial products are often bought according to precise, technical specifications.
C) Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople.
D) Organizational purchase decisions tend to be riskier than individual consumer purchase decisions.
Answer: C
Diff: 2
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 10-2
6) Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?
A) the nature of the organization
B) the buyer's willingness to take risks
C) the technological environment's impact on the organization
D) the economic environment's impact on the organization
Answer: B
Diff: 2
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 10-2
AACSB: Communication abilities
7) In many organizations, more complex organizational decisions tend to be made by a(n) ______in which different individuals play different roles in the decision-making process.
A) value chain
B) purchasing network
C) information network
D) buying center
Answer: D
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 10-2
8) When a B2B buyer purchases the same product over and over without modification, the buying strategy is known as a ______.
A) habitual decision
B) straight rebuy
C) modified rebuy
D) new task
Answer: B
Diff: 1
Learning Outcome: Describe the stages of consumer decision making.
Skill: Concept
Objective: 10-2
9) Many companies are finding that it's both cost efficient and productive to call on outsiders from around the world to solve problems their own researchers can't handle. The Internet provides a great mechanism for assembling the solutions. A new term to describe this strategy is ______.
A) market predicting
B) B2B e-commerce
C) problem sourcing
D) crowdsourcing
Answer: D
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 10-2
AACSB: Use of information technology
10) When a buying center composed of assorted specialists is organized to gather a lot of information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ______.
A) new task
B) straight rebuy
C) modified rebuy
D) innovative rebuy
Answer: A
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 10-2
11) A group of friends who are not related to each other meet regularly for dinner and celebrate holidays together. This group of friends is best described as a(n) ______.
A) extended family
B) intentional family
C) household
D) buyclass group
Answer: B
Diff: 2
Learning Outcome: Describe the effects of changing family structures on family decision making.
Skill: Concept
Objective: 10-3
12) A good definition of an extended family unit is ______living together.
A) one parent and at least one child
B) two parents and at least one child
C) at least two generations of a family
D) three generations of a family
Answer: D
Diff: 1
Learning Outcome: Describe the effects of changing family structures on family decision making.
Skill: Concept
Objective: 10-4
13) A nuclear family is defined as ______.
A) one parent and at least one child
B) two parents and at least one child
C) at least two generations of a family
D) three generations of a family
Answer: B
Diff: 1
Learning Outcome: Describe the effects of changing family structures on family decision making.
Skill: Concept
Objective: 10-4
14) If at least one person lives at an address, this person and any other occupants of the address are considered to be a(n) ______.
A) extended family
B) nuclear family
C) household
D) intentional family
Answer: C
Diff: 2
Learning Outcome: Describe the effects of changing family structures on family decision making.
Skill: Concept
Objective: 10-4
22) FLC models relate to how______.
A) the needs and expenditures of a family change over time
B) the federal government monitors the growth of B2B commerce
C) the federal government regulates rental living conditions
D) the size of family units has changed over the last 100 years
Answer: A
Learning Outcome: Describe the effects of changing family structures on family decision making.
Objective: 10-4
24) Families have alternatives in purchasing. In a(n) ______purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved.
A) accommodative
B) consensual
C) contemplative
D) authoritarian
Answer: B
Learning Outcome: Describe the effects of changing family structures on family decision making.
Objective: 10-5
AACSB: Communication abilities
25) Studies show that mothers are working more and doing less housework. Fathers are working less and doing more housework. What is the best way to explain this trend?
A) age gentrification
B) income reversal
C) gender convergence
D) decision blurring
Answer: C
Learning Outcome: Describe the effects of changing family structures on family decision making.
Objective: 10-5
AACSB: Multicultural and diversity understanding
27) If a couple follows the synoptic ideal in decision-making, the couple ______.
A) acts as independent purchasing agents serving each person's individual needs
B) acts independently but with a common goal in place
C) argues about decisions, but eventually reaches some form of majority view
D) makes joint decisions with a common purpose
Answer: D
Learning Outcome: Describe the effects of changing family structures on family decision making.
Objective: 10-5
AACSB: Communication abilities
29) ______socialization is the process by which young people acquire skills, knowledge, and attitudes relevant to their functioning in the marketplace.
A) Sex-role
B) Consumer
C) Role
D) Cognitive
Answer: B
Learning Outcome: Explain how marketers can best appeal to members of different age subcultures.
Objective: 10-6
AACSB: Communication abilities
31) A child's stage of ______reflects his ability to comprehend concepts of increasing complexity.
A) sex-role socialization
B) consumer socialization
C) role differentiation
D) cognitive development
Answer: D
Learning Outcome: Explain how marketers can best appeal to members of different age subcultures.
Objective: 10-6
AACSB: Communication abilities
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