Consumer behavior refers to the buying behavior of final customers. true false

1. Consumer behavior refers to the buying behavior of final customers. true false Kotler / Armstrong, Chapter 5

2. Consumer behavior refers to the buying behavior of final customers. true false Kotler / Armstrong, Chapter 5

3. Buyer characteristics and the buyer decision process are two parts of ________. Buyer’s black box Buyer’s white box Buyer’s red box Buyer’s shopping box Kotler / Armstrong, Chapter 5

4. Buyer characteristics and the buyer decision process are two parts of ________. Buyer’s black box Buyer’s white box Buyer’s red box Buyer’s shopping box Kotler / Armstrong, Chapter 5

5. Consumer purchases are influenced by cultural, _______, personal, and psychological characteristics. cost social health profit Kotler / Armstrong, Chapter 5

6. Consumer purchases are influenced by cultural, _______, personal, and psychological characteristics. cost social health profit Kotler / Armstrong, Chapter 5

7. Four examples of subculture groups include Hispanic, African American, Asian American, and ____________. middle-class mature consumers RVers echo boomers Kotler / Armstrong, Chapter 5

8. Four examples of subculture groups include Hispanic, African American, Asian American, and ____________. middle-class mature consumers RVers echo boomers Kotler / Armstrong, Chapter 5

9. Groups of people with shared value systems based on common life experiences are called _____. cohorts generations subcultures affiliate groups Kotler / Armstrong, Chapter 5

10. Groups of people with shared value systems based on common life experiences are called _____. cohorts generations subcultures affiliate groups Kotler / Armstrong, Chapter 5

11. The fastest-growing and most affluent subculture in the United States is the _____ population. Hispanic African American Asian American mature Kotler / Armstrong, Chapter 5

12. The fastest-growing and most affluent subculture in the United States is the _____ population. Hispanic African American Asian American mature Kotler / Armstrong, Chapter 5

13. Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors is referred to as ___________. subculture families social class reference groups Kotler / Armstrong, Chapter 5

14. Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors is referred to as ___________. subculture families social class reference groups Kotler / Armstrong, Chapter 5

15. Which of the following is not one of the major American social classes? upper class working class lower-upper class lower-working class Kotler / Armstrong, Chapter 5

16. Which of the following is not one of the major American social classes? upper class working class lower-upper class lower-working class Kotler / Armstrong, Chapter 5

17. A person within a reference group who, because of special skills, knowledge, or other characteristics, exerts social influence on others is called a(n) _____. opinion leader mature consumer marketer upper class citizen Kotler / Armstrong, Chapter 5

18. A person within a reference group who, because of special skills, knowledge, or other characteristics, exerts social influence on others is called a(n) _____. opinion leader mature consumer marketer upper class citizen Kotler / Armstrong, Chapter 5

19. Kotler / Armstrong, Chapter 5 The family is the most important consumer buying organization in American society. • true • false

20. Kotler / Armstrong, Chapter 5 The family is the most important consumer buying organization in American society. • true • false

21. The VALS classification system measures a person’s _____. income occupation lifestyle personality Kotler / Armstrong, Chapter 5

22. The VALS classification system measures a person’s _____. income occupation lifestyle personality Kotler / Armstrong, Chapter 5

23. A person’s _____ is his/her unique set of psychological characteristics that are relatively consistent and lasting. self-esteem self-concept lifestyle personality Kotler / Armstrong, Chapter 5

24. A person’s _____ is his/her unique set of psychological characteristics that are relatively consistent and lasting. self-esteem self-concept lifestyle personality Kotler / Armstrong, Chapter 5

25. Which of the following is not one of the five brand personality traits? ruggedness sophistication self-concept sincerity Kotler / Armstrong, Chapter 5

26. Which of the following is not one of the five brand personality traits? ruggedness sophistication self-concept sincerity Kotler / Armstrong, Chapter 5

27. Maslow’s hierarchy of needs are psychological, safety, _____, esteem, and self-actualization. social economic lifestyle education Kotler / Armstrong, Chapter 5

28. Maslow’s hierarchy of needs are psychological, safety, _____, esteem, and self-actualization. social economic lifestyle education Kotler / Armstrong, Chapter 5

29. The process by which people select, organize, and interpret information to form a meaningful picture of the world is _____. sensation learning perception motivation Kotler / Armstrong, Chapter 5

30. The process by which people select, organize, and interpret information to form a meaningful picture of the world is _____. sensation learning perception motivation Kotler / Armstrong, Chapter 5

31. Attitude is a person’s relatively consistent evaluations, feelings, and tendencies toward an object. true false Kotler / Armstrong, Chapter 5

32. Attitude is a person’s relatively consistent evaluations, feelings, and tendencies toward an object. true false Kotler / Armstrong, Chapter 5

33. A consumer purchasing fine furniture (which is expensive and for which a brand’s name matters) would probably result in _____ buying behavior. dissonance-reducing variety-seeking complex habitual Kotler / Armstrong, Chapter 5

34. A consumer purchasing fine furniture (which is expensive and for which a brand’s name matters) would probably result in _____ buying behavior. dissonance-reducing variety-seeking complex habitual Kotler / Armstrong, Chapter 5

35. _____ buying behavior is characterized by low consumer involvement but significant perceived brand differences. Dissonance-reducing Variety-seeking Complex Habitual Kotler / Armstrong, Chapter 5

36. _____ buying behavior is characterized by low consumer involvement but significant perceived brand differences. Dissonance-reducing Variety-seeking Complex Habitual Kotler / Armstrong, Chapter 5

37. The final step in the buying decision process is getting the rebate. true false Kotler / Armstrong, Chapter 5

38. The final step in the buying decision process is getting the rebate. true false Kotler / Armstrong, Chapter 5

39. What are the two largest statistical populations in the adoption process? innovators and early majority early adopters and early majority early majority and late majority innovators and laggards Kotler / Armstrong, Chapter 5

40. What are the two largest statistical populations in the adoption process? innovators and early majority early adopters and early majority early majority and late majority innovators and laggards Kotler / Armstrong, Chapter 5

41. Consumers in different countries may have different attitudes, values, and behaviors. International marketers need to adjust their marketing programs accordingly. true false Kotler / Armstrong, Chapter 5

42. Consumers in different countries may have different attitudes, values, and behaviors. International marketers need to adjust their marketing programs accordingly. true false Kotler / Armstrong, Chapter 5