1.My product's advertisements show it having different attributes at different times.

This is known as?

a. Perceptual attribution

b. Situational

c. Shopping Orientation

d. Positioning

e. None of the above

2.The use strategic use of color, music and layout in retail are designed?

a.to develop self-concept

b.introduce rituals

c.A and B

d.to increase dwell time

e.None of the above

3.Some brands have been able to differentiate themselves through the use of customer engagement. This is the strategy known as?

a. Flagshipping

b. Positioning

c. Strengthen Perceived Linkage

d.Destination theme

e. None of the above

4.Based on the constructs in Hoffstedes Culturel Dimension model how might I decide to advertise my product in Sweden?

a.Personal need vs Group needs

b. Uncertainty Avoidance

c.Power Distance

d. Feminine aspect

e. Euro-culture

5."I love being waited on at Tiffany's even though I don't buy anything". This is part of the concept known as?

a. Status

b. Signalling

c. Attribution

d. Perception

e. None of the above

6.In the B2B sales lifecycle I could probably increase my chances of gathering quality information through the use of ?

a.Surveys

b.SPIN

c.Behavioral Assessment

d.A and C

e.None of the Above

7.Billy Bobs Burger Shack is empty, therefore I decide not to enter. This is part of what

Consumer Behavior concept?

a.Perception

b.Situational

c.Mood

d.Style

8.One of the key issues in a New Buy vs Modified Re-Buy situation is?

a.Price Variation

b.Level of risk involved

c.Level of modification involved

d.Large number of bidders involved

e.None of the Above

9.Marketers hope we "have the right feeling" when we go out to shop. Based on research they believe this occurs within which range of feelings?

a.Gloomy- Distressed

b.Sleepy- Gloomy

c.Exciting- Pleasant

d.Arousing- Pleasant

e.None of the above

10.I am making a sales presentation and "Black Hat" is in the room. He/she is most likely to?

a.Confront me

b.Say nice things to my face and say the opposite later

c.Be the Gate Keeper

d.Be resistant to any kind of change

e.Also be the Initiator

11.In B2B Decision Making what is the key thing I need to do with client expectations?

a.Don't provide any, it's not required in a sales pitch

b.Keep them realistic

c. Be sure to change them as needed based on competitor moves

d. Use as part of your negotiating strategy

e. None of the above

12.I wake up on a Saturday morning and go on a spur of the moment tour of all the

Starbucks in town. This is an example of what concept?

a.Situational

b.Perceptual

c.Rational

d.Heuristic

13.Why was Burberry concerned about the Chavs?

a.It had a triggering effect on their ads

b.Burberry had not done a segment analysis

c.It pre-empted Burberrys own marketing campaign shift

d.It potentially moved the perceptual positioning of the brand

e.None of the above

14.The "English Season" is an example of?

a.Cooptation

b.A consumption pattern

c.Style

d.Positioning

e.None of the above

15.Most marketers believe the most effective form of advertising is ?

a.Word of Mouth

b.Guerilla Marketing

c.Super Bowl ads

d.Brand Community

e.Experiential Marketing

16.The single best indicator of social class, is often?

a.Income

b.Snob Quotient

c.Clothes

d.Occupational prestige

e.Knowledge function

17.Consumer preferences by social class are sometimes distinct and sometimes subtle. Marketers refer to this as ?

a.Status

b.Style

c.Perceptual positioning

d.Ritual

e.Taste

18.Marketers believe what about the African American subculture grouping?

a.Should be primarily targeted as a separate group

b.Should be included with Hispanic Americans for targeting purposes

c.Should be included with Asian Americans for targeting purposes

d.Should be sold to primarily online

e.None of the Above

19.The placing of a lime in a Corona beer is an example of what marketing strategy?

a.Product attribution

b.Situational context

c.Localization

d.Ritual

e.None of the above

20.The Asian American subculture is generally brand loyal but also are?

a.Homogenous

b.Brand switchers

c.Geographically concentrated

d.A and B

e.A, B and C

21.Rock stars, the NBA and celebrities. They often serve what role in consumer behavior?

a.Self-Concept Impression

b.A Legitimate group

c.An Aspirational group

d.A and B

e.None of the above

22.Marketers believe we have several "selves" and that we think of ourselves not just as individuals but also as "we". This is the concept of?

a.Compatibility

b.Social Identity Theory

c.Geodemographics

d.Positioning

e.Brand Community

23.Salsa began as a predominantly Mexican food and then over time entered the mainstream American market. This is a concept known as ?

a.Signalling

b.Deethnicization

c.Sourcing

d.Segmentation

e.Cooptation

24.Increased repeat purchasing and a beta test channel. These are probably advantages of a strong?

a.Subculture

b.Diffusion

c.Cooptation

d.Brand community

e.None of the Above

25.Marketers keep a close eye on societal trends as they affect consumer purchasing trends. One trend that is starting to emerge is?

a.Retro 1940's

b.Return to urbanization

c.B and D

d.Increased pet ownership

e.None of the Above

26.Oreo Cookies showed how it customized its product and packaging for each different individual international market. It also showed how it is a leading proponent of adjusting?

a.Price Variations

b.Construct Modelling

c.Rituals

d.Stratification

e.Myths

27.What is the main reason I would initiate a Tornado strategy?

a.Market Penetration

b.Market Testing

c.Proof of Concept

d.A and E

e.Price Skim

28.A Bowling Alley strategy would involve?

a.Market Penetration

b.Tornado

c.Proof of concept

d.A and C

e.Situational context

29.VR goggles are heavy, cumbersome and make me feel sick when I use them.

These attributes are probably part of what Diffusion of Innovation concept ?

a.Mirroring

b.Compatibility

c.Fishbein effect

d.Trialability

e.None of the above

30.As McKinsey noted, B2B sales and marketing are increasingly becoming

"Consumerized". This has led to improved?

a. Quotas

b. Standardization

c. Tagging

d. Product signalling

e. Content Marketing

31.Our collective consciousness is familiar with stories that have been handed down through time. Some marketers have insinuated these into their product messaging. These are?

a. Rituals

b.Cooptation

c.Social Identity Theory

d.Myths

e.None of the above

32.If groups of people with similar demographic and psychographic attributes cluster together in the same area, this is known as?

a.Behavioral Clustering

b.Geodemography

c.Adjacency

d.Piggyback Effect

e.None of the above

33.Knowing what we know today, the Hippie movement of the 1960's was an example of?

a. A Fad

b. Cooptation

c. Brand Tribe

d. Taste

e. None of the above

34.With our purchases and how we choose to spend our time, we can?

a.Assert membership in our own class

b.De-ethinicize

c.Aspire to a higher social class

d.A and C

e.None of the above

35.Parvenu's are a main proponent of?

a.Taste

b.Signalling

c.Product Subversion

d.Perception

e.None of the above

36.As a marketer I need to pay attention to how the economic outlook affects my prospects and clients. This is known as what type of force?

a.Tariff

b.Quota

c.Dynamic

d.Environmental

e.None of the Above

37.Do you think the Tampa Bay Bucs will win the Super Bowl now they have Tom?

a.Yes, he is awesome

b.No, he is over the hill

c.Maybe if the Gronk stays fit d.I don't care:)

e.Tom who?

38.I've said it a load of times and I'll say it again, "Who will move the Needle?".

a.The Government

b. Amazon

c. Gen Z

d. It can't be moved

e.Instagram

39.If Google were to sell its new AI watch, at very low cost, to as many of the Gen Z

demographic as possible, this would be an example of what strategy?

a.Market Testing

b.Beta testing

c.Typhoon

d.Tornado

e.Blockbuster

40.We listen to and usually follow the advice of groups in society that we have ceded non- legal authority to. These are known as what type of group?

a. Information

b. Expert

c. Legitimate

d. Dominant

e. None of the above

41.Family, friends and the church often play what kind of role?

a.Socialization

b. Situational

c. Subcultural

d. Acculturation

e. None of the above

42. Fertility rates and slower family formation are current trends that have added significance to marketer's analyses, because of?

a. Baby Boomers disposable income levels

b. Geographic parity

c. Rise of the witches

d. Size of the Gen Z demographic

e. None of the above

43. For the most part Cockney's were identified as behaving in what manner?

a. Guerilla Marketing

b. Reaffirming their own class status

c. Participating in the "English Season"

d. A and B

e. Product subversion

44. A group in which we become a member based on shared interests and lifestyles is known as?

a. An Information group

b. A Referent group

c. A CBE group

d. A Power group

e. A Legitimate group

45 The rapid rise in the use of cell phones and a similar adoption trend for successful social media platforms, are examples of what characteristic?

a. Collective Interest

b. Price Skimming

c. Place

d. Impression Management

e. Network Effect

46. If Facebook's most significant future plan is successful, it means consumers will have accepted and become comfortable with the concept of?

a. Brand parity

b. A corporate currency

c. Rise in price sharing

d. Regulation of social media

e. Streaming

47. What subculture that marketers are studying has significant differences to the mainstream in financial product selection?

A. Neoliberal

b. Hispanic

c. Islamic

d. Evangelical

e. Asian American

48. Consumer behavior observation believes that as groups increase in size, then?

A. Deviance increases

b. Conformity increases

c. Heuristics are operationalized

d. Emotional influence increases

e. None of the above

49. Brands believe social media has certain attributes that help their brand achieve a natural loyalty. The main one of these would be?

a. Responsive Design

b. Sales Funnel

c. Presence

d. A and B

e. None of the above