21. Which of the following positioning criteria denotes originality?

A.Desirability

B.Affordability

C.Uniqueness

D.Visibility

22. A drawback to shopping online versus shopping in an actual retail store is

A.the inability for consumers to physically touch products.

B.not being able to interact with other customers.

C.the need for internet access.

D.the convenience of shopping from a mobile device.

23. Technological advances have caused consumers to now search for information online. As such, they're more likely to remember where they found the information rather than the actual information itself. This is called

A.the mnemonic phenomenon.

B.sensory memory.

C.the Google effect.

D.short-term memory.

24. Which of the following models of influence suggests that opinion leaders receive messages from mass media and then communicate the information to others?

A.Two-step model

B.Trickle-across model

C.Multistep model

D.Trickle-down model

25. The frequency or quantity in which consumers buy a product or service is the

A.usage rate.

B.attitude.

C.value level.

D.commitment

26. Consumers who attempt to convey their social status by displaying the labels on their expensive designer clothing are expressing their values through which of the following functions?

A.Ego-defensive

B.Value-expressive

C.Knowledge

D.Utilitarian

27. A hair company has paid for television advertisements and would like to air the same commercial on all networks during the evening hours. What strategy is this company using?

A.Roadblocking

B.Selective interpretation

C.Selective sensitization

D.Adaptation

28. A consumer's perception is subjective and can be shaped by their experiences. Which of the following options isnot considered a fundamental building block of someone's perception?

A.Sensation

B.Exposure

C.Influence

D.Attention

29. Which of the following learning theories was based on physiologist Ivan Pavlov?

A.Cognitive learning

B.Classical conditioning

C.Instrumental conditioning

D.Operant conditioning

30. How many chunks of information can humans process at any given time?

A.1 to 3

B.5 to 7

C.12 to 14

D.2 to 4

31. When companies offer payment plans or buying incentives to downplay the idea of spending money, they appeal to the consumer's

A.id.

B.emotions.

C.superego.

D.ego.

32. As long as children reside in a family home, families remain in what stage of the family life cycle?

A.Bachelorhood

B.Parenthood

C.Honeymoon

D.Post-parenthood

33. The types of products and services that individuals of a certain class use are influenced by

A.their age.

B.their disposable income.

C.their social status.

D.their location.

34. Which of the following innovations allows consumers to make purchases on their portable handheld device?

A.E-commerce

B.Robotics

C.Bluetooth

D.M-commerce

35. Once data undergoes sensory processing in your brain, where does it gonextfor processing?

A.Rehearsal

B.Encoding

C.Workbench

D.Information overload

36. Which of the following isnotconsidered an attitude toward goals?

A.Attitudes toward the thought process of developing goals

B.Attitudes toward the consequences of succeeding to achieve a goal

C.Attitudes toward the consequences of trying but failing to achieve a goal

D.Attitudes toward the process of striving to achieve a goal

37. When a conditioned stimulus precedes an unconditioned stimulus in a classical conditioning model, learning is accelerated. This principle is known as

A.contiguity.

B.contingency.

C.congruity.

D.continuity.

38. Which of the following theories explains the human need for stimulation?

A.Arousal

B.Drive

C.Instinct

D.Cognitive

39. Katie visits a local shoe store to purchase shoes for a new job she starts soon. Because the job requires Katie to be on her feet a great deal, she wants shoes that are supportive and comfortable. She asks the sales professional questions to help determine which shoes would be the best option for her needs, eventually making a purchase.

The sales professional's response influenced Katie's

A.reason for visiting the store.

B.buying decision.

C.need for new shoes.

D.job choice.

40. Marketers for a grocery chain use coupons and samples to attempt changing consumers' attitudes about shopping with them. Which level of the traditional model of attitudes are they appealing to with this tactic?

A.Cognitive

B.Behavioral

C.Conative

D.Affective

41. When individuals are presented with new information, what happens if the information contradicts their stored information?

A.The individual attempts to process the information until it's aligned with the stored information.

B.The new information replaces the stored information.

C.Communication will be less effective.

D.Communication will be more effective.

42. Liz is trying to decide which restaurant she would like to have dinner at and recalls the great service and food she received at a local Italian restaurant. Liz conducted her research by

A.externally searching.

B.leveling.

C.internally searching.

D.sharpening.

43. As consumers' preferences change with market trends, companies often have to make modifications to their image or products. This is an example of

A.repositioning.

B.segmentation.

C.loyalty.

D.product positioning.

44. Which of the following options is a Gestalt principle, suggesting that objects that are close together appear to be related?

A.Grouping

B.Context

C.Figure and ground

D.Proximity

5. Marketers spend large amounts of money on advertising products during the introductory stage of the product life cycle to avoid

A.spending money later in the product cycle.

B.the risk of consumers forgetting what they learned.

C.losing excitement about a product or service.

D.stored information retrieval.

46. Which of the following options is a challenge that a marketer faces when applying operant conditioning for a pharmaceutical company?

A.Consumers must be ill or have a need for medication first.

B.Reinforcement schedules must be continuous.

C.The reward must be valuable to consumers.

D.There are many medication options for consumers to choose from.

47. Products that are viewed as easy to understand and use have a greater chance of being accepted by consumers due to their

A.observability.

B.compatibility.

C.relative advantage.

D.simplicity-complexity.

48. The physical and mental state a person experiences at a specific time is their

A.antecedent state.

B.task definition.

C.selective attention.

D.situational self-image.

49. When developing a product, companies will often choosenotto add additional products or ingredients to a product if they feel it wouldn't add improvements. When this occurs, companies have determined that they're at the

A.differential threshold.

B.absolute threshold.

C.terminal threshold.

D.minimum threshold.

50. The mental picture that consumers have in their minds about a particular product, brand, store, or service is caused by the entity's

A.price.

B.appearance.

C.value.

D.position.