Kotler / Armstrong, Chapter 5
Consumer behavior refers to the buying behavior
of final customers.
1. true
2. false
Kotler / Armstrong, Chapter 5
Consumer behavior refers to the buying behavior
of final customers.
1. true
2. false
Kotler / Armstrong, Chapter 5
Buyer characteristics and the buyer decision
process are two parts of ________.
1. Buyer’s black box
2. Buyer’s white box
3. Buyer’s red box
4. Buyer’s shopping box
Kotler / Armstrong, Chapter 5
Buyer characteristics and the buyer decision
process are two parts of ________.
1. Buyer’s black box
2. Buyer’s white box
3. Buyer’s red box
4. Buyer’s shopping box
Kotler / Armstrong, Chapter 5
Consumer purchases are influenced by cultural,
_______, personal, and psychological
characteristics.
1. cost
2. social
3. health
4. profit
Kotler / Armstrong, Chapter 5
Consumer purchases are influenced by cultural,
_______, personal, and psychological
characteristics.
1. cost
2. social
3. health
4. profit
Kotler / Armstrong, Chapter 5
Four examples of subculture groups include
Hispanic, African American, Asian American,
and ____________.
1. middle-class
2. mature consumers
3. RVers
4. echo boomers
Kotler / Armstrong, Chapter 5
Four examples of subculture groups include
Hispanic, African American, Asian American,
and ____________.
1. middle-class
2. mature consumers
3. RVers
4. echo boomers
Kotler / Armstrong, Chapter 5
Groups of people with shared value systems
based on common life experiences are called
_____.
1. cohorts
2. generations
3. subcultures
4. affiliate groups
Kotler / Armstrong, Chapter 5
Groups of people with shared value systems
based on common life experiences are called
_____.
1. cohorts
2. generations
3. subcultures
4. affiliate groups
Kotler / Armstrong, Chapter 5
The fastest-growing and most affluent
subculture in the United States is the _____
population.
1. Hispanic
2. African American
3. Asian American
4. mature
Kotler / Armstrong, Chapter 5
The fastest-growing and most affluent
subculture in the United States is the _____
population.
1. Hispanic
2. African American
3. Asian American
4. mature
Kotler / Armstrong, Chapter 5
Relatively permanent and ordered divisions in a
society whose members share similar values,
interests, and behaviors is referred to as
___________.
1. subculture
2. families
3. social class
4. reference groups
Kotler / Armstrong, Chapter 5
Relatively permanent and ordered divisions in a
society whose members share similar values,
interests, and behaviors is referred to as
___________.
1. subculture
2. families
3. social class
4. reference groups
Kotler / Armstrong, Chapter 5
Which of the following is not one of the major
American social classes?
1. upper class
2. working class
3. lower-upper class
4. lower-working class
Kotler / Armstrong, Chapter 5
Which of the following is not one of the major
American social classes?
1. upper class
2. working class
3. lower-upper class
4. lower-working class
Kotler / Armstrong, Chapter 5
A person within a reference group who, because
of special skills, knowledge, or other
characteristics, exerts social influence on
others is called a(n) _____.
1. opinion leader
2. mature consumer
3. marketer
4. upper class citizen
Kotler / Armstrong, Chapter 5
A person within a reference group who, because
of special skills, knowledge, or other
characteristics, exerts social influence on
others is called a(n) _____.
1. opinion leader
2. mature consumer
3. marketer
4. upper class citizen
Kotler / Armstrong, Chapter 5
The family is the most important consumer
buying organization in American society.
1. true
2. false
Kotler / Armstrong, Chapter 5
The family is the most important consumer
buying organization in American society.
1. true
2. false
Kotler / Armstrong, Chapter 5
The VALS classification system measures a
person’s _____.
1. income
2. occupation
3. lifestyle
4. personality
Kotler / Armstrong, Chapter 5
The VALS classification system measures a
person’s _____.
1. income
2. occupation
3. lifestyle
4. personality
Kotler / Armstrong, Chapter 5
A person’s _____ is his/her unique set of
psychological characteristics that are
relatively consistent and lasting.
1. self-esteem
2. self-concept
3. lifestyle
4. personality
Kotler / Armstrong, Chapter 5
A person’s _____ is his/her unique set of
psychological characteristics that are
relatively consistent and lasting.
1. self-esteem
2. self-concept
3. lifestyle
4. personality
Kotler / Armstrong, Chapter 5
Which of the following is not one of the five
brand personality traits?
1. ruggedness
2. sophistication
3. self-concept
4. sincerity
Kotler / Armstrong, Chapter 5
Which of the following is not one of the five
brand personality traits?
1. ruggedness
2. sophistication
3. self-concept
4. sincerity
Kotler / Armstrong, Chapter 5
Maslow’s hierarchy of needs are psychological,
safety, _____, esteem, and self-actualization.
1. social
2. economic
3. lifestyle
4. education
Kotler / Armstrong, Chapter 5
Maslow’s hierarchy of needs are psychological,
safety, _____, esteem, and self-actualization.
1. social
2. economic
3. lifestyle
4. education
Kotler / Armstrong, Chapter 5
The process by which people select, organize,
and interpret information to form a
meaningful picture of the world is _____.
1. sensation
2. learning
3. perception
4. motivation
Kotler / Armstrong, Chapter 5
The process by which people select, organize,
and interpret information to form a
meaningful picture of the world is _____.
1. sensation
2. learning
3. perception
4. motivation
Kotler / Armstrong, Chapter 5
Attitude is a person’s relatively consistent
evaluations, feelings, and tendencies toward
an object.
1. true
2. false
Kotler / Armstrong, Chapter 5
Attitude is a person’s relatively consistent
evaluations, feelings, and tendencies toward
an object.
1. true
2. false
Kotler / Armstrong, Chapter 5
A consumer purchasing fine furniture (which is
expensive and for which a brand’s name
matters) would probably result in _____
buying behavior.
1. dissonance-reducing
2. variety-seeking
3. complex
4. habitual
Kotler / Armstrong, Chapter 5
A consumer purchasing fine furniture (which is
expensive and for which a brand’s name
matters) would probably result in _____
buying behavior.
1. dissonance-reducing
2. variety-seeking
3. complex
4. habitual
Kotler / Armstrong, Chapter 5
_____ buying behavior is characterized by low
consumer involvement but significant
perceived brand differences.
1. Dissonance-reducing
2. Variety-seeking
3. Complex
4. Habitual
Kotler / Armstrong, Chapter 5
_____ buying behavior is characterized by low
consumer involvement but significant
perceived brand differences.
1. Dissonance-reducing
2. Variety-seeking
3. Complex
4. Habitual
Kotler / Armstrong, Chapter 5
The final step in the buying decision process is
getting the rebate.
1. true
2. false
Kotler / Armstrong, Chapter 5
The final step in the buying decision process is
getting the rebate.
1. true
2. false
Kotler / Armstrong, Chapter 5
What are the two largest statistical populations
in the adoption process?
1. innovators and early majority
2. early adopters and early majority
3. early majority and late majority
4. innovators and laggards
Kotler / Armstrong, Chapter 5
What are the two largest statistical populations
in the adoption process?
1. innovators and early majority
2. early adopters and early majority
3. early majority and late majority
4. innovators and laggards
Kotler / Armstrong, Chapter 5
Consumers in different countries may have
different attitudes, values, and behaviors.
International marketers need to adjust their
marketing programs accordingly.
1. true
2. false
Kotler / Armstrong, Chapter 5
Consumers in different countries may have
different attitudes, values, and behaviors.
International marketers need to adjust their
marketing programs accordingly.
1. true
2. false