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
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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
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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
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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
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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
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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?
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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 limitation of 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
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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
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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
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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 NOT one 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
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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
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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
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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
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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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