HEHE

What influences consumer behavior?

• b. Economic factors

• c. Political factors

• a. Cultural and social factors

• d. Environmental factors

What are the major psychological processes that influence consumer response to marketing programs?

• c. Selective perception, selective distortion, and selective retention

• d. Expectancy-value model, variety-seeking buying behavior, and post-purchase satisfaction

• a. Motivation, perception, learning, and memory

• b. Emotions, beliefs, and attitudes

What is the buying decision process?

• b. Evaluation of alternatives, belief and attitudes, and expectancy-value model

• a. Problem recognition, information sources, and search dynamics

• c. Purchase decision, intervening factors, and post-purchase behavior

• d. Organizational buying, buying situations, and participants in the business buying process

What is the role of influencers in the buying center?

• d. They have the power to prevent sellers or information from reaching members of the buying center

• b. They authorize the proposed actions of deciders or buyers

• c. They influence the buying decision by helping define specifications and providing information for evaluating alternatives

• a. They decide on product requirements or on suppliers

What are the stages in the buying process?

• d. Initiators, users, influencers, deciders, approvers, buyers, and gatekeepers

• a. Vendor analysis, problem recognition, and information sources

• b. Evaluation of alternatives, belief and attitudes, and expectancy-value model

• c. Purchase decision, intervening factors, and post-purchase behavior

What is the fundamental determinant of a person's wants and behaviors acquired through socialization processes with family and other key institutions?

• d. Personal factors

• c. Culture

• b. Social factors

• a. Subculture

What are the characteristics of a social class?

• d. All of the above

• b. Class conveys perceptions of inferior or superior position

• a. Within a class, people tend to behave alike

• c. Class designation is mobile over time

What are the three best-known theories on human motivation?

• d. Pavlov's Theory, Watson's Theory, and Thorndike's Theory

• b. Skinner's Theory, Bandura's Theory, and Piaget's Theory

• a. Freud's Theory, Maslow's Theory, and Herzberg's Theory

• c. Erikson's Theory, Kohlberg's Theory, and Vygotsky's Theory

What is the process by which we select, organize, and interpret information inputs to create a meaningful picture of the world?

• a. Selective perception

• b. Selective distortion

• c. Selective retention

• d. Subliminal perception

What is the process by which we retain information that supports our attitudes and beliefs?

• a. Selective perception

• b. Selective distortion

• d. Subliminal perception

• c. Selective retention