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WorksheetsConsumer Behavior Worksheet Questions (Grade 13)
Total questions: 103
Worksheet time: 52mins
Family members and friends can have a strong impact on consumer choices when acting as
psychological influences.
personal influences.
social influences.
loyalty influences.
cultural influences.
Which of the following best defines the way of living that distinguishes one large group from another?
Consumer
Subculture
Social class
Culture
Demographic
How do consumers develop opinions and beliefs about a set of products they will consider buying?
Through evaluation of alternatives
Through emotional motives
Through need recognition
Through post-purchase evaluation
Through information seeking
Which of the following is greatly influenced by nonobjective factors such as sociability, imitation and aesthetics?
Emotional motives
Post-purchase evaluation
Rational motives
Evaluation of alternatives
Need recognition
When making a purchase decision, decisions that include logical evaluation, cost, and quality are what type of decisions?
Evoked
Rational
Comparison
Consideration set
Emotional
If a buyer is unhappy with their purchase decision, what are they more likely to do than those who are happy with their purchase decision?
Use a different decision-making process
Continue to purchase the same product until a replacement is found
Tell others
Rely more on rational motives
Develop a more limited evoked set of purchase options
Rational motives involve nonobjective factors and include sociability, imitation of others, and aesthetics.
True
False
Focus groups allow researchers to observe a group of participants gathered in one place while they explore issues associated with a product.
True
False
Personal influences on consumer behavior include lifestyle, personality, and economic status.
True
False
Consumers with less brand loyalty are usually satisfied with a product's performance over time.
True
False
Which set lists the four major categories of influences that marketers use to explain and predict consumer choices?
Psychological, personal, social, cultural
Economic, technological, legal, environmental
Demographic, geographic, psychometric, behavioral
Product, price, place, promotion
Explain each step in the consumer buying process by selecting the correct sequence of stages from need recognition to post-purchase evaluation.
Need recognition → information search → evaluation of alternatives → purchase decision → post-purchase evaluation
Information search → need recognition → evaluation of alternatives → post-purchase evaluation → purchase decision
Need recognition → evaluation of alternatives → information search → purchase decision → post-purchase evaluation
Evaluation of alternatives → need recognition → information search → purchase decision → post-purchase evaluation
Which of the following is the BEST example of a B2B market transaction?
A college student buys dorm furniture from an on-campus store.
A group of teenage girls buy new clothes for the upcoming school year.
A high-school coach borrows sports equipment from a neighboring school.
A dentist provides free toothbrushes to patients.
A chain of ice cream parlors regularly purchases napkins from the same supplier.
What are B2B buyer-seller situations often based on?
Frequent and enduring buyer-seller relationships
Incidental buyer-seller interactions
Buyers and sellers with limited training
Short-term buyer-seller relationships
Commercial buyer-seller networks
Who are the firms who provide goods and services that are used by the purchasing public?
Services markets
Industrial markets
Reseller markets
Government markets
Institutional markets
Before products reach consumers, what market, consisting of wholesalers and retailers, do products pass through?
Services markets
Industrial markets
Reseller markets
Government markets
Institutional markets
What do organizations use to build relationships among users?
Institutional marketing
Web-driven revenue
Negotiations
Social networking media
Reseller relationships
How do marketers best use viral marketing?
To increase use of social media networks
To identify needs in the international market
To promote public relations
To improve branding
To foster excitement for stimulating sales
Which of the following is an advantage of using viral marketing and social networking?
Marketers can reach a wider audience at a lower cost.
Consumers can post opinions and feedback about products.
New markets are easier to identify.
Companies have more control over what the public experiences.
Companies can respond to and eliminate negative reviews.
When attempting to market a domestic product in an international market, what typically has to happen?
The product must be priced higher because of currency exchange rates.
The product must have major redesign work done.
The home country distribution system must be retrained for the international market.
The product must have an existing close competitor in the intended market.
The advertising campaign must be consistent with those used in the home country.
How can marketers best develop product promotion in a new, international market?
Centered on product usage
Centered on price and innovation
Centered on cultural values and local customs
Centered on using a "hard-sell" campaign
Centered on home country values and customs
How can companies reduce the cost and delays involved in entering new international markets?
By selling items at a loss when determining international pricing
By redeveloping the product from scratch to better meet consumer needs in the new market
By avoiding the traditional U.S.-based marketing mix
By utilizing existing international distribution systems
By establishing new and unique promotions for the new market
Which of the following do firms use to enhance public relations and branding while stimulating chatter about a product within a target market?
Consumer-seller relationships
Segmentation
Company specialist
Corporate blogs
Enduring buyer-seller relationships
The institutional market is made up of businesses that buy goods to be converted into other products or that are used up during production.
True
False
The B2B market includes industrial, reseller, and government/institutional markets.
True
False
The reseller market includes farmers, manufacturers, and some retailers.
True
False
B2B sellers rarely have long-term relationships with buyers.
True
False
Companies with an existing distribution network are at a disadvantage in the global context.
True
False
Discuss the issues of international promotion.
U.S. promotional tactics usually succeed abroad without modification.
Cultural differences can cause negative reactions to improperly advertised products; promotions must be matched to local customers and cultural values.
International marketers should use identical campaigns worldwide to maintain brand consistency.
Product promotions are irrelevant in global markets and have little impact on outcomes.
Discuss the three categories of B2B markets.
Industrial, reseller, and government/institutional
Consumer, reseller, and government
Industrial, consumer, and nonprofit
Agricultural, manufacturing, and services
How does a realistic market potential estimate affect small business success? A) It allows small business owners to know how to modify a product for consumers. B) It allows small business owners to have a clear picture of their target segments. C) It allows for better use of social media based marketing efforts. D) It increases the ability to be flexible in pricing strategy. E) It provides a more accurate understanding of fixed and variable costs.
A) It allows small business owners to know how to modify a product for consumers.
B) It allows small business owners to have a clear picture of their target segments.
C) It allows for better use of social media based marketing efforts.
D) It increases the ability to be flexible in pricing strategy.
E) It provides a more accurate understanding of fixed and variable costs.
In what area can a small business create an advantage over larger competitors? A) Value B) Price C) Response time D) Marketing E) Shipping costs
A) Value
B) Price
C) Response time
D) Marketing
E) Shipping costs
When a small business identifies themselves and their products with local groups and events, what aspect of marketing are they pursuing? A) Price B) Promotion C) Product D) Public relations E) Place
A) Price
B) Promotion
C) Product
D) Public relations
E) Place
What do most small businesses fail to estimate correctly, often resulting in the business failing? A) Price B) Promotion C) Product D) Public relations E) Place
A) Price
B) Promotion
C) Product
D) Public relations
E) Place
What advantages do smaller companies have over larger competitors when it comes to the distribution aspect of the marketing mix?
They can address customers’ needs more quickly and efficiently with a personal touch.
They typically have lower production costs due to economies of scale.
They can standardize global distribution with minimal local adaptation.
They can rely on mass advertising to compensate for limited distribution.
Identify the ways small businesses can benefit from an understanding of the marketing mix.
Gaining a thorough understanding of what customers want
Setting prices by carefully assessing costs, leading to satisfactory profits
Using distribution choices, including location, to attract and retain customers
Employing less expensive promotional methods, such as local publicity and aligning with groups and events
Ignoring operating expenses to keep prices low
What happens when companies extend their horizons and identify opportunities outside existing product lines?
Disconnected product lines
Multiple product lines
Uniform product lines
Universal product lines
Tailored product lines
Which defining word or phrase below BEST captures the meaning of capital items?
Bulk loads
Directly used in the production process
To the consumer within a year
Longer lasting
Governmental purchase
When developing the marketing mix, what is the basis for any successful marketing strategy?
Customer needs and wants
Value packaging
Product mix offerings
Features and benefits
Offering the best product for the least amount of money
What are the benefits and features associated with a product called?
Product mix
Specialty package
Service mix
Convenience
Value package
Which of the following BEST describes product features?
All attributes and benefits of the product taken together
Tangible and intangible qualities built into the product
Intangible benefits that increase customer satisfaction
Speed and convenience of a buyer interaction
Benefits that are used directly in the conversion of a process
What are products that are consumed rapidly and regularly classified as?
Industrial goods
Shopping goods
Specialty goods
Convenience goods
Production goods
What type of consumer good is more expensive and therefore receives more evaluation of alternatives before the purchase is made?
Convenience goods
Production items
Shopping goods
Expense items
Capital items
In addition to cost, how are industrial products divided into product categories?
What area of the organization will use them
Competitive nature of acquiring the item
Availability
How they will be used
How easily the item can be turned into a consumable good
What is the grouping of products available for sale by a company called?
Product line
Capital mix
Goods and services
Specialty goods
Product mix
Which of the following represents the group of products that are closely related or are sold to the same customer group?
Product line
Specialty product
Product mix
Convenience mix
Production mix
What can a company do to offset the consequences of slow sales in a product line?
Limit the use of capital items.
Diversify the product line.
Add convenience goods.
Increase the use of shopping goods available to consumers.
Reclassify specialty products as convenience products.
A company that buys products to use in the production or creation of other goods or services is a(n)
convenience buyer.
consumer.
industrial buyer.
capital buyer.
rebrander.
Which of the following best describes production items?
Goods consumed within a year by an organization
Goods that are specific in nature and where no substitute will be accepted
Goods that are consumed rapidly and regularly
Goods used to make other products
Goods consumed within a year by the buyer
When a consumer knows what they want to buy and is not willing to accept a substitute, what type of consumer product is being sought?
Production goods
Shopping goods
Convenience goods
Expense goods
Specialty goods
What is the difference between a specialty good and a specialty service?
A specialty service is an intangible item and a specialty good is a tangible item.
A specialty good costs more than a specialty service.
A specialty service is often compared to other services before purchase.
A specialty good can be compared to other items using the Internet.
A specialty service is purchased regularly.
Consumers often spend a great deal of time and money doing research to purchase a specific service. These consumer services are referred to as
production services
specialty services
convenience services
industrial services
shopping services
A product's features may be intangible.
True
False
A value package consists of an in-store advertisement that makes the product attractive and identifies features and benefits.
True
False
Shopping goods are purchased more often than convenience goods.
True
False
A doctor's office buys a multifunction printer. This purchase is an example of a capital item.
True
False
The marketing process to the consumer is significantly different than the marketing process for the industrial buyer.
True
False
Consumers will often spend a great deal of time and money to find a specialty good and will generally not accept a substitute.
True
False
How does a product mix differ from a product line?
A product mix is the full set of products a firm offers for sale, while a product line is a group of similar products intended for a similar group of buyers; a firm may have multiple product lines within one product mix.
A product mix is a single category of similar items, while a product line is all products a firm offers for sale across categories.
A product mix and a product line are the same; firms use the terms interchangeably.
A product mix refers only to services, while a product line refers only to tangible goods.
How do expense items differ from capital items?
Expense items are goods or services consumed within a year by firms producing other goods or supplying services, whereas capital items are permanent goods and services with expected lives of more than a year.
Expense items are permanent goods used in production, whereas capital items are consumed within a year.
Expense items and capital items are identical; classification does not depend on how they are used.
Expense items refer only to services, whereas capital items refer only to tangible goods.
Discuss the difference between production items, expense items, and capital items.
Production items are used directly in the conversion process; expense items are goods and services consumed within a year by organizations producing other goods or supplying services; capital items are longer-lasting goods and services with expected lives of more than a year.
Production items are purchased by consumers; expense items are permanent assets; capital items are consumables used up within a year.
Production items are marketing materials; expense items are inventory held for resale; capital items are services purchased monthly.
Production items and capital items are the same, while expense items are only administrative supplies.
Assuming a company has been gathering ideas for new products, what is the next step in the development process?
Test marketing
Prototype development
Business analysis
Concept testing
Screening
Which of the following activities describes the development stage of commercialization?
Building a prototype
Testing the product to see if it meets performance requirements
Selling the product on a trial basis in limited areas
Beginning full-scale production and marketing
Testing consumer reaction to the product in limited areas
In which of the following ways is product development different for services than for physical goods?
Instead of gathering product ideas, the company goes immediately to the testing phase.
Instead of screening ideas, the company tests all of them, since no prototype is needed.
Instead of creating a prototype, the company develops a service process design.
The business analysis step is not needed, since there are no production costs with services.
The commercialization step is gradual for services, but rapid for physical goods.
What is frequently the most time-consuming stage of product development?
Testing
Market analysis
Design
Speed to market
Product idea
On average, how many new product ideas are needed to generate one that reaches the consumer market?
25
50
75
100
500
After a new product is developed, about 9 out of 10 fail for what reason?
Cost
Minimal marketing efforts
Lack of significant difference
The product is too regional
Failure in FDA testing
How can a company establish market leadership for a product?
Introduce the product with a lower price than competitors.
Do not introduce the product until success is certain.
Be sure the product supports the overall goals and strategies of the organization.
Introduce the product before competitors.
Introduce a product that supports the rest of the product line.
Why is speed to market critical to market demand?
It reduces overall cost of product development.
It allows more time for product recalls.
It allows the company to conduct more concept testing.
It produces stronger outcomes on the business analysis process.
It allows the company to become entrenched in the marketplace.
During what step of the product development stage does the firm consider how well a product or idea supports the firm's objectives?
Screening
Concept testing
Prototype development
Benefits analysis
Product idea
During which step of the product development stage does a company conduct market research on benefits and prices?
Screening
Concept testing
Prototype development
Benefits analysis
Product idea
Why do firms conduct product testing?
To determine potential profitability of the product
To allow for gradual commercialization over time
To ensure the prototype meets performance requirements
To determine how well the product fits in with the goals of the organization
To determine the potential mesh with the firm's objectives
What is the next step in the product development process when test marketing is positive for a product?
Prototype development
Business analysis
Concept testing
Commercialization
Product diversification
Which of the following includes the tangible and intangible features that characterize a service?
Process selection
Service process design
Product life cycle
Benefits
Service value package
Most ideas for new products eventually reach the market.
True
False
Speed to market increases the chance that a new product will survive.
True
False
The process of product development begins with concept testing.
True
False
For many companies, speed to market with a product is as important as care in developing it.
True
False
In the screening stage of product development, companies use market research to get consumers' input about benefits and prices.
True
False
Why is new product development expensive?
Mortality rates for new ideas are high, and firms must move fast as well as carefully to reach the market.
Most new products are guaranteed to succeed, so little R&D is required and costs are low.
The main expense is advertising because development is simple and slow.
Products take long vacations before launch, which increases payroll but reduces R&D.
Where do organizations get new product ideas?
Consumers
The sales force
R&D departments
Suppliers
Engineering personnel
What is involved in service process design?
Process selection identifying steps, sequence, and timing in the service
Worker requirements including behaviors, skills, capabilities, and customer interactions during service encounters
Facility requirements designating equipment needed to support the delivery of services
Prototype development to build and test a tangible good before service launch
Why is speed to market so important?
A product three months late can lose about 12% of lifetime profit potential; six months late can lose about 33%.
Speed to market increases manufacturing defects and reduces profits.
Being first always guarantees monopoly profits regardless of timing.
Time compression means delaying launch to study consumers for a year.
What is selling the rights to place a brand name on products such as t‑shirts referred to as?
International branding
National branding
Private branding
Regional branding
Licensed branding
When a wholesaler or retailer develops a brand name and has the manufacturer place that name on the product, what is that product name called?
National brand
Private brand
Luxury brand
Licensed brand
Manufacturer brand
During the product life cycle, when do sales begin to climb and the product begin to show profit?
Ascending
Mature
Initial
Growth
Accelerated
During the product life cycle, when do sales begin to slow down even though profit levels are high?
Decline
Maturity
Introduction
Growth
Promotion
Which of the following is least likely to increase the life of a product without involving product changes?
Product extension
Product adaption
Rebranding
New product placement
Reintroduction
Using symbols and names to communicate the qualities of a product is a function of what?
Awareness
Reintroduction
Product adaptation
Product extension
Branding
What is one of the key benefits to successful branding?
Brand extension
Brand loyalty
Preferred product placement
Ease of licensing
Ease in adaptation
In additional to social networking and viral marketing, how do firms successfully increase brand awareness?
Reintroduction
Globalization
Rebranding
Product placement
Product extensions
Which of the following best describes product placement?
Placing products on the shelf where they receive the most attention
Identifying specific products for viral marketing campaigns
Placing products in movies and television shows
Placing a national brand next to a store brand for better comparison
Determining if a product should be sold only online or only in brick and mortar shops
Which of the following indicates a firm sold the rights to put their name on a product not produced by them?
Asset brands
National brands
Licensed brands
Private brands
Private labels
Which of the following best describes a private label brand?
A retailer uses packaging as a form of advertising.
A retailer develops a brand name and has a manufacturer put it on a product.
A manufacturer puts its name on an unrelated product for a fee.
A brand name is used throughout a series of products made by the same manufacturer.
A brand is reintroduced in a new, often global, market.
How do customers most benefit from packaging design?
Increased utility
In-store advertisements
Less spoilage
Reduced risk of damage
Less theft of the product
A private brand is a brand name developed by a wholesaler or retailer for their product.
True
False
Sears' Craftsman Tools is an example of a private brand.
True
False
Packaging can serve as an in-store advertisement that makes the product attractive, displays the brand name, and identifies features and benefits.
True
False
Product placement includes showing actors on television shows using a name-brand product.
True
False
The product life cycle describes the commercial life of services as well as goods.
True
False
After a product has been in the maturity stage for a few years, marketers must accept that the product will begin to decline.
True
False
With product adaptation, the product is modified for greater appeal in different countries.
True
False
Product X is just beginning to generate a profit for the first time as the manufacturer lowers prices slightly and sees a significant increase in sales. At what stage in the product life cycle is Product X, and how is this stage identified?
Introduction stage, when sales are minimal and costs are high
Growth stage, when sales climb and profits begin
Maturity stage, when sales peak and competition intensifies
Decline stage, when sales fall and product withdrawal is considered
