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CH05 - CHAPTER 5 UNDERSTANDING CONSUMER BEHAVIOR Test Item...

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CHAPTER 5 UNDERSTANDING CONSUMER BEHAVIOR Test Item Table by Major Section of the Chapter and Level of Learning Major Section of the Chapter Level of Learning Level 1: Definition (Knows Basic Terms and Facts) Level 2: Conceptual (Understands Concepts & Principles) Level 3: Application (Applies Principles) Who’s Really Buying that New Car? Just Ask Her! (pp. 115) 1,3,4 2 Consumer Purchase Decision Process and Experience (pp. 116-121) 5,6,7,19,32,35,46,47,56, 65,69,70,71,72 9,12,13,14,22,24,25,26,27 , 28,29,43,44,53,54,55,57, 60,61,73,74, 214,215,216 8,10,11,15,16,17,18,20,21,23, 30,31,33,34,36,37,38,39,40,41, 42,45,48,49,50,51,52,58,59,62, 63,64,66,67,68,75,76,77,78,79, 213,217 Psychological Influences on Consumer Behavior (pp. 122-129) 80,81,88,90,94,95,99,100 , 102,106,108,110,113,116 , 118,120,124,125,127,129 , 130,137,141,145,146,153 , 154,157,162 83,84,85,86,87,89,91,92, 98,101,104,107,115,117, 121,123,132,133,138,142, 143,144,147,148,152,155, 158,159,160,161,165,166, 167,168, 218,219,220,221, 223 82,93,96,97,103,105,109,111, 112,114,119,122,126,128,131, 134,135,136,139,140,149,150, 151,156,163,164, 222 Sociocultural Influences on Consumer Behavior (pp. 130-137) 170,173,177,178,181,182 , 184,187,188,190,198,199 , 201,203,204, 225 169,171,175,176,186,191, 192,193,194,195,200,202, 205,206,207,208,209, 226 172,174,179,180,183,185,189, 196,197,210, 224,227 Video Case: Best Buy (pp. 139-141) 211,212 Note: Bold numbers indicate short essay questions. 51
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CHAPTER 5 UNDERSTANDING CONSUMER BEHAVIOR Test Item Table by Learning Objective and Level of Learning Learning Objective Level of Learning Level 1: Definition (Knows Basic Terms and Facts) Level 2: Conceptual (Understands Concepts & Principles) Level 3: Application (Applies Principles) Describe the stages in the consumer purchase decision process. 5,6,7,19,32,35,46,47 1,3,4,9,12,13,14,22,24, 25,26,27,28,29,43,44, 53,54,55, 214,215 2,8,10,11,15,16,17,18,20,21,23, 30,31,33,34,36,37,38,39,40,41, 42,45,48,49,50,51,52, 213 Distinguish among three variations of the consumer purchase decision process: routine, limited, and extended problem solving. 56,65,69,70,71,72, 216 57,60,61,73,74 58,59,62,63,64,66,67,68,75,76, 77,78,79, 217 Identify major psychological influences on consumer behavior. 80,81,88,90,94,95,99, 100,102,106,108,110, 113,116,118,120,124, 125,127,129,130,137, 141,145,146,153,154, 157,162 83,84,85,86,87,89,91,92, 98,101,104,107,115,117, 121,123,132,133,138,142, 143,144,147,148,152,155, 158,159,160,161,165,166, 167,168, 218,219,220,221, 223 82,93,96,97,103,105,109,111, 112,114,119,122,126,128,131, 134,135,136,139,140,149,150, 151,156,163,164, 222 Identify the major sociocultural influences on consumer behavior. 170,173,177,178,181, 182,184,187,188,190, 198,199,201,203,204, 225 169,171,175,176,186,191, 192,193,194,195,200,202, 205,206,207,208,209, 226 172,174,179,180,183,185,189, 196,197,210, 224,227 Note: Bold numbers indicate short essay questions. 52
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CHAPTER 5 UNDERSTANDING CONSUMER BEHAVIOR MULTIPLE CHOICE QUESTIONS 5-1 CHAPTER OPENING EXAMPLE: THE AUTO CUSTOMER CONCEPTUAL Which of the following statements about how women buy cars today is true? a. Women have no particular likes or dislikes which makes it very difficult to view them as a viable target market. b. Most women actually enjoy the price negotiation process. c. To accommodate women customers, automobile dealers have not changed the way they sell cars in the last three decades. d. Women are most likely to make their car purchase selection as a result of information provided by a friend or a relative. e. Women rely more heavily on promotional information to make their final car purchase decision than men do. Answer: d Page: 115 LO: 1 LL: 2 AACSB: 3 Rationale: Women look at promotional material but rely on recommendations of friends and relatives to make their final decision. 5-2 CHAPTER OPENING EXAMPLE: THE AUTO CUSTOMER APPLICATION When General Motors started selling its Saturn cars, it announced that the cars would have a non-negotiable price. There would be no negotiations. A customer who wanted to buy a Saturn would pay the posted price. General Motors probably adopted this pricing policy because a. the industry was discussing the abandonment of self-regulation practices. b. women have an intense dislike of price negotiation yet still want to buy a car.
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