71. People who have the same amount of income-but who are in different social classes-tend to spend their
income in the same way.
72. Given the same income, consumers in different social classes will handle themselves and their money
150.Which of the following is NOT a psychological variable?
B. Social class
151.Regarding consumer motivation, the text states that:
A. wants are the basic forces which motivate people to do something.
185.Which of the following is NOT one of the selective processes?
A. Selective perception.
B. Selective distribution.
C. Selective exposure.
D. Selective retention.
E. All of these are selective processes.
186.The fact that our eyes and minds seek out and
117.Economists' economic-buyer theory assumes that:
A. income data are very useful for predicting consumer behavior.
B. buyers logically compare choices in order to maximize their satisfaction.
C. consumers should purchase only low-priced products.
199.Which of the following statements about the learning process is TRUE?
A. A cue is a strong stimulus which drives an individual.
B. Learning occurs only when a drive is satisfied.
C. Cues are the causes of drives.
D. Reinforcement strengthens the relat
A. As soon as lower level needs are reasonably satisfied, those at higher levels become more dominant.
B. A higher level need may develop before lower level needs are completely satisfied.
C. The order in which needs are satisfied follows a definite patte
158.After working for 18 hours, Katrina arrived home exhausted and wanted to go straight to sleep. Katrina's
need to sleep is a
159.Frustrated by a lack of freedom to make decisi
154.Marci Bello is status-oriented. When she buys clothing she only considers items with wellknown "labels" that her friends will notice. This behavior illustrates
A. satisfying a need.
B. satisfying a want.
C. satisfying a belief.
D. the "economic buyer"
146.According to the text, the economic-buyer theory
A. says that most consumers do not know the economic value of products they purchase.
B. explains why people behave the way they do.
C. includes psychological variables and social influences.
D. is too
143.Manuel Acala is a marketing analyst, but made only $28,000 last year because he was employed only
part of the year. He paid $5,000 in taxes, and spent another $10,000 for food, housing, a car, and
other "necessities." Manuel's discretionary income was
140.Ginny Paulson was just promoted to marketing manager for her company. She also gets a big raise with
the promotion. Because Ginny's discretionary income will increase, which of the following products is
MOST likely to benefit?
A. Furnace repairs.
137.Keith McPherson earned $20,000 last year as a carpenter. He paid $6,000 for food, rent, medical
expenses and other "necessities." There was little construction work in February, so he took a trip to the
Caribbean and spent $4,000. What was
133.What is left of income after paying for taxes and paying for necessities?
A. Net income.
B. Real income.
C. Deductible income.
D. Gross income.
E. Discretionary income.
134.Misty Hancock is a sales rep for a computer producer. Her salary last year was
129.The median family income in the U.S. in 2008 was about:
130.Discretionary income is defined as:
A. total market value of goods and services produced.
B. gross domestic product per capita.
162.According to the "hierarchy of needs" model, the first needs most people try to satisfy are their
E. any of these are correct.
163.Physiological needs are concerned with
A. protection and physica
166.Which of the following are examples of "personal needs"?
A. Needs for food, liquid, and rest.
B. Needs for accomplishment, fun, and freedom.
C. Needs for solutions, protection, and physical well-being.
D. Needs for love and friendship.
E. Needs for st
C. selective information.
D. selective attention.
E. selective action.
is a change in a person's thought processes caused by prior experience.
A. Selective retention
197.Which of the following is NOT
203.A movie theater runs a film clip that shows pictures of candy, popcorn and soft drinks prior to running
the featured movie. The intent is to get theater patrons to make purchases at the concession stand in the
theater lobby. This process is an example
192.Tammi Soloft has itchy eyes and a stuffy nose, and suddenly becomes aware of many TV ads for allergy
products that she never noticed before. This illustrates:
A. selective exposure.
B. selective perception.
C. selective retention.
D. reinforced cognit
189.Consumers remembering only what they want to remember is called:
A. conscious response.
B. selective retention.
C. selective exposure.
D. cognitive learning.
E. selective perception.
190.While planning a vacation, Betty Jo visited the website of a pac
177.In the PSSP Hierarchy of Needs model, which level is illustrated by a "Got Milk?" magazine campaign
that encourages customers to drink more milk?
A. Physiological needs
B. Safety needs
C. Social needs
D. Personal needs
178.A marketing manager who want
170.Harley Owners Group connects motorcycle riders to one another. This group is focusing on satisfying
what level in the hierarchy of needs?
171.Allstate Insurance promotes its auto and home insurance by t
D. Safety needs.
E. Social needs.
174.In the PSSP Hierarchy of Needs model, which level is illustrated by a Fidelity campaign on TV that
proclaims its IRA is a sound investment for the future?
A. Personal needs
B. Physiological needs
C. Social needs
125.In a television commercial for Maytag appliances, the spokesperson "Old Lonely" acts bored because
no one is calling him to schedule a repair of their appliances. What is the primary economic need being
illustrated in this TV ad?
A. Dependability in u
121.Which of the following is NOT an economic need of consumers?
B. Dependability in use.
C. Economy of purchase.
122.At Home Depot, a customer can purchase a gallon of one-coat paint that contains the ingredients
105.After making a purchase, buyers often wonder if they made the right choice. The resulting tension is
106.The power of negative purchase experiences is greater than that of positive experiences.