1. David and Steven are best friends. Steven loves to compete in triathlons. David would love to compete with Steven but is a weak swimmer. David decides to take swim lessons to improve his breathing and stroke rhythms. Triathletes are a(n) _______ reference group for David.

secondary

primary

aspirational

nonaspirational

direct

Question 2. NAICS data are helpful for analyzing, segmenting, and targeting markets. The system was developed by:

large manufacturers in the United States and Mexico that produce similar goods.

the North American Free Trade Agreement partners.

Brazil, Chile, Argentina, Canada, and the United States working together in a joint venture.

the SIC committee.

the United States government.

Question 3. Arm & Hammer is a well-known and respected brand of baking soda. The company has put its brand name on several products, such as laundry detergent, toothpaste, kitty litter, and many more. These are examples of:

brand transfers.

brand modifications.

brand banks.

brand hierarchies.

brand extensions.

Question 4. Omega is a prestigious brand of watch that is sold as a luxury product. It has a reputation based on quality and attention to detail. When the company introduces new timepieces, it can count on a well-established market already existing for the new product due to:

perceptual generalization.

stimulus discrimination.

perceptual discrimination.

selective distortion.

stimulus generalization.

Question 5. In the past 24 years, Mother's Work has grown from a small, mail-order catalog business headquartered inside the founder's home to the world's largest seller of maternity apparel, with nearly 1,600 locations. In terms of the business market, Mother's Work would be best classified as a(n):

reseller.

producer.

distribution network.

inventory carrier.

business facilitator.

Question 6. Lauren announced to her family last night that she wanted a pair of Heelys. Her sister Stephanie said she thought it was a stupid idea. Their mother, Susan, said Lauren deserved a special treat for winning the science fair. Because her father Tom said nothing, Lauren knew she was not getting the Heelys. In terms of the roles played by family members in the consumer decision-making process:

Lauren was the initiator, and Tom had no role at all.

Stephanie was the initiator, and Susan was the decision maker.

Lauren was an influencer, and Susan was the decision maker.

Lauren was the initiator, and Tom was the decision maker.

Lauren was the initiator, and Stephanie had no role at all.

Question 7. A few years ago, tea was a product with relatively little growth and was considered to be a product for the old and the middle-aged. Then tea manufacturers started promoting the health benefits of tea. Since the introduction of the research on how tea provides the body with useful antioxidants, tea consumption has increased by more than 25 percent, and it appears its market share will continue to grow, especially among young women in their twenties. This is an illustration of how promotion can:

change the importance of beliefs about product attributes.

change beliefs about product attributes.

add new beliefs about product attributes.

reinforce current beliefs about product attributes.

discover consumer needs about product attributes.

Question 8. Before toll-free telephone numbers and the Internet were used as commercial tools, passengers usually purchased airline tickets from travel agents. Travel agents no longer receive a commission from the airlines for selling tickets to consumers. This is an example of:

reintermediation.

disassociation.

disintermediation.

discrimination.

transference.

Question 9. Andrea just purchased a trip to Jamaica as a present to her husband for their tenth wedding anniversary. Andrea is anxious about the trip, afraid Bill will not like her choice of location and worried she spent too much money. Andrea is experiencing:

selective dissatisfaction.

temporal distortion.

perceptual disharmony.

cognitive dissonance.

self-actualization involvement.

Question 10. A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees. Since the school has not offered online courses before, what type of buying situation does this represent for the school?

Value engineering task

Modified rebuy

Straight rebuy

New buy

Derived rebuy

Question 11. Salt is an important ingredient in many soups produced by Campbell's. If the price of salt rises, Campbell's will not likely reduce the amount of salt it purchases from salt suppliers, because salt is such a crucial ingredient. Therefore, you know the demand for salt is:

resistant.

inelastic.

derived.

elastic.

bundled.

Question 12. The fact that mothers in Japan feed their babies freeze-dried sardines and rice and most mothers in the United States would not eat a freeze-dried sardine, much less feed it to their babies, indicates how ________ influences the consumer decision-making process.

culture

perception

motivation

family life-cycle stage

reference group membership

Question 13. Inland Eastex manufactures a heavy paper stock that is used for printing covers for many different types and sizes of consumer magazines. Consumer magazine sales determine how much paper Inland Eastex sells. This is an example of _______ demand.

joint

inelastic

elastic

congruent

derived

Question 14. Which of the following is the best example of a sale that could only take place in the business market?

A professor is purchasing a MAC to use at home.

A music store owner is ordering the newest Elvis Ultimate Live collection DVD for her mother.

A teen is purchasing ringtones to use on her phone.

A librarian is purchasing new books for the school's library.

All of these are examples of business sales.

Question 15. An external information search is especially important when:

there is a great deal of past experience.

there are high costs associated with making an incorrect decision.

the cost of gathering information is high.

buying frequently purchased, low-cost items.

there is little risk of making an incorrect decision.

Question 16. Kim places huge importance on what she wears to sing in front of her church and therefore takes her time to shop for the right clothes and shoes. This is due to the:

opportunity costs.

fear of cognitive dissonance.

situational factors.

social visibility of the products.

cost of the products.

Question 17. Which of the following represents the way an individual actually perceives himself or herself?

Personal image

Ideal self-image

Real self-image

Lifestyle image

Defined self-image

Question 18. IBM and Cisco work together to provide banks with the products and services they need to manage their multiple locations. In other words, the two companies have joined in a:

retail cooperative.

direct investment venture.

transactional relationship.

strategic alliance.

synergistic relationship.

Question 19. Lisa has to have a Diet Coke for breakfast. At a breakfast meeting, she was offered coffee and refused. She only wanted a Diet Coke. This illustrates that Lisa needs Diet Coke to:

satisfy a want.

satisfy a need.

satisfy a belief.

satisfy a physiological drive.

satisfy a momentary stimulus.

Question 20. Copying machines, personal computers, and fax machines are typically classified as ________ because they are not expensive, have short useful lives, and are frequently purchased from local distributors.

accessory equipment

mobile equipment

component parts

processed materials

supplies.