MGT 103 Midterm (Ch. 5-8) Learning
Review Questions and Answers
What is the first stage in the consumer purchase decision process? (5-1) - Answer-
problem recognition
The brands a consumer considers buying out of the set of brands in a product class of
which the consumer is aware are collectively called the _______. (5-2) - Answer-
consideration set
What is the term for post-purchase anxiety? (5-3) - Answer-cognitive dissonance
The problem with the Toro Snow Pup was an example of selective __________. (5-4) -
Answer-comprehension
What three attitude-change approaches are most common? (5-5) - Answer-(1) changing
beliefs about the extent to which a brand has certain attributes, (2) changing the
perceived importance of attributes, and (3) adding new attributes to the product.
What does lifestyle mean? (5-6) - Answer-a mode of living that is identified by how
people spend their time and resources, what they consider important in their
environment, and what they think of themselves and the world around them.
What are the two primary forms of personal influence? (5-7) - Answer-opinion
leadership and word of mouth
Marketers are concerned with which types of reference groups? (5-8) - Answer-
associate group, aspiration group, dissociative group
What are the three main types of organizational buyers? (6-1) - Answer-industrial,
resellers, government
What are the three types of buying situations or buy classes? (6-4) - Answer-new buy,
straight rebuy, modified rebuy
What is a make-buy decision? (6-5) - Answer-an evaluation of whether components and
assemblies will be purchased from outside suppliers or built by the company itself
Semiotics involves the study of __________. (7-6) - Answer-symbols
What mode of entry could a company follow if it has no previous experience in global
marketing? (7-8) - Answer-Joint? Exporting?
Review Questions and Answers
What is the first stage in the consumer purchase decision process? (5-1) - Answer-
problem recognition
The brands a consumer considers buying out of the set of brands in a product class of
which the consumer is aware are collectively called the _______. (5-2) - Answer-
consideration set
What is the term for post-purchase anxiety? (5-3) - Answer-cognitive dissonance
The problem with the Toro Snow Pup was an example of selective __________. (5-4) -
Answer-comprehension
What three attitude-change approaches are most common? (5-5) - Answer-(1) changing
beliefs about the extent to which a brand has certain attributes, (2) changing the
perceived importance of attributes, and (3) adding new attributes to the product.
What does lifestyle mean? (5-6) - Answer-a mode of living that is identified by how
people spend their time and resources, what they consider important in their
environment, and what they think of themselves and the world around them.
What are the two primary forms of personal influence? (5-7) - Answer-opinion
leadership and word of mouth
Marketers are concerned with which types of reference groups? (5-8) - Answer-
associate group, aspiration group, dissociative group
What are the three main types of organizational buyers? (6-1) - Answer-industrial,
resellers, government
What are the three types of buying situations or buy classes? (6-4) - Answer-new buy,
straight rebuy, modified rebuy
What is a make-buy decision? (6-5) - Answer-an evaluation of whether components and
assemblies will be purchased from outside suppliers or built by the company itself
Semiotics involves the study of __________. (7-6) - Answer-symbols
What mode of entry could a company follow if it has no previous experience in global
marketing? (7-8) - Answer-Joint? Exporting?
