MBA 706 - DARRAT (EXAM 2)
Questions with Correct Answers
Culture - CORRECT ANSWER-a way of life among a group of people; the
behaviors, beliefs, values, and symbols that they accept, generally without thinking
about them, and that are passed along by communication and imitation from one
generation to the next.
Reference Group - CORRECT ANSWER-all the groups that have a direct or
indirect effect on a person's beliefs, decisions, and behavior
- family the most influential one
Opinion Leader/Influencer - CORRECT ANSWER-a person who offers informal
advice or information about a specific product or product category, such as which
of several brands is best or how a particular product may be used
Family - CORRECT ANSWER-the most influential primary reference group,11 is
the most important consumer buying organization in society
- family of orientation: parents/siblings
- family of procreation: spouse/children
,Personality - CORRECT ANSWER-set of distinguishing human psychological
traits that lead to relatively consistent and enduring responses to environmental
stimuli, including buying behavior
- actual self concept: how we view ourselves
- ideal self concept: how we would like to view ourselves
- others' self concept: how we like others to see us
Value System - CORRECT ANSWER-a set of principles and notions of right and
wrong
Consumer Needs - CORRECT ANSWER-basic human requirements, such as air,
food, water, clothing, and shelter
- biological: from physiological states of tension (hunger, thirst, discomfort)
- psychological: from psychological states of tension (recognition, esteem,
belonging)
Consumer Motivation - CORRECT ANSWER-aroused to a sufficient level of
intensity to drive us to act
Perception - CORRECT ANSWER-process by which we select, organize, and
interpret information inputs to create a meaningful picture of the world
COPYRIGHT ©️ 2025 ALL RIGHTS RESERVED
, Selective Attention - CORRECT ANSWER-marketers must work hard to attract
the notice of consumers
Subliminal Perception - CORRECT ANSWER-long fascinated armchair
marketers, who argue that marketers embed covert, subliminal messages in ads or
packaging that consumers are not consciously aware of but that affect their
behavior. Although it's clear that mental processes include many subtle
subconscious effects,
Selective distortion - CORRECT ANSWER-tendency to interpret information to
fit our preconceptions
Emotions - CORRECT ANSWER-mental states that arise spontaneously rather
than from conscious effort and reflect people's positive or negative reactions to
internal and external stimuli
Memory - CORRECT ANSWER-the brain's ability to record, store, and retrieve
information and events; also plays a role in consumers' purchasing decisions
- short term memory: temporary and limited repository of information
- long term memory: more permanent, poten- tially unlimited repository. All the
information and experiences we encode as we go through life can end up in our
long-term memory.
Questions with Correct Answers
Culture - CORRECT ANSWER-a way of life among a group of people; the
behaviors, beliefs, values, and symbols that they accept, generally without thinking
about them, and that are passed along by communication and imitation from one
generation to the next.
Reference Group - CORRECT ANSWER-all the groups that have a direct or
indirect effect on a person's beliefs, decisions, and behavior
- family the most influential one
Opinion Leader/Influencer - CORRECT ANSWER-a person who offers informal
advice or information about a specific product or product category, such as which
of several brands is best or how a particular product may be used
Family - CORRECT ANSWER-the most influential primary reference group,11 is
the most important consumer buying organization in society
- family of orientation: parents/siblings
- family of procreation: spouse/children
,Personality - CORRECT ANSWER-set of distinguishing human psychological
traits that lead to relatively consistent and enduring responses to environmental
stimuli, including buying behavior
- actual self concept: how we view ourselves
- ideal self concept: how we would like to view ourselves
- others' self concept: how we like others to see us
Value System - CORRECT ANSWER-a set of principles and notions of right and
wrong
Consumer Needs - CORRECT ANSWER-basic human requirements, such as air,
food, water, clothing, and shelter
- biological: from physiological states of tension (hunger, thirst, discomfort)
- psychological: from psychological states of tension (recognition, esteem,
belonging)
Consumer Motivation - CORRECT ANSWER-aroused to a sufficient level of
intensity to drive us to act
Perception - CORRECT ANSWER-process by which we select, organize, and
interpret information inputs to create a meaningful picture of the world
COPYRIGHT ©️ 2025 ALL RIGHTS RESERVED
, Selective Attention - CORRECT ANSWER-marketers must work hard to attract
the notice of consumers
Subliminal Perception - CORRECT ANSWER-long fascinated armchair
marketers, who argue that marketers embed covert, subliminal messages in ads or
packaging that consumers are not consciously aware of but that affect their
behavior. Although it's clear that mental processes include many subtle
subconscious effects,
Selective distortion - CORRECT ANSWER-tendency to interpret information to
fit our preconceptions
Emotions - CORRECT ANSWER-mental states that arise spontaneously rather
than from conscious effort and reflect people's positive or negative reactions to
internal and external stimuli
Memory - CORRECT ANSWER-the brain's ability to record, store, and retrieve
information and events; also plays a role in consumers' purchasing decisions
- short term memory: temporary and limited repository of information
- long term memory: more permanent, poten- tially unlimited repository. All the
information and experiences we encode as we go through life can end up in our
long-term memory.
