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Marketers borrow extensively from the sciences of biology and physics to better understand why and how consumers make buying decisions.

The most important sources of social influence on consumer buying behaviour are groups of particular importance to an individual, reference groups, social class, and family.

Since Canada is so multicultural, a marketing program that has been successful in this country can often be used for international marketing purposes.

The two founding cultures of Canada, English and French, are the most influential from a marketing standpoint because of their historical importance to the country.

Status refers to a person's relative position within a group.  As well, the group itself can have a certain status in society, which can influence the activities and consumer buying behaviour of each of its members.

A person must be a member of a group for it to serve as a point of reference.

For a reference group to strongly influence an individual's consumer purchase behaviour, the item being purchased must be one that can be seen by others and must stand out or be unusual in some way.

Geodemographic clustering, as practiced by Compusearch and PRIZM, has made several major contributions to modern marketing, such as providing a basis for grouping people that is superior to single-factor demographic measures such as age and income.

The formation of new households when people marry produces marketing opportunities.

Unfortunately, marketers have generally ignored the changing roles of household members in our society and have therefore not taken as much advantage of the opportunities these changes represent as they should have.

Motives direct us toward satisfying a need that we are aware of.  However, a need must be sufficiently aroused before it can serve as a motive.

According to Maslow, self-actualization is at the highest level in his Hierarchy of Needs.  Self-actualization needs are not usually addressed until lower-level needs are satisfied.

Perceptions are relatively objective phenomena in that individuals typically base their perceptions on the characteristics of the physical object.

Most people in the world are exposed to over 100,000 ads a day, most of which do not break through our perceptual screens.

Marketers seek to develop brand loyalty because satisfied customers are less likely to allow information about competitive products to break through their perceptual screens.

A marketer can change a consumer's attitude about his product by either changing the attitude to bring it into accord with the product, or changing the product.  Due to the high cost of product development, the harder option is to change the product.

The learning process has four components: drive, cues, response, and reinforcement.

Marketers can use learning theory to shape consumer behaviour over time.  Shaping procedures include enticing the consumer to buy the product with little financial risk, then motivating him or her to buy the product again at a moderate cost.

Routine purchases ordinarily require both search and evaluation in the consumer decision process.

Resolving to buy a different brand in the future may reduce cognitive dissonance in the present.

Consumer behaviour refers to

Kurt Lewin's proposition that B = f(E,I) means that consumer behaviour is a function of the interaction of two types of influences on buying behaviour.  These two types of influences are

Culture is

Microcultures, or subgroups with their own distinguishing modes of behaviour, are based on

The French-Canadian market is a large subculture within Canada and therefore a significant market.  The percentage of the Canadian population that identify French as their mother tongue is

The key to success in marketing to the French-Canadian population is

The Asch phenomenon illustrates the

The behaviour expected of an individual in a group by other members of the group is that person's

If you were to join a country club, for you the club would be a(n) _______________.  However, if you were not a member, but wanted to be, for you the club would then be a(n) _______________.

It is more meaningful to think about the differences in consumer behaviour in terms of variations in lifestyle than in terms of social class because

Which of the following statements is true with regard to opinion leaders?

Households in which both the husband and wife work often have the following characteristics:

According to Maslow, the physiological needs include

An owner of a gourmet restaurant recognizes that her new marketing strategy must recognize that many of her customers are meeting their ___________ needs by eating at her establishment.

Although subliminal advertising has been universally condemned as manipulative, and declared illegal in California and Canada, it is exceedingly unlikely that it can induce purchasing except in those instances where the person is already inclined to buy.  The reasons for this are

An advertisement for a popular fragrance shows the product juxtaposed against dreamy images of a couple enjoying themselves.  The verbal copy provides no information about the product or its attributes.  Which component of consumers' attitudes toward products does this ad address?

Which of the following circumstances is least likely to trigger problem recognition in the consumer decision process?

Certain products may not be included in a consumer's evoked set for the consumer decision process, especially if only internal search is involved, because

Cognitive dissonance would be most likely to occur after the purchase of

Jennifer wanted to buy a new pair of slacks to wear to work.  She visited two department stores where she had bought clothes on previous occasions.  She knew what she was looking for, and spent only a moderate amount of time at each store before making a selection.  This is an example of