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Consumers
Eric Arnould, University of Nebraska
George Zinkhan, University of Georgia
Linda Price, University of Nebraska
Acquiring Things

Multiple Choice Quiz

Answer all the questions





1

Barter transactions are also called:
A)acquisition
B)embedded purchases
C)discretionary purchase behavior
D)countertrade
E)none of the above
2

2 One key idea presented in ______________________ is that buyers and sellers exchange resources (i.e., money, goods, services, social status, information, love) in varying proportions to meet their needs and in conformity with generally understood standards of fairness and propriety, subject to constraints of time, knowledge, and experience.
A)RFM regulations
B)Homans' model of exchange
C)product buy-back agreements
D)norm of reciprocity exchange
E)compensation deals model
3

3 Discretionary purchase behavior, purchases devoted to satisfying wants rather than needs, is a relatively recent phenomenon even in the Triad countries, although it has a history in ancient ____________.
A)Rome
B)Greece
C)Mesopotamia
D)China
E)Italy
4

4 ___________________ conforms to the economic man acquisition model, in which exchange partners are calculating and highly rational in their exchange behaviors.
A)Purchase timimg
B)Lifestyle shopping
C)Real barter
D)Product category
E)Social exchange
5

5 ____________________ occur when consumers experience a sudden, often powerful, and persistent emotional urge to buy immediately.
A)High emotional activation
B)Low cognitive control
C)Largely reactive behavior
D)Impulse purchases
E)none of the above
6

6 __________________ refers to sequences of repetitive purchase events that occur over time.
A)Structural occasions
B)Emergent occasions
C)Point-of-purchase displays
D)Purchase timing
E)Decision timing
7

7 By observing the purchase patterns from their customer lists, early direct marketers developed a theory of purchase frequency known as the _____________________.
A)brand switching rule.
B)affect buying behavior model
C)RFM rule
D)none of the above
8

8 _______________________ is the tendency of consumers to purchase competitors' brands within a product class.
A)Barter transaction
B)Brand switching
C)Laws of probability
D)Channel purchase decision
E)Deterministic timing
9

9 The global market research firm ________________ is the largest redemption firm in the U.S., as it handles coupon offers from over 180,000 U.S. retailers.
A)Deloitte & Touche
B)Carlson Agency, Inc.
C)A. C. Nielsen
D)TRW
E)Dun & Bradstreet
10

10 ___________________ is measured by summing the effects of price cuts of the other brands on sale of the brand of interest.
A)referral success
B)Brand awareness
C)Satisfaction feedback
D)Clout
E)Vulnerability
11

11 ____________________ usually involves an initial sale of plant, equipment, or technology.
A)Embedded purchase
B)Impulse purchases
C)Product buyback agreement
D)Stock-outs
E)Norm of reciprocity
12

12 _______________ is an inclusive term used to describe transactions where all or partial payment is made in kind (goods and services) rather than in cash.
A)Countertrade
B)Norm of reciprocity
C)Repeat purchase decision
D)RFM rule
E)Pure gift
13

13 __________________ are a form of barter transaction that involve payment, both in goods and cash.
A)Social exchange
B)Pure gifts
C)Compensation deals
D)Emergent occassions
E)None of the above
14

14 Among the ________________ , gift-giving marks territorial passages, such as housewarmings, reunions, bon voyage parties, visiting, and farewell parties,
A)structural occasions
B)calendric holidays
C)emergent occasions
D)pure gifts
E)self gifts
15

15 Self-gift behavior may be particularly linked to cultural beliefs that purchasing and consumption are appropriate to the pursuit of ____________________.
A)brand switching
B)individual happiness
C)gift-giving norms
D)potlatch
E)channel purchase decisions

Fill in the blank:



16

________________ is a more general consumer behavior concept than purchase behavior.
A)Barter transaction
B)Brand switching
C)Acquisition
D)Lifestyle shopping
17

2 The consumer may make a __________________________, that is, deciding whether to purchase from a retail outlet, directly from a manufacturer, through a catalog, in a duty-free airport shop, or perhaps online.
A)brand purchase decision
B)channel purchase decision
C)payment decision
D)repeat decision
18

3 Acquisition processes are embedded in relationships of _________________
A)product category selection
B)product buy-back agreement
C)generalized reciprocity
D)vulnerability
19

4 The notion of _______________, especially repeat purchase behavior, is closely related to timing.
A)acquisition models
B)purchase frequency
C)gift-giving
D)interpersonal gifts
20

5 ___________ can be measured by evaluating the effect of a price cut on one brand on sales of the other brands.
A)Vulnerability
B)Potlatch
C)Clout
D)RFM rule



21

Advertising affects switching behavior, as does consumers' need for novelty.
A)True
B)False
22

2 Countertrade is a good way fro firms to open new markets and establish long-term relationships with new customers, while reducing costs.
A)True
B)False
23

3 Counterpurchase is the least common type of countertrade.
A)True
B)False
24

4 Although gift giving is not universal, the language and rituals associated with gift giving are culturally specific.
A)True
B)False
25

5 Pure gifts are non-calculating and non-rational.
A)True
B)False
26

6 Self-serving or instrumental giving often expresses mundane dynamics.
A)True
B)False
27

7 Contemporary North American consumers both accept, and are sometimes troubled by, the obligatory dimensions of structural gift giving.
A)True
B)False
28

8 Money is always an appropriate gift, regardless of cultural and situational context.
A)True
B)False
29

9 In devising direct mail campaigns, studies encourage the use of free gifts offers to get better responses from customers.
A)True
B)False
30

10 Among cosmopolitan business segments, giving premiums is a widespread and effective practice to reward customer loyalty.
A)True
B)False




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