TEST BANK FOR CONSUMER
BEHAVIOR 12TH EDITION BY LEON
SCHIFFMAN 2026 FINAL PAPER
PRACTICE QUESTIONS ANSWERS
ACCURATE A+
◉ _______ represents the process by which goods, services or ideas are
used and transformed into value.
a. Value transfer
b. Cost conversion
c. Benefits conversion
d. Consumption
e. Utilization analysis.
Answer: D
◉ When consumers recognize they have an unmet need, they usually
seek out specific products that will satisfy them. They are willing to give
up money and effort to find the products. This process that consumers go
through to satisfy their needs is best described as the _____ process.
a. branding
b. consumption
c. exchange
d. positioning
e. advertising.
Answer: Consumption
,◉ Which of the following is based on the belief that firm performance is
enhanced through repeat business?
a. Cause marketing
b. Transaction marketing
c. Internal marketing
d. Test marketing
e. Relationship marketing.
Answer: E
◉ _____ refer to direct contacts between the firm and a customer.
a. Touchpoints
b. Intersections
c. Target segments
d. Exchanges
e. Counterpoints.
Answer: touchpoints
◉ Consumer orientation primarily emphasizes:
a. the need to monitor and understand competitor actions in the
marketplace and organization.
b. the need for secondary stakeholders in the company's functioning.
c. the need for consumer value and satisfaction above all other
parameters of success.
,d. the need to communicate information about customers and
competitors throughout the organization as the key to success.
e. the need to consider the company's bottomline over its customer base..
Answer: C)
◉ Which of the following is true of the stakeholder marketing
orientation?
a. Firms with this type of orientation recognize that more than just the
buyer and seller are involved in the marketing process.
b. It is a way of doing business in which the actions and decision making
of the institution prioritize consumer value and satisfaction above all
other concerns.
c. It is an organizational culture that embodies the importance of
creating value for customers among all employees.
d. It stresses solely on the need to monitor and understand competitor
actions in the marketplace and the need to communicate information
about competitors throughout the organization.
e. In this type of orientation, innovation is geared primarily toward
making the production process as efficient and economic as possible..
Answer: A)
◉ Obtaining resources from consumers in return for the value they
create is a basic tenet of the _____, which is a theory explaining why
companies succeed or fail.
a. cognitive resource theory
b. resource-advantage theory
, c. need hierarchy theory
d. resource curse theory
e. resource-elaboration theory.
Answer: B)
◉ Two common interpretive research orientations are _____.
a. regression and cluster analysis
b. psychology and sociology
c. phenomenology and ethnography
d. primary and secondary
e. qualitative and quantitative.
Answer: C)
◉ _____ represents the study of consumption as a "lived experience"
and relies on casual interviews with consumers from whom the
researcher has won confidence and trust.
a. Unobtrusive research
b. Archival research
c. Ethnography
d. Phenomenology
e. Netnography.
Answer: D)
BEHAVIOR 12TH EDITION BY LEON
SCHIFFMAN 2026 FINAL PAPER
PRACTICE QUESTIONS ANSWERS
ACCURATE A+
◉ _______ represents the process by which goods, services or ideas are
used and transformed into value.
a. Value transfer
b. Cost conversion
c. Benefits conversion
d. Consumption
e. Utilization analysis.
Answer: D
◉ When consumers recognize they have an unmet need, they usually
seek out specific products that will satisfy them. They are willing to give
up money and effort to find the products. This process that consumers go
through to satisfy their needs is best described as the _____ process.
a. branding
b. consumption
c. exchange
d. positioning
e. advertising.
Answer: Consumption
,◉ Which of the following is based on the belief that firm performance is
enhanced through repeat business?
a. Cause marketing
b. Transaction marketing
c. Internal marketing
d. Test marketing
e. Relationship marketing.
Answer: E
◉ _____ refer to direct contacts between the firm and a customer.
a. Touchpoints
b. Intersections
c. Target segments
d. Exchanges
e. Counterpoints.
Answer: touchpoints
◉ Consumer orientation primarily emphasizes:
a. the need to monitor and understand competitor actions in the
marketplace and organization.
b. the need for secondary stakeholders in the company's functioning.
c. the need for consumer value and satisfaction above all other
parameters of success.
,d. the need to communicate information about customers and
competitors throughout the organization as the key to success.
e. the need to consider the company's bottomline over its customer base..
Answer: C)
◉ Which of the following is true of the stakeholder marketing
orientation?
a. Firms with this type of orientation recognize that more than just the
buyer and seller are involved in the marketing process.
b. It is a way of doing business in which the actions and decision making
of the institution prioritize consumer value and satisfaction above all
other concerns.
c. It is an organizational culture that embodies the importance of
creating value for customers among all employees.
d. It stresses solely on the need to monitor and understand competitor
actions in the marketplace and the need to communicate information
about competitors throughout the organization.
e. In this type of orientation, innovation is geared primarily toward
making the production process as efficient and economic as possible..
Answer: A)
◉ Obtaining resources from consumers in return for the value they
create is a basic tenet of the _____, which is a theory explaining why
companies succeed or fail.
a. cognitive resource theory
b. resource-advantage theory
, c. need hierarchy theory
d. resource curse theory
e. resource-elaboration theory.
Answer: B)
◉ Two common interpretive research orientations are _____.
a. regression and cluster analysis
b. psychology and sociology
c. phenomenology and ethnography
d. primary and secondary
e. qualitative and quantitative.
Answer: C)
◉ _____ represents the study of consumption as a "lived experience"
and relies on casual interviews with consumers from whom the
researcher has won confidence and trust.
a. Unobtrusive research
b. Archival research
c. Ethnography
d. Phenomenology
e. Netnography.
Answer: D)
