PART THREE

Questions 23-30

. You will hear the conversation between a sociologist and a retailer. They talk about what is going to influence the life style and how the life style will affect the purchasing process.

. You have to complete the sentences (23- 30) by choosing the correct ending.

. Mark one letter(A ,B or C).

23. AIO refers to

A actions, involvement and options.

B activities, interests and opinions.

C advertising ,impact and opportunities.

24. Another name for AIO measurement is

A psychographics .

B demographics .

C statistics .

25. According to the author ,the most important social factor in purchasing process is

A reference groups.

B social classes.

C culture.

26. If you are running an upper level fur store ,you’d better attract your customers by

A lowering prices.

B mass advertising.

C improving the product packaging.

27. Sometimes, the reference groups have the most impact on the purchasing process ,so a retailer must pay much attention to the reference groups composed by

A family members.

B suburbanites .

C city dwellers

28. For the customer with much self-confidence ,the purchasing process is

A endless.

B long.

C short.

29. When the consumer thinks of alternatives and makes a final decision, the most important individual factor will be

A personalities.

B motives. .

C performance.

30. One of the individual dimensions of lifestyle mentioned by the socialgyist is

A performance.

B interests.

C class consciousness.

参考答案：

25. C 26. B . 27. A

28. C 29. B 30. A