Question 1

Situational influences would likely not affect a high school senior searching for a college or university to attend.

Accepted Answer

A) True 
 B)False

Question 2

Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and thus will do some comparison shopping before making a purchase decision. Jenny is engaging in

Accepted Answer

A)  routinized response behavior. 
B)  extended decision making. 
C)  limited decision making. 
D)  impulse buying. 
E)  intensive decision making. 
A)  routinized response behavior. 
B)  extended decision making. 
C)  limited decision making. 
D)  impulse buying. 
E)  intensive decision making.

Question 3

A role consists of a set of actions and activities that a person in a particular position is expected to perform.

Accepted Answer

A) True 
 B)False

Question 4

Claire is beginning to wonder if she has made the right decision about purchasing a new HP laptop after she sees a friend with a new Dell. Claire's doubt whether she made the right decision occurs during the ___________ of the buying decision process.

Accepted Answer

A)  cognitive dissonance phase 
B)  purchase phase 
C)  evaluation of alternatives phase 
D)  information search phase 
E)  postpurchase evaluation phase 
A)  cognitive dissonance phase 
B)  purchase phase 
C)  evaluation of alternatives phase 
D)  information search phase 
E)  postpurchase evaluation phase

Question 5

Tori went to Sam's Wholesale Club to shop for a party she was hosting on the weekend. She knew that she could buy larger quantities of food items than she normally did, and they would also be much less expensive. She checked everything off her list and proceeded to the checkout lines. Passing a display of fresh flowers, she thought, "Wouldn't those be nice for the party?" She selected one of the bouquets and placed it in her cart. Tori has most likely engaged in ______ when selecting the food for her party, and ____ when selecting the flowers.

Accepted Answer

A)  limited decision making; impulse buying 
B)  routinized decision making; impulse buying 
C)  extended decision making; compulsive response behavior 
D)  limited decision making; cognitive dissonance 
E)  routinized decision making; compulsive response behavior 
A)  limited decision making; impulse buying 
B)  routinized decision making; impulse buying 
C)  extended decision making; compulsive response behavior 
D)  limited decision making; cognitive dissonance 
E)  routinized decision making; compulsive response behavior

Question 6

Monique reads through her e-mails containing advertisements for sweaters from H&M, purses from JCPenney, and tennis shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the recent tear in her own Reeboks. Monique has engaged in selective

Accepted Answer

A)  distortion. 
B)  exposure. 
C)  analysis. 
D)  retention. 
E)  organization. 
A)  distortion. 
B)  exposure. 
C)  analysis. 
D)  retention. 
E)  organization.

Question 7

The three major categories of influences on the consumer buying decision process are

Accepted Answer

A)  situational influences, demographic influences, and psychological influences. 
B)  social influences, situational influences, and marketer-dominated influences. 
C)  demographic influences, situational influences, and marketer-dominated influences. 
D)  situational influences, social influences, and psychological influences. 
E)  marketer-dominated influences, psychological influences, and person-specific influences. 
A)  situational influences, demographic influences, and psychological influences. 
B)  social influences, situational influences, and marketer-dominated influences. 
C)  demographic influences, situational influences, and marketer-dominated influences. 
D)  situational influences, social influences, and psychological influences. 
E)  marketer-dominated influences, psychological influences, and person-specific influences.

Question 8

Which of the following buying situations is most consistent with routinized response behavior?

Accepted Answer

A)  Ian buying his first pair of basketball shoes 
B)  Molly buying a new set of tires for her car 
C)  Aaron buying a new fishing rod and reel 
D)  Stephanie buying bottled water 
E)  Bryan buying a new software program 
A)  Ian buying his first pair of basketball shoes 
B)  Molly buying a new set of tires for her car 
C)  Aaron buying a new fishing rod and reel 
D)  Stephanie buying bottled water 
E)  Bryan buying a new software program

Question 9

Social surroundings during the purchase decision do not include the presence of a salesperson.

Accepted Answer

A) True 
 B)False

Question 10

Motives always operate at a conscious level.

Accepted Answer

A) True 
 B)False

Question 11

Jana now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ____ needs, appealing to sex appeal.

Accepted Answer

A)  physiological 
B)  esteem 
C)  self-actualization 
D)  psychological 
E)  social 
A)  physiological 
B)  esteem 
C)  self-actualization 
D)  psychological 
E)  social

Question 12

At a single point in time, a person's motives are all of equal strength.

Accepted Answer

A) True 
 B)False

Question 13

When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category, he or she will most likely engage in

Accepted Answer

A)  enduring purchase behavior. 
B)  routinized response behavior. 
C)  extended decision making. 
D)  impulse searching. 
E)  limited decision making. 
A)  enduring purchase behavior. 
B)  routinized response behavior. 
C)  extended decision making. 
D)  impulse searching. 
E)  limited decision making.

Question 14

According to Coleman's major social class categories, which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods, generally price sensitive, and is often very involved in children's school and sports activities?

Accepted Answer

A)  Lower class 
B)  Upper class 
C)  Middle class 
D)  Working class 
E)  First class 
A)  Lower class 
B)  Upper class 
C)  Middle class 
D)  Working class 
E)  First class

Question 15

Scenario 7.1 Use the following to answer the questions.
Consumers use information from many sources when making purchasing decisions, including information from friends and family members. One of the most dissatisfying consumer experiences is with auto repair. Aware of this, Kate has asked several of her friends and family members where they have their cars repaired, since she has experienced a problem starting her car when the weather is cold. Kate has heard that Skola's Auto Repair has reasonable prices, but it can be difficult to get an appointment. Steve, one of Kate's friends, had a very poor experience with Skola's. However, once he complained to them, they fixed the situation and now he prefers their auto repair shop over others.
Refer to Scenario 7.1. The change in Steve's behavior toward Skola's Auto Repair, caused by the company's response to his complaint, is a function of

Accepted Answer

A)  perception. 
B)  motivation. 
C)  attitudes. 
D)  learning. 
E)  influence. 
A)  perception. 
B)  motivation. 
C)  attitudes. 
D)  learning. 
E)  influence.

Question 16

An opinion leader provides information and is viewed as an authority on many spheres of interest for reference-group participants.

Accepted Answer

A) True 
 B)False

Question 17

Antonio is in the market for a new car. He believes that lately there have been more car ads than usual on TV. The need Antonio has is most likely driving which of the following phenomena?

Accepted Answer

A)  perception. 
B)  selective exposure. 
C)  selective distortion. 
D)  cognitive dissonance. 
E)  selective retention. 
A)  perception. 
B)  selective exposure. 
C)  selective distortion. 
D)  cognitive dissonance. 
E)  selective retention.

Question 18

All of the following are marketer-dominated sources of information except

Accepted Answer

A)  salespeople. 
B)  advertising. 
C)  packaging. 
D)  friends. 
E)  displays. 
A)  salespeople. 
B)  advertising. 
C)  packaging. 
D)  friends. 
E)  displays.

Question 19

An open aggregate of people with similar social ranking is referred to as a

Accepted Answer

A)  reference group. 
B)  social class. 
C)  role. 
D)  caste. 
E)  subculture. 
A)  reference group. 
B)  social class. 
C)  role. 
D)  caste. 
E)  subculture.

Question 20

Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team. The actions and activities associated with each of these positions constitute Carla's

Accepted Answer

A)  personality. 
B)  role. 
C)  motives. 
D)  beliefs. 
E)  lifestyle. 
A)  personality. 
B)  role. 
C)  motives. 
D)  beliefs. 
E)  lifestyle.

Situational influences would likely not affect a high school senior searching for a college or university to attend.

Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and thus will do some comparison shopping before making a purchase decision. Jenny is engaging in

A role consists of a set of actions and activities that a person in a particular position is expected to perform.

Claire is beginning to wonder if she has made the right decision about purchasing a new HP laptop after she sees a friend with a new Dell. Claire's doubt whether she made the right decision occurs during the ___________ of the buying decision process.

Monique reads through her e-mails containing advertisements for sweaters from H&M, purses from JCPenney, and tennis shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the recent tear in her own Reeboks. Monique has engaged in selective

The three major categories of influences on the consumer buying decision process are

Which of the following buying situations is most consistent with routinized response behavior?

Social surroundings during the purchase decision do not include the presence of a salesperson.

Motives always operate at a conscious level.

Jana now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ____ needs, appealing to sex appeal.

At a single point in time, a person's motives are all of equal strength.

When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category, he or she will most likely engage in

According to Coleman's major social class categories, which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods, generally price sensitive, and is often very involved in children's school and sports activities?

An opinion leader provides information and is viewed as an authority on many spheres of interest for reference-group participants.

Antonio is in the market for a new car. He believes that lately there have been more car ads than usual on TV. The need Antonio has is most likely driving which of the following phenomena?

All of the following are marketer-dominated sources of information except

An open aggregate of people with similar social ranking is referred to as a

Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team. The actions and activities associated with each of these positions constitute Carla's

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters

Exam 7: Consumer Buying Behavior

Situational influences would likely not affect a high school senior searching for a college or university to attend.

Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and thus will do some comparison shopping before making a purchase decision. Jenny is engaging in

A role consists of a set of actions and activities that a person in a particular position is expected to perform.

Claire is beginning to wonder if she has made the right decision about purchasing a new HP laptop after she sees a friend with a new Dell. Claire's doubt whether she made the right decision occurs during the ___________ of the buying decision process.

Monique reads through her e-mails containing advertisements for sweaters from H&M, purses from JCPenney, and tennis shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the recent tear in her own Reeboks. Monique has engaged in selective

The three major categories of influences on the consumer buying decision process are

Which of the following buying situations is most consistent with routinized response behavior?

Social surroundings during the purchase decision do not include the presence of a salesperson.

Motives always operate at a conscious level.

Jana now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ____ needs, appealing to sex appeal.

At a single point in time, a person's motives are all of equal strength.

When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category, he or she will most likely engage in

According to Coleman's major social class categories, which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods, generally price sensitive, and is often very involved in children's school and sports activities?

An opinion leader provides information and is viewed as an authority on many spheres of interest for reference-group participants.

Antonio is in the market for a new car. He believes that lately there have been more car ads than usual on TV. The need Antonio has is most likely driving which of the following phenomena?

All of the following are marketer-dominated sources of information except

An open aggregate of people with similar social ranking is referred to as a

Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team. The actions and activities associated with each of these positions constitute Carla's

An Overview of Strategic Marketing

Planning, Implementing, and Evaluating Marketing Strategies

The Marketing Environment

Social Responsibility and Ethics in Marketing

Marketing Research and Information Systems

Target Markets, Segmentation and Evaluation

Business Markets and Buying Behavior

Reaching Global Markets

Digital Marketing and Social Networking

Product Concepts, Branding, and Packaging

Developing and Managing Products

Services Marketing

Marketing Channels and Supply Chain Management

Retailing, Direct Marketing and Wholesaling

Integrated Marketing Communications

Advertising and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Setting Prices

Filters