Question 1

The choice of a seller may actually affect the final product selection during the purchase stage of the consumer buying decision process.

Accepted Answer

A) True 
 B)False

Question 2

Motives can affect the direction and intensity of behavior.

Accepted Answer

A) True 
 B)False

Question 3

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

Accepted Answer

A) True 
 B)False

Question 4

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. A dissatisfied Skola's Auto Repair customer told a friend about his experience. The friend has been a long-time Skola's customer and the next day, didn't remember what he told her. This is an example of

Accepted Answer

A)  perceptive perception. 
B)  selective exposure. 
C)  selective distortion. 
D)  receptive exposure. 
E)  selective retention. 
A)  perceptive perception. 
B)  selective exposure. 
C)  selective distortion. 
D)  receptive exposure. 
E)  selective retention.

Question 5

Consumers' buying decisions are not affected by other people.

Accepted Answer

A) True 
 B)False

Question 6

The three most widely recognized types of consumer decision making are

Accepted Answer

A)  limited problem solving, extended problem solving, and routinized response behavior. 
B)  extended problem solving, enduring problem solving, and situational decision making. 
C)  planned problem solving, impulse buying, and limited decision making. 
D)  internal problem solving, external problem solving, situational behavior. 
E)  responsive behavior, planned behavior, and impulsive decision making. 
A)  limited problem solving, extended problem solving, and routinized response behavior. 
B)  extended problem solving, enduring problem solving, and situational decision making. 
C)  planned problem solving, impulse buying, and limited decision making. 
D)  internal problem solving, external problem solving, situational behavior. 
E)  responsive behavior, planned behavior, and impulsive decision making.

Question 7

Which of the following statements regarding social class is true?

Accepted Answer

A)  A social class is a closed aggregate of people with similar social ranking. 
B)  The criteria used to group people into social classes do not vary from one culture to another. 
C)  A social class is an open aggregate of people with similar social ranking. 
D)  A social class is a ranking of people by other members of society into positions of social respect. 
E)  A social class is an open aggregate of people with different social rankings. 
A)  A social class is a closed aggregate of people with similar social ranking. 
B)  The criteria used to group people into social classes do not vary from one culture to another. 
C)  A social class is an open aggregate of people with similar social ranking. 
D)  A social class is a ranking of people by other members of society into positions of social respect. 
E)  A social class is an open aggregate of people with different social rankings.

Question 8

For which of the following products would a consumer most likely use limited decision making?

Accepted Answer

A)  Detergent 
B)  Toothpaste 
C)  Automobile 
D)  Hair dryer 
E)  Washing machine 
A)  Detergent 
B)  Toothpaste 
C)  Automobile 
D)  Hair dryer 
E)  Washing machine

Question 9

What stage of the consumer buying decision process comes after problem recognition?

Accepted Answer

A)  selective exposure 
B)  psychological analysis 
C)  evaluation of alternatives 
D)  evaluation of the problem 
E)  information search 
A)  selective exposure 
B)  psychological analysis 
C)  evaluation of alternatives 
D)  evaluation of the problem 
E)  information search

Question 10

Psychological influences that determine where a person purchases products on a regular basis are called

Accepted Answer

A)  convenience responses. 
B)  patronage motives. 
C)  shopping motives. 
D)  pattern responses. 
E)  routine decisions. 
A)  convenience responses. 
B)  patronage motives. 
C)  shopping motives. 
D)  pattern responses. 
E)  routine decisions.

Question 11

Melanie prefers to shop at Target for most of her household needs even though the same products and brands are available at Kmart. She prefers the service, location, and friendliness of the employees at Target. Melanie's reasons that influence her decision to shop at Target are called

Accepted Answer

A)  social needs. 
B)  learning processes. 
C)  patronage motives. 
D)  product attitudes. 
E)  retailer attitudes. 
A)  social needs. 
B)  learning processes. 
C)  patronage motives. 
D)  product attitudes. 
E)  retailer attitudes.

Question 12

Compare and contrast the three major ethnic subcultures in the United States.

Accepted Answer

U.S. marketers focus on three major ethn

Question 13

Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

Accepted Answer

A) True 
 B)False

Question 14

The U.S. Army recruits soldiers based on the slogan, "Army Strong," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs?

Accepted Answer

A)  Safety 
B)  Esteem 
C)  Self-actualization 
D)  Physiological 
E)  Social 
A)  Safety 
B)  Esteem 
C)  Self-actualization 
D)  Physiological 
E)  Social

Question 15

Tiffany was surprised at work today with a cash bonus. As the account executives were preparing to leave the office, their district manager distributed $100 bills and thanked everyone for their efforts. Tiffany was incredibly surprised -she had no idea the company would hand out cash as an incentive or reward. She's wanted a certain pair of shoes she saw at the store but couldn't really justify the purchase. However, since she's received this unexpected cash bonus, Tiffany decides to stop by the shoe store after work to purchase the shoes. Tiffany's purchasing decision is influenced by which category of situational factors?

Accepted Answer

A)  Her mood and condition 
B)  Social surroundings 
C)  Time perspective 
D)  Physical surroundings 
A)  Her mood and condition 
B)  Social surroundings 
C)  Time perspective 
D)  Physical surroundings

Question 16

You commute a long distance to get to work every day, and the cost of gasoline is putting a strain on your personal finances. You realize that you need to look at buying a new car that gets better gas mileage, or that doesn't run on gasoline at all. In terms of the traditional consumer buying decision process, you are currently in the ___________ stage, and you are about to enter the ___________ stage.

Accepted Answer

A)  problem recognition; purchase 
B)  evaluation of alternatives; information search 
C)  evaluation of alternatives; purchase 
D)  problem recognition; information search 
E)  information search; purchase 
A)  problem recognition; purchase 
B)  evaluation of alternatives; information search 
C)  evaluation of alternatives; purchase 
D)  problem recognition; information search 
E)  information search; purchase

Question 17

What is Maslow's hierarchy of needs? How does it apply to the consumer buying decision process?

Accepted Answer

Abraham Maslow, an American psychologist

Question 18

Social classes are referred to as open aggregates of individuals because people can move into and out of them.

Accepted Answer

A) True 
 B)False

Question 19

Max recently purchased a Ford F150 truck and has owned it for about a week. Earlier in the day, he received a call from Dane, the sales representative who sold him the truck. Dane called to check to see whether Max had any questions or problems with the truck and if he had learned how to navigate all the bells and whistles. Dane also reminded Max about how Ford is highly regarded as one of the best automobile brands and that the Ford truck is the #1 truck brand in the United States. What phenomenon is Dane trying to prevent by contacting her customer?

Accepted Answer

A)  cognitive dissonance 
B)  postpurchase negative word-of-mouth 
C)  consumer disengagement 
D)  purchasing effect 
A)  cognitive dissonance 
B)  postpurchase negative word-of-mouth 
C)  consumer disengagement 
D)  purchasing effect

Question 20

A major part of perception involves information processing.

Accepted Answer

A) True 
 B)False

The choice of a seller may actually affect the final product selection during the purchase stage of the consumer buying decision process.

Motives can affect the direction and intensity of behavior.

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

Consumers' buying decisions are not affected by other people.

The three most widely recognized types of consumer decision making are

Which of the following statements regarding social class is true?

For which of the following products would a consumer most likely use limited decision making?

What stage of the consumer buying decision process comes after problem recognition?

Psychological influences that determine where a person purchases products on a regular basis are called

Melanie prefers to shop at Target for most of her household needs even though the same products and brands are available at Kmart. She prefers the service, location, and friendliness of the employees at Target. Melanie's reasons that influence her decision to shop at Target are called

Compare and contrast the three major ethnic subcultures in the United States.

Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

The U.S. Army recruits soldiers based on the slogan, "Army Strong," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs?

What is Maslow's hierarchy of needs? How does it apply to the consumer buying decision process?

Social classes are referred to as open aggregates of individuals because people can move into and out of them.

A major part of perception involves information processing.

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

The choice of a seller may actually affect the final product selection during the purchase stage of the consumer buying decision process.

Motives can affect the direction and intensity of behavior.

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

Consumers' buying decisions are not affected by other people.

The three most widely recognized types of consumer decision making are

Which of the following statements regarding social class is true?

For which of the following products would a consumer most likely use limited decision making?

What stage of the consumer buying decision process comes after problem recognition?

Psychological influences that determine where a person purchases products on a regular basis are called

Melanie prefers to shop at Target for most of her household needs even though the same products and brands are available at Kmart. She prefers the service, location, and friendliness of the employees at Target. Melanie's reasons that influence her decision to shop at Target are called

Compare and contrast the three major ethnic subcultures in the United States.

Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

The U.S. Army recruits soldiers based on the slogan, "Army Strong," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs?

What is Maslow's hierarchy of needs? How does it apply to the consumer buying decision process?

Social classes are referred to as open aggregates of individuals because people can move into and out of them.

A major part of perception involves information processing.

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