Question 1

Which of the following statements about the consumer buying decision process is true?

Accepted Answer

A) Consumers progress through the five stages of this process for all limited problem-solving decisions. 
B) Although all of the steps in the process are used in all decision processes, the order tends to depend on the customer's level of involvement. 
C) The key element of the process that exists in all consumer buying decision processes is the purchase of the product. 
D) Once the purchase of a product has been made, the consumer buying decision process is complete. 
E) Consumers making limited problem-solving decisions may not go through all five steps of the process. 
A) Consumers progress through the five stages of this process for all limited problem-solving decisions. 
B) Although all of the steps in the process are used in all decision processes, the order tends to depend on the customer's level of involvement. 
C) The key element of the process that exists in all consumer buying decision processes is the purchase of the product. 
D) Once the purchase of a product has been made, the consumer buying decision process is complete. 
E) Consumers making limited problem-solving decisions may not go through all five steps of the process.

Question 2

A person's self-concept may affect whether the person buys a product in a particular product category, but it has little impact on brand selection.

Accepted Answer

A) True 
 B)False

Question 3

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 4

Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective.

Accepted Answer

A) True 
 B)False

Question 5

Changing people's attitudes toward a firm and its marketing program is

Accepted Answer

A) simple when advertisements are used. 
B) impossible, even if the firm uses advertisements. 
C) a long, expensive, and difficult task that may require extensive advertising campaigns. 
D) unnecessary, since consumer attitudes are of little importance. 
E) rarely attempted through the use of marketing practice. 
A) simple when advertisements are used. 
B) impossible, even if the firm uses advertisements. 
C) a long, expensive, and difficult task that may require extensive advertising campaigns. 
D) unnecessary, since consumer attitudes are of little importance. 
E) rarely attempted through the use of marketing practice.

Question 6

A salesperson at Best Buy tells Donovan that the Sony Notebook is one of the most reliable computer notebooks ever made. Donovan, however, has just heard about a second Sony recall for this model because of overheating. If Donovan engages in selective distortion, his most likely response will be to

Accepted Answer

A) buy the Sony. 
B) forget the information from the salesperson. 
C) ignore the recall as a fluke. 
D) focus on positive aspects of the Sony. 
E) cease shopping for a computer notebook at this time. 
A) buy the Sony. 
B) forget the information from the salesperson. 
C) ignore the recall as a fluke. 
D) focus on positive aspects of the Sony. 
E) cease shopping for a computer notebook at this time.

Question 7

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 8

Consumers' buying decisions are not affected by other people.

Accepted Answer

A) True 
 B)False

Question 9

The phenomenon of selective exposure is associated with perception.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

The answer of What is Maslow's hierarchy of needs? How...

Question 11

Chloe and Max are searching for a health club to join. This purchase will likely be affected by ____ involvement.

Accepted Answer

A) low 
B) internal 
C) enduring 
D) evoked 
E) perceived 
A) low 
B) internal 
C) enduring 
D) evoked 
E) perceived

Question 12

When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement. This principle is called

Accepted Answer

A) interpretation. 
B) completion. 
C) distortion. 
D) closure. 
E) linking. 
A) interpretation. 
B) completion. 
C) distortion. 
D) closure. 
E) linking.

Question 13

Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's needs for love and affection.

Accepted Answer

A) True 
 B)False

Question 14

Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ____ about Secret.

Accepted Answer

A) motive 
B) consideration set 
C) cognition 
D) attitude 
E) self-concept 
A) motive 
B) consideration set 
C) cognition 
D) attitude 
E) self-concept

Question 15

Consumers' purchasing decisions and brand decisions may be influenced strongly by reference groups.

Accepted Answer

A) True 
 B)False

Question 16

While shopping at a local grocery store, Taylor sees a display of his favorite brand of energy drink. He buys some to take home for the weekend. This purchase process would be described as

Accepted Answer

A) routinized response behavior. 
B) extended problem solving. 
C) limited problem solving. 
D) situational perception. 
E) enduring involvement. 
A) routinized response behavior. 
B) extended problem solving. 
C) limited problem solving. 
D) situational perception. 
E) enduring involvement.

Question 17

Compare and contrast the three major types of consumer problem-solving processes.

Accepted Answer

The three major types of consumer proble

Question 18

Jon's colleagues at work want to take a skiing trip. Jon grew up in Colorado and learned to ski as a young child so the group consults him about the best slopes and ski gear needed for the trip. Jon's role is that of an opinion leader.

Accepted Answer

A) True 
 B)False

Question 19

During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product?

Accepted Answer

A) Evaluation of alternatives 
B) Information search 
C) Source selection 
D) Purchase 
E) Problem recognition 
A) Evaluation of alternatives 
B) Information search 
C) Source selection 
D) Purchase 
E) Problem recognition

Question 20

The five major stages of the consumer buying decision process, in order, are

Accepted Answer

A) information search, establishment of product criteria, evaluation of alternatives, purchase, and postpurchase evaluation 
B) problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation. 
C) problem recognition, information search, evaluation of alternatives, postpurchase evaluation and purchase. 
D) information search, evaluation of alternatives, purchase, trial adoption period, and postpurchase evaluation. 
E) problem recognition, purchase, evaluation of alternatives, postpurchase evaluation, and rebuy. 
A) information search, establishment of product criteria, evaluation of alternatives, purchase, and postpurchase evaluation 
B) problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation. 
C) problem recognition, information search, evaluation of alternatives, postpurchase evaluation and purchase. 
D) information search, evaluation of alternatives, purchase, trial adoption period, and postpurchase evaluation. 
E) problem recognition, purchase, evaluation of alternatives, postpurchase evaluation, and rebuy.

Exam 7: Consumer Buying Behavior

Which of the following statements about the consumer buying decision process is true?

A person's self-concept may affect whether the person buys a product in a particular product category, but it has little impact on brand selection.

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

Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective.

Changing people's attitudes toward a firm and its marketing program is

A salesperson at Best Buy tells Donovan that the Sony Notebook is one of the most reliable computer notebooks ever made. Donovan, however, has just heard about a second Sony recall for this model because of overheating. If Donovan engages in selective distortion, his most likely response will be to

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.

Consumers' buying decisions are not affected by other people.

The phenomenon of selective exposure is associated with perception.

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

Chloe and Max are searching for a health club to join. This purchase will likely be affected by ____ involvement.

When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement. This principle is called

Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's needs for love and affection.

Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ____ about Secret.

Consumers' purchasing decisions and brand decisions may be influenced strongly by reference groups.

While shopping at a local grocery store, Taylor sees a display of his favorite brand of energy drink. He buys some to take home for the weekend. This purchase process would be described as

Compare and contrast the three major types of consumer problem-solving processes.

Jon's colleagues at work want to take a skiing trip. Jon grew up in Colorado and learned to ski as a young child so the group consults him about the best slopes and ski gear needed for the trip. Jon's role is that of an opinion leader.

During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product?

The five major stages of the consumer buying decision process, in order, are

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

Developing and Managing Products

Services Marketing

Branding and Packaging

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

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