Question 1

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 2

A person receives information inputs through the senses.

Accepted Answer

A) True 
 B)False

Question 3

Marketers often provide consumers with free samples, sometimes coupled with coupons, to help them gain experience with their products and facilitate consumer

Accepted Answer

A) patronage motives. 
B) attitudes. 
C) perception. 
D) distortion. 
E) learning. 
A) patronage motives. 
B) attitudes. 
C) perception. 
D) distortion. 
E) learning.

Question 4

Scenario 7.2 Use the following to answer the questions.Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan.
-Refer to Scenario 7.2. The fact that Alicia had remembered the gas mileage of the Toyota Sienna incorrectly is most likely an example of

Accepted Answer

A) selective expression. 
B) selective retention. 
C) perceptual extension. 
D) perceptual bias. 
E) selective distortion. 
A) selective expression. 
B) selective retention. 
C) perceptual extension. 
D) perceptual bias. 
E) selective distortion.

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

The values, knowledge, beliefs, customs, objects, and concepts of a society affect how people make purchasing decisions.

Accepted Answer

A) True 
 B)False

Question 7

Routinized response behavior is what a consumer does when

Accepted Answer

A) purchasing an unfamiliar product. 
B) buying frequently purchased, low-cost items that need little effort. 
C) an information search is extensive and may involve consulting with friends and family. 
D) buying products that require a moderate amount of time for information gathering and deliberation. 
E) he or she enters the problem recognition stage of the consumer buying decision process. 
A) purchasing an unfamiliar product. 
B) buying frequently purchased, low-cost items that need little effort. 
C) an information search is extensive and may involve consulting with friends and family. 
D) buying products that require a moderate amount of time for information gathering and deliberation. 
E) he or she enters the problem recognition stage of the consumer buying decision process.

Question 8

A consumer may receive a marketer's information and perceive it differently from the way the marketer intended.

Accepted Answer

A) True 
 B)False

Question 9

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ____ needs.

Accepted Answer

A) ego 
B) esteem 
C) self-actualization 
D) social 
E) safety 
A) ego 
B) esteem 
C) self-actualization 
D) social 
E) safety

Question 10

Asian Americans are the fastest growing and most affluent U.S. subculture, but with respect to buying behavior, Asians are generally not willing to pay more for distinct, well-known brands.

Accepted Answer

A) True 
 B)False

Question 11

Limited decision making is used when purchasing frequently bought, low-cost items needing very little decision effort.

Accepted Answer

A) True 
 B)False

Question 12

In what ways can situational influences affect the consumer buying decision process?

Accepted Answer

The buyer's moods like anger, anxiety, o

Question 13

Shane spends most of his free time participating in extreme sports and traveling to exotic locations with a group of close friends who share his interests and opinions about most things. This is a description of Shane's

Accepted Answer

A) self-concept. 
B) lifestyle. 
C) personality. 
D) attitudes. 
E) role. 
A) self-concept. 
B) lifestyle. 
C) personality. 
D) attitudes. 
E) role.

Question 14

The terms of sale (price, delivery, credit arrangements) are negotiated during the evaluation of alternatives stage of the consumer decision-making process.

Accepted Answer

A) True 
 B)False

Question 15

An electronics store puts a large screen TV, wired for surround sound, in a quiet corner of the store with couches and a rug, and plays a recently released movie. These actions give the display the look of a family room or den. The store is using the physical surroundings as a way to influence purchase decisions.

Accepted Answer

A) True 
 B)False

Question 16

Monique reads through her emails containing advertisements for sweaters from H&M, purses from JC Penney, 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 17

According to Maslow's hierarchy of needs,

Accepted Answer

A) individuals simultaneously try to satisfy all five levels of needs. 
B) self-actualization needs are the most important needs to be met for most individuals. 
C) individuals first address needs at the top of the pyramid and then move down to the lower level needs. 
D) levels of needs are different for everyone, and we all try to satisfy them in a different order. 
E) individuals first satisfy the most basic needs and then try to fulfill needs at the next level up. 
A) individuals simultaneously try to satisfy all five levels of needs. 
B) self-actualization needs are the most important needs to be met for most individuals. 
C) individuals first address needs at the top of the pyramid and then move down to the lower level needs. 
D) levels of needs are different for everyone, and we all try to satisfy them in a different order. 
E) individuals first satisfy the most basic needs and then try to fulfill needs at the next level up.

Question 18

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 19

Expecting ethical business behavior reflects our culture.

Accepted Answer

A) True 
 B)False

Question 20

An attitude is

Accepted Answer

A) an internal trait that makes a person unique. 
B) a set of actions that a person in a particular position is supposed to perform. 
C) a competence in performing activities. 
D) a person's behavior caused by information and experience. 
E) one's evaluation, feelings, and behavioral tendencies toward an object or idea. 
A) an internal trait that makes a person unique. 
B) a set of actions that a person in a particular position is supposed to perform. 
C) a competence in performing activities. 
D) a person's behavior caused by information and experience. 
E) one's evaluation, feelings, and behavioral tendencies toward an object or idea.

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

A person receives information inputs through the senses.

Marketers often provide consumers with free samples, sometimes coupled with coupons, to help them gain experience with their products and facilitate consumer

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

The values, knowledge, beliefs, customs, objects, and concepts of a society affect how people make purchasing decisions.

Routinized response behavior is what a consumer does when

A consumer may receive a marketer's information and perceive it differently from the way the marketer intended.

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ____ needs.

Asian Americans are the fastest growing and most affluent U.S. subculture, but with respect to buying behavior, Asians are generally not willing to pay more for distinct, well-known brands.

Limited decision making is used when purchasing frequently bought, low-cost items needing very little decision effort.

In what ways can situational influences affect the consumer buying decision process?

Shane spends most of his free time participating in extreme sports and traveling to exotic locations with a group of close friends who share his interests and opinions about most things. This is a description of Shane's

The terms of sale (price, delivery, credit arrangements) are negotiated during the evaluation of alternatives stage of the consumer decision-making process.

Monique reads through her emails containing advertisements for sweaters from H&M, purses from JC Penney, 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

According to Maslow's hierarchy of needs,

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.

Expecting ethical business behavior reflects our culture.

An attitude is

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

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

A person receives information inputs through the senses.

Marketers often provide consumers with free samples, sometimes coupled with coupons, to help them gain experience with their products and facilitate consumer

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

The values, knowledge, beliefs, customs, objects, and concepts of a society affect how people make purchasing decisions.

Routinized response behavior is what a consumer does when

A consumer may receive a marketer's information and perceive it differently from the way the marketer intended.

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ____ needs.

Asian Americans are the fastest growing and most affluent U.S. subculture, but with respect to buying behavior, Asians are generally not willing to pay more for distinct, well-known brands.

Limited decision making is used when purchasing frequently bought, low-cost items needing very little decision effort.

In what ways can situational influences affect the consumer buying decision process?

Shane spends most of his free time participating in extreme sports and traveling to exotic locations with a group of close friends who share his interests and opinions about most things. This is a description of Shane's

The terms of sale (price, delivery, credit arrangements) are negotiated during the evaluation of alternatives stage of the consumer decision-making process.

Monique reads through her emails containing advertisements for sweaters from H&M, purses from JC Penney, 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

According to Maslow's hierarchy of needs,

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.

Expecting ethical business behavior reflects our culture.

An attitude is

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