Question 1

Abercrombie & Fitch is developing a program to get to know its customers. Which of the following is not a reason why A&F needs to understand consumer buying behavior?

Accepted Answer

A)  Customers' reactions to marketing strategy can impact the firm's success. 
B)  All customers are the same when it comes to buying behavior. 
C)  A firm should create a marketing mix that satisfies customers. 
D)  It helps the marketer predict how consumers will respond to marketing strategies. 
E)  The marketing concept stresses that a firm should know its customers.

Question 2

A group of brands that a consumer views as alternatives for possible purchase is called a(n)

Accepted Answer

A)  evoked set. 
B)  awareness set. 
C)  inert set. 
D)  evaluative group. 
E)  evaluation criteria.

Question 3

Extended decision making is the type of consumer decision-making process that

Accepted Answer

A)  involves no conscious planning but rather a powerful and persistent urge to buy something. 
B)  is the most complex decision-making behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products. 
C)  requires a moderate amount of time for information gathering and search. 
D)  is the creation and maintenance of a collection of products that satisfy a person's needs and wants. 
E)  requires very little search-and-decision effort and is practiced when buying low-cost and frequently purchased products.

Question 4

A consumer's buying decisions are affected in part by the people around him or her. Such people and the forces they exert on an individual buyer are called

Accepted Answer

A)  motivational influences. 
B)  social influences. 
C)  roles. 
D)  personality influences. 
E)  cultural influences.

Question 5

A social class is a closed aggregate of individuals with similar social ranking.

Accepted Answer

A) True 
 B)False

Question 6

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.

Question 7

Selective exposure refers to

Accepted Answer

A)  targeting only certain parts of the total market. 
B)  admitting only certain inputs into consciousness. 
C)  the circumstances or conditions that exist when a consumer is making a purchase decision. 
D)  the process of selecting, organizing, and interpreting information inputs to produce meaning. 
E)  remembering inputs that support personal feelings and beliefs and forgetting those that do not.

Question 8

An attitude scale measures the

Accepted Answer

A)  strength of a buyer's need for a product. 
B)  buyer's level of information about a product. 
C)  amount of experience the buyer has had with the product. 
D)  intensity of a buyer's feelings toward a certain object. 
E)  intensity of a buyer's desire for the product.

Question 9

Time dimensions on the buying decision include how long it may take to become knowledgeable about a product.

Accepted Answer

A) True 
 B)False

Question 10

Tim is a marketing research consultant and specializes in qualitative research. He's a member of the Qualitative Research Association and enjoys attending regional and national meetings where he can meet other consultants and participate in workshops to improve his skills. Tim always finds one to two new books to purchase from the trade show and truly enjoys the chance to expand his knowledge base through these learning opportunities. He knows that this new knowledge will improve his capabilities to deliver the type of consultation his clients might desire and will enable him to effectively compete for work. Tim's attendance at these national meetings and his book purchases are motivated by his need of ________ , one of Maslow's hierarchy of needs.

Accepted Answer

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

Question 11

Assignment of meaning to organized information inputs is called

Accepted Answer

A)  motivation. 
B)  redefinition. 
C)  learning. 
D)  interpretation. 
E)  selection.

Question 12

The five categories of situational influences are

Accepted Answer

A)  product involvement level, physical surroundings, social surroundings, time perspective, and purchase reason. 
B)  antecedent states, physical surroundings, social surroundings, time perspective, and space dimensions. 
C)  social surroundings, physical surroundings, time pressures, purchase reason, and lifestyles. 
D)  purchase reason, time perspective, social surroundings, physical surroundings, and buyer's momentary mood. 
E)  store atmosphere, location, aromas, sounds, and lighting.

Question 13

Travis is a football enthusiast. He watches all the big games, collects football memorabilia, and knows everything there is to know about football history. His best friend Mike is not a football fan. However, he does enjoy watching the Super Bowl every year because of all the excitement. He even finds that he gets really into the game. Usually the Super Bowl is the only football game Mike watches, but he still looks forward to it every year. Travis has a(n) ____________ involvement with football, whereas Mike has more of a(n) _____________involvement.

Accepted Answer

A)  enduring; situational 
B)  enduring; dynamic 
C)  dynamic; situational 
D)  situational; dynamic 
E)  psychological; situational

Question 14

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

Accepted Answer

The answer of In what ways can situational influences affect...

Question 15

In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called

Accepted Answer

A)  selective inputs. 
B)  olfactory receptors. 
C)  information inputs. 
D)  perceptual motives. 
E)  psychological influences.

Question 16

A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to have several attributes. It must use plain paper, be able to make copies, be compatible with all other fax machines, and not require a separate phone line. The buyer has expressed his or her

Accepted Answer

A)  framing characteristics. 
B)  service characteristics. 
C)  consideration set. 
D)  evaluative criteria. 
E)  information search criteria.

Question 17

Lauren is completing her senior year of college and is living in an apartment with three friends. Her family has a subscription to Netflix, and Lauren is able to use the log-on ID and password while she's at college. Lauren does not have cable TV or satellite TV as she typically streams shows or movies that are available online for free or through Netflix. Several of Lauren's friends don't have a subscription to Netflix, so Lauren has given them her log-on ID and password so they can watch their shows. She doesn't mind sharing the Netflix subscription with her friends-what could it hurt? She has heard that the entertainment industry and Netflix are upset over people sharing their subscription to the streaming services in this way. Lauren's sharing of her family's Netflix subscription is an example of ________, which is estimated to cost the electronics and entertainment industries over $50 billion annually.

Accepted Answer

A)  consumer misbehavior 
B)  digital stealing 
C)  consumer copying 
D)  illegal sharing

Question 18

Marissa goes to Target to purchase school supplies for her two children. As she is approaching the checkout counter, she sees a vase she just has to have and buys it immediately. Marissa's purchase of the vase is an example of

Accepted Answer

A)  limited decision making. 
B)  impulse buying. 
C)  routinized response behavior. 
D)  addictive consumption. 
E)  situational involvement.

Question 19

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, which 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 its gas mileage was too low 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. Carlos' knowledge of the correct gas mileage is an example of the ____ component of his attitude toward the Toyota, while Alicia's feelings about the children in the commercial being happy in the Toyota van were an example of the ____ component of her attitude.

Accepted Answer

A)  cognitive; affective 
B)  cognitive; behavioral 
C)  affective; cognitive 
D)  affective; behavioral 
E)  behavioral; affective

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 7: Consumer Buying Behavior

Abercrombie & Fitch is developing a program to get to know its customers. Which of the following is not a reason why A&F needs to understand consumer buying behavior?

A group of brands that a consumer views as alternatives for possible purchase is called a(n)

Extended decision making is the type of consumer decision-making process that

A consumer's buying decisions are affected in part by the people around him or her. Such people and the forces they exert on an individual buyer are called

A social class is a closed aggregate of individuals with similar social ranking.

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

Selective exposure refers to

An attitude scale measures the

Time dimensions on the buying decision include how long it may take to become knowledgeable about a product.

Assignment of meaning to organized information inputs is called

The five categories of situational influences are

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

In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called

A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to have several attributes. It must use plain paper, be able to make copies, be compatible with all other fax machines, and not require a separate phone line. The buyer has expressed his or her

Marissa goes to Target to purchase school supplies for her two children. As she is approaching the checkout counter, she sees a vase she just has to have and buys it immediately. Marissa's purchase of the vase is an example of

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