Question 1

A retailer using a marketscape theme gives consumers the opportunity to enter into a world of fantasy (such as one where the person becomes a virtual hunter, race car driver, or fashion model) as they shop.

Accepted Answer

A) True 
 B)False

Question 2

Tara was shopping for a new pair of shoes for work. The salesperson was very helpful and friendly, bringing Tara some styles she hadn't thought to try on but that she ended up really liking. Noticing Tara's University of Wisconsin tee-shirt, the salesperson said that she was a student there. Tara ended up buying three pairs of shoes rather than the one pair she had planned on. Tara's experience shows the effect of ________ on consumer behavior.

Accepted Answer

A)  salespeople 
B)  atmospherics 
C)  retail theming 
D)  reward power

Question 3

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________.

Accepted Answer

A)  pretailing 
B)  retail theming 
C)  shopping orientations 
D)  POP stimuli

Question 4

Reference groups influence consumers in three ways. Name these three ways and describe the nature of the influence upon the consumer.

Accepted Answer

The answer of Reference groups influence consumers in three ways....

Question 5

A temporal factor is one that reflects sense of time.

Accepted Answer

A) True 
 B)False

Question 6

A point-of-purchase stimuli is part of the purchase environment.

Accepted Answer

A) True 
 B)False

Question 7

A membership reference group is made up of idealized figures such as successful business people, athletes, or performers.

Accepted Answer

A) True 
 B)False

Question 8

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

Accepted Answer

A)  opinion group 
B)  demographic group 
C)  reference group 
D)  focus group

Question 9

The ________ a group is, the more likely members are to engage in social loafing.

Accepted Answer

A)  more homogeneous 
B)  smaller 
C)  bigger 
D)  less homogeneous

Question 10

Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions?

Accepted Answer

A)  Purchase decisions made by companies frequently involve many people. 
B)  Organizational and industrial products are often bought according to precise, technical specifications. 
C)  Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople. 
D)  Organizational purchase decisions tend to be riskier than individual consumer purchase decisions.

Question 11

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

Accepted Answer

A)  the nature of the organization 
B)  the buyer's willingness to take risks 
C)  the technological environment's impact on the organization 
D)  the economic environment's impact on the organization

Question 12

A person with social power has the ability to alter the actions of others.

Accepted Answer

A) True 
 B)False

Question 13

In a(n) ________, consumers participate in the production of the products or services they buy.

Accepted Answer

A)  pop-up store 
B)  minipreneur shop 
C)  activity store 
D)  sharing site

Question 14

According to exchange theory, what might occur if a salesperson interacts with an assertive consumer?

Accepted Answer

The answer of According to exchange theory, what might occur...

Question 15

A study found that women who engage in extensive information search and comparison shopping were most likely to select which of the following metaphors to express their perspective of time?

Accepted Answer

A)  Time is a pressure cooker. 
B)  Time is a river. 
C)  Time is a map. 
D)  Time is a feast.

Question 16

Time is viewed differently around the world. Discuss how time might be seen in different cultures.

Accepted Answer

The answer of Time is viewed differently around the world....

Question 17

Define the term reference group and explain the difference between a membership reference group and an aspirational reference group.

Accepted Answer

The answer of Define the term reference group and explain...

Question 18

The likelihood that people will become part of a consumer's membership reference group is affected by three factors. Name and briefly discuss each of these factors.

Accepted Answer

The answer of The likelihood that people will become part...

Question 19

Explain what is meant by a family identity. Then give two examples of how a family identity may be constructed.

Accepted Answer

The answer of Explain what is meant by a family...

Question 20

Why are modern industrialized societies dependent upon perceptions of time?

Accepted Answer

The answer of Why are modern industrialized societies dependent upon...

Exam 9: Group and Situational Effects on Consumer Behavior

A retailer using a marketscape theme gives consumers the opportunity to enter into a world of fantasy (such as one where the person becomes a virtual hunter, race car driver, or fashion model) as they shop.

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________.

Reference groups influence consumers in three ways. Name these three ways and describe the nature of the influence upon the consumer.

A temporal factor is one that reflects sense of time.

A point-of-purchase stimuli is part of the purchase environment.

A membership reference group is made up of idealized figures such as successful business people, athletes, or performers.

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

The ________ a group is, the more likely members are to engage in social loafing.

Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions?

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

A person with social power has the ability to alter the actions of others.

In a(n) ________, consumers participate in the production of the products or services they buy.

According to exchange theory, what might occur if a salesperson interacts with an assertive consumer?

A study found that women who engage in extensive information search and comparison shopping were most likely to select which of the following metaphors to express their perspective of time?

Time is viewed differently around the world. Discuss how time might be seen in different cultures.

Define the term reference group and explain the difference between a membership reference group and an aspirational reference group.

The likelihood that people will become part of a consumer's membership reference group is affected by three factors. Name and briefly discuss each of these factors.

Explain what is meant by a family identity. Then give two examples of how a family identity may be constructed.

Why are modern industrialized societies dependent upon perceptions of time?