Question 1

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. The change in Steve's behavior toward Skola's Auto Repair, caused by the company's response to his complaint, is a function of

Accepted Answer

A) perception. 
B) motivation. 
C) attitudes. 
D) learning. 
E) influence.

Question 2

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 3

Product availability plays a major role in the purchase stage. If the highest-ranked product is unavailable, the consumer will most likely purchase the brand ranked second.

Accepted Answer

A) True 
 B)False

Question 4

Learning associated with purchase behavior is not particularly affected by reinforcement.

Accepted Answer

A) True 
 B)False

Question 5

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 decision making. 
C) limited decision making. 
D) situational perception. 
E) enduring involvement.

Question 6

When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely engage in ____ when deciding whether or not to purchase this new product.

Accepted Answer

A) extended decision making 
B) limited decision making 
C) situational solving behavior 
D) routinized response behavior 
E) automatic processing behavior

Question 7

Why is it important for marketers to recognize the stages that a consumer goes through in making a purchase decision?

Accepted Answer

The answer of Why is it important for marketers to...

Question 8

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

Accepted Answer

A) exposure. 
B) distortion. 
C) retention. 
D) information. 
E) organization.

Question 9

​High school seniors who are trying to decide which college to attend; and newlyweds looking to buy their first home exhibit the same behavior with respect to their level of involvement in their buying process. Which of the following best describes this common buying behavior?

Accepted Answer

A) Impulse buying behavior 
B) Reasoned purchasing behavior 
C) Extended problem solving behavior 
D) Routinized response behavior 
E) Rationalized response behavior

Question 10

Perception is a process in which an individual selects, organizes, and interprets information received through the sense organs.

Accepted Answer

A) True 
 B)False

Question 11

​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

Question 12

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 13

In Maslow's hierarchy of needs, the most fundamental need is safety.

Accepted Answer

A) True 
 B)False

Question 14

Compare and contrast the three major influences on the consumer's decision-making processes.

Accepted Answer

The answer of Compare and contrast the three major influences...

Question 15

Luis likes shopping at Stein Mart, a discount department store, because he likes the prices, products, and services the store provides. His selection of this store as a regular stop when shopping is influenced by ____ motives.

Accepted Answer

A) self-concept 
B) self-image 
C) projective 
D) depth 
E) patronage

Question 16

Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of consumers have strong negative attitudes toward it.

Accepted Answer

A) True 
 B)False

Question 17

A buyer's actions at any point in time are affected by one major motive.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Salina is shopping for low-calorie frozen dinners to take to work for lunch. Salina has always been mindful of the total calories and the number of fat grams in these dinners. However, after reading an article about the high sodium counts in frozen meals and the maximum grams of sodium a woman should eat daily, she now pays attention to the sodium as well. The changes in Salina's thought processes and behavior caused by this information is called

Accepted Answer

A) learning. 
B) attitude formation. 
C) patronage motives. 
D) personality. 
E) motivation.

Question 20

The development of a person's self-concept is a function of

Accepted Answer

A) learning. 
B) psychological and social factors. 
C) reference groups and opinion leaders. 
D) roles and family influences. 
E) subcultures.

Exam 7: Consumer Buying Behavior

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

Product availability plays a major role in the purchase stage. If the highest-ranked product is unavailable, the consumer will most likely purchase the brand ranked second.

Learning associated with purchase behavior is not particularly affected by reinforcement.

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

When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely engage in ____ when deciding whether or not to purchase this new product.

Why is it important for marketers to recognize the stages that a consumer goes through in making a purchase decision?

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

​High school seniors who are trying to decide which college to attend; and newlyweds looking to buy their first home exhibit the same behavior with respect to their level of involvement in their buying process. Which of the following best describes this common buying behavior?

Perception is a process in which an individual selects, organizes, and interprets information received through the sense organs.

An attitude scale measures the

In Maslow's hierarchy of needs, the most fundamental need is safety.

Compare and contrast the three major influences on the consumer's decision-making processes.

Luis likes shopping at Stein Mart, a discount department store, because he likes the prices, products, and services the store provides. His selection of this store as a regular stop when shopping is influenced by ____ motives.

Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of consumers have strong negative attitudes toward it.

A buyer's actions at any point in time are affected by one major motive.

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

The development of a person's self-concept is a function of

High school seniors who are trying to decide which college to attend; and newlyweds looking to buy their first home exhibit the same behavior with respect to their level of involvement in their buying process. Which of the following best describes this common buying behavior?