Deck 4: Consumer Behaviour

Question 1

According to Kurt Lewin's theory of consumer behaviour, what interacts with personal factors to create the function of consumer behaviour?

A) perception
B) learning
C) attitudes
D) interpersonal influences

Answer 1

D

Question 2

What are the values and behaviours that groups establish and deem appropriate for their members called?

A) group rules
B) group norms
C) group ideals
D) group behaviours

Answer 2

B

Question 3

What type of market would experience problems by a shift in cultural values away from accumulating material possessions to spending time with family and friends?

A) travel services
B) luxury cars
C) provincial parks and picnic areas
D) children's games and toys

Answer 3

B

Question 4

Which of the following is an interpersonal influence on consumer behaviour?

A) one's attitude
B) one's perception
C) one's family
D) one's self-concept

Question 5

Samir plans to buy a car and discusses the purchase with his parents.What is their influence on this buying decision considered?

A) impersonal influence
B) interpersonal influence
C) personal influence
D) institutional influence

Question 6

Rachael, an advertising executive, shops for clothing at a trendy store in town.The sales associate shows her the latest styles in bright prints and bold colours.Despite the fact that these are the styles worn at her office, she rejects them and purchases a wardrobe in neutrals and black.What type of influence has MOST likely driven Rachael's decision?

A) impersonal
B) interpersonal
C) personal
D) institutional

Question 7

Which of the following statements best describes the South-Asian Canadian group?

A) South Asians are the largest cultural group in Canada.
B) The largest number lives in Vancouver.
C) South Asians tend to associate more with their own sub-ethnic group.
D) The majority of South Asians in Canada are elderly.

Question 8

Which of the following is an example of a core value in Canadian culture?

A) peace and order
B) importance of team spirit
C) dignity of the elderly
D) importance of personal achievement

Question 9

Which of the following circumstances is NOT an example of consumer behaviour?

A) buying a new car
B) buying a new home theatre system
C) deciding on a college or university
D) purchasing a new computer system for work

Question 10

What is the broadest environmental determinant of consumer behaviour?

A) folklore
B) tradition
C) culture
D) status

Question 11

What is the second largest cultural group in Canada, which represents 4.0 percent of the population?

A) South-Asian Canadians
B) Hispanic Canadians
C) Filipino Canadians
D) Black Canadians

Question 12

According to Statistics Canada, roughly what portion of Canadians will belong to a group that classifies itself as a visible minority by 2031?

A) 21-24%
B) 29 - 32%
C) 35 - 39%
D) 16 - 19%

Question 13

What is a heightened appreciation for quality of life an example of in Canadian culture?

A) considerations involved in the formation of family groups
B) objectives not necessarily reached by even a minority of people
C) buying activities related to and based in institutionalism
D) core values in Canadian culture

Question 14

Who are cultural differences particularly important to?

A) firms marketing internationally
B) not-for-profit organizations
C) firms marketing to a specific target market in a single city
D) firms marketing locally

Question 15

What theory suggested that marketing campaigns for French Canadians would be more successful if they were designed specifically for the Quebec market?

A) the microculture theory
B) the twin beds theory
C) the social stratification theory
D) the separatist theory

Question 16

According to psychologist Kurt Lewin, what facilitates understanding consumer behaviour?

A) individual learning levels and massive group power
B) personal influences and the influences of others
C) attitudes and perceptions
D) reference groups and personal inferences

Question 17

Only by the 1980s and 1990s did the Canadian population accept interracial marriages.What is this an example of?

A) how slowly cultural values change
B) a lack of regard for other cultures
C) a willingness to sacrifice individualism
D) the desire for wealth accumulation

Question 18

What does consumer behaviour refer to?

A) organizational purchase decision-making behaviour
B) customer spending patterns
C) post-purchase decision-making behaviour
D) the ultimate buyer decision-making process

Question 19

What are values, beliefs, and tastes handed down from one generation to the next called?

A) role
B) culture
C) status
D) psychometry

Question 20

Within the existing Canadian culture, what are Orthodox Jews who purchase and consume only kosher foods an example of?

A) a status group
B) a social influence
C) a microculture
D) a geographic community

Question 21

According to Maslow, what need fulfillment do not-for-profit organizations target when looking for donors?

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

Question 22

What is the imbalance between a consumer's actual and desired states called?

A) a need
B) an attitude
C) a motive
D) a self-concept

Question 23

Which of the following is NOT categorized as a spouse's role in purchasing decisions?

A) the syncratic role
B) the husband-dominated role
C) the opinion leader role
D) the autonomic role

Question 24

Which of the following are characteristics that determine social-class rankings?

A) occupation and income
B) cultural background and religious denomination
C) geographic location and family size
D) birth order and personal beliefs

Question 25

According to Maslow, what need is attempting to be met by joining a local bowling league for social interaction?

A) self-actualization
B) belongingness
C) esteem
D) safety

Question 26

What level of Maslow's hierarchy of needs is a person who is satisfying the MOST basic level of needs operating at?

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

Question 27

A newly married modern couple is looking to rent an apartment.Both of them work in different cities and need to decide in which city they will start to look for the apartment.What kind of a decision is this likely to be?

A) syncratic
B) husband-dominant
C) wife-dominant
D) autonomic

Question 28

What is the tendency of opinion leaders?

A) to have basic core values that change
B) to purchase products before other consumers
C) to have above-average income
D) to avoid extended problem-solving behaviour

Question 29

What purchasing behaviour concept is peer pressure closely related to?

A) cognitive dissonance
B) opinion leaders
C) cultural influences
D) Asch phenomenon

Question 30

What is included in the personal determinants of consumer behaviour?

A) the culture in which a person is raised
B) the individual's needs and motives
C) the family to which one belongs
D) the society from which one comes from

Question 31

What is the relative position of an individual within a group called?

A) cultural assimilation
B) a role
C) status
D) the Asch phenomenon

Question 32

What does the Asch phenomenon state about individuals?

A) They will follow their personal influences much more closely than any other influence.
B) They will follow the majority opinion even if it contradicts the individual's beliefs.
C) They will purchase products that maintain a positive looking-glass self.
D) They will avoid extended problem-solving behaviour.

Question 33

Helene, an industrial sales representative, made sure her company car was equipped with OnStar in case she ever had car trouble or got lost while travelling between appointments.What level of Maslow's hierarchy of needs is Helene addressing?

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

Question 34

What type of need includes the need for fulfillment, realizing one's own potential, and fully using one's talents and capabilities?

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

Question 35

According to Maslow, which of the following characteristics of a country provides marketers with the greatest opportunities to fill higher needs?

A) a food shortage
B) a limited police force
C) a high standard of living
D) a high need for clean water

Question 36

When do reference groups have a greater impact on the purchasing decision?

A) when the consumer is already established as the opinion leader in the group
B) when the purchase is hard to recognize or see by the group
C) when the purchase is unique and conspicuous
D) when the product is common

Question 37

What is created by motives that are an inner state that directs a person?

A) equilibrium between the actual and desired states
B) excitement in attaining the need satisfaction
C) equity between the cost and benefits of the need satisfaction
D) energy to participate in the limited problem-solving process

Question 38

What role are spouses taking when they independently make an equal number of decisions about product purchases?

A) syncratic
B) dominant fashion
C) autonomic
D) dependent

Question 39

A marketing campaign, featuring celebrity Lance Armstrong, promotes the campaign slogan "Together We Can Prevail." What category in Maslow's hierarchy of needs is addressed by the use of the celebrity?

A) esteem
B) belongingness
C) safety
D) physiological

Question 40

Which of the following product purchases would reference-group influences MOST likely have the greatest impact on?

A) double mattress
B) luxury car
C) new dental floss
D) black shoe polish

Question 41

John quickly mutes his television every time a commercial comes on.What is this an example of?

A) closure
B) subliminal advertising
C) a perceptual screen
D) cognitive dissonance

Question 42

What is one of the ways in which marketers can attempt to affect the outcome of the alternative evaluation stage of the consumer decision-making process?

A) trying to get consumers to expand their evoked sets to include their product
B) attempting to convince consumers that a competing brand does not meet their criteria
C) providing persuasive evidence about their products in a useful format
D) helping consumers to identify potential problems or needs

Question 43

What component of attitude is being altered by an advertisement that creates warm feelings of goodwill toward the advertiser and its products?

A) cognitive
B) behavioural
C) traditional
D) affective

Question 44

Which of the following is a characteristic of the evaluative criteria used by consumers in the decision-making process?

A) It is set aside if the consumer finds a better means of making the purchase decision.
B) It identifies alternative brands for consideration and possible purchase.
C) It occurs during the first stage of the decision process.
D) It includes objective facts or subjective opinions about the alternatives.

Question 45

What are purchase decisions that have a potentially high level of social or economic consequences known as?

A) low time and effort involvement
B) low-involvement.
C) high-involvement
D) single-person involvement

Question 46

Which of the following wouldMOST likely break through a person's perceptual screen?

A) newspaper ad featuring white type on a black background
B) black-and-white classified ad
C) reducing the size of an ad
D) using fewer colours in an ad

Question 47

What happens to the consumer during the search step of the consumer decision process?

A) The consumer realizes it's time to make a change from the present situation.
B) The consumer develops a set of evaluative criteria to guide the purchase decision.
C) The consumer notices favourable, word-of-mouth communication about the product.
D) The consumer gathers information about the attainment of a desired state of affairs.

Question 48

In the learning process, what is reinforcement?

A) the immediate expected change in behaviour as a result of experience
B) the reduction in drive that results from a proper response
C) an individual's reaction to a set of cues
D) any strong stimulus that impels action

Question 49

In the area of self-concept theory, what is the real self?

A) the way the individual views himself or herself
B) the way the individual thinks other people see him or her
C) the individual's personal set of objectives to which he or she aspires
D) an objective view of the total person

Question 50

Which of the following best characterizes virtual reality?

A) the transmission of marketing information in a three-dimensional fashion
B) the least effective method for advertising high-priced products
C) the only way that automobile dealerships can sell cars online
D) the perception that consumers can be better satisfied by purchasing products online

Question 51

What does the invention of digital video recording (DVR) technology make it easier for consumers to use?

A) their subliminal perception
B) their perceptual screens
C) their learning processes
D) their cognitive dissonance

Question 52

Which of the following is NOT a stimulus factor?

A) a motivation of an individual
B) a large house
C) a heavy car
D) a spherical decoration

Question 53

What is the meaning that a person attributes to incoming stimuli gathered through the five senses called?

A) self-concept
B) attitude
C) perception
D) culture

Question 54

Which of the following describes the looking-glass self?

A) It is an objective view of oneself.
B) It often differs from self-image because people may choose to project a different image to others.
C) It is usually the same as the ideal self because most people want others to perceive them as successful.
D) It is a personal view of how a person wants to be.

Question 55

Food manufacturers often set up tables in grocery stores where customers can sample featured products.What component of attitude does this type of promotion try to influence?

A) behavioural
B) rational
C) cognitive
D) affective

Question 56

What products typically require high-involvement decisions?

A) inexpensive and rarely purchased products
B) inexpensive and frequently purchased products
C) expensive and relatively simple products
D) expensive and complicated products

Question 57

What is term for the number of alternatives a consumer actually considers in making a purchase decision?

A) the evoked set
B) customer options
C) evaluative criteria
D) cognitive choices

Question 58

What does the cognitive component of attitude refer to?

A) the measure of an emotional reaction to a concept
B) the fact that an individual will tend to behave in a particular manner towards a concept
C) the individual's knowledge and information about an object or concept
D) the speed with which one learns information about an object

Question 59

Which of the following describes the situation that people are likely to buy products they believe will move them towards their desired image?

A) their real self
B) their looking-glass self
C) their model self
D) their ideal self

Question 60

A business sends one coupon to consumers that have purchased in the past.What is this an example of?

A) a marketer trying to revive a failing product
B) shaping
C) subliminal advertising
D) reinforcement

Question 61

The act of deciding to buy goods and services for one's personal use or a business is considered consumer behaviour.

Question 62

When a product is unique or difficult to categorize, what is the thought process involved in a purchase decision known as?

A) research analysis
B) extensive analysis buying
C) limited problem solving
D) extended problem solving

Question 63

How can marketers attempt to shape the outcome of the post-purchase evaluation?

A) by helping consumers to identify potential problems or needs
B) by offering personal assistance with any problem experienced with the product
C) by attempting to convince consumers that a competing brand does not meet their criteria
D) by trying to get consumers to expand their evoked sets to include their product

Question 64

A hurricane has destroyed a small town and now the inhabitants have nothing.According to Maslow, what are the inhabitants MOST likely to seek next?

A) a tent
B) medicine
C) a working automobile
D) a blowdryer

Question 65

Culture is the narrowest interpersonal determinant of consumer behaviour.

Question 66

When is cognitive dissonance MOST likely to occur?

A) during the pre-purchase stage
B) decreases if the product does not have the desired features
C) when there is a balance between attitudes, beliefs, and knowledge
D) as the cost and complexity of the purchase increases

Question 67

Consumer behaviour refers to the process of ultimate buyers making purchasing decisions.

Question 68

A new brand is introduced into an array of familiar brands for which a consumer has previously set evaluative criteria.What might be the result of this introduction?

A) limited problem solving
B) extended problem solving
C) a routinized response
D) brand evaluation

Question 69

How can marketers influence the outcome of the evaluation stage of the consumer purchase decision process?

A) by attempting to convince consumers that certain attributes are more important than others in deciding which product to buy from among an array of them
B) by identifying which evaluative criteria are important to the individual and pointing out which brand best meets those criteria
C) by trying to get the customer to reduce the size of the evoked set to exclude many of the choices
D) by attempting to convince the consumer to spend more than was budgeted for the purchase to acquire more features he or she might prefer

Question 70

What is the term for product features a consumer considers when choosing among alternatives?

A) appraisal standards
B) evaluative criteria
C) assessment parameters
D) selection rules

Question 71

The only inputs that affect a consumer's purchasing decisions are those provided by his or her psychological makeup.

Question 72

To better understand how consumers make buying decisions, marketers borrow extensively from the sciences of physics and biology.

Question 73

At which stage of the consumer decision-making process might cognitive dissonance occur?

A) search
B) evaluation
C) purchase decision and purchase act
D) post-purchase evaluation

Question 74

Generally speaking, human behaviour is primarily a function of pressures exerted by outside environmental forces on the individual.

Question 75

Which of the following is the easiest for a marketer to accomplish regarding a product?

A) Change an unfavourable to a favourable attitude
B) Maintain a positive attitude
C) Change a positive to a more positive attitude
D) Maintain a need

Question 76

Which of the following consumer problem-solving behaviours requires the LEAST effort?

A) extended problem solving
B) limited problem solving
C) routinized response behaviour
D) impulsive buying

Question 77

What does the post-purchase evaluation of the consumer decision process attempt to measure?

A) the selling success experienced by the vendor
B) the follow-up effectiveness of the firm
C) the consumer satisfaction with the purchase
D) the advertising influence on the purchase

Question 78

Culture can be defined as values, beliefs, preferences, and tastes that are handed down from one generation to the next.

Question 79

Kurt Lewin's model of human behaviour defines behaviour as a function of the interaction of personal influences and the pressures exerted on them by outside environmental forces.

Question 80

What is the anxiety that consumers begin to feel when they are dissatisfied with a product or service recently purchased called?

A) cognitive dissonance
B) post-purchase regret
C) product re-evaluation
D) purchase rejection