Deck 6: Consumer Behavior

Question 1

Culture refers to the values,beliefs,preferences,and tastes that are handed down from one generation to the next.

Answer 1

True

Question 2

Kurt Lewin's theory of human behavior defines behavior as a function of the interactions of personal influences and pressures exerted by external environmental forces.

Answer 2

True

Question 3

According to Kurt Lewin's theory of human behavior,the personal factors affecting consumer behavior are one's attitudes,learning,and perception.

Answer 3

True

Question 4

The basic core values of a culture are highly dynamic and flexible.

Question 5

The American population is becoming increasingly homogenous as the ethnic and racial minority groups are adopting the U.S.culture through acculturation.

Question 6

Dale and Lisa,ranchers from Wyoming,found that the meat of their large,slow-growing hogs were not selling in American grocery stores.However,the animals command premium prices in Japan where the meat is enjoyed for its flavor and fat content.The purchasing influence they are experiencing is a cultural influence.

Question 7

The increase in the Hispanic population is fueled by a sharp rise in births.

Question 8

Culture is the broadest interpersonal determinant of consumer behavior.

Question 9

It was not until the introduction of the Chevrolet Nova in Mexico that marketers realized "no va" in Spanish means "won't go." This linguistic error demonstrates how Chevrolet overlooked cultural differences in its product introduction.

Question 10

The baby boomer generation is most adept at learning and using rapidly changing communications technology.

Question 11

The core values of American culture include work ethic and the desire to accumulate wealth.

Question 12

Consumer behavior refers to the process through which ultimate buyers make their purchase decisions.

Question 13

Marketing strategies that prove successful in one country are invariably applied successfully in international markets as well.

Question 14

Subcultures are groups within a larger culture that have their own distinct modes of behavior.

Question 15

All Hispanics speak the single universal form of Spanish.

Question 16

The three largest and fastest-growing U.S.ethnic subcultures are Hispanic Americans,African Americans,and Asian Americans.

Question 17

Human behavior is solely a function of pressures exerted by external environmental forces on the individual.

Question 18

Understanding of differences among subcultures is essential for developing effective marketing strategies.

Question 19

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

Question 20

The Hispanic American population is not a single homogeneous group,but a composite of a number of culturally distinct groups.

Question 21

Group membership influences an individual's purchase decisions and behavior in both overt and subtle ways.

Question 22

The Asian American subculture consists of numerous ethnic groups,each of which brings its own language,religion,and values to the marketplace.

Question 23

The influence of reference groups is more significant in case of children,when compared to adults.

Question 24

African Americans are part of every economic group in the United States.

Question 25

Groups whose value structures and standards influence a person's behavior are known as reference groups.

Question 26

The buying behaviors exhibited by members of the different classes are homogeneous and exclusive.

Question 27

Social class has rankings determined by income,occupation,education,family background,and location of residence.

Question 28

Social class is determined by the sole criterion of income.

Question 29

If a middle manager buys a SAAB automobile because several top executives in the firm own SAABs,this demonstrates the influence of membership groups.

Question 30

A reference group's influence on the purchasing decision of a member is often greater when the product is more conspicuous and not commonly owned.

Question 31

Opinion leaders are the first consumers to try new products and then share their experience by word of mouth.

Question 32

African Americans possess buying power that nearly equals Hispanics in the United States.

Question 33

Opinion leaders rise to prominence because of their interest and expertise in certain products.

Question 34

The buying behavior of an individual in a group is not only affected by the norms of the group,but also by that individual's role and status within the group.

Question 35

While cultural and family influences significantly affect consumer behavior,the influence of reference groups on consumer behavior tends to be minimal,especially for children.

Question 36

Well-known luxury retailers offer unique or prestigious products at price ranges slightly lower than their premium brands to attract middle-class consumers aspiring to the upper-class.

Question 37

Individuals who aspire to become members of a certain group most often adopt its standards of behavior and values.

Question 38

Chris decides to proceed with a majority decision,even though the decision goes against his beliefs.Chris is exhibiting the Asch phenomenon in this scenario.

Question 39

Syncratic role is seen when partners independently make an equal number of purchase decisions.

Question 40

Groups do not intentionally create formal roles,nor do they ever have expectations that roles and statuses will develop within their membership.

Question 41

According to Maslow's hierarchy of needs,some people fixate on a need and fail to move beyond it.

Question 42

The cognitive component of attitude essentially deals with feelings or emotional reactions.

Question 43

According to Maslow's hierarchy of needs,the desire to accomplish,achieve,and command respect is a safety need.

Question 44

Brand loyalty is valued by marketers as it not only ensures that the consumer purchases the product but it also acts as a buffer against competitive messages getting to the consumer.

Question 45

Attitudes of a person toward some object or idea are highly resistant to change.

Question 46

Closure refers to a person's tendency to be influenced by messages that close the gap between a product's real and perceived advantages.

Question 47

Subliminal advertising has proven to be successful in inducing the desired purchasing behavior in numerous experiments.

Question 48

Advertisements that utilize closure have a good chance of catching the attention of consumers as they try to complete the advertising message with a limited amount of stimuli.

Question 49

Aston decides to buy all electronic goods from a particular retailer because of his satisfactory past experiences with the retailer.Aston is exhibiting the affective component of attitude.

Question 50

Households with two wage earners are more likely than others to make joint purchasing decisions.

Question 51

Critics of Maslow pointed out that depending on the personal value system of an individual,he/she might skip the level of esteem needs and move directly toward self-actualization.

Question 52

Consumers with strong loyalties to certain products are more difficult to reach with competitive advertising.

Question 53

A person's perception of a product results solely from its physical characteristics such as size,color,shape,and weight.

Question 54

Maslow's hierarchy of needs begins with self-actualization needs and progresses to physiological needs at the highest level.

Question 55

Perception is the meaning a person attributes to incoming stimuli gathered through the senses of hearing,taste,smell,touch,and sight.

Question 56

Jacqueline plans to purchase a 40-inch flat-screen television.After reading Consumer Reports,comparing technologies and prices on the Internet,and talking with friends and family who have made similar purchases,Jacqueline makes her selection.The component of attitude that is most apparent in this situation is the cognitive component.

Question 57

Motives are inner states that direct a person toward the goal of satisfying a need.

Question 58

Marketers are finding new product opportunities with two-income families demanding goods and services that fill the need for convenience,health,safety,and time constraints.

Question 59

A life insurance salesperson explaining the benefits of a policy to both husband and wife in a two-income family is perceiving the adoption of the policy to be a syncratic purchase decision.

Question 60

A need is an imbalance between the consumer's actual and desired states.

Question 61

Repurchasing the same brand of detergent during each trip to the grocery store is an example of limited problem-solving behavior by a consumer.

Question 62

Kurt Lewin's theory of consumer behavior asserts that consumer behavior is a function of personal factors and their interaction with:

A) perceptual forces.
B) learning.
C) innate attitudes.
D) interpersonal influences.

Question 63

If 'B' represents consumer behavior,'I' represents interpersonal influences,'P' represents personal influences,and 'E' represents pressures exerted by outside environmental forces,Kurt Lewin's statement,rewritten to apply to consumer behavior,states that:

A) B = f (I,P).
B) P = f (B,P).
C) B = (I,E).
D) P = (I,E).

Question 64

The situation in which a consumer makes a purchase by rapidly choosing a preferred brand is referred to as limited problem solving.

Question 65

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

Question 66

The understanding of the consumer decision process can be used by marketers to change consumers' attitudes about their products.

Question 67

Marketers can attempt to change consumer attitudes by engaging them in new buying behavior.

Question 68

An evoked set is limited in case of an immediate need.

Question 69

The consumer decision process does not apply to low-involvement purchases.

Question 70

The self-image is the image to which an individual aspires and hence,it serves as a personal set of objectives.

Question 71

Consumers are most likely to exhibit routinized response behavior while purchasing low-involvement products.

Question 72

Over the past decade,the market for fresh spinach has increased dramatically.However,an outbreak of E.coli bacteria from certain spinach fields reduced spinach sales temporarily.The behavioral component of attitude was most likely affected by this event.

Question 73

The number of brands included in the evoked set may vary according to the situation and the person.

Question 74

A frequent-flyer program usually announced by airlines is a form of purchasing reinforcement.

Question 75

Cognitive dissonance is likely to increase when the purchase decision has a major effect on the buyer.

Question 76

A restaurant-owner who places signs along the interstate highway to advertise his service knows that the signs will act as a cue for hunger causing consumers to stop at the restaurant.

Question 77

The degree of external search increases as purchasing behavior moves from routine to limited to extended problem solving.

Question 78

Considerable external search for alternatives is typical when consumers are involved in extended problem solving.

Question 79

After purchasing a new oven and a cooking range,Martha was contacted by the store where she purchased the products.The salesperson inquired about the delivery,installation,and her overall satisfaction with the purchase.Such strategies employed by marketers help in reducing cognitive dissonance.

Question 80

When making purchasing decisions,consumers will most likely choose products that move them closer to their real self-images.