Deck 10: Buying, Using, and Disposing

Question 1

A ________ includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel.

A) post-purchase process
B) purchase process
C) consumption situation
D) psychological situation

Answer 1

C

Question 2

A typical antecedent state is product disposal.

Answer 2

False

Question 3

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?

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

Answer 3

C

Question 4

The psychological dimension of time or how it is experienced is an important factor in what mathematical study?

A) polychromic activity
B) queuing theory
C) temporal tasking
D) physical metrics

Question 5

Wynona was impulsive. Her friends accused her of being calculating, but she thought of herself as simply an analytical thinker. She wanted what she wanted and tomorrow could take care of itself. Researchers would classify her as being a hedonic variety-seeker. Which of the following time metaphors would best capture Wynona's perspective of time?

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

Question 6

Allison Chewie felt she was always pressed for time; she was feeling ________.

A) time pressure
B) time poverty
C) psychological time
D) social time

Question 7

The perception of time is different in different cultures. It would likely be most accepted for employees to be paid by the hour in a culture with which of the following perceptions of time?

A) river
B) map
C) pressure cooker
D) mirror

Question 8

A ________ includes a buyer, a seller, and a product or service and other factors.

A) seller consumption
B) buyer consumption
C) consumption situation
D) none of the above

Question 9

Which of the following is considered a postpurchase process?

A) the shopping experience
B) mood
C) consumer satisfaction
D) shopping orientation

Question 10

In general, people from which of the following cultures have typically been shown to wait the most patiently while standing in a long line?

A) Asian
B) French
C) American
D) Italian

Question 11

Clothing choices are often heavily influenced by the situation in which the consumer needs to wear them.

Question 12

The day reconstruction method requires a respondent to ________.

A) dispose of any unused product during a specified period of time
B) keep a record of everything he or she recycles during the month
C) try to remember what he or she did a month ago on the same day of the week
D) keep a diary of everything he or she did during the day

Question 13

Which dimension of psychological time includes the categorization of "time for me"?

A) temporal orientation dimension
B) planning orientation dimension
C) social dimension
D) polychronic dimension

Question 14

Allen has a store that rents only formal wear to men, such as tuxedoes. Allen sells to a highly segmented market based on ________.

A) product disposal
B) usage situation
C) mood
D) sales interaction

Question 15

Most Americans will state that they are always rushed for time even though many people have opportunities for leisure. This perception is referred to as ________.

A) time poverty
B) the leisure paradox
C) psychological time
D) circular time

Question 16

A ________ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking time styles.

A) social
B) polychronic
C) planning
D) temporal

Question 17

Others who are present in a consumer's physical and social environment when purchases are made are called ________.

A) co-consumers
B) by-standers
C) purchase competitors
D) challengers

Question 18

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

Question 19

According to the Issues Related to Purchase and Postpurchase Activities model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions.

A) antecedent state
B) post-purchase process
C) cognitive process
D) purchase environment

Question 20

A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is ________.

A) time pressure
B) sales interactions
C) product disposal
D) point-of-purchase stimuli

Question 21

Innovative merchants have turned to retail theming to provide new ways to stimulate and encourage consumers during their shopping experience. A retailer that used a simulated outdoor environment (such as a fishing pond with real fish) to attract outdoor enthusiasts to the retail store is using a ________ theme.

A) marketscape
B) cyberspace
C) mindscape
D) landscape

Question 22

Explain the queuing theory.

Question 23

The fact that some customers will pay three to four times as much as others to fly first class, even though the plane arrives at the same time for every passenger, demonstrates the importance of both the social and physical surroundings in the marketplace.

Question 24

Time poverty is creating opportunities for many new products that allow people to multitask.

Question 25

Identify and describe the various temporal factors that might affect a consumer and his or her buying process.

Question 26

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

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

Question 27

A store environment that has been made to resemble a living room where customers can relax, hang out with friends, or even learn is referred to as a(n) ________.

A) marketscape
B) being space
C) mindscape
D) activity space

Question 28

Hedonic shopping motives include ________.

A) social experiences
B) interpersonal attraction
C) thrill of the hunt
D) all of the above

Question 29

A temporal factor is one that reflects sense of time.

Question 30

A good metaphor for women whose time-styles are spontaneous in their planning orientation and have a present focus is "Time is a mirror."

Question 31

It would be difficult to sell consumers life insurance if their notion of time is like a mirror.

Question 32

________ is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers.

A) Pretailing
B) Atmospherics
C) Marketing-landscaping
D) Store image

Question 33

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

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

Question 34

Customers are more likely to buy an inferior product now rather than wait for a better one if their culture thinks of time as a map rather than as a river.

Question 35

Time poverty seems to be more a problem of perception than of fact.

Question 36

Consumers' physical and social environments have little to do with the motives that are constructed for product usage.

Question 37

Why are modern industrialized societies dependent upon perceptions of time?

Question 38

Putting more and more people into the same marketing space will increase arousal in customers. This can be seen as either positive or negative, depending upon each customer's interpretation of this arousal.

Question 39

One of the most important in-store factors is the salesperson. This influence can be understood in terms of ________ theory, which stresses that each participant gives something to the other and hopes to receive something in return.

A) gestalt
B) exchange
C) gemba
D) satisfaction/dissatisfaction

Question 40

A general attitude toward shopping is called ________.

A) shopping addiction
B) shopping feeling
C) shopping psychology
D) shopping orientation

Question 41

The thrill of the hunt is considered a hedonic shopping motive.

Question 42

The personality of a retail store is also called ________.

A) store image
B) retail theming
C) store theming
D) store layout

Question 43

If a retailer has decided to use a marketscape theme for its retail operations, the retailer's store images will be built on associations with manufactured places.

Question 44

Most customers who experience an environment that is both pleasant and arousing will interpret it as an exciting environment.

Question 45

List and explain the four kinds of retail theming techniques.

Question 46

Julie Morgan loves to go into Springer's Old Country Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Old Country Gifts has attracted Julie with its ________.

A) store position
B) atmospherics
C) subliminal clues
D) marketscape theme

Question 47

Explain the hedonic shopping motive "the thrill of the hunt."

Question 48

Anna Jeter has a sudden urge she couldn't resist to buy a new purse; she was engaging in ________.

A) unplanned buying
B) point of purchase stimuli
C) impulse buying
D) none of the above

Question 49

A vending machine is a good illustration of a point-of-purchase display.

Question 50

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.

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

Question 51

What two basic dimensions determine if a shopper will react positively or negatively to a consumption environment? What factors can affect a consumer's moods in the shopping environment that are a) under the control of the marketer and b) not under the control of the marketer?

Question 52

An effective salesperson usually know his or her customers' traits and preferences better than do ineffective salespersons, and they adapt their approach to meet the needs of each specific customer. The ability to be adaptable is especially vital when customers and salespeople have different interaction styles. What are the different interaction styles used by effective salespeople?

Question 53

A pop-up store is purposefully designed to come and go very rapidly.

Question 54

A typical utilitarian shopping motive is interpersonal attraction.

Question 55

A company who uses the home shopping party method is ________.

A) Amway
B) Tupperware
C) Mary Kay
D) All of the above

Question 56

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

Question 57

A retailer using a marketplace 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.

Question 58

Why does a typical casino have low ceilings, no windows, no clocks, and no straight aisles?

Question 59

Impulse items such as candy or gum are placed near the checkout.

Question 60

When a retail customer experiences a sudden, irresistable urge she simply can't resist, the customer is experiencing impulse buying.

Question 61

The growth of a "sharing economy" changes how many consumers think about buying rather than renting products.

Question 62

What is fueling this revolution and the growth of the "sharing economy"?

Question 63

Ecommerce is a term that shows that many consumers want to squeeze more value out of their possessions by selling or trading them.

Question 64

Swishing is a term used to describe when people organize parties to exchange clothing or other personal possessions with others.

Question 65

Stephanie loves flea markets and garage sales. She spends most of her Saturday mornings going from one to another. About once a month, she holds her own garage sale just to get rid of some of the items she purchases during the month. Stephanie is actively engaged in ________.

A) lateral cycling
B) divestment cycling
C) freecycling
D) underground cycling

Question 66

According to the exchange theory, what "value" can a salesperson add to the interaction?

Question 67

How do people decide whether to discard products or recycle them? Can a company do anything to promote recycling?

Question 68

A garage sale is an example of what is called ________.

A) the profit motive
B) renewing
C) casting away
D) lateral cycling

Question 69

In some environments, it is very difficult to dispose of used products. Explain what special types of disposal problems are created by densely populated areas and what type of business could be created in Manhattan, New York or Hong Kong that would take advantage of this difficulty.

Question 70

Lateral cycling, one consumer exchanges something he or she owns for something the other person owns.

Question 71

What exactly do consumers look for in products?

Question 72

Reusing other people's things is unimportant in our throwaway society.

Question 73

Consumers overall reactions to a product after they have bought is referred to as consumer satisfaction/dissatisfaction

Question 74

The underground economy in the form of flea markets and other used-product sales formats is a significant element in the U.S. market.

Question 75

Concern about the environment, coupled with a need for convenience, makes ease of product disposal a key product attribute.