Deck 3: Consumer Behavior: How People Make Buying Decisions

Question 1

One's culture prescribes the way in which one should live.

Answer 1

True

Question 2

Maslow theorized that people have to fulfill higher-level needs before they can begin fulfilling their basic needs.

Answer 2

False

Question 3

Consumers in the same social class exhibit similar purchasing behavior to some degree.

Answer 3

True

Question 4

A subculture consists of a group of people who share the culture's beliefs and values.

Question 5

Cognitive age is a significant predictor of consumer behaviors.

Question 6

The reason a consumer is shopping can affect the consumer's time situation.

Question 7

Consumer lifestyles include what they do,how they spend their time,what their priorities and values are,and how they see the world.

Question 8

Agreeableness refers to how you are to get along with.

Question 9

Market researchers believe people buy products to enhance how they feel about themselves.

Question 10

Orgnet.com has developed software to identify key consumer motivators.

Question 11

Situational influences are permanent conditions that affect how buyers behave.

Question 12

Motivation is the process by which consumers change their behavior after they gain information about a product.

Question 13

Attitudes are typically difficult to change.

Question 14

Seeing oneself positively or negatively refers to one's ideal self.

Question 15

A person's chronological age is how old he/she "feels" himself to be.

Question 16

Researchers have discovered that whether someone is a "morning person" or "evening person" affects shopping patterns.

Question 17

Physical factors include social situation,time situation,and the reason for purchase.

Question 18

Shock advertising has been found to increase consumer attention and positively influence behavior.

Question 19

Atmospherics are the physical aspects of the selling environment that are out of the retailer's control.

Question 20

Companies often resort to repetition to be sure their advertising messages get through to you.

Question 21

How a person would like to view himself/herself is known as _____.

A)personality
B)self-concept
C)ideal self
D)psychographics
E)motivation

Question 22

Which of the following refers to personality?

A)An individual's motivation
B)How a person would like to view himself
C)How a person sees himself
D)An individual's disposition as other people see it
E)An individual's psychological expression

Question 23

_____ combines the lifestyle traits of consumers and their personality styles with an analysis of their attitudes,activities,and values to determine groups of consumers with similar characteristics.

A)Target market analysis
B)Psychographics
C)Market penetration
D)Motivational studies
E)Segmentation analysis

Question 24

Most market researchers consider a person's family to be one of the biggest determinants of buying behavior.

Question 25

Which of the following refers to a person's ideal self?

A)An individual's motivation
B)How a person would like to view himself
C)How a person sees himself
D)An individual's disposition as other people see it
E)An individual's psychological expression

Question 26

According to Maslow's hierarchy of needs,:

A)a person starts off in life feeling that they have become the person they were meant to be.
B)a person first wants to satisfy the need to get a date.
C)higher level needs are met after basic needs are fulfilled.
D)the need for esteem is met before the need safety.
E)the need for shelter is met after social needs.

Question 27

A situational factor that affects people's buying behavior is the consumer's _____.

A)social class
B)perception
C)time situation
D)self-concept
E)gender

Question 28

An individual's disposition as other people see it is known as _____.

A)personality
B)self-concept
C)ideal self
D)psychographics
E)motivation

Question 29

Which of the following refers to a person's self-concept?

A)An individual's motivation
B)How a person would like to view himself
C)How a person sees himself
D)An individual's disposition as other people see it
E)An individual's psychological expression

Question 30

Neuroticism refers to:

A)how diligent you are.
B)how outgoing or shy you are.
C)how open you are to new experiences.
D)how you are to get along with.
E)how prone you are to negative mental states.

Question 31

Marketers use different types of stimuli to:

A)make consumers believe they have reached self-actualization.
B)try to make consumers more perceptive to their products.
C)provide consumers with a sense of safety.
D)try to make consumers learn new behaviors.
E)provide consumers with positive reinforcement.

Question 32

_____ are temporary conditions that affect how buyers behave.

A)Situational influences
B)Subliminal advertisements
C)Mental positions
D)Operant conditioning
E)Opinions

Question 33

_____ is how you interpret the world around you and make sense of it in your brain.

A)Learning
B)Operant conditioning
C)Motivation
D)Perception
E)Behavior

Question 34

_____ are the physical aspects of the selling environment retailers try to control.

A)Openness
B)Extraversion
C)Atmospherics
D)Lifestyles
E)Perceptions

Question 35

Selective perception is the process of:

A)subliminal messaging.
B)segmenting the market and then positioning based on the target market.
C)filtering out information based on how relevant it is to you.
D)forgetting information that is relevant to you.
E)using surprise stimuli.

Question 36

How a person sees himself/herself is known as _____.

A)personality
B)self-concept
C)ideal self
D)psychographics
E)motivation

Question 37

Situational factors that affect people's buying behavior include all of the following EXCEPT:

A)the consumer's lifestyle.
B)the consumer's mood.
C)the reason for the consumer's purchase.
D)the consumer's social situation.
E)the consumer's physical situation.

Question 38

Al manages a grocery store.He decided to put the bread on aisle 1 and the milk next to aisle 10.He is controlling his store's _____ to increase the time his customers spend in the store,which will hopefully result in more sales per customer.

A)perception
B)motivation
C)mood
D)atmospherics
E)time poor situation

Question 39

Motivation refers to:

A)the inward drive we have to get what we need.
B)how you interpret the world around you.
C)the mental position a consumer has about a product.
D)how a person filters information.
E)expertise in certain areas.

Question 40

A consumer's _____ involves how one spends his/her time.

A)motivation
B)personality
C)lifestyle
D)self-concept
E)personal goals

Question 41

To change the situational factor known as the _____,Neiman Marcus began introducing more mid-priced brands.

Question 42

How a person sees himself or herself is known as one's _____.

Question 43

_____ is the inward drive people have to get what they need.

Question 44

Compulsive spenders who get a temporary "high" from spending are said to be affected by the situational factor known as the _____.

Question 45

_____ refers to how diligent you are.

Question 46

Jeff manages sales dealership of high-end luxury brand of automobile.His target market is limited to a specific social class,which restricts his customer base.If his company creates cars for middle class consumers he risks:

A)cheapening his brand.
B)saturating the market.
C)building brand market share.
D)increasing sales.
E)market penetration.

Question 47

_____ refers to when people forget information,even if it is relevant to them.

A)Selective absorption
B) perception
C) retention
D)Selective perception
E)Selective retention

Question 48

The shared beliefs,customs,behaviors,and attitudes of a society are known as _____.

A)culture
B)subculture
C)social class
D)reference group
E)motivators

Question 49

When someone is influenced by their peers to buy products at a Tupperware party,he/she is said to be influenced by the situational factor known as the _____.

Question 50

Physical factors,social factors,and time factors are all types of _____,which affect how buyers behave.

Question 51

A group of people who have the same economic or educational status in society are known as a _____.

A)culture
B)subculture
C)social class
D)reference group
E)motivators

Question 52

Advertising meant to startle people to get their attention is _____,while advertising that is not apparent to consumers is _____.

A)selective advertising; selective retention
B)selective retention; selective advertising
C)subliminal advertising; shock advertising
D)shock advertising; subliminal advertising
E)overt advertising; subdued advertising

Question 53

_____ are the physical aspects of the selling environment retailers try to control.

Question 54

How a person would like to view himself or herself is known as one's _____.

Question 55

_____ are groups a consumer identifies with and wants to join.

A)Cliques
B)Opinion leaders
C)Social classes
D)Reference groups
E)Interest groups

Question 56

Prizes and toys in a cereal box are examples of _____.

A)target market appeal
B)subliminal advertising
C)selective retention
D)predictive attitudes
E)operant conditioning

Question 57

_____ is the act of measuring the attitudes,values,lifestyles,and opinions of consumers using demographics.

Question 58

An individual's disposition as other people see it is _____.

Question 59

The Worthington National Bank utilized an advertising campaign that played to consumers' _____ in relation to banks.

A)attitudes
B)memory
C)conservatism
D)cautious nature
E)shock

Question 60

Consumers respect _____ and often ask for their input before they buy goods and services.

A)interest groups
B)opinion leaders
C)cultural leaders
D)subcultures
E)cliques

Question 61

Why do culture,subculture,social class,and family affect buying behavior?

Question 62

Selective perception is the process whereby a person _____ information based on how relevant it is to them.

Question 63

Define personality,then list and describe the "big five" personality traits.

Question 64

Attitudes are _____ people have about products,services,companies,ideas,issues,or institutions.

Question 65

Opinion leaders are people with ____ in certain areas.

Question 66

_____ is the process whereby a person retains information based on how well it matches their values and beliefs.

Question 67

Market researchers tend to consider a person's _____ to be one of the biggest determinants of buying behavior.

Question 68

Explain how a person's self-concept and ideal self affects what he or she buys.

Question 69

_____ refers to how people interpret the world around them.

Question 70

A _____ consists of the group of people who have the same economic or educational status in society.

Question 71

Explain how Maslow's hierarchy of needs works.

Question 72

Shock advertising is designed to _____.

Question 73

Celebrity endorsers try to appeal to consumers by being a part of their _____.

Question 74

Advertising that is not apparent to consumers but is thought to be perceived _____ by them is subliminal advertising.

Question 75

Describe how companies market products to people based on their genders,life stages,and ages.

Question 76

_____ is the process by which consumers change their behavior after they gain information or experience with a product.

Question 77

A society's _____ encompasses the shared beliefs,customs,behaviors,and attitudes.

Question 78

_____ is a type of behavior that's repeated when it's rewarded.

Question 79

Explain what marketing professionals can do to make situational factors work to their advantage.

Question 80

Describe the situational factors that affect what consumers buy and when.