Deck 7: Consumer Behavior and Electronic Commerce

Question 1

Less involved consumer buying behavior in which customers perceive few difference between brands is called

A)Complex Buoying Behavior
B)Variety Seeking Buying Behavior
C)Dissonance Reducing Buying Behavior
D)Habitual Buying Behavior

Answer 1

Habitual Buying Behavior

Question 2

According to brand personality traits, 'sophistication' is concluded as brand being

A)Reliable And Intelligent
B)Daring And Imaginative
C)Cheerful And Wholesome
D)Charming And Upper Class

Answer 2

Charming And Upper Class

Question 3

Social class who rely on relatives for assistance in trouble times and economic support considered as

A)Upper Middles
B)Working Class
C)Middle Class
D)Upper Uppers

Answer 3

Working Class

Question 4

Well-known brand 'Apple' is related to brand personality trait of

A)Ruggedness
B)Competence
C)Sophistication
D)Excitement

Question 5

In 'adoption process for new products', customer seek information in the

A)Awareness Stage
B)Interest Stage
C)Evaluation And Trial Stage
D)All Of Above

Question 6

Mental process in which customer ends up as buyer of a new product is called

A)Adoption Process
B)Cognitive Dissonance
C)Pre Purchase Behavior
D)Post-Purchase Behavior

Question 7

In social class grouping, white and blue collar workers with average pay can be classified as

A)Upper Middles
B)Working Class
C)Middle Class
D)Upper Uppers

Question 8

According to research, there are four factors that influence consumer buyer behavior:

A)Psychological, Personal, Social, CRM Systems
B)Cultural, Organizational, Personal, Psychological
C)Cultural, Social, Personal, Psychological
D)None Of The Above

Question 9

The psychological factors influencing consumer behavior are;

A)Motivation, Perception, Learning, Beliefs And Attitudes
B)Culture, Subculture, Social Class
C)Reference Groups, Family, Roles And Status
D)All Of The Above

Question 10

Which of the following statements is not true?

A)Sigmund Freud assumed that people are largely unconscious about the real psychological forces shaping their behavior
B)The term motivation research refers to qualitative research designed to probe Consumers hidden, subconscious motivations
C)Abraham Maslow sought to explain why people are driven by particular needs at particular times
D)Selective retention means that marketers must try to understand the mind-sets ofConsumers and how these will affect interpretations of advertising and sales information

Question 11

The consumers' five steps of adopting a new product refer to which of the following?

A)Awareness, interest, evaluation, trial, adoption
B)Awareness, promotion, evaluation, trial, adoption
C)Adoption, interest, evaluation, trial promotion
D)Awareness, interest, cash cows, trial, adoption

Question 12

Contactual reference groups are:

A)Close groups that we currently belong to, or perhaps belonged to in the past, but no longer want to associate ourselves with.
B)Close groups with which we interact regularly and where there is a degree of proximity.
C)Groups of people that the consumer can identify or admire (often from afar), and aspires to be like them in some way.
D)none of the above

Question 13

The value-expressive influence of reference groups is:

A)When a consumer uses the reference group to actively get information from opinion leaders or expert groups.
B)When a person is influenced in their choice of brand by the preferences of those with whom they socialize, including family members and work colleagues.
C)When someone buys a particular brand to enhance their image, and because they admire characteristics of people who use the bra

Question 14

Parental yielding is when:

A)A parent makes all purchases on behalf of a child.
B)A parent is influenced by a child's request and 'surrenders'.
C)A parent passes responsibility for purchases for children to another parental decision-maker.
D)none of the above

Question 15

Cultural capital is:

A)The financial resources available to a person.
B)The relationships and social networks influencing behaviour.
C)The knowledge that is accumulated through upbringing and education, consisting of a set of distinctive tastes, skills, knowledge, and practices.
D)none of the above

Question 16

When companies try and create WOM around their brands, this is called:

A)Endogenous WOM
B)Exogenous WOM
C)Fake WOM
D)none of the above

Question 17

A teenager has lunch in McDonald's with her friends, even though she doesn't really like McDonald's and privately prefers to eat the food at Subway. This is an example of which of the following types of conformity?

A)Informational conformity
B)Normative conformity
C)Compliance
D)Internalization

Question 18

According to the EC consumer behavior model, personal characteristics and environmental characteristics are classified as:

A)independent variables
B)dependent variables
C)intervening variables
D)decision variables

Question 19

The major environmental variables influencing EC purchasing are:

A)Price, brand, frequency of purchase, and tangibility.
B)Social, cultural, community, regulatory, political, and legal.
C)Age, gender, ethnicity, education, and lifestyle.
D)Price, social, cultural, ethnicity, and lifestyle.

Question 20

Pricing, technical support, and logistics support are several of the _______________ that can be controlled by EC vendors and sellers

A)independent variables
B)dependent variables
C)intervening variables
D)decision variables

Question 21

Because online buyer's decisions depend on numerous independent and intervening variables, decisions made by customers are classified as:

A)independent variables
B)dependent variables
C)intervening variables
D)decision variables

Question 22

The core of the "new marketing model" consists of:

A)Four P's-product, place, price, and promotion.
B)Customer profiles.
C)Online marketing channels.
D)Customer relationships.