Deck 7: A Perspective on Consumer Behavior

Question 1

________ refers to a sense of consistency, internal causality, and personal distinctiveness and is expressed through patterns of behavior in interaction with an individual's environment.

A) Attitude
B) Belief
C) Culture
D) Personality
E) Status

Answer 1

D

Question 2

A person's buying choices are influenced by several major psychological factors. Which is NOT one of these factors?

A) motivation
B) perception
C) evaluation of alternatives
D) learning
E) beliefs

Answer 2

C

Question 3

The buyer decision process consists of five stages. Which of the following is NOT one of these stages?

A) problem/opportunity recognition
B) information search
C) high-involvement buying behavior
D) purchase decision
E) postpurchase evaluation

Answer 3

C

Question 4

The buying process starts with ________, in which the buyer recognizes a need or want.

A) problem/opportunity recognition
B) information search
C) product awareness
D) product interest
E) evaluation of alternatives

Question 5

Which of the following is the age that an individual feels?

A) life stage
B) chronological age
C) lifestyle
D) life cycle
E) cognitive age

Question 6

A(n) ________ product is neither enjoyed nor used as a precaution.

A) approach
B) augmented
C) core
D) avoidance
E) utilitarian

Question 7

Which of the following descriptions most accurately characterizes members of Generation Y in comparison to members of Generation X?

A) They have more established careers.
B) They are more immersed in social media.
C) They are eligible for AARP membership.
D) They control the majority of American financial assets.
E) They are a faster-growing segment of the population.

Question 8

________ is the processing of stimuli by a recipient who is not aware of the stimuli being received.

A) Unconscious motivation
B) Cue response
C) Reinforcement
D) Subliminal perception
E) Subconscious drive

Question 9

A buyer's decisions are influenced by ________ such as the buyer's age and life stage, vocation, level of affluence, lifestyle, personality, and self-identity.

A) personal characteristics
B) situational factors
C) perceptions
D) social factors
E) psychological factors

Question 10

The focus of ________ is examining how social phenomenon influence social behavior.

A) consumer behavior analysis
B) lifestyle analysis
C) psychology
D) social psychology
E) consumer problem solving

Question 11

An individual's ________ determines his or her opportunity to purchase certain products or services, or the limitations on such purchases.

A) self-identity
B) personality
C) attitude
D) affluence
E) cognitive age

Question 12

The focus of ________ is the study of the mind.

A) social behavior
B) lifestyle
C) psychology
D) consumer behavior
E) consumer problem solving

Question 13

________ is a cognitive impression of incoming stimuli that influences an individual's behavior.

A) Personality
B) Perception
C) Attitude
D) Learning
E) Belief

Question 14

________ is a person's way of life as expressed in his or her choices about how to spend time and personal resources.

A) Personality
B) Culture
C) Lifestyle
D) Attitude
E) Social class

Question 15

After the purchase of a product, consumers will be either satisfied or dissatisfied and engage in ________.

A) problem recognition
B) evaluation of alternatives
C) postpurchase evaluation
D) product expectations
E) information searches

Question 16

It is easiest for marketers to create an emotional connection between a consumer and a(n) ________ product.

A) approach
B) augmented
C) core
D) avoidance
E) utilitarian

Question 17

________ represents the psychology of marketing.

A) Social behavior
B) Consumer behavior
C) Attitude
D) Perception
E) Personality

Question 18

Marketers describe the way the consumer processes information to arrive at purchase choices as ________.

A) evaluation of alternatives
B) information search
C) purchase decision
D) situational factoring
E) problem/opportunity recognition

Question 19

Which of the following descriptions most accurately characterizes members of Generation X in comparison to members of Generation Y?

A) They have more established careers.
B) They are more immersed in social media.
C) They are eligible for AARP membership.
D) They control the majority of American financial assets.
E) They are a faster-growing segment of the population.

Question 20

The Theory of Planned Behavior attempts to explain how ________ influence consumer behavior.

A) attitudes, behaviors, and norms
B) behaviors, self-identity, and personality
C) cognitive age, life stages, and reference groups
D) beliefs, perceptions, and motivations
E) subcultures, opinion leaders, and social classes

Question 21

________ are internal stimuli that encourage action.

A) Cues
B) Drives
C) Reinforcements
D) Norms
E) Perceptions

Question 22

Which of the following is NOT considered an important American subculture by marketers?

A) Hispanics
B) African Americans
C) the youth market
D) opinion leaders
E) Asians

Question 23

Which of the following is typically the most fundamental influence on an individual's behavior?

A) culture
B) subculture
C) social class
D) purchase environment
E) digital environment

Question 24

A society contains smaller ________, or groups of people with shared values and behaviors.

A) life stages
B) norms
C) subcultures
D) motives
E) attitudes

Question 25

Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________ advertising.

A) normative
B) subliminal
C) perceptual
D) subcultural
E) contextual

Question 26

________ describes knowledge that an individual gains through experience.

A) Lifestyle
B) Learning
C) Perception
D) Referencing
E) Belief

Question 27

Applying ________, marketers can affect demand for a product by associating it with strong drives, using motivating cues, and providing positive reinforcement.

A) subliminal perception
B) social classes
C) the learning process
D) problem/opportunity recognition
E) contextual theory

Question 28

Maslow's theory is that ________ can be arranged in a hierarchy.

A) stimuli
B) beliefs and attitudes
C) perceptions
D) human needs
E) lifestyles

Question 29

A ________ is a set of conditions that creates a drive toward action to fulfill a need or want.

A) stimulus
B) perception
C) belief
D) motivation
E) norm

Question 30

A(n) ________ is a state of readiness, based on experience, that influences an individual's response to something.

A) drive
B) motive
C) belief
D) attitude
E) perception

Question 31

Which of the following would NOT be considered a situational influence on consumer decision making?

A) the purchase environment
B) the digital environment
C) time
D) lifestyle
E) context

Question 32

A(n) ________ is a sense of truth that a person has about something.

A) norm
B) motive
C) belief
D) attitude
E) perception

Question 33

________ refers to the shared values, beliefs, and preferences of a particular society.

A) Culture
B) Learning
C) Perception
D) Motivation
E) Social class

Question 34

________ are environmental stimuli that influence a particular action.

A) Cues
B) Drives
C) Motivations
D) Norms
E) Perceptions

Question 35

A buyer's decisions are influenced by ________ such as culture, subculture, groups, gender roles, and family.

A) personal characteristics
B) situational factors
C) perceptions
D) social factors
E) psychological factors

Question 36

________ involves working from the outside in to interpret stimuli, while ________ involves working from the inside out to match external conditions to a desired condition.

A) Attitude; motivation
B) Attitude; learning
C) Learning; perception
D) Motivation; perception
E) Perception; motivation

Question 37

________ are the largest ethnic minority group in the United States.

A) African Americans
B) Hispanics
C) Asians
D) Native Americans
E) Arabs

Question 38

Learning occurs through the interplay of all of the following EXCEPT ________.

A) drives
B) responses
C) cues
D) norms
E) reinforcement

Question 39

Reinforcement is a reduction in ________ resulting from a positive-response experience.

A) perception
B) drive
C) cues
D) attitudes
E) stimuli

Question 40

________ involve a like, dislike, or ambivalence toward something.

A) Motivations
B) Reference groups
C) Attitudes
D) Cues
E) Reinforcements

Question 41

________ are standards of behavior that define membership in a group.

A) Norms
B) Drives
C) Cues
D) Responses
E) Attitudes

Question 42

Which of the following is an accurate statement about the diversity of the American population?

A) African Americans represent the largest non-white segment of the population.
B) Asian Americans make up the most affluent U.S. ethnic subculture.
C) The Asian American percentage of the population is expected to remain steady in the next 50 years.
D) Ethnic minorities account for more than half of the population in only a handful of America's biggest cities.
E) American ethnic populations are expected to slowly decrease in the next few decades.

Question 43

Which of the following is the best example of an avoidance product?

A) a brush
B) a car security system
C) a telephone
D) dessert
E) a backpack

Question 44

The consumer problem solving that is used when little or no risk is associated with a purchase is categorized as

A) limited problem solving.
B) significant problem solving.
C) routine response problem solving.
D) irrational behavior.
E) high-involvement behavior.

Question 45

When consumers are highly involved with the purchase of an expensive product and they perceive significant implications if a poor choice is made, they most likely will undertake ________.

A) limited problem solving
B) significant problem solving
C) routine response problem solving
D) habitual behavior
E) impulsive behavior

Question 46

A shoe company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and want to wear the same shoes. The shoe company is hoping that fans of the band view the band as a ________.

A) social class
B) reference group
C) status symbol
D) subculture
E) lifestyle

Question 47

________ are characteristics that distinguish certain members of a society from others, based on a variety of factors such as wealth, education, and ancestry.

A) Social classes
B) Cultures
C) Reference groups
D) Attitudes
E) Lifestyles

Question 48

The ________ is the first and one of the most important influencers of group and consumer behavior on an individual.

A) family
B) status group
C) normative group
D) subculture
E) reference group

Question 49

Many marketers use the premise that people's possessions contribute to and reflect their identities; that is, "we are what we have." Under this premise, consumers ________.

A) buy products to demonstrate their self-identities
B) value cognitive age more than life stage
C) are affected by subconscious motivations
D) are attracted to products that fit in with their existing attitudes
E) conduct the information search

Question 50

Rashmi Singh always knows about the trendiest fashions. She actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals, and her advice is often followed. Rashmi is an example of a(n)________.

A) norm
B) subliminal influence
C) opinion leader
D) product researcher
E) routine response problem solver

Question 51

Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among his three favorite models. Blake's next step is most likely to be ________.

A) postpurchase evaluation
B) evaluation of alternatives
C) routine response problem solving
D) subliminal perception
E) purchase decision

Question 52

Leona purchased two bottles of wine from vineyards in Australia. When asked her opinion of the wine, she said the burgundy wine tasted like alcoholic grape juice, but the Chablis had a crisp taste that she really enjoyed. These statements were made during the ________ stage of the purchase decision.

A) information search
B) problem/opportunity recognition
C) evaluation of alternatives
D) purchase decision
E) postpurchase evaluation

Question 53

There is a trend in the United States toward rediscovering the flavor of regional cooking and the use of locally grown ingredients. People are choosing to spend hours in the kitchen using only the freshest ingredients to recreate local culinary traditions. This change in ________ is one of the reasons the number of farmers markets in the United States has increased by 70 percent in the last eight years.

A) vocation
B) affluence
C) lifestyle
D) personality
E) life stage

Question 54

What is one way that social class is NOT measured?

A) vocation
B) education
C) power
D) number of children in the family
E) place of residence

Question 55

A ________ consists of the actions a person is expected to perform in a group.

A) motive
B) role
C) lifestyle
D) life stage
E) tradition

Question 56

Lexus works to keep customers happy after each sale, aiming to delight the customer in order to gain a customer for life. In this pursuit, Lexus is focused on which step of the buyer decision process?

A) problem/opportunity recognition
B) information search
C) evaluation of alternatives
D) purchase decision
E) postpurchase evaluation

Question 57

________ refers to the position of one individual relative to others.

A) Cognitive age
B) Affluence
C) Life stage
D) Status
E) Role

Question 58

Donna wants to buy a new coat. During the ________ stage of her purchase process she will ask her friends to recommend a store and/or a style of coat. She will search the newspaper for coat sales, and she will visit nearby stores to see what is available in her price range.

A) product evaluation
B) evaluation of alternatives
C) problem/opportunity recognition
D) information search
E) purchase decision

Question 59

________ are people within a group who exert the greatest influence on the attitudes and behaviors of members of the group.

A) Opinion leaders
B) Motivators
C) Social networkers
D) Reinforcers
E) Word-of-mouth marketers

Question 60

Generation Xers, who were born between 1965 and 1981, share the childhood experiences of higher parental divorce rates, recession, and corporate downsizing. They tend to care about the environment and value experience. Generation Xers make up a ________.

A) subculture
B) social class
C) social network
D) life stage
E) lifestyle

Question 61

Consumers who do not purchase products online may nonetheless conduct online product research that heavily influences their purchase decisions.

Question 62

The consumer decision-making process usually involves both rational and emotional factors.

Question 63

A company with a strong position in a market will try to encourage routine response problem solving for consumers who have a need that can be met by the company's product.

Question 64

Carrie tends to purchase various brands of bath soap. She has never been loyal to a specific brand; instead, she does a lot of brand switching. In this example, Carrie exhibits ________.

A) routine response problem solving
B) significant problem solving
C) limited problem solving
D) opinion leadership
E) subliminal perception

Question 65

Individuals with varying chronological and cognitive ages may all be in the same life stage.

Question 66

George is buying his first house. He has found two houses that he thinks he likes. He is highly involved in the purchase and knows that making the wrong choice could affect him for years to come. George will likely undertake ________.

A) limited problem solving
B) significant problem solving
C) opinion leadership
D) routine response problem solving
E) norm-seeking behavior

Question 67

An individual can not process stimuli subconsciously.

Question 68

The consumer decision-making process is defined as the steps that consumers take to identify and evaluate choice options.

Question 69

Consumer behavior involves the shopping process itself.

Question 70

Maslow's theory is that human needs are arranged in a hierarchy and that an individual must secure his or her most basic needs before tying to realize higher-order needs.

Question 71

Refer to the scenario below to answer the following questions.
The Attic Trunk began in 1979 as an upscale dress shop in Forest Ridge's fashionable shopping district, catering to a wealthy, mature clientele. Many other specialty shops lined the main avenue over the next few years. But as Forest Ridge began to attract an affluent, younger, and more demographically diverse population, the once-popular shopping district was increasingly perceived as stodgy and snobby. By the late 1980s, many of these specialty shops suffered financially. Most shops attracted only tourists who enjoyed browsing through the displays of alligator belts and shoes, piles of scented soaps, and useless flowered parasols, often laughing at the ridiculously high prices. Owners of The Attic Trunk had noticed the shifts in population and buying behavior of the typical shopper by the late 1980s. In fact, the owners had observed that the once-fashionable shopping district in Forest Ridge no longer attracted a "typical shopper." The wealthy, mature clientele had been partially replaced with affluent families with children, a mix of Asian and African Americans as well as Caucasians. Specialty items at The Attic Trunk gradually disappeared, replaced by brand-name apparel, colognes, and jewelry. Other owners followed suit in the early 1990s, bringing restaurants, an outdoor cafe, and a day spa to the main avenue in Forest Ridge.
Many families with children are now attracted to the shopping district in Forest Ridge. What characteristics about families as consumer groups is most relevant to the owners of The Attic Trunk?

A) More women hold jobs outside the home today than when The Attic Trunk first opened.
B) Children have considerable amounts of disposable income and have a strong influence on family buying decisions.
C) Norms and behaviors can change from one family to another.
D) Decision-making roles tend to be similar from one family to another.
E) The traditional life-stage model continues to be a strong cultural force.

Question 72

A luxury marketer must balance the need to develop a product image of quality and prestige and the need to appeal to as broad a group of consumers as possible.

Question 73

Refer to the scenario below to answer the following questions.
The Attic Trunk began in 1979 as an upscale dress shop in Forest Ridge's fashionable shopping district, catering to a wealthy, mature clientele. Many other specialty shops lined the main avenue over the next few years. But as Forest Ridge began to attract an affluent, younger, and more demographically diverse population, the once-popular shopping district was increasingly perceived as stodgy and snobby. By the late 1980s, many of these specialty shops suffered financially. Most shops attracted only tourists who enjoyed browsing through the displays of alligator belts and shoes, piles of scented soaps, and useless flowered parasols, often laughing at the ridiculously high prices. Owners of The Attic Trunk had noticed the shifts in population and buying behavior of the typical shopper by the late 1980s. In fact, the owners had observed that the once-fashionable shopping district in Forest Ridge no longer attracted a "typical shopper." The wealthy, mature clientele had been partially replaced with affluent families with children, a mix of Asian and African Americans as well as Caucasians. Specialty items at The Attic Trunk gradually disappeared, replaced by brand-name apparel, colognes, and jewelry. Other owners followed suit in the early 1990s, bringing restaurants, an outdoor cafe, and a day spa to the main avenue in Forest Ridge.
It is most likely that each consumer segment attracted to The Attic Trunk would have which of the following in common with the other consumer segments?

A) subculture
B) personality
C) attitudes
D) self-identity
E) perception

Question 74

Consumers should trust that product information found on blogs and social networking sites will be reliable.

Question 75

A person's occupation is also known as his or her vocation.

Question 76

Culture's level of influence on the individual varies from country to country.

Question 77

A store might use slow-paced music to encourage shoppers to spend more time in the store and make more purchases.

Question 78

Attitudes can be changed through experiences or education.

Question 79

Refer to the scenario below to answer the following questions.
The Attic Trunk began in 1979 as an upscale dress shop in Forest Ridge's fashionable shopping district, catering to a wealthy, mature clientele. Many other specialty shops lined the main avenue over the next few years. But as Forest Ridge began to attract an affluent, younger, and more demographically diverse population, the once-popular shopping district was increasingly perceived as stodgy and snobby. By the late 1980s, many of these specialty shops suffered financially. Most shops attracted only tourists who enjoyed browsing through the displays of alligator belts and shoes, piles of scented soaps, and useless flowered parasols, often laughing at the ridiculously high prices. Owners of The Attic Trunk had noticed the shifts in population and buying behavior of the typical shopper by the late 1980s. In fact, the owners had observed that the once-fashionable shopping district in Forest Ridge no longer attracted a "typical shopper." The wealthy, mature clientele had been partially replaced with affluent families with children, a mix of Asian and African Americans as well as Caucasians. Specialty items at The Attic Trunk gradually disappeared, replaced by brand-name apparel, colognes, and jewelry. Other owners followed suit in the early 1990s, bringing restaurants, an outdoor cafe, and a day spa to the main avenue in Forest Ridge.
Which of the following is the strongest reason that the owners of The Attic Trunk might NOT want to completely discount the mature consumers as a still-viable target market?

A) Mature consumers wield considerable influence over purchases made by their children and grandchildren.
B) Mature consumers are the fastest-growing and wealthiest demographic segment in the United States.
C) Mature consumers are spending an increasing percentage of their income on specialty items such as those originally sold by The Attic Trunk.
D) Mature consumers are interested in shopping where younger families shop in an effort to look as young as they feel.
E) Mature consumers are less willing to shop around and change brands than younger consumers are, so they will likely remain loyal to The Attic Trunk.

Question 80

Children exert little influence on family buying decisions, particularly in areas such as clothing and software.