Deck 6: Consumer Buying Behavior

Question 1

If a person's interest in the product category is ongoing and long term, it is referred to as situational involvement.

Answer 1

False

Question 2

Dissatisfaction may occur shortly after a purchase; this is called cognitive dissatisfaction.

Answer 2

False

Question 3

The terms of sale (price, delivery, credit arrangements) are negotiated during the evaluation of alternatives stage of the consumer decision-making process.

Answer 3

False

Question 4

Limited decision making is used when purchasing frequently bought, low-cost items needing very little decision effort.

Question 5

Involvement that is temporary and results from a specific set of circumstances is called situational involvement.

Question 6

Han is looking for new sneakers but cannot find her favorite brand. She then notices another brand of shoes that she has never purchased and has no experience with. She remembers she heard the name of the brand in a commercial yesterday. Because she remembers the name from the commercial, Han is more likely to ascribe value to that pair of sneakers.

Question 7

During the evaluation of alternatives stage of the consumer buying decision process, the buyer selects the seller from whom he or she will purchase the product.

Question 8

A marketer's use of framing can make a product characteristic seem more important to a consumer and can facilitate its recall from memory.

Question 9

When evaluating the alternatives, the buyer rates and eventually ranks the brands in the consideration set.

Question 10

The actual act of purchase is the second stage of the consumer buying decision process.

Question 11

The evaluative criteria are objective but not subjective product characteristics that are important to a specific buyer when purchasing a product.

Question 12

The choice of a seller may actually affect the final product selection during the purchase stage of the consumer buying decision process.

Question 13

Involvement level is one factor that affects a consumer's selection of a type of decision-making process.

Question 14

High involvement products tend to be those that are expensive and visible to others.

Question 15

Buying behavior refers to the decision processes and actions of people involved in buying and using products.

Question 16

Once initiated, the consumer buying decision process always leads to a purchase.

Question 17

An information search, once completed, should identify for the buyer the one brand that he or she views as the best alternative.

Question 18

Amber is getting ready for her wedding. She is obsessed with buying the perfect wedding dress. Her involvement with the dress is an example of enduring involvement.

Question 19

Product availability plays a major role in the purchase stage. If the highest-ranked product is unavailable, the consumer will most likely purchase the brand ranked second.

Question 20

Problem recognition speed can vary from quite rapid to very slow.

Question 21

Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective.

Question 22

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

Question 23

An information input is less likely to reach perceptual awareness if it is related to an event that the person is anticipating.

Question 24

Time dimensions on the buying decision include how long it may take to become knowledgeable about a product.

Question 25

Situational influences would likely not affect a high school senior searching for a college or university to attend.

Question 26

Psychological influences operate within individuals to determine, in part, their behavior as consumers.

Question 27

When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information to bring it more in line with those beliefs.

Question 28

The phenomenon of selective exposure is associated with perception.

Question 29

Extended problem solving is used when unfamiliar, expensive, or infrequently purchased products are bought.

Question 30

Esteem needs are the highest level in Maslow's hierarchy of needs.

Question 31

Perception is a process in which an individual selects, organizes, and interprets information received through the sense organs.

Question 32

Information inputs that reach perceptual awareness are received in an organized form.

Question 33

The time that a buyer has to make a purchase decision is a situational influence.

Question 34

There are situational influences that cannot be controlled.

Question 35

A person receives information inputs through the senses.

Question 36

Sehun was flying to France for vacation when he realized he forgot his sunglasses. He purchased some at an airport shop even though they were more expensive than she would normally have paid. Sehun was influenced by situational influences.

Question 37

A major part of perception involves information processing.

Question 38

Social surroundings during the purchase decision do not include the presence of a salesperson.

Question 39

When buying frequently purchased, low-cost items, a consumer uses extensive decision making.

Question 40

If an information input is useful in satisfying a person's current needs, it is more likely to reach perceptual awareness.

Question 41

A consumer may receive a marketer's information and perceive it differently from the way the marketer intended.

Question 42

Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

Question 43

Motives can affect the direction and intensity of behavior.

Question 44

Just as attitudes are learned, they can be changed.

Question 45

Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's social needs.

Question 46

Motives include knowledge and positive or negative feelings about an object.

Question 47

An attitude scale is useful in helping to measure the intensity of feelings toward an object.

Question 48

Patronage motives influence where one purchases products on a regular basis.

Question 49

Marketers can control the perception of potential buyers.

Question 50

At a single point in time, a person's motives are all of equal strength.

Question 51

A person's self-concept may affect whether the person buys a product in a particular product category, but it has little impact on brand selection.

Question 52

Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of consumers have strong negative attitudes toward it.

Question 53

By giving out free samples, marketers help customers learn about their products by helping them gain experience with them, which makes customers feel more comfortable.

Question 54

One's personality is a set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations.

Question 55

Maslow's hierarchy of needs is an explanation of how motives operate.

Question 56

Learning associated with purchase behavior is not particularly affected by reinforcement.

Question 57

A buyer's actions at any point in time are affected by one major motive.

Question 58

Motives always operate at a conscious level.

Question 59

An attitude consists of one's evaluation of his or her feelings and behavioral tendencies toward an object or idea.

Question 60

In Maslow's hierarchy of needs, the most fundamental need is safety.

Question 61

The criteria used to group people into classes are basically the same in all societies.

Question 62

An opinion leader is likely to be most influential when consumers have high product involvement and high product knowledge.

Question 63

Consumer socialization is the process through which a person acquires the knowledge and skills to function as a consumer.

Question 64

The values, needs, interests, shopping patterns, and buying habits of various subcultures must be considered if a business wants to succeed.

Question 65

Expecting ethical business behavior reflects our culture.

Question 66

A role consists of a set of actions and activities that a person in a particular position is expected to perform.

Question 67

A person may perform more than one role related to making buying decisions.

Question 68

An opinion leader provides information and is viewed as an authority on many spheres of interest for reference-group participants.

Question 69

Marketers must consider the different nationalities represented within the Hispanic and Asian-American subcultures because of the unique culture, history, and buying patterns of each ethnic group.

Question 70

Family influences are not directly related to purchasing decisions.

Question 71

Consumers' buying decisions are not affected by other people.

Question 72

Consumers' purchasing decisions and brand decisions may be influenced strongly by reference groups.

Question 73

When a product is a conspicuous one, reference-group influence is more likely to affect the brand decision.

Question 74

A reference group acts as a point of comparison and as a source of information for an individual.

Question 75

A consumer belongs to only one subculture.

Question 76

The values, knowledge, beliefs, customs, objects, and concepts of a society affect how people make purchasing decisions.

Question 77

A social class is a closed aggregate of individuals with similar social ranking.

Question 78

Changes in culture do not affect product development.

Question 79

Not all the behavioral patterns and values attributed to specific subcultures apply to every member of that specific subculture.

Question 80

Social classes are referred to as open aggregates of individuals because people can move into and out of them.