Deck 5: Final Consumers and Their Buying Behavior

Question 1

Economic needs are concerned only with getting the best quality at the lowest price.

Answer 1

False
Explanation: Economic needs are concerned with making the best use of a consumer's time and money,as the consumer judges it.Some economic needs are economy of purchase or use,efficiency in operation or use,dependability in use,improvement of earnings,and convenience.

Question 2

Wants are the basic forces that motivate a person to do something.

Answer 2

False
Explanation: Needs are the basic forces that motivate a person to do something.Wants are "needs" that are learned during a person's life.

Question 3

Discretionary income is the income from investments.

Answer 3

False
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.

Question 4

In 2015,half of all American households earned more than $75,442.

Question 5

Economic needs include such things as self-respect,accomplishment,fun,freedom,and relaxation.

Question 6

A drive is a strong stimulus that encourages action to reduce a need.

Question 7

The economic-buyer theory assumes that consumers know all the facts and logically compare choices.

Question 8

Family,social class,reference groups,and culture are the psychological variables that affect a consumer's buying decisions.

Question 9

Wants are needs that are learned during a person's life.

Question 10

The median income of U.S.families in 2015 was about $56,516.

Question 11

In 2015,50 percent of U.S.families received less than $56,516 in income.

Question 12

Discretionary income is the income adjusted to take out the effects of inflation.

Question 13

Consumer buying decisions are influenced by economic needs,psychological variables,social influences,culture,and the purchase situation.

Question 14

Most marketing managers think that the economic-buyer theory explains buyer behavior very well.

Question 15

The economic buyer view of consumers says that individuals will only buy the cheapest goods and services available,regardless of quality.

Question 16

Motivation,perception,learning,attitudes,trust,and lifestyle are psychological variables that affect consumer buying.

Question 17

Discretionary income is an elusive concept because the definition of necessities varies from family to family and over time.

Question 18

After taking inflation into account,the median income in the U.S.has been flat over the last decade.

Question 19

Most economists assume that consumers are economic buyers who logically evaluate choices to get the greatest satisfaction from spending their time and money.

Question 20

Discretionary income is what is left after paying taxes.

Question 21

Food,liquid,sex,and rest are examples of physiological needs.

Question 22

Many needs are culturally (or socially)learned.

Question 23

The hierarchy of needs suggests that only one need can be satisfied at a time.

Question 24

A cue is likely to result in a consumer response only if there is a drive to satisfy.

Question 25

Reinforcement strengthens the relationship between the cue and the response.

Question 26

Selective exposure refers to a person's ability to screen out or modify ideas,messages,and information that conflict with previously learned attitudes and beliefs.

Question 27

Examples of personal needs include accomplishment,fun,freedom,and relaxation.

Question 28

An attitude is a person's point of view about something,and usually involves liking or disliking.

Question 29

That "new car" smell that includes an aroma of leather and wood is an example of using a positive cue.

Question 30

A perfume ad that suggests that people who use the product have more appeal to the opposite sex is an example of a positive cue.

Question 31

Learning is a change in a person's thought processes caused by prior experience.

Question 32

Americans' preoccupation with deodorants is an example of a culturally learned need.

Question 33

The "hierarchy of needs" model suggests that most products must fill more than one need at the same time.

Question 34

Consumers do not usually see or hear all the stimuli that come their way.

Question 35

Adding lemon scent to Pledge furniture polish is an example of using a positive cue.

Question 36

The hierarchy of needs suggests that a consumer would not try to satisfy physiological and safety needs until social and personal needs have been completely satisfied.

Question 37

According to the hierarchy of needs,consumers are motivated to first satisfy their higher-order needs; then they will focus on their lower-level needs.

Question 38

Reinforcement of a response decreases the likelihood of the same response the next time the drive occurs.

Question 39

The main difference between attitudes and beliefs is that beliefs always involve liking or disliking,but attitudes don't necessarily involve liking or disliking.

Question 40

In selective exposure we screen out or modify ideas,messages,and information that conflict with previously learned attitudes and beliefs.

Question 41

Activities,interests,and opinions are the AIO variables used in lifestyle analysis.

Question 42

Older people seem to be more open to new products and brands than younger people.

Question 43

The stage of family life cycle is usually determined by two demographic dimensions: income and number of children.

Question 44

In light of the relationships between consumer expectations and satisfaction,it's usually best for promotion to slightly "over promise" what the firm can actually deliver.

Question 45

Singles and young couples seem less willing to try new products because they earn less.

Question 46

An expectation is a future outcome or event that a person anticipates will happen.

Question 47

Families with teenagers tend to spend more on durables than younger families.

Question 48

Consumers may evaluate a product not just on how well it performs,but on how it performs relative to their expectations.

Question 49

A consumer's belief about a product may have a positive or negative effect on his or her attitude about the product.

Question 50

Beliefs may help shape a consumer's attitudes but don't necessarily involve any liking or disliking.

Question 51

Beliefs are not as action-oriented as attitudes.

Question 52

Beliefs are more action-oriented than attitudes.

Question 53

Younger families with no children are a good market for durable goods such as automobiles and furniture.

Question 54

Attitudes are very good predictors of intention to buy.

Question 55

Attitudes,income,and opinions are the AIO variables used in lifestyle analysis.

Question 56

Trust is the confidence a person has in the promises or actions of another person,brand,or company.

Question 57

Marital status,age,and the age of any children in a household are the three demographic dimensions that determine the stage of family life cycle.

Question 58

Psychographics is the analysis of a person's day-to-day pattern of living as expressed in that person's activities,interests,and opinions.

Question 59

Highly trusted people,brands,and companies have many disadvantages in the marketplace.

Question 60

Teens play an increasingly minor role in shaping family purchases.

Question 61

Hispanics are the largest ethnic group in the U.S.

Question 62

Empty nesters are people whose children are grown and who are now able to spend their money in other ways.

Question 63

Both the birthrate and the buying power of ethnic groups in the U.S.are increasing.

Question 64

In the U.S.,the number of ethnic consumers is growing at a faster rate than the rest of the United States.

Question 65

Opinion leaders for one subject or product are also usually opinion leaders for many other subjects or products.

Question 66

Income by itself is usually a pretty good measure of social class.

Question 67

An opinion leader is usually wealthier and better educated than the people he or she influences.

Question 68

A person normally has several reference groups.

Question 69

Buying responsibility and purchase influence between husband and wife vary greatly depending on the product and the specific family.

Question 70

Marketers who want to aim at people within several different cultures are usually able to use the same marketing mix for all of them.

Question 71

Empty nesters is a term that refers to young couples with no children.

Question 72

People who have the same amount of income but who are in different social classes tend to spend their income in the same way.

Question 73

The group of people to whom an individual looks when forming attitudes about a particular topic is his or her reference group for that topic.

Question 74

According to the text,the U.S.social class system is much more rigid than social systems in other countries.

Question 75

Among ethnic minorities in the U.S.,the birthrate is lower than the overall population.

Question 76

Reference groups are more important when others will be able to "see" which product or brand we're using.

Question 77

Given the same income,consumers in different social classes will handle themselves and their money very differently.

Question 78

According to the text,the U.S.social class system is usually measured in terms of occupation,education,and housing arrangements.

Question 79

Consumer buying decisions are affected by social influences such as motivation,perception,learning,attitudes,and personality.

Question 80

Reference group influence is likely to be greater for products that will not be seen by other individuals.