Deck 7: Final Consumers and Their Buying Behavior

Question 1

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

Answer 1

True
Explanation: The economic-buyer theory assumes that consumers are economic buyers-people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money.

Question 2

By 2010,after taking inflation into account,the median income in the U.S.declined by 7 percent in the previous decade.

Answer 2

True
Explanation: In 2010, 20 percent of households had income of less than $20,000, and the median income-where half the households earned more and half earned less-was $49,445. By 2010, after taking inflation into account, the median income in the U.S. declined by 7 percent in the previous decade.

Question 3

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

Answer 3

True
Explanation: A drive is a strong stimulus that encourages action to reduce a need. In marketing, a product purchase results from a drive to satisfy some need.

Question 4

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

Question 5

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

Question 6

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

Question 7

In 2010,half of all American households earned more than $75,442.

Question 8

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

Question 9

The median income of U.S.families in 2010 was about $49,445.

Question 10

In 2010,50 percent of U.S.families received less than $49,445 in income.

Question 11

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

Question 12

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

Question 13

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

Question 14

Discretionary income is what is left after paying taxes.

Question 15

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

Question 16

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

Question 17

Discretionary income is the income from investments.

Question 18

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

Question 19

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

Question 20

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

Question 21

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 22

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

Question 23

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

Question 24

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

Question 25

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

Question 26

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

Question 27

According to learning theory,a cue is likely to result in a consumer response only if there is a drive to satisfy.

Question 28

Reinforcement strengthens the relationship between the cue and the response.

Question 29

Motivation theory suggests that only one need can be satisfied at a time.

Question 30

"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 31

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

Question 32

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 33

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

Question 34

Many needs are culturally (or socially)learned.

Question 35

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

Question 36

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

Question 37

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

Question 38

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 39

The Hierarchy of Needs model suggests that most products must fill more than one need at the same time.

Question 40

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

Question 41

It is possible for marketing managers to change or create new attitudes about goods and services-but overcoming negative attitudes is a really tough job.

Question 42

Stage of family life-cycle is usually determined by two demographic dimensions-income and number of children.

Question 43

Beliefs are not as action-oriented as attitudes.

Question 44

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

Question 45

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 46

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

Question 47

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

Question 48

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

Question 49

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

Question 50

Beliefs are more action-oriented than attitudes.

Question 51

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

Question 52

Activities,Interests,and Opinions are the AIO variables used in lifestyle analysis.

Question 53

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 54

It is easier for a marketer to work with existing attitudes than to try to change them.

Question 55

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

Question 56

Attitudes,Income and Opinions are the AIO variables used in lifestyle analysis.

Question 57

Attitudes are very good predictors of intention to buy.

Question 58

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

Question 59

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

Question 60

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

Question 61

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

Question 62

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

Question 63

Word-of-mouth publicity from opinion leaders can be favorable or unfavorable.

Question 64

Teens play an increasingly minor role in shaping family purchases.

Question 65

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

Question 66

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

Question 67

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

Question 68

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

Question 69

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

Question 70

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

Question 71

In the U.S.,ethnic submarkets are growing at a faster rate than the overall population.

Question 72

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

Question 73

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

Question 74

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

Question 75

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

Question 76

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

Question 77

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 78

A person normally has several reference groups.

Question 79

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

Question 80

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