Deck 6: Consumer Markets and Consumer Buying Behavior

Question 1

________ is the most affluent U.S. demographic segment.

A) Hispanic
B) African American
C) Asian American
D) None of the above

Answer 1

C

Question 2

Which important consumer subculture's annual buying power is $913 billion, and it is estimated to reach 1.2 trillion by 2013?

A) Hispanic
B) African American
C) Asian American
D) None of the above

Answer 2

B

Question 3

People from which country are likely to expect promptness and prefer quick, unfriendly service over having a conversation with the service provider?

A) Germany
B) United Kingdom
C) Saudi Arabia
D) Japan

Answer 3

D

Question 4

Social scientists have identified the ________ American social classes.

A) Five
B) Six
C) Seven
D) Eight

Question 5

The technique used to measure lifestyles is called:

A) Geographics
B) Economics
C) Demographics
D) Psychographics

Question 6

The first stage of the buyer decision process is:

A) Need recognition
B) Evaluation of alternatives
C) Information search
D) Purchase decision

Question 7

Which of the following is NOT a characteristic affecting consumer behavior?

A) Personal
B) Culture
C) Postpurchase behavior
D) Social

Question 8

According to Maslow, the most important need to be satisfied is:

A) Ego
B) Safety
C) Social
D) Physiological

Question 9

________ developed a two-factor theory that distinguishes dissatisfiers (factors that cause dissatisfaction) and satisfiers (factors that cause satisfaction).

A) Frederick Herzberg
B) Francis Herzberg
C) Alexander Maslow
D) Abraham Maslow

Question 10

The buyer decision process begins with:

A) Evaluation of alternatives
B) Purchase decision
C) Problem recognition
D) Information search

Question 11

When we screen out information coming at us, we are engaged in the act of:

A) Selective retention
B) Selective attention
C) Selective distortion
D) Selective choice

Question 12

Which of the following does NOT comprise the U.S. Hispanic market?

A) Cuban descent
B) Puerto Rican descent
C) South American descent
D) Spanish descent

Question 13

The most important consumer buying unit in the United States (one that has been researched extensively) is the:

A) Individual
B) Family
C) Social class
D) Reference group

Question 14

________ describes changes in an individual's behavior arising from experience.

A) Beliefs
B) Attitudes
C) Learnings
D) Selective Retention

Question 15

The stages through which families pass as they grow older are called:

A) Family crisis cycles
B) Family formulation cycles
C) Family life cycles
D) Family aging cycles

Question 16

________ may also have a strong influence on family buying decisions.

A) Children
B) Head of the family
C) Major bread winner
D) Housewives

Question 17

________ groups are those groups we would like to belong to but do not.

A) Membership
B) Reference
C) Aspirational
D) Motivational

Question 18

Which American social class comprises the largest composition of the population?

A) Middle (38%)
B) Middle (32%)
C) Working (38%)
D) Working (32%)

Question 19

In which of the following countries, men are likely to kiss each other in greeting, and never kiss a woman in public?

A) Germany
B) United Kingdom
C) Saudi Arabia
D) Japan

Question 20

The factor that exerts the broadest and deepest influence on behavior is:

A) Sub-culture
B) Social class
C) Family
D) Culture

Question 21

Most human behavior is learned.

Question 22

________ describes a person's relatively consistent evaluations, feelings, and tendencies toward an object or an idea

A) Attitudes
B) Beliefs
C) Learnings
D) Selective Retention

Question 23

SRI's VALS framework is one of many different psychographic segmentation systems available today.

Question 24

A belief describes a person's relatively consistent evaluations, feelings and tendencies toward an object.

Question 25

The working class depends heavily on relatives for both economic and social support.

Question 26

Cultural factors exert a broad and deep influence on consumer behavior. Describe the differences between a person's culture and subculture.

Question 27

Listing them in the proper order, what are the stages in the buyer decision process? Describe each.

Question 28

It is easy to change a person's attitude by reasoning with them.

Question 29

Each person's distinct personality influences their buying behavior. Personality is usually described in terms of traits. What do we mean when we discuss traits? What are some examples of traits, and how do they affect the way people purchase items?

Question 30

Explain Maslow's needs hierarchy.

Question 31

A group to which a person wishes to belong is called:

A) Spiritual group
B) Social group
C) Membership group
D) Aspirational group

Question 32

In the United States, social class is something you are born into.

Question 33

Buyer discomfort caused by postpurchase conflict is called:

A) Social dissonance
B) Cognitive dissonance
C) Cognitive dilemma
D) Social dilemma

Question 34

Almost all major purchases result in discomfort caused by post purchase conflict [cognitive dissonance].

Question 35

A consumer's behavior is also influenced by social factors, such as the consumer's small groups, family and social roles and status. Explain the differences among these social factors.

Question 36

Consumer behavior cannot be influenced.

Question 37

Status is the general esteem given to someone fulfilling his/her role in society.

Question 38

People are more likely to notice stimuli they did not anticipate than notice stimuli they did anticipate.

Question 39

Which of the following is NOT a part of the buyer decision process?

A) Problem recognition
B) Information search
C) Solution
D) Postpurchase behavior

Question 40

When purchasing hospitality and travel products, customers often use ________ as an indication of quality.

A) Price
B) Features
C) Number of rooms
D) Size of the room