Question 1

__________ factors, such as the purchase situation, often override or influence psychological and social issues influencing consumers' purchase decisions.

Accepted Answer

Situational factors refer to the specific circumstances surrounding a purchase, such as time constraints, availability of funds, or physical environment. These factors can often override or heavily influence other psychological or social factors that may otherwise impact a consumer's decision.

Question 2

Steve wasn't sure what kind of salsa he wanted to get for his upcoming Super Bowl party. It seemed like there were dozens of varieties to choose from. He noticed that he could sample a few at a station in the store. He tried four, rejected two, and bought several jars of the two he really liked. He also ended up buying a different-and more expensive-kind of tortilla chip after tasting it. Marketers identify this as a success story of

Accepted Answer

The success story is attributed to the in-store demonstration where Steve was able to sample different varieties of salsa and decide which ones he liked best. This indicates the effectiveness of in-store demonstrations as a marketing technique.

Question 3

There is a saying, "Never go to the grocery store hungry." This saying suggests that a consumer's __________ state may adversely affect purchasing decisions.

Accepted Answer

The answer of There is a saying, "Never go to...

Question 4

The consumer's level of involvement can lead to two types of buying decisions: __________ and __________.

Accepted Answer

The two types of buying decisions based on the consumer's level of involvement are extended problem solving when a consumer is highly involved and makes a deliberate and extensive decision, and limited problem solving when a consumer is less involved and makes a quick decision based on minimal information. The other options either don't relate to the question or are incorrect.

Question 5

Jennifer's spending decisions are heavily influenced by her family, her peers, and her religious education. These influences on her spending decisions are all ________ influences.

Accepted Answer

The external social environment includes factors outside of the individual's control, such as family, peers, and cultural or religious education. These factors can heavily influence a person's spending decisions. Psychological risk and physiological need are internal factors, while cognitive need and evoked set are related to the decision-making process itself.

Question 6

Beverage firms sometimes hire attractive young people to sit at fashionable bars, sipping the company's latest product offering. The firms hope these models will serve as a(n) __________ and influence consumers.

Accepted Answer

The term "reference group" refers to a group of people that individuals compare themselves to and use as a basis for their own behaviors and attitudes. In this case, the beverage firms are using attractive young people as a reference group to influence consumers' purchasing decisions. By seeing these models drinking the company's latest product offering, consumers may be more likely to associate the drink with positive social status and mimic their behavior by purchasing and trying the drink themselves.

Question 7

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles. These stars often became __________, influencing other consumers' behavior.

Accepted Answer

The term "reference groups" refers to groups of people to whom individuals look for guidance and direction in their own behavior. Hollywood movie stars, as influential figures in society, can serve as reference groups by setting an example for others to follow. In this case, their purchase of electric and hybrid vehicles can encourage others to consider doing the same, making them an important example of reference groups.

Question 8

Many states have laws regulating the prices businesses charge during emergencies like hurricanes. These laws are designed to protect consumers whose __________ state may impair their ability to make sound purchase decisions.

Accepted Answer

The answer of Many states have laws regulating the prices...

Question 9

Consumers use and process different aspects of advertising or messages. __________ yields greater attention and deeper processing, and leads to strong attitudes and purchase intentions.

Accepted Answer

High involvement means that the consumer is motivated to process the information in the message and is likely to pay close attention to it. This can lead to deeper processing, stronger attitudes and purchase intentions.

Question 10

Thanh has to decide which college to attend. This is the most important, riskiest, and most expensive decision she has ever made. She will be engaged in

Accepted Answer

Thanh's decision to choose a college is a high involvement decision, as it is costly and has a significant impact on her future. Additionally, it is a risky decision as the outcome of her choice is uncertain. Therefore, extended problem solving is the most appropriate decision-making process for Thanh to use when choosing which college to attend. This process involves gathering information, evaluating options, and carefully considering the consequences of each choice before making a decision.

Question 11

Before going on his first business trip to China, Brad asked his Chinese-American friend to advise him on customs and values common among the Chinese businesspeople he will likely encounter. Brad is trying to avoid __________ business blunders.

Accepted Answer

Brad is seeking advice on customs and values common among Chinese businesspeople, indicating a need to understand different cultural norms in order to avoid cultural blunders.

Question 12

Paula is about to open a new hardware store. She is making decisions regarding lighting, colors, and layout of merchandise. Paula knows these __________ factors will influence consumers' purchase decisions.

Accepted Answer

Store atmosphere includes factors such as lighting, colors, and layout of merchandise that can influence consumers' purchase decisions.

Question 13

A consumer's external social environment includes

Accepted Answer

The consumer's external social environment includes family, reference groups, and culture. These are all factors that influence the consumer's behavior and decision making. The other options listed refer to different aspects of the consumer's decision-making process, but not the external social environment.

Question 14

Brenda was planning a small dinner party and had gone to a new specialty food store with coupons she'd found in the food section of the paper. At the store, she also found a buy one, get one free deal and a gift offered with the purchase of a particular dessert. She altered the menu as a result of the __________ and ended up spending less than she'd planned.

Accepted Answer

The buy one, get one free deal and gift with purchase are examples of in-store promotions, which influenced Brenda to alter her menu and spend less. The other options listed (in-store demonstrations, packaging, product placement, and store atmosphere) do not specifically relate to these discounts and deals.

Question 15

Natalie and her fiancée Dow are planning their wedding. She knows her mother wants her to have a traditional church wedding with a Roman Catholic priest officiating. Natalie would like to have an informal ceremony on the beach, since that type of wedding has become popular with her friends. Furthermore, Dow is from Thailand and would like to have a monk officiate. Natalie and Dow's wedding decisions are most influenced by

Accepted Answer

Natalie and Dow's wedding decisions are most influenced by their family's traditions and expectations (mother wanting a traditional church wedding), their reference group's preferences and trends (friends having beach weddings), and their cultural backgrounds (Dow wanting a monk to officiate). These factors all fall under the category of family, reference groups, and culture. Therefore, option E is the best choice.

Question 16

Where Caroline grew up, everyone knew everyone else, no one locked the doors on their house, and a person's word could be trusted. When she went to work in another part of the country, she was surprised by how few people had similar values and beliefs. Caroline had to adjust to __________ differences.

Accepted Answer

Caroline had to adjust to cultural differences, as she encountered a different set of values and beliefs in the new place she was working in.

Question 17

The shared meanings, beliefs, morals, values, and customs of a group of people constitute its

Accepted Answer

Culture refers to the shared meanings, beliefs, morals, values and customs of a group of people.

Question 18

Limited problem solving usually relies on

Accepted Answer

The answer of Limited problem solving usually relies on
...

Question 19

Christopher bought Timberland boots because he felt they were perfect for his outdoor activities. Patrick bought the same kind of boots because he felt they were stylish, especially with the logo clearly visible. The psychological factor driving Patrick's behavior is

Accepted Answer

The answer of Christopher bought Timberland boots because he felt...

Question 20

The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers' decisions.

Accepted Answer

The situation of rain is a situational factor that influences consumers' decisions to purchase umbrellas.

Quiz 6: Consumer Behavior