Question 1

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
A) a functional need.
B) lifestyle.
C) his universal set.
D) learned behavior.
E) his evoked set.

Accepted Answer

The psychological factor driving Patrick's behavior is his lifestyle. He is motivated by the desire to be seen as stylish and fashionable, rather than the functional need for outdoor footwear.

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
A) learning.
B) decision rules.
C) social factors.
D) advertisements.
E) in-store demonstrations.

Accepted Answer

This is an example of the effectiveness of in-store demonstrations or tastings. Steve was able to try the different varieties of salsa and chose the ones he liked best based on his personal taste preferences. He also ended up buying a more expensive type of tortilla chip after trying it, which suggests that the in-store demonstration was successful in influencing his purchasing decision.

Question 3

The shared meanings,beliefs,morals,values,and customs of a group of people constitute its
A) reference group.
B) family.
C) culture.
D) cognitive frame.
E) evoked set.

Accepted Answer

Culture refers to the shared meanings, beliefs, morals, values, and customs of a group of people. A reference group is a group that a person uses as a point of reference in making decisions or evaluating their own beliefs and values. A family is a social unit consisting of parents and their children. Cognitive frame refers to a person's mental model of how they perceive the world around them. An evoked set refers to a group of brands that a consumer considers buying when making a purchasing decision.

Question 4

The consumer's level of involvement can lead to two types of buying decisions: __________ or
A) extended problem solving; limited problem solving.
B) culturally influenced; autonomous.
C) economic; social.
D) physiological/safety; esteem/self-actualization.
E) habitual; extended.

Accepted Answer

The two types of buying decisions that are determined by the consumer's level of involvement are extended problem solving and limited problem solving. Extended problem solving refers to situations where the consumer is highly involved in the decision-making process and will engage in extensive information search and evaluation of alternatives. Limited problem solving, on the other hand, refers to situations where the consumer has low involvement and will make a decision based on minimal information or past experiences.

Question 5

Limited problem solving usually relies on
A) past experience more than on external information.
B) situational stimuli and attitudes.
C) external searches for information.
D) financial analysis of performance risk.
E) evaluation of the universal set.

Accepted Answer

Limited problem solving typically involves a moderate amount of effort and relies more on past experiences and internal knowledge than on extensive external search for information or detailed analysis.

Question 6

Natalie and her fiancé 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
A) impulse, habitual, and limited problem-solving processes.
B) functional and psychological profit.
C) universal, retrieval, and evoked sets.
D) cognitive, affective, and behavioral environments.
E) family, reference groups, and culture.

Accepted Answer

Natalie and Dow's wedding decisions are most influenced by factors outside of themselves, such as their families, reference groups (i.e. friends who have had beach weddings), and cultural expectations (i.e. Dow's desire for a monk officiant). These external influences are key components of the social environment and reflect the impact of socialization and cultural norms on individuals' decision-making processes.

Question 7

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
A) low-involvement decision making.
B) extended problem solving.
C) habitual decision making.
D) prepurchase dissonance.
E) limited problem solving.

Accepted Answer

Thanh's decision to choose a college is a complex and high-risk decision that involves a significant investment of time and money, making it a perfect example of extended problem solving. This type of decision making is characterized by a high level of involvement, as well as a significant amount of research and consideration before a final decision is made. Thanh will likely want to gather extensive information about each school, including its academic programs, faculty, campus culture, and other important factors before making her decision.

Question 8

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.
A) in-store demonstrations
B) packaging
C) in-store promotion
D) product placement
E) store atmosphere

Accepted Answer

The discounts and offers Brenda found at the specialty food store are examples of in-store promotions, which encouraged her to alter her menu and spend less than she had originally planned.

Question 9

Where Caroline grew up,everyone knew everyone else,no one locked their doors,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.
A) reference group
B) situational
C) cognitive
D) cultural
E) evoked

Accepted Answer

Caroline's experience suggests that the differences she faced were related to culture, which encompasses shared values, beliefs, and behaviors among groups of people. The other options, such as reference group, situational, cognitive, and evoked differences, do not fit the context of the scenario.

Question 10

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.
A) reference group
B) risk avoider
C) cultural determinant
D) cognitive learning experiment
E) evoked set

Accepted Answer

Hiring attractive young people to promote a product is an example of using a reference group, which is a group of people a consumer looks to for guidance on how to behave and what products to purchase. The hope is that seeing these models enjoying the product will influence consumers to do the same.

Question 11

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.
A) shopping
B) social
C) theoretical
D) temporal
E) physical

Accepted Answer

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

Question 12

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.
A) reference group
B) situational
C) cultural
D) cognitive
E) evoked

Accepted Answer

Brad is seeking advice on customs and values common among Chinese businesspeople to avoid cultural blunders.

Question 13

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.
A) interpersonal
B) extended habitual
C) postpurchase dissonance
D) store atmosphere
E) social

Accepted Answer

The store atmosphere, which includes lighting, colors, and layout, can have a significant impact on consumers' purchase decisions. Creating a welcoming and visually appealing environment can help attract and retain customers. The other options are not directly related to store design and layout.

Question 14

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.
A) psychological risk
B) external social environment
C) physiological need
D) cognitive need
E) evoked set

Accepted Answer

The external social environment refers to influences from sources external to an individual, such as family and peers. Therefore, Jennifer's spending decisions are heavily influenced by external social environment. The other options are not applicable in this scenario - psychological risk refers to the potential negative emotional consequences of a purchase decision, physiological need refers to basic biological needs such as hunger or thirst, cognitive need refers to the need for knowledge and understanding, and evoked set refers to the group of brands that a consumer considers when making a purchase decision.

Question 15

__________ factors override or at least influence psychological and social issues.
A) Situational
B) Extended habitual
C) Postpurchase dissonance
D) Interpersonal
E) Economic

Accepted Answer

Situational factors refer to the external circumstances or environment that can affect consumer behavior. These factors can include the physical surroundings, time constraints, or specific events or occasions. Situational factors can override or at least influence psychological and social issues, as they may have a greater impact on consumer decision-making in specific situations.

Question 16

Consumers use and process different aspects of advertising or messages.__________ yields greater attention and deeper processing,and leads to strong attitudes and purchase intentions.
A) An external locus of control
B) High involvement
C) Low involvement
D) Differential content
E) Internet advertising

Accepted Answer

High involvement refers to situations where the consumer has a high level of interest and personal relevance in the product or service being advertised. In these situations, consumers are more likely to pay attention to the message and process it more deeply, leading to stronger attitudes and purchase intentions. Other factors, such as an external locus of control or the use of internet advertising, do not necessarily have a direct impact on the level of attention or processing given to a message. Low involvement may lead to less attention and processing of the message. Differential content refers to the use of different types of messages or appeals to target different segments or groups of consumers.

Question 17

There is a saying "Never go to the grocery store hungry." This saying suggests that a consumer's __________ state may adversely affect purchasing decisions.
A) shopping
B) social
C) theoretical
D) external
E) temporal

Accepted Answer

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

Question 18

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles.These stars often become __________,influencing other consumers' behavior.
A) reference groups
B) internal loci of control
C) cultural icons
D) cognitive parameters
E) evoked images

Accepted Answer

Reference groups are groups of people individuals look to for guidance and inspiration in their behavior, values, and attitudes. Hollywood movie stars, especially those who are early adopters of new technologies like electric and hybrid vehicles, can act as reference groups, influencing the purchase decisions of their fans and followers.

Question 19

A consumer's external social environment includes
A) impulse, habitual, and limited problem-solving processes.
B) functional and psychological needs.
C) universal, retrieval, and evoked sets.
D) cognitive, affective, and behavioral environments.
E) the customer's family, reference groups, and culture.

Accepted Answer

The external social environment of a consumer includes the people and groups that directly or indirectly influence their behavior, such as family, friends, reference groups, and culture. Therefore, the best choice is E. The other options listed in the question refer to internal processes or sets related to consumer behavior, not external social factors.

Question 20

The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers' decisions.
A) situational
B) psychological
C) shopping
D) interpersonal
E) economic

Accepted Answer

Situational factors refer to temporary or unique circumstances that can influence consumers' behavior and decision-making. In this example, the situational factor is the raining weather, which creates a need for an umbrella, ultimately influencing consumers to purchase one.

Quiz 6: Consumer Behavior

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

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

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

Limited problem solving usually relies on

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

Where Caroline grew up,everyone knew everyone else,no one locked their doors,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.

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.

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.

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.

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.

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.

__________ factors override or at least influence psychological and social issues.

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

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

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

A consumer's external social environment includes

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