Question 1

The consumer decision process model represents
A) the concept of habitual decision making.
B) the retrieval of an evoked set based on physiological needs.
C) the steps that consumers go through before,during,and after making purchases.
D) the shift from an internal to an external locus of control.
E) the types of decisions all consumers must make.

Accepted Answer

The consumer decision process model outlines the steps that consumers go through before, during, and after making purchases. It includes stages such as problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. It is a widely accepted model in consumer behavior and marketing research.

Question 2

Kathy has naturally curly hair and has often been disappointed with the haircuts she has received.When she moved to a new town,she approached her new office mates and several strangers with curly hair and asked them where they had their hair cut.She chose to spend considerable effort finding a new hair stylist based on the __________ associated with her purchase decision.
A) evoked set
B) reference group
C) physiological risk
D) performance risk
E) financial risk

Accepted Answer

The answer of Kathy has naturally curly hair and has...

Question 3

Upscale men's and women's clothing stores like Nordstrom's,Neiman-Marcus,or Saks Fifth Avenue primarily appeal to consumers' __________ needs.
A) functional
B) postpurchase
C) safety
D) psychological
E) situational

Accepted Answer

Upscale men's and women's clothing stores primarily appeal to consumers' psychological needs, such as the desire for luxury, status, and self-expression through fashion. These stores target consumers who are looking for high-quality, exclusive products that will enhance their self-image and make them feel special. While functional needs may also be met through the clothing items sold at these stores, the primary appeal is to consumers' psychological desires.

Question 4

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.
A) functional and social
B) postpurchase and prepurchase
C) safety and situational
D) psychological and physiological
E) functional and psychological

Accepted Answer

Meeting the functional needs (such as practicality and efficiency) and psychological needs (such as emotional satisfaction and self-expression) of target markets is crucial for successful marketing. This approach allows firms to appeal to both the rational and emotional aspects of consumer decision-making.

Question 5

Laura has a nearly new economy car,but she wants a Ford Mustang because she thinks it would be exciting to own one.If she decides to purchase a sports car such as the Mustang,she will be primarily fulfilling __________ needs.
A) functional
B) postpurchase
C) safety
D) psychological
E) functional and psychological

Accepted Answer

Laura's desire for a Ford Mustang is based on her psychological need for excitement and enjoyment, as opposed to a functional need for reliable transportation.

Question 6

The greater the discrepancy between a consumer's needy state and the desired state,the greater
A) time needed to satisfy the need.
B) the effort consumers will invest in searching for alternatives.
C) the consumer's need recognition will be.
D) the size of the universal set will be.
E) the amount of external information search.

Accepted Answer

The answer of The greater the discrepancy between a consumer's...

Question 7

Peter wanted an unbiased source of information to help him decide what brand of appliances to buy for his new condominium.Peter would most likely search for information from
A) the Sears catalog.
B) the Consumer Reports website.
C) the local Better Business Bureau.
D) the website for Best Buy (an electronics retail chain).
E) Psychology Today magazine.

Accepted Answer

Consumer Reports is a non-profit organization that provides unbiased reviews and ratings on various products, including appliances. It is a reliable source for information on product performance, reliability, and customer satisfaction. The other options may have biases towards certain brands or companies.

Question 8

Which of the following is NOT one of the four factors affecting consumers' search processes?
A) Perceived benefits versus perceived costs of search
B) Locus of control
C) Actual or perceived risk
D) Type of product or service
E) Functional versus psychological need

Accepted Answer

The answer of Which of the following is NOT one...

Question 9

When Brandon decided he needed a new car,he immediately called his old college roommate who owns a BMW dealership to ask questions about options and financing.Brandon was searching for information from
A) an external source.
B) an internal locus of control.
C) a decision rule.
D) an internal source.
E) a situational factor group.

Accepted Answer

Brandon is seeking information from an external source, his old college roommate who owns a BMW dealership.

Question 10

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.
A) interpersonal and sensual
B) compensatory and noncompensatory
C) ritual and spiritual
D) specialty and ordinary
E) internal and external

Accepted Answer

Kelly probably relied on external sources of information such as online reviews, recommendations from friends and family, and advertisements to make her decision about purchasing a new car. She may have also used internal sources, like her own past experiences and preferences, to inform her decision-making process.

Question 11

The consumer buying process begins when
A) a consumer enters a store.
B) consumers' functional needs are greater than their psychological needs.
C) a consumer's performance risk is minimized.
D) a consumer recognizes an unsatisfied need.
E) learning follows perception.

Accepted Answer

The consumer buying process starts when a consumer recognizes an unsatisfied need. This is the first step in the process and leads to information search, evaluation of alternatives, purchase decision, and post-purchase evaluation.

Question 12

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.
A) financial risk and performance risk
B) search for alternatives and alternatives found
C) needy state and desired state
D) universal set and evoked set
E) external and internal information search

Accepted Answer

The greater the discrepancy between a consumer's current needy state and desired state, the greater the consumer's need recognition will be. This means that consumers will recognize a need when there is a gap between their current state (what they have or how they feel) and their desired state (what they want or how they want to feel). Financial risk and performance risk, search for alternatives and alternatives found, universal set and evoked set, and external and internal information search are not directly related to consumer need recognition.

Question 13

When Karen realized her dog had fleas,Karen had
A) a social-perceptual incongruence.
B) a psychological need.
C) a cognitive learning failure.
D) a universal shopping need.
E) an unsatisfied need.

Accepted Answer

The answer of When Karen realized her dog had fleas,Karen...

Question 14

In the consumer decision process,we decide how much time and effort to expend searching for information based partly on
A) postpurchase dissonance.
B) the outcome of the alternative evaluation process.
C) the degree of perceived risk associated with the product or service being considered.
D) the results of habitual decision making.
E) the results of the external search.

Accepted Answer

The degree of perceived risk associated with the product or service being considered is one of the factors that determine how much time and effort the consumer will spend searching for information. If the perceived risk is high, the consumer is likely to engage in extensive information search to reduce that risk. If the perceived risk is low, the consumer may engage in limited information search or rely on habitual decision making. Postpurchase dissonance, the outcome of the alternative evaluation process, and the results of the external search may influence the decision process, but they do not directly determine the amount of time and effort spent on information search.

Question 15

Once consumers have recognized a need,they begin to search for ways to satisfy that need.The internal search is characterized by
A) looking through the internal records of a firm,often found on the company website.
B) examining personal memories and knowledge.
C) using the Internet to find what other consumers feel about a specific product or service.
D) consulting close friends and families before expanding the search to a wider,external group.
E) the influence of advertising.

Accepted Answer

Internal search involves the consumer examining their own personal memories and knowledge to try to satisfy the need they have recognized. The other options listed involve external search methods.

Question 16

Ryan believes he is responsible for his actions,and he will conduct extensive searches before making a purchase.Michael's favorite phrase,when confronted by the need to make a decision,is,"Whatever." In marketing terms,Ryan is said to have a(n)__________ and Michael,a(n)__________.
A) obsessive personality; laissez-fair approach
B) formal search function; casual search function
C) increased search anxiety; decreased search anxiety
D) internal locus of control; external locus of control
E) focused sense of information; unfocused sense of information

Accepted Answer

The answer of Ryan believes he is responsible for his...

Question 17

By producing motorcycles that do more than get riders to their destinations and back,Harley-Davidson is addressing consumers' __________ needs.
A) functional and social
B) postpurchase and prepurchase
C) safety and situational
D) psychological and physiological
E) functional and psychological

Accepted Answer

By producing motorcycles that fulfill both functional needs (such as transportation) and psychological needs (such as the desire for adventure and freedom), Harley-Davidson is addressing consumers' functional and psychological needs.

Question 18

When mountain climbers purchase clothing for scaling Mount Everest,their purchases are primarily addressing __________ needs.
A) functional
B) prepurchase
C) social
D) psychological
E) functional and psychological

Accepted Answer

Mountain climbers purchasing clothing for scaling Mount Everest have functional needs - they need clothing that will protect them from extreme weather conditions and allow them to climb safely. While psychological needs may play a role in their motivation to climb, it is not the primary driver behind their clothing purchases. Prepurchase and social needs are also not as important as functional needs in this context.

Question 19

Before flying,Jaden researches the types of planes the airline uses,scans the plane for defects as it taxis up to the terminal,and follows the pilot and crew as they come through the airport.He has no experience as a pilot or airplane mechanic.Jaden probably has a misguided sense of his
A) postpurchase dissonance.
B) locus of control.
C) reference group identification.
D) attribute sets.
E) social risk.

Accepted Answer

Jaden's behavior suggests that he may have an external locus of control, believing that he can reduce his anxiety about flying by taking actions that are not within his control, such as inspecting the plane and following the pilot and crew. This is a misguided belief as these actions do not necessarily guarantee a safe flight.

Question 20

When the floor rusted through on her old car,Kelly knew she had a problem.Logically,Kelly's next step in the consumer decision process would be to
A) identify her need.
B) search for information.
C) evaluate alternatives.
D) purchase a new car.
E) assess her satisfaction with the car she purchased.

Accepted Answer

The next logical step in the consumer decision process after identifying the problem is to search for information about possible solutions. Kelly needs to research and find out what are her options for fixing the rusted floor or purchasing a new car.

Quiz 6: Consumer Behavior

The consumer decision process model represents

Upscale men's and women's clothing stores like Nordstrom's,Neiman-Marcus,or Saks Fifth Avenue primarily appeal to consumers' __________ needs.

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.

Laura has a nearly new economy car,but she wants a Ford Mustang because she thinks it would be exciting to own one.If she decides to purchase a sports car such as the Mustang,she will be primarily fulfilling __________ needs.

The greater the discrepancy between a consumer's needy state and the desired state,the greater

Peter wanted an unbiased source of information to help him decide what brand of appliances to buy for his new condominium.Peter would most likely search for information from

Which of the following is NOT one of the four factors affecting consumers' search processes?

When Brandon decided he needed a new car,he immediately called his old college roommate who owns a BMW dealership to ask questions about options and financing.Brandon was searching for information from

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

The consumer buying process begins when

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

When Karen realized her dog had fleas,Karen had

In the consumer decision process,we decide how much time and effort to expend searching for information based partly on

Once consumers have recognized a need,they begin to search for ways to satisfy that need.The internal search is characterized by

Ryan believes he is responsible for his actions,and he will conduct extensive searches before making a purchase.Michael's favorite phrase,when confronted by the need to make a decision,is,"Whatever." In marketing terms,Ryan is said to have a(n) and Michael,a(n) .

By producing motorcycles that do more than get riders to their destinations and back,Harley-Davidson is addressing consumers' __________ needs.

When mountain climbers purchase clothing for scaling Mount Everest,their purchases are primarily addressing __________ needs.

Before flying,Jaden researches the types of planes the airline uses,scans the plane for defects as it taxis up to the terminal,and follows the pilot and crew as they come through the airport.He has no experience as a pilot or airplane mechanic.Jaden probably has a misguided sense of his

When the floor rusted through on her old car,Kelly knew she had a problem.Logically,Kelly's next step in the consumer decision process would be to