Question 1

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 the temporary or unique circumstances in which consumers find themselves, such as the weather or time constraints. In this example, the situation of rain prompts consumers to purchase umbrellas, demonstrating how situational factors influence their decisions.

Question 2

The consumer's level of involvement can lead to two types of decision-making processes: __________ and __________.
A) extended problem solving; limited problem solving
B) culturally influenced; autonomous
C) economic; social
D) physiological / safety; esteem / self-actualization
E) historic; aspirational

Accepted Answer

The two types of decision-making processes based on the consumer's level of involvement are extended problem solving (which occurs when consumers are highly involved in the purchase decision and take time to research, evaluate alternatives, and make a deliberate decision) and limited problem solving (which occurs when consumers are less involved in the purchase decision and rely on simple decision rules or heuristics to make a quick decision).

Question 3

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 means that consumers are highly motivated to process information about a product or service. This type of processing leads to greater attention and deeper processing, which can result in stronger attitudes and purchase intentions. In contrast, low involvement means that consumers are less motivated to process information, and may rely on heuristics or mental shortcuts when making decisions. An external locus of control refers to a belief that outcomes are determined by external factors, rather than personal behavior or effort. Differential content refers to the specific details or features of a message, while internet advertising is a channel through which advertising can be delivered.

Question 4

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 influenced by
A) impulse,habitual,and limited problem solving process.
B) functional and psychological profit.
C) universal,retrieval,and evoked sets.
D) cognitive,affective,and behavioral environment.
E) family,reference groups,and culture.

Accepted Answer

Natalie and Dow's wedding decisions are influenced by their family's expectations (Natalie's mother's desire for a traditional church wedding), their reference groups (the popularity of beach weddings among Natalie's friends), and culture (Dow's desire for a monk officiate, which is influenced by his Thai background). Therefore, option E, which includes family, reference groups, and culture, is the best choice.

Question 5

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

Accepted Answer

Caroline had to adjust to cultural differences when she realized that her values and beliefs were not necessarily shared by people in the area where she worked. This suggests that the differences she encountered were rooted in cultural norms rather than situational factors or individual cognitive differences. The term "evoked" is not relevant in this context, and while reference group may be a relevant concept, it does not capture the full scope of the differences that Caroline had to navigate.

Question 6

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) ecclesiastical

Accepted Answer

The word "temporal" means relating to time, so consumers whose judgment may be impaired due to the emergency situation. Therefore, the best choice is D.

Question 7

Most "big box" retailers regularly move products from one aisle to another.They also put personal care products in the pharmacy area,many aisles away from the grocery products.They do this because consumers who spend more time walking through the store are likely to make
A) impulse purchases.
B) limited problem solving decisions.
C) extended problem solving decisions.
D) ritual consumption purchases.
E) affective alternative decisions.

Accepted Answer

Retailers move products around in their stores to encourage consumers to spend more time in the store, which increases the likelihood of making impulse purchases.

Question 8

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

The statement describes the practice of hiring young people to serve as a reference group and influence consumers by drinking the company's product at fashionable bars.

Question 9

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles.These stars often became __________,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 who have an influence on an individual's attitudes and behavior, often through social comparison. Hollywood movie stars who bought electric and hybrid vehicles can be considered as reference groups for other consumers who were influenced by their behavior.

Question 10

Last semester,Henri bought his textbooks over the Internet and saved a considerable amount of money.Classes start in a few days,and he needs to decide right away how and where to purchase his books.Henri will engage in a(n)__________ process.
A) impulse buying
B) limited problem solving
C) extended problem solving
D) ritual consumption
E) affective decision

Accepted Answer

Henri has some prior knowledge and experience with purchasing textbooks online and saving money, which indicates he does not need to extensively research or evaluate his options. Therefore, he will engage in limited problem solving by considering factors such as price, shipping time, and seller reputation before making a decision.

Question 11

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

The success story in the scenario is attributed to in-store demonstrations, as Steve was able to taste the different varieties before making his purchase decision.

Question 12

__________ factors,such as the purchase situation,often override or influence psychological and social issues influencing consumers' purchase decisions.
A) Situational
B) Extended habitual
C) Postpurchase dissonance
D) Interpersonal
E) Economic

Accepted Answer

The statement explicitly mentions that situational factors, such as the purchase situation, are the ones that can override or influence psychological and social issues in consumers' purchase decisions. Therefore, option A is the best choice. The other options listed (B, C, D, and E) are not relevant to the statement.

Question 13

There is an old 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 an old saying,"Never go to...

Question 14

For specialty goods like Rolex watches or Ferrari automobiles,marketers often use __________ to influence consumers' purchase decisions.
A) crowding
B) in-store demonstrations
C) well-trained salespeople
D) promotions
E) packaging

Accepted Answer

For specialty goods like Rolex watches or Ferrari automobiles, well-trained salespeople are often used to influence consumers' purchase decisions. This is because these products are usually high-priced and require a higher level of expertise to sell. Well-trained salespeople can provide customers with detailed information about the product's features, benefits, and history, as well as answer any questions they may have. They can also use their expertise to guide customers towards making a purchase by highlighting the unique qualities of the product and helping the customer understand why it is worth the higher price.

Question 15

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

Accepted Answer

The answer of Limited problem solving usually relies on
A) past...

Question 16

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 specifically seeking advice on customs and values that are unique to Chinese businesspeople, indicating that he is trying to avoid cultural blunders.

Question 17

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 highly involving and risky decision which requires careful consideration and evaluation of multiple options. This indicates that she is engaged in extended problem solving, where she will need to gather information, evaluate alternatives, and make a deliberative decision that has significant impact on her life.

Question 18

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

Store atmosphere refers to the physical characteristics of the store environment, such as lighting, colors, and layout, that can influence consumers' mood and perceptions of the store, ultimately affecting their purchase decisions.

Question 19

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

Brenda altered her menu as a result of the in-store promotions she found, including the coupons, the "buy one, get one free" deal, and the gift with purchase. Therefore, the best choice is C) in-store promotion.

Question 20

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

The shared meanings, beliefs, morals, values, and customs of a group of people make up their culture. A reference group is a group of people to whom an individual looks when forming attitudes and making decisions. A family is a group of people related by blood or marriage. A cognitive frame refers to the mental structures we use to make sense of the world around us. An evoked set refers to the group of brands that come to mind when a consumer is considering a purchase.

Quiz 6: Consumer Behavior

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

The consumer's level of involvement can lead to two types of decision-making processes: and .

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

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.

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.

Most "big box" retailers regularly move products from one aisle to another.They also put personal care products in the pharmacy area,many aisles away from the grocery products.They do this because consumers who spend more time walking through the store are likely to make

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

Last semester,Henri bought his textbooks over the Internet and saved a considerable amount of money.Classes start in a few days,and he needs to decide right away how and where to purchase his books.Henri will engage in a(n) __________ process.

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

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

For specialty goods like Rolex watches or Ferrari automobiles,marketers often use __________ to influence consumers' purchase decisions.

Limited problem solving usually relies on

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.

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

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.

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