Question 1

All of the following are individual factors influencing consumer buying decisions EXCEPT:

Accepted Answer

A person's buying decisions are influenced by personal characteristics that are unique to each individual,such as gender;age and life cycle stage;and personality,self-concept,and lifestyle.Family is a social factor influencing consumer buying decisions.

Question 2

The process by which people select,organize,and interpret stimuli into a meaningful and coherent picture is called:

Accepted Answer

This is the definition of perception.

Question 3

An individual's _____ is a composite of psychological makeup and environmental forces.It includes people's underlying dispositions,especially their most dominant characteristics.

Accepted Answer

This describes personality,which is a way of organizing and grouping the consistencies of an individual's reactions to situations.

Question 4

UGG has a portion of its Web site featuring photographs of celebrities wearing UGG shoes.The celebrities serve as:

Accepted Answer

Opinion leaders are individuals who influence the opinions of others.

Question 5

A few years ago,Toro introduced a small,lightweight snow blower called the Snow Pup.Even though the product worked great,sales failed to meet expectations because consumers perceived the name to mean that the Snow Pup was a toy or too light to do any serious snow removal.This is how _____ can influence the consumer decision-making process.

Accepted Answer

Selective distortion is a process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs.

Question 6

Jackie and Kevin like to eat at high-end restaurants where they can sit and enjoy their meal without rushing.An ad showing food created "fast from a can" would be appealing to Jackie and Kevin's _____ reference group.

Accepted Answer

A nonaspirational group is a group the consumer attempts to maintain distance from and does not want to imitate in purchase behavior.

Question 7

Opinion leaders are:

Accepted Answer

Opinion leaders are individuals who influence the opinions of others.

Question 8

You are the brand manager for a new line of allergy-relief drugs.Which of the following methods might you employ to use opinion leadership/reference groups to help stimulate demand for your products?

Accepted Answer

The endorsements use the sanctioning or referral power of sources possessing high credibility.

Question 9

Lauren announced to her family last night that she wanted a pair of Heelys.Her sister Stephanie said she thought it was a stupid idea.Their mother,Susan,said Lauren deserved a special treat for winning the science fair.Because her father Tom said nothing,Lauren knew she was not getting the Heelys.In terms of the roles played by family members in the consumer decision-making process:

Accepted Answer

Lauren suggested the purchase and was the initiator.Susan and Stephanie both tried to influence the purchase.Tom was the decision maker.

Question 10

_____ is how consumers perceive themselves in terms of attitudes,perceptions,beliefs,and self-evaluations.

Accepted Answer

This is the definition of self-concept.

Question 11

Which of the following represents the way an individual actually perceives himself or herself?

Accepted Answer

Self-image can be real,which is how a consumer actually perceives himself or herself,or ideal,which is the way an individual would like to be.

Question 12

Imagine life without that little spinning wheel icon to remind you that your computer is still searching for a Web site or copying documents.Without this wheel,consumers might think the computer had stopped working.This process in which consumers interpret this stimulus into a meaningful and coherent picture is called:

Accepted Answer

Perception is the process of selecting,organizing,and interpreting the stimuli that are bombarding consumers daily.

Question 13

Because her mother only went to the supermarket once a month,this is how Monique prefers to do her grocery shopping.One of the reasons Monique is such an efficient shopper is that,like her mother,Monique believes,"Waste not,want not." The passing down of norms and values to Monique is an example of:

Accepted Answer

The socialization process is the passing down of cultural values and norms to children.

Question 14

_____ is an orderly series of stages in which consumers' attitudes and behavioral tendencies change through maturity,experience,and changing income and status.

Accepted Answer

Families go through an orderly series of stages,and consumption attitudes and behaviors are influenced by one's stage in the series.

Question 15

When consumers change or distort information that conflicts with their feelings or beliefs,it is called:

Accepted Answer

This is the definition of selective distortion.

Question 16

Chaz wants to be a pirate like Captain Jack Sparrow in Disney's Pirates of the Caribbean movies.He wears a bandanna and carries a toy cutlass.Though Jack Sparrow is fictional,Chaz's role play reveals his _____.

Accepted Answer

Ideal self-image represents the way an individual would like to be.

Question 17

David and Steven are best friends.Steven loves to compete in triathlons.David would love to compete with Steven but is a weak swimmer.David decides to take swim lessons to improve his breathing and stroke rhythms.Triathletes are a(n)_____ reference group for David.

Accepted Answer

Aspirational groups are those groups that someone wishes to join.

Question 18

Families of police officers often alter information they hear about officers who die in the line of duty.This _____ allows them to live and function without constant anxiety while their loved one is engaged in a potentially dangerous job.

Accepted Answer

Selective distortion involves changing or distorting the communication message to make the message seemingly agree with preconceived opinion.

Question 19

Cultural values and norms are passed down to children through the process of:

Accepted Answer

Children are socialized to learn the culture within which they are raised.

Question 20

On any given day,a person may be subjected to over 2,500 advertising messages but may only be aware of 11 to 20 of them.This is called:

Accepted Answer

Consumers use selective exposure to decide which stimuli to select (attend to)and which to ignore.

Quiz 6: Consumer Decision Making