Question 1

Carla is a prosecuting attorney for the city of Cleveland.She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team.The actions and activities associated with each of these positions constitute Carla's

Accepted Answer

The actions and activities associated with each of Carla's positions (prosecuting attorney, vice president for the local parent/teacher organization, and coach for her daughter's soccer team) represent different roles that she plays in her life.

Question 2

Marketers who attempt to use reference-group influence in advertisements are most likely to succeed when messages indicate that

Accepted Answer

Messages indicating that people in a specific group buy the product and are highly satisfied by it are most likely to influence consumers to also want to belong to that group and use the product. This is known as the "bandwagon effect," where consumers perceive a product as more desirable if they believe many others are using it.

Question 3

Katie is buying her first car and has narrowed her choices down to a Honda Civic,a Toyota Prius,or a Volkswagen Jetta.Katie goes on-line and posts questions to others who have experience with any of these cars,asking for reviews.Katie is most likely

Accepted Answer

The answer of Katie is buying her first car and...

Question 4

Shane spends most of his free time participating in extreme sports and traveling to exotic locations with a group of close friends who share his interests and opinions about most things.This is a description of Shane's

Accepted Answer

This description primarily speaks about the activities and interests Shane engages in, which is his lifestyle. His self-concept, personality, attitudes, and role are not explicitly mentioned in the description.

Question 5

The development of a person's self-concept is a function of

Accepted Answer

The development of a person's self-concept is influenced by both psychological and social factors, such as experiences, relationships, cultural beliefs and values, and social comparisons with others. Learning, reference groups, opinion leaders, roles, family influences, and subcultures can all play a role in shaping one's self-concept, but they are all subcategories of psychological and social factors.

Question 6

Changing people's attitudes toward a firm and its marketing program is

Accepted Answer

Changing people's attitudes toward a firm and its marketing program is a long, expensive, and difficult task that may require extensive advertising campaigns. This is because attitudes are deeply ingrained and harder to change than behaviors. It requires consistent messaging and targeted campaigns to shift consumer perceptions of a brand.

Question 7

Shaun is going shopping with his dad to buy his first baseball glove for Little League.He listens to his dad talk to the salesperson at the sporting goods store,watches him examine the stitching in the glove and then rub his finger over the leather palm.Shaun's observations are part of his

Accepted Answer

Shaun's observations of his dad and the salesperson are part of his consumer socialization, as he is learning how to be a consumer through observing and interacting with others in a shopping context.

Question 8

Hereditary characteristics combined with personal experiences that together make an individual unique form one's

Accepted Answer

Hereditary characteristics and personal experiences combine to form an individual's personality. While attitudes, self-concept, lifestyle, and roles are all important components of a person's identity, they are influenced by and expressed through that person's personality.

Question 9

A consumer's buying decisions are affected in part by the people around him or her.Such people and the forces they exert on an individual buyer are called

Accepted Answer

Social influences refer to the impact that other people and their behaviors and opinions have on an individual's purchasing decisions. This can include family, friends, coworkers, and other groups that the individual belongs to or is influenced by. Motivational, personality, and cultural factors can also play a role in buying decisions, but they do not specifically relate to the impact of other people. Roles refer to the behavioral expectations associated with a person's position in society or a group and may influence buying decisions indirectly through social influence. Therefore, option B is the best choice as it is the most specific and directly related to the impact of others on buying decisions.

Question 10

Jennifer is interested in joining Kappa Lambda Iota sorority.She begins to shop at Sarah's,a local store where the Kappas buy their clothes.She also asks her family for a new car because all the sorority members have new cars.In these instances,Jennifer is influenced by

Accepted Answer

Jennifer is being influenced by the reference group of Kappa Lambda Iota sorority as she is shopping where they shop and seeking to obtain a new car like the members have.

Question 11

Which of the following statements regarding social class is true?

Accepted Answer

A social class is not a closed group, as people can move up or down in social class based on factors such as education, occupation, and income. Additionally, the criteria used to group people into social classes can vary across cultures. Overall, a social class is an open aggregate of people with similar social ranking.

Question 12

Children often achieve ____ by observing parents and older siblings in purchase situations and then through their own purchase experiences.

Accepted Answer

Consumer socialization is the process by which individuals acquire the knowledge, skills, and values necessary to consume products/services. Children learn about the purchasing process by observing their parents and older siblings, then use these experiences to develop their own consumer knowledge. Personality and attitude formation are more internal factors, while role identification and social class are not specific to the process of consumer learning.

Question 13

An attitude scale measures the

Accepted Answer

An attitude scale measures the intensity of a buyer's feelings toward a certain object. It is used to understand the consumer's attitude toward a product or service, and measures the strength and direction of these attitudes.

Question 14

The results of many studies have been inconclusive regarding the association between buyer behavior and

Accepted Answer

The answer of The results of many studies have been...

Question 15

The three major types of reference groups are:

Accepted Answer

The three major types of reference groups are aspirational (a group that one wishes to belong to), disassociative (a group that one wishes to avoid), and membership (a group that one currently belongs to or has belonged to in the past). While some of the other answer choices mention types of reference groups (such as advocacy, implied, and family), they do not accurately capture the major categories of reference groups.

Question 16

Stuart's little brother Kyle joined the boy scouts recently.Stuart notices that in addition to wearing the boy scout uniform,Kyle has been better about keeping his everyday clothes neat and clean,has been searching online for camping gear,and has become interested in "green" products.Stuart believes that the boy scouts are now a reference group for Kyle because he

Accepted Answer

Stuart's observations suggest that Kyle has adopted many of the values, attitudes, and behaviors of the members of the boy scouts group. This is a characteristic of a reference group, where an individual identifies with and aspires to be like the members of the group. Therefore, option A is the best choice.

Question 17

An opinion leader is likely to be most effective under all of the following conditions except when the

Accepted Answer

Opinion leaders are most effective when the follower shares similar values and attitudes with them, as this similarity fosters trust and credibility. When the follower has attitudes and values that are different from those of the opinion leader, the influence of the opinion leader is likely to be diminished because the follower may not trust or give credence to the opinion leader's advice or recommendations.

Question 18

The forces that other people exert on one's buying behavior are called social influences.These come from reference groups and opinion leaders,social classes,culture and subcultures,roles,and

Accepted Answer

The answer of The forces that other people exert on...

Question 19

Jonathan is torn between buying a new swing set for his kids and buying a new set of Ping golf clubs for himself.Jonathan is experiencing

Accepted Answer

Role inconsistency occurs when an individual is faced with conflicting expectations from different roles they play. In this case, Jonathan is experiencing role inconsistency because he is torn between fulfilling his role as a father (buying a swing set for his kids) and fulfilling his role as a golfer (buying a new set of Ping golf clubs for himself).

Question 20

Which one of the following is most likely to be a product for which both the purchasing decision and the brand decision are strongly influenced by reference groups?

Accepted Answer

Jeans are often purchased for their fashion and style, making reference groups a strong influence in the purchasing decision. Additionally, certain brands have strong associations with certain subcultures or social groups, further influencing the brand decision.

Quiz 7: Consumer Buying Behavior