Question 1

The term used to describe the analysis of the behaviour of individuals and households who buy goods and services for personal consumption is known as:
A) social behaviour.
B) external behaviour.
C) consumer behaviour.
D) customer behaviour.
E) target market behaviour.

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. Consumer behaviour is the term used to describe the analysis of the behaviour of individuals and households who buy goods and services for personal consumption.

Question 2

Consumer behaviour is the analysis of the behaviour of ____________ and ____________ who buy goods and services for ____________ consumption.
A) individuals, businesses, private
B) businesses, households, public
C) individuals, households, personal
D) businesses, households, conspicuous

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. Consumer behaviour is the analysis of the behaviour of individuals and households who buy goods and services for personal consumption.

Question 3

While shopping with a good friend, you decide to buy a new pair of jeans; your friend helps you to decide which pair to buy. This interaction with your friend at the time of purchase is known as a:
A) physical situational influence.
B) social situational influence.
C) motivational situational influence.
D) mood situational influence.
E) time situational influence.

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. Social situational influences include the interactions with others at the time the purchase decision is made (e.g. asking your partner how you look in the pair of jeans you are trying on).

Question 4

Characteristics of the location in which the purchase decision is made are known as:
A) material.
B) motivational.
C) physical.
D) social.

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. Physical: the characteristics of the location in which the purchase decision is made.

Question 5

Community initiatives such as think! (WACFL), and rural localised groups such as Men's Shed provide support and services targeted towards men between the ages of 25-54 y.o, as they are identified as groups lacking targeted support services. The development of these services is an example of what type of influence:
A) situational
B) group
C) demographic
D) cultural
E) social

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. In a strict sense, demographic characteristics do not cause shopping or choice behaviour (since the individual will always have free will and choices), but rather they vary systematically and predictably with the observed behaviour.

Question 6

As a situational influence, the concept of 'time' refers to:
A) the average time consumers take to make a purchase decision.
B) the time available for a purchase decision.
C) the time it takes to make a purchase decision.
D) the number of times a purchase decision is made.

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. Time: the time available for a purchase decision (e.g. a person who has left all of their Christmas shopping until Christmas Eve may not have the time to contemplate many options).

Question 7

John is a 35 year old, working full-time as a builder, earning roughly $90,000 per year. John's demographic characteristics would be best described as a(n) ___________ influence on his behaviour as a consumer
A) situational
B) group
C) individual
D) cultural
E) social

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. Demographic characteristics such as age, occupation and income are an individual influence on a person's behaviour as a consumer (see figure 4.1).

Question 8

While shopping for a pair of jeans, you ask your friend "how do I look in these?" This influence on your purchasing decision is a:
A) physical.
B) personal influence.
C) social influence.
D) motivational influence.

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. The interactions with others at the time the purchase decision is made are known as social situational influences.

Question 9

Culture, family and social class are all examples of which broad influence on consumer behaviour?
A) Situational.
B) Individual.
C) Group.
D) Psychological.
E) Motivational.

Accepted Answer

explain why marketers require a thorough understanding of consumer behaviour and its major influences. People's purchasing decisions are profoundly affected by group factors. Group influences comprise social factors (the influence of other people) and cultural factors (the influence of the values, beliefs and customs of the person's community).

Question 10

The system of knowledge, beliefs, values, rituals and artefacts by which a society or other large group defines itself is called:
A) culture.
B) long term orientation.
C) law.
D) social identity.

Accepted Answer

understand the major group factors that influence consumer behaviour. We shall define culture as the system of knowledge, beliefs, values, rituals and artefacts by which a society or other large group defines itself.

Question 11

Which of the following would not potentially be considered an aspect of a person's culture?
A) Clothing.
B) Food.
C) Beliefs.
D) Customs.
E) Age.

Accepted Answer

understand the major group factors that influence consumer behaviour. Culture is the system of knowledge, beliefs, values, rituals and artefacts by which a society or other large group defines itself. Culture is multidimensional and includes both tangible and intangible elements: tangible elements include housing, clothing, food and artworks, and intangible elements include laws, religious beliefs, customs, education and institutions.

Question 12

You play as part of your local football team. For training, you choose to focus on your own goal of increasing your fitness, rather than the team goal of improved game strategy. In doing so you are displaying a culture of:
A) masculinity.
B) uncertainty avoidance.
C) independence.
D) individualism.

Accepted Answer

understand the major group factors that influence consumer behaviour. Individualism: the extent to which people focus on their own goals over those of the group. Western societies are generally 'individualistic', whereas Asian societies are more 'collectivist'.

Question 13

Which country or countries below would score lower than Australia or New Zealand on Hofstede's 'individualism' dimension of culture?
A) India.
B) Thailand.
C) United States.
D) Both a and b.
E) None of the options listed.

Accepted Answer

understand the major group factors that influence consumer behaviour. Individualism is the extent to which people focus on their own goals over those of the group. Western societies are generally 'individualistic', whereas Asian societies are more 'collectivist'.

Question 14

Which of these is defined as a group comprising individuals of similar social rank within the social hierarchy?
A) Social class.
B) Subculture.
C) Multiculturalism.
D) Reference group.

Accepted Answer

understand the major group factors that influence consumer behaviour. A social class comprises individuals of similar social rank within the hierarchy.

Question 15

On Hofstede's dimension of culture scale, which country or countries below is most likely to have the highest score for being 'individualistic'?
A) United States.
B) Australia.
C) New Zealand.
D) Malaysia.
E) United Kingdom.

Accepted Answer

understand the major group factors that influence consumer behaviour. Individualism is the extent to which people focus on their own goals over those of the group. Western societies are generally 'individualistic', whereas Asian societies are more 'collectivist'.

Question 16

Family decision making roles are classified into four types. When a product is purchased by a husband and wife acting jointly, this is known as a(n):
A) wife-dominant decision.
B) husband-dominant decision.
C) autonomic decision.
D) syncratic decision.

Accepted Answer

understand the major group factors that influence consumer behaviour. Syncratic decisions: Some products are purchased by a husband and wife acting jointly. Typically such decisions would be the major household purchasing decisions such as purchasing a home and mortgage, a holiday, entertainment product or other significant investment.

Question 17

A person's socioeconomic status can be dependent upon:
A) income.
B) education.
C) occupation.
D) None of the options listed.
E) a, b and c.

Accepted Answer

understand the major group factors that influence consumer behaviour. A social class comprises individuals of similar social rank within the social hierarchy. Social ranking forms the basis of social prestige and respect. In Australia and New Zealand, an individual's social class - and socioeconomic status - is defined by values and lifestyles, but often rests on indicators such as income, occupation and education.

Question 18

You share common attitudes, values and behaviours with a group of individuals which distinguishes the group from the broader culture in which you live. This is:
A) your long-term orientation.
B) multiculturalism.
C) a subculture.
D) a social class.

Accepted Answer

understand the major group factors that influence consumer behaviour. A subculture is a group of individuals who differ on some dimensions from the culture in which they are immersed.

Question 19

A teenager purchases clothing that will enable her to "fit in" with the fashion style favoured by her friends. In a marketing sense, this could best be described as an example of the teenager's purchase being influenced by:
A) her social role.
B) her social status.
C) her personality.
D) her reference group.
E) her culture.

Accepted Answer

understand the major group factors that influence consumer behaviour. A reference group is any group to which an individual looks for guidance as to what are appropriate values, attitudes or behaviours.

Question 20

An individual who considers themselves an 'Emo' adopts the characteristics, appearance, clothing, attitudes and music of the group. This is an example of a _____________ reference group.
A) social
B) aspirational
C) membership
D) dissociative

Accepted Answer

understand the major group factors that influence consumer behaviour. Membership reference groups are groups to which the individual belongs. Individuals take on the attitudes and behaviours that define the members of the group.

Quiz 4: Consumer Behaviour

The term used to describe the analysis of the behaviour of individuals and households who buy goods and services for personal consumption is known as:

Consumer behaviour is the analysis of the behaviour of and who buy goods and services for consumption.

While shopping with a good friend, you decide to buy a new pair of jeans; your friend helps you to decide which pair to buy. This interaction with your friend at the time of purchase is known as a:

Characteristics of the location in which the purchase decision is made are known as:

As a situational influence, the concept of 'time' refers to:

John is a 35 year old, working full-time as a builder, earning roughly $90,000 per year. John's demographic characteristics would be best described as a(n) ___________ influence on his behaviour as a consumer

While shopping for a pair of jeans, you ask your friend "how do I look in these?" This influence on your purchasing decision is a:

Culture, family and social class are all examples of which broad influence on consumer behaviour?

The system of knowledge, beliefs, values, rituals and artefacts by which a society or other large group defines itself is called:

Which of the following would not potentially be considered an aspect of a person's culture?

You play as part of your local football team. For training, you choose to focus on your own goal of increasing your fitness, rather than the team goal of improved game strategy. In doing so you are displaying a culture of:

Which country or countries below would score lower than Australia or New Zealand on Hofstede's 'individualism' dimension of culture?

Which of these is defined as a group comprising individuals of similar social rank within the social hierarchy?

On Hofstede's dimension of culture scale, which country or countries below is most likely to have the highest score for being 'individualistic'?

Family decision making roles are classified into four types. When a product is purchased by a husband and wife acting jointly, this is known as a(n) :

A person's socioeconomic status can be dependent upon:

You share common attitudes, values and behaviours with a group of individuals which distinguishes the group from the broader culture in which you live. This is:

A teenager purchases clothing that will enable her to "fit in" with the fashion style favoured by her friends. In a marketing sense, this could best be described as an example of the teenager's purchase being influenced by:

An individual who considers themselves an 'Emo' adopts the characteristics, appearance, clothing, attitudes and music of the group. This is an example of a _____________ reference group.