Question 1

It would be difficult to sell consumers life insurance if their notion of time is like a mirror.

Accepted Answer

If someone sees time as a mirror, it means they view the future as a reflection of the past and present, and may not see the need for life insurance as they may not perceive themselves as aging or facing potential risks.

Question 2

________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.
A) Individual
B) Consumer
C) Global
D) Organizational

Accepted Answer

Organizational buyers, also known as business or industrial buyers, purchase goods and services for use in their own operations, to be resold or to be used in the creation of other goods or services. This type of buyer is different from individual or consumer buyers, who purchase products for their own personal use, and global buyers, who purchase products from other countries.

Question 3

A typical antecedent state is product disposal.

Accepted Answer

A typical antecedent state can refer to a variety of situations that lead up to a particular event or problem. It is not necessarily limited to product disposal.

Question 4

A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ________.
A) initiator
B) gatekeeper
C) influencer
D) buyer

Accepted Answer

The initiator is the person who brings up the idea or need for a collective decision to be made. The gatekeeper controls the flow of information, the influencer has the power to affect the ultimate decision, and the buyer is the person who ultimately makes the purchase decision.

Question 5

If a fireman told you to leave your apartment, you would comply because the fireman has ________ power.
A) referent
B) legitimate
C) coercive
D) reward

Accepted Answer

The fireman's power to give orders and direct others during an emergency situation has been granted to them by the government or law enforcement agency, making it legitimate power. Coercive power involves the use of threats or punishment, while reward power involves the ability to give rewards or benefits. Referent power is based on admiration or respect for the person's qualities or behavior, which is not the case in this situation.

Question 6

Chet meets each Wednesday night at his local bookstore with a small group of computer enthusiasts. The group calls itself X-Hackers because at one time all of these select members were hackers. Today, members of the group have similar values and have pledged to stop computer hacking. Which membership group factor best describes what brings this group together?
A) propinquity
B) mere exposure
C) group cohesiveness
D) avoidance

Accepted Answer

The group factor that best describes what brings the X-Hackers group together is group cohesiveness. The members have similar values and have pledged to stop computer hacking, which shows a strong bond and commitment to a shared goal, which is a characteristic of group cohesiveness.

Question 7

Phillipe is a member of a small Harley-Davidson motorcycle club that meets once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike to buy for his wife.
A) comparative
B) normative
C) coercive power
D) legitimate power

Accepted Answer

The answer of Phillipe is a member of a small...

Question 8

A good metaphor for women whose timestyles are spontaneous in their planning orientation and have a present focus is "Time is a mirror."

Accepted Answer

A more fitting metaphor for women with spontaneous planning orientation and a present focus might be "Time is a river," suggesting a flow and adaptability to the present moment, rather than "Time is a mirror," which suggests reflection and looking back.

Question 9

Consumers' physical and social environments have little to do with the motives consumers have for product usage.

Accepted Answer

Consumers' physical and social environments can have a significant impact on their motives for product usage. For example, a person may be motivated to buy a luxurious car to fit in with their social group or to impress others, which is influenced by their social environment. Additionally, a person's physical environment may influence their choice of products, such as buying waterproof shoes for rainy weather or a warm coat for cold climates.

Question 10

A point-of-purchase stimuli is part of the purchase environment.

Accepted Answer

Point-of-purchase stimuli refers to the marketing materials and messages displayed in a retail environment to encourage purchasing, making it a part of the purchase environment.

Question 11

When a buying center composed of assorted specialists is organized to gather information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________.
A) new task
B) straight rebuy
C) modified rebuy
D) innovative rebuy

Accepted Answer

When a buying center composed of assorted specialists is organized to gather information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely a new task. A new task is a situation where a company is purchasing a product or service for the first time, and the purchase involves a high level of risk or expense. In such situations, a buying center is typically organized, which includes specialists from different departments who evaluate the product or service and make recommendations to the purchasing department.

Question 12

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?
A) the nature of the organization
B) the buyer's willingness to take risks
C) the technological environment's impact on the organization
D) the economic environment's impact on the organization

Accepted Answer

An organizational buyer's willingness to take risks is an example of internal stimuli, as it is a personal characteristic of the buyer that can influence their decision-making process. The nature of the organization, as well as the impact of the technological and economic environment, are external stimuli that may affect the buyer's decision-making process but are not directly controlled by the buyer.

Question 13

A temporal factor is one that reflects sense of time.

Accepted Answer

A temporal factor is one that pertains to time and reflects the concept of time.

Question 14

Families have alternatives in purchasing. In a(n) ________ purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved.
A) accommodative
B) consensual
C) contemplative
D) authoritarian

Accepted Answer

In a consensual purchase decision, the family members agree on the desired purchase and only differ in terms of how it will be achieved. This means that the decision-making process is more collaborative, and all family members have an equal say in the final decision. This is in contrast to an authoritarian purchase decision, where one family member makes the final decision without input from others. Accommodative and contemplative purchase decisions do not specifically relate to the group agreeing on the purchase, so they are not the best choice.

Question 15

Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions?
A) Purchase decisions made by companies frequently involve many people.
B) Organizational and industrial products are often bought according to precise, technical specifications.
C) Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople.
D) Organizational purchase decisions tend to be riskier than individual consumer purchase decisions.

Accepted Answer

Impulse buying is not common in organizational purchasing as purchases are typically made after careful consideration and evaluation of different options.

Question 16

Time poverty seems to be more a problem of perception than of fact.

Accepted Answer

Research shows that people often overestimate how many hours they work and underestimate how much leisure time they have. This creates a perception of time poverty even when there is enough time available.

Question 17

Most customers who experience an environment that is both pleasant and arousing will interpret it as an exciting environment.

Accepted Answer

This is because pleasant and arousing stimuli increase our physiological arousal, which we interpret as excitement.

Question 18

Customers are more likely to buy an inferior product now rather than wait for a better one if their culture thinks of time as a map rather than as a river.

Accepted Answer

The answer of Customers are more likely to buy an...

Question 19

A typical utilitarian shopping motive is interpersonal attraction.

Accepted Answer

A typical utilitarian shopping motive is focused on the functional and practical aspects of purchasing, such as buying goods out of necessity or for their usefulness, rather than interpersonal attraction, which relates more to social or hedonic motives.

Question 20

Every summer, thousands of bikers converge on Sturgis, South Dakota, filling up every campground, motel, and hotel within miles of the city. This annual meeting is an example of a gathering of a(n) ________.
A) normative clan
B) consumer tribe
C) maven network
D) aspirational group

Accepted Answer

A consumer tribe is a group of people who share a common interest, activity, or goal and who regularly interact with and influence one another. In this case, the bikers share a common love of motorcycles and gather annually in Sturgis, creating a consumer tribe.

Quiz 9: Group and Situational Effects on Consumer Behavior

It would be difficult to sell consumers life insurance if their notion of time is like a mirror.

________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.

A typical antecedent state is product disposal.

A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ________.

If a fireman told you to leave your apartment, you would comply because the fireman has ________ power.

Phillipe is a member of a small Harley-Davidson motorcycle club that meets once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike to buy for his wife.

A good metaphor for women whose timestyles are spontaneous in their planning orientation and have a present focus is "Time is a mirror."

Consumers' physical and social environments have little to do with the motives consumers have for product usage.

A point-of-purchase stimuli is part of the purchase environment.

When a buying center composed of assorted specialists is organized to gather information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________.

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

A temporal factor is one that reflects sense of time.

Families have alternatives in purchasing. In a(n) ________ purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved.

Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions?

Time poverty seems to be more a problem of perception than of fact.

Most customers who experience an environment that is both pleasant and arousing will interpret it as an exciting environment.

Customers are more likely to buy an inferior product now rather than wait for a better one if their culture thinks of time as a map rather than as a river.

A typical utilitarian shopping motive is interpersonal attraction.

Every summer, thousands of bikers converge on Sturgis, South Dakota, filling up every campground, motel, and hotel within miles of the city. This annual meeting is an example of a gathering of a(n) ________.