Question 1

Cognitive, affective, and behavioral are the three major components of

Accepted Answer

Cognitive refers to the beliefs or thoughts a person holds about a specific object, affective refers to the emotions or feelings associated with the object, and behavioral refers to the person's actions or intentions towards the object. Collectively, these components make up a person's attitude towards the object. Therefore, the correct answer is E) attitudes.

Question 2

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

Accepted Answer

Selective retention refers to the tendency of individuals to remember information that supports their beliefs and attitudes while forgetting information that contradicts them. This psychological process helps consumers maintain their existing perceptions and beliefs by focusing on compatible information and ignoring or forgetting incompatible information.

Question 3

Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least basic to survival. These needs, in order from most to least basic to survival are

Accepted Answer

Maslow's hierarchy of needs starts with the most basic physiological needs such as food, water, and shelter, followed by safety needs such as security and stability. The next level is social needs such as love and belonging, followed by esteem needs such as self-esteem and respect from others. The final level is self-actualization needs, which include personal growth and fulfillment. The correct order of needs, from most to least basic to survival, is physiological, safety, social, esteem, and self-actualization, which is represented by option D.

Question 4

The U.S. Army recruits soldiers based on the slogan, "Army Strong," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs?

Accepted Answer

Maslow's hierarchy of needs states that self-actualization is the highest level of psychological development, where individuals strive to reach their full potential and achieve personal growth. The slogan "Army Strong" implies that joining the army can help individuals achieve this level of personal development, thus appealing to the need for self-actualization.

Question 5

When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement. This principle is called

Accepted Answer

The principle described in the question, where people mentally fill in missing elements in a pattern or statement, is called closure. This is the ability to perceive an incomplete figure or statement as complete, by filling in the missing parts based on our past experiences and expectations. Option A, interpretation, is a more general term and encompasses several perceptual processes including closure. Option B, completion, is similar to closure and could be considered as a valid option, but closure is a more commonly used term in psychology. Option C, distortion, refers to the process of altering or changing perceptual information, which is different from closure. Option E, linking, is not a term commonly used in this context and is not related to the principle described in the question.

Question 6

An attitude is

Accepted Answer

An attitude is a person's evaluation, feelings, and behavioral tendencies toward an object or idea. It is not an internal trait, set of actions, competence, or behavior caused by information and experience.

Question 7

Shortly after moving into their new home, Eliot and Catarina Park purchase and install smoke detectors and an alarm system. The Parks are concerned about fulfilling their need for

Accepted Answer

Smoke detectors and alarm systems are safety measures that help protect individuals from physical harm or danger. Therefore, the Parks' concern is related to fulfilling their need for safety.

Question 8

Jiniva now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ____ needs, appealing to sex appeal.

Accepted Answer

The answer of Jiniva now feels that her teeth are...

Question 9

Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate?

Accepted Answer

According to the statement, inputs that reach awareness are organized to produce meaning, and this meaning is interpreted in light of what is familiar to the individual. This suggests that individuals may organize inputs differently, depending on their personal experiences and background, and that interpretation of meaning may be influenced by familiarity. Therefore, option E is the most accurate statement. Option A is incorrect because it suggests that the organizational process is always slow, which may not be true for all individuals. Option B is incorrect because organization of information is necessary to produce meaning. Option C is incorrect because individuals may interpret inputs differently based on their personal experiences. Option D is incorrect because individuals may interpret meaning differently based on what is familiar to them.

Question 10

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ____ needs.

Accepted Answer

Maslow's hierarchy of needs suggests that people's needs are structured in a hierarchy, with physiological needs at the bottom and self-actualization needs at the top. Self-actualization needs refer to the need to grow, develop, and achieve one's full potential, which is the highest need in the hierarchy. Therefore, the correct answer is option C) self-actualization.

Question 11

Lea is shopping for low-calorie frozen dinners to take to work for lunch. Lea has always been mindful of the total calories and the number of fat grams in these dinners. However, after reading an article about the high sodium counts in frozen meals and the maximum grams of sodium a woman should eat daily, she now pays attention to the sodium as well. The changes in Lea's thought processes and behavior caused by this information are called

Accepted Answer

Lea's change in behavior and thought process after reading the article about high sodium counts in frozen meals and the recommended daily maximum intake of sodium is an example of learning. Learning refers to any relatively permanent change in behavior, thought, or feeling that is the result of experience, including the acquisition of new knowledge or skills.

Question 12

According to Maslow's hierarchy of needs,

Accepted Answer

According to Maslow's hierarchy of needs, individuals first satisfy the most basic needs such as physiological and safety needs before moving on to fulfill needs at the next level up, which includes love/belonging, esteem, and self-actualization needs. Therefore, option E is the correct choice.

Question 13

Buyers' actions are affected by one or more internal energizing forces geared toward satisfying needs, which are called

Accepted Answer

Motives are internal energizing forces that drive buyers to take action to satisfy their needs. Lifestyles, perceptions, attitudes, and traits may also influence buyer behavior, but they do not directly drive actions towards satisfying needs.

Question 14

Eloise reads through her e-mails containing advertisements for sweaters from H&M, purses from JCPenney, and athletic shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the recent tear in her own Reeboks. Eloise has engaged in selective

Accepted Answer

Selective retention explains why Eloise remembers only the shoe ad, as it was most relevant to her due to her current need to replace her torn Reeboks.

Question 15

Marketers help consumers learn through free samples, sometimes coupled with coupons, to reduce purchase risk, through a practice called

Accepted Answer

Shaping is a marketing strategy where consumers are gradually guided through a series of steps or behaviors, such as trying a product through a free sample, which can lead to the eventual goal of purchasing the product. This technique helps reduce the perceived risk of trying something new by allowing consumers to experience the product firsthand without a financial commitment.

Question 16

Assignment of meaning to organized information inputs is called

Accepted Answer

Interpretation involves assigning meaning to organized information inputs, which can then inform decision-making and behavior.

Question 17

Marketers often provide consumers with free samples, sometimes coupled with coupons, to help them gain experience with their products and facilitate consumer

Accepted Answer

Free samples are a common marketing technique used to help consumers learn more about a product. This can help facilitate the learning process for consumers, allowing them to better understand the benefits and value of the product. This can ultimately lead to increased sales and customer loyalty.

Question 18

Psychological influences that determine where a person purchases products on a regular basis are called

Accepted Answer

Patronage motives are the psychological influences that determine where a person purchases products on a regular basis. These motives can include factors such as the location, prices, quality, and services offered by a particular store. Convenience responses, pattern responses, shopping motives, and routine decisions may also play a role in shaping consumer behavior, but they do not specifically refer to the psychological influences that determine where a person chooses to shop.

Question 19

Having used both Secret and Sure deodorants, Ariel feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ____ about Secret.

Accepted Answer

Ariel has formed a positive attitude towards Secret deodorant after using it and comparing it with Sure.

Question 20

As Gwyn has become more knowledgeable about health, obesity, and quality ingredients, her attitude toward soft drinks and fast food have become less favorable, while her attitude toward healthier brands like Panera and LaCroix has improved. This best relates to the _______ component of attitude.

Accepted Answer

The cognitive component of attitude refers to a person's beliefs and knowledge about a particular object, which can influence their overall attitude. In this scenario, Gwyn's increasing knowledge about health and quality ingredients is influencing her beliefs about soft drinks and fast food, and subsequently her overall attitude.

Quiz 6: Consumer Buying Behavior