Question 1

Motivation refers to

Accepted Answer

Motivation is the energizing force that stimulates behavior to satisfy a consumer need. It is what drives a consumer to act in a certain way to satisfy a particular need or desire.

Question 2

Which list below presents the Maslow hierarchy of needs in its correct order, beginning with the lowest level need and moving up to the highest level need?

Accepted Answer

Maslow's hierarchy of needs begins with physiological needs (such as food and water) and then moves up to safety needs (such as shelter and stable employment), social needs (such as belonging and friendship), personal needs (such as self-esteem and achievement), and finally self-actualization needs (such as creativity and fulfillment). Option B presents the correct order from lowest to highest level need.

Question 3

The __________ influences are those that evolve from a consumer's formal and informal relationships with other people.

Accepted Answer

Sociocultural influences refer to the impact of social and cultural factors on consumer behavior. These factors include family, friends, social norms, values, and beliefs. In this case, the formal and informal relationships that a consumer has with others would fall under sociocultural influences, making option A the best choice.

Question 4

The energizing force that stimulates behavior to satisfy a need is referred to as

Accepted Answer

Motivation refers to the inner driving force that stimulates behavior to satisfy a need or desire. It can be a biological or psychological factor and is essential for goal-oriented behavior. It is distinct from personality, antecedent states, cognitive dissonance, and perception.

Question 5

Sociocultural influences that affect the consumer purchase decision process include all of the following except

Accepted Answer

Values, beliefs, and attitudes are considered psychological influences, not sociocultural influences.

Question 6

The crowded aisles in retail stores at holiday time may cause some shoppers to lose patience and decide on their purchases with far less thought than they otherwise would due to being "harried" and uncomfortable. This situation is most closely related to which of the following situational influences?

Accepted Answer

The physical surroundings, such as the crowded aisles in retail stores during holiday time, can significantly affect shoppers' behavior and decision-making processes. This situational influence is most closely related to the physical environment in which shoppers find themselves.

Question 7

Five situational influences have an impact on a consumer's purchase decision process. They are purchase task, social surroundings, __________, temporal effects, and antecedent states.

Accepted Answer

Physical surroundings refer to the physical environment where the consumer intends to make a purchase. This could include the layout of the store, lighting, temperature, music, and other sensory stimuli that may affect the consumer's purchase decision process. For example, a consumer may be more likely to purchase a product if it is displayed prominently in an appealing manner, or if the store environment creates a sense of urgency, such as through limited-time offers or sales events.

Question 8

Consumers with credit cards

Accepted Answer

Antecedent states include the consumer's mood or amount of cash on hand,which can influence purchase behavior and choice.Consumers with credit cards purchase more than those with cash or debit cards.

Question 9

In the Maslow hierarchy of needs, water, food, and oxygen would be considered __________ needs.

Accepted Answer

Physiological needs are the most basic and fundamental needs in Maslow's hierarchy. Therefore, water, food, and oxygen are considered as physiological needs.

Question 10

The ________________ is influenced by situational, psychological, sociocultural, and marketing mix influences.

Accepted Answer

The consumer purchase decision process is influenced by situational factors such as time pressure or the presence of family members, psychological factors such as motivation or perception, sociocultural factors such as culture or social class, and marketing mix influences such as advertising or pricing strategies. Organizational buying decision process is specific to business purchases, the marketing research process is a separate process used to gather data on consumer behavior, and marketing program refers to the tactics used by a company to promote a product or service. The consumer socialization process is a separate process by which individuals learn to become consumers through socialization and experience.

Question 11

The four Ps are elements of the __________ influences that can affect the consumer purchase decision process.

Accepted Answer

The four Ps (Product, Price, Promotion, and Place) are part of the marketing mix, which is a set of marketing tools a company uses to pursue its marketing objectives. The marketing mix can influence the consumer purchase decision process. Therefore, the best choice is D.

Question 12

The __________ influences are those present in the purchase situation, which will affect the purchase decision process.

Accepted Answer

Situational influences refer to the external factors that affect the consumer's decision-making process in a purchasing situation. These include factors such as time, place, social surroundings, and the purchase reason. The other options listed are different types of influences that may also impact consumer behavior but are not specifically related to the purchase situation.

Question 13

Rob only has 30 minutes for lunch, so he typically goes somewhere within a block or two of his building and is careful about what he orders. This is an example of which situational influence in the purchase decision process?

Accepted Answer

This is an example of temporal effects, which refer to the time available for making a purchase decision. Rob's limited time for lunch influences what he orders and where he goes, demonstrating the impact of temporal effects on his decision process.

Question 14

Which of the following is not part of the physical surroundings of a retail store that can influence how purchase decisions are made?

Accepted Answer

Time of day is not a physical aspect of the store's environment; it is an external factor that can influence shopping behavior but is not part of the store's physical surroundings.

Question 15

Five situational influences have an impact on a consumer's purchase decision process. They are purchase task, social surroundings, physical surroundings, __________, and antecedent states.

Accepted Answer

Temporal effects refer to the time-related factors that can influence a consumer's purchase decision, such as time of day, season, or time pressure.

Question 16

Temporal effects include

Accepted Answer

Temporal effects include the time of day or the amount of time available for the purchase.

Question 17

Many consumers buy a subscription to The Wall Street Journal and have it delivered to their homes by 5:30 a.m. so that they can read it during breakfast. This purchase is an example of which situational influence?

Accepted Answer

This is an example of temporal effects, as the consumer is purchasing the newspaper subscription based on the time constraint of wanting to read it during breakfast.

Question 18

The __________ influences that can affect the consumer purchase decision process help explain why and how consumers behave as they do.

Accepted Answer

Psychological influences are the internal factors that affect a consumer's purchase decision process. These influences include the consumer's needs, motives, perceptions, attitudes, and learning.

Question 19

The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness?

Accepted Answer

Antecedent states include the consumer's mood or amount of cash on hand,which can influence purchase behavior and choice.Here,flowers are assumed to improve one's mood.

Question 20

In the Maslow hierarchy of needs, those needs that are basic to survival and must be satisfied first are referred to as

Accepted Answer

Physiological needs, such as food, water, and shelter, are essential for survival and must be satisfied before a person can move on to fulfilling other needs in the hierarchy.

Quiz 5: Understanding Consumer Behavior