Question 1

Generally,people buy one product or service instead of another because they
A) want to get the lowest price possible.
B) perceive it to be the better value for them.
C) prefer to avoid doing extended problem solving.
D) have conducted a thorough internal search for information.
E) are unaware of key determinant attributes.

Accepted Answer

Consumers typically make purchase decisions based on their perception of which product or service is the better value for them. This can include factors such as quality, features, convenience, and price. While price is certainly a consideration for many consumers, it is often not the only or most important factor in their decision-making process. Additionally, consumers may choose to engage in extended problem solving (conducting a thorough internal search for information) in certain circumstances, such as when making a major purchase or trying a new product for the first time. Unawareness of key determinant attributes is also a possibility, but it is less likely to be the primary reason for choosing one product or service over another.

Question 2

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.
A) functional and social
B) postpurchase and prepurchase
C) safety and situational
D) psychological and physiological
E) functional and psychological

Accepted Answer

The correct balance of functional (meeting practical needs) and psychological (meeting emotional and social needs) is crucial in appealing to a firm's target markets. Postpurchase and prepurchase, safety and situational, and physiological needs are important considerations in marketing, but do not necessarily address the overall balance needed to effectively appeal to a target market.

Question 3

The consumer decision process model represents
A) the concept of habitual decision making.
B) the retrieval of an evoked set based on physiological needs.
C) the steps that consumers go through before,during,and after making purchases.
D) the shift from an internal to an external locus of control.
E) the types of decisions all consumers must make.

Accepted Answer

The consumer decision process model is a framework that outlines the steps that consumers typically go through before, during, and after making a purchase. It includes stages such as problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. Therefore, the correct choice is C.

Question 4

When Karen realized her dog had fleas,Karen was faced with
A) a social-perceptual incongruence.
B) a psychological need.
C) a cognitive learning failure.
D) a universal shopping need.
E) an unsatisfied need.

Accepted Answer

The answer of When Karen realized her dog had fleas,Karen...

Question 5

According to Maslow's Hierarchy of Needs,safety needs are the needs that people first seek to meet.

Accepted Answer

The answer of According to Maslow's Hierarchy of Needs,safety needs...

Question 6

By producing motorcycles that do more than get riders to their destinations and back,Harley-Davidson is addressing consumers' __________ needs.
A) functional and social
B) postpurchase and prepurchase
C) safety and situational
D) psychological and physiological
E) functional and psychological

Accepted Answer

Harley-Davidson is addressing both functional needs (getting riders to their destinations) and psychological needs (beyond just transportation, providing a sense of identity, freedom, and adventure).

Question 7

Jason usually buys Nike shoes,so when his friend asked him what shoes he should buy,he said Nike without thinking about it.Jason's response was an evoked set.

Accepted Answer

The answer of Jason usually buys Nike shoes,so when his...

Question 8

When mountain climbers purchase clothing for scaling Mount Everest,their purchases are primarily addressing __________ needs.
A) functional
B) prepurchase
C) social
D) psychological
E) functional and psychological

Accepted Answer

The clothing purchased by mountain climbers is primarily addressing functional needs, as they need clothing that can withstand extreme weather conditions and provide warmth and protection during their climb.

Question 9

Determinant attributes are product or service features that are important to the buyer and on which competing brands or stores are perceived to differ.

Accepted Answer

This statement defines determinant attributes accurately.

Question 10

Laura has a nearly new economy car,but she wants a Ford Mustang because she thinks it would be exciting to own one.If she decides to purchase a sports car such as the Mustang,she will be primarily fulfilling a __________ need.
A) functional
B) postpurchase
C) safety
D) psychological
E) functional and psychological

Accepted Answer

Laura's desire for a Ford Mustang is based on her psychological need for excitement or enjoyment, rather than any functional or safety needs.

Question 11

Vladimir decided not to purchase the iPod shuffle because he didn't think it would hold all of his songs.Vladimir was using his assessment of the iPod shuffle's financial risk in making his decision.

Accepted Answer

Vladimir's concern was not about financial risk, but practicality in terms of the amount of songs the device can hold.

Question 12

The consumer buying process begins when
A) a consumer enters a store.
B) consumers' functional needs are greater than their psychological needs.
C) a consumer's performance risk is minimized.
D) a consumer recognizes an unsatisfied need.
E) learning follows perception.

Accepted Answer

The consumer buying process always starts with the recognition of an unsatisfied need. This can occur through internal or external stimuli such as hunger or an advertisement. Once a need is recognized, the consumer will begin to actively search for information on how to satisfy that need.

Question 13

The greater the discrepancy between a consumer's needy state and the desired state,the greater
A) time needed to satisfy the need.
B) the effort consumers will invest in searching for alternatives.
C) the consumer's need recognition will be.
D) the size of the universal set will be.
E) the amount of external information search will be needed.

Accepted Answer

The answer of The greater the discrepancy between a consumer's...

Question 14

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and to
A) develop basic strategies for dealing with their behavior.
B) contribute to the theoretical knowledge in those disciplines.
C) avoid cultural reference group problems.
D) maximize postpurchase cognitive dissonance.
E) satisfy ritual consumption needs while avoiding overconsumption.

Accepted Answer

The answer of Marketers often use principles and theories from...

Question 15

When Hakim asked Marta where she wanted to go for lunch,she said Chili's because she went there at least once a week and always liked it.Marta conducted an internal search for information.

Accepted Answer

Marta searched her own memory and personal experiences to make a decision on where to go for lunch, which is an example of an internal search for information.

Question 16

When Brandon decided he needed a new car,he immediately called his old college roommate,who owns a BMW dealership,to ask questions about options and financing.Brandon was searching for information from
A) an external source.
B) an internal locus of control.
C) a reference source.
D) an internal source.
E) a situational factor group.

Accepted Answer

Brandon is seeking information from someone outside of himself, therefore he is using an external source.

Question 17

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.
A) interpersonal and sensual
B) compensatory and noncompensatory
C) ritual and spiritual
D) psychological and functional
E) internal and external

Accepted Answer

Kelly most likely relied on external sources of information, such as online reviews, advertisements, and recommendations from friends and family. She may have also used internal sources of information, such as her own past experiences and preferences.

Question 18

When the floor rusted through on her old car,Kelly knew she had a problem.Logically,Kelly's next step in the consumer decision process would be to
A) identify her need.
B) search for information about cars.
C) evaluate alternatives.
D) purchase a new car.
E) assess her satisfaction with the car she purchased.

Accepted Answer

Kelly's next step would be to search for information about cars since her old car has a problem and she might need to purchase a new one. This step will help her to evaluate alternatives and make an informed decision about the type of car she wants to buy.

Question 19

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.
A) financial risk and performance risk
B) search for alternatives and alternatives found
C) needy state and desired state
D) universal set and evoked set
E) external and internal information search

Accepted Answer

A consumer's needy state is the gap between their current and desired state. The greater this discrepancy, the stronger the need recognition will be. Financial risk and performance risk, search for alternatives and alternatives found, universal set and evoked set, and external and internal information search may all play a role in the decision-making process, but they do not directly affect the level of need recognition.

Question 20

Upscale men's and women's clothing stores like Nordstrom,Neiman Marcus,or Saks Fifth Avenue are more likely to appeal to consumers' __________ needs.
A) functional
B) postpurchase
C) safety
D) psychological
E) situational

Accepted Answer

Upscale men's and women's clothing stores like Nordstrom, Neiman Marcus, or Saks Fifth Avenue are more likely to appeal to consumers' psychological needs such as prestige, status, and self-expression. These stores are known for luxury and designer products that provide customers with a sense of identity and self-worth. Customers shop at these stores not just for functionality, but also for the emotional satisfaction that comes with owning high-end fashion items.

Quiz 6: Consumer Behavior

Generally,people buy one product or service instead of another because they

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.

The consumer decision process model represents

When Karen realized her dog had fleas,Karen was faced with

According to Maslow's Hierarchy of Needs,safety needs are the needs that people first seek to meet.

By producing motorcycles that do more than get riders to their destinations and back,Harley-Davidson is addressing consumers' __________ needs.

Jason usually buys Nike shoes,so when his friend asked him what shoes he should buy,he said Nike without thinking about it.Jason's response was an evoked set.

When mountain climbers purchase clothing for scaling Mount Everest,their purchases are primarily addressing __________ needs.

Determinant attributes are product or service features that are important to the buyer and on which competing brands or stores are perceived to differ.

Laura has a nearly new economy car,but she wants a Ford Mustang because she thinks it would be exciting to own one.If she decides to purchase a sports car such as the Mustang,she will be primarily fulfilling a __________ need.

Vladimir decided not to purchase the iPod shuffle because he didn't think it would hold all of his songs.Vladimir was using his assessment of the iPod shuffle's financial risk in making his decision.

The consumer buying process begins when

The greater the discrepancy between a consumer's needy state and the desired state,the greater

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and to

When Hakim asked Marta where she wanted to go for lunch,she said Chili's because she went there at least once a week and always liked it.Marta conducted an internal search for information.

When Brandon decided he needed a new car,he immediately called his old college roommate,who owns a BMW dealership,to ask questions about options and financing.Brandon was searching for information from

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

When the floor rusted through on her old car,Kelly knew she had a problem.Logically,Kelly's next step in the consumer decision process would be to

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

Upscale men's and women's clothing stores like Nordstrom,Neiman Marcus,or Saks Fifth Avenue are more likely to appeal to consumers' __________ needs.