Deck 3: Consumer Buying Behaviour

Question 1

_______________ is the cognitive impression that is formed of 'reality' which in turn influences the individual's actions and behaviour toward that object.

A) Perception
B) Learning
C) Opinion
D) Memory

Answer 1

A

Question 2

Values are _____________, i.e. they are linked to our motivations and behaviour.

A) conative
B) cognitive
C) affective
D) attitude-based

Answer 2

A

Question 3

In marketing, the term ____________ refers to a system of classification of consumers based on their socio-economic grouping:

A) lifestyle
B) lifecycle
C) ethnic group
D) social grade

Answer 3

D

Question 4

______________ have studied psychological, cultural and institutional factors that influence decision-making and lead to outcomes very different from those predicted by neoclassical theory.

A) Neoclassical economists.
B) Behavioural economists.
C) Psychiatrists.
D) Psychologist.

Question 5

Bollywood cinema aimed at audiences in the Indian sub-continent and at diaspora around the world, using strong love and ethical themes, and a musical format, is an example of:

A) Social grade.
B) Group influence.
C) Lifestyle.
D) Ethnic marketing.

Question 6

Providing free samples of perfumes (scent) in magazines is an example of which of the following?

A) Operant conditioning
B) Classical conditioning.
C) Social learning.
D) Behavioural

Question 7

Extrinsic reasons for purchase can be subdivided into five categories. Which of the following is NOT one of the categories?

A) Technical
B) Ecological
C) Economic
D) Adaptive

Question 8

Extrinsic reasons for purchase can be subdivided into following categories, except:

A) Economic.
B) Technical.
C) Political.
D) Social.

Question 9

A variety of memorization processes affect consumer choice. The information-processing task in transferring data from short-term to long-term memory differs for ________(two to five seconds) and _________ (five to ten seconds).

A) conatives and load processing effect
B) opinions and context
C) recognition and recall
D) coding and storage

Question 10

__________theory suggests that humans are less animalistic than Skinnerian school of thought has suggested. It argues that we can delay gratification and dispense our own rewards or punishment. So, we have more choice over how we react to stimuli.

A) Psychoanalytic
B) Social learning
C) Cognitive development
D) Operant conditioning

Question 11

Behaviour is brought about by our intention to act in a certain way. This intention to act is affected by the attitude a subject has towards a particular behaviour, encompassing the degree to which a person has favourable or unfavourable evaluations or appraisals of the behaviour in question. This refers to the Theory of Planned Behaviour.

Question 12

Opinions are cognitive (i.e. based on thoughts).

Question 13

Confirmation bias is defined as the tendency to recall and favor information that is aligned with and supports previously held beliefs and values.

Question 14

As a consequence of endowment effect consumers who are less knowledgeable about a certain product category are those most likely to be overconfident about their choice.

Question 15

System 1 thinking leads to fast, instantaneous, and intuitive reactions; System 2 thinking is responsible for deliberate thought processes and analytical thinking (Kahneman, 2011).

Question 16

A consumer whose decision alternative is blocked, partially or wholly, can become increasingly motivated to go against that specific decision alternative by demonstrating rebellious behaviour.

Question 17

The use of sales promotions to reinforce behaviour and encourage trial or purchase is an example of social learning.

Question 18

Personality can be defined as that aspect of our psyche that determines the way in which we respond to our environment in a relatively stable way over time.

Question 19

Emotions and values refer to observable, verbal responses given by individuals to an issue or question and are easily affected by current affairs and discussions with significant others.

Question 20

A consumer opinion is much less susceptible to groups and social influence than their values, as values are relatively unstable positions that people take in relation to an issue or assessment of something.

Question 21

People are likely to buy products and services that they believe will move them closer to their own _____.

A) celebrity
B) self-concept
C) looking-glass self
D) habit

Question 22

When our needs are active, they can arise either through habit or through the brand selection process, which the authors call ___________

A) Habit.
B) Extrinsic evaluations .
C) Picking.
D) Intrinsic evaluation.

Question 23

imagine that, after having repaired your old car three times in the last few months for similar faults, you now face the choice of spending money yet again for a further repair or buy a new vehicle. What behavioural bias will likely push you toward a further repair as you will have the feeling otherwise that all previous efforts were in vain?

A) Sunk-cost fallacy.
B) Dunning-Kruger effect
C) Anchoring.
D) Endowment effect.

Question 24

As the perceived risk (the likelihood of making a mistake) involved in buying a product increases, so does the post purchase likelihood of:

A) cognitive dissonance.
B) post-purchase analysis.
C) evaluative dissonance.
D) affective distress.

Question 25

Skin Whitening Lotion sold particularly in Southeast Asian markets is an example of the adaptation of the product to the __________.

A) status-seeking image
B) lifecycle
C) ethnic groups
D) lifestyle

Question 26

in all negotiations people are going to be very influenced by the first information presented. This behavioural bias refer to as:

A) Sunk-cost fallacy.
B) Dunning-Kruger effect
C) Anchoring.
D) Endowment effect.

Question 27

when we want to sell our old car or our house we are much more likely to demand an unrealistic value which is far higher than what buyers would consider acceptable. This is an example of:

A) Sunk-cost fallacy.
B) Dunning-Kruger effect
C) Anchoring.
D) Endowment effect.