Question 1

David works in the sales department for a mid-sized hardware manufacturer, he has a growing family at home and the budget is always tight. He often travels the province and receives a commission on sales that he makes. How is David likely to view receiving commission for completing sales?

Accepted Answer

David's tight budget and growing family make it likely that he sees commission as a motivation to make more sales in order to earn more money.

Question 2

Reid wants to find the perfect gift for his parents' 50th wedding anniversary. He started looking for the gift last month and expects to spend another couple of months if needed to find a gift they both will like. Reid is engaging in:

Accepted Answer

The fact that Reid has been searching for the gift for a month and expects to spend more time indicates that he is engaging in extended problem solving, which involves a high level of information search and evaluation of alternatives. Reid wants to find the perfect gift for his parents, which also implies a high level of involvement, making extended problem solving the most appropriate choice.

Question 3

Five situational influences have an impact on a consumer's purchase decision process which are the purchase task, social surroundings, physical surroundings, temporal effects, and:

Accepted Answer

Antecedent states refer to the consumer's mood or physiological state at the time of the purchase decision process. This can include factors such as hunger, fatigue, or stress levels that can influence the consumer's decision-making process.

Question 4

Which of the following choices is NOT an example of situational influences affecting the purchase decision process?

Accepted Answer

The golf club to which you belong is more related to personal lifestyle and social status rather than a situational influence affecting the purchase decision process. Situational influences typically involve specific conditions or contexts at the time of a purchase, such as the store environment or social surroundings, rather than broader, ongoing social affiliations.

Question 5

Michael, makes an above average living working for the federal government, while Johnny is a recent graduate living day-to-day looking for work while paying off his student debt. Which needs are satisfied for Michael, but are a constant struggle for Johnny?

Accepted Answer

Physiological needs are the most basic needs, such as food, water, and shelter. Michael has a stable income and can easily meet these needs, while Johnny is struggling to make ends meet and may have difficulty meeting his basic needs.

Question 6

The purchase of a bottle of water is a low-involvement purchase. How can a marketer convince people to buy Dasani instead of one of the numerous other brands displayed on retailers' shelves?

Accepted Answer

Since purchasing bottled water is a low-involvement decision, offering coupons can influence consumers to choose Dasani over other brands. By offering a discount, customers may select Dasani since it is more affordable than competitors.

Question 7

Robert is considering purchasing a new vacation property in Florida, as he is nearing retirement, what sort of problem solving variation is he likely to use?

Accepted Answer

Robert is likely to use extended problem solving as he is making a significant purchase decision and is nearing retirement, which suggests that he may be considering a variety of factors such as location, amenities, and price.

Question 8

When a woman picks up a lace nightgown in a lingerie store and tells the clerk, "This is for my sister's first wedding anniversary," which situational influence has she demonstrated?

Accepted Answer

The woman's statement indicates the purchase task, as it reveals the specific reason or occasion for which the item is being bought (her sister's first wedding anniversary), influencing the type of product she selects.

Question 9

When Linda wants to purchase a new bicycle, she considers all of the following psychological influences, except

Accepted Answer

Antecedent state refers to the conditions that exist before a particular behavior or decision, such as mood or financial condition, rather than internal psychological influences like motivation, personality, or perception, which directly affect how a person makes purchasing decisions.

Question 10

Which of the following lists the hierarchy of needs in its correct order beginning with the most basic?

Accepted Answer

The correct hierarchy of needs begins with physiological needs such as food, water, and shelter, followed by safety needs such as security and stability, then social needs such as love and belonging, personal needs such as esteem and recognition, and finally self-actualization needs such as achieving one's full potential. Option D lists the needs in the correct order.

Question 11

Janine has decided to purchase a car GPS and plans to call several friends for information about alternative brands. She is NOT concerned about where she buys it as long as she receives a very liberal return policy should anything go wrong. In
Making her decision, Janine will engage in which of the following problem solving methods?

Accepted Answer

Janine's approach indicates a limited problem-solving method because she is seeking some information from friends but is not engaging in an extensive search or evaluation process. Her main concern is the return policy, not an exhaustive comparison of all features and options.

Question 12

As she hunted for rice crackers, LeeAnn thought, "Nothing in this store is logically arranged." Then she banged her cart into the side of a display because the aisle was so crowded. As a result of  _________, she has vowed never to shop at that store again.

Accepted Answer

The physical surroundings of the store, including the illogical arrangement of products and crowded aisles, caused LeeAnn to have a negative shopping experience and vow to never shop there again.

Question 13

The purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states are all examples of:

Accepted Answer

The purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states all refer to situational factors that can influence consumer behavior. These influences are external to the individual and can impact how they perceive and respond to marketing efforts.

Question 14

Figure 5-3
 
-In Figure 5-3, letter "B" represents the _ _________influences that can affect the consumer purchase decision process. influences that can affect the

Accepted Answer

The marketing mix influences, represented by letter "B", are the controllable factors (product, price, place, promotion) that a company uses to influence consumer purchase decisions.

Question 15

The most basic of our needs are physiological, followed by safety, social, and personal type needs. According to the hierarchy of needs, what category of needs is of the highest order?

Accepted Answer

According to Maslow's hierarchy of needs, self-actualization needs are at the highest order. This means that once our physiological, safety, social, and personal needs are met, we strive towards self-fulfillment and achieving our full potential.

Question 16

The ads for Visa debit cards show people who need to make a purchase quickly, but are unable to do so because the retailer won't accept a check without several forms of identification. Which situational influence is Visa using to show the benefits offered by its debit cards?

Accepted Answer

Antecedent states refer to the internal factors that influence a consumer's behavior, such as their mood, knowledge, and goals. In this case, Visa is using the antecedent state of frustration to show how its debit cards can provide a solution to the problem of not being able to make a purchase quickly.

Question 17

In the hierarchy of needs, water, food, and sex would be considered _______needs.

Accepted Answer

The hierarchy of needs, proposed by Abraham Maslow, consists of five levels of needs, with physiological needs being the most basic and fundamental. These include the need for water, food, oxygen, and temperature regulation for survival. Sex also falls under the physiological needs category as it is necessary for the survival and continuation of the species. Therefore, the correct answer is B) physiological.

Question 18

Figure 5-3
 
-In Figure 5-3, letter "A" represents the _________ _ influences that can affect the consumer purchase decision process.

Accepted Answer

Letter "A" typically represents psychological influences in models of consumer purchase decision processes. These influences include factors such as motivation, perception, learning, beliefs, and attitudes, which significantly affect how consumers make purchasing decisions.

Question 19

The three teenaged girls spent hours at the store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this outfit looks?" This situation is most closely related to which of the following situational influences?

Accepted Answer

The presence and influence of peers, family, and other individuals in the social surroundings can have an impact on a consumer's behavior and purchase decisions. The scenario described in the question involves three teenaged girls asking each other for their opinions on outfits, which suggests that the purchase decision is influenced by their social surroundings.

Question 20

Figure 5-3
 
-In Figure 5-3, letter "C" represents the  _________influences that can affect the consumer purchase decision process.
Influences that can affect the

Accepted Answer

Socio-cultural influences refer to the impact of society and culture on a consumer's purchasing decisions, including factors like family, social groups, and cultural norms.

Quiz 5: Consumer Behaviour