Question 1

A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to have several attributes. It must use plain paper, be able to make copies, be compatible with all other fax machines, and not require a separate phone line. The buyer has expressed his or her:
A) cognitive dissonance.
B) service characteristics.
C) consideration set.
D) evaluative criteria.
E) information search criteria.

Accepted Answer

Evaluative criteria are the attributes or features that a consumer considers important when making a purchase decision. In this case, the customer has specified the necessary attributes for the fax machine.

Question 2

When shopping for a detergent, Josh looks at Tide, Fresh Start, Surf, and All; and chooses the one that is on sale. These four brands make up his set.
A) alternate
B) purchase
C) consideration
D) problem
E) imposed

Accepted Answer

Josh's consideration set includes the brands he is considering purchasing, which are Tide, Fresh Start, Surf, and All.

Question 3

In the consumer buying decision process, the information search stage:
A) yields a group of brands that a buyer views as possible alternatives.
B) involves a buyer becoming aware of the need for a product.
C) is not necessary when the buyer is involved in extensive decision making.
D) occurs immediately after evaluation of alternatives.
E) is lengthy for routine response buying behavior.

Accepted Answer

During the information search stage, a buyer gathers information about different brands and products that could potentially meet their needs or wants. This helps them to develop a list of possible alternatives, which is then used in the next stage of the buying decision process, namely, evaluation of alternatives. Therefore, the correct answer is A.

Question 4

After doing considerable shopping, Eric has just decided what brand and type of athletic shoes to buy and where he's going to buy them. In what stage of the consumer buying decision process is Eric?
A) Problem recognition
B) Information search
C) Evaluation of alternatives
D) Purchase
E) Post purchase evaluation

Accepted Answer

Eric has completed the stages of problem recognition, information search, and evaluation of alternatives. He has decided on the brand, type, and purchase location, indicating he is in the purchase stage.

Question 5

When Trevor realizes his liquor cabinet supply is exhausted due to last weekend's party, he thinks about all the types of liquor he would like and also seeks suggestion from the clerk at the store. Trevor then considers each possible alternative. In doing so, Trevor has placed the types of liquor in a(n):
A) evaluative set.
B) alternative set.
C) evoked set.
D) routinized set.
E) internal set.

Accepted Answer

An evoked set refers to the group of relevant brands or products a consumer considers when making a purchase decision. Trevor is considering each possible alternative, which aligns with the concept of an evoked set.

Question 6

Justin is purchasing his third car in the past five years. He has been a car enthusiast ever since he was a young boy. Justin likes to spend his free time looking at car magazines, going to car shows, and watching NASCAR. Justin's interest in cars is referred to as:
A) situational involvement.
B) dynamic involvement.
C) enduring involvement.
D) tapering involvement.
E) routinized involvement.

Accepted Answer

Enduring involvement refers to a long-term interest in a particular product or activity, which is evident in Justin's consistent enthusiasm for cars over the years.

Question 7

After purchasing a product, post purchase evaluation may result in cognitive dissonance. Cognitive dissonance is:
A) the congruence between external and internal searches for available primary and secondary product information.
B) a function of the manner in which the manufacturer of the product describes its attributes.
C) a person's interest in a high­cost product or product category that is ongoing and long­term.
D) the establishment of criteria for comparing purchase products.
E) doubts that occur because the buyer questions whether the decision to purchase the product was right.

Accepted Answer

Cognitive dissonance refers to the doubts or discomfort a buyer feels after making a purchase, questioning whether the decision was correct.

Question 8

Claire is beginning to wonder if she has made the right decision about purchasing a new HP Laptop after she sees a friend with a new Dell. Claire's doubt whether she made the right decision occurs during the of the buying decision process.
A) cognitive dissonance phase
B) purchase phase
C) evaluation of alternatives phase
D) information search phase
E) post purchase evaluation phase

Accepted Answer

The answer of Claire is beginning to wonder if she...

Question 9

Jeff needs to buy his textbooks for the coming semester of college. It is only two weeks before the first day of class, and he still has not made a purchase. Jeff wants to buy them somewhere other than the bookstore since he is still living at his parents' home and won't be on campus until the day before class. Jeff goes online and looks for sites that sell the textbook. Then he remembers that one of his friends had said something earlier about finding the book for a great price. Jeff then calls his friend to get the name of the site. In terms of Jeff's buying decision process, his calling a friend was .
A) problem recognition
B) internal informational search
C) external information search
D) cognitive dissonance
E) evaluation of alternatives

Accepted Answer

Jeff's action of calling his friend to get the name of the site is an external information search, as he is seeking information from an outside source to aid in his decision-making process.

Question 10

The three major categories of influences on the consumer buying decision process are:
A) situational influences, demographic influences, and psychological influences.
B) social influences, situational influences, and marketer-dominated influences.
C) demographic influences, situational influences, and marketer-dominated influences.
D) situational influences, social influences, and psychological influences.
E) marketer-dominated influences, psychological influences, and person-specific influences.

Accepted Answer

The three major categories of influences on the consumer buying decision process are situational influences (factors related to the environment or timing), social influences (influence of family, friends, or reference groups), and psychological influences (factors related to perception, motivation, learning, and attitudes). The other answer choices either include incorrect categories or miss important categories.

Question 11

Many aspects of consumer buying decisions are affected by the individual's level of involvement. Level of involvement is:
A) the importance and intensity of interest in a product in a particular situation.
B) the buyer's perception, motives, and abilities.
C) the circumstances, time, and location that affect the consumer buying process.
D) the particular circumstance or environment in which consumers find themselves.
E) a combination of an individual's demographic factors.

Accepted Answer

Level of involvement refers to the importance and intensity of interest a consumer has in a product in a particular situation, influencing their buying decisions.

Question 12

A group of brands that a consumer views as alternatives for possible purchase is called a(n):
A) evoked set.
B) awareness set.
C) inert set.
D) external source.
E) evaluation criteria.

Accepted Answer

The evoked set refers to the group of brands that a consumer considers as potential options when making a purchase decision.

Question 13

In shopping for a new laptop computer for her master's degree program, Jocelyn has narrowed the alternatives to four brands. She is considering Dell, Toshiba, Sony, and Hewlett-Packard. These four brands make up Jocelyn's:
A) awareness set.
B) evoked set.
C) framing set.
D) external search.
E) inert set.

Accepted Answer

The four brands that Jocelyn is considering make up her evoked set since they are the brands she is actively considering and could potentially purchase. The other options do not accurately describe Jocelyn's decision-making process.

Question 14

Stefanie is shopping for groceries at her local supermarket. As she picks up laundry detergent, she sees the display of bathroom cleaners and remembers that she is about to run out of it at home. Stefanie tries to remember the specific brand that she used last time, because she thought that was the best in terms of performance and value. In terms of the consumer buying decision process, Stefanie's trying to remember what brand she last used is an example of .
A) internal information search
B) evaluation of alternatives
C) post purchase evaluation
D) Evaluation of alternatives

Accepted Answer

Stefanie is engaging in an internal information search by trying to recall the brand she previously used and liked.

Question 15

When, in their information search, consumers focus on communication with friends and relatives, they are utilizing _____ sources.
A) internal
B) personal
C) marketer-dominated
D) direct
E) organizational

Accepted Answer

Personal sources refer to conversations with friends, family, and other acquaintances who may provide information or recommendations based on their own experiences or knowledge.

Question 16

A major determining factor in deciding which type of problem-solving process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person. This is known as an individual's:
A) motivational structure.
B) routinized response behavior.
C) level of involvement.
D) cognitive dissonance.
E) criteria of evaluation.

Accepted Answer

The level of involvement refers to the degree of interest and importance a consumer places on a product, influencing the type of problem-solving process they use.

Question 17

Evaluative criteria for brands within the consideration set are both:
A) selective and expansive.
B) objective and subjective.
C) internal and external.
D) extended and routinized.
E) perceptive and selective.

Accepted Answer

Evaluative criteria for brands within the consideration set can be both objective and subjective. Objective criteria are based on tangible attributes such as quality or price, whereas subjective criteria are based on personal opinions or perceptions of the brand. Both of these types of criteria can be considered when evaluating brands within the consideration set.

Question 18

During which stage of the consumer buying decision process does a consumer finally decide the seller from whom he will buy the product?
A) Internal search
B) External search
C) Post purchase evaluation
D) Purchase
E) Problem recognition

Accepted Answer

The purchase stage is when the consumer makes the final decision on which seller to buy the product from, after evaluating alternatives.

Question 19

Within the information search step of the consumer buying decision process, the two primary aspects that exist are:
A) consideration and evoked sets.
B) personal information and non-personal information.
C) selective retention and selective distortion.
D) internal search and external search.
E) company-produced information and internal information.

Accepted Answer

The information search step involves an internal search, where consumers recall information from memory, and an external search, where they seek information from outside sources.

Question 20

After purchasing a new Lexus, Brandon sees an Infinity pass by on the street and begins to wonder if he made the right choice. Brandon is experiencing:
A) routinized response behavior.
B) cognitive dissonance.
C) situational involvement.
D) alternative evaluation.
E) enduring involvement.

Accepted Answer

Brandon is experiencing cognitive dissonance, which is the feeling of doubt or anxiety after making a decision, especially when he sees an alternative option that he might have considered.

Quiz 6: Consumer Buying Behavior

A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to have several attributes. It must use plain paper, be able to make copies, be compatible with all other fax machines, and not require a separate phone line. The buyer has expressed his or her:

When shopping for a detergent, Josh looks at Tide, Fresh Start, Surf, and All; and chooses the one that is on sale. These four brands make up his set.

In the consumer buying decision process, the information search stage:

After doing considerable shopping, Eric has just decided what brand and type of athletic shoes to buy and where he's going to buy them. In what stage of the consumer buying decision process is Eric?

Justin is purchasing his third car in the past five years. He has been a car enthusiast ever since he was a young boy. Justin likes to spend his free time looking at car magazines, going to car shows, and watching NASCAR. Justin's interest in cars is referred to as:

After purchasing a product, post purchase evaluation may result in cognitive dissonance. Cognitive dissonance is:

Claire is beginning to wonder if she has made the right decision about purchasing a new HP Laptop after she sees a friend with a new Dell. Claire's doubt whether she made the right decision occurs during the of the buying decision process.

The three major categories of influences on the consumer buying decision process are:

Many aspects of consumer buying decisions are affected by the individual's level of involvement. Level of involvement is:

A group of brands that a consumer views as alternatives for possible purchase is called a(n) :

In shopping for a new laptop computer for her master's degree program, Jocelyn has narrowed the alternatives to four brands. She is considering Dell, Toshiba, Sony, and Hewlett-Packard. These four brands make up Jocelyn's:

When, in their information search, consumers focus on communication with friends and relatives, they are utilizing _____ sources.

A major determining factor in deciding which type of problem-solving process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person. This is known as an individual's:

Evaluative criteria for brands within the consideration set are both:

During which stage of the consumer buying decision process does a consumer finally decide the seller from whom he will buy the product?

Within the information search step of the consumer buying decision process, the two primary aspects that exist are:

After purchasing a new Lexus, Brandon sees an Infinity pass by on the street and begins to wonder if he made the right choice. Brandon is experiencing: