Question 1

Veronica walked into CVS with a headache,and she knew she needed quick pain relief.In the past,she used Advil,an Ibuprofen product.Although there are several other brands containing Ibuprofen,she decides to purchase Advil because it worked for her in the past.What kind of decision-making process did she most likely use when choosing her pain relief?
A)Limited problem solving
B)Complex decision making
C)Extended problem solving
D)Unlimited problem solving
E)Habitual decision making

Accepted Answer

Veronica is engaging in limited problem solving because she has had some prior experience with Advil.Now is not the time for her to take risks with another brand.

Question 2

When customers have some prior experience with the product and the risk is minimal,like for the purchase of a new frying pan,they will engage in:
A)Extended problem solving
B)Unlimited problem solving
C)Complex decision making
D)Habitual decision making
E)Limited problem solving

Accepted Answer

This describes limited problem solving and also is descriptive of when consumers will rely more on their own personal knowledge than external information.

Question 3

Bella is getting married in two months.When she chooses bridesmaids' gowns,her gown,and flowers for the ceremony,she will be using _____________ because she must be sure that the mothers and the groom will approve of her choices.This will not be easy as she has never organized a wedding before.
A)unlimited problem solving
B)extended problem solving
C)complex decision making
D)habitual decision making
E)limited problem solving

Accepted Answer

Because of the social risk and uncertainty with no experience with purchasing this product in the past,this would be classified as an extended problem solving purchase decision.

Question 4

A purchase decision process in which customers devote considerable time and effort analyzing alternatives is called:
A)Adaptive selling
B)Consumerism
C)Extended problem solving
D)Habitual decision making
E)Limited problem solving

Accepted Answer

For purchases that have more financial risk,customers will devote considerable time and effort in analyzing alternatives which results in extended problem solving.

Question 5

Newly offering fair trade products as part of a retailer's multi-attribute model supports the objective of:
A)adding benefits.
B)increasing beliefs about the store's performance.
C)increasing customers' importance weights.
D)lessening the information search process.

Accepted Answer

The approach of adding a new benefit is often effective because it is easier to change customer evaluation of new than of old benefits.

Question 6

If you were to ask Roland to recommend a restaurant in Charleston,South Carolina,he would tell you to go to Vendue Range,The French Quarter or California Dreaming.There are obviously many restaurants in Charleston,but these are in Roland's:
A)Segmented market
B)Retail market segment
C)Targeted market
D)Consideration set
E)Consumer attitudinal set

Accepted Answer

The restaurants represent a set of alternatives Roland considers when he visits the city.

Question 7

While waiting in the check out line at Target,Autumn spotted a nail care kit displayed amongst the candy and batteries.She liked it,so she asked the cashier to add it to her bill.What kind of limited problem solving did Autumn engage in?
A)Extended problem solving
B)Frequent shopper loyalty
C)Impulse buying
D)Habitual decision making
E)Psychological problem solving

Accepted Answer

Unplanned purchases such as this example described are impulse buying decisions.

Question 8

The Brainchild specializes in educational toys for children.To improve upon benefits which are important to the grandparents it targets,they are now offering senior-citizen discounts,gift wrapping and free-shipping.The Brainchild increases the chances of customer shopping by ____________.
A)decreasing an importance weight
B)increasing a performance belief
C)decreasing the performance belief for competitive retailer
D)adding benefits

Accepted Answer

The approach of adding new benefits is effective because it's easier to change customer evaluations of new than of old benefits.

Question 9

Customers engage in this type of buying process when they have had some prior experience with the product or service and their risk is moderate:
A)Extended problem solving
B)Habitual decision making
C)Impulsive problem solving
D)Limited problem solving
E)Psychological problem solving

Accepted Answer

This is the definition of limited problem solving and when consumers will rely more on their own personal knowledge than external information.

Question 10

Which of the following is the LEAST EFFECTIVE method a retailer may use to increase the chances that its store will be selected for a visit?
A)add a new benefit
B)decrease the performance belief for competing stores in the consideration set
C)increase customer's importance weights
D)focus on improving performance on benefits important to their target market
E)increase the belief about its performance

Accepted Answer

Bad-mouthing competitors generally backfires and customers typically don't believe a retailer's negative comments about it competitors.

Question 11

After making sure that its store is in the consumer's consideration set,Tires Plus,a store that specializes in auto maintenance and tires can _____ to increase the chances that the consumer will select its store for a visit.
A)offer free fluid checks with each oil change as a new benefit
B)focus its resources by limiting itself to one advertising medium
C)use a vertical marketing system
D)implement a price skimming strategy

Accepted Answer

One way to increase the probability of a customer shopping at a store is to offer a new service.

Question 12

Why do people engage in extended problem solving?
A)They do so to avoid too much time and effort in making the decision.
B)They do so because they have little knowledge about the product.
C)They do so to avoid an impulse buy.
D)They do so because retailers influence them by providing so much information.
E)They do so because it is easier than making an inappropriate purchase.

Accepted Answer

Customers engage in extended problem solving when they are making a buying decision to satisfy a need or when they have little product knowledge.

Question 13

Before selecting a store where he can purchase his son's shoes,Lamar evaluated the Athletic Attic,Macy's,Target,Red Goose Shoe Store,and the Shoe Rack.What is the term used to describe these stores that are being evaluated?
A)his targeted market
B)the retail market segment
C)his consideration set
D)retail criterion
E)the consumer attitudinal set

Accepted Answer

The list of stores represents the set of alternatives Lamar evaluates when looking for a place to buy athletic shoes.

Question 14

What would be a measure of retailers' success at converting positive evaluations into purchases?
A)The number of traffic at a store.
B)The number of visits on a Web site.
C)The number of browsing page on a Web site.
D)The time spent at a store.
E)The number of abandoned carts on a Web site.

Accepted Answer

The conversion rates are low for consumers shopping on the Internet.They may browse and even put items in their online shopping cart,but still not complete the purchase by abandoning the cart.

Question 15

JCPenney's promotions claim that a person can order gift merchandise online,have it shipped across the country,and the recipient can exchange it at a local store if necessary.By emphasizing these benefits that customers don't normally consider,JCPenney increases the chances of customer shopping at its store by _________.
A)decreasing an importance weight
B)increasing a performance belief
C)decreasing the performance belief for competitive retailer
D)adding a benefit

Accepted Answer

The approach of adding new benefits is effective because it's easier to change customer evaluations of new than of old benefits.

Question 16

What type of consumer decision-making process will MOST likely result in an impulse buy?
A)Extended problem solving
B)Habitual decision making
C)Impulsive problem solving
D)Limited problem solving
E)Psychological problem solving

Accepted Answer

A common type of limited problem solving is impulse or unplanned purchases.

Question 17

Which of the following does NOT describe tactics that retailers use to convert positive evaluations of the merchandises or services to purchases?
A)Making a Website easy to navigate.
B)Offering online reviews to reduce perceived risks.
C)Offering liberal return policies.
D)Offering entertaining graphics on a Web site.
E)Offering more checkout lanes during heavy traffic times.

Accepted Answer

All of the options aid in the process of converting customers to make a purchase,however the entertaining graphics would not have a bearing on the conversion.

Question 18

What is the set of alternatives the customer evaluates when making a selection?
A)Store demeanor
B)Consideration set
C)Store prerequisites
D)Consumer attitudinal set
E)Performance criteria

Accepted Answer

The consideration set is the set of alternative the customer evaluates when making a choice of a retailer to patronize.

Question 19

Which of the following is NOT true in describing changing performance beliefs after getting into the consideration set?
A)A retailer should improve its performance on all benefits.
B)A change in a performance belief about an important benefit should result in a large change in customers' overall evaluations.
C)It is costly for a retailer to improve its performance on all benefits.
D)Retailers must focus on improving their performance on those benefits that are important to customers in their target markets.

Accepted Answer

Because it is costly for a retailer to improve its performance on all benefits,retailers must focus on improving their performance on those benefits that are important to customers in their target market.

Question 20

Even though Miller loves bacon,he is worried about his cholesterol.He is also concerned how eating bacon may affect it.Before deciding to buy lower-fat Oscar-Meyer Bacon,he read the label information on all the various brands of bacon in the meat counter.Miller engaged in:
A)Complex decision making
B)Extended problem solving
C)Habitual decision making
D)Limited problem solving
E)Unlimited problem solving

Accepted Answer

Due to the level of risk he associates with the purchase,he devotes time to examine all the available packages before making a purchase decision.

Quiz 4: Customer Buying Behavior

When customers have some prior experience with the product and the risk is minimal,like for the purchase of a new frying pan,they will engage in:

Bella is getting married in two months.When she chooses bridesmaids' gowns,her gown,and flowers for the ceremony,she will be using _____________ because she must be sure that the mothers and the groom will approve of her choices.This will not be easy as she has never organized a wedding before.

A purchase decision process in which customers devote considerable time and effort analyzing alternatives is called:

Newly offering fair trade products as part of a retailer's multi-attribute model supports the objective of:

If you were to ask Roland to recommend a restaurant in Charleston,South Carolina,he would tell you to go to Vendue Range,The French Quarter or California Dreaming.There are obviously many restaurants in Charleston,but these are in Roland's:

While waiting in the check out line at Target,Autumn spotted a nail care kit displayed amongst the candy and batteries.She liked it,so she asked the cashier to add it to her bill.What kind of limited problem solving did Autumn engage in?

The Brainchild specializes in educational toys for children.To improve upon benefits which are important to the grandparents it targets,they are now offering senior-citizen discounts,gift wrapping and free-shipping.The Brainchild increases the chances of customer shopping by ____________.

Customers engage in this type of buying process when they have had some prior experience with the product or service and their risk is moderate:

Which of the following is the LEAST EFFECTIVE method a retailer may use to increase the chances that its store will be selected for a visit?

After making sure that its store is in the consumer's consideration set,Tires Plus,a store that specializes in auto maintenance and tires can _____ to increase the chances that the consumer will select its store for a visit.

Why do people engage in extended problem solving?

Before selecting a store where he can purchase his son's shoes,Lamar evaluated the Athletic Attic,Macy's,Target,Red Goose Shoe Store,and the Shoe Rack.What is the term used to describe these stores that are being evaluated?

What would be a measure of retailers' success at converting positive evaluations into purchases?

What type of consumer decision-making process will MOST likely result in an impulse buy?

Which of the following does NOT describe tactics that retailers use to convert positive evaluations of the merchandises or services to purchases?

What is the set of alternatives the customer evaluates when making a selection?

Which of the following is NOT true in describing changing performance beliefs after getting into the consideration set?

Even though Miller loves bacon,he is worried about his cholesterol.He is also concerned how eating bacon may affect it.Before deciding to buy lower-fat Oscar-Meyer Bacon,he read the label information on all the various brands of bacon in the meat counter.Miller engaged in: