Question 1

The process by which people select,organise and interpret information to form a meaningful picture of the world is known as ________.

Accepted Answer

The answer of The process by which people select,organise and...

Question 2

People who have experienced considerable financial hardship often exhibit ________ consumption patterns.

Accepted Answer

The answer of People who have experienced considerable financial hardship...

Question 3

________ early life experiences are also linked to compulsive consumption-often of unhelpful products or services such as cigarettes or gambling.

Accepted Answer

The answer of ________ early life experiences are also linked...

Question 4

Mike thought he had received the best deal on his new car.Shortly after the purchase,he started to notice certain disadvantages of his new car as he learned more about other cars available.He is experiencing ________.
A)post-purchase culture
B)selective perception
C)cognitive dissonance
D)purchase decision
E)information evaluation

Accepted Answer

Mike is experiencing cognitive dissonance, which is a state of psychological discomfort that occurs when there is a conflict between a person's attitudes, beliefs, and behaviors. In this case, Mike's belief that he got the best deal conflicts with the new information he has learned about other cars, leading to a feeling of discomfort or dissonance.

Question 5

Explain why selective attention is not controllable by a marketer.

Accepted Answer

The answer of Explain why selective attention is not controllable...

Question 6

The customer can obtain information from ________ sources.
A)commercial
B)public
C)experiential
D)personal
E)All of the above.

Accepted Answer

The customer can obtain information from commercial sources (such as advertisements), public sources (such as government websites or news articles), experiential sources (such as personal experience or recommendations from friends), and personal sources (such as their own thoughts or opinions). Therefore, all of the above options are correct.

Question 7

A young woman wants to buy a new coat.During the ________ stage of her purchase process,she asked her friends to recommend a store and / or a style of coat.She searched the newspaper for coat sales and she visited nearby stores to see what is available in her price range.
A)product evaluation
B)alternative evaluation
C)need recognition
D)information search
E)purchase decision

Accepted Answer

During the information search stage, the young woman is actively seeking out information about where she can purchase a new coat and what options are available to her. This includes asking for recommendations from friends, searching for sales in the newspaper, and visiting stores to see what is available.

Question 8

If the consumer's drive is strong and a satisfying product is near at hand,the consumer is likely to buy it then.If not,the consumer may store the need in memory or undertake a(n)________ related to the need.
A)brand personality
B)alternative evaluation
C)post-purchase behaviour
D)information search
E)product adoption

Accepted Answer

If the consumer does not find a satisfying product at that moment, they may undertake information search related to the need, looking for different options and gathering information to make a decision.

Question 9

In the process of buying a new car,a man is highly involved in the purchase and perceives significant differences among his three favourite models.His next step is most likely to be ________.
A)post-purchase behaviour
B)evaluation of alternatives
C)opinion leadership
D)cognitive dissonance
E)purchase decision

Accepted Answer

Since the man is highly involved in the purchase and perceives significant differences among his three favourite models, his next step is most likely to evaluate these alternatives more closely before making the final purchase decision. Thus, evaluating the alternatives is the most appropriate choice.

Question 10

Generally,the consumer's purchase decision will be to buy the most preferred brand,but two factors can come between the purchase intention and the purchase decision.Which of the following is one of these factors?
A)post-purchase behaviour
B)attitudes of others
C)cognitive dissonance
D)alternative evaluation
E)new product adoption

Accepted Answer

The attitudes of others can influence a consumer's purchase decision. This can include the opinions of friends, family, influencers, or online reviews. If these attitudes are negative towards a brand, it may discourage the consumer from making the purchase.

Question 11

Briefly discuss the roles of commercial and personal information sources of information in the consumer buying process.

Accepted Answer

The answer of Briefly discuss the roles of commercial and...

Question 12

A consumer's behaviour is influenced by social factors,such as the consumer's small groups,family,and social roles and status.Briefly explain the differences among these social factors.

Accepted Answer

The answer of A consumer's behaviour is influenced by social...

Question 13

Six weeks ago,a young couple paid $3500 for a top-brand mattress for their bed.Last night,a customer service representative of the manufacturer of the mattress called them to thank them for buying the mattress and to ask if they were happy with it.Why would a manufacturer bother to make such a call?
A)To motivate them to buy another mattress.
B)To satisfy legal requirements.
C)To counter any negative publicity that they might someday hear about the mattress and / or its manufacturer.
D)To reduce any post-purchase dissonance.
E)To make sure it remained in their consideration set.

Accepted Answer

The manufacturer made the call to reduce any post-purchase dissonance. By checking in with the couple and showing appreciation for the purchase, the manufacturer is reducing the chances of the couple experiencing any doubts or regrets about their purchase in the future. It also shows that the manufacturer is interested in ensuring customer satisfaction.

Question 14

The buying process starts with ________,in which the buyer recognises a problem or need.
A)need recognition
B)information search
C)evaluation of alternatives
D)purchase decision
E)separation of needs and wants

Accepted Answer

The first stage in the buying process is need recognition, where the buyer recognises a problem or need. This could be triggered by internal or external factors.

Question 15

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?
A)need recognition
B)information search
C)variety-seeking buying behaviour
D)purchase decision
E)post-purchase behaviour

Accepted Answer

The five stages of the buyer decision process are need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behaviour. Variety-seeking buying behaviour is a type of consumer behaviour that does not necessarily consist of a distinct stage in the buyer decision process.

Question 16

Marketers describe the way the consumer processes information to arrive at brand choices as ________.
A)alternative evaluation
B)information search
C)purchase decision
D)situational factors
E)post-purchase dissonance

Accepted Answer

Alternative evaluation is the process by which consumers compare and evaluate various brands or products based on the information they have gathered during information search.

Question 17

The information sources that are most effective at influencing a consumer's purchase decision are ________.These sources legitimise or evaluate products for the buyer.
A)commercial
B)public
C)experimental
D)personal
E)social

Accepted Answer

Personal sources are the most effective at influencing a consumer's purchase decision because they provide firsthand information from people the consumer knows and trusts.

Question 18

After purchasing two bottles of wine from vineyards in Australia,when asked her opinion of the wine,the buyer said the burgundy wine tasted like alcoholic grape juice,but the Chablis had a crisp taste that she really enjoyed.These statements were made during the ________ stage of the purchase decision.
A)information search
B)situational analysis
C)alternative evaluation
D)purchase decision
E)post-purchase behaviour

Accepted Answer

The statements were made after the purchase, indicating the buyer's satisfaction or dissatisfaction with the product, which aligns with the post-purchase behavior stage.

Question 19

Understanding that selective retention prevents consumers from remembering everything about an ad,what might a marketer do to enhance retention?

Accepted Answer

The answer of Understanding that selective retention prevents consumers from...

Question 20

An individual's ________ is their pattern of living as expressed in their activities,interests and opinions.

Accepted Answer

The answer of An individual's ________ is their pattern of...

Quiz 5: Buyer Behaviour: Understanding Consumer and Business Buyers

The process by which people select,organise and interpret information to form a meaningful picture of the world is known as ________.

People who have experienced considerable financial hardship often exhibit ________ consumption patterns.

________ early life experiences are also linked to compulsive consumption-often of unhelpful products or services such as cigarettes or gambling.

Mike thought he had received the best deal on his new car.Shortly after the purchase,he started to notice certain disadvantages of his new car as he learned more about other cars available.He is experiencing ________.

Explain why selective attention is not controllable by a marketer.

The customer can obtain information from ________ sources.

A young woman wants to buy a new coat.During the ________ stage of her purchase process,she asked her friends to recommend a store and / or a style of coat.She searched the newspaper for coat sales and she visited nearby stores to see what is available in her price range.

If the consumer's drive is strong and a satisfying product is near at hand,the consumer is likely to buy it then.If not,the consumer may store the need in memory or undertake a(n) ________ related to the need.

In the process of buying a new car,a man is highly involved in the purchase and perceives significant differences among his three favourite models.His next step is most likely to be ________.

Generally,the consumer's purchase decision will be to buy the most preferred brand,but two factors can come between the purchase intention and the purchase decision.Which of the following is one of these factors?

Briefly discuss the roles of commercial and personal information sources of information in the consumer buying process.

A consumer's behaviour is influenced by social factors,such as the consumer's small groups,family,and social roles and status.Briefly explain the differences among these social factors.

Six weeks ago,a young couple paid $3500 for a top-brand mattress for their bed.Last night,a customer service representative of the manufacturer of the mattress called them to thank them for buying the mattress and to ask if they were happy with it.Why would a manufacturer bother to make such a call?

The buying process starts with ________,in which the buyer recognises a problem or need.

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?

Marketers describe the way the consumer processes information to arrive at brand choices as ________.

The information sources that are most effective at influencing a consumer's purchase decision are ________.These sources legitimise or evaluate products for the buyer.

Understanding that selective retention prevents consumers from remembering everything about an ad,what might a marketer do to enhance retention?

An individual's ________ is their pattern of living as expressed in their activities,interests and opinions.