Question 1

Mary will not consider purchasing an "American" car brand based on negative comments made by her parents,therefore she has developed a negative attitude toward "American" brand cars.

Accepted Answer

Mary's negative attitude is based on the negative comments from her parents about "American" cars, which shows the influence of social factors on attitudes.

Question 2

Frazier is out of milk and bread and needs to decide what is for dinner.He will be stopping at the grocery store on the way home.Frazier will likely engage in limited problem solving.

Accepted Answer

Limited problem solving involves making a decision based on some past experience and a moderate amount of information seeking. In this scenario, Frazier has a specific problem to solve (dinner) and will be gathering some information at the grocery store (what ingredients are available).

Question 3

Generally,people buy one product or service instead of another because they perceive it to be a better value.

Accepted Answer

People make purchasing decisions based on their perception of value, which is the benefits they receive compared to the cost they pay. They will choose the option that they believe offers them the best value for their money.

Question 4

When making an important purchase,consumers often consult friends and family.This is considered an external search for information.

Accepted Answer

External search for information refers to seeking information from sources outside of oneself, such as friends and family, online reviews, or professional experts in the field. Therefore, when making an important purchase, consulting with friends and family is considered an external search for information.

Question 5

Brenda wants a new car that will be dependable transportation and look good.She wants to satisfy both functional and psychological needs.

Accepted Answer

Brenda wants her car to serve a functional purpose by being dependable transportation, but she also wants it to meet a psychological need by looking good. Therefore, she is trying to satisfy both functional and psychological needs.

Question 6

Setting high customer expectations is a good strategy that will help to avoid customer dissatisfaction in the long run.

Accepted Answer

Setting excessively high customer expectations can lead to disappointment and dissatisfaction if those expectations are not met. It is important to set realistic and achievable expectations to build trust and keep customers satisfied in the long run.

Question 7

Consumers involved in habitual decision making engage in little conscious decision making.

Accepted Answer

Habitual decision making involves making decisions without much conscious thought or effort, as the behavior has become automatic due to repetition and familiarity.

Question 8

One benefit of having satisfied customers is that they may spread positive word of mouth.

Accepted Answer

Satisfied customers are more likely to recommend a business or product to others, leading to potential new customers and increased sales.

Question 9

Rachael is visiting colleges before applying to schools.Rachael is likely to be involved in an impulse buying process.

Accepted Answer

Rachael is not likely to be involved in an impulse buying process while visiting colleges. She is there specifically for the purpose of gathering information and making a thoughtful decision about which schools to apply to. Impulse buying usually occurs when someone makes a purchase without much forethought or planning, which is not typically the case for college visits.

Question 10

As manager of a local donut shop,Arnie greets his regular customers by name and often begins making their order when he sees them drive into the parking lot.Arnie knows habitual purchasers with strong store loyalty are great customers.

Accepted Answer

Arnie's actions suggest that he values and recognizes his regular customers, whom he knows by name, and is proactive in fulfilling their orders. This indicates that he considers habitual purchasers with strong store loyalty as great customers.

Question 11

The buying process begins with a comparison of available alternatives.

Accepted Answer

The answer of The buying process begins with a comparison...

Question 12

A reference group may have direct or indirect influence on your attitude toward a particular clothing store.

Accepted Answer

A reference group can influence our perceptions of a clothing store either directly, through their own recommendations or opinions, or indirectly, through the way we perceive the expectations of the group regarding fashion and style.

Question 13

After purchasing an expensive pair of shoes,you may question whether or not the shoes are any better than the less expensive shoes you could have purchased instead.This is an example of postpurchase cognitive dissonance.

Accepted Answer

Postpurchase cognitive dissonance refers to the psychological discomfort a person experiences after making a purchase decision, particularly when choosing between two options that are similar in nature. In this case, the person may question if they made the right decision by purchasing the expensive shoes instead of opting for less expensive ones, and may try to justify their choice by finding reasons why the expensive shoes are better.

Question 14

Marketers often use principles and theories from __________ and __________ to decipher many consumer actions and develop basic strategies for dealing with their behavior.
A) physics; chemistry
B) history; archeology
C) sociology; psychology
D) art; literature
E) English; mathematics

Accepted Answer

Sociology and psychology are both social sciences that study human behavior and are commonly applied in marketing to understand consumer behavior and develop effective marketing strategies. Physics, chemistry, history, archeology, art, literature, English, and mathematics have limited applications in understanding consumer behavior in marketing.

Question 15

The greater the difference between a consumer's unsatisfied need and the desired state,the greater the need recognition will be.

Accepted Answer

This statement is true. When the gap between a consumer's current state and desired state is larger, the need recognition will be stronger as the consumer feels a greater sense of discomfort or dissatisfaction. This recognition of the need can then prompt the consumer to search for solutions to fill the gap and satisfy the need.

Question 16

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and:
A) to develop basic strategies for dealing with their behavior.
B) to contribute to the theoretical knowledge in those disciplines.
C) to avoid cultural reference group problems.
D) to maximize postpurchase cognitive dissonance.
E) to satisfy ritual consumption needs while avoiding overconsumption.

Accepted Answer

The answer of Marketers often use principles and theories from...

Question 17

Customers are more likely to talk about service that exceeded their expectation than about service that did not meet their expectation.

Accepted Answer

Customers are more likely to share their experiences when they are negative than when they are positive, as negative experiences tend to evoke stronger emotions and a desire to warn others or seek resolution.

Question 18

Maslow's Hierarchy of Needs is an interesting concept for psychology,but it has little relevance for marketing.

Accepted Answer

Maslow's Hierarchy of Needs is relevant for marketing because it helps understand and target consumers' motivations and needs. By understanding which stage of the hierarchy a consumer is at, marketers can craft messages and products that are more likely to resonate with them.

Question 19

Situational factors sometimes override psychological and social factors in the consumer decision process.

Accepted Answer

Situational factors, such as time constraints, special promotions, and unexpected events, can have a significant impact on the consumer decision process and may override psychological and social factors. For example, a person may have a preference for a certain brand of toothpaste, but if they are running late for work and need to quickly grab a tube of toothpaste from the store, they may choose a different brand that is more readily available.

Question 20

When Glen is thirsty,he always buys a Coke.Like many consumers,Glen engages in considerable alternative evaluation when buying habitual products like his Coke.

Accepted Answer

The answer of When Glen is thirsty,he always buys a...

Quiz 5: Consumer Behavior