Question 1

Which of the following is a reason for family life cycle to be considered a useful way of classifying and segmenting certain markets?
A) It combines trends in earning power with demands placed on income.
B) It provides the dimension of social class as a significant predictor of patterns.
C) It combines prepurchase expectations with postpurchase satisfaction levels.
D) It predicts situational influences according to every family's needs and wants.

Accepted Answer

The family life cycle is useful for segmenting markets because it combines trends in earning power with demands placed on income, which allows marketers to target specific products or services to families in different stages of their life cycle. For example, families with young children may be more interested in purchasing products such as diapers and baby food, while families with teenagers may be more interested in products such as clothing and electronics. By understanding the family life cycle, marketers can tailor their offerings to meet the needs of different segments of the market.

Question 2

Which of the following statements is true with regard to reference groups?
A) A buyer may also consult a single individual about purchase decisions.
B) The nature of a product being purchased determines the identity of the reference group.
C) Reference group influence is generally considered to be constant across product categories.
D) Family is secondary to peers as a reference group for people of all ages.

Accepted Answer

The answer of Which of the following statements is true...

Question 3

Irene considers herself to be an expert on gourmet cuisine, and she has dined at many of the finest restaurants in the United States. On a recent trip to New Orleans, she refused to eat at a restaurant that was reported to have some of the best Cajun food because she thought the décor was tacky and outdated. Which situational influence explains Irene's refusal to eat at the restaurant?
A) Marketing mix
B) Task features
C) Reference groups
D) Physical features

Accepted Answer

The physical features of the restaurant, such as the décor, influenced Irene's decision not to eat there, indicating that the situational influence at play is physical features.

Question 4

Which of the following is an example of a marketing influence on consumer behavior?
A) Mani purchased the first pair of denim he saw rather than the Tough Guy pair he wanted since he was pressed for time.
B) Hannah blamed her depression for her purchase of two quarts of Cal's chocolate chip ice cream.
C) Aliya purchased jewelry at Zenia's Boutique because they had publicized about a sale of up to seventy percent off on all their products.
D) Jayla purchased $150 worth of aquatic plants because her companion convinced her that they would enhance the aesthetics of her aquarium.

Accepted Answer

Aliya's purchase was influenced by marketing as she was enticed by the sale advertised by Zenia's Boutique.

Question 5

While shopping for grocery, Marissa is unsure about which brand of ready-to-serve pumpkin pies to purchase for the Thanksgiving dinner she has planned. To make the final decision, she calls her mother and buys the brand that she recommends. In this scenario, which of the following determinants has influenced Marissa's purchasing decision with regard to the pumpkin pies?
A) Primary reference group
B) Subculture influence
C) Secondary reference group
D) Family life cycle

Accepted Answer

Marissa's mother is a member of her primary reference group, which consists of individuals with whom she has frequent direct interactions, such as family members, close friends, and co-workers. Their opinions and recommendations hold significant weight in Marissa's decision-making process.

Question 6

Marketers of a company can create a consumer perception that their products are worth purchasing by:
A) designing products with the goal of test marketing in mind.
B) evaluating the response to a product prior to its release.
C) differentiating their products from those of their competitors.
D) providing inputs for the company's objectives.

Accepted Answer

By differentiating their products from their competitors, marketers can create a perception among consumers that their products offer something unique and valuable, making them worth purchasing. Test marketing and evaluating product response are important steps in product development, but they alone do not necessarily create a consumer perception of value. Providing inputs for the company's objectives is important in setting overall strategy, but it does not directly impact consumer perception.

Question 7

While making purchase decisions, which of the following products is most likely to elicit the greatest reference group influence?
A) A car
B) A medicine
C) An award-winning novel
D) A toothbrush

Accepted Answer

A car is a product that is often associated with status and image, which can lead to a high level of reference group influence. People may look to their peers or social groups to determine what car models are popular or desirable, and this can influence their purchase decisions. Additionally, cars are typically expensive investments, so people may seek validation from their reference groups before committing to a purchase.

Question 8

Which of the following situational influences provides additional depth to a description of a situation by incorporating details of the persons present, their characteristics, their apparent roles, and interpersonal interactions?
A) Physical features
B) Social features
C) Task features
D) Current conditions

Accepted Answer

Social features incorporate details about the people present, including their characteristics, roles, and interactions with each other. Physical features refer to the environment, task features refer to the activity or goal of the situation, and current conditions may include external factors such as time of day or weather.

Question 9

Mary prefers her dinner to be a very light meal, and she typically has milk and fruits at night. Recently, when she went out for dinner with her colleagues, she ordered a large portion of pasta with beef sausages along with a drink because she did not want to offend her colleagues. In this scenario, Mary is influenced by the situational factor of _____.
A) physical features
B) task features
C) time
D) social features

Accepted Answer

Mary's decision to order a large meal was influenced by the social features of the situation, as she did not want to offend her colleagues by appearing rude or picky about her food choices.

Question 10

Primary reference groups include:
A) college fraternity members.
B) members of one's professional association.
C) family and close friends.
D) public figures.

Accepted Answer

Primary reference groups are those groups with whom an individual has frequent and direct contact, such as family and close friends. College fraternity members and members of one's professional association are examples of secondary or tertiary reference groups. Public figures are not considered reference groups as they do not have direct and frequent contact with an individual.

Question 11

During her lunch hour, Shelly has to pick up her laundry, buy a new pair of hose, deposit some money in her bank account, pick out a birthday present for her niece, and have a quick lunch. Which situational influence will most likely have the greatest effect on the purchase of the birthday gift?
A) Time
B) Task features
C) Social features
D) Money

Accepted Answer

Time constraints will most likely have the greatest effect on Shelly's purchase of the birthday gift. With a limited lunch hour, Shelly may prioritize her tasks and choose to spend less time on selecting a gift for her niece or may choose a gift that is easily accessible and requires less time to search for.

Question 12

Which of the following situational features are the most readily apparent features of a situation?
A) Time features
B) Task features
C) Physical features
D) Social features

Accepted Answer

Physical features, such as the layout of a room or the presence of certain objects, are typically the most readily apparent features of a situation. Time, task, and social features may require more observation or interaction to become apparent.

Question 13

Which of the following is an example of social influences on consumer behavior?
A) Eva purchases a mini skirt after reading Seventeen, a magazine for teens, where a fashion editor writes that any teen who wants to be considered "in vogue" must wear short skirts.
B) The manufacturer of a line of aromatherapy candles markets its products through an exclusive chain of health and wellness stores across the country.
C) Ernie decides against buying a new dress for Easter as she is saving up for a designer gown she wishes to purchase later that year for her wedding.
D) Barath purchases a pair of Rough Terrain brand shoes instead of the Unisole brand because the Unisole shoes aren't within Barath's budget.

Accepted Answer

Eva's purchase decision is influenced by the social factor of peer pressure, specifically the desire to fit in with the fashion trends among her peers.

Answer: B 
 The manufacturer's decision to market its products through exclusive health and wellness stores demonstrates the influence of social factors like lifestyle and social status on consumer behavior.

Answer: C 
 Ernie's decision not to buy a new dress for Easter is driven by personal factors like budget and future goals, rather than social influences.

Answer: D 
 Barath's decision to choose Rough Terrain over Unisole is driven by economic factors like budget constraints, rather than social influences.

Question 14

Marketers can create brand equity by:
A) selling the product in prestigious outlets that are exclusive.
B) ensuring ready availability of the product through retail chains.
C) collecting comparative information about competitive brands.
D) making the product available at all convenience stores.

Accepted Answer

Selling the product in prestigious outlets that are exclusive can create a sense of exclusivity and luxury around the brand, which can contribute to building brand equity. Ready availability and convenience are important, but they do not necessarily add value or prestige to the brand. Collecting comparative information can inform marketing strategy but does not necessarily create brand equity in and of itself.

Question 15

Which situational influence includes an intent or requirement to select, shop for, or obtain information about a general or specific purchase?
A) Current conditions
B) Task features
C) Social features
D) Physical features

Accepted Answer

Task features refer to the intent or requirement to select, shop for, or obtain information about a general or specific purchase. Current conditions refer to the current situation, such as time and location, Social features refer to the influence of other people, and physical features refer to the characteristics of the environment.

Question 16

Secondary reference groups include _____.
A) family
B) close friends
C) spouse and children
D) college associations

Accepted Answer

Secondary reference groups are those that have a less significant impact on an individual's life compared to primary reference groups such as family and close friends. College associations are an example of a secondary reference group as they are typically less influential in an individual's life than their family or close friends.

Question 17

Which of the following is true of the influences of price, product, and promotions on consumer behavior?
A) Salespeople do not have a direct impact on consumer behavior and its patterns.
B) Consistent bombarding of messages about a product will put off potential consumers.
C) Marketing communications play a critical role in informing consumers about products and services.
D) Value-conscious consumers buy products on the basis of place than other attributes.

Accepted Answer

Marketing communications play a significant role in informing consumers about products and services. Consumers need to know about the products available in the market, their features, benefits, and prices before making a purchase decision. Effective marketing communication can help create brand awareness, build positive brand image, and influence consumers' buying decisions.

Answer: D
 The statement is incorrect. Value-conscious consumers are more concerned about getting the best product for their money, and they consider several attributes, including price, quality, features, and benefits, before making a purchase decision. The place of purchase may also be a factor, but it is not the only attribute they consider.

Question 18

Gary usually buys a specific brand of snack bars from his neighborhood store. He considers it a low-involvement purchase. This implies that Gary is:
A) unlikely to engage in extensive search.
B) not concerned about ready availability of the product.
C) likely to engage in extensive decision making.
D) likely to be influenced by reference groups.

Accepted Answer

Since Gary considers snack bars as a low-involvement purchase, he is unlikely to engage in extensive search. The low-involvement purchases are those that are of low risk and require minimal effort in decision-making. Therefore, he is not much concerned about the ready availability of the product and is unlikely to engage in extensive decision-making. Furthermore, since he has a specific brand in mind, he is less likely to be influenced by reference groups.

Question 19

Since consumers receive so much information from marketers and screen out a good deal of it, it is important for marketers to devise communications that:
A) manipulate consumer perceptions in order to make them buy the products.
B) offer diverse messages about their products.
C) minimize the amount of information they circulate about their products or brands.
D) utilize appropriate media through which the consumers in the target market are reached.

Accepted Answer

The most effective way for marketers to communicate with their target audience is to use appropriate media channels that they are most likely to see and respond to. This ensures that the message reaches relevant consumers and increases the chances of them taking action. Manipulating perceptions or minimizing information can mislead the consumer and backfire in the long run, causing distrust and negative brand image. Offering diverse messages may confuse the consumer and dilute the brand message. Therefore, utilizing appropriate media channels is the best choice.

Question 20

When purchasing a fire alarm system for a warehouse full of steel furniture, Samuel decides to buy a steel-based system. For a home full of irreplaceable antiques, he chooses a rubber-based system. Which of the following situational influences accounts for Samuel's difference in behavior?
A) Social features
B) Task features
C) Current conditions
D) Physical features

Accepted Answer

Samuel's different choices can be attributed to the task features, i.e. the specific needs and requirements of each task. The type of fire alarm system needed for a warehouse full of steel furniture would be different from that needed for a home full of irreplaceable antiques, hence the different choices.

Quiz 3: Consumer Behavior

Which of the following is a reason for family life cycle to be considered a useful way of classifying and segmenting certain markets?

Which of the following statements is true with regard to reference groups?

Which of the following is an example of a marketing influence on consumer behavior?

Marketers of a company can create a consumer perception that their products are worth purchasing by:

While making purchase decisions, which of the following products is most likely to elicit the greatest reference group influence?

Which of the following situational influences provides additional depth to a description of a situation by incorporating details of the persons present, their characteristics, their apparent roles, and interpersonal interactions?

Primary reference groups include:

During her lunch hour, Shelly has to pick up her laundry, buy a new pair of hose, deposit some money in her bank account, pick out a birthday present for her niece, and have a quick lunch. Which situational influence will most likely have the greatest effect on the purchase of the birthday gift?

Which of the following situational features are the most readily apparent features of a situation?

Which of the following is an example of social influences on consumer behavior?

Marketers can create brand equity by:

Which situational influence includes an intent or requirement to select, shop for, or obtain information about a general or specific purchase?

Secondary reference groups include _____.

Which of the following is true of the influences of price, product, and promotions on consumer behavior?

Gary usually buys a specific brand of snack bars from his neighborhood store. He considers it a low-involvement purchase. This implies that Gary is:

Since consumers receive so much information from marketers and screen out a good deal of it, it is important for marketers to devise communications that:

When purchasing a fire alarm system for a warehouse full of steel furniture, Samuel decides to buy a steel-based system. For a home full of irreplaceable antiques, he chooses a rubber-based system. Which of the following situational influences accounts for Samuel's difference in behavior?