CB Final

Which of the following is an example of utilitarian influence?

An individual's decision to purchase a particular brand is influenced by the preferences of family members

In general, people from which of the following cultures have typically been shown to wait the most patiently while standing in a long line?

Asian

A typical antecedent state is product disposal

FALSE

Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions?

Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople.

According to a study on timestyles, which of the following is a fast country?

Ireland

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ______.

POP stimuli

In a(n) _______, consumers participate int he production of the products/services they buy.

activity shop

Julie Morgan loves to go into Springer's Old Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Old Country Gifts has attracted Julie with its ______.

atmospherics

_______ is a conscious designing of retail space and its various dimensions to evoke certain effects in buyers.

atmospherics

The pressure to conform that escalates as more and more group members "cave in" is called the _____ effect.

bandwagon

A store environment that has been made to resemble a living room where customers can relax, or even learn is referred to as a(n) _______.

being space

The ____ group is the more likely members are to engage in social loafing.

bigger

Others who are present in a consumer's physical and social environment when purchases are made are called _______.

co-consumers

Kimberly has been contacted eight times in the last week by a pushy telemarketer. She made the mistake of showing some interest int he product being sold and has not had much luck in getting rid of the caller. Which of the following forms of power is being exercised by the telemarketer?

coercive power

Phillip is a member of a small Harley-Davidson motorcycle club that meets once a week to ride and talk about their bikes. This club might exert a _____ influence on Philip as he decides to which model of a bike to buy for his wife.

comparative

The _____ influence is the reference group influence that helps the consumer make decisions about specific brands or activities.

comparative

Families have alternatives in purchasing. In a(n) ______ purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved

consensual

Which of the following is considered a postpurchase process?

consumer satisfaction

Every summer thousands of bike converge on Sturgis, South Dakota, filling up every campground, motel, and hotel within miles of the city. This annual meeting is an example of a gathering of ______.

consumer tribe

A ______ includes a buyer, a seller, a product/service, and other factors, such as how the physical environment makes one fell.

consumption situation

Which of the following is an unpleasant psychological state?

crowding

Home shopping parties most likely activate ____, in which people become so caught up in the party spirit that they order products that they would normally not purchase

deindividuation

One of the most important in-store factors is the salesperson. This influence can be understood in terms of ____ theory, which stresses that each participant gives something to the other and hopes to receive something in return.

exchange

a good metaphor for women whose timestyles are spontaneous in their planning orientation and have a present focus is "time is a mirror"

false

a membership reference group is made up of idealized figures such as successful business people, athletes, or performers

false

a normative community is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior

false

a retailer using a marketscape theme gives consumers the opportunity to enter into a world of fantasy (such as one where the person becomes a virtual hunter, race car driver, or fashion model) as they shop

false

a typical utilitarian shopping motive is interpersonal attraction

false

an individual's motivation to distance himself from a negative reference group is never as powerful as his motivation to please a positive group.

false

consumers' physical and social environments have little to do with the motives consumers have for product usage

false

customers are more likely to buy an inferior product now rather than wait for a better one if their culture thinks of time as a map rather than as a river

false

if a retailer has decided to use a marketscape theme for its retail operations, the retailer's store image will be built on information and communications technology features

false

people we admire influence us because they hold reward power

false

when a retail customer senses a sudden urge that simply can't be ignored, the customer is experiencing unplanned buying

false

Chet meets each Wednesday night at his local bookstore with a small group of computer enthusiasts. The group called itself X-Hackers because at one time all of these select members were hackers. Today, members of the group have similar values and have pledge to stop computer hacking. Which membership group factor best describes what brings the group together?

group cohesiveness

Which form of reference group influence is the most associated with the following situation? Carl knows that Bert has had experience with various types of motor oils because Bert is a mechanic for a large Cadillac dealership. Carl asks Bert to compare his brand against Quaker State. Bert tells Carl that Quaker Stat can't be beat for performance and durability.

informational influence

A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ____

initiator

The day reconstruction method requires a respondent to ______.

keep a diary of everything he/she did during the day

Innovative merchants have turned to retail theming to provide new ways to stimulate and encourage consumers during their shopping experience. A retailer that uses a simulated outdoor environment to attract outdoor enthusiasts to the retail store is using a ______ theme.

landscape

If a fireman told you to leave your apartment, you would comply because the fireman has _____ power

legitimate

A group composed of people that the consumer actually knows is called a(n) _____ reference group

membership

Political candidates who get the most media coverage are more likely to win elections because of the effect of ____ in determining one's set of referents

mere exposure

when a buying center composed of assorted specialists is organized to gather information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely _____

new task

______ buyers are people who purchase goods/services on behalf of companies for use in the process of manufacturing, distribution, or resale

organizational

A ______ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles.

polychronic

The perception of time is different in different cultures. It would likely be most accepted for employees to be paid by the hour in a culture with which of the following perceptions of time?

pressure cooker

______ means that the person who is least interested in staying in the relationship has the most power.

principle of least interest

According to the consumer behavior model presented in the text, the ______ includes the shopping experience, point-of-purchase stimuli, and sales interactions

purchase environment

The psychological dimension of time or how it is experienced is an important factor in what mathematical study?

queuing theory

A(n) _____ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

reference group

Jeff had collected a nice wardrobe before graduating from college. All of his friends considered him "well dressed." After the first day at his new job, however, Jeff immediately went out and replaced most of his clothes with what was considered to be professional dress clothing. Jeff had just experienced the power of a new ____.

reference group

If a consumer admires the qualities of another person and copies his/her behaviors, the person that is copied is said to have ______ power.

referent

Tara was shopping for a new pair of shoes for work. The salesperson was very helpful and friendly, bringing Tara some styles she hadn't thought to try on but that she ended up really liking. Noticing Tara's University of Wisconsin t-shirt, the salesperson said that she was a student there. Tara ended up buying three pairs of shoes rather than the one pair she had planned on. Tara's experience shows the effect of ____ on consumer behavior.

salespeople

The capacity to alter the actions of others is referred to as _____ power.

social

Which dimension of psychological time includes the categorization of "time for me"?

social dimension

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

the buyer's willingness to take risks

Wynona was impulsive. Her friends accused her of being calculating, but she thought of herself as simply an analytical thinker. She wanted what she wanted and tomorrow could take care of itself. Researchers would classify her as being a hedonic variety-seeker. Which of the following time metaphors would best capture Wynona's perspective of time?

time is a feast

A study found that women who engage in extensive information search and comparison shopping were most likely to select which of the following metaphors to express their perspective of time?

time is a map

Most Americans will state that they are always rushed for time even though many people have opportunities for leisure. This perception is referred to as ______.

time poverty

A typical antecedent state that a consumer might experience as he/she approaches the purchase environment

time pressure

a person with social power has the ability to alter the actions of others

true

a point-of-purchase stimuli is part of the purchase environment

true

a pop-up store is purposefully designed to come and go very rapidly

true

a temporal factor is one that reflects sense of time

true

collective decision making occurs when more than one person is involved in the purchasing process for products/services that may be used by multiple consumers

true

groups maintain fundamental standards of conduct through normative influence

true

it would be difficult to sell consumers life insurance if their notion of time is like a mirror

true

most customers who experience an environment that is both pleasant and arousing will interpret it as an exciting environment

true

putting more and more people into the same marketing space will increase arousal in customers. this can be seen as either a positive or negative, depending upon each customer's interpretation of this arousal

true

the fact that some customers will pay 3-4 times as much as others to fly first class, even though the plane arrives at the same time for every passenger, demonstrates the importance of both social and physical environment in the marketplace

true

the likelihood that someone will belong to your reference group is enhanced if you and the person have propinquity

true

time poverty seems to be more a problem of perception than of fact

true

when shopping with others, some people are more likely to choose risky alternatives than they would be if shopping alone. this behavior occurs due to the social power of groups

true

In-store shopping has become extremely important in today's high competitive retail environment. It has been estimated that about ______ of supermarkets purchases are decided in the aisles as consumers shop.

two-thirds

Reference groups influence us in three ways. These influences include informational, utilitarian, and _____ dimensions.

value-expressive