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T F The evaluative criteria are objective but not subjective product characteristics that are important to a specific buyer when purchasing a product.

f

T F Marketers must consider the different nationalities represented within the Hispanic and Asian-American subcultures because of the unique culture, history, and buying patterns of each ethnic group.

t

T F There are situational influences that cannot be controlled.

t

If a consumer receives information that is inconsistent with her or his beliefs, the consumer may alter this information. This perceptual process is known as selective a) exposure. b) distortion. c) retention. d) information. e) organization.

b) distortion.

Buyers' actions are affected by one or more internal energizing forces geared toward satisfying needs, which are called a) motives. b) lifestyles. c) perceptions. d) attitudes. e) traits.

a) motives.

A consumer market consists of buyers intending to use the product with the main purpose of making a profit.

False

T F High involvement products tend to be those that are expensive and visible to others.

True

T F Involvement level is one factor that affects a consumer's selection of a type of problem-solving process.

True

T F Psychological influences operate within individuals to determine, in part, their behavior as consumers.

t

T F Social classes are referred to as open aggregates of individuals because people can move into and out of them.

t

T F Some of the criteria used in the evaluation of alternatives stage of the consumer buying decision process are also used during the postpurchase evaluation stage.

t

T F The choice of a seller may actually affect the final product selection during the purchase stage of the consumer buying decision process.

t

Which of the following purchases would most likely require a consumer to use extended problem solving? a) Audio equipment b) Shaving cream c) Cereal d) Kitchen napkins e) Gasoline

a) Audio equipment

Jose and Teresa are searching for a new cellular phone. They will most likely engage in which one of the following forms of problem solving? a) Extended problem solving b) Limited problem solving c) Impulse buying d) Routinized response behavior e) Intensive response behavior

a) Extended problem solving

Children often achieve ______ by observing parents and older siblings in purchase situations and then through their own purchase experiences. a) consumer socialization b) personality c) role identification d) social class e) attitude formation

a) consumer socialization

The results of many studies have been inconclusive regarding the association between buyer behavior and a) personality. b) perception. c) motives. d) social class. e) learning.

a) personality.

Jana now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ___________ needs, appealing to sex appeal. a) physiological b) esteem c) self-actualization d) psychological e) social

a) physiological

As Steve is shopping for groceries, he notices a product on the shelf and remembers that he is about to run out of it at home. In terms of the consumer buying decision process, Steve just experienced a) problem recognition. b) high involvement. c) postpurchase evaluation. d) information search. e) evaluation of alternatives.

a) problem recognition.

Stacy is going to the store to buy a gallon of milk. She will most likely use ___________ in her consumer decision-making process. a) routinized response behavior b) limited problem solving c) extended problem solving d) perceptual scanning e) evaluation of alternatives

a) routinized response behavior

Which of the following consumer problem-solving processes will probably be used in purchasing toothpaste? a) Extended problem solving b) Routinized response behavior c) Intensive problem solving d) Limited problem solving e) Perceptual scanning

b) Routinized response behavior

When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely engage in______ when deciding whether or not to purchase this new product. a) extended problem solving b) limited problem solving c) situational solving behavior d) routinized response behavior e) automatic processing behavior

b) limited problem solving

Evaluative criteria for brands within the consideration set are both a) selective and expansive. b) objective and subjective. c) internal and external. d) extended and routinized. e) perceptive and selective.

b) objective and subjective.

Which of the following statements regarding social class is true? a) A social class is a closed aggregate of people with similar social ranking. b) The criteria used to group people into social classes do not vary from one culture to another. c) A social class is an open aggregate of people with similar social ranking. d) A social class is a ranking of people by other members of society into positions of social respect. e) A social class is an open aggregate of people with different social rankings.

c) A social class is an open aggregate of people with similar social ranking

Which of the following is the fastest growing, most affluent subculture in the United States? a) African Americans b) Hispanics c) Asian Americans d) Native Americans e) Italian Americans

c) Asian Americans

Beth Hines is buying furniture for her apartment for the first time. She is spending considerable time and effort comparing the products that different stores offer. Which type of problem-solving process is she using? a) Selective b) Intensive c) Extended d) Shopping e) Routinized

c) Extended

When Julia goes to the first class of her Operations Management course, she finds out that in addition to the textbook she already purchased, she also needs a copy of the book The Goal. At which stage of the consumer buying decision process is Julia? a) Purchase b) Evaluation of alternatives c) Problem recognition d) Information search e) Prepurchase evaluation

c) Problem recognition

What consumer research method consists of a series of adjectives, phrases, or sentences regarding an object, with subjects indicating the intensity of their feelings toward this object by reacting to these adjectives, phrases, or sentences? a) Projective specification b) Patronage clarification c) Group interview d) Attitude scale e) Depth interview

d) Attitude scale

For which of the following products would a consumer most likely use limited problem solving? a) Detergent b) Toothpaste c) Automobile d) Hair dryer e) Washing machine

d) Hair dryer

The five categories of situational influences are: a) product involvement level, physical surroundings, social surroundings, time perspective, and purchase reason. b) antecedent states, physical surroundings, social surroundings, time perspective, and space dimensions. c) social surroundings, physical surroundings, time pressures, purchase reason, and lifestyles. d) purchase reason, time perspective, social surroundings, physical surroundings, and buyer's momentary mood. e) store atmosphere, location, aromas, sounds, and lighting.

d) purchase reason, time perspective, social surroundings, physical surroundings, and buyer's momentary mood.

Maria reads through the newspaper fashion flyers containing advertisements for sweaters from Polo, purses from JC Penney, and tennis shoes from Foot Locker. She remembers only the shoe ad, thanks to the recent tear in her own Reeboks. Maria has engaged in selective a) distortion. b) decision making. c) analysis. d) retention. e) reading.

d) retention.

Which of the following statements about the consumer buying decision process is true? a) Consumers progress through the five stages of this process for all limited problem-solving decisions. b) Although all of the steps in the process are used in all decision processes, the order tends to depend on the customer's level of involvement. c) The key element of the process that exists in all consumer buying decision processes is the purchase of the product. d) Once the purchase of a product has been made, the consumer buying decision process is complete. e) Consumers making limited problem-solving decisions may not go through all five steps of the process.

e) Consumers making limited problem-solving decisions may not go through all five steps of the process.

Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate? a) Inputs are organized by individuals to produce meaning, and this organizational process is usually a slow one. b) Organization of information inputs is not always needed to produce meaning. c) Inputs that reach awareness are organized and interpreted in much the same way by all consumers. d) Because a person interprets information in terms of what is familiar, only one interpretation of organized inputs is possible. e) Inputs that reach awareness are organized to produce meaning, and this meaning is interpreted in light of what is familiar to the individual.

e) Inputs that reach awareness are organized to produce meaning, and this meaning is interpreted in light of what is familiar to the individual.

According to Maslow's hierarchy of needs, a) individuals simultaneously try to satisfy all five levels of needs. b) self-actualization needs are the most important needs to be met for most individuals. c) individuals first address needs at the top of the pyramid and then move down to the lower level needs. d) levels of needs are different for everyone, and we all try to satisfy them in a different order. e) individuals first satisfy the most basic needs and then try to fulfill needs at the next level up.

e) individuals first satisfy the most basic needs and then try to fulfill needs at the next level up.

During the evaluation of alternatives stage of the consumer buying decision process, framing most likely influences the decision process of ___________ buyers. a) younger b) older c) wealthier d) veteran e) inexperienced

e) inexperienced

Marketers often provide consumers with experience to their products, including free samples and trial offers, to facilitate consumer a) patronage motives. b) attitudes. c) perception. d) distortion. e) learning.

e) learning.

174. T F An information input is less likely to reach awareness if it is related to an event that the person is anticipating.

f

T F A buyer's actions at any point in time are affected by one major motive.

f

T F A consumer belongs to only one subculture.

f

T F A person's self-concept may affect whether the person buys a product in a particular product category, but it has little impact on brand selection.

f

T F A social class is a closed aggregate of individuals with similar social ranking.

f

T F An information search, once completed, should identify for the buyer the one brand that he or she views as the best alternative.

f

T F An opinion leader provides information and is viewed as an authority on many spheres of interest for reference-group participants.

f

T F Changes in culture do not affect product development.

f

T F A consumer may receive a marketer's information and perceive it differently from the way the marketer intended.

t

T F A major part of perception involves information processing.

t

T F A marketer's use of framing can make a product characteristic seem more important to a consumer and can facilitate its recall from memory.

t

T F A person receives information inputs through the senses.

t

Buying behavior refers to the decision processes and acts of people involved in buying and using products.

true

Involvement that is temporary and results from a specific set of circumstances is called situational involvement.

true

Marketers should view customers as problem solvers.

true

T F Extended problem solving is used when unfamiliar, expensive, or infrequently purchased products are bought.

true

Purchasers who intend to use or benefit from the purchased product and do not buy products for business purposes are called the a) ultimate consumers. b) end-use consumption group. c) business market. d) household purchasing group. e) organizational market.

a) ultimate consumers.

According to Coleman's major social class categories, the social class in our society that favors prestigious schooling, neighborhoods, and brands is the a) upper class. b) middle class. c) upper-lower class. d) working class. e) lower class.

a) upper class.

In the consumer buying decision process, the information search stage a) yields a group of brands that a buyer views as possible alternatives. b) involves a buyer becoming aware of the need for a product. c) is not necessary when the buyer is involved in extensive decision making. d) occurs immediately after evaluation of alternatives. e) is lengthy for routine response buying behavior.

a) yields a group of brands that a buyer views as possible alternatives.

In contrast to extended problem solving, routinized response behavior requires a) careful deliberation before making a choice. b) less information about products. c) more time. d) considerable thought. e) more money.

b) less information about products.

Shane spends most of his free time participating in extreme sports and traveling to exotic locations with a group of close friends who share his interests and opinions about most things. This is a description of Shane's a) self-concept. b) lifestyle. c) personality. d) attitudes. e) role.

b) lifestyle.

Psychological influences that determine where a person purchases products on a regular basis are called a) convenience responses. b) patronage motives. c) shopping motives. d) pattern responses. e) routine decisions.

b) patronage motives.

When, in their information search, consumers focus on communication with friends and relatives, they are utilizing ______ sources. a) internal b) personal c) marketer-dominated d) direct e) organizational

b) personal

The five major stages of the consumer buying decision process, in order, are a) information search, establishment of product criteria, evaluation of alternatives, purchase, and postpurchase evaluation b) problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation. c) problem recognition, information search, evaluation of alternatives, postpurchase evaluation and purchase. d) information search, evaluation of alternatives, purchase, trial adoption period, and postpurchase evaluation. e) problem recognition, purchase, evaluation of alternatives, postpurchase evaluation, and rebuy

b) problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation.

The development of a person's self-concept is a function of a) learning. b) psychological and social factors. c) reference groups and opinion leaders. d) roles and family influences. e) subcultures.

b) psychological and social factors.

Shortly after moving into their new home, Mark and Katherine Gould purchase and install smoke detectors and an alarm system. The Goulds are concerned about fulfilling their need for a) survival. b) safety. c) self-actualization. d) esteem. e) belonging.

b) safety.

You are in the market for a new car and believe there are more car ads than usual on TV. Perhaps the need you have is driving which of the following phenomena? a) perception. b) selective exposure. c) selective distortion. d) cognitive dissonance. e) selective retention.

b) selective exposure.

An open aggregate of people with similar social ranking is referred to as a a) reference group. b) social class. c) role. d) caste. e) subculture.

b) social class.

The U.S. Army recruits soldiers based on the slogan, "An army of one," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs? a) Safety b) Esteem c) Self-actualization d) Physiological e) Social

c) Self-actualization

The three major types of reference groups are: a) membership, aspirational, and advocacy. b) advocacy, avoidance, and approach. c) aspirational, disassociative, and membership. d) actual, implied, and desired. e) family, peer group, and media.

c) aspirational, disassociative, and membership.

Which product listed would most likely be purchased through routinized response behavior? a) Car b) Desk c) Shirt d) Soft drink e) Television set

d) Soft drink

The three major categories of influences on the consumer buying decision process are: a) situational influences, demographic influences, and psychological influences. b) social influences, situational influences, and marketer-dominated influences. c) demographic influences, situational influences, and marketer-dominated influences. d) situational influences, social influences, and psychological influences. e) marketer-dominated influences, psychological influences, and person-specific influences.

d) situational influences, social influences, and psychological influences.

In shopping for a new laptop computer for her master degree program, the alternatives Jocelyn is considering include Dell, Toshiba, Sony, and Hewlett-Packard. These four brands make up Jocelyn's a) dissonance group. b) evaluative group. c) framing set. d) external search results. e) consideration set.

e) consideration set.

After purchasing a product, postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is a) the congruence between external and internal searches for product information. b) a function of the manner in which the manufacturer of the product describes its attributes. c) satisfaction with the purchase. d) the establishment of criteria for comparing products. e) doubts that occur because the buyer questions whether the decision to purchase the product was right.

e) doubts that occur because the buyer questions whether the decision to purchase the product was right.

The forces that other people exert on one's buying behavior are called social influences. These come from reference groups and opinion leaders, social classes, culture and subcultures, roles, and a) ethnic heritage. b) personality. c) attitudes. d) perception. e) family.

e) family.

When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category, he or she will most likely engage in a) enduring purchase behavior. b) routinized response behavior. c) extended problem solving. d) impulse searching. e) limited problem solving.

e) limited problem

Luis likes shopping at Stein Mart, a discount department store, because he likes the prices, products, and services the store provides. His selection of this store as a regular stop when shopping is influenced by ___________ motives. a) self-concept b) self-image c) projective d) depth e) patronage

e) patronage

As Brianna walks to classes, she selects, organizes, and interprets the sensations she is receiving through her sense organs. Brianna is experiencing the process of a) exposure. b) motivation. c) learning. d) attitude formation. e) perception.

e) perception.

Doubts in a buyer's mind about whether the purchase decision made was the right one may occur during the a) cognitive dissonance. b) purchase. c) evaluation of alternatives. d) internal search. e) postpurchase evaluation.

e) postpurchase evaluation.

T F At a single point in time, a person's motives are all of equal strength.

f

T F A role consists of a set of actions and activities that a person in a particular position is expected to perform.

t

Melanie prefers to shop at Target for most of her household needs even though the same products and brands are available at KMart. She prefers the service, location, and friendliness of the employees at Target. Melanie's reasons that influence her decision to shop at Target are called a) social needs. b) learning processes. c) patronage motives. d) product attitudes. e) retailer attitudes.

c) patronage motives.

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective a) exposure. b) distortion. c) retention. d) information. e) organization.

c) retention.

Jonathan is torn between buying a new swing set for his kids and buying a new set of Ping golf clubs for himself. Jonathan is experiencing a) attitude formation. b) belief assessment. c) role inconsistency. d) cognitive dissonance. e) personality.

c) role inconsistency.

Shaun is going shopping with his dad to buy his first baseball glove for Little League. He listens to his dad talk to the salesperson at the sporting goods store, watches him examine the stitching in the glove and then rub his finger over the leather palm. Shaun's observations are part of his a) consumer development. b) attitude development. c) purchasing evaluation. d) consumer socialization. e) consumer attitude.

d) consumer socialization

A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to have several attributes. It must use plain paper, be able to make copies, be compatible with all other fax machines, and not require a separate phone line. The buyer has expressed his or her a) framing characteristics. b) service characteristics. c) consideration set. d) evaluative criteria. e) information search criteria.

d) evaluative criteria.

An attitude scale measures the a) strength of a buyer's need for a product. b) buyer's level of information about a product. c) amount of experience the buyer has had with the product. d) intensity of a buyer's feelings toward a certain object. e) intensity of a buyer's desire for the product.

d) intensity of a buyer's feelings toward a certain object.

Assignment of meaning to organized information inputs is called a) motivation. b) redefinition. c) learning. d) interpretation. e) selection.

d) interpretation.

T F Marketers can control the perception of potential buyers.

f

T F Once initiated, the consumer buying decision process always leads to a purchase.

f

T F Consumer socialization is the process through which a person acquires the knowledge and skills to function as a consumer.

f

T F Problem recognition speed can vary from quite rapid to very slow.

t

T F When evaluating the alternatives, the buyer rates and eventually ranks the brands in the consideration set.

t

While shopping at a Kroger grocery store, Tom sees a display of his favorite brand of diet cola. He buys a six-pack to take home for the weekend. This purchase process would be described as a) routinized response behavior. b) extended problem solving. c) limited problem solving. d) situational perception. e) enduring involvement.

a) routinized response behavior.

___________ are situational influences that include the characteristics and interactions of others who are present when a purchase decision is being made, such as friends, relatives, and salespeople. a) Physical surroundings b) Social surroundings c) Purchase reasons d) Buyer's momentary mood and condition e) Pressures created by time factors

b) Customer's momentary mood and condition

A salesperson at Best Buy tells Patrick Dunnavan that the Sony Notebook is one of the most reliable computer notebooks ever made. Patrick, however, has just heard about a second Sony recall for this model because of overheating. His most likely response will be to a) buy the Sony. b) forget the information from the salesperson. c) ignore the recall as a fluke. d) focus on positive aspects of the Sony. e) cease shopping for a computer notebook at this time.

b) forget the information from the salesperson.

Marissa goes to Target to purchase school supplies for her two children. As she is approaching the check-out counter, she sees a vase she just has to have and buys it immediately. Marissa's purchase of the vase is an example of a) limited problem solving. b) impulse buying. c) routinized response behavior. d) addictive consumption. e) situational involvement.

b) impulse buying.

Extended problem solving is the type of consumer problem-solving process that a) involves no conscious planning but rather a powerful and persistent urge to buy something. b) is the most complex problem-solving behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products. c) requires a moderate amount of time for information gathering and search. d) is the creation and maintenance of a collection of products that satisfy a person's needs and wants. e) requires very little search-and-decision effort and is practiced when buying low-cost and frequently purchased products.

b) is the most complex problem-solving behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products.

A consumer's buying decisions are affected in part by the people around him or her. Such people and the forces they exert on an individual buyer are called a) motivational influences. b) social influences. c) roles. d) personality influences. e) cultural influences.

b) social influences.

A culture can be divided into subcultures according to a) personality characteristics of individuals in that culture. b) motives that members of that cultural group have for their behavior. c) geographic regions or human characteristics, such as age or ethnic background. d) income levels. e) information to which consumers allow themselves to be exposed.

c) geographic regions or human characteristics, such as age or ethnic background.

According to Coleman's major social class categories, which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods, likes fashionable items, and is often found in management positions? a) Lower class b) Upper class c) Middle class d) Working class e) First class

c) Middle class

Changing people's attitudes toward a firm and its marketing program is a) simple when advertisements are used. b) impossible, even if the firm uses advertisements. c) a long, expensive, and difficult task that may require extensive advertising campaigns. d) unnecessary, since consumer attitudes are of little importance. e) rarely attempted through the use of marketing practice.

c) a long, expensive, and difficult task that may require extensive advertising campaigns.

When Trevor realizes his liquor cabinet supply was devastated by last weekend's party, he first retrieves information from his memory about what types of liquor he and his friends like most and then asks the attractive clerk at the liquor store what she would recommend. Trevor started with a(n) _____ search and then progressed to a(n) _____ search. a) consideration; evaluative b) focused; broad c) internal; external d) routinized; extended e) self; inclusive

c) internal; external

Market researchers for a local bakery determined that Jewish people consume 63 percent of the portion of bagels sold in New York City. This is an example of ___________ influence on consumer buying decision processes. a) demographic b) situational c) subcultural d) role e) social class

c) subcultural

Which of the following products would probably require extended problem solving before a purchase? a) Products purchased frequently b) Products to be purchased in the future c) Products that are purchased routinely d) Expensive products e) Products purchased as a result of social influences

d) Expensive products

Mark is shopping for a new suit to wear to an important interview. He really wants to impress his prospective employer and is shopping at many stores to find the right outfit. Martin is using which type of consumer problem-solving process? a) Routinized response behavior b) Habitual response c) Information search d) Extended problem solving e) Intensive problem solving

d) Extended problem solving

Within the information search step of the consumer buying decision process, what two primary aspects exist? a) Consideration sets and evoked sets b) Personal information and non-personal information c) Selective retention and selective distortion d) Internal search and external search e) Company-produced information and internal information

d) Internal search and external search

After doing considerable shopping, Eric has just decided what brand and type of athletic shoes to buy and where he's going to buy them. In what stage of the consumer buying decision process is Eric? a) Problem recognition b) Information search c) Evaluation of alternatives d) Purchase e) Postpurchase evaluation

d) Purchase

During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product? a) Evaluation of alternatives b) Information search c) Source selection d) Purchase e) Problem recognition

d) Purchase

T F Motives always operate at a conscious level

f

T F Motives include knowledge and positive or negative feelings about an object.

f

T F Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective.

f

T F Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

f

T F Situational influences would likely not affect a high school senior searching for a college or university to attend.

f

T F The actual act of purchase is the second stage of the consumer buying decision process.

f

T F The terms of sale (price, delivery, credit arrangements) are negotiated during the evaluation of alternatives stage of the consumer decision-making process.

f

T F There is strong research evidence that personality characteristics are major determinants of purchasing power.

f

T F Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's needs for love and affection.

t

T F Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

t

A group of brands that a consumer views as alternatives for possible purchase is called a(n) a) evoked set. b) acceptance group. c) brand preference. d) selective retention group. e) evaluation criteria.

a) evoked set.

An unplanned buying behavior resulting from a powerful urge to buy something immediately is called a) impulse buying. b) habitual buying. c) compulsive response behavior. d) non-problem solving. e) cognitive dissonance.

a) impulse buying.

Changes in an individual's thought processes and behavior caused by information and experience is called a) learning. b) attitude formation. c) patronage motives. d) personality. e) motivation.

a) learning.

A group becomes a reference group for an individual when that person identifies with this group so strongly that he or she a) takes on many of the values, attitudes, or behaviors of group members. b) becomes a formal member of the group. c) becomes familiar with the group's activities. d) seeks information from members of the group regarding buying decisions. e) cannot control the strength of his or her involvement with the group.

a) takes on many of the values, attitudes, or behaviors of group members.

Katie is buying her first car and has narrowed her choices down to a Honda Civic, a Toyota Prius, or a Volkswagen Jetta. Katie goes on-line and posts questions to others who have experience with any of these cars, asking for reviews. Katie is most likely a) using a blog. b) an opinion leader. c) using her reference groups for information. d) experiencing enduring involvement. e) exerting social influence.

a) using a blog.

Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Jennifer is influenced by a) personality. b) a reference group. c) a consideration set. d) a knowledge base. e) a role conflict.

b) a reference group.

Selective exposure refers to a) targeting only certain parts of the total market. b) admitting only certain inputs into consciousness. c) the circumstances or conditions that exist when a consumer is making a purchase decision. d) the process of selecting, organizing, and interpreting information inputs to produce meaning. e) remembering inputs that support personal feelings and beliefs and forgetting those that do not.

b) admitting only certain inputs into consciousness.

When shopping for detergent, Josh looks at Tide, Fresh Start, Surf, and All and chooses the one that is on sale. These four brands make up his _________ set. a) alternate b) purchase c) consideration d) problem e) imposed

c) consideration

Chloe and Max are searching for a health club to join. This purchase will likely be affected by ___________ involvement. a) low b) internal c) enduring d) evoked e) perceived

c) enduring

Justin is purchasing his third car in the past five years. He has been a car enthusiast ever since he was a little boy. He likes to spend his free time looking at car magazines, going to car shows, and watching NASCAR. Justin's interest in cars is referred to as a) situational involvement. b) dynamic involvement. c) enduring involvement. d) dynamic buying behavior. e) situational buying behavior.

c) enduring involvement.

In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called a) selective inputs. b) olfactory receptors. c) information inputs. d) perceptual motives. e) psychological influences.

c) information inputs.

As Jeff runs out of shaving cream, he immediately tries to remember what he did the last time this happened. He is engaging in a) external search. b) consideration set development. c) internal search. d) cognitive dissonance. e) alternative evaluation.

c) internal search.

Which of the following buying situations is most consistent with routinized response behavior? a) Ian buying his first pair of basketball shoes b) Molly buying a new set of tires for her car c) Aaron buying a new fishing rod and reel d) Stephanie buying bottled water e) Bryan buying a new software program

d) Stephanie buying bottled water

When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement. This principle is called a) interpretation. b) completion. c) distortion. d) closure. e) linking.

d) closure.

All of the following are marketer-dominated sources of information except a) salespeople. b) advertising. c) packaging. d) friends. e) displays.

d) friends.

Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least important. These needs, in order from most to least important are a) psychological, physiological, safety, social, and esteem. b) physiological, safety, esteem, social, and self-actualization. c) physiological, psychological, safety, social, and esteem. d) physiological, safety, social, and esteem, self-actualization. e) physiological, esteem, safety, self-actualization, and psychological.

d) physiological, safety, social, and esteem, self-actualization.

Perception is a three-step process that involves a) motivation, personality, and attitudes. b) classifying, recording, and eliminating information received through the senses. c) collecting, eliminating, and organizing information inputs. d) selecting, organizing, and interpreting information inputs. e) anticipating, classifying, and discarding information inputs.

d) selecting, organizing, and interpreting information inputs.

An attitude is a) an internal trait that makes a person unique. b) a set of actions that a person in a particular position is supposed to perform. c) a competence in performing activities. d) a person's behavior caused by information and experience. e) one's evaluation, feelings, and behavioral tendencies toward an object or idea.

e) one's evaluation, feelings, and behavioral tendencies toward an object or idea.

T F Family influences are not directly related to purchasing decisions.

f

T F In Maslow's hierarchy of needs, the most fundamental need is safety.

f

T F Income is the key factor in determining a person's social class.

f

T F Information inputs that reach awareness are received in an organized form.

f

T F Time dimensions on the buying decision include how long it may take to become knowledgeable about a product.

t

Abercrombie & Fitch is developing a program to get to know its customers. Which of the following is not a reason why A&F needs to understand consumer buying behavior? a) customer's reactions to marketing strategy can impact the firm's success b) all customers are the same when it comes to buying behavior c) a firm should create a marketing mix that satisfies customers d) it helps the marketer predict how consumers will respond to marketing strategies e) the marketing concept stresses that a firm should know its customers

b) all customers are the same when it comes to buying behavior

Problem recognition occurs when a consumer a) searches for information to resolve a problem. b) becomes aware that there is a difference between a desired state and an actual condition. c) recognizes a need. d) evaluates her or his purchase. e) is exposed to a television advertisement.

b) becomes aware that there is a difference between a desired state and an actual condition.

Routinized response behavior is what a consumer does when a) purchasing an unfamiliar product. b) buying frequently purchased, low-cost items that need little effort. c) an information search is extensive and may involve consulting with friends and family. d) buying products that require a moderate amount of time for information gathering and deliberation. e) he or she enters the problem recognition stage of the consumer buying decision process.

b) buying frequently purchased, low-cost items that need little effort.

After purchasing a new Lexus, Pablo sees an Infinity pass by on the street and begins to wonder if he made the right choice. Pablo is experiencing a) problem recognition. b) cognitive dissonance. c) internal search. d) alternative evaluation. e) framing.

b) cognitive dissonance.

Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and thus will do some comparison shopping before making a purchase decision. Jenny is engaging in a) routinized response behavior. b) extended problem solving. c) limited problem solving. d) impulse buying. e) intensive problem solving.

c) limited problem solving.

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ______ needs. a) ego b) esteem c) self-actualization d) social e) safety

c) self-actualization

Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ___________ about Secret. a) motive b) consideration set c) cognition d) attitude e) self-concept

d) attitude

Hereditary characteristics combined with personal experiences that together make an individual unique form one's a) self-concept. b) attitudes. c) lifestyle. d) personality. e) role.

d) personality

Temporary and dynamic factors that result from a particular set of circumstance a consumer is facing when making purchase decisions characterize a) enduring involvement. b) extended problem solving. c) selective exposure. d) situational involvement. e) selective retention.

d) situational involvement.

Our society uses many factors, including occupation, educational level, income, wealth, religion, race, ethnic group, and possessions, to group people into a) family types. b) geographic regions. c) reference groups. d) social classes. e) attitudinal segments.

d) social classes.

According to Coleman's social class categories, the social class that includes approximately 40 percent of the population, shops for bargains, and buys sports and recreational equipment is the a) upper class. b) middle class. c) first class. d) working class. e) lower class.

d) working class.

An opinion leader is likely to be most effective under all of the following conditions except when the a) follower has high product involvement. b) follower has low product knowledge. c) follower has values and attitudes similar to the opinion leader. d) product details are numerous and complicated. e) follower has attitudes and values that are different from those of the opinion leader.

e) follower has attitudes and values that are different from those of the opinion leader.

T F Asian Americans are the fastest growing and most affluent U.S. subculture, but with respect to buying behavior, Asians are generally not willing to pay more for distinct, well-known brands.

f

T F Consumers' buying decisions are not affected by other people.

f

T F Dissatisfaction may occur shortly after a purchase; this is called cognitive dissatisfaction.

f

T F During the evaluation of alternatives stage of the consumer buying decision process, the buyer selects the seller from whom he or she will purchase the product.

f

T F Learning associated with purchase behavior is not particularly affected by reinforcement.

f

T F Limited problem solving is used when purchasing frequently bought, low-cost items needing very little decision effort.

f

T F Social surroundings during the purchase decision do not include the presence of a salesperson.

f

T F The criteria used to group people into classes are basically the same in all societies.

f

T F When making habitual purchases, a consumer uses extensive problem solving.

f

If a person's interest in the product category is ongoing and long term, it is referred to as situational involvement.

false

T F The values, knowledge, beliefs, customs, objects, and concepts of a society affect how people make purchasing decisions.

t

T F A reference group acts as a point of comparison and as a source of information for an individual.

t

T F An attitude consists of one's evaluation feelings and behavioral tendencies toward an object or idea.

t

T F An attitude scale is useful in helping to measure the intensity of feelings.

t

T F An electronics store puts a large screen TV, wired for surround sound, in a quiet corner of the store with couches and a rug, and plays a recently released movie. These actions give the display the look of a family room or den. The store is using the physical surroundings as a way to influence purchase decisions.

t

T F Maslow's hierarchy of needs is an explanation of how motives operate.

t

T F Motives can affect the direction and intensity of behavior.

t

T F Not all the behavioral patterns and values attributed to specific subcultures apply to every member of that specific subculture.

t

T F Patronage motives influence where one purchases products on a regular basis.

t

T F Perception is a process in which an individual selects, organizes, and interprets information received through the sense organs.

t

T F Product availability plays a major role in the purchase stage. If the highest-ranked product is unavailable, the consumer will most likely purchase the brand ranked second.

t

T F The phenomenon of selective exposure is associated with perception.

t

T F The time that a buyer has to make a purchase decision is a situational influence.

t

T F The values, needs, interests, shopping patterns, and buying habits of various subcultures must be considered if a business wants to succeed.

t

T F When a product is a conspicuous one, reference-group influence is more likely to affect the brand decision.

t

Bob Turner makes an appointment to visit with a new dermatologist in town to determine whether he should have several moles on his neck removed. When he arrives at the dermatologist's office, Bob notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from the walls, and poor lighting. While Bob viewed the dermatologist as competent, Bob decided not to have the moles removed even though the dermatologist recommended removal. Which situational influences are most likely to have affected Bob's decision? a) Social surroundings b) Customer's momentary mood and condition c) Time pressures d) Purchase reasons e) Physical surroundings

e) Physical surroundings

Cognitive, affective, and behavioral are the three major components of a) self-concept. b) motives. c) lifestyles. d) consumer socialization. e) attitudes.

e) attitudes.

T F By giving out free samples, a marketer is trying to influence the direct experiences of consumers even before they purchase products.

t

T F Consumers' purchasing decisions and brand decisions may be influenced strongly by reference groups.

t

T F Expecting ethical business behavior reflects our culture.

t

T F If an information input is useful in satisfying a person's current needs, it is more likely to reach awareness.

t

T F Jon's colleagues at work want to take a skiing trip. Jon grew up in Colorado and learned to ski as a young child so the group consults him about the best slopes and ski gear needed for the trip. Jon's role is that of an opinion leader.

t

T F Just as attitudes are learned, they can be changed.

t

T F Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of consumers have strong negative attitudes toward it.

t

T F When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information to bring it more in line with those beliefs.

t

The three most widely recognized types of consumer problem solving are: a) limited problem solving, extended problem solving, and routinized response behavior. b) extended problem solving, enduring problem solving, and situational problem solving. c) planned problem solving, impulse buying, and limited problem solving. d) internal problem solving, external problem solving, situational behavior. e) responsive behavior, planned behavior, and impulsive problem solving.

a) limited problem solving, extended problem solving, and routinized response behavior.

After certain inputs have been selected to reach an individual's awareness, the next step in the perceptual process is perceptual a) organization. b) attention. c) retention. d) interpretation. e) redefinition.

a) organization.

Marketers who attempt to use reference-group influence in advertisements are most likely to succeed when messages indicate that a) people in a specific group buy the product and are highly satisfied by it. b) reference groups should be of little concern to the consumer. c) reference groups are "in" and everyone should belong to at least one. d) all products and brands are influenced by reference groups. e) people in a specific group have tried the product and dislike it.

a) people in a specific group buy the product and are highly satisfied by it.A group becomes a reference group for an individual when that person identifies with this group so strongly that he or she

The primary psychological influences on consumer behavior are: a) perception, motives, learning, attitudes, personality, and lifestyles. b) attitudes, perception, retention, exposure, roles, and lifestyles. c) attitudes, perception, social class, culture, and learning. d) perception, motives, reference groups, social class, and personality. e) lifestyles, personality, perception, motives, attitudes, and culture.

a) perception, motives, learning, attitudes, personality, and lifestyles.

Many aspects of consumer buying decisions are affected by the individual's level of involvement. Level of involvement is a) the importance and intensity of interest in a product in a particular situation. b) the buyer's perception, motives, and abilities. c) the amount of external search that an individual puts into the decision-making process. d) the particular circumstance or environment in which consumers find themselves. e) a combination of an individual's demographic factors.

a) the importance and intensity of interest in a product in a particular situation.

Kellogg's is introducing a new bran waffle for toasters. Television commercials will be a key element in communicating the benefits associated with this product. Based on that decision, Kellogg's is expecting consumers to engage in what form of problem solving? a) Routinized response behavior b) Limited problem solving c) Extended problem solving d) Impulse buying e) Extensive response behavior

b) Limited problem solving

The actions and activities associated with a position one holds within a group, organization, or institution constitute a) personality. b) a role. c) a motive. d) perception. e) an attitude.

b) a role.

Which one of the following is most likely to be a product for which both the purchasing decision and the brand decision are strongly influenced by reference groups? a) Canned peaches b) Instant coffee c) Jeans d) Furniture e) Soap

c) Jeans

A major determining factor in deciding which type of problem-solving process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person. This is known as an individual's a) motivational structure. b) routinized response behavior. c) level of involvement. d) cognitive dissonance. e) evaluative criteria.

c) level of involvement.