MKTG 375: Chapter 13

c. time pressures

The growth of Internet shopping is partly due to the _____ experienced by consumers. a. social surroundings b. demographic inclinations c. time pressures d. stimulus pressures

b. antecedent states.

Features of an individual person, such as moods or momentary conditions, that affect that individual's consumption behavior but are not lasting characteristics are referred to as: a. temporal perspectives. b. antecedent states. c. social surroundings. d. physical surroundings.

a. momentarily experienced by the individual.

For an individual's state of being to be considered as an antecedent state, it should be: a. momentarily experienced by the individual. b. frequently experienced by the individual. c. absent in the individual. d. constant in the individual.

c. Implementing a suitable marketing strategy

Given a company's capabilities, developing and implementing a strategy that offers sufficient profit potential for evaluated cells: a. conducting surveys b. Construction of a person-situation segmentation matrix c. Implementing a suitable marketing strategy d. Gathering data on various usage situations e. Evaluating each matrix element

A) antecedent state.

A person who is depressed, goes shopping, and buys something nice for herself/himself has been influenced by the: A) antecedent state. B) physical surroundings. C) task definition resources. D) temporal perspective. E) none of the above.

a. embarrassment

According to marketers, both the product and the purchase situation influence _____, a negative emotion that can affect purchase behavior. a. embarrassment b. empathy c. delight d. politeness

warm colors

Color: Drive impulse purchases and attract attention:

cool colors

Color: Increase consumer satisfaction and sales:

a. the meaning of colors differs in different cultures.

Colors and other aspects of a store's physical environment are designed specifically for the cultures involved because: a. the meaning of colors differs in different cultures. b. colors have negative impacts on all cultures. c. the original meaning of colors is retained across various cultures. d. colors do not hold any meaning across cultures.

b. store atmosphere

The _____ of a retail environment is referred to as the sum of all its physical features. a. brand leverage b. store atmosphere c. knowledge structure d. servicescape

d. Gathering data on various usage situations

Using focus group discussions, secondary data, observational studies, and depth interviews: a. conducting surveys b. Construction of a person-situation segmentation matrix c. Implementing a suitable marketing strategy d. Gathering data on various usage situations e. Evaluating each matrix element

d. Music can influence consumption behavior in both traditional retailer settings and in online settings.

Which statement regarding music and consumption behavior is true? a. Fast, up-beat tempos seem to work best for the majority of shopping situations. b. An emerging trend is to have music played only in the background so it does not compete with the shopping experience. c. Music does not have to match the musical preferences of the target audience in order to create a positive retail experience. d. Music can influence consumption behavior in both traditional retailer settings and in online settings.

b. task definition

Which term describes the reason that a consumption activity occurs? a. purchase dichotomy b. task definition c. temporal perspective d. extensive comparison

C) the atmosphere of a service business.

A servicescape is: A) the image consumers have of a store. B) the sum of all the physical features of a retail environment. C) the atmosphere of a service business. D) the impression provided by the other shoppers at an outlet. E) none of the above.

c. ritual

A socially defined occasion known as a(n) _____ situation triggers a set of interrelated behaviors that occur in a structured format and that have symbolic meaning. a. generic b. social c. ritual d. critical

e. Evaluating each matrix element

Evaluating the profit potential of each cell in terms of sales volume, cost to serve, competitor strength, price level, and so on: a. conducting surveys b. Construction of a person-situation segmentation matrix c. Implementing a suitable marketing strategy d. Gathering data on various usage situations e. Evaluating each matrix element

d. physical characteristics of a business becoming as important as the intangible services it provides.

In the context of situational factors that influence consumer behavior, the increase of time involved with a service and hedonic motives has led to the: a. liberation of consumers from the purchase demands of their lifestyles. b. aesthetic appeal of a consumer's shopping environment becoming less appealing than the products offered. c. need for marketers to ethically communicate subliminal messages against competing brands. d. physical characteristics of a business becoming as important as the intangible services it provides.

d. have any control over a consumer's social surroundings.

In the context of social situations in which consumers process promotional messages, marketing managers typically do not: a. intend to influence a consumer's social surroundings. b. have any control over an ad's aesthetic appeal. c. intend to persuade a consumer to favor a product. d. have any control over a consumer's social surroundings.

C) a set of factors outside of and removed from the consumer and the characteristics of the marketing stimulus.

Situational influence consists of: A) the context preceding the purchase decision. B) the set of factors that includes the attributes of the environment and the marketing stimulus but excludes the attributes of the individual. C) a set of factors outside of and removed from the consumer and the characteristics of the marketing stimulus. D) all those attributes of the consumption environment that do not directly affect the consumption process. E) none of the above.

a. Stores should be expanded. b. Extra personnel should be used. d. Additional checkout lines should be opened.

Which steps can be taken by retailers to minimize the negative effects of crowding in stores? (Select all that apply) a. Stores should be expanded. b. Extra personnel should be used. c. Music with fast tempo should be played. d. Additional checkout lines should be opened.

T

True or false: The choice between purchases for self-use versus purchases for gift giving is the major task dichotomy faced by marketers.

d. a moderate level of arousal is created by it.

According to research, background music yields the most positive retail outcome if: a. it has a very fast tempo. b. it has a fluctuating tempo. c. an extremely low level of arousal is created by it. d. a moderate level of arousal is created by it.

a. moods; momentary conditions

Although the states of mind of an individual are reflected by _____, the temporary states of being of an individual are reflected by _____. a. moods; momentary conditions b. age variations; gender variations c. physical outbursts; emotional outbursts d. stimuli; responses

F

True or false: Online retailers are not concerned with atmospherics.

C) marketing influences and the situation simultaneously.

Consumers respond to: A) their internal state, then the situation, and then the marketing influence. B) the situation and then the marketing influence. C) marketing influences and the situation simultaneously. D) the marketing influence and then the situation. E) all of the above.

a. the usage situation

Envy Inc. is a leading footwear manufacturer. A survey reveals that consumers prefer the optimum comfort provided by its products to the products of other brands. Envy Inc. uses this information to communicate to other consumers the benefit of buying its products. Which situational influence does Envy Inc. use in order to increase its sales? a. the usage situation b. the purchase situation c. the disposition situation d. the communications situation

D) purchase

How differently you might behave at Best Buy if you are there only to browse versus being there to replace a broken Blu-ray player is known as which situation? A) communication B) usage C) disposition D) purchase E) all of the above

b. by choosing to lead a certain lifestyle

How do consumers create the situations that allow marketers to develop products and advertising? a. by always consciously regulating their moods b. by choosing to lead a certain lifestyle c. by always nonconsciously regulating their moods d. by encountering situations randomly

a. They are affected by and affect a consumption process.

Identify an accurate statement about moods: a. They are affected by and affect a consumption process. b. They never affect all aspects of a person's behavior. c. They are always more intense than the emotions of a person. d. They always completely interrupt a consumer's ongoing behavior.

c. social surroundings

In the context of situational characteristics that influence consumers' purchase decisions, _____ are the other individuals, apart from the consumer, present in a particular situation. a. temporal perspectives b. antecedent states c. social surroundings d. physical surroundings

a. general; specific

In the context of task definition, a consumer's purchase behavior while giving gifts is influenced by both _____ and _____ task definitions. a. general; specific b. utilitarian; functional c. artful; attractive d. value-expressive; aesthetic

b. Construction of a person-situation segmentation matrix

Inserting major usage situations in rows and groups of users with unique needs and desires in columns: a. conducting surveys b. Construction of a person-situation segmentation matrix c. Implementing a suitable marketing strategy d. Gathering data on various usage situations e. Evaluating each matrix element

a. use situations.

Marketers are able to determine the best purposes for their products by rating situations that consumers leading a particular lifestyle are likely to encounter. These situations are referred to as: a. use situations. b. response tendencies. c. mood regulating situations. d. antecedent states.

b. more ethical and effective marketing programs and products can be developed.

Marketers need to understand how disposition decisions are affected by situational influences so that: a. the communication of how their products have created consumer satisfaction is possible. b. more ethical and effective marketing programs and products can be developed. c. consumers can be liberated from constantly meeting their purchase demands. d. attempts can be made to place their ads in appropriate media contexts.

c. they often involve prescribed consumption behaviors.

Ritual situations are receiving increasing attention by marketers because: a. they often trigger negative consumption behaviors. b. they do not occur during busy shopping times, such as the holidays. c. they often involve prescribed consumption behaviors. d. they only take place in public situations.

a. Store lighting c. Decor, aroma, and lighting d. Configuration of store merchandise

Select the items that are part of the physical surroundings that can affect consumption behavior. (Select all that apply) a. Store lighting b. Placement of ads in more than one medium c. Decor, aroma, and lighting d. Configuration of store merchandise

a. total consumer control over the time of purchase b. reduction of purchase time required

Select the time-related dimensions that have led to the growth of Internet shopping. (Select all that apply) a. total consumer control over the time of purchase b. reduction of purchase time required c. increase in the time required to select a product d. employment of extra personnel to ensure swift checkout

b. Consumers' intention to revisit the store greatly increases. c. Consumers' intention to purchase certain items increases. e. Consumers' sense of time spent shopping decreases.

Select the typical effects of a scented store environment on consumers. (Select all that apply) a. Consumers' sense of brand recall decreases. b. Consumers' intention to revisit the store greatly increases. c. Consumers' intention to purchase certain items increases. d. Consumers' desire to buy bright and colorful items decreases. e. Consumers' sense of time spent shopping decreases.

a. physical surroundings

Sounds, aromas, decor, weather, lighting, and configurations of materials surrounding the stimulus object are included in the _____ dimension of situational characteristics that influence consumer behavior. a. physical surroundings b. social surroundings c. temporal perspectives d. antecedent states

d. atmospherics

Specific mood responses are created in shoppers by the manipulation of the physical retail environment by managers by a process known as: a. servicescapes. b. aesthetics. c. mood response. d. atmospherics.

a. Conducting surveys

Surveying a large sample of consumers to quantify and understand the product usage and the product benefits sought: a. Conducting surveys b. Construction of a person-situation segmentation matrix c. Implementing a suitable marketing strategy d. Gathering data on various usage situations e. Evaluating each matrix element

b. Fragrance preferences are highly individualized.

Symphony, a home goods store, has opened a new branch in an upscale locality. Aware of the research findings of environmental fragrancing, the store uses a pleasant scent in its new location. However, this does not improve the brand recall and evaluation by consumers as Symphony had hoped. Which of the following would be the most plausible reason for the failure of this strategy? a. Environmental fragrancing is a fraudulent industry. b. Fragrance preferences are highly individualized. c. Virtually all consumers have allergic reactions to artificial fragrances. d. Odors never affect consumers' shopping experiences.

T

T/F: Alice is shopping to purchase new drapes for her living room. The situational characteristic influencing her behavior is task definition.

T

T/F: Consumers tend to buy less under crowded store conditions.

T

T/F: Mabel is embarrassed when shopping for adult diapers at a retail store. This negative emotion is influenced by both the product (adult diapers) and the situation.

F

T/F: Momentary conditions reflect temporary states of mind rather than temporary states of being.

T

T/F: Shopping with friends drives more impulse purchases than does shopping with family.

T

T/F: Some consumers are highly susceptible to interpersonal influence, which is a personality trait.

F

T/F: The other individuals present in the particular situation are referred to as the group participants.

F

T/F: The sum of all the physical features of a retail environment is referred to as the retail ambiance.

b. servicescapes.

The atmosphere found in service businesses such as a spas, salons, and fast food restaurants is known as: a. service continuum. b. servicescapes. c. social surroundings. d. atmospherics.

d. situational influence

The combination of factors particular to a time and place that do not follow from a knowledge of the stable attributes of a consumer and a stimulus and that have an effect on current consumer behavior is known as: a. an antecedent state b. social surroundings c. a usage situation d. situational influence

a. services and products are a means for consumers to manage their moods.

The knowledge of consumers' antecedent states, especially their moods, is important for marketing managers because: a. services and products are a means for consumers to manage their moods. b. all consumers tend to curb their purchase behavior in order to feel better. c. promotional messages prevent consumers from feeling better. d. none of consumers' purchase tendencies are aimed toward improving their moods.

c. program context effect.

The role that moods play in the communications situation of delivering promotional messages to consumers is known as the: a. blocking effect. b. limited effect. c. program context effect. d. free rider effect.

b. less satisfactory purchases c. reduced likelihood of returning to the stores d. a poor shopping experience

The unpleasant feelings that consumers associate with crowding in stores result in which of the following? (Select all that apply) a. greater time in making purchase decisions b. less satisfactory purchases c. reduced likelihood of returning to the stores d. a poor shopping experience

moods

Transient feeling states that are capable of influencing a consumer's purchase behavior but are generally not tied to a specific object or event are known as:

T

True or false: Binge drinking is an injurious consumption that can result from a ritual situation.

D) consumption rituals.

Weddings are not only social, legal, and religious rituals, they are also: A) antecedent states. B) developmental rituals. C) temporal situations. D) consumption rituals. E) none of the above.

a. making purchase decisions faster d. buying fewer items and spending less time in stores

What are two ways consumers respond to the unpleasant feelings associated with crowding in a store? a. making purchase decisions faster b. taking more time to ensure a correct purchase is made c. increasing the likelihood they will return to the store d. buying fewer items and spending less time in stores e. processing available information more

c. They can place their ads in appropriate media contexts to enhance the ads' effectiveness.

What can managers do to make the best use of situations in which consumers are most receptive to marketing communications? a. They will refrain from pulling their ads even when the content is negative to their industry or company. b. They will place their ads in all media outlets, favorable or unfavorable, since exposure will always generate interest. c. They can place their ads in appropriate media contexts to enhance the ads' effectiveness. d. They can opt for only those media vehicles that charge in bulk for all ads placed in them.

a. Play music with a slow tempo.

What is a relatively inexpensive tactic to ease the tension from store overcrowding during peak periods? a. Play music with a slow tempo. b. Launch multiple outlets during peak seasons. c. Institute selective entry of customers. d. Open large refreshment areas in store locations

a. They structure commercials according to viewing situations. c. They incorporate social consumption themes into commercials.

What strategies do marketers employ to optimize the effectiveness of advertisements? Select all that apply. a. They structure commercials according to viewing situations. b. They develop commercials that correspond only to consumers' temporal surroundings. c. They incorporate social consumption themes into commercials. d. They employ music with fast tempo in commercials to attract all age groups.

a. tend to comply with the expectations of their group.

When an individual's behavior is visible, social influence is a significant force since people: a. tend to comply with the expectations of their group. b. always purchase goods to share with their group. c. tend to rebel against their group. d. alway act independently of their group.

a. a consumer wishing to discard broken electronic equipment

Which is a typical example of the disposition situation faced by consumers? a. a consumer wishing to discard broken electronic equipment b. a consumer feeling homesick in a metropolitan city c. a consumer using only cell phones to make calls d. a consumer having to shop for groceries between classes

a. situations triggered by social occasions c. situations involving a set of interrelated routines and behaviors d. situations resulting in rewards or special meaning for participants

Which of the following are situations in which injurious consumption can become ritualized? (Select all that apply) a. situations triggered by social occasions b. situations arising out of a nontraditional family get together c. situations involving a set of interrelated routines and behaviors d. situations resulting in rewards or special meaning for participants e. situations allowing consumers some time for themselves

a. consumer judgments of store quality b. consumer judgments of store image e. willingness of shoppers to linger

Which of the following are the factors that are influenced by store atmosphere? (Select all that apple) a. consumer judgments of store quality b. consumer judgments of store image c. ability of shoppers to predict product quality d. number and quality of advertisements e. willingness of shoppers to linger

a. a consumer wanting to buy an adult-only magazine in a crowded store.

Which of the following is a situation in which a consumer's purchase decision is influenced by the social groups in his or her immediate environment? a. a consumer wanting to buy an adult-only magazine in a crowded store. b. a consumer attracted by a new style of shoes in a retail store c. a consumer enjoying the in-store music while waiting at a checkout counter d. a consumer shopping in express retail stores to save time

E) all of the above

Which of the following is a type of situational influence? A) communications situation B) purchase situation C) usage situation D) disposition situation E) all of the above

b. a student consumer hoping to complete grocery shopping in between her classes

Which of the following is an example of a typical purchase situation faced by consumers, as understood by marketers? a. a professional having a client audit the following day b. a student consumer hoping to complete grocery shopping in between her classes c. a mother goes to the library to read books to her children d. a teenage rugby player getting good grades

a. a consumer who purchases clothes to overcome a bad mood

Which of the following is an example of an antecedent state that influences a customer's purchase decision? a. a consumer who purchases clothes to overcome a bad mood b. a consumer who shops for grocery between classes c. a consumer who wants to buy a gift for his or her sibling d. a consumer who buys nonalcoholic beverages everyday

d. Purchase criteria and shopping strategies used by consumers when giving gifts are different from those used when purchasing for self-use.

Which of the following statements about the influences on purchase decisions when shopping for gifts is accurate? a. Regardless of the occasion, gift giving always fulfills utilitarian needs. b. Giving gifts is independent of several factors including the relationship between a giver and a recipient and the occasion. c. Gift giving is universal and does not change based on cultural differences. d. Purchase criteria and shopping strategies used by consumers when giving gifts are different from those used when purchasing for self-use.

a. Situational influence concerns factors that are particular to a time and place. b. A situation influence that can negatively affect a consumer's attention is clutter. c. Consumers often react to marketing in way that is strongly influenced by the consumer's current situation.

Which of the following statements are true concerning the way consumers respond to situational influence? Select all that apply. a. Situational influence concerns factors that are particular to a time and place. b. A situation influence that can negatively affect a consumer's attention is clutter. c. Consumers often react to marketing in way that is strongly influenced by the consumer's current situation. d. Consumers respond in an isolated manner to the stimuli presented by marketers, such as products and advertisements.

b. Consumers regulate their moods both at nonconscious and conscious levels.

Which of the following statements is true about the way consumers regulate their moods? a. Regulation of moods is essentially a conscious decision made by consumers. b. Consumers regulate their moods both at nonconscious and conscious levels. c. Consumers primarily regulate their moods at a nonconscious level. d. Regulation of moods occurs neither at conscious nor at nonconscious levels.

b. Wendell decided not to get a coffee at Starbucks between classes, because the line was too long.

Which scenario exemplifies a purchase situation that would influence consumer behavior? a. An advertiser places an ad for golf clubs on the golf channel. b. Wendell decided not to get a coffee at Starbucks between classes, because the line was too long. c. Andi buys more chicken noodle soup when she is feeling ill than she does when she is feeling well. d. Natalia bought the all-in-one tuna packet with crackers because it included a spoon and could be easily disposed of.

a. temporal perspectives

Which situational characteristic of a consumer's purchase decision deal with the effect of time on consumer behavior? a. temporal perspectives b. physical surroundings c. antecedent states d. social surroundings

c. Perceptions of retailer service quality are decreased by time pressure.

Which statement about time as a situational factor that influences a consumer's purchase decision is true? a. The less time a consumer has, the more information he or she can process. b. Consumers consider more product alternatives when they are rushed for time. c. Perceptions of retailer service quality are decreased by time pressure. d. With limited time, the consumer will make fewer suboptimal purchases.

d. The behavior of consumers is greatly impacted by the situation in which they receive marketing information.

Which statement reflects the relationship between consumer behavior and communication situations? a. The situation in which consumers receive information has no impact on their behavior. b. Retail margins decrease considerably when consumers pay more attention to product information. c. Consumers respond better to marketing communications in least favorable situations. d. The behavior of consumers is greatly impacted by the situation in which they receive marketing information.

a. inform consumers about how satisfaction is created by their products.

With the knowledge of usage situations, marketers can: a. inform consumers about how satisfaction is created by their products. b. avoid having to communicate product details to consumers. c. convey messages that directly hamper the sales of competing brands. d. produce just enough products to meet the already existing consumer demands.

d. Program context effects

_____ are related to the nature of programming that surrounds a focal promotional message or commercial communicated to consumers. a. Limited effects b. Free rider effects c. Atmospheric effects d. Program context effects