MRKT - CENGAGE QUIZ: Chapter 06: Consumer Behavior

a. the ability to make certain purchases with disposable income.

Social class rankings are determined not only by factors such as occupation, education, and family, but possessions also by: a. the ability to make certain purchases with disposable income. b. personality. c. size of family. d. ethnicity.

d. family life.

Some religious organizations in the United States have attracted members by marketing the concept "Families that pray together stay together." These organizations would benefit from a cultural shift away from prioritizing wealth to prioritizing: a. philanthropy. b. recreation. c. cultural expectations. d. family life.

d. extended problem solving

A business owner is decorating his office and wants to create an image of refinement and good taste. He is considering the purchase of expensive sculptures, but has no experience evaluating such works and doesn't know which ones have real artistic value. He is probably engaged in which type of consumer problem-solving behavior? a. limited problem solving b. artistic problem solving c. dissonant problem solving d. extended problem solving

d. extended, limited

A consumer was involved with purchasing tickets for a once-in-a-lifetime cruise, and then turned to purchasing inexpensive tickets to a Little League game. This consumer probably shifted from ________ problem solving to ________ problem solving. a. limited, routinized b. routinized, limited c. limited, extended d. extended, limited

d. problem-opportunity recognition

A consumer who has run out of shampoo and realizes she must buy a new tube is at the ________ step of the consumer decision process. a. search b. evaluation of alternatives c. purchase decision d. problem-opportunity recognition

d. high

A house is a ________-involvement purchase. a. low b. moderate c. both high and low d. high

d. evaluation of alternatives

A marketer is demonstrating to a consumer that the firm's product has all of the features that are important to her. This marketer is attempting to influence the buyer at which stage of the consumer decision process? a. search b. problem-opportunity recognition c. purchase act d. evaluation of alternatives

d. imbalance

A need is a(n) _______ between a consumer's actual and desired states. a. balance b. congruence c. convergence d. imbalance

d. psychological

A person's motives would be considered as which type of factor of his consumer behavior? a. interpersonal b. Asch category c. motivational d. psychological

a. soda. b. toothpaste. c. cleaning product.

A person's reference group would be unlikely to influence her decision to buy a: a. soda. b. toothpaste. c. cleaning product. d. motorcycle.

a. situational

A-1 Service is a plumbing and electrical contractor and advertises on Facebook and on its website that the company provides 24 × 7 service. They recently received a call at 11 p.m. that a homeowner needed assistance due to their hot water heater leaking and was flooding their home. They quickly dispatched a plumber to the home so the owner could minimize damage caused by the leaking hot water heater. The homeowner's choice of a plumber was likely influenced by _____ factors. a. situational b. social c. emergency d. psychological

d. Safety

According to Maslow's hierarchy, a couple investing in a savings plan for their retirement would be satisfying which level of their consumer needs? a. Self-actualization b. Esteem c. Social d. Safety

d. esteem

According to Maslow, ______ needs concern the desire for a sense of accomplishment. a. social b. belongingness c. self-actualization d. esteem

d. purchase decision and purchase act

After test driving three different cars, you have decided to buy a Honda. Now you must find a Honda dealer within reasonable distance of your home, and preferably one with a full service department. You are in which stage of the consumer decision process? a. search b. post-purchase c. opportunity recognition d. purchase decision and purchase act

d. self-actualization

An advocate for the program known as Teach for America recruits outstanding college seniors by explaining that they could spend a year using their talents to educate and inspire youth in disadvantaged neighborhoods. The advocate is appealing to the seniors' ______ needs. a. social b. esteem c. inspirational d. self-actualization

d. real

An objective view of the total person is known as the ______ self. a. ideal b. self-actualized c. aspirational d. real

d. evaluation of alternatives

At which step in the consumer decision process do marketers try to ensure that consumers are informed about their brands' superior features compared to those of the competition? a. problem-opportunity recognition b. search c. purchase act d. evaluation of alternatives

a. extended problem solving

Bailee and Gus are expecting their first baby and starting to purchase items for the baby's room. They have a lot of purchases to make such as a crib, rocking chair, and dresser/changing table. While they have purchased furniture in the past, they have no experience buying baby items and are especially concerned about safety. They have been doing a lot of reading and are paying special attention to reviews such as Consumer Reports to help them identify the best brands. They are also asking friends and relatives for their advice and will likely spend several months doing research and shopping before making a purchase decision. What type of decision-making style are Bailee and Gus using for the furniture for their baby's room? a. extended problem solving b. routinized response behavior c. limited problem solving d. exploratory decision making

d. self-actualization

For several years, the United States Army promoted itself to potential recruits with the slogan "Be All You Can Be." This marketing strategy appealed to which need in the Maslow hierarchy? a. social b. safety c. esteem d. self-actualization

a. situational

Brandon travels weekly for work and spends lots of time in airports—especially if his travel plans change due to weather or mechanical service delays. On a recent trip to Houston, Texas, Brandon was delayed for several hours in the airport and had to purchase a phone charger since he had accidently left his charger at home. The airport had a Best Buy vending machine that fortunately had a charger that would for his phone in stock. He inserted his credit card and was able to purchase the charger. What type of influence is most likely at work with Brandon's purchase of the charger? a. situational b. social c. psychological d. convenience

a. limited problem solving

Caleb is graduating from college and has accepted a position as an account manager with a medical supply company. He will use a company car and is excited that he won't need to purchase his own vehicle. However, the company has a strict professional dress code and expects all account managers to wear suits every day. Caleb is starting to shop for suits and has gone to several stores such as Men's Warehouse and Joseph Banks as well as the suit department of a major department store. He's willing to take time now to learn more about the range of prices and quality for suits since he's not very knowledgeable about suits. However, he will only take a few days to consider the purchase since he doesn't enjoy shopping. What type of decision-making style is Caleb using for his new suit purchase? a. limited problem solving b. extended problem solving c. routinized response behavior d. explorative decision making

a. social

Cameron is looking for recommendations for Netflix series to watch and sent a message to his friends using Snapchat. They provided several ideas for him and he's looking forward to watching them. This is an example of how consumers can be influenced by _____ factors. a. social b. psychological c. situational d. cohort

a. social factor

Carson is graduating from high school and making decisions about attending college. He is a three-sport athlete and hopes to continue playing baseball in college. He has met with several coaches at Division III schools and ultimately decides to attend the school where several of his friends are going. What type of factor is influencing Carson's college choice? a. social factor b. psychological factor c. situational factor d. convenience factor

a. cognitive dissonance.

Catherine recently purchased a new dishwasher and had considered several brands including Bosch, GE, and Fisher Paykel. She decided to buy the Bosch brand because it was highly rated and is known as a reliable product. However, it was quite a bit more expensive than the GE models. She is now wondering whether or not she made the right decision and is not as confident about her purchase decision. Catherine is experiencing: a. cognitive dissonance. b. purchase deflation. c. post-purchase indigestion. d. behavior modification.

a. evaluation of alternatives

Catherine recently purchased a new dishwasher and is considering several brands including Bosch, GE, and Fisher Paykel. What stage in the decision process is Catherine most likely in? a. evaluation of alternatives b. problem recognition c. postpurchase evaluation d. information search

d. reference group influence.

Children are the group within society who are most vulnerable to: a. the Lewin phenomenon. b. personal influences. c. cultural shifts. d. reference group influence.

a. One of the fastest growing U.S. ethnic subcultures is Eastern European.

Choose the inaccurate statement(s) about culture as an influence on consumer behavior. a. One of the fastest growing U.S. ethnic subcultures is Eastern European. b. Groups with their own distinct mode of behavior are called subcultures c. Understanding cultural differences helps marketers develop more effective marketing strategies. d. The desire to accumulate wealth is a common core value among American consumers.

a. situational

Christina is hosting an open house at her home and is shopping for food and beverages to serve. Since she likes to save money, Christina typically purchases store brands or generic brands instead of brand name products. However, since she is hosting her friends, Christina decides to purchase brand name products—such as Sprite and Coca-Cola instead of the store brand sodas. What type of influence affected Christina's decision about soda? a. situational b. social c. psychological d. convenience

d. anxiety.

Cognitive dissonance is a type of consumer: a. evaluative criterion. b. decision-making process. c. attitude. d. anxiety.

d. is much less expensive than the grill.

Cognitive dissonance is less likely for buyers of a grilled chicken sandwich than for buyers of an outdoor grill. That is because the sandwich: a. is a food. b. will be consumed immediately. c. does not require delivery. d. is much less expensive than the grill.

a. cognition b. evaluation of alternatives c. search

Cognitive dissonance is not associated with which stage(s) of the consumer decision process? a. cognition b. evaluation of alternatives c. search d. post-purchase evaluation

d. perception

Compelling package colors such as red or unusually large ad sizes are used by marketers to take advantage of ______, a psychological factor influencing consumer behavior. a. needs and motives b. attitudes c. learning d. perception

d. broadest

Culture is the ________ environmental determinant of consumer behavior. a. narrowest b. most sustainable c. most important d. broadest

d. social factors

Cynthia gets a coveted invitation to attend a high-profile industry conference. But she turns it down, explaining to surprised colleagues that the conference conflicts with a family reunion that she feels strongly about attending. Cynthia's choice is exhibiting the influence of ________: a. impersonal influences b. career factors c. interpersonal influences d. social factors

d. Dan pays attention to opinion leaders.

Dan decides to invite ten friends to a certain restaurant to celebrate his birthday because a well-known restaurant reviewer called it "the best value in town." Which of the following statements best describes the interpersonal influence on Dan's decision? a. Dan loves a party. b. Dan seeks the best value in his purchasing decisions. c. Dan has an outgoing personality and many friends. d. Dan pays attention to opinion leaders.

a. consumer behavior.

Dole, famous for its pineapple products and other fruit items is interested in identifying the characteristics of individuals who purchase their products as well as what influences their decisions. In general terms, this type of study or domain of knowledge is called: a. consumer behavior. b. demographics. c. organizational behavior. d. planned purchase analysis.

d. product features considered by consumers when comparing alternatives.

Evaluative criteria are: a. synonymous with heuristics. b. part of the evoked set. c. criteria used by marketers to segment markets. d. product features considered by consumers when comparing alternatives.

d. reference groups

If a middle-class consumer decided to buy a Mercedes-Benz, a Porsche, or a Jaguar, they would most likely be influenced by _____, a social factor that influences consumer behavior. a. culture b. personality c. opinion leaders d. reference groups

d. safety

In Maslow's hierarchy of needs, ____ needs refer to a person's desire to avoid the unexpected. a. social b. physiological c. risk avoidance d. safety

d. physiological

In Maslow's hierarchy of needs, people's desires to fulfill their basic requirements for survival are known as their ______ needs. a. nutrition b. shelter c. health d. physiological

a. routinized response behavior

Joaquin was having cereal for breakfast before work and used the last of the gallon of milk on his cereal. He later stopped at the store to pick-up a few things and realized that he had run out of milk and placed a gallon of milk in his shopping cart. What type of decision-making style did Joaquin most likely use in purchasing milk? a. routinized response behavior b. limited problem solving c. extended problem solving d. habitual decision-making

d. social

June joined the alumni association of her college immediately after graduation in order to stay in touch with the campus community. June is addressing her _______ needs. a. esteem b. self-actualization c. educational d. social

a. social surroundings

Kasie and her friends are hanging out in the shopping mall and wander in to the American Eagle store. They are trying on jeans and t-shirts and decide to purchase the same shirt so they can be "twins." Kasie and her friends are most likely experiencing the impact of _____, a situational influence. a. social surroundings b. physical surroundings c. buyer's mood and condition d. purchase reason

a. social surroundings

Katie and Zach recently took their three school age children to Disney in Orlando, Florida. After each ride, they found themselves in a specialty store related to the ride. Katie and Zach noticed that most children would excitedly ask their parents if they buy an item and pretty soon, their own children were asking to purchase a ride-related item. Katie and Zach found it very difficult to say "no" and knew it would be a long day as they continued to enjoy the park and be exposed to a variety of gift stores since their children were watching other parents say "yes" to the kids. What type of situational factor was likely to impact the children at the Disney theme park? a. social surroundings b. physical surroundings c. purchase reason d. buyer's mood and condition

a. physical surroundings

Lance stopped by the convenience store to purchase gas and buy a snack. However, once he entered the store he noticed the store display advertising a special on 2-liter bottles of Pepsi products. Since the price was so low, he purchased 4 liters of his favorite Pepsi product. What type of situational factor led Lance to purchase the soda? a. physical surroundings b. social surroundings c. purchase reason d. buyer's mood and condition

d. experience.

Learning in consumer behavior is defined as the immediate or expected change that results from: a. stimulation. b. motivation. c. attitude. d. experience.

a. psychological

Lieschen is a professional golfer and personal trainer and provides nutrition guidance to her customers. She believes in "clean eating" and strives to consume a healthy diet of mostly fresh fruit, vegetables, and other wholesome foods. When possible, Lieschen purchases organic products and products that do not contain any genetically modified substances, artificial dyes, or chemicals. While these products might cost more than other products, Lieschen believes it is critically important as "you are what you eat." Lieschen's grocery shopping and healthy eating behavior is most influenced by _____ factors. a. psychological b. situational c. social d. behavioral

d. where the coffee is sold.

Marketers of gourmet coffee study the most common evaluative criteria used by their customers. These criteria are likely to include all of the following except: a. the coffee's taste. b. the coffee's aroma. c. the coffee's price. d. where the coffee is sold.

a. reinforcement

Marketers often use _____ strategies to stimulate repeat purchases from customers. a. reinforcement b. cognitive dissonance c. self-concept d. perception

d. safety

Martin's roommate always reminds him to lock both the front and back doors of their apartment when leaving. The roommate is seeking to satisfy which of Maslow's needs? a. social b. physical c. belongingness d. safety

a. purchase reason.

Matt loves a great deal and enjoys going to garage sales to buy everything from furniture, tools, kitchen appliances, books, and clothes. His wedding anniversary is coming up and his wife has mentioned that she'd like to have an espresso maker. He's not sure what brand to purchase and thinks it's probably safer to purchase one from Bed Bath & Beyond in case his wife would like to exchange it for a different model. He hates to pay retail price for anything but this time, it's the safest option since a "happy wife means a happy life." Matt's purchase of the espresso machine is most likely influenced by: a. purchase reason. b. physical surroundings. c. social surroundings. d. buyer's mood and condition.

a. social influence

Mega Caverns opened several years in Louisville, Kentucky and offers a variety of experiences for visitors. During the winter months, there's a holiday-themed Jeep ride through the man-made caverns suitable for families with children or older adults. The business also created a ropes course that's designed as a training area for active adults or kids aged 10 and above. However, the big attraction is a zip line tour covering several parts of the cave with 200-300 foot drops—all in total darkness except the head lamps worn by participants and guides. Thrill seekers and active adventurers enjoy the zip line tour. Mega Caverns is trying to understand how consumer behavior principles apply to their business. What type of influence is "family with kids" that describes the holiday-themed Jeep ride participants? a. social influence b. psychological influence c. situational influence d. recreational influence

a. social factors

Mega Caverns opened several years in Louisville, Kentucky and offers a variety of experiences for visitors. During the winter months, there's a holiday-themed Jeep ride through the man-made caverns suitable for families with children or older adults. The business also created a ropes course that's designed as a training area for active adults or kids aged 10 and above. However, the big attraction is a zip line tour covering several parts of the cave with 200-300 foot drops—all in total darkness except the head lamps worn by participants and guides. Thrill seekers and active adventurers enjoy the zip line tour. Mega Caverns is trying to understand how consumer behavior principles apply to their business. What type of influence is "kids aged 10 and above" that describes the ropes course participants? a. social factors b. psychological factors c. situational factors d. residential factors

a. psychological influences

Mega Caverns opened several years in Louisville, Kentucky and offers a variety of experiences for visitors. During the winter months, there's a holiday-themed Jeep ride through the man-made caverns suitable for families with children or older adults. The business also created a ropes course that's designed as a training area for active adults or kids aged 10 and above. However, the big attraction is a zip line tour covering several parts of the cave with 200-300 foot drops—all in total darkness except the head lamps worn by participants and guides. Thrill seekers and active adventurers enjoy the zip line tour. Mega Caverns is trying to understand how consumer behavior principles apply to their business. What type of influence is "thrill seekers" that describes the zip line participants? a. psychological influences b. social influences c. situational influences d. adventure influences

a. physical surroundings

Patrick is shopping with his fiancé to select items for their guest registry and they are visiting Pier One as a possible store to host their bridal registry. However, once they arrive in the store, Patrick starts sneezing and complains about the strong scents that are overwhelming his sinuses. He also thinks the store is crowded and doesn't like the cramped feeling inside the store. They decide to leave since Patrick is having such an unpleasant time in the store. Pier One should recognize that some shoppers are affected by ______, a situational influence. a. physical surroundings b. social surroundings c. purchase reason d. buyer's mood and condition

d. opinion leaders.

People who tend to purchase products ahead of others in their group and then influence others' buying decisions are called: a. Asch phenomena. b. buying innovators. c. influence experts. d. opinion leaders.

a. social

Phil is a member of a car club and enjoys exhibiting his 1966 Ford Mustang at car shows in his area. He recently learned about a new wax product that other members in his club were using and he was impressed with how it made their cars shine. He asked about the name of the product and used his Amazon application on his phone to order the product. He is excited to try it out. Phil was influenced by _____ factors to purchase the wax product. a. social b. psychological c. situational d. advocacy

d. low-involvement

Purchases that are routine and pose little financial risk are known by marketers as ________ purchases. a. high-involvement b. low-risk c. high routine d. low-involvement

a. buyer's mood and condition

Roberto is a sales representative for an automotive supply company and recently received a bonus check for exceeding his quota. He is excited about the bonus check and stopped by Best Buy on his way home from work to purchase a new flat screen TV. What type of situational influence most likely affected Roberto's purchase of the TV? a. buyer's mood and condition b. social surroundings c. purchase reason d. physical surroundings

a. physical surroundings

Sally and Melinda enjoy going to the theater to watch the latest movies. Prior to going to the movie theater, Sally often thinks that she'll just get a drink but once she walks in to the theater complex and smells the popcorn, she just can't resist and buys a tub of popcorn. Sally is most likely affected by _____ to buy popcorn. a. physical surroundings b. socialsurroundings c. purchase reason d. buyer's mood and condition

d. ideal

Sally likes to think of herself as daring and adventurous, though she actually sticks to activities that carry little risk. She buys extreme sports magazines in an effort to move closer to her ______ self-image. a. real b. imaginary c. actual d. ideal

a. purchase reason

Stan is going to his first company golf outing and will be playing in a foursome with several of his largest customer accounts. He wants to make a good impression and decides to purchase a new golf shirt, shorts, and shoes. What type of situational influence most likely contributed to Stan's decision to purchase new golf-related clothing items? a. purchase reason b. physical surroundings c. social surroundings d. buyer's mood and condition

d. social

The expectations and values of a person's family are among the ________ influences on her consumer behavior. a. situational b. attitudinal c. psychological d. social

a. the product is hard for the group to see.

The impact of a reference group on a buying decision is reduced when: a. the product is hard for the group to see. b. the product is commonplace. c. the product is expensive. d. the product is conspicuous.

d. automobiles and vacations.

The increasing number of two-income families means that the role of women has changed in certain buying decisions. Generally speaking, they are playing a larger role than in the past in purchasing products such as: a. children's clothing. b. wood stoves. c. toothpaste and deodorant. d. automobiles and vacations.

a. psychological

The mayor of a mid-sized town is planning to run for re-election and working with several consultants to develop the re-election campaign themes. The mayor does not affiliate with any particular political party but prefers to emphasize themes such as expanding opportunities for employment, enhancing public safety through police and fire protection, and making the city an attractive place to live and work. The mayor hopes these messages or themes will appeal to voters who believe these initiatives are important. In this manner, the mayor is relying on _____ factors to influence voters. a. psychological b. social c. political d. situational

d. perception.

The meaning a person attributes to incoming stimuli gathered through their five senses is known as: a. motivation. b. personality. c. attitude. d. perception.

d. are routine.

The purchase decisions for low-involvement products differ from those for high-involvement products in that low-involvement purchase decisions: a. pose significant financial risk. b. may have serious social consequences. c. are rare. d. are routine.

d. looking glass

The way a person thinks others see him is known as the ______ self. a. ideal b. social c. reflective d. looking glass

a. psychological

Tiffany thinks of herself as a fashionista and always purchases brands that are considered "high fashion" and "in style." She is an avid reader of fashion magazines and fortunately can afford to purchase these high style brands. It's very important to Tiffany to wear brands that are consistent with her view of herself as "in style." Tiffany's clothing purchases are most influenced by _____ factors. a. psychological b. social c. affluent d. situational

d. low

Toothpaste is a(n) _____-involvement product. a. high b. learned c. limited d. low

a. need.

When a person is directed by an inner state to create equilibrium between her actual and desired states, that direction is coming from a(n): a. need. b. attitude. c. core value. d. motive.

d. extended problem solving

Which of the following consumer problem-solving behaviors requires the most effort? a. limited problem solving b. habitual problem solving c. routinized problem solving d. extended problem solving

d. collectivism

Which of the following is not a core value in modern America? a. work ethic b. desire to accumulate wealth c. individualism d. collectivism

d. a life insurance policy

Which of the following products is aimed at satisfying people's safety needs? a. a decorative fence b. a digital watch c. an organic food d. a life insurance policy

a. Everyone in the Family Can Have Fun While Being Together b. Makes Everyone in the Family Want to Stay Home d. For Every Kind of Family

While American culture has evolved over time, certain core values have not changed. Which of the following slogans promoting a TV taps into an enduring core value? a. Everyone in the Family Can Have Fun While Being Together b. Makes Everyone in the Family Want to Stay Home c. What to Do Instead of Work d. For Every Kind of Family

a. buyer's mood and condition.

While shopping in the grocery store, Jessica noticed that she was purchasing more snack items than normal and realized that since she had skipped lunch she was extremely hungry. She laughed to herself that many of the items in the cart could be consumed in the car and had to make an effort not to purchase other snack items. The likely source of Jessica's purchase influence is: a. buyer's mood and condition. b. physical surroundings. c. social surroundings. d. purchase reason.

c. with little effort. d. quickly.

You are about to buy a boat. Because this will be a high-involvement purchase, you would be unlikely to make a decision: a. carefully. b. after putting thought into each step of the consumer decision process. c. with little effort. d. quickly.

d. Learning

_______ refers to immediate or expected changes in consumer behavior as a result of experience. a. Motive b. Desired state c. Perception d. Learning

d. Cultural influences

_________ are important for all marketers since it is the broadest environmental determinant of consumer behavior and represents the values, beliefs, preferences, and tastes handed down from one generation to the next. a. Psychological influences b. Situational influences c. Hereditary influences d. Cultural influences