OSU Chapter 5 BA223

adoption process

Consumers learn about new products for the first time and make the decision to buy those products during the ________. A)evaluation process B)quality assessment stage C)adoption process D)need recognition stage E)trial process

personal characteristics

A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, personality, and self-concept. A)personal characteristics B)psychographics C)perceptions D)stereotypes E)attitudes

an information search

If a consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to purchase the product at that time. If not, the consumer may store the need in memory or undertake ________. A)consumer ethnocentrism B)buyer's remorse C)an information search D)cognitive dissonance E)a need recognition

selective attention

Juana looked at the September issue of her favorite fashion magazine and did not find anything particularly interesting despite the fact that the magazine had several advertisements that were targeted at Juana's demographic. The only thing that interested her was an article about an upcoming fashion show. Which consumer behavior is being illustrated in this instance? A)social loafing B)selective attention C)subliminal advertising D)groupthink E)consumer ethnocentrism

interpretive

Many marketers now use ________ research to dig deeply into consumer psyches and develop better marketing strategies. A)descriptive B)analytical C)experiential D)causal E)interpretive

lifestyle

A current trend in the United States involves rediscovering the benefits of home-cooked food and the use of organic ingredients. People are choosing to spend hours in the kitchen using only the freshest ingredients to cook healthy and nutritious meals. This change in ________ is one of the reasons for the increasing demand for organic ingredients. A)life-cycle B)personality C)lifestyle D)self-concept E)subculture

interpretive consumer research

A marketing research company asked members of a focus group to describe several brands as animals. The purpose of the request is to measure the prestige of the various brands. This is an example of ________. A)interpretive consumer research B)quantitative research C)brand extension D)brand strength analysis E)buzz marketing

postpurchase behavior

A particular automobile company works to keep its customers happy after each sale, aiming to delight each one of them in order to increase their customer lifetime value. Which of the following steps of the buyer decision process does the company exemplify? A)purchase decision B)postpurchase behavior C)evaluation of alternatives D)information search E)need recognition

association

A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors? A)beliefs B)association C)learning D)motivation E)perception

buyer's decision process

According to the model of buyer behavior, which of the following is one of the two primary parts of a "buyer's black box"? A)buyer's decision process B)technological stimuli C)buyer's spending habits D)social stimuli E)promotion stimuli

need recognition

An invitation to go skiing over the weekend forced Donna to look at her current wardrobe. She realized that she required a warmer coat. Which of the following stages of the buyer decision process does Donna exemplify? A)need recognition B)product evaluation C)information search D)problem screening E)situational analysis

why they buy

Companies can research many aspects of buying decisions. However, the one that is the most difficult to identify is ________. A)when they buy B)where they buy C)why they buy D)what consumers buy E)how and how much they buy

buzz

Companies that use brand ambassadors are most likely involved in ________ marketing. A)database B)ambush C)buzz D)spam E)viral

habitual buying behavior

Eduardo usually purchases the same breakfast cereal, the kind he grew up eating. Eduardo exhibits ________. A)variety-seeking buying behavior B)habitual buying behavior C)complex buying behavior D)conspicuous consumption behavior E)dissonance-reducing buying behavior

social networks

Facebook, Snapchat and LinkedIn are all examples of ________. A)opinion leaders B)early adopters C)market mavens D)brand alliances E)social networks

buy products to support their self-image

Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities—that is, "we are what we consume." According to this premise, consumers ________. A)are affected by opinion leaders B)conduct primary research C)rarely identify with brand personalities D)compare product brands E) buy products to support their self-image

alternative evaluation

Marketers describe the way a consumer processes information to arrive at brand choices as ________. A)alternative evaluation B)impulse buying C)information search D)cognitive dissonance E)consumer capitalism

selective distortion

People tend to interpret new information in a way that will support what they already believe. This is called ________. A)cognitive dissonance B)selective distortion C)cognitive bias D)selective attention E)selective retention

racial groups

Subcultures include nationalities, religions, geographic regions, and ________. A)genders B)ages C)racial groups D)income levels E)professions

personal

The information sources that are the most effective at influencing a consumer's purchase decision are ________. These sources legitimize or evaluate products for the buyer. A)personal B)attitudinal C)public D)experimental E)commercial

family

What is the most important consumer buying organization in society? A)family B)reference group C)subculture D)social class E)membership group

Hispanic Americans

Which consumer group tends to show more brand loyalty and makes shopping a family event, with children having a big say in the purchase decision? A)middle class consumers B)African Americans C)Hispanic Americans D)working class consumers E)Arab Americans

relative advantage

Which of the following product characteristics refers to the degree to which the innovation appears superior to existing products? A)communicability B)relative advantage C)compatibility D)complexity E)divisibility

Social classes show distinct product and brand preferences in areas such as clothing and travel.

Which of the following statements is true of cultural factors that influence consumer behavior? A)Subcultures are groups within which each individual has a unique and distinct value system. B)Social classes show distinct product and brand preferences in areas such as clothing and travel. C)Cultural influences on buying behavior are identical across countries. D)Subcultures include nationalities and racial groups, but exclude religions. E)Hispanic Americans and African Americans are examples of racially segregated groups and not subcultures.

People within a social class tend to exhibit similar buying behavior.

Which of the following statements is true of social classes? A)People within a social class tend to exhibit similar buying behavior. B)Social classes universally exhibit identical product and brand preferences. C)Income is the single factor that determines social class. D)Social classes are society's temporary divisions. E)Members of a social class have unique and distinct values, interests, and behaviors.

stress unique features in ads

Which of the following would a marketer LEAST likely do to encourage habitual buying behavior? A)dominate shelf space B)run frequent reminder ads C)offer lower prices and coupons D)stress unique features in ads E)keep shelves fully stocked

Brand evangelists

________ are ambassadors who enthusiastically share their passion for a company's products with large circles of friends and acquaintances. A)Brand evangelists B)Leading adopters C)Market mavens D)Innovators E)Surrogate consumers

Asian American

________ consumers are the most affluent U.S. demographic segment and are expected to have an annual buying power approaching $1 trillion by 2017. A)African American B)Asian American C)Generation X D)Hispanic American E)Baby boomers