Chpt 6

A consumer's information search should yield a group of brands, sometimes called the buyer's _____ set, which are the consumer's most preferred alternatives. a. union b. evoked c. equivalence d. intersection

b. evoked

In a(n) _____ information search, a person recalls information stored in the memory. a. nonmarketing-controlled b. external c. internal d. marketing-controlled

c. internal

_____ is the inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions. a. Cognitive dissonance b. Subliminal perception c. Stimulus generalization d. Self-actualization

a. Cognitive dissonance

In the context of marketing strategies, which of the following statements is true of low-involvement products? a. Consumers may not recognize their wants until they are in a store. b. They are bought independent of any cultural, social, individual, and psychological factors. c. They can be marketed through the same strategies adopted for high-involvement products. d. As consumer buying decisions always occur in the closed environment of a store, in-store displays are ineffective

a. Consumers may not recognize their wants until they are in a store.

Which of the following statements is true of individual characteristics of a person? a. Individual characteristics are generally stable over the course of people's lives. b. People are compelled to spend more money if they want to change their lifestyles. c. People are more willing to try different lifestyles instead of sticking to one. d. Individual characteristics change drastically with a person's age due to the change in personality.

a. Individual characteristics are generally stable over the course of people's lives

Which of the following is an individual fact or unique to consumers that influences their buying decisions? a. Lifestyle b. Subculture c. Social class d. External stimulus

a. Lifestyle

Which of the following statements is true of opinion leaders? a. They are the most influential and informed members of society. b. They can easily span multiple diverse domains. c. They demand that people must conform to certain norms of a particular group. d. They cannot be created by marketers to promote products.

a. They are the most influential and informed members of society.

In the context of the consumer decision journey, _____ streamlines journey steps. a. automation b. involvement c. contextual interaction d. proactive personalization

a. automation

In the context of consumer involvement, limited decision making typically occurs when a consumer a. has previous product experience but is unfamiliar with the current brands available. b. buys an unfamiliar, expensive product or an infrequently bought item. c. buys a brand first and evaluates its quality later. d. expends high effort in searching for information or in considering various alternatives.

a. has previous product experience but is unfamiliar with the current brands available.

The _____ is the way an individual would like to be perceived. a. ideal self-image b. lifestyle c. personality d. real self-image

a. ideal self-image

In the context of the buying behavior of a family, _____ are those members of a family who actually exchange money for a product. a. purchasers b. consumers c. initiators d. influencers

a. purchasers

Brandon is planning to buy a new house. He visits Reardon & Matthews, a professional real estate agency, to find a house within his budget. In this case, Brandon is relying on a(n) _____. a. secondary membership group b. primary membership group c. aspirational reference group d. nonaspirational reference group

a. secondary membership group

Unlike internal information search, external information search a. seeks information from nonmarketing- and marketing-controlled sources. b. involves recalling information stored in a person's memory. c. is done during the need recognition stage. d. stems largely from a person's previous experience with a product.

a. seeks information from nonmarketing- and marketing-controlled sources.

Remembering only information that supports personal feelings or beliefs is called _____. a. selective retention b. self-actualization c. cognitive dissonance d. subliminal perception

a. selective retention

Richard wanted to play a new video game. He visited three different video game stores and found one video game that he liked a lot. However, he did not buy it. Instead, he bought a digital copy of the same game at a discounted price from the game's Web site. Richard's shopping involvement is an example of ____. a. showrooming b. window shopping c. shore checking d. webrooming

a. showrooming

Learning to differentiate among similar products is known as _____. a. stimulus discrimination b. selective distortion c. selective perception d. stimulus generalization

a. stimulus discrimination

Unlike routine response behavior, in extensive decision making, a consumer a. uses several criteria for evaluating his or her options and spends much time seeking information. b. practices this type of decision making while buying frequently purchased, low-cost goods and services. c. is not familiar with the available brands in the market. d. is familiar with several different brands in the product category but sticks with one brand.

a. uses several criteria for evaluating his or her options and spends much time seeking information.

Which of the following is true of the factors that affect consumer decision making? a. Cultural values are static and do not affect the purchase behavior of consumers. b. Cultural factors exert the broadest and the deepest impact on consumer behavior. c. Psychological factors include gender, age, family life cycle stage, personality, self-concept, and lifestyle. d. Social, individual, and psychological factors do not affect a decision-making process.

b. Cultural factors exert the broadest and the deepest impact on consumer behavior.

In the context of factors that affect consumer decision making, which of the following statements is true of cultural values? a. They are inherent rather than learned or acquired. b. They correspond to consumption patterns. c. They are static and do not experience change. d. They are exerted only as conscious decisions.

b. They correspond to consumption patterns

An important part of evaluating satisfaction with a purchase is reducing any lingering doubts. To reduce cognitive dissonance, a consumer could do all of the following except: a. return the product. b. look for unfavorable reviews of the product online to confirm their doubts. c. look for favorable reviews of the product online. d. seek positive opinions about the products from friends and family.

b. look for unfavorable reviews of the product online to confirm their doubts.

A _____ is referred to as the driving force that causes a person to take action to satisfy specific needs. a. norm b. motive c. value d. belief

b. motive

Bub Fizz Inc. manufactures chewing gum. Through marketing research, it was learned that most of its customers use the chewing gum as mouth freshener. Hence, it modified its formula to manufacture gums that have a long-lasting flavor. In this scenario, which of the following was responsible for the change in the product? a. Green marketing b. Promotion strategy c. Consumer behavior d. Cause-related marketing

c. Consumer behavior

_____ describes how people make purchase decisions and how they use and dispose of the purchased goods and services. a. Product adaptation b. Consumer service c. Consumer behavior d. Promotion adaptation

c. Consumer behavior

Brian is a blue-collar worker who works in a shipping industry. He receives a daily wage as per his working hours. Given this information, which of the following is likely to be true? a. He does not utilize the Internet to make his buying decisions. b. He rates job satisfaction as the most important reason for taking a job. c. He depends on others for economic and emotional support. d. He does not belong to the middle-class lifestyle.

c. He depends on others for economic and emotional support.

Which of the following scenarios represents the role of social media in consumer information search? a. Xavier buys a new set of furniture after watching an advertisement about it on the television. b. Clara seeks the opinions of her colleagues to help her decide whether to buy a car or a bike. c. Jennifer actively participates in an online forum that discusses about new electronic products. d. Bennett uses a discount coupon that he received in his email to buy a product of his choice.

c. Jennifer actively participates in an online forum that discusses about new electronic products.

_____ are individuals who influence consumer buying decisions and are often the most informed, plugged-in, and vocal members of society. a. Initiators b. Capitalists c. Opinion leaders d. Decision makers

c. Opinion leaders

Which of the following statements is true of marketing strategies that can be adopted for high-involvement products? a. Marketing managers should link the products to a relatively low-involvement product. b. Marketing managers should focus on package design, so the products are eye-catching and easily recognized on store shelves. c. Promotion to the target market should be extensive and informative. d. In-store promotion can be used as an important tool.

c. Promotion to the target market should be extensive and informative.

According to Maslow's hierarchy of needs theory, physiological needs should be satisfied first because they a. are the highest human needs. b. include a sense of love and belonging. c. are essential to a person's survival. d. tend to attract marketers more than any other needs.

c. are essential to a person's survival.

To provide insights into the needs and wants of divorced parents, lifelong singles, and childless couples, marketers should be aware of _____. a. opinion leaders b. primary reference groups c. nontraditional life cycles d. aspirational groups

c. nontraditional life cycles

Martin and Marla are working parents. They intend to buy a new car for their family. In this case, their choice of car will be influenced by the a. look of the car. b. size of their house. c. number of children in their family. d. distance between their house and their offices.

c. number of children in their family.

Stanley likes using fountain pens. When he came across a new series of fountain pens manufactured by Dilloit Pens, he eagerly bought one. The pen's appealing exterior combined with the long-established reputation of Dilloit Pens made Stanley assume that the fountain pen would be of high quality. To his disappointment, the pen smudged and bled despite using high-quality ink. In this case, Stanley purchased the pen based on _____. a. actual value b. consumer set c. perceived value d. evoked set

c. perceived value

A(n) _____is a group of people who are considered nearly equal in status or community esteem, who regularly socialize among themselves, and who share behavioral norms. a. family b. ethnic group c. social class d. aspirational group

c. social class

Maria is very empathetic toward animals. So, she only buys cosmetic products that explicitly claim that they have not been tested on animals. In this case, Maria's buying decision is based on _____. a. aesthetics b. ethical fallacies c. values d. confirmation biases

c. values

Which of the following statements is true of the consumer decision journey? a. Reviews from peers, retailers, and competitors are considered only after purchasing a product. b. Addition of new products takes place in the beginning of the consumer decision journey. c. A consumer is unlikely to drop a number of items from the potential purchase set. d. An advertisement causes a consumer to research a number of products or services

d. An advertisement causes a consumer to research a number of products or services

Aaron and Jane, a married couple, plan to buy a car. Aaron chooses a car that has a sporty look. Jane, on the other hand, chooses a car that is beautiful and elegant. In this scenario, which of the following plays a role in influencing Aaron and Jane's purchase decisions? a. Family life cycle b. Age c. Economic influences d. Gender

d. Gender

Which of the following statements is true of a secondary membership group? a. It influences consumers' behavior when they try to maintain distance from it. b. It is a direct reference group. c. It includes groups with which people interact regularly in an informal manner. d. It includes groups with which people interact in a less consistent and formal manner.

d. It includes groups with which people interact in a less consistent and formal manner.

Which of the following is an example of a marketing-controlled information source? a. Personal memories b. Personal experiences c. Friends d. Salespeople

d. Salespeople

According to Maslow's hierarchy of needs, which of the following needs is a social need? a. Shelter b. Sense of accomplishment c. Security d. Sense of belonging

d. Sense of belonging

Ira believes that Damien soap moisturizes effectively. When she sees Damien shampoo at the store, she purchases it as she assumes that it will have the same effect. In this case, which of the following forms of learning influences Ira to buy Damien shampoo? a. Product differentiation b. Self-actualization c. Selective distortion d. Stimulus generalization

d. Stimulus generalization

Which of the following statements is true of culture? a. Culture is a natural phenomenon that does not require any learning. b. Evolving environment has made culture lose its dynamic value. c. Cultural values and influences are non-pervasive. d. Technology has accelerated the rate of cultural change.

d. Technology has accelerated the rate of cultural change

Which of the following statements is true of social influences on consumer behavior? a. They include factors such as age, gender, and lifestyle. b. They rarely influence consumer buying decisions. c. They exert the broadest and deepest influence when compared to other external factors. d. They help consumers obtain product information and decision approval

d. They help consumers obtain product information and decision approval

Which of the following statements is true of consumer decision making? a. Consumers use routine response behavior for buying high-involvement products. b. Consumer decision making occurs independent of any external factor. c. Cultural, social, individual, and psychological factors do not influence the postpurchase behavior. d. Underlying cultural, social, individual, and psychological factors strongly influence the decision process.

d. Underlying cultural, social, individual, and psychological factors strongly influence the decision process.

A way firms are keeping customers in the loyalty loop is by using _____. a. contextual interaction b. motivation c. routine response behavior d. automated reordering

d. automated reordering

Maria sees a leather coat in a department store and purchases it immediately even though it is expensive. Before purchasing, she experiences inner tension that she may be able to purchase the same coat for a lesser price in another store. This inner tension is an example of _____. a. selective exposure b. need recognition c. subliminal perception d. cognitive dissonance

d. cognitive dissonance

Unlike utilitarian value, hedonic value a. can be viewed as a means to an end. b. cannot be the sole value that a consumer receives from a service. c. is obtained from products rather than services. d. gives the consumers good feelings, happiness, and satisfaction.

d. gives the consumers good feelings, happiness, and satisfaction.

Marketers affect consumers' motivation to learn about, shop for, and buy a certain brand by a. reducing consumer involvement while shopping for products. b. using standardized marketing techniques across different segments of consumers. c. encouraging the practice of showrooming. d. influencing the degree to which consumers perceive a good or service to be self-relevant.

d. influencing the degree to which consumers perceive a good or service to be self-relevant.

Consuming products that have a limited availability a. allows consumers to take their time in purchasing that product. b. promotes the items that are always available to a niche market. c. offers less customer satisfaction. d. leads to more consumer enjoyment than if the items were always available.

d. leads to more consumer enjoyment than if the items were always available.

Selma wants to buy a budget smartphone with good features. However, she cannot decide which one to buy. She asks her coworkers for their advice. In this scenario, Selma's buying decision is likely to be influenced by a(n) _____. a. nonaspirational reference group b. aspirational reference group c. secondary membership group d. primary membership group

d. primary membership group

A _____ is a homogeneous group of people divided on the basis of demographic characteristics, geographic regions, national and ethnic background, political beliefs, and religious beliefs. a. social class b. reference group c. popular culture d. subculture

d. subculture

Franz Tress, a cosmetics manufacturing company, offers an annual subscription plan to its customers where the customers have the option to automatically renew the subscription plan once it completes its term. In this scenario, Franz Tress is trying to influence its consumers' decision journey through _____. a. motivation b. the need recognition cycle c. brand renewal d. the loyalty loop

d. the loyalty loop