Purchasing and Buyer Behavior Exam 3 Review: Connect Quizzes

Renee sat down and did some serious soul searching. She wanted to understand her perception of her self-concept of who she is now. Renee is searching for her _____

actual self-concept

Which need in Maslow's hierarchy reflects a desire for love, friendship, affiliation, and group acceptance?

belongingness

Which online environment option is a growing source of potential consumer feedback and input?

blogs, Facebook, Twitter

Gwen lives in Dijon, France. To her, French wine is the only wine worth drinking, and she would never consider drinking wine from California. Gwen is exhibiting _____

consumer ethnocentrism

Regulatory focus theory suggests that ____

consumers will react differently depending on which broad set of motives is most salient

_____ is the first strategy a loyal consumer uses when his or her favorite brand is attacked with negative information

discrediting

Which of the following drives problem recognition?

the consumer's perception of the actual state

The source of a communication represents _____

"who" delivers the message

When considering consumers' ideal levels of performance on attributes when using a multi-attribute attitude model, which attitude index is best?

0

How many PRIZM segments are there?

66

Which of the following statement is TRUE regarding comparative advertising?

Audience characteristics, especially brand loyalty associated with the sponsoring brand, are important

Which of the following statements is FALSE regarding self-concept and culture?

Those aspects of the self that are most valued and most influence consumption and other behaviors do not vary across cultures

The owner of a local restaurant wants to enhance consumers' attitudes toward his restaurant by changing the affective component of their attitude. Which of the following is an appropriate approach to achieve this objective?

Use positive music in his advertisements so that, over time, consumers will transfer the positive affect associated with the music to the restaurant

Which of the following is FALSE regarding how emotional responses to advertising influence consumer behavior?

While emotional content in advertisements may increase attention, emotional messages have not been found to be processed more thoroughly than neutral messages

Emma noticed that she was almost out of gas, so she pulled into the nearest gas station and filled up her tank. Emma's decision on which gas to purchase is characterized by _____

a low level of purchase involvement

The purchase decision and consumption process always occur in the context of ____

a specific situation

Jonathon is a career-oriented person. He values predictability over change. Premium products are important to him to show friends he is successful. To which VALS segment does Jonathon belong?

achievers

Kim was participating in a group discussion centered on the participants' problems encountered while taking care of their hair. Which approach to problem identification is this?

activity analysis

Janice and her mother were visiting an art gallery, and they were looking at modern art. When they came to one painting, Janice said, "I like that." When her mother asked her why she liked it, all she could say was, "I don't know, I just like it." Which component of attitude does this represent?

affective

An advertising theme such as "Serve Pepsi to your friends, they'll love you for it" is most likely based on _____ motivation

affiliation

Which of the following is one of Experian's technology profiles based on an extensive analysis of attitudes, lifestyle, and adoption and usage patterns related to technology?

all of them; wizards, apprentices, journeymen, novices

Features of the individual person that are not lasting characteristics, such as momentary moods or conditions, are called _____

antecedent states

Nikki likes to attend the movies, but she is concerned with how expensive ticket prices are getting and the cost of concessions. She wants to have fun, but she also knows that she needs to save money for college. Which type of motivational conflict is Nikki experiencing?

approach-avoidance

A learned predisposition to respond in a consistently favorable or unfavorable manner with respect to a given object is known as a(n) _____

attitude

The extent to which an individual includes important brands as part of his or her self-concept is known as(the) _____

brand engagement

Brad was out of soft drinks in his dorm room, so he went to the store and purchased Coke. This is the brand he always buys, and he would not even consider purchasing another brand. Which type of nominal decision does this illustrate?

brand loyal decision

Which type of nominal decision is characterized by a fairly high degree of product involvement but a low degree of purchase involvement?

brand loyal decision

Addison is a brand manager and wants consumers to form attitudes that are strong, resistant to counter persuasion attempts, more accessible from memory, and more predictive of behavior. Which route of the elaboration likelihood model should he encourage consumers to take?

central route

In McGuire's classification of motives, which ones focus on the person's need for being adaptively oriented toward the environment and achieving a sense of meaning?

cognitive

Mitch likes Toyota automobiles because he thinks they have the highest reliability of all automobiles. His belief about Toyota's reliability represents which component of Mitch's attitude?

cognitive

Which of the following are components of the physical environment?

colors, aromas, music, crowding

An advertisement for AT&T long distance telephone service split the screen in two and showed a person on each screen talking on the telephone. Below each person, there was a running total of the cost of the call. At the end of the commercial, the total cost on the AT&T side was lower than that for the Sprint side. This is an example of which type of ad?

comparative ad

Which of the following is NOT a type of consumer decision making discussed in your text?

complex decision making

Decisions made by consumers regarding the _____ situation can create significant social problems as well as opportunities for marketers

disposition

Walker and his wife have two children. They have purchased a new computer for their household every four years or so for almost 20 years. When Walker purchases a new one, usually for him to be able to work at home, one of his children will get the old one. However, they have a few old computers sitting in the attic and garage because Walker doesn't really know how to get rid of them. This is an example of which type of situation?

disposition situation

Consumers who purchase only popular brands because of insecurity are most likely influenced by the _____ motive

ego defense

Clara was shopping with her friend, Jane, when they both went into a drug store. Clara needed to buy medication for hemorrhoids, but she was reluctant to do so in front of Jane. Which emotion was Clara probably experiencing in this situation?

embarrassment

One retailer asked a group of consumers the types of emotions they experience in both positive and negative retail situations. The purpose of this research was to uncover consumer reactions to various situations so that clerks could be trained to respond appropriately. Which approach to problem recognition is this?

emotion research

Which of the following is NOT one of Experian's technology profiles?

enthusiasts

Which of Maslow's needs reflects individuals' desires for status, superiority, self-respect, and prestige?

esteem

Arm & Hammer baking soda has been very successful promoting other uses for this product. Advertisements provide several uses other than baking, such as removing odors from carpeting, the laundry, and kitty litter boxes. Finding more uses for a product is known as a(an) _____

expanded usage situation

Graham is a college student who is impulsive and somewhat rebellious. He seeks out variety and excitement, usually looking for something new, offbeat, and risky. Even though he was old enough, he didn't vote in the last presidential election and is not very interested in world events. To which VALS segment does Graham belong?

experiencers

Very high levels of purchase involvement tend to produce _____

extended decision making

Carla and her family lost their home and everything in it in to a fire. People would console her by saying that at least her family was not harmed and that everything else can be replaced. She would reply, "I know it was just stuff, but it was our stuff and was special to us." This is reflecting Carla's _____

extended self

Which of the following is a major PRIZM life stage group?

family life

Marcie will soon be 50 years old, so to pamper herself, she decided to get a massage. With respect to the typology of service environments, this type of service would be categorized as _____

hedonic

Which approach to problem recognition attempts to determine human capabilities in areas such as vision, strength, response time, flexibility, and fatigue and the effect on these capabilities of lighting, temperature, and sound?

human factors research

Charles was examining his perception of himself as whom he would like to be. Charles is examining his _____

ideal self-concept

Which dimension of self-concept refers to the individual's perception of who I would like to be?

ideal self-concept

The Martins' home has potentially unsafe levels of radon, but they have no idea because it is odorless and they have not been feeling any ill effects from it. In fact, several homes have this problem and the owners are not aware of it, and they may never become aware of it unless testing is done. What type of consumer problem is this?

inactive

Individuals with which type of self-concept are more likely to seek adventure and excitement through travel, sports, and entertainment; to be opinion leaders; and to prefer magazines over TV?

independents

Barbara derives the meaning of herself from her relationships with her family. She has never sought a career of her own, and she is most happy when she is "taking care of someone." If her grandchildren do not like what is prepared for dinner, she will make them something else. Which type of self-concept does Barbara have?

interdependent self-concept

Consumers in which technology segment are young and established, knowledgeable and confident in their use of new technology, and just a notch down from Wizards in their enthusiasm for technology?

journeymen

Beyond projective techniques, a popular tool for identifying motives is _____

laddering, means-end-chains, benefit chains

James begged his mother to buy him some high-top Converse shoes. When asked why he wanted these shoes, he said that he wanted them because they were comfortable. He really wanted them because his two best friends have them, and if he had them, he would be considered "cool," but he didn't want to tell his mother that. Wanting to appear "cool" to his friends represents which type of motive?

latent

Motives that are either unknown to the consumer or are such that he or she is reluctant to admit them are referred to as _____ motives

latent

Marla is bored with her cell phone. She wants to purchase a new one that has cool ring tones and can take a picture. She's not going to conduct a big search for a new phone as she's just going to consider a few others. Which type of decision making is this?

limited decision making

Which type of decision making involves internal and external search, few alternatives, simple decision rules on a few attributes, and little post-purchase evaluation?

limited decision making

Under conditions of crowding, consumers tend do to all of the following EXCEPT _____

make more demands on the sales personnel

Which group needs to understand how situational influences affect consumers' disposition decisions?

marketers, government, environmental organizations

Simply presenting a brand to an individual on a large number of occasions to make the individual's attitude toward the brand more positive is known as _____

mere exposure

_____ refers to presenting one of two equivalent value outcomes either in positive or gain terms or in negative or loss terms

message framing

Which of the following reflects temporary states of being rather than temporary states of mind?

momentary conditions

Kelly is hungry, and this inner force is making him search for the type of food he wants to eat. He decides that an Arby's roast beef sandwich will satisfy his hunger. This inner force that is compelling him to search for food is known as a(n) _____

motive

Kellogg recently dropped Olympic swimmer Michael Phelps as a celebrity endorser. Kellogg's decision was based on ___________

negative behavior involving the celebrity

Which consumer technology segment is mature, is retired, has a low household income, and is confused by technology?

novices

Erin is very imaginative and appreciative of all types of art. She is very creatively talented, and others come to her for novel solutions to problems because she tends to "think outside the box." Which core trait best describes Erin?

openness to experience

Changing behavior prior to changing affect or cognition is based primarily on _____

operant conditioning

While any given advertisement for a product may focus on only one or a few purchasing motives, the _____

overall campaign should attempt to position the product in the schematic memory to correspond with the target market's purchase motives and advertising campaign needs to cover all the important purchase motives of the target market

_____ is the result of a discrepancy between a desired state and an actual state that is sufficient to arouse and activate the decision process

problem recognition

Which of the following is a non-marketing factor affecting consumers' actual state?

product/brand performance

Raymond is conducting motivation research. He is using _____, which are designed to provide information on latent motives

projective techniques

Rita is doing her family's grocery shopping and purchases ice cream. She's purchased Blue Bell ice cream before and purchases it again. She's not committed to this brand; it's just that she and her family like it. Which type of nominal decision is this?

repeat purchase decision

Which type of nominal decision is characterized by a consumer believing that all brands within a given product category are about the same and not attaching much importance to the product category or purchase?

repeat purchase decision

Binge drinking among college students can be described as a(n) _____

ritual behavior

A socially defined occasion that triggers a set of interrelated behaviors that occur in a structured format and that have symbolic meaning is referred to as a _____

ritual situation

Which of the following is NOT a global lifestyle segment identified by Roper Starch Worldwide?

rustics

Smoke detectors, preventive medicines, insurance, retirement investments, seat belts, burglar alarms, and sunscreen are all examples of products to satisfy consumers' _____ needs

safety

Atmosphere is referred to as _____ when describing a service business such as a hospital, bank, or restaurant

servicescape

For years, the U.S. Army ran an advertising campaign with the tagline, "Be all you can be." To which of Maslow's needs is this appealing?

self-actualization

Marty is an action-oriented consumer, and he strives to express his individuality through his choices. He purchases products and services for the experience they can provide him rather than what they might say about him to others. Which primary motivation is guiding Marty's behavior?

self-expression motivation

A market researcher asked Adam to place an "X" on one of the seven spaces that are placed between several sets of adjectives that best represents how he sees himself on those two opposite adjectives. This is the most common approach to measuring self-concept and is known as _____

semantic differentials

Richard is studying how various usage situations influence the consumption of his company's products. He conducted qualitative analyses (i.e., focus group discussions and depth interviews) as well as surveyed a larger sample of consumers to better understand and quantify how products are used and the benefits sought in the usage situation by the market segment. Richard is performing the first two steps in an approach to develop _____

situation-based marketing strategies

All those factors particular to a time and place that do not follow from knowledge of the stable attributes of the consumer and the stimulus and that have an effect on current behavior are known as _____

situational influence

Dr. Rosenfeld is the doctor on Sunday House Call, a Sunday morning health program on the Fox News channel. Dr. Rosenfeld is highly esteemed in his field and provides up-to-date medical information for viewers. Sometimes, he recommends specific products, and Valerie, a regular viewer of the program, trusts what he says or recommends because he doesn't seem to have an apparent motive to mislead viewers. Which characteristic does Dr. Rosenfeld possess?

source credibility

Karen went to a movie and was disappointed because the main character died. She prefers happy endings to movies, and this one really put her in a bad mood for the rest of the day. This movie was in contrast with which need of Karen's?

teleological need

In which type of ad does a person, generally a typical member of the target market, recount his or her successful use of the product, service, or idea?

testimonial ad

A completely nominal decision does not even include consideration of _____

the "do not purchase" alternative

The tendency of many consumers to discount claims made by salespeople and ads is related to the need _____

to attribute causation

John is a salesman and gave one of his customers an expensive watch. Which of the following is the most likely reason John gave this gift?

to elicit a favor in return

For years, L'Oreal hair color would say in their ad that L'Oreal is "expensive, but you're worth it." This is an example of which type of advertisement?

two-sided message

Rachel is going to the mall to purchase a wedding gift for a co-worker. Based on research, which type of product is she likely to buy?

utilitarian

Which type of appeal involves informing the consumer of one or more functional benefits that are important to the target market?

utilitarian appeal

One study found that wedding gifts tend to be _____ while birthday gifts tend to be _____

utilitarian; fun