Chapter 9

Which of the following is an example of utilitarian influence?

An individual's decision to purchase a particular brand is influenced by the preferences of family members.

In general, people from which of the following cultures have typically been shown to wait the most patiently while standing in a long line?

Asian

________ is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers.

Atmospherics

Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions?

Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople.

According to a study on timestyles, which of the following is a fast country?

Ireland

________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.

Organizational

A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________.

POP stimuli

________ means that the person who is least interested in staying in the relationship has the most power.

Principle of least interest

Wynona was impulsive. Her friends accused her of being calculating, but she thought of herself as simply an analytical thinker. She wanted what she wanted and tomorrow could take care of itself. Researchers would classify her as being a hedonic variety-seeker. Which of the following time metaphors would best capture Wynona's perspective of time?

Time is a feast.

A study found that women who engage in extensive information search and comparison shopping were most likely to select which of the following metaphors to express their perspective of time?

Time is a map.

In a(n) ________, consumers participate in the production of the products or services they buy.

activity store

Julie Morgan loves to go into Springer's Old Country Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Old Country Gifts has attracted Julie with its ________.

atmospherics

The pressure to conform that escalates as more and more group members "cave in" is called the ________ effect.

bandwagon

A store environment that has been made to resemble a living room where customers can relax, hang out with friends, or even learn is referred to as a(n) ________.

being space

The ________ a group is, the more likely members are to engage in social loafing. A) more homogeneous

bigger

Others who are present in a consumer's physical and social environment when purchases are made are called ________.

co-consumers

Kimberly has been contacted eight times in the last week by a pushy telemarketer. She made the mistake of showing some interest in the product being sold and has not had much luck in getting rid of the caller. Which of the following forms of power is being exercised by the telemarketer?

coercive power

Phillipe is a member of a small Harley-Davidson motorcycle club that meets once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike to buy for his wife.

comparative

The ________ influence is the reference group influence that helps the consumer make decisions about specific brands or activities.

comparative

Families have alternatives in purchasing. In a(n) ________ purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved.

consensual

Which of the following is considered a postpurchase process?

consumer satisfaction

Every summer, thousands of bikers converge on Sturgis, South Dakota, filling up every campground, motel, and hotel within miles of the city. This annual meeting is an example of a gathering of a(n) ________.

consumer tribe

A ________ includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel.

consumption situation

Which of the following is an unpleasant psychological state?

crowding

Home shopping parties most likely activate ________, in which people become so caught up in the party spirit that they order products that they would normally not purchase.

deindividuation

One of the most important in-store factors is the salesperson. This influence can be understood in terms of ________ theory, which stresses that each participant gives something to the other and hopes to receive something in return.

exchange

Chet meets each Wednesday night at his local bookstore with a small group of computer enthusiasts. The group calls itself X-Hackers because at one time all of these select members were hackers. Today, members of the group have similar values and have pledged to stop computer hacking. Which membership group factor best describes what brings this group together?

group cohesiveness

Which form of reference group influence is most associated with the following situation? Carl knows that Bert has had experience with various types of motor oils because Bert is a mechanic for a large Cadillac dealership. Carl asks Bert to compare his brand against Quaker State. Bert tells Carl that Quaker State can't be beat for performance and durability.

informational influence

A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ________.

initiator

The day reconstruction method requires a respondent to ________.

keep a diary of everything he or she did during the day

Innovative merchants have turned to retail theming to provide new ways to stimulate and encourage consumers during their shopping experience. A retailer that uses a simulated outdoor environment (such as a fishing pond with real fish) to attract outdoor enthusiasts to the retail store is using a ________ theme.

landscape

If a fireman told you to leave your apartment, you would comply because the fireman has ________ power.

legitimate

A group composed of people that the consumer actually knows is called a(n) ________ reference group.

membership

Political candidates who get the most media coverage are more likely to win elections because of the effect of ________ in determining one's set of referents.

mere exposure

When a buying center composed of assorted specialists is organized to gather information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________.

new task

A ________ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles.

polychronic

The perception of time is different in different cultures. It would likely be most accepted for employees to be paid by the hour in a culture with which of the following perceptions of time?

pressure cooker

According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions.

purchase environment

The psychological dimension of time or how it is experienced is an important factor in what mathematical study?

queuing theory

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

reference group

Jeff had collected a nice wardrobe before graduating from college. All of his friends considered him "well dressed." After the first day at his new job, however, Jeff immediately went out and replaced most of his clothes with what was considered to be professional dress clothing. Jeff had just experienced the power of a new ________.

reference group

If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied is said to have ________ power.

referent

Tara was shopping for a new pair of shoes for work. The salesperson was very helpful and friendly, bringing Tara some styles she hadn't thought to try on but that she ended up really liking. Noticing Tara's University of Wisconsin tee-shirt, the salesperson said that she was a student there. Tara ended up buying three pairs of shoes rather than the one pair she had planned on. Tara's experience shows the effect of ________ on consumer behavior.

salespeople

The capacity to alter the actions of others is referred to as ________ power.

social

Which dimension of psychological time includes the categorization of "time for me"?

social dimension

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

the buyer's willingness to take risks

Most Americans will state that they are always rushed for time even though many people have opportunities for leisure. This perception is referred to as ________.

time poverty

A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is ________.

time pressure

In-store shopping has become extremely important in today's highly competitive retail environment. It has been estimated that about ________ of supermarket purchases are decided in the aisles as consumers shop.

two-thirds

Reference groups influence us in three ways. These influences include informational, utilitarian, and ________ dimensions.

value-expressive