Marketing Ch. 6

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

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

Which of the following is a difference between upper-class consumers and middle-class consumers? Upper-class consumers often rate job security as the most important reason for taking a job, whereas middle-class consumers rate personal satisfaction as the most important reason. Upper-class consumers most likely have college degrees or graduate degrees, whereas middle-class consumers tend to be those with some college experience. Upper class connsumers are more likely to be blue-collar employees, whereas middle-class consumers are more likely to be self-employed professionals. Upper-class consumers spend money on smaller packages of items, whereas middle-class consumers spend more on one-of-a-kind items.

Upper-class consumers most likely have college degrees or graduate degrees, whereas middle-class consumers tend to be those with some college experience.

Which of the following statements is true of subcultures? Within subcultures, purchase decisions are more similar than they are within the broader culture. Subcultures are divided on the basis of demographic characteristics rather than geographic regions. Subcultural differences do not influence a consumer's buying decisions. People of a subculture do not share the values of the overall culture.

Within subcultures, purchase decisions are more similar than they are within the broader culture.

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

Cognitive dissonance

Which of the following statements is true of extensive decision making? Consumers experience the most cognitive dissonance when buying high-involvement products. Consumers use internal information search for this type of decision making. Consumers are familiar with several different brands in the product category but stick with one brand. Consumers spend little time on search and making decision before making a purchase.

Consumers experience the most cognitive dissonance when buying high-involvement products.

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

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

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

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

Which of the following is an individual factor unique to consumers that influences their buying decisions? External stimulus A subculture Lifestyle A social class

Lifestyle

_____ is the result of an imbalance between actual and desired states that arouses and activates the consumer decision-making process. Routine response behavior Cognitive dissonance Need recognition Self-actualization

Need recognition

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

They correspond to consumption patterns.

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

They help consumers obtain product information and decision approval.

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

They help consumers obtain product information and decision approval.

James belongs to the middle class. He works as a construction worker who gets paid according to his working hours. Given this information, which of the following is likely to be true? He will not use the Internet to make his buying decisions. He will spend more on vacation homes, jewelry, vacations and cruises. He will not depend on anyone for economic and emotional support.

He will not depend on anyone for economic and emotional support.

James belongs to the middle class. He works as a construction worker who gets paid according to his working hours. Given this information, which of the following is likely to be true? He will spend more on vacation homes, jewelry, vacations and cruises. He will rate job security as the most important reason for taking a job. He will not use the Internet to make his buying decisions. He will not depend on anyone for economic and emotional support.

He will rate job security as the most important reason for taking a job.

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

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

Which of the following statements is true of an individual's personality? It does not influence a consumer in a buying process. An individual's personality remains the same all through a person's life. It is one of the least useful concepts in the study of consumer behavior. Each target market has the same personality.

It is one of the least useful concepts in the study of consumer behavior.

Which of the following statements is true of hedonic value? It involves values that provide means to an end. It is derived from a product or service that helps consumers accomplish tasks. It is not present in purchases that are made based on utilitarian value. It is provided through the experience and emotions associated with consumption.

It is provided through the experience and emotions associated with consumption.

_____ is the result of an imbalance between actual and desired states that arouses and activates the consumer decision-making process. Self-actualization Cognitive dissonance Need recognition Routine response behavior

Need recognition

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

Opinion leaders

_____ refers to how consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations. Subliminal perception Self-concept Selective exposure Self-actualization

Self-actualization

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? Stimulus generalization Product differentiation Self-actualization Selective distortion

Stimulus generalization

Which of the following is true of gender as an influence on consumer buying decisions? Effects of cultural, social, and economic roles played by men and women on the decision-making process are more or less similar. The changing roles of men and women in society have an impact on trends in gender marketing. Physiological differences between genders result in minimal change in purchase behavior of men and women. Consumers' life cycles rarely change buying decisions among men and women.

The changing roles of men and women in society have an impact on trends in gender marketing.

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

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

In the context of decision-making roles among family members, unlike purchasers, consumers: are members of the family whose opinions are valued. are family members who are the actual users. are members who actually make the decision to buy or not to buy a product. suggest, initiate, or plant the seed for the purchase process.

are family members who are the actual users.

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

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

Unlike cultural, social, and individual influences on consumer behavior, psychological influences: can be affected by a person's environment because they are applied on specific occasions. involve seeking out the opinions of others to reduce the search and evaluation effort. exert the broadest and deepest influence on marketers. require a complete reorientation of one's life.

can be affected by a person's environment because they are applied on specific occasions.

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

values

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

evoked set

______ is a broad concept that can be thought of as a way of organizing and grouping how an individual typically reacts to situations. Stimulus Age Experience Personality

personality

Linda and her classmates are experts in technologies. They are abreast with all the latest technological products in the market. So, they have formed a professional group to offer advice for people who need technological advices. Given this information, Linda and her classmates belong to a(n) _____. nonaspirational reference group Consumer Buying Decisions secondary membership group primary membership group aspirational reference group

secondary membership group

Diana and Ronald, a married couple, are in their early 30s. They do not want to do anything that would make others think that they have become old. In this case, Diana and Ronald appear to be very concerned about their _____. political freedom self-concept psychographics safety needs

self-concept

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. family aspirational group ethnic group social class

social class

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

stimulus discrimination

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. popular culture reference group social class subculture

subculture

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 number of children in their family. the look of the car. the distance between their house and their offices. the size of their house.

the number of children in their family.