Ch. 13 Practice quiz

John is out shopping to buy wall decorations for his new man-cave. Which situational characteristic is influencing his behavior?

Task definition

Antecedent States

features of the individual person that are not lasting characteristics. They are momentary moods or conditions. Being angry or upset, for example, might well influence reaction to a sales presentation and, therefore, affect buying behavior.

Which is NOT a step in the consumer's decision process?

Self-concept analysis

Which of the following is NOT a situation in which consumer behavior occurs? Usage situation Disposition situation Purchase situation Communication situation All of the these are situations in which consumer behavior occurs

All of the these are situations in which consumer behavior occurs

Temporarily feeling hungry, tired or angry are examples of ___________________.

Antecedent states

To understand a consumer's behavior, we must know about the _____.

Consumer Situation Stimulus object

_____ is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.

Consumer behavoir

Utilitarian and hedonic product characteristics are components of the physical environment.

False

Culture is an example of an internal influence on consumer behavior.

False External

Which type of decisions involve very little effort or thought on the part of the consumer?

Low-involvement decisions

Tall girls like to buy fashionable clothes just as much as any one else. However, most clothing are not proportioned for their taller frame and therefore don't fit very well.

Market segment

The product, price, communications, distribution, and services provided to the target market is referred to as the _____.

Marketing mix

Jack makes minimum wage so he basically lives paycheck to paycheck. For this reason, he was very happy to find a hundred dollar bill while walking through the park, so he decided to take his wife out to a dinner and movie to celebrate. This is an example of the antecedent state of _____.

Momentary conditions

If you shop at a nicer place than normal because you are buying your friend a present for their birthday, you are being influenced by:

Physical surroundings

Jamie lives in a small town that doesn't have many fun stores. She and her family travel once a month to bigger towns to go shopping. It's so fun for them all to go in these stores because they are so unique and interesting and they've only ever seen them online or on TV. The decor, smells, lighting, weather, and way the products are displayed make the experiences in these stores really special for Jamie and her family. What situational characteristic does this describe?

Physical surroundings

Many TV commercials and infomercials make offers that will expire in a certain amount of time, making many consumers feel a sense of urgency and feel like they have to buy the product right away. Which situational characteristic does this describe? "Call right now, and we will double your order - Free!"

Temporal perspective

Sharon has to purchase a gift for her mother and only has this afternoon to do so because her birthday party is that evening. She's wondering how she will be able get to the mall in time to pick out the perfect gift. This is an illustration of which situation characteristic?

Temporal perspective

A recent study found that consuming two 1.5-cup servings of oat-based cereal a day could lower cholesterol. In response, General Mills released an ad for its oat-based cereal Cheerios where a dad is depicted coming home late from work and having Cheerios for dinner. When asked why by his young daughter, he replies, 'Because they taste just as good at night." General Mills created this ad to communicate how their product can create consumer satisfaction in each relevant

Usage situation

To be successful in highly competitive markets, companies must give their target customers more _____ than competitors.

Value

Many companies prefer to advertise during light television programs because viewers tend to be in a good mood while watching these shows. What situational influence are marketers trying to influence in this example?

antecedent states

Physical Surroundings

apparent, physical (real) aspects of any situation such as sound, light, configurations of merchandise, etc. The decor of a restaurant affects (or can affect) consumers and influences their purchase (choice) and consumption.

Ritual Situation

as a socially defined occasion that triggers a set of interrelated behaviors that occur in a structured format, that have symbolic meaning.

How can companies give customers the best value?

by doing a better job of anticipating and reacting to customer needs than the competition does

Temporal Perspective

deal with the effect of time on consumer behavior. For example, the length of time available for a grocery shopping trip will have an effect on the amount of purchasing one does, as well as on the store one selects.

Social Surroundings

deal with the other people present that could have an impact on the individual consumer's behavior. Shopping with one's parents will often produce different behaviors and purchases than shopping with one's friends.

Task Definition

the purpose or reason for engaging in the consumption behavior. Buying a product for self use versus as a gift has a substantial effect on the amount of shopping done and the features considered.

What product category below seems the LEAST susceptible to situational influences?

toothpaste Traditional gift items such as flowers and candy and products designed in part to meet situational needs such as sports drinks or coffee are also more susceptible to situational influences. Necessities that are privately consumed and purchased, such as toothpaste, probably are less susceptible to situational influences.