MKTG 371 CH.11
A buying decisions made by organizational buying is called ________. A) modified rebuy B) new buy C) straight rebuy D) all of the above
D
A company who uses the home shopping party method is ________. A) Amway B) Avon C) Mary Kay D) All of the above
D
A general attitude toward shopping is called ________. A) shopping addiction B) shopping feeling C) shopping psychology D) shopping orientation
D
When a retail customer senses a sudden urge that simply can't be ignored, the customer is experiencing unplanned buying.
FALSE
A typical antecedent state that a consumer might experience as he or she approaches the purchase environment is ________. A) time pressure B) sales interactions C) product disposal D) point-of-purchase stimuli
A
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. A) referent B) informational C) legitimate D) coercive
A
In general, people from which of the following cultures have typically been shown to wait the most patiently while standing in a long line? A) Asian B) French C) American D) Italian
A
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 ________. A) time poverty B) the leisure paradox C) psychological time D) circular time
A
Others who are present in a consumer's physical and social environment when purchases are made are called ________. A) co-consumers B) by-standers C) purchase competitors D) challengers
A
Stephanie loves flea markets and garage sales. She spends most of her Saturday mornings going from one to another. About once a month, she holds her own garage sale just to get rid of some of the items she purchases during the month. Stephanie is actively engaged in ________. A) lateral cycling B) divestment cycling C) freecycling D) underground cycling
A
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. A) salespeople B) atmospherics C) retail theming D) reward power
A
Allen has a store that rents only formal wear to men, such as tuxedoes. Allen sells to a highly segmented market based on ________. A) product disposal B) usage situation C) mood D) sales interaction
B
Allison Chewie felt she was always pressed for time; she was feeling ________. A) time pressure B) time poverty C) psychological time D) social time
B
The ________ influence is the reference group influence that helps the consumer make decisions about specific brands or activities. A) normative B) comparative C) selective D) coercive
B
Which of the following is an example of utilitarian influence? A) An individual seeks information about various brands from a professional. B) An individual's decision to purchase a particular brand is influenced by the preferences of family members. C) An individual feels that the purchase of a particular brand will enhance the image others have of her. D) An individual seeks brand-related knowledge and experience from friends, neighbors, colleagues, and relatives who have reliable information about the brand.
B
________ is the conscious designing of retail space and its various dimensions to evoke certain effects in buyers. A) Pretailing B) Atmospherics C) Marketing-landscaping D) Store image
B
A ________ includes a buyer, a seller, a product or service and other factors, such as how the physical environment makes one feel. A) post-purchase process B) purchase process C) consumption situation D) psychological situation
C
A group composed of people that the consumer actually knows is called a(n) ________ reference group. A) aspirational B) tribal C) membership D) networked
C
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? A) Time is a pressure cooker. B) Time is a river. C) Time is a map. D) Time is a feast.
C
A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior. A) opinion group B) demographic group C) reference group D) focus group
C
Anna Jeter has a sudden urge she couldn't resist to buy a new purse; she was engaging in ________. A) unplanned buying B) point of purchase stimuli C) impulse buying D) none of the above
C
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 factor best describes what brings this group together? A) Propinquity B) Mere exposure C) Group cohesiveness D) Avoidance
C
In a(n) ________, consumers participate in the production of the products or services they buy. A) pop-up store B) minipreneur shop C) activity store D) sharing site
C
Which dimension of psychological time includes the categorization of "time for me"? A) Temporal orientation dimension B) Planning orientation dimension C) Social dimension D) Polychromic dimension
C
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? A) Time is a pressure cooker. B) Time is a map. C) Time is a feast. D) Time is a mirror.
C
________ are an actual or imaginary individual or group that significantly influences an individual's evaluations, aspirations, or behavior. A) Formal groups B) Informal groups C) Reference groups D) None of the above
C
________ includes a buyer, a seller, and a product or service and other factors. A) Seller consumption B) Buyer consumption C) Consumption situation D) None of the above
C
According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions. A) antecedent state B) post-purchase process C) cognitive process D) purchase environment
D
Hedonic shopping motives include ________. A) social experiences B) interpersonal attraction C) thrill of the hunt D) all of the above
D
Innovative merchants have turned to retail theming to provide new ways to stimulate and encourage consumers during their shopping experience. A retailer that used a simulated outdoor environment (such as a fishing pond with real fish) to attract outdoor enthusiasts to the retail store is using a ________ theme. A) marketscape B) cyberspace C) mindscape D) landscape
D
Reference groups influence us in three ways. These influences include informational, utilitarian, and ________ dimensions. A) reputational B) descriptive C) knowledge D) value-expressive
D
The day reconstruction method requires a respondent to ________. A) dispose of any unused product during a specified period of time B) keep a record of everything he or she recycles during the month C) try to remember what he or she did a month ago on the same day of the week D) keep a diary of everything he or she did during the day
D
A good metaphor for a women whose timestyles are spontaneous in their planning orientation and have a present focus is "Time is a mirror."
FALSE
A membership reference group is made up of idealized figures such as successful business people, athletes, or performers.
FALSE
A normative community is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.
FALSE
A vending machine is a good illustration of a point-of-purchase display.
FALSE
An individual's motivation to distance himself from a negative reference group is never as powerful as his motivation to please a positive group.
FALSE
Clothing choices are often heavily influenced by the situation in which the consumer needs to wear them.
FALSE
Customers are more likely to buy an inferior product now rather than wait for a better one if their culture thinks of times as a map rather than as a river.
FALSE
Hedonic shopping is typically motivated by immediate needs.
FALSE
A temporal factor is one that reflects sense of time.
TRUE
Groups maintain fundamental standards of conduct through normative influence.
TRUE
Impulse items such as candy or gum are placed near the checkout.
TRUE
Most customers who experience an environment that is both pleasant and arousing will interpret it as an exciting environment.
TRUE
Putting more and more people into the same marketing space will increase arousal in customers. This can be seen as either positive or negative, depending upon each customer's interpretation of this arousal.
TRUE
The fact that some customers will pay three to four times as much as others to fly first class, even though the plane arrives at the same time for every passenger, demonstrates the importance of both the social and physical surroundings in the marketplace.
TRUE
The likelihood that someone will belong to your reference group is enhanced if you and the person have propinquity.
TRUE
The thrill of the hunt is considered a hedonic shopping motive.
TRUE
Time poverty is creating opportunities for many new products that allow people to multitask.
TRUE
Time poverty seems to be more a problem of perception than of fact.
TRUE
When shopping with others, some people are more likely to choose risky alternatives than they would be if shopping alone. This behavior occurs due to social power of groups.
TRUE
A typical antecedent state is product disposal.
FALSE
Which of the following is considered a post-purchase process? A) The shopping experience B) Mood C) Consumer satisfaction D) Shopping orientation
C
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 ________. A) reference group B) information cascade C) avoidance group D) brand community
A
The personality of a retail store is also called ________. A) store image B) retail theming C) store theming D) store layout
A
A ________ orientation dimension distinguishes between people who prefer to do one thing at a time and those who have multitasking timestyles. A) social B) polychronic C) planning D) temporal
B
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) ________. A) marketscape B) being space C) mindscape D) activity space
B
According to a survey, with respect to disposing of products, about two out of three people indicate that they could be classified as ________. A) pack rats B) selective savers C) excessive disposers D) compulsive recyclers
B
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) ________. A) normative clan B) consumer tribe C) maven network D) aspirational group
B
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 ________. A) store position B) atmospherics C) subliminal clues D) marketscape theme
B
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. A) gestalt B) exchange C) gemba D) satisfaction/dissatisfaction
B
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. A) propinquity B) mere exposure C) group cohesiveness D) reference bias
B
The pressure to conform that escalates as more and more group members "cave in" is called the ________ effect. A) polarization B) bandwagon C) loafing D) homophily
B
The psychological dimension of time or how it is experienced is an important factor in what mathematical study? A) Polychromic activity B) Queuing theory C) Temporal tasking D) Physical metrics
B
Beth likes to volunteer at a local food bank. Because she once worked at a large supermarket and saw lots of food that had not been purchased, she arranged for a local store to give unsold items to the food bank. Beth was engaged in ________. A) lateral cycling B) divestment cycling C) freecycling D) underground cycling
C
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? A) River B) Map C) Pressure cooker D) Mirror
C
The steps that consumers practice to gradually distance themselves from things they treasure so that they can sell or recycle them are called ________. A) recycling instincts B) tangential cycling C) divestment rituals D) underground reinvestments
C
Which of the following is an unpleasant psychological state? A) Density B) Arousal C) Crowding D) Expectancy
C
A coupon-dispensing machine in a grocery aisle and an employee handing out free samples of a new product are both examples of ________. A) pretailing B) retail theming C) shopping orientations D) POP stimuli
D
A garage sale is an example of what is called ________. A) the profit motive B) renewing C) casting away D) lateral recycling
D
A retailer using a marketscape theme gives consumers the opportunity to enter into a world of fantasy (such as one where the person becomes a virtual hunter, race car driver, or fashion model) as they shop.
FALSE
A typical utilitarian shopping motive is interpersonal attraction
FALSE
Consumers' physical and social environments have little to do with the motives that are constructed for product usage.
FALSE
If a retailer has decided to use a marketscape theme for its retail operations, the retailer's store images will be built on information and communications technology features.
FALSE
A point-of-purchase stimuli is part of the purchase environment.
TRUE
A pop-up store is purposefully designed to come and go very rapidly.
TRUE
It would be difficult to sell consumers life insurance if their notion of time is like a mirror.
TRUE