BUS312: Ch.5: Consumer Markets and Buyer Behavior (REVIEW)
The *cultural factors* that influence *buyer behavior* include _____. A. Culture, subculture, and social class B. Culture, subculture, small groups, and social networks C. Culture, subculture, beliefs, and attitudes D. Culture, social class, and family E. Culture, subculture and family.
A. Culture, subculture, and social class
Stimuli in the buyer's environment includes ________. A. economic, technological, social, and cultural forces B. the 4 Ps and buying attitudes and preferences C. buyer's characteristics and buyer's decision processes D. brand engagement and relationships E. the 4 Ps, social factors, and purchase behavior
A. economic, technological, social, and cultural forces
Which of the following correctly defines the consumer market? A. Consumers and the businesses that sell to them B. Individuals and households that buy goods and services for personal consumption C. Manufacturers, resellers, and consumers D. Consumers who spend more than $5000.00 yearly on goods and services E. Consumers and the resellers who consumers buy their products from
B. Individuals and households that buy goods and services for personal consumption
________ are the *social factors* that influence *consumer buyer* behavior. A. Personality, self-concept, and lifestyle B. Small groups, social networks, family, social roles, and status C. Age and lifecycle stage and lifestyle D. Culture, subculture, and social class E. Motivation, perception, learning, beliefs, and attitudes
B. Small groups, social networks, family, social roles, and status
Gatorade's famous "Like Mike" campaign featuring Michael Jordan appealed to young athletes who idolized the NBA star. This promotional campaign is an example of how marketers effectively utilize ________ in promoting their products and services. A. social class B. aspirational groups C. online social networks D. buzz marketing E. role and status
B. aspirational groups
An individual's ________, that is, the shared beliefs and values that distinguish one group from another, is/are the most basic cause of a person's wants and behavior. A. motivations B. culture C. social status D. perceptions E. physiological needs
B. culture
Research has shown five characteristics to be especially important in influencing an innovation's rate of adoption. One of these characteristics, ________, refers to the degree to which the innovation might be tried on a limited basis. A. communicability B. divisibility C. compatibility D. relative advantage E. complexity
B. divisibility
Of the five adopter groups, ________ are most widely regarded to be opinion leaders. A. late mainstream adopters B. early adopters C. innovators D. laggards E. early mainstream adopters
B. early adopters
1. Need recognition 2. Information search 3. Evaluation of alternatives 4. Purchase decision 5. Postpurchase behavior
Buyer Decision Making Process
Buying attitudes and preferences Purchase behavior: what buyers buy, when, where, and how much Brand and company relationship behavior
Buyer's responses
Which of the following correctly identifies the *personal factors* that influence consumer buyer behavior? A. Subculture, lifestyle, economic situation, and age and lifecycle stage B. Occupation, economic situation, lifestyle, family, and social class C. Age and lifecycle stage, lifestyle, economic situation, occupation, and personality and self-concept D. Age and lifecycle stage, occupation, economic situation, lifestyle, and motivation E. Motivation, beliefs and attitudes, perception, and learning
C. Age and lifecycle stage, lifestyle, economic situation, occupation, and personality and self-concept
Which of the following correctly identifies the first two adopter groups that adopt a new product? A. Early mainstream and late mainstream B. Innovators and laggard adopters C. Innovators and early adopters D. Late mainstream and laggard adopters E. Early adopters and early mainstream
C. Innovators and early adopters
What determines whether a buyer is satisfied or dissatisfied with a purchase? A. Whether or not the buyer experienced cognitive dissonance B. How others feel about the purchase C. Satisfaction is determined by the relationship between the consumer's expectations and the product's perceived performance. D. The number of alternatives considered in the purchase decision E. The amount of information gathered in the decision process
C. Satisfaction is determined by the relationship between the consumer's expectations and the product's perceived performance.
________ is the first stage in the new product adoption process. A. Awareness B. Evaluation C. Interest D. Adoption E. Trial
A. Awareness
According to the model of buyer behavior, what are the two parts of a buyer's black box? A. The buyer's attitudes and preferences and the buyer's purchase behavior B. The 4 Ps and social forces. C. The buyer's characteristics and the buyer's decision process D. Cultural forces and marketing stimuli E. Purchase behavior and cultural forces.
C. The buyer's *characteristics* and *decision process*
In the buyer decision process, after a consumer has recognized a need, he or she will ________. A. evaluate alternatives B. make a purchase decision C. search for information D. experience cognitive dissonance E. form a purchase intention
C. search for information
Forces and events in the buyer's environment enter the buyer's black box, where they are turned into a set of buyer responses. These buyer responses include __________. A. the buyer's attitudes and preferences and the buyer's decision process and purchase behavior B. the buyer's attitudes and preferences, purchase behavior, and marketing stimuli C. the buyer's attitudes and preferences, brand engagement and relationships, and purchase behavior D. the buyer's decision process and the buyer's characteristics E. the buyer's characteristics and purchase behavior
C. the buyer's attitudes and preferences, brand engagement and relationships, and purchase behavior
The ________ model of buyer behavior suggests that marketing and other stimuli enter the consumer's "black box" and produce certain attitudinal and behavioral responses. A. black-box B. Maslow C. marketing stimuli D. self-actualization E. stimulus-response
E. stimulus-response
The statements, "I only buy the best" and "The Japanese make the best cars in the world," represent ________. A. attitudes B. drives C. physiological needs D. motives E. perceptions
A. attitudes
The U.S. ________ currently accounts for more than $16 trillion worth of spending on goods and services each year. A. consumer market B. Department of Education C. Department of Defense D. economy E. federal government
A. consumer market
The first stage of the buyer decision process, ________, can be triggered by either internal or external stimuli. A. need recognition B. cognitive dissonance C. information search D. alternative evaluation E. purchase intention
A. need recognition
When consumers engage in ________ buying behavior, they go through a learning process, so it is most important that marketers understand information gathering and evaluation behavior. A. low-involvement B. variety-seeking C. dissonance-reducing D. complex E. habitual
D. complex
Five characteristics are important in influencing an innovation's rate of adoption. As ________ increases, the rate of adoption is slower. A. Communicability B. Relative advantage C. Compatibility D. Divisibility E. Complexity
E. Complexity
Which adopter group is skeptical and adopts a new product only after a majority of people have tried it? A. Innovators B. Early adopters C. Lagging adopters D. Early mainstream E. Late mainstream
E. Late mainstream
*Variety-seeking* behavior would result from which of the following conditions? A. Buyers do not engage in variety seeking behavior. B. High involvement and few differences between brands C. High involvement and significant differences between brands D. Low involvement and few differences between brands E. Low involvement and significant differences between brands
E. Low involvement and significant differences between brands
For the purchase of products like table salt, which often occur under conditions of low-consumer involvement and little significant brand difference, consumers typically engage in ________ buying behaviors. A. variety-seeking B. brand loyalty-driven C. dissonance-reducing D. complex E. habitual
E. habitual