CB chapter 11
49. A fearful consumer tends to buy less and enjoy the experience less.
true
5. The term temporal factor refers to situational characteristics related to time.
true
6. Time pressure represents an urgency to act based on some real or self-imposed deadline.
true
8. Fruits in their season cost less than when they are not in season. This is an example of a situational influence on value. Which of the following temporal factors best explains this price variation? a. Time simultaneity b. Time constant c. Time reciprocity d. Time of the day e. Time of the year
e
42. Which of the following elements is/are most likely to influence the functional quality of a shopping environment? a. Low prices b. Crowds c. Upbeat music d. Cool colors e. Pleasant odors
a
51. Diane loves to splurge on clothes. However, when she was out shopping the other day, Diane bought much less than she usually does as she had left her credit card at home. Which of the following antecedent conditions is most likely accountable for Diane's reduced volume of purchase? a. Consumer's buying power b. Consumer budgeting c. Consumer's orientation d. Consumer's mood e. Consumer's perception of security
a
24. The overall subjective worth of a shopping activity considering all associated costs and benefits is known as _____. a. experiential shopping value (ESV) b. reversal shopping value (RSV) c. epistemic shopping value (ESV) d. acquisitional shopping value (ASV) e. personal shopping value (PSV)
e
1. Enduring characteristics of neither a particular consumer nor a product or brand are known as _____ influences. a. attitudinal b. tangential c. perceptual d. preferential e. situational
e
36. Consumers with a high capacity to self-regulate their behavior are sometimes referred to as _____. a. action-oriented b. state-oriented c. time-oriented d. mood-oriented e. object-oriented
a
30. Retailers specializing in a unique environment, an impressive décor, friendly employees, and pleasant emotions use a type of positioning which emphasizes the _____ quality of a retail store. a. affective b. epistemic c. functional d. experiential e. adaptive
a
10. Everyday Jay gets tired at around two in the afternoon and takes a nap. Which of the following best explains Jay's energy level that fluctuates depending on the time of day? a. Circadian cycle b. Homeostatic cycle c. Biometric cycle d. Lunar cycle e. Tachycardia cycle
a
11. The practice of running advertisements primarily at times when customers will be most receptive to the messages is known as _____. a. advertiming b. conquesting c. meta-advertising d. cool hunting e. shockvertising
a
13. Which of the following types of shopping is characterized by activities oriented toward acquiring knowledge about products? a. Epistemic shopping b. Acquisitional shopping c. Adaptive shopping d. Experiential shopping e. Impulsive shopping
a
15. Marian is a working mother with two sons. On weekdays, Marian is hard pressed for time and squeezes just enough time to grab some groceries on her way back from work. This is an example of _____ shopping. a. acquisitional b. epistemic c. experiential d. impulsive e. hedonic
a
22. Which of the following types of shopping is most likely to provide the greatest utilitarian shopping value? a. Acquisitional shopping b. Epistemic shopping c. Experiential shopping d. Impulsive shopping e. Unplanned shopping
a
23. Which of the following theory attempts to explain how environmental elements can lead to near 180 degree changes in shopping orientation? a. Reversal theory b. Trait theory c. Construct theory d. Organismic theory e. Phenomenal field theory
a
26. Betsy hates doing her groceries every Saturday. Therefore, when it is done, she feels glad that she won't have to buy groceries for the rest of the week. Which of the following types of shopping values is most likely received by Betsy from the activity of buying groceries? a. Utilitarian shopping value b. Hedonic shopping value c. Epistemic shopping value d. Experiential shopping value e. Absolute shopping value
a
3. Situational characteristics related to time are known as _____ factors. a. temporal b. sequential c. atmospheric d. spatial e. epistemic
a
16. Jim considers himself a cheese connoisseur. He spends his weekend visiting various cheese stores, trying out samples of different cheese and learning more about them. However, Jim hardly buys anything during these weekend outings. This is an example of _____ shopping. a. acquisitional b. epistemic c. adaptive d. impulsive e. utilitarian
b
17. Which of the following types of shopping is characterized by recreationally oriented activities designed to provide interest, excitement, relaxation, fun, social interaction, or some other desired feeling? a. Adaptive shopping b. Experiential shopping c. Epistemic shopping d. Impulsive shopping e. Acquisitional shopping
b
2. Diane buys most of her everyday needs from the local retail shop. However, one day when she visited the shop, she found it very crowded. Diane hates crowded places and therefore she returned home without buying anything. This is an example of a _____ influence altering a consumer's perception of value. a. product b. situational c. cultural d. brand e. public
b
20. When Melanie went to a mall to buy a birthday gift for her brother, she ended up buying a new pair of designer eyewear for herself. She had no intention of buying them as she already owns a few pairs. However, she could not resist herself as they were on sale. This is an example of _____ shopping. a. epistemic b. impulsive c. utilitarian d. affective e. adaptive
b
21. Which of the following types of shopping is most likely to provide the greatest hedonic shopping value? a. Acquisitional shopping b. Experiential shopping c. Epistemic shopping d. Impulsive shopping e. Planned shopping
b
28. Kate loves buying gifts for her friends. It gives her immense personal satisfaction. Which of the following types of shopping value is Kate most likely to receive from the activity of buying gifts? a. Affective shopping value b. Hedonic shopping value c. Impulsive shopping value d. Absolute shopping value e. Epistemic shopping value
b
31. Kyra is a chain of retail stores targeted toward working women. It offers trendy clothing and housewares. The stores are designed differently from others to provide the perception that they are hip and unique, just like their target shoppers. The goal is to create an emotionally rewarding environment in an attempt to produce high hedonic shopping value. This is an example of a positioning based on the _____ quality. a. adaptive b. affective c. experiential d. epistemic e. functional
b
34. Eva generally makes a list of things to be bought before going for grocery shopping on weekends. However, last weekend she picked up some items that were not there in her list as she realized that she needed these items when she saw them on display in the store. This activity of purchasing the items that were not in the list is an example of _____ shopping. a. impulsive b. unplanned c. compulsive d. decisive e. experiential
b
35. _____ is a personality trait that represents how sensitive a consumer is to immediate rewards. a. Compulsivity b. Impulsivity c. Susceptibility d. Sensitivity e. Accountability
b
37. When Timothy goes to a store, he has one goal in mind and that is to buy what he came to buy and not let other things in the store—sales, promotional events, tempting offers—interfere with his shopping intentions. This way he ensures that he never exceeds his budget. Based on this information, Timothy is a(n) _____ consumer. a. time-oriented b. action-oriented c. state-oriented d. mood-oriented e. affect-oriented
b
38. Consumers with a low capacity to self-regulate are referred to as _____. a. action-oriented b. state-oriented c. time-oriented d. mood-oriented e. object-oriented
b
39. Janice often accompanies her friends' on shopping trips. On such occasions, Janice ends up buying more than her friends. She can hardly resist the temptation of buying the products on sale and ends up spending a lot more than she planned to. According to this information, Janice is a(n) _____ consumer. a. action-oriented b. state-oriented c. time-oriented d. mood-oriented e. object-oriented
b
41. Which of the following represents the emotional meaning of an environment which results from the sum effect of all ambient attributes that influences the way one feels in that place? a. Functional quality b. Affective quality c. Adaptive quality d. Epistemic quality e. Sustainable quality
b
43. Which of the following elements is/are most likely to influence the affective quality of a shopping environment? a. Convenience of the environment b. Upbeat music c. Knowledgeable salespeople d. Low prices e. Availability of different brands
b
49. Lori prefers to purchase cosmetics at self-service drug stores as saleswomen at cosmetic counters in department stores intimidate her. Lori thinks that they are prettier than her. This self-evaluation conducted by Lori is an example of _____. a. social intimidation b. social comparison c. social attribution d. social categorization e. social aspiration
b
5. Which of the following is most likely to be true of consumers who experience time pressure while deciding on a purchasing activity? a. Consumers are more likely to process purchase related information at a deeper level. b. Consumers are more likely to rely on simple choice heuristics. c. Consumers' orientations are more likely to switch from utilitarian to hedonic. d. Consumers are less likely to buy brands positioned as relatively high quality. e. Consumers are more likely to shop with others rather than shopping alone.
b
12. Running commercials for sleep medication during the middle of the night is an example of _____. a. shockvertising b. cool hunting c. advertiming d. conquesting e. meta-advertising
c
18. Janice spends her weekends window shopping at various malls. She acknowledges that her weekend shopping outing is driven by boredom rather than any intention of making a purchase. She finds these outings interesting and relaxing. This is an example of _____ shopping. a. acquisitional b. epistemic c. experiential d. impulsive e. adaptive
c
33. Which of the following types of shopping behaviors is most likely to be characterized by both situational memory and utilitarian orientation? a. Impulsive shopping b. Compulsive shopping c. Unplanned shopping d. Experiential shopping e. Decisive shopping
c
40. In consumer behavior, the emotional nature of an environment or the feelings created by the total aura of physical attributes that comprise the physical environment is referred to as _____. a. metacentric b. telocentric c. atmospherics d. biometrics e. climacterics
c
47. _____ refers to the density of people and objects within a given space. a. Invading b. Diffusing c. Crowding d. Infiltrating e. Shilling
c
48. Consumers expect personal trainers to be physically fit. The degree to which a trainer's appearance matches a consumer's prototype and elicits a favorable response from the consumer will be referred to as _____. a. source fit b. source congruity c. source attractiveness d. source comparison e. source control
c
14. Which type of shopping is characterized by activities oriented toward a specific, intended purchase or purchases? a. Experiential shopping b. Epistemic shopping c. Adaptive shopping d. Acquisitional shopping e. Impulsive shopping
d
19. Which of the following types of shopping is characterized by spontaneous activities with a diminished regard for consequences, heightened emotional involvement, and a desire for immediate self-fulfillment? a. Acquisitional shopping b. Epistemic shopping c. Experiential shopping d. Impulsive shopping e. Adaptive shopping
d
27. Which of the following represents the worth of an activity because the time spent doing the activity itself is personally gratifying? a. Utilitarian shopping value b. Acquisitional shopping value c. Absolute shopping value d. Hedonic shopping value e. Epistemic shopping value
d
32. The way a retail store is defined in the mind of a shopper based on the combination of functional and affective qualities is known as retail _____. a. synchronicity b. utility c. functionality d. personality e. edge
d
4. Which of the following represents an urgency to act based on some real or self-imposed deadline? a. Situational pressure b. Epistemic pressure c. Stagnation pressure d. Time pressure e. Dynamic pressure
d
44. In the context of the retail atmosphere elements, which of the following terms refers to how consistent the elements of an environment are with each other? a. Fit b. Base c. Functionality d. Congruity e. Reliability
d
45. Which of the following terms refers to humans' physical and psychological processing of smells? a. Auditory b. Gustatory c. Ocular d. Olfactory e. Kinesthetic
d
50. Situational characteristics that a consumer brings to a particular information processing, purchase, or consumption environment are called _____ conditions. a. coalescent b. descendent c. impendent d. antecedent e. respondent
d
25. Which of the following represents the worth obtained because some shopping task or job is completed successfully? a. Hedonic shopping value b. Absolute shopping value c. Epistemic shopping value d. Experiential shopping value e. Utilitarian shopping value
e
29. Retailers specializing in things like a wide selection of goods, low prices, guarantees, and knowledgeable employees use a type of positioning which emphasizes the _____ quality of a retail store. a. affective b. experiential c. epistemic d. adaptive e. functional
e
46. The management at Saga, a newly opened apparel store specializing in high-end designer wear for working women, intends to position its store as grand, opulent, and exclusive. Which of the following, when implemented, is most likely to reflect this intention to the consumers? a. Using fast-paced music as the background music in the store b. Using pop music as the background music in the store c. Using predominantly red and orange colors in the store's decor d. Using signage with large numerals to indicate product price e. Using predominantly blue in the store's decor and interiors
e
6. Which of the following refers to regularly occurring conditions that vary with the time of year? a. Periodicity b. Synchronicity c. Simultaneity d. Perpetuity e. Seasonality
e
7. Every year as soon as spring arrives, home improvement stores and nurseries start selling annuals for flower beds as people start working outside in their yards. Such purchases are most likely influenced by _____. a. synchronicity b. simultaneity c. perpetuity d. periodicity e. seasonality
e
9. Our bodies have a rhythm that varies with the time of day. This is referred to as a _____ cycle. a. homeostatic b. lunar c. tachycardia d. biometric e. circadian
e
4. A consumer who is running short of time is more likely to process more product information than a consumer who is shopping leisurely.
false (A consumer who is running short of time is less likely to process more product information than a consumer who shops leisurely. When time is scarce, consumers process less information because time is a critical resource necessary for problem solving.)
45. A high degree of crowding produces the most positive outcomes in terms of shopping affect, purchase behavior, consumer satisfaction, and shopping value.
false (A mild degree of crowding produces the most positive outcomes in terms of shopping affect, purchase behavior, consumer satisfaction, and shopping value.)
17. Epistemic shopping includes activities oriented toward a specific, intended purchase or purchases.
false (Acquisitional shopping includes activities oriented toward a specific, intended purchase or purchases.)
31. State-oriented consumers are affected less by emotions generated by a retail atmosphere than are action-oriented consumers.
false (Action-oriented consumers are affected less by emotions generated by a retail atmosphere than are state-oriented consumers.)
33. State-oriented shoppers' purchasing and shopping value perceptions are unaffected by dominance.
false (Action-oriented shoppers' purchasing and shopping value perceptions are unaffected by dominance.)
11. Very few products are susceptible to seasonal influence.
false (Almost all products are susceptible to some type of seasonal influence.)
13. Circadian cycle refers to the rhythm of seasons that varies with the time of the year.
false (Circadian cycle refers to the rhythm of the human body that varies with the time of day.)
47. Consumers are more price sensitive when using card to pay for a purchase than when using cash.
false (Consumers are less price sensitive when using card to pay for a purchase than when using cash.)
7. Consumers experiencing time pressure are less likely to rely on simple choice heuristics than are those in less-tense situations.
false (Consumers experiencing time pressure are more likely to rely on simple choice heuristics than are those in less-tense situations.)
42. Compared to blue background, consumers who perceive a product in a predominantly red background tend to think the product is of higher quality.
false (Consumers who perceive a product in a predominantly blue background tend to think the product is of higher quality. In contrast, warm colors like red and orange tend to promote expectations of poor quality and low price.)
30. Consumers with a high capacity to self-regulate their behavior are referred to as state-oriented.
false (Consumers with a high capacity to self-regulate their behavior are sometimes referred to as action-oriented.)
29. Consumers with a low capacity to self-regulate are referred to as action-oriented.
false (Consumers with a low capacity to self-regulate are referred to as state-oriented.)
44. Crowding exerts a linear effect on consumers.
false (Crowding exerts a nonlinear effect on consumers.)
26. Feelings of dominance among action-oriented shoppers increase hedonic shopping value and decrease utilitarian shopping value.
false (Feelings of dominance among state-oriented shoppers increase hedonic shopping value and decrease utilitarian shopping value.)
22. Utilitarian shopping value represents the worth of an activity because the time spent doing the activity itself is personally gratifying.
false (Hedonic shopping value represents the worth of an activity because the time spent doing the activity itself is personally gratifying.)
41. Congruent music lowers consumers' quality perceptions.
false (Incongruent music lowers consumers' quality perceptions.)
34. Retailers with a high proportion of action-oriented consumers in their target market are more likely to thrive on consumers' impulse purchases.
false (Retailers with a high proportion of state-oriented consumers in their target market are more likely to thrive on consumers' impulse purchases.)
43. Signs that emphasize price by using large numerals create the perception of an up-scale store.
false (Signs that emphasize price by using large numerals create the perception of a discount store.)
32. Action-oriented shoppers who are emotionally aroused are far more likely to make additional purchases beyond what was planned than are state-oriented shoppers.
false (State-oriented shoppers who are emotionally aroused are far more likely to make additional purchases beyond what was planned than are action-oriented shoppers.)
12. The challenge for those who sell seasonal products is to change the products according to changing seasons.
false (The challenge for those who sell seasonal products is to position the product more as an everyday option.)
8. Time pressure tends to switch a consumer's orientation from utilitarian to hedonic.
false (Time pressure can switch a consumer's orientation from hedonic to utilitarian.)
23. Hedonic shopping value represents the worth obtained because some shopping task or job is completed successfully.
false (Utilitarian shopping value represents the worth obtained because some shopping task or job is completed successfully.)
1. Situational influences are enduring characteristics of neither a particular consumer nor a product or brand.
true
10. Seasonality refers to regularly occurring conditions that vary with the time of year.
true
14. Buying advertising with a schedule that runs the advertisement primarily at times when customers will be most receptive to the message is called advertiming.
true
15. Shopping is the set of potentially value-producing consumer activities that directly increase the likelihood that something will be purchased.
true
16. Both marketing and shopping make purchase more likely, but one involves activities of marketing people and the other involves activities of shoppers.
true
18. Experiential shopping involves recreationally oriented activities designed to provide interest, excitement, relaxation, fun, or some other desired feeling.
true
19. Epistemic activities include finding information on some imminent purchase.
true
2. Situational influences change the desirability of consuming things and therefore change the value of these things.
true
20. Outshopping is a term used to refer to consumers who are shopping in a city or town they must travel to rather than in their own hometown.
true
21. Personal shopping value (PSV) is the overall subjective worth of a shopping activity considering all associated costs and benefits.
true
24. Retailers specializing in things like a wide selection of goods, low prices, guarantees, and knowledgeable employees facilitate the task of shopping. This type of positioning emphasizes the functional quality of a retail store.
true
25. Retail personality is the way a retail store is defined in the mind of a shopper based on the combination of functional and affective qualities.
true
27. Consumers with attention deficit disorder typically have high degrees of impulsivity which makes them more prone to impulsive acts.
true
28. Consumer self-regulation refers to the tendency for consumers to inhibit outside, or situational, influences from interfering with shopping intentions.
true
3. In some ways, time is a consumer's only real resource because when we work, we convert time into economic resources.
true
35. Fit refers to how appropriate the elements of an environment are for a given environment.
true
36. Congruity refers to how consistent the elements of an environment are with each other.
true
37. An environment with a favorable functional quality tends to be associated with some degree of positive affect.
true
38. When shoppers process ambient citrus odors, they tend to feel higher levels of pleasant emotions while shopping and tend to be more receptive to product information.
true
39. Pop music used in the background contributes to discount store perceptions.
true
40. The presence of background music enhances service quality perceptions relative to an environment with no background music.
true
46. The economic resources a consumer brings to a particular purchase setting refer to the consumer's buying power.
true
48. The mood that consumers bring to the shopping environment can exaggerate the actual experience.
true
9. Time pressure shapes the value consumers perceive in products by influencing both quality and price perceptions.
true
