Chapter 4 practice quiz questions

. Which of the following is true of a psychosocial consequence?

They are intangible in nature

In the family decision-making process, the person in the family who is responsible for starting the purchase decision process is the

. initiator

The process of _____ is the reinforcement of successive acts that leads to a desired behavior pattern or response

. shaping

The American Eurocopter company shows its product on a large yacht in its advertising in the hope that it will appeal to the upper stratum of _______________, which refers to relatively homogeneous divisions in a society into which people sharing similar lifestyles, values, norms, behaviors, and interests can be grouped

. social class

is a heuristic in which consumers make a selection on the basis of an overall impression or summary evaluation of the various alternatives under consideration.

Affect referral decision rule

_____ is a preference for a particular brand that results in its repeated purchase.

Brand loyalty

_____ is a state of psychological tension or postpurchase doubt a consumer may experience after making a difficult purchase decision.

Cognitive dissonance

_____ can be defined as the process and activities people engage in when searching for, selecting, purchasing, using, evaluating, and disposing of products and services so as to satisfy their needs and desires.

Consumer behavior

_____ is the process by which individuals acquire the purchase and consumption knowledge and experience they apply to future related behavior.

Consumer learning

_________________ is a broad, abstract external factor, and characterizes people based on their shared values, norms, learned meanings, and customs.

Culture

_____ are the dimensions or attributes of a product that are used to compare different alternatives.

Evaluative criteria

_____ are the concrete outcomes of product or service usage that are tangible and directly experienced by consumers

Functional consequences

Which of the following differentiates a functional consequence from a psychosocial consequence?

Functional consequences are concrete outcomes of a product, whereas psychosocial consequences are abstract outcomes.

With respect to motivation research, which of the following is a face-to-face situation in which an interviewer asks a consumer to talk freely in an unstructured interview using specific questions designed to obtain insights into his or her motives, ideas, or opinions?

In-depth interview

_____is the stage of the consumer decision-making process whereby the individual scans information stored in memory to recall past experiences and/or knowledge regarding various purchase alternatives.

Internal information search

Which of the following is true of the affect referral decision rule?

It is a type of heuristic.

Which of the following best defines an attitude

It is defined as a summary construct that represents an individual's overall feelings toward or evaluation of an object.

Which of the following best defines perception?

It is the process by which an individual receives, selects, organizes, and interprets information to create a meaningful picture of the world.

Which of the following is true of saliency of beliefs?

It tends to vary across different consumption situations.

Which of the following is true of perception

Perception is an individual process

theory is an approach that deals with the structure and development of personality and focuses on the underlying motivations for human behavior

Psychoanalytic

Which of the following statements describes a situation in which marketer-induced problem recognition was used?

Shopaholic, a clothing and accessories brand, sends newsletters to all its customers at the end of each summer, stating that their existing wardrobe might be out of style.

_____ refers to relatively homogeneous divisions in a society into which people sharing similar lifestyles, values, norms, interests, and behaviors can be grouped.

Social class

_____ refers to smaller groups or segments whose beliefs, values, norms, and patterns of behavior set them apart from the larger cultural mainstream.

Subculture

_____ is the ability to perceive a stimulus that is below the level of conscious awareness.

Subliminal perception

As an outcome of the alternative evaluation stage, the consumer develops

a predisposition to buy a certain brand

During which stage of the consumer decision-making process are both functional and psychosocial consequences important considerations?

alternative evaluation

During which stage of the consumer decision-making process are evoked sets and evaluative criteria relevant?

alternative evaluation

Lower-level needs such as hunger and thirst are important to marketers because these needs

are an ongoing source of motivation for most consumer purchase behavior

James, an interviewer, instructs Lily to respond to his questions with the first thing that comes to her mind. James provides Lily with several stimuli such as words, pictures, and ads. With respect to motivation research, James is using a(n)

association test.

Which of the following is the most relevant internal psychological process associated with the alternative evaluation stage of the consumer decision-making process?

attitude formation

Marketers encourage _____ by introducing new brands into markets that are already saturated and by using advertising and sales promotion techniques such as free samples, introductory price offers, and coupons.

brand switching

With respect to the roles in the family decision-making process, all the members of a family who use a car are referred to as the

consumers

Before Josephine expands her business into international markets, she has to understand the impact of ____________ on consumer behavior because each country has traditions, customs, and values that may impact the market's response to her marketing program.

culture

A reference group to which one does not wish to belong is a(n) _____ group

disassociative

Which of the following is a possible consequence of postpurchase evaluation?

dissatisfaction

In the postpurchase evaluation stage, when performance of a product or service is below expectations, it would result in

dissatisfaction.

The various brands identified as purchase options to be considered during the alternative evaluation process are known as the consumer's

evoked set.

Todd buys a fruit-based drink every afternoon. He either buys a Relish apple juice or an orange drink made by Joy Fruit Juices. He will not consider any other brand or type of soft drink because the two drinks make up his

evoked set.

Before purchasing a car, John sought advice from his friends and researched auto reviews on the Internet. He also visited car dealers and went for a test-drive. In which of the following stages of the consumer decision-making process is John engaged?

external information search

With respect to motivation research, which of the following is a technique in which small numbers of people with similar backgrounds and/or interests are brought together to discuss a particular product, idea, or issue?

focus groups

With respect to the alternative evaluation stage of the consumer decision-making process, how a golf cart handles, how the brakes on a bicycle work, and how well a stain remover eliminates dirt stains are all examples of

functional consequences

Simplified decision rules such as "Always buy the largest size of the cheapest detergent" or "Only buy motor oil if the manufacturer is offering a rebate" are called

heuristics

With respect to the roles in the family decision-making process, the person who exerts power as to what criteria will be used in the selection process while purchasing a product is called the

influencer

Jim's parents wish to buy a car. Knowing that Jim is a car enthusiast, they ask him to collect the relevant facts and figures required to make the purchase. Subsequently, Jim collects several magazines and articles for the same purpose. In this scenario, Jim is the

information provider

With respect to the consumer decision-making process, the stage that occurs immediately after the problem recognition stage is

information search

Which of the following is the most relevant internal psychological process associated with the purchase decision stage of the consumer decision-making process?

integration

Which of the following is the most relevant internal psychological process associated with the postpurchase evaluation stage of the consumer decision-making process?

learning

Telluride ski resort appeals to the personality or ___________ of skiers, as these can influence purchase decisions.

lifestlye

Frank is a location analyst for a fast-food restaurant chain. He knows that previous restaurants have been placed in locations where most people within a three-mile radius have the following characteristics: household incomes between $50,000 and $65,000 per year, children and parents are highly engaged in after-school activities, family is valued above work, and one or both parents has some education beyond high school. His target audience likely falls into the ___________ level of social class, which includes about 70 percent of people in the United States.

middle

Symbols, rhymes, associations, and images that assist in the learning and memory processes are known as

mnemonics.

When McCann Erickson asked women to draw and describe how they felt about roaches and discovered that many women associated roaches with men who had abandoned them, and therefore the women preferred roach killers that let them see the roaches die, the agency was using __________________________ research.

motivation

Which of the following is the most relevant internal psychological process associated with the problem recognition stage of the consumer decision-making process?

motivation

Which of the following consumer behaviors leads them to seek different brands and try out various options?

novelty-seeking behavior

Which of the following is the most relevant internal psychological process associated with the information search stage of the consumer decision-making process?

perception

According to Abraham Maslow's hierarchy of needs, the most basic level of human needs is

physiological needs.

Which of the following is considered as the final stage in the consumer decision-making process?

postpurchase evaluation

Which of the following is considered to be an objective evaluative criterion while purchasing an automobile?

price

Robert, an automobile engineer, detects a strange noise emanating from the engine of his car. As he is an expert mechanic, he diagnosed that the car required a new fan belt. Which of the following stages of the consumer decision-making process is represented in this scenario?

problem recognition

Which of the following is the first stage of the consumer decision-making process?

problem recognition

In the context of motivation research, _____ are efforts designed to gain insights into consumers' values, motives, attitudes, or needs that are difficult to express or identify by having them project these internal states upon some external object.

projective techniques

In terms of the alternative evaluation stage of the consumer decision-making process, how you feel when you wear new shoes, the perception of how others like your new hair style, and how a recent weight-loss makes you feel about yourself are all examples of

psychosocial consequences

With respect to the consumer decision-making process, which of the following stages can be considered as an immediate outcome of the alternative evaluation stage?

purchase decision

For which of the following situations is a consumer's purchase behavior most likely to be characterized by extended problem solving?

purchase of a brilliant-cut diamond wedding ring

With respect to the roles in the family decision-making process, the individual who performs the physical act of buying the product is called the

purchasing agent.

Which of the following is best defined as a group whose presumed perspectives or values are used by an individual as the basis for his or her judgments, opinions, and actions?

reference group

Jack, a student, has applied for a job in one of the top private banks in the United States. Jack feels securing a job with a private bank would fulfill his desire for steady employment. With respect to Maslow's hierarchy of needs theory, by securing a career in private banking, Jack is most likely to fulfill his _____ needs.

safety

James wants to buy a new truck.While watching TV, he notices a series of truck ads. However, he fails to notice several other ads including those promoting cosmetics, snack foods, and sodas. In this scenario, James is exhibiting

selective attention

The step of the perception process where consumers interpret information based on their own attitudes, beliefs, motives, and experiences is known as

selective comprehension

Which of the following is the first step in the selective perception process?

selective exposure

While watching a basketball game on television, Ryan leaves the room during commercial breaks and returns only when the live broadcast returns. If he deliberately avoids viewing commercials, Ryan is likely exhibiting

selective exposure

Ads that use telephone numbers that contain the company name are hoping to enhance

selective retention

Through the use of mnemonics, advertisers hope consumers will not engage in _____ when they see the advertisements.

selective retention

According to Abraham Maslow's hierarchy of needs theory, the highest level of needs is _____ needs.

self-actualization

Robert, the CEO of a software company in Houston, has fulfilled his career goals. Therefore, he decides to retire and help eliminate societal problems. In order to achieve this, he starts a charitable organization that helps in educating underprivileged children. With respect to Maslow's hierarchy of needs theory, Robert is looking to fulfill his _____ need.

self-actualization

Which of the following perception processes is the immediate, direct response to the taste, smell, touch, and hearing of stimuli?

sensation

When Bloomingdale's New York store sprayed Donna Karan's new perfume DKNY onto the sidewalks outside the store to introduce the perfume to consumers, it was trying to increase the level of _______________ so the product would get noticed.

sensory input

The desire to have satisfying relationships with others and feel a sense of love, affection, belonging, and acceptance is a reflection of _____ need.

social

Jorge realized his core target audience was characterized by common leisure activities (museum visits, polo matches), shopping patterns (preference for boutiques, designer labels), and media habits (read , ). His target audience may be most appropriately characterized by

social class.

Peter owns several rental apartments. Initially, he used several appliance brands in his apartments and was dissatisfied with their short life span. Currently, Peter purchases appliances only from Insignia Inc., a manufacturer of home appliances, for his apartments. His repeat purchases indicate

strong brand loyalty

Which of the following is considered to be a subjective evaluative criterion while purchasing an automobile?

styling

When Andy targets a new line of make-up to African Americans, he is targeting a(n) ____________________ within the larger cultural mainstream.

subculture

Adidas has different versions of its ads that are designed to appeal to different age groups and different regions of the United States, or _________________, because it found that these segments had different beliefs, values, norms, and patterns of behavior than the larger cultural mainstream.

subcultures

In its ads, The Coffee House stresses consumers' overall emotional impressions of the brand with an attractive slogan. Through this slogan, The Coffee House wants to convey that it sells exquisite and refreshing coffee to its consumers. It wants its consumers to purchase on the basis of this impression and not comparison. This is an example of a marketer using

the affect referral decision rule

Various brands of perfume use scented strips in their ads to influence _____ and to increase the probability that the ad will be perceived.

the consumer's level of sensory input

Which of the following is an example of a psychosocial consequence?

the feeling of prestige associated with wearing a luxury watch

Which of the following is an example of a functional consequence?

the taste of buttered popcorn in a movie theater

Jemma is targeting a new tennis racquet to tennis enthusiasts with professional occupations who have annual household incomes above $250,000 and graduate degrees. Her target audience likely falls into the ___________ level of social class, which includes about 14 percent of people in the United States.

upper