Chapter 5 - Consumer Behavior

A​ person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these​ factors? A. beliefs B. motivation C. perception D. association E. learning

D. association

​Generally, the​ consumer's purchase decision will be to buy the most preferred​ brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these​ factors? A. cognitive dissonance B. alternative evaluation C. ​buyer's remorse D. attitudes of others E. economic risks

D. attitudes of others

Researched​ extensively, marketers are particularly interested in the roles and influence of group members on the purchase of different products and services. What factor is the most important​ consumer-buying organization in​ society? A. Subculture B. Reference group C. Aspirational group D. Social class E. Family

Family

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. ​dissonance-reducing B. habitual C. complex D. ​variety-seeking E. brand​ loyalty-driven

Habitual

Which consumer group tends to show more brand loyalty and make shopping a family​ event, with children having a big say in the purchase​ decision? A. African Americans B. Arab Americans C. working class consumers D. middle class consumers E. Hispanic Americans

Hispanic Americans

Which of the following best describes divisibility of an innovation that influences the rate of​ adoption? A. It is the degree to which the results of using the innovation can be observed or described to others. B. It is the degree to which the innovation is difficult to understand. C. It is the degree to which the innovation may be tried on a limited basis. D. It is the degree to which the innovation appears superior to existing products. E. It is the degree to which the innovation fits the values and experiences of potential consumers.

It is the degree to which the innovation may be tried on a limited basis.

A​ ________ is a need that is sufficiently pressing to direct a person to seek satisfaction. A. perception B. stimulus C. motive D. culture E. tradition

Motive

The first stage of the buyer decision​ process, ________, can be triggered by either internal or external stimuli. A. cognitive dissonance B. purchase intention C. need recognition D. information search E. alternative evaluation

Need recognition

The relationship between the​ consumer's expectations and the​ product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase. A. market reach B. perceived performance C. brand personality D. market share E. consumer market

Percieved performance

The buying decision process follows several steps. How is the final step in the process​ identified? A. ​Post-purchase behavior B. Information search C. Evaluation of alternatives D. The purchase decision E. Need recognition

Post-purchase behavior

A​ ________ consists of the activities an individual is expected to perform according to the people around​ him/her. A. life cycle B. perception C. role D. motive E. lifestyle

Role

​________ means that consumers are likely to remember good points made about a brand they favor and forget good points made about competing brands. A. Selective retention B. Selective attention C. Cognitive dissonance D. Cognitive bias E. Selective distortion

Selective Retention

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. marketing stimuli C. ​self-actualization D. Maslow E. ​stimulus-response

Simulus-response

Family is one of the​ ________ factors that influence consumer behavior. A. psychological B. regional C. personal D. social E. business

Social

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. online social networks C. role and status D. aspirational groups E. buzz marketing

Aspirational Groups

A shoe manufacturing company uses ads featuring the members of a country music band with the hope that the​ band's fans will see them wearing the​ company's shoes and hence purchase the same brand of shoes. The shoe company believes that the band portrays the image of a​ ________ to the​ band's fans. A. membership group B. reference group C. subculture D. lifestyle E. status symbol

B. reference group

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. social status B. physiological needs C. culture D. perceptions E. motivations

Culture

George is buying his first house. He has spent a month looking at houses and comparing attributes such as price and location. He has contacted several real estate agents to look at different types of houses. George is most likely exhibiting​ ________. A. complex buying behavior B. consumer capitalism C. marketing myopia D. ​dissonance-reducing buying behavior E. ​variety-seeking buying behavior

A. Complex Buying Behavior

​________ is a​ person's pattern of living as expressed in​ his/her psychographics, and it includes the​ individual's activities,​ interests, and opinions. A. Lifestyle B. Motive C. Social class D. Personality E. Culture

A. Lifestyle

​________ is the process by which people​ select, organize, and interpret information to form a meaningful picture of the world. A. Perception B. Motivation C. ​Self-actualization D. Learning E. Dissonance

A. Perception

People cannot focus on all of the stimuli that surround them each day. A​ person's tendency to screen out most of the information is called​ ________. A. selective attention B. selective distortion C. subliminal retention D. cognitive inertia E. cognitive dissonance

A. Selective Attention

Marketers are always trying to spot​ ________ so as to discover new products that might be wanted by buyers. One of these is the growing concern among consumers about their health and​ fitness, which has created a great opportunity for flavored vitamin waters. A. cultural shifts B. subcultures C. reference groups D. new cultures E. new consumers

A. cultural shifts

​________ are ambassadors who share their passion for a​ company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards. A. Market mavens B. Surrogate consumers C. Innovators D. Brand evangelists E. Leading adopters

D. Brand Evangelists

In the context of the AIO dimensions for measuring​ consumers' lifestyles,​ "A" stands for​ ________. A. achievements B. attitudes C. admirations D. activities E. associations

D. activities

Relative​ advantage, compatibility,​ complexity, divisibility, and communicability are all characteristics of​ ________. A. the degree of buyer involvement B. alternative evaluations C. unexpected situational factors D. a​ product's rate of adoption E. postpurchase behaviors

D. a​ product's rate of adoption

Which adopter group is made up of opinion leaders in their communities and who adopt new ideas​ carefully? A. Early mainstream B. Late mainstream C. Lagging adopters D. Early adopters E. Innovators

D. early adopters

Which of the following is characteristic of online social​ networks? A. guaranteed positive results B. negligible adoption rates C. use of​ one-way communication techniques D. ​user-controlled content E. easy methods to measure results

D. ​user-controlled content

When consumers are highly involved with an​ expensive, infrequent, or risky purchase but see little difference among​ brands, they most likely will exhibit​ ________. A. impulse buying behavior B. complex buying behavior C. habitual buying behavior D. dissonance-reducing buying behavior E. consumer capitalism

Dissonance reducing buying behavior

Marketers describe the way a consumer processes information to arrive at brand choices as​ ________. A. cognitive dissonance B. impulse buying C. information search D. consumer capitalism E. alternative evaluation

E. Alternative Evaluation