MKTG 409 Chapter 7

About what percentage of the annual U.S. gross domestic product is government spending?

20 percent

Many aspects of consumer buying decisions are affected by the individual's level of involvement. Level of involvement is

the importance and intensity of interest in a product in a particular situation

In which of the following stages of the consumer buying decision process does a person use evaluative criteria to assess a consideration set?

Evaluation of alternatives

Jose and Teresa are searching for a new cellular phone. They will most likely engage in which one of the following forms of problem solving? a. Extended problem solving b. Limited problem solving c. Impulse buying d. Routinized response behavior e. Intensive response behavior

Extended decision making

The recently created Department of Homeland Defense is a member of the_________market.

Government

Which type of business market tends to have the most complex buying procedures?

Government

You are thinking about buying a tablet to help with your classes and for entertainment purposes. When you search your memory for information about products that might address these needs, you are engaging in which aspect of the consumer buying decision process?

Internal information search

Within the information search step of the consumer buying decision process, what two primary aspects exist? a) Consideration sets and evoked sets b) Personal information and non-personal information c) Selective retention and selective distortion d) Internal search and external search e) Company-produced information and internal information

Internal search and external search

An accountant who purchases software for maintaining clients' books is an example of a buyer in a(n) ___________ market.

Producer

Motorola buys silicone which is used in its chip-making process. Motorola produces microchips for use within a wide variety of products for other firms, such as Ford, GM and Samsung. Motorola is a buyer in a(n) ____ market.

Producer

Retailers like Target and Kmart are considered to be members of which business market?

Reseller

Snappy Tools, Inc., purchases hammers, bolts, and other hardware items from a variety of manufacturers and sells them to hardware stores at a price that includes a profit for Snappy Tools, Inc. The company would be part of what type of business market?

Reseller

Kroger Grocery Store is an example of a reseller. Which of the following factors concerning reseller purchase decisions is false? a) Resellers are concerned with the level of demand for the product. b) Resellers are not concerned with how much space the product takes up as long as it has a high price. c) Resellers want producers to be able to supply adequate quantities of the product. d) Resellers are concerned with the availability of technical and promotional assistance from the producer. e) Resellers are concerned with the markup percentage they can get on the product.

Resellers are not concerned with how much space the product takes up.

Which of the following consumer decision-making processes will probably be used in purchasing toothpaste?

Routinized response behavior

The U.S. Army recruits soldiers based on the slogan, "Army Strong," implying that people can reach their full personal potential in the U.S.Army. This is an appeal to what need according to Maslow's hierarchy of needs?

Self-actualization

Which of the following would be considered an institutional buyer?

The United Way

Companies often use social media influencers popular with their target market to promote their products. In this case, the influences represent a(n)_____________.

aspirational reference group

Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ____ about Secret.

attitude

Which of the following consists of three major components: cognitive, affective, and behavioral?

attitude

In shopping for a new laptop computer for her master degree program, the alternatives Jocelyn is considering include Dell, Toshiba, Sony, and Hewlett-Packard. These four brands make up Jocelyn's

consideration set

Behavior that violates generally accepted norms of a particular society is best descirbed as____________.

consumer misbehavior

Copying computer software, video games, movies, or music without paying the producer for them is an example of______________.

consumer misbehavior

Shaun is going shopping with his dad to buy his first baseball glove for Little League. He listens to his dad talk to the salesperson at the sporting goods store, watches him examine the stitching in the glove and then rub his finger over the leather palm. Shaun's observations are part of his

consumer socialization

Use the following to answer the questions. Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan. Refer to Scenario 7.2. Since Alicia and Carlos were using gas mileage as one of their evaluative criteria, they are most likely in the ____ phase of the consumer buying process. Answers: a. purchase b. post-purchase c. problem recognition d. evaluation of alternatives e. external search

d.evaluation of alternativez

During the final stage of the consumer buying decision process, a person might experience cognitive dissonance, which is___________.

doubts in the buyer's mind about whether purchasing the product was the right decision

The process through which a person acquires the knowledge and skills to function as a consumer is best relates to which of the following social influences on the buying decision process?

family influence

Chloe and Max are searching for a health club to join. This purchase will likely be affected by ____ involvement.

enduring

A group of brands that a consumer views as alternatives for possible purchase is called a(n)

evoked set

High-involvement, unfamiliar, and expensive products such as cars are most likely to invovle___________

extended decision making

When buyers purchase products occasionally or from unfamiliar brands within a product category, they are most likely to use_________.

limited decision making

An internal energizing force that directs a person's behavior toward satisfying needs or achieving goals is best described as_____________

motive

Institutional markets are

organizations that seek nonbusiness goals.

The undifferentiated targeting strategy for finding a target market will likely not be successful if

people within the market have heterogeneous needs

Jana now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ___________ needs, appealing to sex appeal.

physiological

The five major stages of the consumer buying decision process, in order, are

problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation

Mike's Roadside Market buys produce from area farmers, marks the merchandise at a price that includes some profit, and then sells the fruit and vegetables to the people in and around Centerville. Mike's would be classified as part of a ___________ market.

reseller

Because retailers have to be concerned with product selection, price, and space, they often evaluate products on the basis of

sales per square foot of selling area

When you are using the internet to research a school project, and you ignore the banner ads on websites even though you see them flashing on the page, you are probably engaging in the process of________________.

selective exposure

When retailers go to great lengths to create physical settings that appeal to their target markets and are conducive to making purchase decisions, they are attempting to shape which of the following influences on consumer buying behavior

situational

What are the two ways governments make purchases?

bids and negotiated contracts

After purchasing a new Lexus, Brandon sees an Infinity pass by on the street and begins to wonder if he made the right choice. Brandon is experiencing

cognitive dissonance

Jeff needs to buy his textbooks for the coming semester of college. It is only two weeks before the first day of class, and he still has not made a purchase. Jeff wants to buy them somewhere other than the bookstore since he is still living at his parents' home and won't be on campus until the day before class. Jeff goes online and looks for sites that sell the textbook. Then he remembers that one of his friends had said something earlier about finding the book for a great price. Jeff then calls his friend to get the name of the site. In terms of Jeff's buying decision process, his going online to look for sites was part of _______, and his calling a friend was ______.

external information search; also external information search

Evan has just been hired as a product manager for a major technology firm. Currently, he is making purchases for his new apartment and upcoming job. His purchase of _____ would most likely be done through extended decision making, while his purchase of ____ would be purchased through limited decision making behavior.

flat screen TV; bath towels

Churches, charitable organizations, and private colleges are considered _____ buyers. a) corporate b) government c) institutional d) producer e) nonprofit

institutional

Pi Delta Mu sorority purchases food in bulk to feed its members living in the house. This means it is part of a(n) ____ market.

institutional

When Trevor realizes his liquor cabinet supply was devastated by last weekend's party, he first retrieves information from his memory about what types of liquor he and his friends like most and then asks the attractive clerk at the liquor store what she would recommend. Trevor started with a(n) _____ search and then progressed to a(n) _____ search.

internal; external

The state of Montana is preparing to buy a large quantity of frozen orange juice for use in a large school district. Citrus Sweet, Inc. is in the citrus juice business but has never sold to the government market. To have a chance at getting this order, Citrus Sweet's first step must be to get her firm to a) make a presentation appointment with the state. b) quote prices to the purchasing department. c) advertise in the capital city. d) negotiate with the state. e) secure a slot on the list of qualified bidders.

secure a slot on the list of qualified bidders

Which of the following influences on the consumer buying decision process result from time, circumstances, and location.

situational

John's lawnmower stopped working midway through mowing his front yard. His interest in researching replacement lawnmower brands is most likely to be___________.

situational involvement

Dave is an owner and manager of three apartment buildings in northern Minnesota. During an exceptionally hot summer the temperatures soared and the toll on the window air conditioners was too much. Seventeen of them have broken down already, and more are probably going to have to be replaced. He has a total of seventy-five apartment units. Dave is now in the process of deciding how to repair the air conditioning. Should he buy new window units for all the buildings, or should he install central air conditioning? What type of decision is Dave facing?

situational involvement and extended decision making

Which of the following is an open aggregate of people with similar social rank?

social class

In its purchase of desktop business computers, Albertson's asked that potential suppliers provide information only on units with 8GB of memory. As Albertson's management evaluates this purchase, it finds that 8GB is inadequate for many of the software programs used at Albertson's. In this instance, the firm would need to modify which aspect of the purchase process?

specification development