Question 1

Cognitive dissonance is likely to increase when the purchase decision has a major effect on the buyer.

Accepted Answer

A) True 
 B)False

Question 2

A(n)_____ is one with high levels of potential social or economic consequences.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 3

Subcultures are groups within a larger culture that have their own distinct modes of behavior.

Accepted Answer

A) True 
 B)False

Question 4

According to Maslow's hierarchy of needs,some people fixate on a need and fail to move beyond it.

Accepted Answer

A) True 
 B)False

Question 5

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____.

Accepted Answer

A)  evoked set 
B)  postpurchase evaluation 
C)  evaluative criteria 
D)  problem space 
A)  evoked set 
B)  postpurchase evaluation 
C)  evaluative criteria 
D)  problem space

Question 6

Consumers are more likely to experience cognitive dissonance when:

Accepted Answer

A)  the purchase has been made at discount prices. 
B)  the purchase decision has potential economic consequences. 
C)  the purchased product has routine uses. 
D)  the product company offers excellent after-sales service. 
A)  the purchase has been made at discount prices. 
B)  the purchase decision has potential economic consequences. 
C)  the purchased product has routine uses. 
D)  the product company offers excellent after-sales service.

Question 7

The buying behavior of an individual in a group is not only affected by the norms of the group,but also by that individual's role and status within the group.

Accepted Answer

A) True 
 B)False

Question 8

Jorge plans to buy a car and discusses the purchase with his parents.Their influence on his buying decision is considered:

Accepted Answer

A)  impersonal. 
B)  interpersonal. 
C)  personal. 
D)  institutional. 
A)  impersonal. 
B)  interpersonal. 
C)  personal. 
D)  institutional.

Question 9

Considerable external search for alternatives is typical when consumers are involved in extended problem solving.

Accepted Answer

A) True 
 B)False

Question 10

A _____ role is typically seen in purchase of products such as garden supplies and electronic equipments.

Accepted Answer

A)  wife-dominant 
B)  syncratic 
C)  husband-dominant 
D)  autonomic 
A)  wife-dominant 
B)  syncratic 
C)  husband-dominant 
D)  autonomic

Question 11

Consumers with strong loyalties to certain products are more difficult to reach with competitive advertising.

Accepted Answer

A) True 
 B)False

Question 12

According to psychologist Kurt Lewin,understanding consumer behavior is facilitated by an understanding of the two key factors of:

Accepted Answer

A)  learning levels and group power. 
B)  psychological makeup and inputs from others. 
C)  attitudes and perception. 
D)  reference groups and group norms. 
A)  learning levels and group power. 
B)  psychological makeup and inputs from others. 
C)  attitudes and perception. 
D)  reference groups and group norms.

Question 13

Chris decides to proceed with a majority decision,even though the decision goes against his beliefs.Chris is exhibiting the Asch phenomenon in this scenario.

Accepted Answer

A) True 
 B)False

Question 14

What are the different social classes in a society? What are the factors that determine the class rankings?

Accepted Answer

W.Lloyd Warner through his research iden

Question 15

The number of alternatives the consumer actually considers in the purchasing decision is called the _____.

Accepted Answer

A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept 
A) evoked set 
B) consumer behavior 
C) culture 
D) reference group 
E) Asch phenomenon
F)opinion leader
G)need
H)motive
I)perception
J)attitude
K)learning
L)subliminal perception
M)high-involvement purchase decision
N)closure
O)cognitive dissonance
P)routinized response behavior
Q)shaping
R)perceptual screens
S)evaluative criteria
T)self-concept

Question 16

Marketers can influence the outcome of the evaluation stage of the consumer purchase decision process by:

Accepted Answer

A)  attempting to convince consumers that certain attributes are more important than others in deciding which product to buy from among an array of them. 
B)  identifying which evaluative criteria are important to the individual, and pointing out which brand best meets those criteria. 
C)  trying to get the customer to reduce the size of the evoked set to exclude many of the choices. 
D)  attempting to convince the consumer to spend more than what was budgeted for the purchase to acquire more features they might prefer. 
A)  attempting to convince consumers that certain attributes are more important than others in deciding which product to buy from among an array of them. 
B)  identifying which evaluative criteria are important to the individual, and pointing out which brand best meets those criteria. 
C)  trying to get the customer to reduce the size of the evoked set to exclude many of the choices. 
D)  attempting to convince the consumer to spend more than what was budgeted for the purchase to acquire more features they might prefer.

Question 17

The _____ component of attitude specifically involves tendencies to act in a certain manner.

Accepted Answer

A)  cognitive 
B)  affective 
C)  behavioral 
D)  intellectual 
A)  cognitive 
B)  affective 
C)  behavioral 
D)  intellectual

Question 18

Which of the following would fall under the category of personal determinants of consumer behavior?

Accepted Answer

A)  The culture in which a person is raised 
B)  The needs and motives of the individual 
C)  The subculture to which one belongs 
D)  The reference groups that the individual looks up for guidance 
A)  The culture in which a person is raised 
B)  The needs and motives of the individual 
C)  The subculture to which one belongs 
D)  The reference groups that the individual looks up for guidance

Question 19

Edward is looking to purchase a laptop as he is not satisfied with the features of his old laptop.He gathers information from his coworkers about the new models available in the market with the desired features and lists down all the available options.The next step in Edward's decision-making process is to:

Accepted Answer

A)  continue looking for more options available in the market. 
B)  identify the problem he is facing with his current computer. 
C)  purchase the product from a trusted dealer recommended by his family. 
D)  compare the prices and features of all the available brands in his list. 
A)  continue looking for more options available in the market. 
B)  identify the problem he is facing with his current computer. 
C)  purchase the product from a trusted dealer recommended by his family. 
D)  compare the prices and features of all the available brands in his list.

Cognitive dissonance is likely to increase when the purchase decision has a major effect on the buyer.

A(n)_____ is one with high levels of potential social or economic consequences.

Subcultures are groups within a larger culture that have their own distinct modes of behavior.

According to Maslow's hierarchy of needs,some people fixate on a need and fail to move beyond it.

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____.

Consumers are more likely to experience cognitive dissonance when:

The buying behavior of an individual in a group is not only affected by the norms of the group,but also by that individual's role and status within the group.

Jorge plans to buy a car and discusses the purchase with his parents.Their influence on his buying decision is considered:

Considerable external search for alternatives is typical when consumers are involved in extended problem solving.

A _____ role is typically seen in purchase of products such as garden supplies and electronic equipments.

Consumers with strong loyalties to certain products are more difficult to reach with competitive advertising.

According to psychologist Kurt Lewin,understanding consumer behavior is facilitated by an understanding of the two key factors of:

Chris decides to proceed with a majority decision,even though the decision goes against his beliefs.Chris is exhibiting the Asch phenomenon in this scenario.

What are the different social classes in a society? What are the factors that determine the class rankings?

The number of alternatives the consumer actually considers in the purchasing decision is called the _____.

Marketers can influence the outcome of the evaluation stage of the consumer purchase decision process by:

The _____ component of attitude specifically involves tendencies to act in a certain manner.

Which of the following would fall under the category of personal determinants of consumer behavior?

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Business-to-Business (B2B)Marketing

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research and Sales Forecasting

Relationship Marketing and Customer Relationship Management (CRM)

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Your Career in Marketing

Developing an Effective Marketing Plan

Financial Analysis in Marketing

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Exam 6: Consumer Behavior

Cognitive dissonance is likely to increase when the purchase decision has a major effect on the buyer.

A(n)_____ is one with high levels of potential social or economic consequences.

Subcultures are groups within a larger culture that have their own distinct modes of behavior.

According to Maslow's hierarchy of needs,some people fixate on a need and fail to move beyond it.

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____.

Consumers are more likely to experience cognitive dissonance when:

The buying behavior of an individual in a group is not only affected by the norms of the group,but also by that individual's role and status within the group.

Jorge plans to buy a car and discusses the purchase with his parents.Their influence on his buying decision is considered:

Considerable external search for alternatives is typical when consumers are involved in extended problem solving.

A _____ role is typically seen in purchase of products such as garden supplies and electronic equipments.

Consumers with strong loyalties to certain products are more difficult to reach with competitive advertising.

According to psychologist Kurt Lewin,understanding consumer behavior is facilitated by an understanding of the two key factors of:

Chris decides to proceed with a majority decision,even though the decision goes against his beliefs.Chris is exhibiting the Asch phenomenon in this scenario.

What are the different social classes in a society? What are the factors that determine the class rankings?

The number of alternatives the consumer actually considers in the purchasing decision is called the _____.

Marketers can influence the outcome of the evaluation stage of the consumer purchase decision process by:

The _____ component of attitude specifically involves tendencies to act in a certain manner.

Which of the following would fall under the category of personal determinants of consumer behavior?

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Business-to-Business (B2B)Marketing

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research and Sales Forecasting

Relationship Marketing and Customer Relationship Management (CRM)

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Your Career in Marketing

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters