Question 1

Purchasers who intend to use or benefit from the purchased product and do not buy products for business purposes are called the

Accepted Answer

A)  ultimate consumers. 
B)  end-use consumption group. 
C)  business market. 
D)  household purchasing group. 
E)  organizational market. 
A)  ultimate consumers. 
B)  end-use consumption group. 
C)  business market. 
D)  household purchasing group. 
E)  organizational market.

Question 2

After doing considerable shopping,Eric has just decided what brand and type of athletic shoes to buy and where he's going to buy them.In what stage of the consumer buying decision process is Eric?

Accepted Answer

A)  Problem recognition 
B)  Information search 
C)  Evaluation of alternatives 
D)  Purchase 
E)  Postpurchase evaluation 
A)  Problem recognition 
B)  Information search 
C)  Evaluation of alternatives 
D)  Purchase 
E)  Postpurchase evaluation

Question 3

Use the following to answer the questions.
Consumers use information from many sources when making purchasing decisions,including information from friends and family members.One of the most dissatisfying consumer experiences is with auto repair.Aware of this,Karla has asked several of her friends and family members where they have their cars repaired,since she has been experiencing a problem with her car starting when the weather is cold.Karla has heard that Skola's Auto Repair has reasonable prices,but it can be difficult to get an appointment.However,one of her friends,Steve,had a very poor experience with Skola's.Once he complained to them,they fixed the situation and now he prefers their auto shop over others.
-Refer to Scenario 6.1.The type of problem solving that consumers use to select an auto repair shop would normally be

Accepted Answer

A)  intensive problem solving. 
B)  extended problem solving. 
C)  routinized response behavior. 
D)  selective problem solving. 
E)  limited problem solving. 
A)  intensive problem solving. 
B)  extended problem solving. 
C)  routinized response behavior. 
D)  selective problem solving. 
E)  limited problem solving.

Question 4

What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an expensive product?

Accepted Answer

Marketers can employ several strategies

Question 5

Which of the following statements regarding social class is true?

Accepted Answer

A)  A social class is a closed aggregate of people with similar social ranking. 
B)  The criteria used to group people into social classes do not vary from one culture to another. 
C)  A social class is an open aggregate of people with similar social ranking. 
D)  A social class is a ranking of people by other members of society into positions of social respect. 
E)  A social class is an open aggregate of people with different social rankings. 
A)  A social class is a closed aggregate of people with similar social ranking. 
B)  The criteria used to group people into social classes do not vary from one culture to another. 
C)  A social class is an open aggregate of people with similar social ranking. 
D)  A social class is a ranking of people by other members of society into positions of social respect. 
E)  A social class is an open aggregate of people with different social rankings.

Question 6

Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate?

Accepted Answer

A)  Inputs are organized by individuals to produce meaning,and this organizational process is usually a slow one. 
B)  Organization of information inputs is not always needed to produce meaning. 
C)  Inputs that reach awareness are organized and interpreted in much the same way by all consumers. 
D)  Because a person interprets information in terms of what is familiar,only one interpretation of organized inputs is possible. 
E)  Inputs that reach awareness are organized to produce meaning,and this meaning is interpreted in light of what is familiar to the individual. 
A)  Inputs are organized by individuals to produce meaning,and this organizational process is usually a slow one. 
B)  Organization of information inputs is not always needed to produce meaning. 
C)  Inputs that reach awareness are organized and interpreted in much the same way by all consumers. 
D)  Because a person interprets information in terms of what is familiar,only one interpretation of organized inputs is possible. 
E)  Inputs that reach awareness are organized to produce meaning,and this meaning is interpreted in light of what is familiar to the individual.

Question 7

When a product is a conspicuous one,reference-group influence is more likely to affect the brand decision.

Accepted Answer

A) True 
 B)False

Question 8

Motives always operate at a conscious level.

Accepted Answer

A) True 
 B)False

Question 9

The three major categories of influences on the consumer buying decision process are:

Accepted Answer

A)  situational influences,demographic influences,and psychological influences. 
B)  social influences,situational influences,and marketer-dominated influences. 
C)  demographic influences,situational influences,and marketer-dominated influences. 
D)  situational influences,social influences,and psychological influences. 
E)  marketer-dominated influences,psychological influences,and person-specific influences. 
A)  situational influences,demographic influences,and psychological influences. 
B)  social influences,situational influences,and marketer-dominated influences. 
C)  demographic influences,situational influences,and marketer-dominated influences. 
D)  situational influences,social influences,and psychological influences. 
E)  marketer-dominated influences,psychological influences,and person-specific influences.

Question 10

According to Coleman's social class categories,the social class that includes approximately 40 percent of the population,shops for bargains,and buys sports and recreational equipment is the

Accepted Answer

A)  upper class. 
B)  middle class. 
C)  first class. 
D)  working class. 
E)  lower class. 
A)  upper class. 
B)  middle class. 
C)  first class. 
D)  working class. 
E)  lower class.

Question 11

Although marketers may attempt to influence what a consumer learns,their attempts are seldom fully successful.

Accepted Answer

A) True 
 B)False

Question 12

Learning associated with purchase behavior is not particularly affected by reinforcement.

Accepted Answer

A) True 
 B)False

Question 13

Psychological influences that determine where a person purchases products on a regular basis are called

Accepted Answer

A)  convenience responses. 
B)  patronage motives. 
C)  shopping motives. 
D)  pattern responses. 
E)  routine decisions. 
A)  convenience responses. 
B)  patronage motives. 
C)  shopping motives. 
D)  pattern responses. 
E)  routine decisions.

Question 14

Use the following to answer the questions.
Consumers use information from many sources when making purchasing decisions,including information from friends and family members.One of the most dissatisfying consumer experiences is with auto repair.Aware of this,Karla has asked several of her friends and family members where they have their cars repaired,since she has been experiencing a problem with her car starting when the weather is cold.Karla has heard that Skola's Auto Repair has reasonable prices,but it can be difficult to get an appointment.However,one of her friends,Steve,had a very poor experience with Skola's.Once he complained to them,they fixed the situation and now he prefers their auto shop over others.
-Refer to Scenario 6.1.The change in Steve's behavior toward Skola's Auto Repair,caused by the company's response to his complaint,is a function of

Accepted Answer

A)  perception. 
B)  motivation. 
C)  attitudes. 
D)  learning. 
E)  influence. 
A)  perception. 
B)  motivation. 
C)  attitudes. 
D)  learning. 
E)  influence.

Question 15

Luis likes shopping at Stein Mart,a discount department store,because he likes the prices,products,and services the store provides.His selection of this store as a regular stop when shopping is influenced by ____ motives.

Accepted Answer

A)  self-concept 
B)  self-image 
C)  projective 
D)  depth 
E)  patronage 
A)  self-concept 
B)  self-image 
C)  projective 
D)  depth 
E)  patronage

Question 16

Product availability plays a major role in the purchase stage.If the highest-ranked product is unavailable,the consumer will most likely purchase the brand ranked second.

Accepted Answer

A) True 
 B)False

Question 17

Psychological influences operate within individuals to determine,in part,their behavior as consumers.

Accepted Answer

A) True 
 B)False

Question 18

An attitude is

Accepted Answer

A)  an internal trait that makes a person unique. 
B)  a set of actions that a person in a particular position is supposed to perform. 
C)  a competence in performing activities. 
D)  a person's behavior caused by information and experience. 
E)  one's evaluation,feelings,and behavioral tendencies toward an object or idea. 
A)  an internal trait that makes a person unique. 
B)  a set of actions that a person in a particular position is supposed to perform. 
C)  a competence in performing activities. 
D)  a person's behavior caused by information and experience. 
E)  one's evaluation,feelings,and behavioral tendencies toward an object or idea.

Question 19

The U.S.Army recruits soldiers based on the slogan,"An army of one," 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?

Accepted Answer

A)  Safety 
B)  Esteem 
C)  Self-actualization 
D)  Physiological 
E)  Social 
A)  Safety 
B)  Esteem 
C)  Self-actualization 
D)  Physiological 
E)  Social

Question 20

In the consumer buying decision process,the information search stage

Accepted Answer

A)  yields a group of brands that a buyer views as possible alternatives. 
B)  involves a buyer becoming aware of the need for a product. 
C)  is not necessary when the buyer is involved in extensive decision making. 
D)  occurs immediately after evaluation of alternatives. 
E)  is lengthy for routine response buying behavior. 
A)  yields a group of brands that a buyer views as possible alternatives. 
B)  involves a buyer becoming aware of the need for a product. 
C)  is not necessary when the buyer is involved in extensive decision making. 
D)  occurs immediately after evaluation of alternatives. 
E)  is lengthy for routine response buying behavior.

Exam 6: Consumer Behavior

Purchasers who intend to use or benefit from the purchased product and do not buy products for business purposes are called the

After doing considerable shopping,Eric has just decided what brand and type of athletic shoes to buy and where he's going to buy them.In what stage of the consumer buying decision process is Eric?

What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an expensive product?

Which of the following statements regarding social class is true?

Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate?

When a product is a conspicuous one,reference-group influence is more likely to affect the brand decision.

Motives always operate at a conscious level.

The three major categories of influences on the consumer buying decision process are:

According to Coleman's social class categories,the social class that includes approximately 40 percent of the population,shops for bargains,and buys sports and recreational equipment is the

Although marketers may attempt to influence what a consumer learns,their attempts are seldom fully successful.

Learning associated with purchase behavior is not particularly affected by reinforcement.

Psychological influences that determine where a person purchases products on a regular basis are called

Luis likes shopping at Stein Mart,a discount department store,because he likes the prices,products,and services the store provides.His selection of this store as a regular stop when shopping is influenced by ____ motives.

Product availability plays a major role in the purchase stage.If the highest-ranked product is unavailable,the consumer will most likely purchase the brand ranked second.

Psychological influences operate within individuals to determine,in part,their behavior as consumers.

An attitude is

The U.S.Army recruits soldiers based on the slogan,"An army of one," 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?

In the consumer buying decision process,the information search stage

Strategic Marketing Management

Developing and Implementing Marketing Strategies

The Global Marketing Environment

Information for Marketing Decisions

Selecting Target Markets

Business Buying Behavior

International Marketing

Digital Marketing and Social Media

Product Decisions

Strategic Product Management

Services Marketing

Strategic Management of Branding and Packaging

A Supply Chain Management and Marketing Channels

B Supply Chain Management and Marketing Channels

A Retailing,wholesaling and Direct Marketing

B Retailing,wholesaling and Direct Marketing

Integrated Marketing Communications

Advertising and Publicrelations

Personal Selling and Sales Promotion

Strategic Pricing Management

Pricingdecisions

Global Issues,social Responsibility and Marketing

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