Question 1

In what ways can situational influences affect the consumer buying decision process?

Accepted Answer

The answer of In what ways can situational influences affect...

Question 2

During the evaluation of alternatives stage of the consumer buying decision process,framing most likely influences the decision process of ____ buyers.

Accepted Answer

A)  younger 
B)  older 
C)  wealthier 
D)  veteran 
E)  inexperienced 
A)  younger 
B)  older 
C)  wealthier 
D)  veteran 
E)  inexperienced

Question 3

A major determining factor in deciding which type of problem-solving process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person.This is known as an individual's

Accepted Answer

A)  motivational structure. 
B)  routinized response behavior. 
C)  level of involvement. 
D)  cognitive dissonance. 
E)  evaluative criteria. 
A)  motivational structure. 
B)  routinized response behavior. 
C)  level of involvement. 
D)  cognitive dissonance. 
E)  evaluative criteria.

Question 4

An attitude consists of one's evaluation feelings and behavioral tendencies toward an object or idea.

Accepted Answer

A) True 
 B)False

Question 5

Problem recognition speed can vary from quite rapid to very slow.

Accepted Answer

A) True 
 B)False

Question 6

According to Coleman's major social class categories,which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods,likes fashionable items,and is often found in management positions?

Accepted Answer

A)  Lower class 
B)  Upper class 
C)  Middle class 
D)  Working class 
E)  First class 
A)  Lower class 
B)  Upper class 
C)  Middle class 
D)  Working class 
E)  First class

Question 7

Changes in an individual's thought processes and behavior caused by information and experience is called

Accepted Answer

A)  learning. 
B)  attitude formation. 
C)  patronage motives. 
D)  personality. 
E)  motivation. 
A)  learning. 
B)  attitude formation. 
C)  patronage motives. 
D)  personality. 
E)  motivation.

Question 8

Patronage motives influence where one purchases products on a regular basis.

Accepted Answer

A) True 
 B)False

Question 9

Beth Hines is buying furniture for her apartment for the first time.She is spending considerable time and effort comparing the products that different stores offer.Which type of problem-solving process is she using?

Accepted Answer

A)  Selective 
B)  Intensive 
C)  Extended 
D)  Shopping 
E)  Routinized 
A)  Selective 
B)  Intensive 
C)  Extended 
D)  Shopping 
E)  Routinized

Question 10

Draw and label the consumer buying decision process and include the possible influences on the process.

Accepted Answer

The consumer buying decision process can

Question 11

Abercrombie & Fitch is developing a program to get to know its customers.Which of the following is not a reason why A&F needs to understand consumer buying behavior?

Accepted Answer

A)  customer's reactions to marketing strategy can impact the firm's success 
B)  all customers are the same when it comes to buying behavior 
C)  a firm should create a marketing mix that satisfies customers 
D)  it helps the marketer predict how consumers will respond to marketing strategies 
E)  the marketing concept stresses that a firm should know its customers 
A)  customer's reactions to marketing strategy can impact the firm's success 
B)  all customers are the same when it comes to buying behavior 
C)  a firm should create a marketing mix that satisfies customers 
D)  it helps the marketer predict how consumers will respond to marketing strategies 
E)  the marketing concept stresses that a firm should know its customers

Question 12

As Brianna walks to classes,she selects,organizes,and interprets the sensations she is receiving through her sense organs.Brianna is experiencing the process of

Accepted Answer

A)  exposure. 
B)  motivation. 
C)  learning. 
D)  attitude formation. 
E)  perception. 
A)  exposure. 
B)  motivation. 
C)  learning. 
D)  attitude formation. 
E)  perception.

Question 13

Marketers often provide consumers with experience to their products,including free samples and trial offers,to facilitate consumer

Accepted Answer

A)  patronage motives. 
B)  attitudes. 
C)  perception. 
D)  distortion. 
E)  learning. 
A)  patronage motives. 
B)  attitudes. 
C)  perception. 
D)  distortion. 
E)  learning.

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.Positive feelings generated by satisfaction with Skola's response will become part of Steve's

Accepted Answer

A)  personality. 
B)  motives. 
C)  social class. 
D)  role. 
E)  attitude. 
A)  personality. 
B)  motives. 
C)  social class. 
D)  role. 
E)  attitude.

Question 15

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.A dissatisfied Skola's Auto Repair customer told a friend about his experience.The friend has been a long-time Skola's customer and the next day,didn't remember what her friend told her.This is an example of

Accepted Answer

A)  perceptive perception. 
B)  selective exposure. 
C)  selective distortion. 
D)  receptive exposure. 
E)  selective retention. 
A)  perceptive perception. 
B)  selective exposure. 
C)  selective distortion. 
D)  receptive exposure. 
E)  selective retention.

Question 16

Which of the following statements about the consumer buying decision process is true?

Accepted Answer

A)  Consumers progress through the five stages of this process for all limited problem-solving decisions. 
B)  Although all of the steps in the process are used in all decision processes,the order tends to depend on the customer's level of involvement. 
C)  The key element of the process that exists in all consumer buying decision processes is the purchase of the product. 
D)  Once the purchase of a product has been made,the consumer buying decision process is complete. 
E)  Consumers making limited problem-solving decisions may not go through all five steps of the process. 
A)  Consumers progress through the five stages of this process for all limited problem-solving decisions. 
B)  Although all of the steps in the process are used in all decision processes,the order tends to depend on the customer's level of involvement. 
C)  The key element of the process that exists in all consumer buying decision processes is the purchase of the product. 
D)  Once the purchase of a product has been made,the consumer buying decision process is complete. 
E)  Consumers making limited problem-solving decisions may not go through all five steps of the process.

Question 17

A person receives information inputs through the senses.

Accepted Answer

A) True 
 B)False

Question 18

If an information input is useful in satisfying a person's current needs,it is more likely to reach awareness.

Accepted Answer

A) True 
 B)False

Question 19

There is strong research evidence that personality characteristics are major determinants of purchasing power.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A)  low 
B)  internal 
C)  enduring 
D)  evoked 
E)  perceived 
A)  low 
B)  internal 
C)  enduring 
D)  evoked 
E)  perceived

Exam 6: Consumer Behavior

In what ways can situational influences affect the consumer buying decision process?

During the evaluation of alternatives stage of the consumer buying decision process,framing most likely influences the decision process of ____ buyers.

A major determining factor in deciding which type of problem-solving process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person.This is known as an individual's

An attitude consists of one's evaluation feelings and behavioral tendencies toward an object or idea.

Problem recognition speed can vary from quite rapid to very slow.

According to Coleman's major social class categories,which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods,likes fashionable items,and is often found in management positions?

Changes in an individual's thought processes and behavior caused by information and experience is called

Patronage motives influence where one purchases products on a regular basis.

Beth Hines is buying furniture for her apartment for the first time.She is spending considerable time and effort comparing the products that different stores offer.Which type of problem-solving process is she using?

Draw and label the consumer buying decision process and include the possible influences on the process.

Abercrombie & Fitch is developing a program to get to know its customers.Which of the following is not a reason why A&F needs to understand consumer buying behavior?

As Brianna walks to classes,she selects,organizes,and interprets the sensations she is receiving through her sense organs.Brianna is experiencing the process of

Marketers often provide consumers with experience to their products,including free samples and trial offers,to facilitate consumer

Which of the following statements about the consumer buying decision process is true?

A person receives information inputs through the senses.

If an information input is useful in satisfying a person's current needs,it is more likely to reach awareness.

There is strong research evidence that personality characteristics are major determinants of purchasing power.

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

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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