Deck 3: Consumer Behavior: How People Make Buying Decisions

Question 1

Seeing oneself positively or negatively refers to one's ideal self.

Answer 1

False

Question 2

Cognitive age is a significant predictor of consumer behaviors.

Answer 2

True

Question 3

Consumers in the same social class exhibit similar purchasing behavior to some degree.

Answer 3

True

Question 4

Market researchers believe people buy products to enhance how they feel about themselves.

Question 5

Situational influences are permanent conditions that affect how buyers behave.

Question 6

Physical factors include social situation,time situation,and the reason for purchase.

Question 7

Motivation is the process by which consumers change their behavior after they gain information about a product.

Question 8

Companies often resort to repetition to be sure their advertising messages get through to you.

Question 9

Most market researchers consider a person's family to be one of the biggest determinants of buying behavior.

Question 10

Attitudes are typically difficult to change.

Question 11

A person's chronological age is how old he/she "feels" himself to be.

Question 12

Agreeableness refers to how easy you are to get along with.

Question 13

Atmospherics are the physical aspects of the selling environment that are out of the retailer's control.

Question 14

One's culture prescribes the way in which one should live.

Question 15

The reason a consumer is shopping can affect the consumer's time situation.

Question 16

Consumer lifestyles include what they do,how they spend their time,what their priorities and values are,and how they see the world.

Question 17

Maslow theorized that people have to fulfill higher-level needs before they can begin fulfilling their basic needs.

Question 18

Researchers have discovered that whether someone is a "morning person" or "evening person" affects shopping patterns.

Question 19

Shock advertising has been found to increase consumer attention and positively influence behavior.

Question 20

A subculture consists of a group of people who share the culture's beliefs and values.

Question 21

Situational factors that affect people's buying behavior include all of the following EXCEPT:

A) the consumer's lifestyle.
B) the consumer's mood.
C) the reason for the consumer's purchase.
D) the consumer's social situation.
E) the consumer's physical situation.

Question 22

Neuroticism refers to:

A) how diligent you are.
B) how outgoing or shy you are.
C) how open you are to new experiences.
D) how easy you are to get along with.
E) how prone you are to negative mental states.

Question 23

Which of the following refers to personality?

A) An individual's motivation
B) How a person would like to view himself
C) How a person sees himself
D) An individual's disposition as other people see it
E) An individual's psychological expression

Question 24

A situational factor that affects people's buying behavior is the consumer's _____.

A) social class
B) perception
C) time situation
D) self-concept
E) gender

Question 25

How a person would like to view himself/herself is known as _____.

A) personality
B) self-concept
C) ideal self
D) psychographics
E) motivation

Question 26

_____ refers to when people forget information,even if it is relevant to them.

A) Selective absorption
B) Moderate perception
C) Moderate retention
D) Selective perception
E) Selective retention

Question 27

Selective perception is the process of:

A) subliminal messaging.
B) segmenting the market and then positioning based on the target market.
C) filtering out information based on how relevant it is to you.
D) forgetting information that is relevant to you.
E) using surprise stimuli.

Question 28

Motivation refers to:

A) the inward drive we have to get what we need.
B) how you interpret the world around you.
C) the mental position a consumer has about a product.
D) how a person filters information.
E) expertise in certain areas.

Question 29

_____ is how you interpret the world around you and make sense of it in your brain.

A) Learning
B) Operant conditioning
C) Motivation
D) Perception
E) Behavior

Question 30

_____ are the physical aspects of the selling environment retailers try to control.

A) Openness
B) Extraversion
C) Atmospherics
D) Lifestyles
E) Perceptions

Question 31

Which of the following refers to a person's self-concept?

A) An individual's motivation
B) How a person would like to view himself
C) How a person sees himself
D) An individual's disposition as other people see it
E) An individual's psychological expression

Question 32

Marketers use different types of stimuli to:

A) make consumers believe they have reached self-actualization.
B) try to make consumers more perceptive to their products.
C) provide consumers with a sense of safety.
D) try to make consumers learn new behaviors.
E) provide consumers with positive reinforcement.

Question 33

_____ combines the lifestyle traits of consumers and their personality styles with an analysis of their attitudes,activities,and values to determine groups of consumers with similar characteristics.

A) Target market analysis
B) Psychographics
C) Market penetration
D) Motivational studies
E) Segmentation analysis

Question 34

Al manages a grocery store.He decided to put the bread on aisle 1 and the milk next to aisle 10.He is controlling his store's _____ to increase the time his customers spend in the store,which will hopefully result in more sales per customer.

A) perception
B) motivation
C) mood
D) atmospherics
E) time poor situation

Question 35

How a person sees himself/herself is known as _____.

A) personality
B) self-concept
C) ideal self
D) psychographics
E) motivation

Question 36

According to Maslow's hierarchy of needs,:

A) a person starts off in life feeling that they have become the person they were meant to be.
B) a person first wants to satisfy the need to get a date.
C) higher level needs are met after basic needs are fulfilled.
D) the need for esteem is met before the need safety.
E) the need for shelter is met after social needs.

Question 37

A consumer's _____ involves how one spends his/her time.

A) motivation
B) personality
C) lifestyle
D) self-concept
E) personal goals

Question 38

An individual's disposition as other people see it is known as _____.

A) personality
B) self-concept
C) ideal self
D) psychographics
E) motivation

Question 39

_____ are temporary conditions that affect how buyers behave.

A) Situational influences
B) Subliminal advertisements
C) Mental positions
D) Operant conditioning
E) Opinions

Question 40

Which of the following refers to a person's ideal self?

A) An individual's motivation
B) How a person would like to view himself
C) How a person sees himself
D) An individual's disposition as other people see it
E) An individual's psychological expression

Question 41

The Worthington National Bank utilized an advertising campaign that played to consumers' _____ in relation to banks.

A) attitudes
B) memory
C) conservatism
D) cautious nature
E) shock

Question 42

_____ are the physical aspects of the selling environment retailers try to control.

Question 43

How a person would like to view himself or herself is known as one's _____.

Question 44

_____ refers to how people interpret the world around them.

Question 45

_____ is the act of measuring the attitudes,values,lifestyles,and opinions of consumers using demographics.

Question 46

Prizes and toys in a cereal box are examples of _____.

A) target market appeal
B) subliminal advertising
C) selective retention
D) predictive attitudes
E) operant conditioning

Question 47

_____ is the inward drive people have to get what they need.

Question 48

A group of people who have the same economic or educational status in society are known as a _____.

A) culture
B) subculture
C) social class
D) reference group
E) motivators

Question 49

Advertising meant to startle people to get their attention is _____,while advertising that is not apparent to consumers is _____.

A) selective advertising; selective retention
B) selective retention; selective advertising
C) subliminal advertising; shock advertising
D) shock advertising; subliminal advertising
E) overt advertising; subdued advertising

Question 50

_____ refers to how diligent you are.

Question 51

Compulsive spenders who get a temporary "high" from spending are said to be affected by the situational factor known as the _____.

Question 52

Jeff manages sales dealership of high-end luxury brand of automobile.His target market is limited to a specific social class,which restricts his customer base.If his company creates cars for middle class consumers he risks:

A) cheapening his brand.
B) saturating the market.
C) building brand market share.
D) increasing sales.
E) market penetration.

Question 53

An individual's disposition as other people see it is _____.

Question 54

How a person sees himself or herself is known as one's _____.

Question 55

Physical factors,social factors,and time factors are all types of _____,which affect how buyers behave.

Question 56

Consumers respect _____ and often ask for their input before they buy goods and services.

A) interest groups
B) opinion leaders
C) cultural leaders
D) subcultures
E) cliques

Question 57

The shared beliefs,customs,behaviors,and attitudes of a society are known as _____.

A) culture
B) subculture
C) social class
D) reference group
E) motivators

Question 58

To change the situational factor known as the _____,Neiman Marcus began introducing more mid-priced brands.

Question 59

_____ are groups a consumer identifies with and wants to join.

A) Cliques
B) Opinion leaders
C) Social classes
D) Reference groups
E) Interest groups

Question 60

When someone is influenced by their peers to buy products at a Tupperware party,he/she is said to be influenced by the situational factor known as the _____.

Question 61

_____ is the process by which consumers change their behavior after they gain information or experience with a product.

Question 62

Selective perception is the process whereby a person _____ information based on how relevant it is to them.

Question 63

Explain how Maslow's hierarchy of needs works.

Question 64

Explain what marketing professionals can do to make situational factors work to their advantage.

Question 65

Why do culture,subculture,social class,and family affect buying behavior?

Question 66

Advertising that is not apparent to consumers but is thought to be perceived _____ by them is subliminal advertising.

Question 67

A society's _____ encompasses the shared beliefs,customs,behaviors,and attitudes.

Question 68

A _____ consists of the group of people who have the same economic or educational status in society.

Question 69

_____ is the process whereby a person retains information based on how well it matches their values and beliefs.

Question 70

Eight out of ten new consumer products fail.

Question 71

Celebrity endorsers try to appeal to consumers by being a part of their _____.

Question 72

Shock advertising is designed to _____.

Question 73

Attitudes are _____ people have about products,services,companies,ideas,issues,or institutions.

Question 74

Opinion leaders are people with ____ in certain areas.

Question 75

Describe the situational factors that affect what consumers buy and when.

Question 76

Market researchers tend to consider a person's _____ to be one of the biggest determinants of buying behavior.

Question 77

Define personality,then list and describe the "big five" personality traits.

Question 78

Explain how a person's self-concept and ideal self affects what he or she buys.

Question 79

_____ is a type of behavior that's repeated when it's rewarded.

Question 80

Describe how companies market products to people based on their genders,life stages,and ages.