Deck 4: Consumer Behavior

Question 1

Social influences that impact behavior include culture and subculture; social class, role, and status; beliefs and attitudes; and personality and lifestyle.

Answer 1

False

Question 2

Psychological influences that impact consumer behavior include motivation, perception, learning, beliefs, attitudes, personality, and lifestyles.

Answer 2

True

Question 3

Subcultures can be based on religion.

Answer 3

True

Question 4

Religious beliefs are important determinants of consumer behavior since they influence purchase motivation, consumption preferences, purchase patterns, personal customs, and business practices.

Question 5

Examples of cultures are Generation X, Generation Y, baby boomers, as well as gay and lesbian consumers.

Question 6

Roles are the esteem that society bestows upon a particular person.

Question 7

Gay and lesbian consumers are not as brand loyal as consumers in general.

Question 8

Work associates exert probably the most influence on consumers.

Question 9

Children are important influencers when it comes to purchase decisions regarding such products as family vacations, the family automobile, and a new television set.

Question 10

Reference groups are defined as groups that serve as a point of reference for individuals in the process of shaping their attitude and behavior.

Question 11

Perception is the manner in which we collect, organize, and interpret information from the world around us to create a meaningful image of reality.

Question 12

The stimuli that consumers choose to pay attention to is selective retention.

Question 13

Selective retention is the process of consumers adapting information to fit their own existing knowledge.

Question 14

Selective distortion is when consumers remember only information about a good or service that supports their personal knowledge or beliefs.

Question 15

Cues are stimuli in the environment, such as products and advertisements, that create individual responses.

Question 16

Repeated reinforcements between a cue and the response will create a habit-a goal that marketers strive for when it comes to their products.

Question 17

Attitudes are difficult to change, therefore, changing attitudes about brands can be quite challenging depending on how strongly the attitudes are held.

Question 18

Personality consists of an individual's unique psychological characteristics leading to specific response tendencies over time.

Question 19

Brands are often positioned to appeal to customers with a particular type of personality.

Question 20

Psychographics refers to the categorization of consumers according to their attitudes, interests, and opinions.

Question 21

Innovators are a VALS2 psychographic group that are characterized as being successful, sophisticated, and receptive to new technologies. Their purchases reflect cultivated tastes for upscale products.

Question 22

According to the VALS2 psychographic classification, achievers are educated, conservative, practical consumers who value knowledge and responsibility. They look for durability, functional, and value in products.

Question 23

According to the VALS2 psychographic classification, achievers are goal-oriented, conservative, practical consumers committed to their career and family. They favor established, prestigious products that demonstrate success to peers.

Question 24

According to the VALS2 psychographic classification, experiencers are young, enthusiastic,and impulsive consumers who seek variety and excitement, and spend substantially on fashion, entertainment, and socializing.

Question 25

According to the VALS2 psychographic classification, strivers are conservative, conventional consumers who focus on tradition, family, religion, and community. They prefer established brands and favor U.S. products.

Question 26

According to the VALS2 psychographic classification, believers are trendy, fun-loving consumers who are concerned about others' opinions and approval. They demonstrate to peers their ability to buy.

Question 27

According to the VALS2 psychographic classification, makers are self-sufficient consumers who have the skill and energy to carry out projects, respect authority, and are unimpressed by material possessions.

Question 28

According to the VALS2 psychographic classification, makers are concerned with safety and security, focus on meeting needs rather than fulfilling desires, are brand loyal, and purchase discounted products.

Question 29

Stewart wants to make sure the guests he has invited over will be impressed so he knows he needs to purchase some expensive wine to serve. This is an example of a problem recognition that is triggered internally.

Question 30

In the information search stage of the consumer decision-making process, consumers will first conduct an internal search for relevant information.

Question 31

In evaluating product alternatives, consumers compare the different brands and retailers in order to make sure that the good or service they purchase best meets their needs.

Question 32

In some purchase situations, consumers skip the alternative evaluation stage of the consumer decision-making process.

Question 33

Between the time that a person forms purchase intentions and makes the actual purchase, a number of factors can intervene to alter the actual purchase.

Question 34

If a good or service performs better than expected, then consumers are likely to be satisfied.

Question 35

In purchasing a new stereo system, Adam would be affected by all of the following social influences except

A) beliefs
B) reference groups
C) culture
D) social class

Question 36

In purchasing a new stereo system, Adam would be affected by all of the following psychological influences except

A) beliefs
B) culture
C) personality
D) learning

Question 37

A continuously evolving totality of learned and shared meanings, rituals, norms, and traditions among the members of an organization or society is the definition of

A) culture
B) values
C) subculture
D) acculturation

Question 38

Important elements of culture defined as enduring beliefs about a specific mode of conduct or desirable end state are known as

A) assimilation
B) values
C) subculture
D) acculturation

Question 39

_____ is(are) values related to goals.

A) Acculturation
B) Assimilation
C) Terminal values
D) Instrumental values

Question 40

_____ is(are) values related to processes whereby one can attain certain goals.

A) Acculturation
B) Assimilation
C) Terminal values
D) Instrumental values

Question 41

Learning a new culture

A) is known as acculturation
B) is known as assimilation
C) results in one of the terminal values
D) results in an instrumental value

Question 42

Adapting to and fully integrating into a new culture

A) is known as acculturation
B) is known as assimilation
C) results in one of the terminal values
D) results in an instrumental value

Question 43

Acculturation is

A) adapting to and fully integrating into a new culture
B) learning a new culture
C) the relationship of an individual to his or her society
D) the attainment of a terminal value

Question 44

Consumer acculturation refers to

A) adapting to a different culture
B) learning a new culture
C) contact with a new culture and the resulting change for consumers in terms of their approach to consumption in the new environment
D) the attainment of a terminal value through one or more instrumental values

Question 45

Assimilation refers to

A) adapting to and fully integrating into a new culture
B) learning a new culture
C) the relationship of an individual to his or her society
D) the attainment of a terminal value

Question 46

A group of individuals with shared value systems based on ethnicity or common background is the definition of

A) culture
B) values
C) subculture
D) acculturation

Question 47

Which subculture is the least brand loyal?

A) African-Americans
B) Asian-Americans
C) Hispanics
D) Italian Americans

Question 48

Relatively permanent divisions within society that exist in a status hierarchy, with the members of each division sharing similar values, attitudes, interests, and opinions is the definition of

A) culture
B) subculture
C) social class
D) reference groups

Question 49

In terms of social classes in the United States, the _____ is composed of the wealthiest 1 percent of the population and is referred to as the old money.

A) upper upper class
B) lower upper class
C) upper middle class
D) lower middle class

Question 50

In terms of social classes in the United States, the _____ is composed of 2 percent of the population and is referred to as the new money.

A) upper upper class
B) lower upper class
C) upper middle class
D) lower middle class

Question 51

In terms of social classes in the United States, the _____ makes up 12 percent of the population and earned their money through successful careers founded on professional and graduate degrees.

A) upper upper class
B) lower upper class
C) upper middle class
D) lower middle class

Question 52

In terms of social classes in the United States, the _____ makes up 30 percent of the population and earned their money through skilled and creative jobs founded on technical training, and sometimes a college degree.

A) upper upper class
B) lower upper class
C) upper middle class
D) lower middle class

Question 53

In terms of social classes in the United States, the _____ makes up 35 percent of the population and work at manual jobs that can be acquired with moderate skills and education.

A) upper middle class
B) lower middle class
C) upper lower class
D) lower lower class

Question 54

In terms of social classes in the United States, the _____ makes up 20 percent of the population and make their money through unskilled work, or through underground jobs and illegal activities.

A) upper middle class
B) lower middle class
C) upper lower class
D) lower lower class

Question 55

Paul continues to purchase Kraftsman tools, the same brand his father always purchased. This illustrates the impact of _____ on consumer behavior.

A) social class
B) status
C) family
D) reference groups

Question 56

Michael does not want to purchase a black suit because he feels it would associate him with the firm's top management, which he considers out of touch with what is going on in the company. This is an example of a(n) _____ group.

A) associative
B) dissociative
C) aspirational

Question 57

Michael wants to purchase a black suit because he feels it would associate him with the firm's top management, which he would like to be a part of someday. This is an example of a(n) _____ group.

A) associative
B) dissociative
C) aspirational

Question 58

Michael wants to purchase an LSU shirt and hat since he is now attending Louisiana State University (LSU). This is an example of a(n) _____ group.

A) associative
B) dissociative
C) aspirational

Question 59

Motivation moves consumers from a need to action or behavior. The correct sequence of this process is

A) need-drive-goal-behavior
B) need-want-drive-goal-behavior
C) need-drive-want-goal-behavior
D) need-goal-want-drive-behavior

Question 60

Doyle just had a flat tire on his truck. The next step in the motivation process is

A) the desire to have a new tire
B) the setting of a goal to purchase a new tire
C) the action or behavior step of purchasing a new tire
D) a drive or motivation to buy a new tire

Question 61

According to Maslow's Hierarchy of Needs Model, the second level of human needs is

A) esteem needs
B) love, belonging, and social needs
C) physiological needs
D) safety needs

Question 62

According to Maslow's Hierarchy of Needs Model, the third level of human needs is

A) esteem needs
B) love, belonging, and social needs
C) self-actualization needs
D) safety needs

Question 63

According to Maslow's Hierarchy of Needs Model, the fourth level of human needs is

A) self-esteem needs
B) love, belonging, and social needs
C) self-actualization needs
D) safety needs

Question 64

According to Maslow's Hierarchy of Needs Model, the fifth or highest level of human needs is

A) esteem needs
B) love, belonging, and social needs
C) self-actualization needs
D) safety needs

Question 65

Ray has not been sleeping well so he has decided to purchase a new mattress. According to Maslow's Hierarchy of Needs Model this purchase is motivated by

A) esteem needs
B) love, belonging, and social needs
C) safety needs
D) physiological needs

Question 66

Jennifer is concerned about crime in her area so she has purchased a burglar alarm system and had it installed in her house. According to Maslow's Hierarchy of Needs Model this purchase is motivated by

A) esteem needs
B) love, belonging, and social needs
C) safety needs
D) physiological needs

Question 67

Monika has purchased a dress that is similar to her sorority sisters' because of her desire to fit in with the group. According to Maslow's Hierarchy of Needs Model this purchase is motivated by

A) esteem needs
B) love, belonging, and social needs
C) safety needs
D) self-actualization needs

Question 68

As soon as Erin was promoted to Vice-President, she purchased a new Chrysler convertible to show her success in her career. According to Maslow's Hierarchy of Needs Model this purchase is motivated by

A) self-esteem needs
B) love, belonging, and social needs
C) safety needs
D) self-actualization needs

Question 69

Misty had always wanted to go mountain climbing. She wanted the feel of standing on top of the mountain and the feeling she had done it. She hired an experienced climber to go with her and her friend. According to Maslow's Hierarchy of Needs Model this purchase is motivated by

A) esteem needs
B) love, belonging, and social needs
C) safety needs
D) self-actualization needs

Question 70

Perception is

A) remembering only information about a good or service that supports personal knowledge or beliefs
B) the process whereby consumers collect, organize, and interpret information from around them to create a meaningful image of reality
C) the process of adapting information to fit consumers' own existing knowledge
D) stimuli that consumers choose to pay attention to

Question 71

Selective exposure involves

A) remembering only information about a good or service that supports personal knowledge or beliefs
B) the process whereby consumers collect, organize, and interpret information from the around them to create a meaningful image of reality
C) the process of adapting information to fit consumers' own existing knowledge
D) stimuli that consumers choose to pay attention to

Question 72

Selective distortion is

A) remembering only information about a good or service that supports personal knowledge or beliefs
B) the process whereby consumers collect, organize, and interpret information from the around them to create a meaningful image of reality
C) the process of adapting information to fit consumers' own existing knowledge
D) stimuli that consumers choose to pay attention to

Question 73

Selective retention involves

A) remembering only information about a good or service that supports personal knowledge or beliefs
B) the process whereby consumers collect, organize, and interpret information from the around them to create a meaningful image of reality
C) the process of adapting information to fit consumers' own existing knowledge
D) stimuli that consumers choose to pay attention to

Question 74

Ray was not paying any attention to the ads on television until an advertisement with a girl in a bikini came on. This is an example of

A) selective exposure
B) selective distortion
C) selective retention
D) selective perception

Question 75

Ray watched the ad on television about the gas mileage of a particular brand of automobile. He does not believe it will get the gas mileage that is claimed and therefore, quickly dismissed the ad as unreliable. This is an example of

A) selective exposure
B) selective distortion
C) selective retention
D) selective perception

Question 76

Ray watched an ad on television about the gas mileage of a particular brand of automobile. He really liked the appearance of the car and started talking with his friends about the car's appearance. He could not recall anything about the gas mileage of the vehicle, because he did not believe it was true anyway. This is an example of

A) selective exposure
B) selective distortion
C) selective retention
D) selective perception

Question 77

Cues in the environment, such as products and advertisements, that create individual responses is the definition of

A) learning
B) beliefs
C) stimuli
D) attitude

Question 78

Stimuli in the environment, such as products or advertisements, that create individual responses is the definition of

A) learning
B) cues
C) response
D) attitude

Question 79

Learning achieved by strengthening the relationship between the cue and the response is the definition of

A) beliefs
B) extinction
C) reinforcement
D) attitude

Question 80

Relatively enduring and consistent feelings, affective responses, about a good or service is the definition of

A) beliefs
B) response
C) reinforcement
D) attitude