Deck 6: Consumer Behavior

Question 1

The only inputs that affect a consumer's purchasing decisions are those provided by his or her psychological makeup.

Answer 1

False

Question 2

Understanding of differences among subcultures is essential for developing effective marketing strategies.

Answer 2

True

Question 3

The situation in which a consumer makes a purchase by rapidly choosing a preferred brand is referred to as limited problem solving.

Answer 3

False

Question 4

The Hispanic American population is not a single homogeneous group,but a composite of a number of culturally distinct groups.

Question 5

Opinion leaders are the first consumers to try new products and then share their experience by word of mouth.

Question 6

Culture refers to the values,beliefs,preferences,and tastes that are handed down from one generation to the next.

Question 7

Households with two wage earners are more likely than others to make joint purchasing decisions.

Question 8

Purchasing music from the Apple iTunes website is considered a high-involvement purchase decision because music is a unique personal choice.

Question 9

Marketing strategies that prove successful in one country are invariably applied successfully in international markets as well.

Question 10

The three largest and fastest-growing U.S.ethnic subcultures are Hispanic Americans,African Americans,and Asian Americans.

Question 11

The number of brands included in the evoked set may vary according to the situation and the person.

Question 12

All Hispanics speak the single universal form of Spanish.

Question 13

Dale and Lisa,ranchers from Wyoming,found that the meat of their large,slow-growing hogs were not selling in American grocery stores.However,the animals command premium prices in Japan where the meat is enjoyed for its flavor and fat content.The purchasing influence they are experiencing is a cultural influence.

Question 14

The Asian American subculture consists of numerous ethnic groups,each of which brings its own language,religion,and values to the marketplace.

Question 15

Over the past decade,the market for fresh spinach has increased dramatically.However,an outbreak of E.coli bacteria from certain spinach fields reduced spinach sales temporarily.The behavioral component of attitude was most likely affected by this event.

Question 16

Maslow's hierarchy of needs begins with self-actualization needs and progresses to physiological needs at the highest level.

Question 17

Marketers are finding new product opportunities with two-income families demanding goods and services that fill the need for convenience,health,safety,and time constraints.

Question 18

Aston decides to buy all electronic goods from a particular retailer because of his satisfactory past experiences with the retailer.Aston is exhibiting the affective component of attitude.

Question 19

Syncratic role is seen when partners independently make an equal number of purchase decisions.

Question 20

Social class has rankings determined by income,occupation,education,family background,and location of residence.

Question 21

The degree of external search increases as purchasing behavior moves from routine to limited to extended problem solving.

Question 22

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

Question 23

Consumer behavior refers to the process through which ultimate buyers make their purchase decisions.

Question 24

A person's perception of a product results solely from its physical characteristics such as size,color,shape,and weight.

Question 25

Groups whose value structures and standards influence a person's behavior are known as reference groups.

Question 26

Culture is the broadest environmental determinant of consumer behavior.

Question 27

Critics of Maslow pointed out that depending on the personal value system of an individual,he/she might skip the level of esteem needs and move directly toward self-actualization.

Question 28

A restaurant owner who places signs along the interstate highway to advertise his service knows that the signs will act as a cue for hunger causing consumers to stop at the restaurant.

Question 29

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.

Question 30

An evoked set is limited in case of an immediate need.

Question 31

Groups do not intentionally create formal roles,nor do they ever have expectations that roles and statuses will develop within their membership.

Question 32

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.

Question 33

The self-image is the image to which an individual aspires and hence,it serves as a personal set of objectives.

Question 34

Well-known luxury retailers offer unique or prestigious products at price ranges slightly lower than their premium brands to attract middle-class consumers aspiring to the upper class.

Question 35

It was not until the introduction of the Chevrolet Nova in Mexico that marketers realized "no va" in Spanish means "won't go." This linguistic error demonstrates how Chevrolet overlooked cultural differences in its product introduction.

Question 36

Human behavior is solely a function of pressures exerted by external environmental forces on the individual.

Question 37

The majority of the Hispanic population is first-generation living in the United States.

Question 38

Social class is determined by the sole criterion of income.

Question 39

Opinion leaders rise to prominence because of their interest and expertise in certain products.

Question 40

A need is an imbalance between the consumer's actual and desired states.

Question 41

The influence of reference groups is more significant in case of children,when compared to adults.

Question 42

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

Question 43

While cultural and family influences significantly affect consumer behavior,the influence of reference groups on consumer behavior tends to be minimal,especially for children.

Question 44

When making purchasing decisions,consumers will most likely choose products that move them closer to their real self-images.

Question 45

African Americans possess buying power that nearly equals Hispanics in the United States.

Question 46

Group membership influences an individual's purchase decisions and behavior in both overt and subtle ways.

Question 47

Jacqueline plans to purchase a 40-inch flat-screen television.After reading Consumer Reports,comparing technologies and prices on the Internet,and talking with friends and family who have made similar purchases,Jacqueline makes her selection.The component of attitude that is most apparent in this situation is the cognitive component.

Question 48

According to Kurt Lewin's theory of human behavior,the personal factors affecting consumer behavior are one's attitudes,learning,and perception.

Question 49

Advertisements that utilize closure have a good chance of catching the attention of consumers as they try to complete the advertising message with a limited amount of stimuli.

Question 50

Individuals who aspire to become members of a certain group most often adopt its standards of behavior and values.

Question 51

According to Maslow's hierarchy of needs,the desire to accomplish,achieve,and command respect is a safety need.

Question 52

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

Question 53

Attitudes of a person toward some object or idea are highly resistant to change.

Question 54

Closure refers to a person's tendency to be influenced by messages that close the gap between a product's real and perceived advantages.

Question 55

The cognitive component of attitude essentially deals with feelings or emotional reactions.

Question 56

Kurt Lewin's theory of human behavior defines behavior as a function of the interactions of personal influences and pressures exerted by external environmental forces.

Question 57

A frequent-flyer program usually announced by airlines is a form of purchasing reinforcement.

Question 58

The buying behaviors exhibited by members of the different classes are homogeneous and exclusive.

Question 59

Repurchasing the same brand of detergent during each trip to the grocery store is an example of limited problem-solving behavior by a consumer.

Question 60

The American population is becoming increasingly homogenous as the ethnic and racial minority groups are adopting the U.S.culture through acculturation.

Question 61

The consumer decision process does not apply to low-involvement purchases.

Question 62

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

Question 63

The basic core values of a culture are highly dynamic and flexible.

Question 64

Understanding the consumer decision process can be used by marketers to change consumers' attitudes about their products.

Question 65

Motives are inner states that direct a person toward the goal of satisfying a need.

Question 66

Perception is the meaning a person attributes to incoming stimuli gathered through the senses of hearing,taste,smell,touch,and sight.

Question 67

Consumers are most likely to exhibit routinized response behavior while purchasing low-involvement products.

Question 68

African Americans are part of every economic group in the United States.

Question 69

Subliminal advertising has proven to be successful in inducing the desired purchasing behavior in numerous experiments.

Question 70

If a middle manager buys a Audi automobile because several top executives in the firm own Audis,this demonstrates the influence of membership groups.

Question 71

Marketers can attempt to change consumer attitudes by engaging them in new buying behavior.

Question 72

Cultural differences are particularly important for:

A)firms marketing internationally.
B)local not-for-profit organizations.
C)firms marketing to a specific target market in a single city.
D)firms that are marketing to the same segment of consumers for years.

Question 73

Brand loyalty is valued by marketers as it not only ensures that the consumer purchases the product but it also acts as a buffer against competitive messages getting to the consumer.

Question 74

A reference group's influence on the purchasing decision of a member is often greater when the product is more conspicuous and not commonly owned.

Question 75

The core values of American culture include work ethic and the desire to accumulate wealth.

Question 76

A life insurance salesperson explaining the benefits of a policy to both husband and wife in a two-income family is perceiving the adoption of the policy to be a syncratic purchase decision.
Indicate the answer choice that best completes the statement or answers the question.

Question 77

After purchasing a new oven and a cooking range,Martha was contacted by the store where she purchased the products.The salesperson inquired about the delivery,installation,and her overall satisfaction with the purchase.Such strategies employed by marketers help in reducing cognitive dissonance.

Question 78

The baby boomer generation is most adept at learning and using rapidly changing communications technology.

Question 79

Shannon and Jeff were recently married and purchased a home.Now,they're shopping for a lawn mower and are looking for one that is easy to use and is self-propelled.Jeff had a lawn mowing business when he was in high school and college and is fairly familiar with the brands and features.They visit a local WalMart and although Jeff wasn't familiar with the brand names,within a few minutes making comparisons across the models in-stock,they make their purchasing decision.What type of decision process did Shannon and Jeff utilize?

A)​limited problem solving
B)​routinized response behavior
C)​extended problem solving
D)​family decision making

Question 80

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