Question 1

"Black Friday," as the day after Thanksgiving has come to be known in the United States, is a day marked by many special deals in most retail stores, including deep-discounted products available in limited quantities, called "doorbusters," and designed to get shoppers into the store. But one danger of running out of the doorbuster deals is that a shopper may become angry or discouraged at failing to get the special item, and decide not to do any more shopping. This is an example of the impact of ________ on the consumer decision process.

Accepted Answer

A)  the purchase situation 
B)  lifestyle 
C)  setting high expectations 
D)  perception 
E)  learning

Question 2

Joanna lives according to her own rules, unconcerned about designer labels, brand names, and luxury items. Joanna is at which level in Maslow's hierarchy of needs?

Accepted Answer

A)  self-actualization 
B)  safety 
C)  love 
D)  esteem 
E)  physiological

Question 3

Every time Katie wants to eat salad for lunch, she and her friends go to Sweet Tomatoes, but if she's craving dessert, she heads straight to The Cheesecake Factory. In making these choices, she relies on a(n)

Accepted Answer

A)  perceived benefits analysis. 
B)  external locus of control. 
C)  exceptional marketing campaign. 
D)  external source of information. 
E)  internal search for information.

Question 4

Thanh has to decide which college to attend. This will be the most important, riskiest, and expensive decision she will ever made. She will be engaged in

Accepted Answer

A)  low-involvement decision making. 
B)  extended problem solving. 
C)  habitual decision making. 
D)  prepurchase dissonance. 
E)  limited problem solving.

Question 5

What evaluative criteria would consumers be likely to use in choosing a family physician?

Accepted Answer

The answer of What evaluative criteria would consumers be likely...

Question 6

Marketers frequently design customer relationship management programs to

Accepted Answer

A)  retain loyal customers. 
B)  attract consumers who have safety needs. 
C)  reinforce postpurchase cognitive dissonance. 
D)  increase internal information search. 
E)  improve profit margins.

Question 7

Andrea and Karl got married a year ago and are ready to move out of their apartment and into a new home. After looking at several houses, they have developed a list of features that are important to them and that are different among the homes they have visited. The features on their list are called

Accepted Answer

A)  an evoked set. 
B)  determinant attributes. 
C)  short lists. 
D)  perceived risk factors. 
E)  trade-off elements.

Question 8

When Roger decides which airline to use to fly from Baltimore to San Diego, he considers the price, number of stops, and frequent-flyer miles he will earn. However, earning frequent-flyer miles is the most important factor for him. Is Roger using a compensatory or noncompensatory decision rule? Explain your reasoning.

Accepted Answer

The answer of When Roger decides which airline to use...

Question 9

As manager of a local donut shop, Arnie greets his regular customers by name and often begins making their order when he sees them drive into the parking lot. Arnie knows habitual purchasers with strong store loyalty are great customers.

Accepted Answer

A) True 
 B)False

Question 10

The consumer buying process begins when

Accepted Answer

A)  a consumer enters a store. 
B)  consumers' functional needs are greater than their psychological needs. 
C)  a consumer's performance risk is minimized. 
D)  a consumer recognizes an unsatisfied need. 
E)  learning follows perception.

Question 11

Marketers fear negative word of mouth because when consumers are dissatisfied, they

Accepted Answer

A)  are less likely to say something than when they are satisfied. 
B)  often want to complain to many people. 
C)  buy more of the product to prove they were correct in their criticism. 
D)  often file a lawsuit. 
E)  don't buy any of the company's other products.

Question 12

What is the difference between a functional need and a psychological need? How can getting a college education fulfill both types of needs?

Accepted Answer

The answer of What is the difference between a functional...

Question 13

After her first year in college, Veronica wants to decide on a major. What internal and external sources of information will she use to help her in making a decision?

Accepted Answer

The answer of After her first year in college, Veronica...

Question 14

You are shopping for a new car. Using the steps in the consumer decision process, describe what you would do at each step during the purchasing experience.

Accepted Answer

The answer of You are shopping for a new car....

Question 15

Jason usually buys Nike shoes, so when his friend asked him what shoes he should buy, he said Nike without thinking about it. Jason's response was an evoked set.

Accepted Answer

A) True 
 B)False

Question 16

When Dee has business in Denver, she often goes out for a fancy meal. When deciding where to go, the restaurants she usually chooses are the local Thai restaurant and the elegant French restaurant. Do these two restaurants represent her universal, retrieval, or evoked set of choices?

Accepted Answer

The answer of When Dee has business in Denver, she...

Question 17

Among the factors affecting the consumer decision-making process is the way consumers spend their time and money to live, otherwise known as

Accepted Answer

A)  lifestyle. 
B)  conspicuous consumption. 
C)  the demonstration effect. 
D)  external validation. 
E)  life standards.

Question 18

The greater the discrepancy between a consumer's needy state and the desired state, the greater the

Accepted Answer

A)  time required to satisfy the need. 
B)  effort consumers will invest in searching for alternatives. 
C)  consumer's need recognition will be. 
D)  size of the universal set will be. 
E)  breadth of the external information search.

Question 19

Barak is considering buying a hybrid car, but he's not sure that he believes the gas mileage estimates. Barak is concerned about

Accepted Answer

A)  physiological risk. 
B)  social risk. 
C)  financial risk. 
D)  safety risk. 
E)  performance risk.

Question 20

Many teenagers have clothes they purchased in the past that they "would not be caught dead in" today. When they occasionally see those clothes hanging in the backs of their closets, these teenagers probably feel

Accepted Answer

A)  cognitive bias. 
B)  postpurchase cognitive dissonance. 
C)  psychological risk. 
D)  need recognition. 
E)  physiological risk.

Exam 6: Consumer Behavior