Question 1

Jennifer's spending decisions are heavily influenced by her family,her peers,and her religious education.These influences on her spending decisions are all ________ influences.

Accepted Answer

A)  psychological risk 
B)  external social environment 
C)  physiological need 
D)  cognitive need 
E)  evoked set

Question 2

Marketers are particularly interested in postpurchase behavior because it

Accepted Answer

A)  involves both compensatory and noncompensatory consumers. 
B)  offers insights into information search methods. 
C)  avoids situational conflicts. 
D)  involves actual rather than potential customers. 
E)  involves both actual and potential customers.

Question 3

Jordana is a travel agent.Whenever she sells an expensive vacation package,she encourages the customer to buy travel insurance,which provides reimbursement in case of trip cancellation due to illness or another emergency.Jordana is trying to reduce her customers' __________ risk.

Accepted Answer

A)  psychological 
B)  financial 
C)  performance 
D)  social 
E)  physiological

Question 4

Before flying,Jaden researches the types of planes the airline uses,scans the plane for defects as it taxis up to the terminal,and follows the pilot and crew as they come through the airport.He has no experience as a pilot or airplane mechanic.Jaden probably has a misguided sense of his

Accepted Answer

A)  postpurchase dissonance. 
B)  locus of control. 
C)  reference group identification. 
D)  attribute sets. 
E)  social risk.

Question 5

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 6

Consumers consider universal,retrieval,and evoked sets during which stage of the consumer decision process?

Accepted Answer

A)  need recognition 
B)  postpurchase evaluation 
C)  information search 
D)  situational analysis 
E)  evaluation of alternatives

Question 7

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 8

According to Maslow's hierarchy of needs,safety needs are the needs that people first seek to meet.

Accepted Answer

A) True 
 B)False

Question 9

Demonstrate your understanding of the terms internal locus of control and external locus of control by giving an example of each.

Accepted Answer

The answer of Demonstrate your understanding of the terms internal...

Question 10

Americans often equate "bigger" with "better," and prefer larger cars,TV screens,homes,even meals.Researchers suspect that in doing so,we are trying to reduce __________ risk in the consumer decision process.

Accepted Answer

A)  psychological 
B)  financial 
C)  performance 
D)  social 
E)  physiological

Question 11

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 often...

Question 12

Negative attitudes are typically difficult for marketers to change because

Accepted Answer

A)  most consumers' attitudes depend on prices. 
B)  consumers weigh performance risk against functional needs when assessing their attitudes. 
C)  attitudes are learned and long lasting. 
D)  attitudes shift consumers from limited to extended problem-solving situations. 
E)  consumers' attitudes are derived from unchanging decision rules.

Question 13

Another name for physiological risk is safety risk.

Accepted Answer

A) True 
 B)False

Question 14

Maslow's hierarchy of needs includes physiological needs at the lowest level and self-actualization at the top.The three levels in between are

Accepted Answer

A)  material goods, safety, and love. 
B)  community, family, and self. 
C)  safety, stability, and striving. 
D)  health, wealth, and happiness. 
E)  safety, love, and esteem.

Question 15

When the floor rusted through on her old car,Kelly knew she had a problem.Logically,Kelly's next step in the consumer decision process would be to

Accepted Answer

A)  identify her need. 
B)  search for information about cars. 
C)  evaluate alternatives. 
D)  purchase a new car. 
E)  assess her satisfaction with the car she purchased.

Question 16

Last semester,Henri bought his textbooks over the Internet and saved a considerable amount of money.Classes start in a few days,and he needs to decide right away how and where to purchase his books.Henri will most likely engage in a(n)__________ process.

Accepted Answer

A)  impulse buying 
B)  limited problem-solving 
C)  extended problem-solving 
D)  ritual consumption 
E)  affective decision

Question 17

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 18

Vladimir decided not to purchase the iPod shuffle because he didn't think it would hold all of his songs.Vladimir was using his assessment of the iPod shuffle's financial risk in making his decision.

Accepted Answer

A) True 
 B)False

Question 19

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles.These stars often become __________,influencing other consumers' behavior.

Accepted Answer

A)  reference groups 
B)  internal loci of control 
C)  cultural icons 
D)  cognitive parameters 
E)  evoked images

Question 20

Stuart wanted to impress Janet with the perfect engagement ring.He had been saving money for months,and he noticed his attitudes and perceptions about diamond rings changing as he began paying attention to ads for rings.Marketers call this process

Accepted Answer

A)  consumer confidence building. 
B)  self-actualization. 
C)  a decision rule. 
D)  reducing prepurchase dissonance. 
E)  learning.

Exam 6: Consumer Behavior

Jennifer's spending decisions are heavily influenced by her family,her peers,and her religious education.These influences on her spending decisions are all ________ influences.

Marketers are particularly interested in postpurchase behavior because it

Jordana is a travel agent.Whenever she sells an expensive vacation package,she encourages the customer to buy travel insurance,which provides reimbursement in case of trip cancellation due to illness or another emergency.Jordana is trying to reduce her customers' __________ risk.

Before flying,Jaden researches the types of planes the airline uses,scans the plane for defects as it taxis up to the terminal,and follows the pilot and crew as they come through the airport.He has no experience as a pilot or airplane mechanic.Jaden probably has a misguided sense of his

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

Consumers consider universal,retrieval,and evoked sets during which stage of the consumer decision process?

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.

According to Maslow's hierarchy of needs,safety needs are the needs that people first seek to meet.

Demonstrate your understanding of the terms internal locus of control and external locus of control by giving an example of each.

Americans often equate "bigger" with "better," and prefer larger cars,TV screens,homes,even meals.Researchers suspect that in doing so,we are trying to reduce __________ risk in the consumer decision process.

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?

Negative attitudes are typically difficult for marketers to change because

Another name for physiological risk is safety risk.

Maslow's hierarchy of needs includes physiological needs at the lowest level and self-actualization at the top.The three levels in between are

When the floor rusted through on her old car,Kelly knew she had a problem.Logically,Kelly's next step in the consumer decision process would be to

Last semester,Henri bought his textbooks over the Internet and saved a considerable amount of money.Classes start in a few days,and he needs to decide right away how and where to purchase his books.Henri will most likely engage in a(n) __________ process.

Marketers frequently design customer relationship management programs to

Vladimir decided not to purchase the iPod shuffle because he didn't think it would hold all of his songs.Vladimir was using his assessment of the iPod shuffle's financial risk in making his decision.

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles.These stars often become __________,influencing other consumers' behavior.

Stuart wanted to impress Janet with the perfect engagement ring.He had been saving money for months,and he noticed his attitudes and perceptions about diamond rings changing as he began paying attention to ads for rings.Marketers call this process