Question 1

A consumer's buying decisions are affected in part by the people around him or her. Such people and the forces they exert on an individual buyer are called ______

Accepted Answer

A)   motivational influences.
B)   social influences.
C)   roles.
D)   personality influences.
E)   cultural influences. B

Question 2

A buyer's actions at any point in time are affected by one major motive.

Accepted Answer

A) True 
 B)False  False

Question 3

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

Accepted Answer

A) True 
 B)False  False

Question 4

High involvement products tend to be those that are expensive and visible to others.

Accepted Answer

A) True 
 B)False

Question 5

An unplanned buying behavior resulting from a powerful urge to buy something immediately is called _______

Accepted Answer

A)   impulse buying.
B)   habitual buying.
C)   compulsive response behavior.
D)   non-problem solving.
E)   cognitive dissonance.

Question 6

In what ways can situational influences affect the consumer buying decision process?

Accepted Answer

The answer of In what ways can situational influences affect...

Question 7

Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective.

Accepted Answer

A) True 
 B)False

Question 8

A reference group acts as a point of comparison and as a source of information for an individual.

Accepted Answer

A) True 
 B)False

Question 9

Marketers should view customers as problem solvers.

Accepted Answer

A) True 
 B)False

Question 10

Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of consumers have strong negative attitudes toward it.

Accepted Answer

A) True 
 B)False

Question 11

If a consumer receives information that is inconsistent with her or his beliefs, the consumer may alter this information. This perceptual process is known as selective _______

Accepted Answer

A)   exposure.
B)   distortion.
C)   retention.
D)   information.
E)   organization.

Question 12

Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

Accepted Answer

A) True 
 B)False

Question 13

The three major categories of influences on the consumer buying decision process are:

Accepted Answer

A)   situational influences, demographic influences, and psychological influences.
B)   social influences, situational influences, and marketer-dominated influences.
C)   demographic influences, situational influences, and marketer-dominated influences.
D)   situational influences, social influences, and psychological influences.
E)   marketer-dominated influences, psychological influences, and person-specific influences.

Question 14

Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily by marketers? Explain.

Accepted Answer

The answer of Why are consumer attitudes an important issue...

Question 15

Motives include knowledge and positive or negative feelings about an object.

Accepted Answer

A) True 
 B)False

Question 16

Give example of how an individual's personal factors affect his or her buying behavior?

Accepted Answer

The answer of Give example of how an individual's personal...

Question 17

Show how marketers can influence the evaluation of alternatives.

Accepted Answer

The answer of Show how marketers can influence the evaluation...

Question 18

Explore the differences between In-depth and focus groups as a means of exploring attitudes and perceptions.

Accepted Answer

The answer of Explore the differences between In-depth and focus...

Question 19

Within the information search step of the consumer buying decision process, what two primary aspects exist?

Accepted Answer

A)   Consideration sets and evoked sets
B)   Personal information and non-personal information
C)   Selective retention and selective distortion
D)   Internal search and external search
E)   Company-produced information and internal information

Question 20

Which of the following consumer problem-solving processes will probably be used in purchasing toothpaste?

Accepted Answer

A)   Extended problem solving
B)   Routinized response behaviour
C)   Intensive problem solving
D)   Limited problem solving
E)   Perceptual scanning

Exam 4: Consumer Buying Behaviour

A consumer's buying decisions are affected in part by the people around him or her. Such people and the forces they exert on an individual buyer are called ______

A buyer's actions at any point in time are affected by one major motive.

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

High involvement products tend to be those that are expensive and visible to others.

An unplanned buying behavior resulting from a powerful urge to buy something immediately is called _______

In what ways can situational influences affect the consumer buying decision process?

Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective.

A reference group acts as a point of comparison and as a source of information for an individual.

Marketers should view customers as problem solvers.

Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of consumers have strong negative attitudes toward it.

If a consumer receives information that is inconsistent with her or his beliefs, the consumer may alter this information. This perceptual process is known as selective _______

Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

The three major categories of influences on the consumer buying decision process are:

Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily by marketers? Explain.

Motives include knowledge and positive or negative feelings about an object.

Give example of how an individual's personal factors affect his or her buying behavior?

Show how marketers can influence the evaluation of alternatives.

Explore the differences between In-depth and focus groups as a means of exploring attitudes and perceptions.

Within the information search step of the consumer buying decision process, what two primary aspects exist?

Which of the following consumer problem-solving processes will probably be used in purchasing toothpaste?