Question 1

Consumers spend little time and effort evaluating alternatives in the purchase of table salt and milk. The consumer purchase decision process for such staples involves __________, which is virtually a habit and typifies low-involvement decision-making.

Accepted Answer

A) limited problem solving 
B) extended problem solving 
C) situational problem solving 
D) rational problem solving 
E) routine problem solving

Question 2

Individuals who exert direct or indirect social influence over others are referred to as

Accepted Answer

A) decision makers. 
B) achievers. 
C) innovators. 
D) buzz managers. 
E) opinion leaders.

Question 3

Perception refers to

Accepted Answer

A) a person's consistent behaviors or responses to recurring situations. 
B) a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. 
C) the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world. 
D) seeing or hearing messages without being aware of them. 
E) the way people see themselves and the way they believe others see them.

Question 4

In behavioral learning, a need that moves an individual to action is a(n) __________.

Accepted Answer

A) drive 
B) cue 
C) attitude 
D) response 
E) reinforcement

Question 5

The five roles of individual family members in the consumer purchase decision process are

Accepted Answer

A) associative group, aspiration group, opinion leader, decision maker, and user. 
B) sustainer, experiential, belonger, emulator, and achiever. 
C) opinion leader, influencer, decision maker, purchaser, and user. 
D) information gatherer, influencer, decision maker, purchaser, and user. 
E) need driven, inner directed, outer directed, opinion leader, and decision maker.

Question 6

When a man picks up a bottle of wine and tells the sales clerk, "I'm taking this to a dinner party tonight," which situational influence is being demonstrated?

Accepted Answer

A) purchase task 
B) social surroundings 
C) physical surroundings 
D) temporal effects 
E) antecedent states

Question 7

-According to Figure 4-5 above, D defines what level in the Maslow hierarchy of needs?

Accepted Answer

A) physiological 
B) safety 
C) social 
D) personal 
E) self-actualization

Question 8

Your company is introducing a new line of activewear for teenagers and invites the members of the high school track team to a private display of the line. This group consists of __________ for activewear clothing.

Accepted Answer

A) lifestyle makers 
B) aspirational people 
C) autonomous leaders 
D) opinion leaders 
E) joint decision makers

Question 9

A(n) __________ in the consumer purchase decision process occurs when consumers scan their memories for previous experiences with products or brands.

Accepted Answer

A) problem recognition 
B) internal search 
C) external search 
D) purchase task 
E) antecedent state

Question 10

About __________ of all consumer conversations about brands happen over the phone.

Accepted Answer

A) 5 percent 
B) 10 percent 
C) 15 percent 
D) 25 percent 
E) 40 percent

Question 11

While watching TV one evening, your stomach growls. You see an ad for Subway. You walk to the Subway shop and buy a sandwich, which tastes great. In terms of behavioral learning, seeing a TV ad for Subway is a __________.

Accepted Answer

A) drive 
B) reinforcement 
C) cue 
D) response 
E) prompt

Question 12

Recall the famous experiment when Dr. Pavlov presented salivating dogs with food at the same time he rang a bell. Eventually, when Pavlov only rang the bell, the dogs would still salivate even though food was not presented. What consumer behavior principle was involved in this research?

Accepted Answer

A) cognitive learning 
B) the scientific method 
C) behavioral learning 
D) attitude formation 
E) cognitive dissonance

Question 13

Subgroups within the larger, or national, culture with unique values, ideas, and attitudes are referred to as

Accepted Answer

A) reference groups. 
B) families. 
C) social classes. 
D) subcultures. 
E) normative groups.

Question 14

The alternative evaluation stage clarifies the problem for the consumer by __________, yielding brand names that might meet the criteria, and developing the consumer value perception that each alternative presents.

Accepted Answer

A) evaluating particular products 
B) selecting the type of purchase outlet 
C) suggesting criteria to use for the purchase 
D) minimizing cognitive dissonance 
E) establishing a purchase timeline

Question 15

The demographic situation, consisting of married couples with children younger than 18 years old and which constitutes 21 percent of all U.S. households, is referred to as a(n)

Accepted Answer

A) traditional family. 
B) typical household. 
C) socialized household. 
D) reference group. 
E) ideal family unit.

Question 16

All of the following are challenges that Groupon faces EXCEPT:

Accepted Answer

A) most of the Groupon deals are unprofitable for merchants, so customers must be converted into repeat purchasers for this to be cost effective. 
B) Groupon faces extraordinary competition because the daily deal technology is easy to copy. 
C) the business model is hard to adapt at the local level, though it works well for large, national businesses. 
D) some consumers buy the coupons but never use them, eventually leaving them dissatisfied and unlikely to use Groupon again. 
E) Groupon must develop a comprehensive understanding of the differences in international buying behaviors to continue its explosive growth outside the United States.

Question 17

A consumer's subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people are referred to as __________.

Accepted Answer

A) values 
B) attitudes 
C) beliefs 
D) predispositions 
E) opinions

Question 18

The two major styles of family decision-making are

Accepted Answer

A) joint and passive. 
B) spouse-dominant and spouse-submissive. 
C) joint and spouse-dominant. 
D) democratic and autocratic. 
E) active and passive

Question 19

Five situational influences have an impact on a consumer's purchase decision process. They are: purchase task, __________, physical surroundings, temporal effects, and antecedent states.

Accepted Answer

A) competitive offerings 
B) motivation 
C) core values 
D) brand loyalty 
E) social surroundings

Question 20

-According to Figure 4-5 above, State Farm insurance products would be found in what level of the Maslow hierarchy of needs?

Accepted Answer

A) physiological 
B) self-actualization 
C) personal 
D) safety 
E) social

Exam 4: Understanding Consumer Behavior