Deck 3: Buyer Behaviour

Question 1

James recently purchased a new car, however now he is worried about whether he made the right decision. Consumer behaviourists have a term for this state of mind. What is it?

A) Purchase concern
B) Dithering
C) Post purchase dissonance
D) Product evaluation
E) Consumer re-evaluation

Answer 1

C

Question 2

14 year old Beth is a member of the Girls Aloud fan club. She accesses their Facebook page regularly and is strongly influenced by what Girls Aloud say and wear. What kind of reference group is this fan club for Beth?

A) Aspirant group
B) Inclusive group
C) Disassociative group
D) Non-membership group
E) Membership group

Answer 2

E

Question 3

What kind of buying situation is it when a consumer buys a product regularly and there is very little financial (or any other) risk associated with its purchase? Examples might be: their favourite drink, a bar of chocolate, their daily newspaper.

A) Extended problem solving
B) Complex problem solving
C) Impulse problem solving
D) Limited problem solving
E) Routine problem solving

Answer 3

E

Question 4

John has always loved Citroen cars and so he is delighted when he hears that a Citroen has won Top Gear's award for car of the year. It takes his friends a long time to convince him that it was actually just 'new hatchback of the year' and the overall winner was a Jaguar. John has unintentionally changed the information he heard to match his own beliefs and attitudes. What is the term for that?

A) Attitude reinforcement
B) Selective distortion
C) Enhanced perception
D) Selective retention
E) Selective hearing

Question 5

What are the three components of an attitude?

A) Behavioural, personality, motivation
B) Learning, belief, lifestyle
C) Family, school, work
D) Cognitive, affective, conative
E) Perception, memory, need

Question 6

What are the internal influences on consumer buying behaviour?

A) Personality, perception, learning, motivation, attitudes and beliefs
B) Budget, brand loyalty, motivation, ethnicity and family
C) Family, friends, personality, lifestyle and beliefs
D) Learning, education, attitudes, values and brand loyalty
E) Lifestyle, beliefs, socio-economic grouping, understanding and family

Question 7

Jo is a well-paid lawyer who loves new technology and always has to be the first to own the latest music player or phone. According to Rodgers' model, which category of adopter best describes Jo?

A) Innovator
B) Early adopter
C) Early majority
D) Late majority
E) Laggard

Question 8

Name two types of behavioural learning.

A) Cognitive learning and affective learning
B) Perceptual learning and environmental learning
C) Classical conditioning and operant conditioning
D) Conservative conditioning and radical conditioning
E) Rote learning and reflective conditioning

Question 9

What is a disassociative group?

A) A dysfunctional group of people
B) A failing team
C) A group that has no allegiance to any cause
D) A group that a person does not want to belong to
E) A group that is classed above others

Question 10

The purchasing habits of organisations are rather different to those of individuals. In what ways?

A) They have more people involved in making the decision to buy
B) They buy in larger quantities
C) They negotiate harder on delivery terms
D) They have longer, more complex decision-making processes
E) All of these