Essentials of Marketing 15th Edition by William Perreault Jr - Test Bank Instant Download - Complete Test Bank With Answers Sample Questions Are Posted Below Chapter 5 Final Consumers and Their Buying Behavior Answer Key True / False Questions 1. The economic-buyer theory assumes that consumers know all the facts …
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Essentials of Marketing 15th Edition by William Perreault Jr – Test Bank
Instant Download – Complete Test Bank With Answers
Sample Questions Are Posted Below
Chapter 5 Final Consumers and Their Buying Behavior Answer Key
True / False Questions
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1. |
The economic-buyer theory assumes that consumers know all the facts and logically compare choices.
Answer: TRUE Feedback: The economic-buyer theory assumes that consumers are economic buyers—people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 2. | Most economists assume that consumers are economic buyers who logically evaluate choices to get the greatest satisfaction from spending their time and money.
Answer: TRUE Feedback: Most economists assume that consumers are economic buyers—people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 3. | Economic needs include such things as self-respect, accomplishment, fun, freedom and relaxation.
Answer: FALSE Feedback: Some economic needs are-economy of purchase or use, efficiency in operation or use, dependability in use, improvement of earnings, and convenience. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 4. | The economic buyer view of consumers says that individuals will only buy the cheapest goods and services available-regardless of quality.
Answer: FALSE Feedback: Economic buyers are people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. Some consumers look for the lowest price. But others will pay extra for convenience, etc. Some consumers may weigh price and quality for the best value. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 5. | Economic needs are concerned only with getting the best quality at the lowest price.
Answer: FALSE Feedback: Economic needs are concerned with making the best use of a consumer’s time and money, as the consumer judges it. Some economic needs are-economy of purchase or use, efficiency in operation or use, dependability in use, improvement of earnings, and convenience. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 6. | The median income of U.S. families in 2010 was about $49,445.
Answer: TRUE Feedback: In 2010, 20 percent of households had income of less than $20,000, and the median income—where half the households earned more and half earned less—was $49,445. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 2 Medium |
| 7. | In 2010, half of all American households earned more than $75,442.
Answer: FALSE Feedback: In 2010, 20 percent of households had income of less than $20,000, and the median income—where half the households earned more and half earned less—was $49,445. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 2 Medium |
| 8. | By 2010, after taking inflation into account, the median income in the U.S. declined by 7 percent in the previous decade.
Answer: TRUE Feedback: In 2010, 20 percent of households had income of less than $20,000, and the median income—where half the households earned more and half earned less—was $49,445. By 2010, after taking inflation into account, the median income in the U.S. declined by 7 percent in the previous decade. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy |
| 9. | In 2010, 50 percent of U.S. families received less than $49,445 in income.
Answer: TRUE Feedback: In 2010, 20 percent of households had income of less than $20,000, and the median income—where half the households earned more and half earned less—was $49,445. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
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10. |
Discretionary income is what is left after paying taxes.
Answer: FALSEFeedback: Discretionary income is what is left of income after paying taxes and paying for necessities. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 11. | Discretionary income is the income from investments.
Answer: FALSE Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 12. | Discretionary income is the income adjusted to take out the effects of inflation.
Answer: FALSE Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 13. | Discretionary income is an elusive concept because the definition of necessities varies from family to family and over time.
Answer: TRUE Feedback: Discretionary income is an elusive concept because the definition of necessities varies from family to family and over time. It depends on what they think is necessary for their lifestyle. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 14. | Most marketing managers think that the economic-buyer theory explains buyer behavior very well.
Answer: FALSE Feedback: Most marketing managers think that buyer behavior is not as simple as the economic buyer model suggests. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy |
| 15. | Consumer buying decisions are influenced by economic needs, psychological variables, social influences, culture, and the purchase situation.
Answer: TRUEFeedback: Consumer buying decisions are influenced by economic needs, psychological variables, social influences, culture, and the purchase situation. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 16. | Motivation, perception, learning, attitudes, trust, and lifestyle are psychological variables that affect consumer buying.
Answer: TRUE Feedback: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables that affect consumer buying. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 17. | Family, social class, reference groups, and culture are the psychological variables that affect a consumer’s buying decisions.
Answer: FALSEFeedback: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables which affect consumer buying. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 18. | Wants are the basic forces that motivate a person to do something.
Answer: FALSEFeedback: Needs are the basic forces that motivate a person to do something. Wants are “needs” that are learned during a person’s life. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 19. | Wants are needs that are learned during a person’s life.
Answer: TRUE Feedback: Wants are “needs” that are learned during a person’s life. Needs are the basic forces that motivate a person to do something. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 20. | A drive is a strong stimulus that encourages action to reduce a need.
Answer: TRUEFeedback: A drive is a strong stimulus that encourages action to reduce a need. In marketing, a product purchase results from a drive to satisfy some need. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 21. | Food, liquid, sex, and rest are examples of physiological needs.
Answer: TRUE Feedback: Physiological needs are concerned with biological needs such as food, liquid, rest, and sex. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 22. | Examples of personal needs include self-esteem, accomplishment, fun, freedom, and relaxation.
Answer: TRUE Feedback: Personal needs are concerned with an individual’s need for personal satisfaction, unrelated to what others think or do. Examples include accomplishment, fun, freedom, and relaxation, as well as a desire to make the world a better place. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 23. | The Hierarchy of Needs model suggests that most products must fill more than one need at the same time.
Answer: TRUEFeedback: A four-level Hierarchy of Needs model suggests that most products must fill more than one need at the same time. The lowest-level needs are physiological. After that, come safety, social, and personal needs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 24. | According to the Hierarchy of Needs, consumers are motivated to first satisfy their higher-order needs, then they will focus on their lower-level needs.
Answer: FALSE Feedback: A four-level hierarchy of needs shows that the lowest-level needs (physiological) come first, and then come safety, social, and personal needs. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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25. |
Motivation theory suggests that a consumer would not try to satisfy physiological and safety needs until social and personal needs have been completely satisfied.
Answer: FALSEFeedback: A four-level hierarchy of needs shows that the lowest level needs (physiological) come first, and then come safety, social, and personal needs. A person can be motivated by more than one need at the same time. Further, more than one need can be satisfied at a time. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 26. | Motivation theory suggests that only one need can be satisfied at a time.
Answer: FALSE Feedback: Motivation theory (four-level hierarchy of needs) suggests that more than one need can be satisfied at a time. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 27. | Consumers do not usually see or hear all the stimuli that come their way.
Answer: TRUE Feedback: We are constantly bombarded by stimuli, like ads, products, stores, yet we may not hear or see anything. |
| AACSB: Analytical thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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28. |
In selective exposure we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Answer: FALSEFeedback: In selective exposure our eyes and minds seek out and notice only information that interests us. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
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29. |
“Selective exposure” refers to a person’s ability to screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Answer: FALSEFeedback: In selective exposure our eyes and minds seek out and notice only information that interests us. In selective perception we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 30. | Learning is a change in a person’s thought processes caused by prior experience.
Answer: TRUEFeedback: Learning is a change in a person’s thought processes caused by prior experience. Learning is often based on direct experience. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 31. | According to learning theory, a cue is likely to result in a consumer response only if there is a drive to satisfy.
Answer: TRUE Feedback: Depending on the cues (products, signs, ads, and other stimuli in the environment) an individual chooses some specific response. A response is an effort to satisfy a drive. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 32. | Reinforcement of a response decreases the likelihood of the same response the next time the drive occurs.
Answer: FALSE Feedback: Reinforcement occurs when the response is followed by satisfaction, that is, reduction in the drive. It may lead to a similar response the next time the drive occurs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 33. | Reinforcement strengthens the relationship between the cue and the response.
Answer: TRUE Feedback: Reinforcement of the learning process occurs when the response is followed by satisfaction, that is, reduction in the drive. Reinforcement strengthens the relationship between the cue and the response. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 34. | Adding lemon scent to Pledge furniture polish is an example of using a positive cue.
Answer: TRUE Feedback: Sometimes marketers try to identify cues that have positive associations from some other situation and relate them to their marketing mix. Companies often add lemon scent to household cleaning products (Clorox bleach and Pledge furniture polish) because it has these associations. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 35. | A perfume ad that suggests that people who use the product have more appeal to the opposite sex is an example of a positive cue.
Answer: TRUE Feedback: Sometimes marketers try to identify cues that have positive associations from some other situation and relate them to their marketing mix. Firms like Calvin Klein use ads suggesting that people who use their products have more appeal to the opposite sex. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 36. | That “new car” smell that includes an aroma of leather and wood is an example of using a positive cue.
Answer: TRUEFeedback: Luxury-car makers try for a “new car” smell with an aroma of leather and wood, even though the car would really smell more like metal and adhesives as it comes off the production line in a factory. Marketers often use cues with positive associations in their marketing mix. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 37. | Many needs are culturally (or socially) learned.
Answer: TRUE Feedback: Many needs are culturally (or socially) learned. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 38. | Americans’ preoccupation with deodorants is an example of a culturally learned need.
Answer: TRUEFeedback: Many needs are culturally (or socially) learned. Germans are less concerned about perspiration; many don’t buy or use antiperspirants. Yet Americans spend millions of dollars on such products. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 39. | An attitude is a person’s point of view about something, and usually involves liking or disliking.
Answer: TRUEFeedback: An attitude is a person’s point of view toward something. Because attitudes are usually thought of as involving liking or disliking, they have some action implications. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 40. | The main difference between attitudes and beliefs is that beliefs always involve liking or disliking, but attitudes don’t necessarily involve liking or disliking.
Answer: FALSE Feedback: Attitudes are usually thought of as involving liking or disliking. Beliefs may help shape a consumer’s attitudes but don’t necessarily involve any liking or disliking. |
| AACSB: Reflective Thinking Blooms: Create Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 41. | Beliefs are not as action-oriented as attitudes.
Answer: TRUE Feedback: Because attitudes are usually thought of as involving liking or disliking, they have some action implications. Beliefs are not so action-oriented. |
| AACSB: Reflective Thinking Blooms: Create Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 42. | Beliefs are more action-oriented than attitudes.
Answer: FALSEFeedback: Because attitudes are usually thought of as involving liking or disliking, they have some action implications. Beliefs are not so action-oriented. |
| AACSB: Reflective Thinking Blooms: Create Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 43. | Beliefs may help shape a consumer’s attitudes but don’t necessarily involve any liking or disliking.
Answer: TRUEFeedback: Beliefs may help shape a consumer’s attitudes but don’t necessarily involve any liking or disliking. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 44. | A consumer’s belief about a product may have a positive or negative effect on his or her attitude about the product.
Answer: TRUEFeedback: Beliefs about a product may have a positive or negative effect in shaping consumers’ attitudes. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 45. | Attitudes are very good predictors of intention to buy.
Answer: FALSEFeedback: Managers who must forecast how much of their brand customers will buy are particularly interested in the intention to buy. Forecasts would be easier if attitudes were good predictors of intentions to buy; unfortunately, it’s not that simple. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 46. | It is easier for a marketer to work with existing attitudes than to try to change them.
Answer: TRUE Feedback: Because consumer attitudes tend to be enduring, it’s usually more economical for marketers to work with them than try to change them. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 47. | It is possible for marketing managers to change or create new attitudes about goods and services-but overcoming negative attitudes is a really tough job.
Answer: TRUE Feedback: Because consumer attitudes tend to be enduring, it’s usually more economical for marketers to work with them than try to change them. Changing negative attitudes is probably the most difficult job marketers face. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 48. | An expectation is a future outcome or event that a person anticipates will happen.
Answer: TRUE Feedback: An expectation is a future outcome or event that a person anticipates will happen. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 49. | Consumers may evaluate a product not just on how well it performs, but on how it performs relative to their expectations.
Answer: TRUE Feedback: Consumer expectations often focus on the benefits or value that the consumer expects from a firm’s marketing mix. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 50. | In light of the relationships between consumer expectations and satisfaction, it’s usually best for promotion to slightly “over promise” what the firm can actually deliver.
Answer: FALSE Feedback: A consumer is likely to be dissatisfied if his or her expectations are not met. Promotion that overpromises can create this problem. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 51. | Trust is the confidence a person has in the promises or actions of another person, brand, or company.
Answer: TRUE Feedback: Trust is the confidence a person has in the promises or actions of another person, brand, or company. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 52. | Highly trusted people, brands, and companies have many disadvantages in the marketplace.
Answer: FALSE Feedback: Highly trusted people, brands, and companies have many advantages in the marketplace. Consumers prefer to buy from and are more loyal to brands they trust. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy |
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53. |
Activities, Interests, and Opinions are the AIO variables used in lifestyle analysis.
Answer: TRUEFeedback: Psychographics or lifestyle analysis is the analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions, sometimes referred to as AIOs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 54. | Attitudes, Income and Opinions are the AIO variables used in lifestyle analysis.
Answer: FALSE Feedback: Psychographics or lifestyle analysis is the analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions, sometimes referred to as AIOs. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 55. | Psychographics is the analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions.
Answer: TRUEFeedback: Psychographics or lifestyle analysis is the analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions, sometimes referred to as AIOs. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 56. | Marital status, age, and the age of any children in a household are the three demographic dimensions that determine stage of family life-cycle.
Answer: TRUEFeedback: Marital status, age, and the age of any children in the family have an especially important effect on how people spend their income. Put together, these dimensions tell us about the life-cycle stage of a family. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 57. | Stage of family life-cycle is usually determined by two demographic dimensions-income and number of children.
Answer: FALSE Feedback: Marital status, age, and the age of any children in the family have an especially important effect on how people spend their income. Put together, these dimensions tell us about the life-cycle stage of a family. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 58. | Singles and young couples seem less willing to try new products because they earn less.
Answer: FALSE Feedback: Singles and young couples seem to be more willing to try new products and brands and they are careful, price-conscious shoppers. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 59. | Younger families with no children are a good market for durable goods such as automobiles and furniture.
Answer: TRUE Feedback: Younger families, especially those with no children, accumulate durable goods, such as automobiles and home furnishings. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 60. | Older people seem to be more open to new products and brands than younger people.
Answer: FALSE Feedback: Singles and young couples seem to be more willing to try new products and brands and they are careful, price-conscious shoppers. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 61. | Families with teenagers tend to spend more on durables than younger families.
Answer: FALSEFeedback: Younger families, especially those with no children, accumulate durable goods, such as automobiles and home furnishings. Only as children arrive and grow does family spending shift to soft goods and services, such as education, medical, and personal care. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 62. | Teens play an increasingly minor role in shaping family purchases.
Answer: FALSE Feedback: Teenagers eat more, want to wear expensive clothes, like music, and develop recreation and education needs that are hard on the family budget. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 63. | Empty nesters are people whose children are grown and who are now able to spend their money in other ways.
Answer: TRUEFeedback: Empty nesters are people whose children are grown and who are now able to spend their money in other ways. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 64. | Empty nesters is a term that refers to young couples with no children.
Answer: FALSE Feedback: Empty nesters are people whose children are grown and who are now able to spend their money in other ways. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 65. | Consumer buying decisions are affected by social influences such as motivation, perception, learning, attitudes, and personality.
Answer: FALSEFeedback: Consumer’s family, social class, reference groups, culture, and ethnic groups are some social variables that influence the consumer decision process. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 66. | Buying responsibility and purchase influence between husband and wife vary greatly-depending on the product and the specific family.
Answer: TRUE Feedback: Buying responsibility and influence vary greatly depending on the product and the family. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 67. | Income by itself is usually a pretty good measure of social class.
Answer: FALSE Feedback: People with the same income level may be in different social classes. So income by itself is usually not a good measure of social class. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 68. | According to the text, the U.S. social class system is much more rigid than social systems in other countries.
Answer: FALSE Feedback: The U.S. class system is far less rigid than those in most countries. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 69. | According to the text, the U.S. social class system is usually measured in terms of occupation, education, and housing arrangements.
Answer: TRUE Feedback: In the United States, simple approaches for measuring social class groupings are based on a person’s occupation, education, and type and location of housing. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 70. | People who have the same amount of income-but who are in different social classes-tend to spend their income in the same way.
Answer: FALSE Feedback: Various classes have different attitudes toward spending and saving, even when they have the same income level. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 71. | Given the same income, consumers in different social classes will handle themselves and their money very differently.
Answer: TRUE Feedback: Various classes have different attitudes toward spending and saving, even when they have the same income level. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 72. | The group of people to whom an individual looks when forming attitudes about a particular topic is his reference group for that topic.
Answer: TRUE Feedback: A reference group refers to the people to whom an individual looks when forming attitudes about a particular topic. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 73. | A person normally has several reference groups.
Answer: TRUEFeedback: People normally have several reference groups for different topics. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 74. | Reference group influence is likely to be greater for products that will not be seen by other individuals.
Answer: FALSE Feedback: Reference influence is stronger for products that others “see” and that relate to status in the group. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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75. |
Reference groups are more important when others will be able to “see” which product or brand we’re using.
Answer: TRUEFeedback: Reference influence is stronger for products that others “see” and which relate to status in the group. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 76. | An opinion leader is usually wealthier and better educated than the people he or she influences.
Answer: FALSE Feedback: An opinion leader is a person who influences others. Opinion leaders aren’t necessarily wealthier or better educated. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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77. |
Opinion leaders for one subject or product are also usually opinion leaders for many other subjects or products.
Answer: FALSEFeedback: An opinion leader is a person who influences others. Opinion leaders on one subject aren’t necessarily opinion leaders on another. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 78. | Word-of-mouth publicity from opinion leaders can be favorable or unfavorable.
Answer: TRUE Feedback: Some marketing mixes aim especially at opinion leaders, since their opinions affect others and can provide favorable or unfavorable word-of-mouth publicity. |
| AACSB: Communication Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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79. |
Marketers who want to aim at people within several different cultures usually will be able to use the same marketing mix for all of them.
Answer: FALSEFeedback: It is often useful to think of subcultures within cultural groupings. Failure to consider cultural differences, even subtle ones, can result in problems. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-4 |
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80. |
In the U.S., ethnic submarkets are growing at a faster rate than the overall population.
Answer: TRUEFeedback: In the U.S. the number of ethnic consumers is growing at a much faster rate than the overall society. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-4 Level of Difficulty: 1 Easy Topic: Culture, Ethnicity, and Consumer Behavior |
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81. |
Both the birthrate and the buying power of ethnic groups in the U.S. are increasing.
Answer: TRUEFeedback: The birthrate of ethnic groups is higher than that of whites. The buying power of ethnic submarkets is also increasing rapidly. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-4 Level of Difficulty: 1 Easy Topic: Culture, Ethnicity, and Consumer Behavior |
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82. |
In ethnic markets within the U.S., the median age is higher and the birthrate is lower than the overall population.
Answer: FALSEFeedback: The median age of Asian Americans, African Americans, and Hispanics is much lower than that of whites and the birthrate is higher. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-4 Level of Difficulty: 1 Easy Topic: Culture, Ethnicity, and Consumer Behavior |
| 83. | Hispanic Americans are now the largest and fastest-growing ethnic group in the U.S.
Answer: TRUE Feedback: Hispanic Americans are now the largest and fastest growing ethnic group in the United States. Recently, their numbers have increased at the rate of about 1 million per year. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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84. |
Asian Americans are the largest and fastest-growing ethnic group in the United States.
Answer: FALSEFeedback: Hispanic Americans are now the largest and fastest growing ethnic group in the United States. Recently, their numbers have increased at the rate of about 1 million per year. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-4 Level of Difficulty: 2 Medium Topic: Culture, Ethnicity, and Consumer Behavior |
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85. |
Of all the major ethnic groups in the U.S., Asian Americans have the highest median family income.
Answer: TRUEFeedback: Asian Americans have the highest median family income ($64,38) of the major ethnic groups. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-4 Level of Difficulty: 1 Easy Topic: Culture, Ethnicity, and Consumer Behavior |
| 86. | African Americans have the highest median family income of the major ethnic groups.
Answer: FALSE Feedback: Asian Americans have the highest median family income ($64,308) of the major ethnic groups. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 87. | The buying power of Hispanics and African Americans exceeds $1 trillion a year.
Answer: TRUE Feedback: The buying power of ethnic submarkets is also increasing rapidly. Estimates indicate that Hispanics and African Americans each spend more than $1 trillion a year and Asian Americans over $500 billion a year. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 88. | Planning for cultural differences in international markets is easier than in domestic markets.
Answer: FALSE Feedback: Planning strategies that consider cultural differences in international markets can be hard and such cultures usually vary more. |
| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 89. | The reaction of Italian women to Swiffer is an example of cultural influence.
Answer: TRUE Feedback: Products that make cleaning easier is a popular appeal in the US, but many Italian women doubt that something that works easily will meet their standards for cleanliness. So, for the Italian market, Swiffer was modified and beeswax was added. |
| AACSB: Diversity Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 90. | Needs, benefits sought, attitudes, motivation, and even how a consumer selects certain products all vary depending on the purchasing situation.
Answer: TRUE Feedback: Needs, benefits sought, attitudes, motivation, and even how a consumer selects certain products all vary depending on the purchase situation. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-4 Level of Difficulty: 1 Easy Topic: Individuals are Affected by the Purchase Situation |
| 91. | Different purchase situations may require different marketing mixes, even though the same target market is involved.
Answer: TRUE Feedback: Different purchase situations may require different marketing mixes, even when the same target market is involved. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-4 Level of Difficulty: 1 Easy Topic: Individuals are Affected by the Purchase Situation |
| 92. | The consumer decision process begins when a consumer becomes aware of an unmet need.
Answer: TRUE Feedback: The consumer decision process begins when a consumer becomes aware of an unmet need. The consumer’s problem-solving process then focuses on how best to meet that need. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 93. | As part of the basic problem-solving steps, a consumer searches for information, identifies alternatives and what factors are important, and then evaluates one or more products before deciding how best to meet a need.
Answer: TRUE Feedback: A consumer may search for information, identify alternatives, decide what factors (criteria) are important, and then evaluate one or more alternative products that might meet the need. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 94. | How much effort is put into a buying decision depends on the economic needs, psychological variables, social influences, culture, purchase situation, and the amount of risk involved.
Answer: TRUE Feedback: How much effort is put into a buying decision depends in part on the economic needs, psychological variables, social influences, culture, and purchase situation factors. It’s also tied to the amount of risk a buyer sees in making a wrong choice. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 95. | Consumers use extensive problem solving when they put SOME effort into deciding how to satisfy a need.
Answer: FALSE Feedback: Consumers use extensive problem solving when they put much effort into deciding how to satisfy a need. Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 96. | Consumers use limited problem solving when they put MUCH effort into deciding how to satisfy a need.
Answer: FALSE Feedback: Consumers use extensive problem solving when they put much effort into deciding how to satisfy a need. Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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97. |
Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need.
Answer: TRUEFeedback: Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need. This is typical when the consumer has some previous experience with a product but isn’t quite sure which choice to make at the moment. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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98. |
A consumer interested in making a low involvement purchase is most likely to use “limited problem solving,” rather than one of the other levels of problem solving.
Answer: FALSEFeedback: Routinized response behavior is typical for low-involvement purchases, purchases that have little importance or relevance for the customer, where less effort is required from the consumer. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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99. |
Limited problem solving is used when the consumer has a lot of experience in meeting a need and has no need for additional information.
Answer: FALSEFeedback: Limited problem solving is typical when the consumer has some previous experience with a product but isn’t quite sure which choice to make at the moment. |
| AACSB: Analytical Thinking AACSB: Diversity Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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100. |
Routinized response behavior is typical for low-involvement purchases.
Answer: TRUEFeedback: Routinized response behavior is typical for low-involvement purchases, purchases that have little importance or relevance for the customer. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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101. |
Finding her favorite brand of shampoo temporarily out of stock, a supermarket shopper is more likely to take part in routinized response behavior than limited problem solving.
Answer: FALSEFeedback: Routinized response is typical when a consumer has considerable experience in how to meet a specific need and requires no new information. Here, the shopper needs to find a supermarket which has her favorite brand of shampoo in stock or she needs to choose another brand. Therefore, she will take part in limited problem solving. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 102. | The idea of a decision process implies that consumers always apply rational processes in their buying decisions.
Answer: FALSE Feedback: The idea of a decision process does not imply that consumers always apply rational processes in their buying decisions. |
| AACSB: Analytical Thinking Blooms: Create Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 103. | Dissonance takes place when an individual is NOT confident about the rightness of a decision.
Answer: TRUE Feedback: Dissonance is a feeling of uncertainty about whether the correct decision was made. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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104. |
After making a purchase, buyers often wonder if they made the right choice. The resulting tension is called dissonance.
Answer: TRUEFeedback: After making a purchase, buyers often have second thoughts and wonder if they made the right choice. The resulting tension is called dissonance. |
| AACSB: Reflective Thinking
Blooms: Remember |
| 105. | The power of negative purchase experiences is greater than that of positive experiences.
Answer: TRUE Feedback: When a post-purchase experience fails to live up to expectations, a customer will be disappointed. And consumers are more likely to share stories about being dissatisfied than satisfied. |
| AACSB: Reflective Thinking Blooms: Create Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 106. | The adoption process refers to the steps individuals go through on the way to accepting or rejecting a new idea.
Answer: TRUE Feedback: Adoption process is the steps individuals go through on the way to accepting or rejecting a new idea. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 107. | The steps in the adoption process are awareness, interest, evaluation, trial, decision, and confirmation.
Answer: TRUE Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 108. | In the evaluation stage of the adoption process, a consumer begins to give the product a mental trial, applying it to his or her personal situation.
Answer: TRUE Feedback: In the evaluation step, a consumer begins to give the product a mental trial, applying it to his or her personal situation. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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109. |
In the confirmation stage of the adoption process, the adopter continues to rethink the decision and searches for support for the decision.
Answer: TRUEFeedback: In the confirmation step, the adopter continues to rethink the decision and searches for support for the decision, that is, further reinforcement. |
| AACSB: Analytical Thinking
Blooms: Understand |
| 110. | In the adoption process, the confirmation step usually precedes the decision step.
Answer: FALSE Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation respectively. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
Multiple Choice Questions
| 111. | Which of the following would be most helpful for predicting why a final consumer selects one of several similar brands?
Feedback: There are general behavioral principles, frameworks, that marketing managers can apply to better understand their specific target markets. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Consumer Behavior: Why do they Buy What they buy? |
| 112. | Which of the following is true of consumer behavior?
Feedback: Understanding consumer behavior can be a challenge. Specific behaviors vary a great deal for different people, products, and purchase situations. In today’s global markets, the variations are countless. That makes it impractical to catalog all the possibilities. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Consumer Behavior: Why do they Buy What they buy? |
| 113. | Which of the following is not a need that affects the buying behavior of economic buyers?
Feedback: Motivation is not an economic variable but is a psychological variable. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
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| 114. | Discretionary income is the portion of a person’s income that pays for ______.
Feedback: A family’s purchase of luxuries comes from discretionary income—what is left of income after paying taxes and paying for necessities. |
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| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 115. | The appeal that has the most relevance to an economic buyer is ______.
Feedback: Since economic buyers seek a good value for the money they spend, the Capital One Cash Rewards Card appeal has the most relevance. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 116. | An economic buyer is a person who ______.
Feedback: Economic buyers are those people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 117. | An economic buyer is a person who ______.
Feedback: Economic buyers are those people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 118. | Economists’ economic-buyer theory assumes that ______.
Feedback: Economists’ economic-buyer theory assumes that consumers are economic buyers are people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
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| 119. | ______ are concerned with making the best use of a consumer’s time and money—as the consumer judges it.
Feedback: Economic needs are concerned with making the best use of a consumer’s time and money—as the consumer judges it. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 120. | Which of the following is an economic need?
Feedback: Economic needs are concerned with making the best use of a consumer’s time and money—as the consumer judges it. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 121. | Which of the following is NOT an economic need?
Feedback: Some economic needs are: economy of purchase or use, efficiency in operation or use, dependability in use, improvement of earnings, and convenience. Hunger is not an economic need. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 122. | Which of the following is NOT an economic need of consumers?
Feedback: Some economic needs are: economy of purchase or use, efficiency in operation or use, dependability in use, improvement of earnings, and convenience. Hunger is not an economic need. |
| ACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 123. | At Home Depot, a customer can purchase a gallon of one-coat paint that contains the ingredients for both a primer and a color. What is the primary economic need being satisfied by this type of paint?
Feedback: Economic needs are concerned with making the best use of a consumer’s time and money, as the consumer judges it. Here the paint is satisfying economy of purchase or use. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 3 Hard Topic: Economic Needs Affect Most Buying Decisions |
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| 124. | A magazine ad for GEICO car insurance shows the GEICO gecko lying down while the copy reads, “Don’t take high car insurance rates lying down.” What primary economic need is being satisfied in this magazine ad?
Feedback: Economic needs are concerned with making the best use of a consumer’s time and money, as the consumer judges it. Here the magazine ad is satisfying economy of purchase. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 125. | An application for the iPhone that includes voice directions for a built-in GPS system can be helpful in finding a motel that is “off the beaten track.” What is the primary economic need being satisfied by this app?
Feedback: Most consumers appreciate firms that offer products that are designed to work better, require less service, or last longer. Here the iPhone app is satisfying efficiency in operation or use. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 3 Hard Topic: Economic Needs Affect Most Buying Decisions |
| 126. | In a television commercial for Maytag appliances, the spokesperson “Old Lonely” acts bored because no one is calling him to schedule a repair of their appliances. What is the primary economic need being illustrated in this TV ad?
Feedback: Most consumers appreciate firms that offer them improved economic value for the money they spend. Products can be designed to work better, require less service, or last longer. This TV ad is illustrating dependability in use. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 127. | A busy mom stops at a 7-Eleven store on the way home from work to purchase some bread, milk, and ice cream. What primary economic need is being satisfied by the 7-Eleven?
Feedback: Many firms adjust their marketing mixes for target markets that place a high value on convenience. The example illustrates the economic need of convenience. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 128. | The economists’ view of buyers ______.
Feedback: Most economists assume that consumers are economic buyers—people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. Hence, none of the above answers is correct. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 129. | In 2013, nearly ______ percent of households reported an income of less than $25,000.
Feedback: In 2013, 24 percent of households reported an income of less than $25,000.
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 3 Hard Topic: Economic Needs Affect Most Buying Decisions |
| 130. | The median family income in the U.S. in 2013 was a little over $______.
Feedback: In 2013, the median income—where half the households earned more and half earned less—was $51,939.
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 131. | Discretionary income is defined as ______.
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 132. | Discretionary income is a family’s ______.
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
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| 133. | The amount of income a family has left after paying taxes and paying for its necessities is called its ______ income.
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities. |
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| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 134. | What is left of income after paying for taxes and paying for necessities?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities. |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
| 135. | Misty Hancock is a sales rep for a computer producer. Her salary last year was $30,000, and she earned another $5,000 in sales commissions. She paid $6,000 in taxes, and spent $8,000 on food, housing, a car, and other “necessities.” What is Misty’s discretionary income?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $30,000 + $5,000 – $6,000 – $8,000 = $21,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 136. | A young working couple earned $55,000 last year. They paid $16,000 in taxes and $20,000 in rent, food, insurance and other necessities. What was their discretionary income for the year?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $55,000 – $16,000 – $20,000 = $19,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 137. | A young working couple earned $35,000 last year, and paid $10,000 in taxes. They spent $13,000 on rent, food, insurance, and other “necessities.” What is their discretionary income?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $35,000 – $10,000 – $13,000 = $12,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
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| 138. | Keith McPherson earned $20,000 last year as a carpenter. He paid $6,000 for food, rent, medical expenses, and other “necessities.” There was little construction work in February, so he took a trip to the Caribbean and spent $4,000. What was Keith’s discretionary income last year?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities. Information on Keith McPherson’s taxes is not present. |
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| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 139. | As the owner of a women’s clothing store, Caroline Lipscomb has an income of $75,000. She pays $30,000 per year in taxes and another $17,000 per year in grocery bills, house mortgage, and car payment. Last year she went on a holiday to Italy and spent an additional $4,000. What was Caroline’s discretionary income last year?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $75,000– $30,000 – $17,000 = $28,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 140. | A young working couple earned $50,000 last year. Of that, they paid $16,000 in taxes and $15,000 in rent, food, insurance and other necessities. Their discretionary income for the year was $______.
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $50,000 – $16,000 – $15,000 = $19,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 141. | Ginny Paulson was just promoted to marketing manager for her company. She also gets a big raise with the promotion. Because Ginny’s discretionary income will increase, which of the following products is MOST likely to benefit?
Feedback: A family’s purchase of “luxuries” comes from discretionary income-what is left of income after paying taxes and paying for necessities. A CD stereo system is a luxury. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 142. | As the owner of a Bluetooth specialties store, Alicia Fountainbleau has an income of $72,000. She pays $30,000 per year in taxes and another $22,000 per year in grocery bills, house mortgage, and car payment. Last year she spent an additional $4,000 on a two-week vacation at a Club Med in Rio de Janeiro. What was Alicia’s discretionary income last year?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $72,000 – $30,000 – $22,000 = $20,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 143. | Bart Thunderheart has an annual income of $75,000 a year. He pays $25,000 in taxes, and spends another $15,000 on his home, car, food, and other “necessities.” Last year, he decided to really enjoy his annual vacation, so he spent $5,000 to go skiing in Austria. What was Bart’s discretionary income last year?
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $75,000 – $25,000 – $15,000 = $35,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 144. | Manuel Acala is a marketing analyst, but made only $28,000 last year because he was employed only part of the year. He paid $5,000 in taxes, and spent another $10,000 for food, housing, a car, and other “necessities.” Manuel’s discretionary income was $______.
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $28,000 – $5,000 – $10,000 = $13,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 145. | Kira Johannson’s salary as a sales rep was reduced to $32,000 last year, but she earned an additional $10,000 in sales commissions. Her tax bill was $14,000 and bills covering other necessities such as food, housing, and transportation amounted to $11,000. Kira’s discretionary income last year was $______.
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $32,000 + $10,000 – $14,000 – $11,000 = $17,000. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 146. | Alberto Romez earned $100,000 last year as a Mercedes sales rep. He paid $10,000 in taxes, and another $25,000 on food, housing, and other necessities. Alberto’s discretionary income was $______.
Feedback: Discretionary income is what is left of income after paying taxes and paying for necessities: $100,000 – $10,000 – $25,000 = $65,000. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-1 Level of Difficulty: 1 Easy Topic: Economic Needs Affect Most Buying Decisions |
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| 147. | The economic-buyer theory ______.
Feedback: Most marketing managers think that buyer behavior is not as simple as the economic-buyer model suggests. |
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| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-1 |
| 148. | The economic-buyer model ______.
Feedback: Most marketing managers think that buyer behavior is not as simple as the economic-buyer model suggests. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-1 Level of Difficulty: 2 Medium Topic: Economic Needs Affect Most Buying Decisions |
| 149. | ADT commercials that advertise the value of having a home burglar alarm system appeals to consumers’ ______.
Feedback: Home alarms that protect people from burglaries appeal to consumers’ safety needs. These needs are concerned with protection and well-being. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 150. | Firms most likely to attract consumers by making an appeal to social needs are ______.
Feedback: Online dating sites are the ones that are most likely to attempt to attract customers by making an appeal to social needs. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 151. | Many consumers mentally block out marketing messages that do not interest them. This phenomenon is part of a person’s ______.
Feedback: Consumers select varying ways to meet their needs sometimes because of differences in perception—how we gather and interpret information from the world around us. Perception includes the filtering process of selective exposure, selective perception, and selective retention. |
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| AACSB: Reflective Thinking
Blooms: Remember |
| 152. | Marketers cannot assume that a product that meets consumer needs in one country will do so in another. This is because ______.
Feedback: Many needs are culturally (or socially) learned. The need for food, for instance, may lead to many specific food wants. Many Japanese enjoy sushi (raw fish), and their children learn to like it. Fewer Americans, however, have learned to enjoy it. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 153. | ______ is one of the psychological variables that affects a person’s buying behavior.
Feedback: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables which affect consumer buying. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 154. | Which of the following lists include only psychological variables that affect consumer buying?
Feedback: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables that affect consumer buying. Culture is not a psychological variable; it is a social influence. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 155. | Which of the following is NOT a psychological variable?
Feedback: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables that affect consumer buying. Social class is not a psychological variable; it is a social influence. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 156. | Regarding consumer motivation, the text states that ______.
Feedback: Wants are “needs” that are learned during a person’s life. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 157. | What are the basic forces that motivate a person to do something?
Feedback: Needs are the basic forces that motivate a person to do something. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 158. | Wants are ______.
Feedback: Wants are “needs” that are learned during a person’s life. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 159. | Marci Bello is status-oriented. When she buys clothing she only considers items with well-known labels that her friends will notice. This behavior illustrates ______.
Feedback: Needs are more basic than wants. Wants are “needs” that are learned during a person’s life. Marci Bello learned to buy well-known labeled items. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 160. | A ______ is a strong stimulus that encourages action to reduce or satisfy a need.
Feedback: A drive is a strong stimulus that encourages action to reduce a need. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 161. | When a consumer actually purchases a particular product it is the direct result of a ______.
Feedback: In marketing, a product purchase results from a drive to satisfy some need. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
| 162. | Good marketing managers know that ______.
Feedback: Drives are internal to the individual, that is, they are the reasons behind certain behavior patterns. Marketing managers cannot create internal drives in consumers. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 163. | After working for 18 hours, Katrina arrived home exhausted and wanted to go straight to sleep. Katrina’s need to sleep is a ______ need.
Feedback: Physiological needs are concerned with biological needs like food, liquid, rest, and sex. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
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| 164. | Frustrated by a lack of freedom to make decisions at her work, Betty quit her job to find one with greater independence. What type of need motivated Betty’s actions?
Feedback: Psychological needs are concerned with nurturing, curiosity, independence, and love. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
| 165. | The PSSP four-level hierarchy of needs includes ______.
Feedback: A PSSP four-level hierarchy of needs model includes physiological needs, safety needs, social needs, and personal needs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 166. | Ranked from lowest level to highest level, the hierarchy of needs model includes ______.
Feedback: The lowest-level needs are physiological. After these, come safety, social, and personal needs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 167. | According to the hierarchy of needs model, the first needs most people try to satisfy are their ______ needs.
Feedback: A four-level hierarchy of needs shows that the lowest level needs (physiological) come first and then come safety, social, and personal needs. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 168. | Physiological needs are concerned with ______.
Feedback: Physiological needs are concerned with biological needs like food, liquid, rest, and sex. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 169. | ______ needs are concerned with things that involve a person’s interaction with others.
Feedback: Social needs are concerned with love, friendship, status, and esteem-things that involve a person’s interaction with others. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 170. | Needs such as accomplishment and relaxation, which are unrelated to what others think or do, are known as ______.
Feedback: Personal needs are concerned with an individual’s need for personal satisfaction and are unrelated to what others think or do Examples include accomplishment, fun, freedom, and relaxation |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 171. | Which of the following are examples of personal needs?
Feedback: Personal needs are concerned with an individual’s need for personal satisfaction and are unrelated to what others think or do. Examples include accomplishment, fun, freedom, and relaxation. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 172. | L’Oreal advertises its hair color with the popular tagline, “So it costs a bit more. But I’m worth it!” Here, L’Oreal’s marketing effort focuses on satisfying what level in the hierarchy of needs?
Feedback: Personal needs are concerned with an individual’s need for personal satisfaction and are unrelated to what others think or do. L’Oreal is aiming at personal satisfaction. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 173. | Newman’s Own (a salad dressing brand) donates 100 percent of its after-tax profits to progressive causes. Newman’s Own is focusing on satisfying what level in the hierarchy of needs?
Feedback: Personal needs are concerned with an individual’s need for personal satisfaction and are unrelated to what others think or do. A desire to make the world a better place is an example. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 174. | Hallmark advertises its gift items with the popular tagline, “When you care enough to send the very best.” Here, the marketing effort focuses on satisfying what level in the hierarchy of needs?
Feedback: Social needs are concerned with love, friendship, status, and esteem, things that involve a person’s interaction with others. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 175. | Harley Owners Group connects motorcycle riders to one another. This group is focusing on satisfying what level in the hierarchy of needs?
Feedback: Social needs are concerned with love, friendship, status, and esteem, things that involve a person’s interaction with others. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 176. | Allstate Insurance promotes its auto and home insurance by telling consumers, “You’re in good hands with Allstate.” Which of the following types of needs is Allstate trying to satisfy?
Feedback: Safety needs are concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise). |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 177. | The American Heart Association promotes its awareness campaign with the popular tagline, “Learn and Live.” Here, The American Heart Association’s marketing effort focuses on satisfying what level in the hierarchy of needs?
Feedback: Safety needs are concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise). |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 178. | At its website, Tylenol identifies the top headache triggers and offers solutions to headache sufferers. Tylenol is focusing on satisfying what level in the hierarchy of needs?
Feedback: Safety needs are concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise). |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 179. | In the PSSP Hierarchy of Needs model, which level is illustrated by a Fidelity campaign on TV that proclaims its IRA is a sound investment for the future?
Feedback: Safety needs are concerned with protection and physical well-being, such as financial security. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 180. | The Cleveland Water Department promotes its safe water with a catchy tagline, “The label says Fiji because it’s not bottled in Cleveland.” Here, the Cleveland Water Department’s marketing effort focuses on satisfying what level in the hierarchy of needs?
Feedback: Physiological needs are concerned with biological needs like food, liquid, rest, and sex. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 181. | The California Dairy Association promotes its milk campaign with the popular tagline, “Got milk?” Here, the California Dairy Association’s marketing effort focuses on satisfying what level in the hierarchy of needs?
Feedback: Physiological needs are concerned with biological needs like food, liquid, rest, and sex. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 182. | In the PSSP Hierarchy of Needs model, which level is illustrated by a “Got Milk?” magazine campaign that encourages customers to drink more milk?
Feedback: Physiological needs are concerned with biological needs like food, liquid, rest, and sex. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 183. | Which of the following statements about “needs” is true?
Feedback: A four-level hierarchy of needs model suggests that most products must fill more than one need at the same time. The lowest-level needs are physiological. Then come safety, social, and personal needs. But, higher level needs may develop before lower level needs are completely satisfied. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 184. | When studying consumer needs, a marketer should ______.
Feedback: Needs are the basic forces that motivate a person to do something. Wants are “needs” that are learned during a person’s life. A good marketing manager studies what consumer drives, needs, and wants already exist and how they can be satisfied better. Marketers should try to develop marketing mixes that address multiple needs. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
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| 185. | ______ refers to how we gather and interpret information from the world around us.
Feedback: Perception refers to how we gather and interpret information from the world around us. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 186. | What selective processes are used in gathering and interpreting marketing stimuli around us?
Feedback: Selective exposure, selective perception, and selective retention are included in the selective processes. Selective attention is not. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 187. | Which of the following is NOT one of the selective processes?
Feedback: Selective exposure, selective perception, and selective retention are included in the selective processes. Selective distribution is not. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 188. | The fact that our eyes and minds seek out and notice only information that interests us is called ______.
Feedback: Selective exposure is when our eyes and minds seek out and notice only information that interests us. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 189. | Selective ______ refers to processes that screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Feedback: Selective perception is when we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 190. | When consumers screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs, this is called ______.
Feedback: Selective perception is when we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 191. | Consumers remembering only what they want to remember is called ______.
Feedback: Selective retention is a process where we remember only what we want to remember. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 192. | While planning a vacation, Betty Jo visited the website of a package tour provider and closed a pop-up ad without even noticing what it was for. This is an example of selective ______.
Feedback: Selective exposure is when our eyes and minds seek out and notice only information that interests us. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
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| 193. | When listening to music on the radio, many consumers automatically switch stations when commercials begin to run, and they search until they find another station that is playing music. This tendency is an example of selective ______.
Feedback: Selective exposure is when our eyes and minds seek out and notice only information that interests us. |
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| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 194. | Tammi Soloft has itchy eyes and a stuffy nose, and suddenly becomes aware of many TV ads for allergy products that she never noticed before. This illustrates selective ______.
Feedback: Selective exposure is when our eyes and minds seek out and notice only information that interests us. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 195. | Carmela Sanchez is planning to buy a pair of running shoes. Recently, she has been noticing more Adidas advertising in magazines. This is an example of ______.
Feedback: Selective exposure is when our eyes and minds seek out and notice only information that interests us. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 196. | On his way to a GM dealership to pick up a new truck he has purchased, Ian Mann hears a Ford ad that says that Ford trucks have more power than Chevy trucks. Ian thought that the ad said that the Chevys had more power. This illustrates ______.
Feedback: Selective perception is when we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 |
| 197. | After his Political Science class, Andre only remembered the parts of his professor’s lecture that he agreed with. This is an example of selective ______.
Feedback: Selective retention is a process where we remember only what we want to remember. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
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| 198. | ______ is a change in a person’s thought processes caused by prior experience.
Feedback: Learning is a change in a person’s thought processes caused by prior experience. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 199. | Which of the following is NOT a major step in the learning process?
Feedback: The learning process involves drive, cues, response, and reinforcement. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 200. | The order of the steps in the learning process is ______.
Feedback: The learning process involves drive, cues, response, and reinforcement. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 201. | Which of the following statements about the learning process is TRUE?
Feedback: Reinforcement strengthens the relationship between the cue and the response and it may lead to a similar response the next time the drive occurs. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
| 202. | Which of the following statements about learning is FALSE?
Feedback: Reinforcement strengthens the relationship between the cue and the response. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 203. | Which of the following statements concerning reinforcement is FALSE?
Feedback: Reinforcement of the learning process occurs when the response is followed by satisfaction, that is, reduction in the drive. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
| 204. | Which of the following observations about learning is FALSE?
Feedback: Learning is often based on direct experience. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 205. | A movie theater runs a film clip that shows pictures of candy, popcorn and soft drinks prior to running the featured movie. The intent is to get theater patrons to make purchases at the concession stand in the theater lobby. This process is an example of which of the following behavioral influences on buying behavior?
Feedback: Consumer learning may result from things that marketers do. Depending on the cues (products, signs, ads, and other stimuli in the environment) an individual chooses some specific response to satisfy a drive. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 206. | In the learning process, ______ can be in the form of products, signs, ads, and other stimuli in the environment.
Feedback: Cues can be in the form of products, signs, ads, and other stimuli in the environment. |
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| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 |
| 207. | Which of the following is an example of using a cue to attract consumers?
Feedback: Cues can be in the form of products, signs, ads, and other stimuli in the environment. Hence, all of the choices given are examples for cues. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 208. | When Taco Bell shows a large close-up of a chicken taco in a television ad, it is ______.
Feedback: Depending on the cues (products, signs, ads, and other stimuli in the environment) an individual chooses some specific response to satisfy a drive. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 209. | A divorced dad commuting to work on a major highway notices a billboard for McDonald’s any-size $1 soft drink. This billboard is an example of a(n) ______.
Feedback: Cues can be in the form of products, signs, ads, and other stimuli in the environment. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 210. | A grocery store sprays an aerosol scent that smells like fresh baked bread near its packaged bakery items. This is ______.
Feedback: Sometimes marketers use cues or images that have positive associations from some other situation and relate them to their marketing mix. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 211. | An attitude is ______.
Feedback: An attitude is a person’s point of view toward something. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
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| 212. | A(n) ______ is a person’s point of view toward a product, an advertisement, a salesperson, a firm, or an idea.
Feedback: An attitude is a person’s point of view toward something. The “something” may be a product, an advertisement, a salesperson, a firm, or an idea. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 213. | Attitudes are ______.
Feedback: An attitude is a person’s point of view toward something. Because attitudes are associated with liking or disliking, they have some action implications. Consumer attitudes tend to be enduring. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 214. | Regarding consumer buying behavior, ______.
Feedback: Attitudes affect the selective processes, learning, and the buying decisions. Beliefs are not as action-oriented as attitudes. Forecasts for sales would be easier if attitudes were good predictors of intentions to buy, but it’s not that simple. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 215. | Some marketers stretch the meaning of “attitude” to include ______.
Feedback: In an attempt to relate attitude more closely to purchase behavior, some marketers stretch the attitude concept to include consumer “preferences” or “intention to buy.” |
| AACSB: Reflective Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 216. | Consumers’ attitudes can be learned from ______.
Feedback: An attitude is a person’s point of view toward a product, an advertisement, a salesperson, a firm, or an idea. Consumers’ attitudes can be learned from attitudes of others, promotion directed toward them, and previous experiences. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 217. | Which of the following observations concerning beliefs is FALSE?
Feedback: Beliefs are not as action-oriented as attitudes. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
| 218. | The statement “I like Southwest Air” is an example of a(n) ______.
Feedback: An attitude is a person’s point of view toward something. Attitudes are usually thought of as involving liking or disliking. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 219. | The statement “Almond Joy is made with real almonds” is an example of ______.
Feedback: A belief is a person’s opinion about something, but it does not necessarily involve any liking or disliking. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 220. | The statement “I plan to see the new Tom Hanks movie” is an example of ______.
Feedback: Plans and intentions are usually interchangeable and mean the same thing. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 221. | Which of the following would be the most difficult task facing a marketing manager?
Feedback: Changing negative attitudes is probably the most difficult job marketers face. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 222. | When dealing with consumer attitudes, marketers should know that ______.
Feedback: Because consumer attitudes tend to be enduring, it’s usually more economical for marketers to work with them than try to change them. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 3 Hard Topic: Psychological Influences within an Individual |
| 223. | A(n) _____ is an outcome or event that a person anticipates or looks forward to.
Feedback: An expectation is an outcome or event that a person anticipates or looks forward to. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 224. | An expectation is ______.
Feedback: An expectation is an outcome or event that a person anticipates or looks forward to. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 225. | Trust is the confidence a person has in the promises or actions of ______.
Feedback: Trust is the confidence a person has in the promises or actions of another person, brand, or company. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 226. | Psychographics may also be called ______.
Feedback: Psychographics are also called lifestyle analysis. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 227. | The AIO items used in life-style analysis include ______.
Feedback: Psychographics is the analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions, sometimes referred to as AIOs. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 228. | Psychographics or life-style analysis analyzes an individual’s ______.
Feedback: AIO (activities, interests, and opinions) dimensions along with some demographics can be used to add detail to the lifestyle profile of a target market. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 229. | Psychographics is the analysis of a person’s day-to-day pattern of living as expressed in that person’s ______.
Feedback: Psychographics or lifestyle analysis is the analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
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| 230. | Studying a consumer’s psychographic characteristics will help marketers understand the target audience’s hobbies, politics, and ______.
Feedback: Psychographics or lifestyle analysis is the analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions. Recreation is an example of interests. The other alternatives listed above are demographic dimensions, not psychographic dimensions. See Exhibit 5-6. |
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| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 231. | In psychographics AIO analysis, all of the following are examples of activities EXCEPT ______.
Feedback: Examples of activities include work, vacation, surfing, web, hobbies, entertainment, shopping, social events, club membership, and sports. Age is a demographic dimension. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-2 Level of Difficulty: 2 Medium Topic: Psychological Influences within an Individual |
| 232. | Consumer buying behavior is affected by ______.
Feedback: Psychological variables like needs (physiological, safety, social, and personal) and social influences like consumer’s family, social class, reference groups, opinion leaders, culture, and ethnic groups influence the consumer decision process. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-2 Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Psychological Influences within an Individual |
| 233. | Which of the following social influences will likely have the greatest impact on a teenager’s purchase of a skateboard?
Feedback: A reference group is the people to whom an individual looks when forming attitudes about a particular topic. Reference influence is stronger for products that others “see” and that relate to status in the group. Teen purchases are heavily influenced by reference groups. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 234. | Parents who spent years limiting purchases to home necessities and kids’ entertainment often embrace more luxury-oriented buying patterns later in life. This phenomenon is related to ______.
Feedback: People whose children are grown are able to spend their money in other ways. This empty nester period tends to be a high-income period in which adults spend more on travel and other things they couldn’t afford earlier in life. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 235. | The inclusion of multiple language options in automated bank teller machines illustrates how some marketers are responding to ______.
Feedback: More marketers pay attention to ethnic groups now because the number of ethnic consumers is growing at a much faster rate than the overall society. Much of this growth results from immigration. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Culture, Ethnicity, and Consumer Behavior |
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| 236. | Marketers increasingly hire celebrities and even full-time bloggers to engage consumers in social media discussions about new products. A person who is able to influence followers to try products is a(n) ______.
Feedback: An opinion leader is a person who influences others. Some marketing mixes aim especially at opinion leaders, since their opinions affect others and they have many product-related discussions with “followers.” The Internet has helped some opinion leaders get more followers and therefore more influence. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 237. | _____ is a social influence that affects a person’s buying behavior.
Feedback: Social influences like consumer’s family, social class, reference groups, culture, and ethnic groups influence the consumer decision process. |
| AACSB: Ethics Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 238. | Which of the following is NOT a social influence in consumer buying?
Feedback: Social influences like consumer’s family, social class, reference groups, culture, and ethnic groups influence the consumer decision process. Beliefs are not a social influence. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 239. | Which of the following dimensions affects family spending?
Feedback: Marital status, age, and the age of any children in the family have an especially important effect on how families spend their income. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 240. | Which of the following is NOT a stage in the TRADITIONAL flow of the family life cycle?
Feedback: Stages in the traditional flow of the family life cycle are young single, young married without children, young married with children, middle-aged married with children, middle-aged married without dependent children, older married, and older unmarried. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 241. | The traditional family flow, according to the family life cycle, does not include people who are ______.
Feedback: Stages in the traditional flow of the family life cycle are young single, young married without children, young married with children, middle-aged married with children, middle-aged married without dependent children, older married, and older unmarried. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 242. | Which of the following statements is TRUE?
Feedback: Empty nesters are people whose children are grown and who are now able to spend their money in other ways. |
| AACSB: Diversity Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 243. | Of the following, which are the most receptive to new products and new brands?
Feedback: Singles and young couples seem to be more willing to try new products and brands. |
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| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 244. | Of the following, which are the most receptive to new products and new brands?
Feedback: Singles and young couples seem to be more willing to try new products and brands. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 245. | Regarding the family life cycle, singles and younger couples without children ______.
Feedback: Singles and young couples seem to be more willing to try new products and brands and are careful, price-conscious shoppers. |
| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 246. | Ted and Amy Balderas were married last year, at age 24. They have no children and both are currently working hard to build their careers. Couples like Ted and Amy ______.
Feedback: The younger families, especially those with no children, are still accumulating durable goods, such as automobiles and home furnishings. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 247. | Identify the FALSE statement about the effect of marital status, age, and the age of any children in the family, on how people spend their income.
Feedback: Younger families, especially those with no children, are still accumulating durable goods, such as automobiles, and home furnishings, and therefore spend more (not less) on discretionary items. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 |
| 248. | Teenagers ______.
Feedback: Teenagers eat more, want to wear expensive clothes, like music, and develop recreation and education needs. They are a target for many firms. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 249. | American teenagers ______.
Feedback: Teenagers eat more, want to wear expensive clothes, like music, and develop recreation and education needs that are hard on the family budget. American teens currently spend almost $200 billion a year. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 250. | U.S. teenagers spend about $______ billion per year.
Feedback: American teens currently spend almost $200 billion a year. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 3 Hard Topic: Social Influences Affect Consumer Behavior |
| 251. | Empty nesters ______.
Feedback: Empty nesters are people whose children are grown and who are now able to spend their money in other ways. This tends to be a high-income period. |
| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
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| 252. | Empty nesters ______.
Feedback: Empty nesters are people whose children are grown and who are now able to spend their money in other ways. This tends to be a high-income period, especially for white-collar workers.
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| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 253. | HomeFront Construction Company built large, single-family homes for 25 years. Then there was a shift toward more demand for small luxury condominiums and HomeFront changed its focus. The change in demand could be explained by ______.
Feedback: Empty nesters are people whose children are grown and who are now able to spend their money in other ways. This tends to be a high-income period, especially for white-collar workers. Hence, all explanations could be relevant. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 3 Hard Topic: Social Influences Affect Consumer Behavior |
| 254. | Current consumer research suggests that the family’s purchasing agent is now the ______.
Feedback: Buying responsibility and influence vary greatly depending on the product and the family. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 255. | Peter Janca noticed during a weekly grocery shopping that 7-Up was on sale. Even though he could have saved money with the 7-Up, Peter bought Mountain Dew because that’s the brand his children prefer. Peter was responding to ______.
Feedback: Although often only one family member goes to the store for a specific purchase, other family members may influence the decision or really decide what to buy. This is an example of social influence. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 256. | Your social class level does NOT depend directly on your ______.
Feedback: In most countries—including the United States—there is some general relationship between income level and social class. But people with the same income level may be in different social classes. So income by itself is usually not a good measure of social class.
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| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 257. | The social class system in the U.S. _____.
Feedback: In most countries—including the United States—there is some general relationship between income level and social class. But people with the same income level may be in different social classes. So income by itself is usually not a good measure of social class. |
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| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 258. | Social class in the U.S. is usually measured in terms of ______.
Feedback: In the United States, simple approaches for measuring social class groupings are based on a person’s occupation, education, and type and location of housing. |
| AACSB: Diversity Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 259. | In the US, social class groupings are typically based on all of the following EXCEPT ______.
Feedback: In the United States, simple approaches for measuring social class groupings are based on a person’s occupation, education, and type and location of housing. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 260. | Which of the following statements about social class is FALSE?
Feedback: In the United States, people with the same income level may be in different social classes. So income by itself is usually not a good measure of social class. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 261. | Which of the following statements concerning social class is FALSE?
Feedback: In the United States, people with the same income level may be in different social classes. So income by itself is usually not a good measure of social class. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 262. | Which of the following statements about social class is FALSE?
Feedback: In the United States, people with the same income level may be in different social classes. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 263. | A(n) ______ refers to the people to whom an individual looks when forming attitudes about a particular topic.
Feedback: A reference group refers to the people to whom an individual looks when forming attitudes about a particular topic. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 264. | Reference group ______.
Feedback: People normally have several reference groups for different topics. Some they meet face-to-face; others they just wish to imitate, for example, performers or athletes. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 3 Hard Topic: Social Influences Affect Consumer Behavior |
| 265. | A good marketing manager knows that ______.
Feedback: People normally have several reference groups for different topics. Some they meet face-to-face; others they just wish to imitate, for example, performers or athletes. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 266. | Which of the following observations about reference groups is FALSE?
Feedback: People normally have several reference groups for different topics. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
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| 267. | Reference-group influence would be WEAKEST for determining which particular ______ a person buys.
Feedback: Reference influence is stronger for products that others “see” and which relate to status in the group. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 268. | Reference group influence is likely to have the strongest effect on the particular BRAND of ______ purchased.
Feedback: Reference influence is stronger for products that others “see” and that relate to status in the group. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 3 Hard Topic: Social Influences Affect Consumer Behavior |
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| 269. | Natasha Talbott was interested in a new set of golf clubs. She discussed the various types with some knowledgeable friends and relied on their advice. Natasha’s friends were acting as ______.
Feedback: A reference group refers to the people to whom an individual looks when forming attitudes about a particular topic. |
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| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 270. | In the Jockey underwear ads using young people on the beach and the slogan, “Let ’em know you’re Jockey,” the company is hoping to use ______ groups to influence consumer behavior.
Feedback: A reference group refers to the people to whom an individual looks when forming attitudes about a particular topic. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 271. | When Ariat gave boots away to popular rodeo riders, other riders began asking for the Ariat brand and Western stores were eager to sell the boots. Ariat used ______ groups to influence consumer behavior.
Feedback: A reference group refers to the people to whom an individual looks when forming attitudes about a particular topic. Reference influence is stronger for products that others “see” and which relate to status in the group. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 272. | Opinion leaders are______.
Feedback: An opinion leader is a person who influences others. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 273. | Opinion leaders ______.
Feedback: Some marketing mixes aim especially at opinion leaders, since their opinions affect others and can provide favorable word-of-mouth publicity. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 274. | Which of the following statements about opinion leaders is true?
Feedback: Opinion leaders on one subject aren’t necessarily opinion leaders on another. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 275. | Which of the following is true of the impact that social media has on the consumer decision process?
Feedback: Social media amplifies the voices of opinion leaders. Rapid consumer adoption of the web and social media has boosted the effects of social influence on the consumer decision process. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 276. | Which of the following examples illustrates social media amplifying the voice of opinion leaders?
Feedback: Social media amplifies the voices of opinion leaders. Think about the impact of a traveler posting a long, detailed positive review at Hotels.com or a movie fan telling Facebook friends how much she disliked a new movie. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 277. | A group of new-generation mothers blogging about products they like and dislike attracts a lot of readers, mainly those who are expecting a baby. These new-generation mothers are examples of ______.
Feedback: Some firms make opinion leaders the target market. For example, some moms have had great success writing blogs that attract tens of thousands of readers. They often blog about products they like—and don’t like. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 278. | The whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous group of people is a(n) ______.
Feedback: Culture is the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people. |
| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 279. | The whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people is a(n) ______.
Feedback: Culture is the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
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| 280. | The whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people is called a(n) ______.
Feedback: Culture is the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people. |
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| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 281. | With respect to culture and consumer behavior, ______.
Feedback: Culture is the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people. It is useful to think of subcultures within cultures as they influence consumer behavior and therefore require different marketing mixes. |
| AACSB: Technology Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 282. | People from different ethnic groups ______.
Feedback: People from different ethnic groups may be influenced by very different cultural variables. |
| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 283. | Which of the following statements is true of culture and international markets?
Feedback: Planning strategies that consider cultural differences in international markets are complex to develop and even harder to implement. It makes more sense to treat each foreign market as a separate market with its own submarkets. Ignoring cultural differences—or assuming that they are not important—almost guarantees failure in international markets. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Culture, Ethnicity, and Consumer Behavior |
| 284. | U.S. based Myva Foods Inc. is expanding its business to the Asian market. Which of the following will be an ineffective practice in the company’s efforts to expand to international markets?
Feedback: It is an ineffective practice to apply the same marketing mix to the Asian market as to the U.S. market. Each foreign market may need to be treated as a separate market with its own submarkets. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Culture, Ethnicity, and Consumer Behavior |
| 285. | Which of the following observations regarding ethnic shifts in the American market is FALSE?
Feedback: The buying power of ethnic submarkets is also increasing rapidly. Estimates indicate that Hispanics and African Americans each spend nearly $1 trillion a year and Asian Americans over $500 billion a year. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 2 Medium Topic: Social Influences Affect Consumer Behavior |
| 286. | Which of the following statements about ethnic dimensions of the U.S. market is True?
Feedback: Ethnic groups buy differently and have different needs. Many firms make the mistake of treating all consumers in an ethnic group as homogeneous. The number of ethnic consumers is growing at a faster rate than the overall society. The buying power of ethnic submarkets is increasing rapidly. Hence, all the statements are true. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 287. | Ethnic markets are becoming more important to marketers because ______.
Feedback: More marketers pay attention to ethnic groups now because the number of ethnic consumers is growing at a much faster rate than the overall society. |
| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 3 Hard Topic: Social Influences Affect Consumer Behavior |
| 288. | Which of the following statements by marketing managers is NOT logical and true?
Feedback: Many firms make the mistake of treating all consumers in a particular ethnic group as homogeneous. |
| AACSB: Diversity Blooms: Understand Learning Objective: 5-3 Level of Difficulty: 3 Hard Topic: Social Influences Affect Consumer Behavior |
| 289. | The largest and fastest growing ethnic minority group in the United States is composed of ______.
Feedback: Hispanic Americans are the largest and fastest growing ethnic group in the United States. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 290. | Compared to U.S. averages, the median age of Hispanic Americans is ______.
Feedback: The median age of Asian Americans, African Americans, and Hispanics is much lower than that of whites. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 291. | With regards to the Hispanic population, which of the following is FALSE?
Feedback: Let’s take a closer look at Hispanic Americans. Hispanics are the largest and fastest growing ethnic group in the United States. In 2010, the Hispanic population was about 50.5 million and made up 16.3 percent of the total U.S. population—up from 35.3 million and 12.5 percent in 2000. We can expect more growth because in 2010, 23.1 percent of all children under age 18 were Hispanic. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 1 Easy Topic: Social Influences Affect Consumer Behavior |
| 292. | Identify the FALSE observation about Asian Americans.
Feedback: While there are fewer Asian Americans (about 14.4 million in 2010 and 4.6 percent of the population), the number has more than tripled since 1980. Asian Americans have the highest median family income ($64,308) of the major ethnic groups. Because of this growth and income, companies as varied as Kraft, Walmart, and Allstate are targeting these consumers, especially in California, New York, and Texas, where half the Asian American population is concentrated. |
| AACSB: Diversity Blooms: Remember Learning Objective: 5-3 Level of Difficulty: 3 Hard Topic: Social Influences Affect Consumer Behavior |
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| 293. | A college student on her way to take an exam remembers that she doesn’t have a pencil with an eraser-which the instructor asked everyone to bring. The store where she stops doesn’t have regular pencils—but it does sell Scripto mechanical pencils priced at $2.95. That is what she buys. This case illustrates the effect of ______.
Feedback: Consumer behavior varies in different situations. The urgency of the need is a time-related factor that influences their buying behavior. Therefore this is an example of purchase situation. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: Individuals are Affected by the Purchase Situation |
| 294. | A person who purchases flowers will select different floral arrangements for a retirement party, a funeral, and a Valentine’s Day date. This illustrates the impact of ______ on purchase decisions.
Feedback: Why and how a consumer selects certain products may vary greatly depending on the purchase situation. Different purchase situations may even require different marketing mixes-even when the same target market is involved. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: Individuals are Affected by the Purchase Situation |
| 295. | Which of the following illustrates that time and surroundings are factors of the purchase situation that can greatly stimulate buying behavior?
Feedback: Black Friday (day after Thanksgiving) is a unique once-a-year shopping event in which retailer discounts and mass selling displays stimulate frenzied buying. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: Individuals are Affected by the Purchase Situation |
| 296. | A salesperson driving to visit a client located two hours away has a tire blow out on the highway. He walks about a mile to the next exit where he finds a service station. The owner of the station says he can replace the blown tire, but it will cost twice as much as it would to purchase a tire in the salesperson’s home city. The salesperson, not wanting to be late for his appointment, agrees to pay the higher price in order to get back on the road. This case illustrates the effect of ______ on buying behavior.
Feedback: Shopping for tires is much more urgent when one has a flat as compared to when one notices that the tread is just starting to wear thin. Consumer behavior varies in different situations. The urgency of the need is a time-related factor that influences their buying behavior. Therefore this is an example of purchase situation. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: Individuals are Affected by the Purchase Situation |
| 297. | _____ is a time-related factor.
Feedback: Time influences a purchase situation. When consumers seek to make a purchase, the time they have available for shopping will influence their behavior. The urgency of the need generally shortens the amount of time spent comparing products. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: Individuals are Affected by the Purchase Situation |
| 298. | When the need for a product or service is urgent, customers are ______.
Feedback: When the need is urgent, customers will be less inclined to evaluate a range of options—and place more emphasis on speed and convenience. Time influences a purchase situation. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: Individuals are Affected by the Purchase Situation |
| 299. | In which of the following situations is time influencing the purchase situation the most?
Feedback: Shopping for tires is much more urgent when one has a flat tire as compared to when one notices that the tread is just starting to wear thin. When the need is urgent, customers will be less inclined to evaluate a range of options—and place more emphasis on speed and convenience. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: Individuals are Affected by the Purchase Situation |
| 300. | An on-site auction may stimulate a different response than an online auction. This is an example of ______ affecting the purchase decision.
Feedback: Surroundings can affect buying behavior. The excitement at an on-site auction may stimulate impulse buying. Checking out an auction online might lead to a different response. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 3 Hard Topic: Individuals are Affected by the Purchase Situation |
| 301. | The consumer decision process begins with ______.
Feedback: The consumer decision process begins when a consumer becomes aware of an unmet need. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 302. | For a home-based purchase of a furnace, the consumer decision process typically begins when ______.
Feedback: The consumer decision process begins when a consumer becomes aware of an unmet need. In the case of buying a home furnace, most consumers recognize they have a need when the present furnace begins to malfunction. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 303. | Which of the following would have the least influence on a consumer purchase of a 5-gallon waterproof sealant for wood decks and fences?
Feedback: Many hardware and home-improvement purchases are utility-oriented and based in necessity. As a result, such items are influenced least by social influences like culture, reference groups, or social class. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 304. | A consumer who seeks to purchase an HDTV for the first time for a home entertainment theater is likely to ______.
Feedback: Consumers use extensive problem solving when they put much effort into deciding how to satisfy a need-as is likely for a completely new purchase, or to satisfy a need for the right equipment to place in a home entertainment theater. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 305. | The web and social media ______.
Feedback: The web and social media expose consumers to many goods, services, experiences, and people. Rapid consumer adoption of the web and social media has boosted the effects of social influence on the consumer decision process. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 306. | Which of the following is NOT an important problem-solving step for a consumer trying to satisfy a need?
Feedback: Problem-solving involves the following steps: information search, identifying alternatives, setting criteria, and evaluating alternatives. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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| 307. | When consumers use a problem-solving process to make purchase decisions, what is the next step after they become aware of a problem?
Feedback: Problem-solving involves the following steps: information search, identifying alternatives, setting criteria, and evaluating alternatives. |
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| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 308. | Which of the following is NOT one of the levels of consumer problem solving discussed in the text?
Feedback: There are three levels of problem solving that relate to the amount of effort the buyer puts into the decision: extensive problem solving, limited problem solving, and routinized response behavior. |
| AACSB: Reflective Thinking Blooms: Create Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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| 309. | When a consumer puts much effort into deciding how to satisfy a need, he engages in ______.
Feedback: Extensive problem solving is when the consumers put much effort into deciding how to satisfy a need. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 310. | What is the likely level of involvement in a purchase decision for a new couch?
Feedback: Extensive problem solving is when a consumer puts much effort into deciding how to satisfy a need, as is likely for a completely new purchase or to satisfy an important need. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 311. | Extensive problem solving probably would be required by a recent college graduate in the purchase of ______.
Feedback: Consumers use extensive problem solving when they put much effort into deciding how to satisfy a need, as is likely for a completely new purchase or to satisfy an important need. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 312. | Extensive problem solving probably would NOT be required by young newly-marrieds in the purchase of a ______.
Feedback: Consumers use extensive problem solving when they put much effort into deciding how to satisfy a need, as is likely for a completely new purchase or to satisfy an important need. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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| 313. | Lars Sorenson is a college student who needs to purchase a suit for job interviews. In the past his father has helped him buy suits. This time, he is the sole decision maker and is paying for the $450 suit with money he earned at his part-time job. Lars is concerned about good fit and good value so he visits several stores before making his purchase. For Lars, this situation seems to be one of ______.
Feedback: Consumers use extensive problem solving when they put much effort into deciding how to satisfy a need, as is likely for a completely new purchase or to satisfy an important need. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 314. | Chelsea is buying her first flat panel television. She wants to make the right decision, so she consults several websites for product reviews, talks to friends and salespeople at electronics stores, determines several key criteria, and evaluates six different sets. For her flat panel purchase, Chelsea used ______.
Feedback: Consumers use extensive problem solving when they put much effort into deciding how to satisfy a need, as is likely for a completely new purchase or to satisfy an important need. |
| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 315. | Limited problem solving is used ______.
Feedback: Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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| 316. | Monica does not find her regular brand of shampoo at the store. She looks at the bottles of three brands before deciding on the Shine-On brand. Monica has engaged in ______ problem solving.
Feedback: Limited problem solving is typical when the consumer has some previous experience with a product but isn’t quite sure which choice to make at the moment. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 3 Hard Topic: The Consumer Decision Process |
| 317. | What is the level of involvement in a purchase decision for a small kitchen appliance?
Feedback: Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need. This is typical when the consumer has some previous experience with a product but isn’t quite sure which choice to make at the moment. |
| AACSB: Reflective Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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| 318. | Which of the following lists two items the purchase of which involves limited problem solving?
Feedback: Routinized response is typical when a consumer has considerable experience in how to meet a specific need and requires no new information. For example, purchase of a fast-food restaurant meal. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 319. | Limited problem solving probably would be required by empty nesters in the purchase of ______.
Feedback: Limited problem solving is typical when the consumer has some previous experience with a product but isn’t quite sure which choice to make at the moment. Empty-nesters would apply limited problem solving for all of the options available. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 |
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| 320. | Eddie Falco went to a grocery store to buy his favorite brand of ice cream. However, the store was temporarily out of that brand, so he looked over the other familiar brands and decided to try a well-advertised brand. This case illustrates ______.
Feedback: Limited problem solving is typical when the consumer has some previous experience with a product but isn’t quite sure which choice to make at the moment. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 321. | Which type of problem solving is typical for a low-involvement purchase?
Feedback: Routinized response behavior is typical for low-involvement purchases, that is, purchases that have little importance or relevance for the customer. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 |
| 322. | Routinized response behavior ______.
Feedback: Routinized response is typical when a consumer has considerable experience in how to meet a specific need and requires no new information. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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| 323. | More than 600,000 loyal customers signed up in advance to purchase the iPhone4 in an Apple store the first day it was available for sale in the U.S. What type of response behavior were these Apple followers demonstrating?
Feedback: Routinized response also may occur when a buyer trusts a company, brand, or a friend’s recommendation. Because trust lowers the risk of making the wrong choice, less effort is required from the buyer. |
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| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 324. | When Corey runs out of shampoo he buys whatever brand is on sale at his local CVS drugstore. What is his level of involvement in the purchase decision for shampoo?
Feedback: Routinized response behavior is typical for low-involvement purchases, that is, purchases that have little importance or relevance for the customer. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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| 325. | Which of the following is LEAST likely to be an example of routinized response behavior?
Feedback: A consumer uses routinized response behavior when he or she regularly selects a particular way of satisfying a need when it occurs. Purchasing a new pair of shoes is not an example of routinized response behavior. |
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| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 326. | Routinized response behavior probably would be used by many consumers in the purchase of ______.
Feedback: Routinized response behavior is typical for low-involvement purchases, that is, purchases that have little importance or relevance for the customer. Soap, canned fruit, salt, and milk are low-involvement purchases. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 327. | Which of the following products probably would result in the lowest involvement purchase for most consumers?
Feedback: Routinized response behavior is typical for low-involvement purchases, that is, purchases that have little importance or relevance for the customer. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 328. | Dissonance is a ______.
Feedback: Dissonance is a feeling of uncertainty about whether the correct decision was made. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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| 329. | Which of the following is true of dissonance?
Feedback: Dissonance is a feeling of uncertainty about whether the correct decision was made. Dissonance does not generally occur for frequently purchased items as they are low-involvement purchases. |
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| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 330. | Laurie Michaels just bought a cell telephone for her car after spending several weeks considering all the possibilities. She likes the new phone, but is still wondering if another brand at a slightly higher price would have been better. This is an example of ______.
Feedback: After making a purchase, buyers often have second thoughts and wonder if they made the right choice. The resulting tension is called dissonance. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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| 331. | After buying an expensive new mobile phone, Kevin experiences ______ when he has second thoughts and wonders if he made the right choice.
Feedback: After making a purchase, buyers often have second thoughts and wonder if they made the right choice. The resulting tension is called dissonance. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 332. | Billy Longstreet bought a new car and was a bit uncertain about whether or not he had done the right thing. Two days after he purchased it, he decided to take it back to the dealer for installation of some additional optional equipment. When Billy returned to the dealership to pick up the car after the installation, the salesman who sold Billy the car said, “You know, in the last two hours three different customers told me how much they liked the looks of your new car. One of them even wanted to know if it was for sale!” This attempt by the salesman to confirm the wisdom of Billy’s purchase decision seems to be aimed at reducing ______.
Feedback: Dissonance is a feeling of uncertainty about whether the correct decision was made. This may lead a customer to seek additional information to confirm the wisdom of the purchase. |
| AACSB: Diversity Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 333. | A consumer who purchases a new computer but encounters frustration with set up and technical support may experience ______.
Feedback: After making a purchase, buyers often have second thoughts and wonder if they made the right choice. The resulting tension is called dissonance-a feeling of uncertainty about whether the correct decision was made. All the other options take place prior to a purchase. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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| 334. | For a long time Jessica felt disappointment over a new pair of jeans that never fit quite right. Jessica experienced ______.
Feedback: When a post-purchase experience fails to live up to expectations, a customer will be disappointed. |
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| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 3 Hard Topic: The Consumer Decision Process |
| 335. | Which of the following refers to a marketer countering negative publicity to save a product’s image?
Feedback: At times, a marketer’s career might call for countering negative publicity—damage control—to save a product’s image. Many consumers talk about their purchases and share opinions about their good and bad experiences. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 336. | Damage control is important for marketers because ______.
Feedback: At times, a marketer’s career might call for countering negative publicity—damage control—to save a product’s image. Many consumers talk about their purchases and share opinions about their good and bad experiences. Recommendations from friends can have a big influence on whether we try a new restaurant, buy a hybrid car, or choose a different dentist. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 337. | The steps individuals go through in accepting or rejecting a new idea are known as ______.
Feedback: Adoption process refers to the steps individuals go through on the way to accepting or rejecting a new idea. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 |
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| 338. | A consumer who is interested in making the switch from a desktop computer to a tablet computer may require a prolonged learning and trial process known as ______.
Feedback: When consumers face a truly new concept, their previous experience may not be relevant. These situations involve the adoption process—the steps individuals go through on the way to accepting or rejecting a new idea. Although the adoption process is similar to the decision-making process, learning plays a clearer role and promotion’s contribution to a marketing mix is more visible. |
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| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 339. | In the adoption process, an individual moves through six definite steps; they are ______.
Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 340. | Which of the following gives the correct ORDERING of the steps in the adoption process?
Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-6 Level of Difficulty: 3 Hard Topic: The Consumer Decision Process |
| 341. | Consumers go through six steps when deciding to accept or reject a new idea. In this adoption process the ______.
Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 342. | With regard to the adoption process, ______.
Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective:5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 343. | In the adoption process, ______.
Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation. |
| AACSB: Analytical Thinking Blooms: Remember Learning Objective: 5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
| 344. | The adoption process suggests that ______.
Feedback: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 3 Hard Topic: The Consumer Decision Process |
| 345. | A marketing manager for a new brand of bar soap decides to mail free samples to consumers. The logic for using this approach is best explained by the ______.
Feedback: Adoption process refers to the steps individuals go through on the way to accepting or rejecting a new idea. Sampling (or Trial) is one of these steps. |
| AACSB: Diversity Blooms: Apply Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
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| 346. | In the ______ step of the adoption process, a consumer begins to give the product a mental trial by applying it to his or her personal situation.
Feedback: In the evaluation step of the adoption process, a consumer begins to give the product a mental trial, applying it to his or her personal situation. |
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| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 347. | Ken Prescott has noticed several television commercials for BestYet—a new brand of shampoo. While washing his hair, he thinks about what would happen if he replaced his current shampoo with BestYet. What stage in the adoption process has Ken reached?
Feedback: In the evaluation step of the adoption process, a consumer begins to give the product a mental trial, applying it to his or her personal situation. |
| AACSB: Reflective Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 348. | In the ______ stage of the adoption process, the consumer may buy the product to experiment with it in use.
Feedback: In the trial step of the adoption process, the consumer may buy the product to experiment with it in use. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective:5-5 Level of Difficulty: 1 Easy Topic: The Consumer Decision Process |
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| 349. | A potential customer for a new Audi A4 sedan takes the car for a two-hour test drive to see how it responds on the open road. This customer is at the ______ stage of the adoption process.
Feedback: In the trial step of the adoption process, the consumer may buy the product to experiment with it in use. In this case, the customer took the car for a test drive. |
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| AACSB: Analytical Thinking Blooms: Apply Learning Objective: 5-6 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
| 350. | In this step of the adoption process, the adopter continues to rethink the decision and searches for support for the decision.
Feedback: In the confirmation step of the adoption process, the adopter continues to rethink the decision and searches for support for the decision, that is, further reinforcement. |
| AACSB: Analytical Thinking Blooms: Understand Learning Objective: 5-5 Level of Difficulty: 2 Medium Topic: The Consumer Decision Process |
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
Original price was: $30.00.$20.00Current price is: $20.00.
