Essentials of Marketing 16th Edition - Test Bank Instant Download - Complete Test Bank With Answers Sample Questions Are Posted Below Essentials of Marketing, 16e (Perreault) Chapter 5 Final Consumers and Their Buying Behavior 1) The economic-buyer theory assumes that consumers know all the facts and logically compare choices. …
$19.99
Essentials of Marketing 16th Edition – Test Bank
Instant Download – Complete Test Bank With Answers
Sample Questions Are Posted Below
Essentials of Marketing, 16e (Perreault)
Chapter 5 Final Consumers and Their Buying Behavior
1) The economic-buyer theory assumes that consumers know all the facts and logically compare choices.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
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
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
3) Economic needs include such things as self-respect, accomplishment, fun, freedom, and relaxation.
Answer: FALSE
Explanation: Some examples of economic needs are economy of purchase or use, efficiency in operation or use, dependability in use, improvement of earnings, and convenience.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
4) The economic buyer view of consumers says that individuals will only buy the cheapest goods and services available, regardless of quality.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
5) Economic needs are concerned only with getting the best quality at the lowest price.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
6) The median income of U.S. families in 2015 was about $56,516.
Answer: TRUE
Explanation: In 2015, 22 percent of households had income of less than $25,000, and the median income—where half the households earned more and half earned less—was $56,516.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
7) In 2015, half of all American households earned more than $75,442.
Answer: FALSE
Explanation: In 2015, 22 percent of households had income of less than $25,000, and the median income—where half the households earned more and half earned less—was $56,516.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
8) After taking inflation into account, the median income in the U.S. has been flat over the last decade.
Answer: TRUE
Explanation: After taking inflation into account, the median income in the United States has been flat over the last decade and is about 2.5 percent less than its peak in 1999.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
9) In 2015, 50 percent of U.S. families received less than $56,516 in income.
Answer: TRUE
Explanation: In 2015, 22 percent of households had income of less than $25,000, and the median income—where half the households earned more and half earned less—was $56,516.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
10) Discretionary income is what is left after paying taxes.
Answer: FALSE
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
11) Discretionary income is the income from investments.
Answer: FALSE
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
12) Discretionary income is the income adjusted to take out the effects of inflation.
Answer: FALSE
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
13) Discretionary income is an elusive concept because the definition of necessities varies from family to family and over time.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
14) Most marketing managers think that the economic-buyer theory explains buyer behavior very well.
Answer: FALSE
Explanation: Most marketing managers think that buyer behavior is not as simple as the economic-buyer model suggests.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
15) Consumer buying decisions are influenced by economic needs, psychological variables, social influences, culture, and the purchase situation.
Answer: TRUE
Explanation: Consumer buying decisions are influenced by economic needs, psychological variables, social influences, culture, and the purchase situation.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
16) Motivation, perception, learning, attitudes, trust, and lifestyle are psychological variables that affect consumer buying.
Answer: TRUE
Explanation: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables that affect consumer buying.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
17) Family, social class, reference groups, and culture are the psychological variables that affect a consumer’s buying decisions.
Answer: FALSE
Explanation: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables which affect consumer buying.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
18) Wants are the basic forces that motivate a person to do something.
Answer: FALSE
Explanation: Needs are the basic forces that motivate a person to do something. Wants are “needs” that are learned during a person’s life.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
19) Wants are needs that are learned during a person’s life.
Answer: TRUE
Explanation: Wants are “needs” that are learned during a person’s life. Needs are the basic forces that motivate a person to do something.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
20) A drive is a strong stimulus that encourages action to reduce a need.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
21) Food, liquid, sex, and rest are examples of physiological needs.
Answer: TRUE
Explanation: Physiological needs are concerned with biological needs such as food, liquid, rest, and sex.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
22) Examples of personal needs include accomplishment, fun, freedom, and relaxation.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
23) The “hierarchy of needs” model suggests that most products must fill more than one need at the same time.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
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
Explanation: A four-level hierarchy of needs shows that the lowest-level needs (physiological) come first, and then come safety, social, and personal needs.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
25) The hierarchy of needs suggests that a consumer would not try to satisfy physiological and safety needs until social and personal needs have been completely satisfied.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
26) The hierarchy of needs suggests that only one need can be satisfied at a time.
Answer: FALSE
Explanation: The four-level hierarchy of needs suggests that more than one need can be satisfied at a time.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
27) Consumers do not usually see or hear all the stimuli that come their way.
Answer: TRUE
Explanation: We are constantly bombarded by stimuli, like ads, products, and stores; yet we may notice only a small number of these.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
28) In selective exposure we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Answer: FALSE
Explanation: In selective exposure our eyes and minds seek out and notice only information that interests us.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
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: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
30) Learning is a change in a person’s thought processes caused by prior experience.
Answer: TRUE
Explanation: Learning is a change in a person’s thought processes caused by prior experience. Learning is often based on direct experience.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
31) A cue is likely to result in a consumer response only if there is a drive to satisfy.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
32) Reinforcement of a response decreases the likelihood of the same response the next time the drive occurs.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
33) Reinforcement strengthens the relationship between the cue and the response.
Answer: TRUE
Explanation: 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.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
34) Adding lemon scent to Pledge furniture polish is an example of using a positive cue.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
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
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
36) That “new car” smell that includes an aroma of leather and wood is an example of using a positive cue.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
37) Many needs are culturally (or socially) learned.
Answer: TRUE
Explanation: Many needs are culturally (or socially) learned.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
38) Americans’ preoccupation with deodorants is an example of a culturally learned need.
Answer: TRUE
Explanation: Many needs are culturally (or socially) learned. For example, Germans are less concerned about perspiration and many don’t buy or use antiperspirants, while Americans spend millions of dollars on such products.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
39) An attitude is a person’s point of view about something, and usually involves liking or disliking.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
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
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Create
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
41) Beliefs are not as action-oriented as attitudes.
Answer: TRUE
Explanation: Because attitudes are usually thought of as involving liking or disliking, they have some action implications. Beliefs are not so action-oriented.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Create
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
42) Beliefs are more action-oriented than attitudes.
Answer: FALSE
Explanation: Because attitudes are usually thought of as involving liking or disliking, they have some action implications. Beliefs are not so action-oriented.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Create
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
43) Beliefs may help shape a consumer’s attitudes but don’t necessarily involve any liking or disliking.
Answer: TRUE
Explanation: Beliefs may help shape a consumer’s attitudes but don’t necessarily involve any liking or disliking.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
44) A consumer’s belief about a product may have a positive or negative effect on his or her attitude about the product.
Answer: TRUE
Explanation: Beliefs about a product may have a positive or negative effect in shaping consumers’ attitudes.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
45) Attitudes are very good predictors of intention to buy.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
46) An expectation is a future outcome or event that a person anticipates will happen.
Answer: TRUE
Explanation: An expectation is a future outcome or event that a person anticipates will happen.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
47) Consumers may evaluate a product not just on how well it performs, but on how it performs relative to their expectations.
Answer: TRUE
Explanation: Consumer expectations often focus on the benefits or value that the consumer expects from a firm’s marketing mix.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
48) 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
Explanation: A consumer is likely to be dissatisfied if his or her expectations are not met. Promotion that overpromises can create this problem.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
49) Trust is the confidence a person has in the promises or actions of another person, brand, or company.
Answer: TRUE
Explanation: Trust is the confidence a person has in the promises or actions of another person, brand, or company.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
50) Highly trusted people, brands, and companies have many disadvantages in the marketplace.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
51) Activities, interests, and opinions are the AIO variables used in lifestyle analysis.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
52) Attitudes, income, and opinions are the AIO variables used in lifestyle analysis.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
53) 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: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
54) Marital status, age, and the age of any children in a household are the three demographic dimensions that determine the stage of family life cycle.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
55) The stage of family life cycle is usually determined by two demographic dimensions: income and number of children.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
56) Singles and young couples seem less willing to try new products because they earn less.
Answer: FALSE
Explanation: Singles and young couples seem to be more willing to try new products and brands, and they are careful, price-conscious shoppers.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
57) Younger families with no children are a good market for durable goods such as automobiles and furniture.
Answer: TRUE
Explanation: Younger families, especially those with no children, accumulate durable goods, such as automobiles and home furnishings.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
58) Older people seem to be more open to new products and brands than younger people.
Answer: FALSE
Explanation: Singles and young couples seem to be more willing to try new products and brands, and they are careful, price-conscious shoppers.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
59) Families with teenagers tend to spend more on durables than younger families.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
60) Teens play an increasingly minor role in shaping family purchases.
Answer: FALSE
Explanation: Teenagers eat more, want to wear expensive clothes, like music, and develop recreation and education needs that are hard on the family budget.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
61) Empty nesters are people whose children are grown and who are now able to spend their money in other ways.
Answer: TRUE
Explanation: Empty nesters are people whose children are grown and who are now able to spend their money in other ways.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
62) Empty nesters is a term that refers to young couples with no children.
Answer: FALSE
Explanation: Empty nesters are people whose children are grown and who are now able to spend their money in other ways.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
63) Consumer buying decisions are affected by social influences such as motivation, perception, learning, attitudes, and personality.
Answer: FALSE
Explanation: A consumer’s family, social class, and reference groups are social variables that influence the consumer decision process.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
64) Buying responsibility and purchase influence between husband and wife vary greatly depending on the product and the specific family.
Answer: TRUE
Explanation: Buying responsibility and influence vary greatly depending on the product and the family.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
65) Income by itself is usually a pretty good measure of social class.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
66) According to the text, the U.S. social class system is much more rigid than social systems in other countries.
Answer: FALSE
Explanation: The U.S. class system is far less rigid than those in most countries.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
67) According to the text, the U.S. social class system is usually measured in terms of occupation, education, and housing arrangements.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
68) 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
Explanation: Various classes have different attitudes toward spending and saving, even when they have the same income level.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
69) Given the same income, consumers in different social classes will handle themselves and their money very differently.
Answer: TRUE
Explanation: Various classes have different attitudes toward spending and saving, even when they have the same income level.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
70) The group of people to whom an individual looks when forming attitudes about a particular topic is his or her reference group for that topic.
Answer: TRUE
Explanation: A reference group refers to the people to whom an individual looks when forming attitudes about a particular topic.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
71) A person normally has several reference groups.
Answer: TRUE
Explanation: People normally have several reference groups for different topics.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
72) Reference group influence is likely to be greater for products that will not be seen by other individuals.
Answer: FALSE
Explanation: Reference influence is stronger for products that others “see” and that relate to status in the group.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
73) Reference groups are more important when others will be able to “see” which product or brand we’re using.
Answer: TRUE
Explanation: Reference influence is stronger for products that others “see” and which relate to status in the group.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
74) An opinion leader is usually wealthier and better educated than the people he or she influences.
Answer: FALSE
Explanation: An opinion leader is a person who influences others. Opinion leaders aren’t necessarily wealthier or better educated.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
75) Opinion leaders for one subject or product are also usually opinion leaders for many other subjects or products.
Answer: FALSE
Explanation: An opinion leader is a person who influences others. Opinion leaders on one subject aren’t necessarily opinion leaders on another.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
76) Marketers who want to aim at people within several different cultures are usually able to use the same marketing mix for all of them.
Answer: FALSE
Explanation: It is often useful to think of subcultures within cultural groupings. Failure to consider cultural differences, even subtle ones, can result in problems.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
77) In the U.S., the number of ethnic consumers is growing at a faster rate than the rest of the United States.
Answer: TRUE
Explanation: In the U.S. the number of ethnic consumers is growing at a much faster rate than the rest of the United States.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
78) Both the birthrate and the buying power of ethnic groups in the U.S. are increasing.
Answer: TRUE
Explanation: Ethnic minorities in the United States have a higher birthrate, and the buying power of these ethnic groups is increasing rapidly.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
79) Among ethnic minorities in the U.S., the birthrate is lower than the overall population.
Answer: FALSE
Explanation: The growth of ethnic groups in the United States can be contributed to high birthrates.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
80) Hispanics are the largest ethnic group in the U.S.
Answer: TRUE
Explanation: Hispanics are the largest ethnic group in the United States.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
81) Asian Americans are the largest ethnic group in the United States.
Answer: FALSE
Explanation: Hispanics are the largest ethnic group in the United States.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
82) Of all the major ethnic groups in the U.S., Asian Americans have the highest average household income.
Answer: TRUE
Explanation: Asian Americans have the highest average household income ($77,166) of the major ethnic groups.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
83) African Americans have the highest median family income of the major ethnic groups.
Answer: FALSE
Explanation: In 2015, African Americans had a median household income of $36,898. By comparison, the median household income of Hispanics was $45,148.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
84) By 2019, the buying power of Hispanics and African Americans will each exceed $1 trillion a year.
Answer: TRUE
Explanation: The buying power of ethnic groups is increasing rapidly. Estimates indicate that by 2019 Hispanics and African Americans will each spend more than $1 trillion a year.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
85) Planning for cultural differences in international markets is easier than in domestic markets.
Answer: FALSE
Explanation: Planning strategies that consider cultural differences in international markets can be a challenge, as each foreign market may need to be treated as a separate target market with its own submarket. Ignoring cultural differences almost guarantees failure in international markets.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
86) The reaction of Italian women to Swiffer is an example of cultural influence.
Answer: TRUE
Explanation: Products that make cleaning easier have popular appeal in the United States, 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.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Apply
AACSB: Diversity
Accessibility: Keyboard Navigation
87) Needs, benefits sought, attitudes, motivation, and even how a consumer selects certain products all vary depending on the purchasing situation.
Answer: TRUE
Explanation: Needs, benefits sought, attitudes, motivation, and even how a consumer selects certain products all vary depending on the purchase situation.
Difficulty: 1 Easy
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
88) Different purchase situations may require different marketing mixes, even when the same target market is involved.
Answer: TRUE
Explanation: Different purchase situations may require different marketing mixes, even when the same target market is involved.
Difficulty: 1 Easy
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
89) The consumer decision process begins when a consumer becomes aware of an unmet need.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
90) 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 product before deciding how best to meet a need.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
91) How much effort is put into a buying decision depends on economic needs, psychological variables, social influences, culture, purchase situation, and the amount of risk involved.
Answer: TRUE
Explanation: How much effort is put into a buying decision depends in part on 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
92) Consumers use extensive problem solving when they put even limited effort into deciding how to satisfy a need.
Answer: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
93) Consumers use limited problem solving when they put much effort into deciding how to satisfy a need.
Answer: FALSE
Explanation: 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 only some effort is required in deciding the best way to satisfy a need.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
94) Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
95) 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: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
96) 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: FALSE
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking; Diversity
Accessibility: Keyboard Navigation
97) Routinized response behavior is typical for low-involvement purchases.
Answer: TRUE
Explanation: Routinized response behavior is typical for low-involvement purchases—purchases that have little importance or relevance for the customer.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
98) When she finds 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: FALSE
Explanation: 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 that has her favorite brand of shampoo in stock or she needs to choose another brand. Therefore she will take part in limited problem solving.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
99) The idea of a decision process implies that consumers always apply rational processes in their buying decisions.
Answer: FALSE
Explanation: The idea of a decision process does not imply that consumers always apply rational processes in their buying decisions.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Create
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
100) Dissonance takes place when an individual is not confident about the rightness of a decision.
Answer: TRUE
Explanation: Dissonance is a feeling of uncertainty about whether the correct decision was made.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
101) After making a purchase, buyers often wonder if they made the right choice. The resulting tension is called dissonance.
Answer: TRUE
Explanation: After making a purchase, buyers often have second thoughts and wonder if they made the right choice. The resulting tension is called dissonance.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
102) The power of negative purchase experiences is greater than that of positive experiences.
Answer: TRUE
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Create
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
103) Adoption process refers to the steps individuals go through on the way to accepting or rejecting a new idea.
Answer: TRUE
Explanation: The adoption process is the steps individuals go through on the way to accepting or rejecting a new idea.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
104) The steps in the adoption process are awareness, interest, evaluation, trial, decision, and confirmation.
Answer: TRUE
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
105) 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
Explanation: In the evaluation step, a consumer begins to give the product a mental trial, applying it to his or her personal situation.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
106) In the confirmation stage of the adoption process, the adopter continues to rethink the decision and searches for support for the decision.
Answer: TRUE
Explanation: In the confirmation step, the adopter continues to rethink the decision and searches for support for the decision—that is, further reinforcement.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
107) In the adoption process, the confirmation step usually precedes the decision step.
Answer: FALSE
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation, respectively.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
108) To monitor how a new idea is being adopted by the market, a marketing manager may use marketing analytics.
Answer: TRUE
Explanation: A marketing manager may use marketing analytics to monitor how a new idea is being adopted by the market.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
109) Which of the following would be most helpful for predicting why a final consumer selects one of several similar brands?
Answer: C
Explanation: There are general behavioral principles—frameworks—that marketing managers can apply to better understand their specific target markets.
Difficulty: 1 Easy
Topic: Consumer Behavior: Why do they Buy What they buy?
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
110) Which of the following is true of consumer behavior?
Answer: A
Explanation: 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.
Difficulty: 1 Easy
Topic: Consumer Behavior: Why do they Buy What they buy?
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
111) Which of the following is NOT a need that affects the buying behavior of economic buyers?
Answer: D
Explanation: Motivation is not an economic variable but is a psychological variable.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
112) Discretionary income is the portion of a person’s income that pays for
Answer: C
Explanation: A family’s purchase of luxuries comes from discretionary income—what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
113) Of the following appeals, the one that has the most relevance to an economic buyer is
Answer: D
Explanation: Since economic buyers seek a good value for the money they spend, the Capital One Cash Rewards Card appeal has the most relevance.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
114) An economic buyer is a person who
Answer: A
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
115) An economic buyer is a person who
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
116) Economists’ economic-buyer theory assumes that
Answer: B
Explanation: Economists’ economic-buyer theory assumes that consumers are economic buyers, which are people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
117) ________ are concerned with making the best use of a consumer’s time and money—as the consumer judges it.
Answer: A
Explanation: Economic needs are concerned with making the best use of a consumer’s time and money—as the consumer judges it.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
118) Which of the following is an economic need?
Answer: C
Explanation: Economic needs are concerned with making the best use of a consumer’s time and money—as the consumer judges it.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
119) Which of the following is NOT an economic need?
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
120) Which of the following is NOT an economic need of consumers?
Answer: E
Explanation: 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.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
121) 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?
Answer: B
Explanation: 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.
Difficulty: 3 Hard
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
122) 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?
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
123) An app 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?
Answer: C
Explanation: 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.
Difficulty: 3 Hard
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
124) 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?
Answer: A
Explanation: 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.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
125) 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?
Answer: D
Explanation: Many firms adjust their marketing mixes for target markets that place a high value on convenience. The example illustrates the economic need of convenience.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
126) The economists’ view of buyers
Answer: E
Explanation: 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 provided answers is correct.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
127) In 2015, ________ percent of households reported an income of less than $25,000.
Answer: A
Explanation: In 2015, 22 percent of households reported an income of less than $25,000.
Difficulty: 3 Hard
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
128) The median family income in the U.S. in 2015 was a little over
Answer: C
Explanation: In 2015, the median income—where half the households earned more and half earned less—was $56,516.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
129) Discretionary income is defined as
Answer: E
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
130) Discretionary income is a family’s
Answer: D
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
131) The amount of income a family has left after paying taxes and paying for its necessities is called its ________ income.
Answer: B
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
132) What is left of income after paying for taxes and paying for necessities?
Answer: E
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
133) 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?
Answer: A
Explanation: 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.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
134) 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?
Answer: E
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $55,000 − $16,000 − $20,000 = $19,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
135) 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?
Answer: A
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $35,000 − $10,000 − $13,000 = $12,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
136) 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?
Answer: E
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities. Information on Keith McPherson’s taxes is not given here.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
137) 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 for grocery bills, home mortgage payments, and car payments. Last year she went on a holiday to Italy and spent an additional $4,000. What was Caroline’s discretionary income last year?
Answer: D
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $75,000 − $30,000 − $17,000 = $28,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
138) 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
Answer: C
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $50,000 − $16,000 − $15,000 = $19,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
139) 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/services is most likely to see additional spending?
Answer: C
Explanation: A family’s purchase of “luxuries” comes from discretionary income—what is left of income after paying taxes and paying for necessities. A smart TV is a luxury.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
140) 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?
Answer: A
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $72,000 − $30,000 − $22,000 = $20,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
141) 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?
Answer: C
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $75,000 − $25,000 − $15,000 = $35,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
142) Manuel Acala is a marketing analyst, but he 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
Answer: B
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $28,000 − $5,000 − $10,000 = $13,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
143) 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
Answer: A
Explanation: 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.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
144) 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
Answer: B
Explanation: Discretionary income is what is left of income after paying taxes and paying for necessities: $100,000 − $10,000 − $25,000 = $65,000.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
145) The economic-buyer theory
Answer: D
Explanation: Most marketing managers think that buyer behavior is not as simple as the economic-buyer model suggests.
Difficulty: 1 Easy
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
146) The economic-buyer model
Answer: A
Explanation: Most marketing managers think that buyer behavior is not as simple as the economic-buyer model suggests.
Difficulty: 2 Medium
Topic: Economic Needs Affect Most Buying Decisions
Learning Objective: 05-01 describe how economic needs influence the buyer decision process.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
147) ADT commercials that advertise the value of having a home burglar alarm system appeals to consumers’
Answer: D
Explanation: Home alarms that protect people from burglaries appeal to consumers’ safety needs. These needs are concerned with protection and well-being.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
148) Of the following, the firms most likely to attract consumers by making an appeal to social needs are
Answer: B
Explanation: Of the choices, online dating sites are the firms that are most likely to attempt to attract customers by making an appeal to social needs.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
149) Many consumers mentally block out marketing messages that do not interest them. This phenomenon is part of a person’s
Answer: C
Explanation: Consumers select varying ways to meet their needs sometimes because of differences in perception—how people gather and interpret information from the world around them. Perception includes the filtering processes of selective exposure, selective perception, and selective retention.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
150) Marketers cannot assume that a product that meets consumer needs in one country will do so in another. This is because
Answer: B
Explanation: Many needs are culturally (or socially) learned. The need for food, for instance, may lead to many specific food wants. For example, many Japanese enjoy sushi (raw fish), and their children learn to like it. Fewer Americans, however, have learned to enjoy sushi.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
151) ________ is one of the psychological variables that affects a person’s buying behavior.
Answer: A
Explanation: Motivation, perception, learning, attitude, trust, and lifestyle are some of the psychological variables that affect consumer buying.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
152) Which of the following lists includes only psychological variables that affect consumer buying?
Answer: A
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
153) Which of the following is NOT a psychological variable?
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
154) Regarding consumer motivation, the text states that
Answer: C
Explanation: Wants are “needs” that are learned during a person’s life.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
155) What are the basic forces that motivate a person to do something?
Answer: E
Explanation: Needs are the basic forces that motivate a person to do something.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
156) Wants are
Answer: D
Explanation: Wants are “needs” that are learned during a person’s life.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
157) 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
Answer: B
Explanation: 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.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
158) A ________ is a strong stimulus that encourages action to reduce or satisfy a need.
Answer: C
Explanation: A drive is a strong stimulus that encourages action to reduce a need.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
159) When a consumer actually purchases a particular product, it is the direct result of a
Answer: C
Explanation: In marketing, a product purchase results from a drive to satisfy some need.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
160) Good marketing managers know that
Answer: B
Explanation: Drives are internal to the individual—that is, they are the reasons behind certain behavior patterns. Marketing managers cannot create internal drives in consumers.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
161) After working for 18 hours, Katrina arrived home exhausted and wanted to go straight to sleep. Katrina’s need to sleep is a ________ need.
Answer: C
Explanation: Physiological needs are concerned with biological needs like food, liquid, rest, and sex.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
162) 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?
Answer: A
Explanation: Psychological needs are concerned with nurturing, curiosity, independence, and love.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
163) The four-level PSSP hierarchy of needs includes
Answer: B
Explanation: A four-level PSSP hierarchy of needs model includes physiological needs, safety needs, social needs, and personal needs.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
164) As ranked from lowest level to highest level, the hierarchy of needs model includes
Answer: B
Explanation: The lowest-level needs are physiological. After these come safety, social, and personal needs.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
165) According to the hierarchy of needs model, the first needs most people try to satisfy are their ________ needs.
Answer: C
Explanation: A four-level hierarchy of needs shows that the lowest level needs (physiological) come first, and then come safety, social, and personal needs.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
166) Physiological needs are concerned with
Answer: D
Explanation: Physiological needs are concerned with biological needs like food, liquid, rest, and sex.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
167) ________ needs are concerned with things that involve a person’s interaction with others.
Answer: E
Explanation: Social needs are concerned with love, friendship, status, and esteem—those things that involve a person’s interaction with others.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
168) Needs such as accomplishment and relaxation, which are unrelated to what others think or do, are known as
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
169) Which of the following are examples of personal needs?
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
170) 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 which level in the hierarchy of needs?
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
171) 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 which level in the hierarchy of needs?
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
172) 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 which level in the hierarchy of needs?
Answer: A
Explanation: Social needs are concerned with love, friendship, status, and esteem—things that involve a person’s interaction with others.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
173) Harley Owners Group connects motorcycle riders to one another. This group is focusing on satisfying which level in the hierarchy of needs?
Answer: C
Explanation: Social needs are concerned with love, friendship, status, and esteem—things that involve a person’s interaction with others.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
174) 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?
Answer: D
Explanation: Safety needs are concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise).
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
175) 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 which level in the hierarchy of needs?
Answer: B
Explanation: Safety needs are concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise).
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
176) On its website, Tylenol identifies the top headache triggers and offers solutions to headache sufferers. Tylenol is focusing on satisfying which level in the hierarchy of needs?
Answer: D
Explanation: Safety needs are concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise).
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
177) In the PSSP hierarchy of needs model, which level is illustrated by a Fidelity campaign on TV that proclaims its individual retirement account (IRA) is a sound investment for the future?
Answer: D
Explanation: Safety needs are concerned with protection and physical well-being, such as financial security.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
178) 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 which level in the hierarchy of needs?
Answer: A
Explanation: Physiological needs are concerned with biological needs like food, liquid, rest, and sex.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
179) 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 which level in the hierarchy of needs?
Answer: C
Explanation: Physiological needs are concerned with biological needs like food, liquid, rest, and sex.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
180) In the PSSP hierarchy of needs model, which level is illustrated by a “Got Milk?” magazine campaign that encourages customers to drink more milk?
Answer: A
Explanation: Physiological needs are concerned with biological needs like food, liquid, rest, and sex.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
181) Which of the following statements about “needs” is true?
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
182) When studying consumer needs, a marketer should
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
183) ________ refers to how we gather and interpret information from the world around us.
Answer: B
Explanation: Perception refers to how we gather and interpret information from the world around us.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
184) What selective processes are used in gathering and interpreting marketing stimuli around us?
Answer: D
Explanation: Selective exposure, selective perception, and selective retention are included in the selective processes. Selective attention is not.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
185) Which of the following is NOT one of the selective processes?
Answer: B
Explanation: Selective exposure, selective perception, and selective retention are included in the selective processes. Selective distribution is not.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
186) The way our eyes and minds seek out and notice only information that interests us is called
Answer: B
Explanation: Selective exposure is when our eyes and minds seek out and notice only information that interests us.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
187) Selective ________ refers to processes that screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Answer: E
Explanation: Selective perception is the way we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
188) When consumers screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs, it is called
Answer: B
Explanation: Selective perception is when we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
189) Consumers remembering only what they want to remember is called
Answer: B
Explanation: Selective retention is a process of remembering only what we want to remember.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
190) 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
Answer: B
Explanation: Selective exposure is when our eyes and minds seek out and notice only information that interests us.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
191) 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
Answer: A
Explanation: Selective exposure is when our eyes and minds seek out and notice only information that interests us.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
192) Tammi Soloft has itchy eyes and a stuffy nose, and she suddenly becomes aware of many TV ads for allergy products that she never noticed before. This illustrates selective
Answer: A
Explanation: Selective exposure is when our eyes and minds seek out and notice only information that interests us.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
193) 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
Answer: D
Explanation: Selective exposure is when our eyes and minds seek out and notice only information that interests us.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
194) 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
Answer: A
Explanation: Selective perception is when we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
195) 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
Answer: A
Explanation: Selective retention is a process where we remember only what we want to remember.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
196) ________ is a change in a person’s thought processes caused by prior experience.
Answer: D
Explanation: Learning is a change in a person’s thought processes caused by prior experience.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
197) Which of the following is NOT a major step in the learning process?
Answer: A
Explanation: The learning process involves drive, cues, response, and reinforcement.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
198) The order of the steps in the learning process is
Answer: A
Explanation: The learning process involves drive, cues, response, and reinforcement.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
199) Which of the following statements about the learning process is true?
Answer: D
Explanation: Reinforcement strengthens the relationship between the cue and the response, and it may lead to a similar response the next time the drive occurs.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
200) Which of the following statements about learning is FALSE?
Answer: D
Explanation: Reinforcement strengthens the relationship between the cue and the response.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
201) Which of the following statements concerning reinforcement is FALSE?
Answer: C
Explanation: Reinforcement of the learning process occurs when the response is followed by satisfaction—that is, reduction in the drive.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
202) Which of the following observations about learning is FALSE?
Answer: A
Explanation: Learning is often based on direct experience.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
203) 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?
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
204) In the learning process, ________ can be in the form of products, signs, ads, and other stimuli in the environment.
Answer: E
Explanation: Cues can be in the form of products, signs, ads, and other stimuli in the environment.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
205) Which of the following is an example of using a cue to attract consumers?
Answer: E
Explanation: Cues can be in the form of products, signs, ads, and other stimuli in the environment. Hence, all the given choices are examples of cues.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
206) When Taco Bell shows a large close-up of a chicken taco in a television ad, it is
Answer: E
Explanation: Depending on the cues (products, signs, ads, and other stimuli in the environment) an individual chooses some specific response to satisfy a drive.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
207) 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)
Answer: D
Explanation: Cues can be in the form of products, signs, ads, and other stimuli in the environment.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
208) A grocery store sprays an aerosol scent that smells like fresh baked bread near its packaged bakery items. This is
Answer: D
Explanation: Sometimes marketers use cues or images that have positive associations from some other situation and relate them to their marketing mix.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
209) An attitude is
Answer: B
Explanation: An attitude is a person’s point of view toward something.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
210) A(n) ________ is a person’s point of view toward a product, an advertisement, a salesperson, a firm, or an idea.
Answer: A
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
211) Attitudes are
Answer: E
Explanation: 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.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
212) Which of the following statements about consumer buying behavior is true?
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
213) Some marketers stretch the meaning of “attitude” to include
Answer: A
Explanation: 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.”
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
214) Consumers’ attitudes can be learned from
Answer: E
Explanation: 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.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
215) Which of the following observations concerning beliefs is FALSE?
Answer: D
Explanation: Beliefs are not as action-oriented as attitudes.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
216) The statement “I like Southwest Air” is an example of a(n)
Answer: C
Explanation: An attitude is a person’s point of view toward something. Attitudes are usually thought of as involving liking or disliking.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
217) The statement “Almond Joy is made with real almonds” is an example of a(n)
Answer: A
Explanation: A belief is a person’s opinion about something, but it does not necessarily involve any liking or disliking.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
218) The statement “I plan to see the new Tom Hanks movie” is an example of
Answer: E
Explanation: Plans and intentions are usually interchangeable and mean the same thing.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
219) Which of the following would be the most difficult task facing a marketing manager?
Answer: B
Explanation: Changing negative attitudes is probably the most difficult job marketers face.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
220) When dealing with consumer attitudes, marketers should know that
Answer: B
Explanation: Because consumer attitudes tend to be enduring, it’s usually more economical for marketers to work with them than try to change them.
Difficulty: 3 Hard
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
221) A(n) ________ is an outcome or event that a person anticipates or looks forward to.
Answer: D
Explanation: An expectation is an outcome or event that a person anticipates or looks forward to.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
222) An expectation is
Answer: D
Explanation: An expectation is an outcome or event that a person anticipates or looks forward to.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
223) Trust is the confidence a person has in the promises or actions of
Answer: E
Explanation: Trust is the confidence a person has in the promises or actions of another person, brand, or company.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
224) Psychographics may also be called
Answer: C
Explanation: Psychographics are also called lifestyle analysis.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
225) The AIO items used in lifestyle analysis include
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
226) Psychographics, or lifestyle analysis, analyzes an individual’s
Answer: E
Explanation: AIO dimensions (activities, interests, and opinions), along with some demographics, can be used to add detail to the lifestyle profile of a target market.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
227) Psychographics is the analysis of a person’s day-to-day pattern of living as expressed in that person’s
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
228) Studying a consumer’s psychographic characteristics will help marketers understand the target audience’s hobbies, politics, and
Answer: E
Explanation: 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 choices are demographic dimensions, not psychographic dimensions. See Exhibit 5–6.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
229) In psychographics AIO analysis, all of the following are examples of activities EXCEPT
Answer: A
Explanation: Examples of activities include work, vacation, surfing, web, hobbies, entertainment, shopping, social events, club membership, and sports. Age is a demographic dimension.
Difficulty: 2 Medium
Topic: Psychological Influences within an Individual
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
230) Consumer buying behavior is affected by
Answer: E
Explanation: The consumer decision process is influenced by psychological variables like needs (physiological, safety, social, and personal) and social influences—such as consumer’s family, social class, reference groups, opinion leaders, culture, and ethnic groups.
Difficulty: 1 Easy
Topic: Psychological Influences within an Individual; Social Influences Affect Consumer Behavior
Learning Objective: 05-02 understand how psychological variables affect an individual’s buying behavior.; 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
231) Which of the following social influences will likely have the greatest impact on a teenager’s purchase of a skateboard?
Answer: B
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
232) 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
Answer: E
Explanation: People whose children are grown are able to spend their money in other ways. This empty nester period tends to be a high-income time in which adults spend more on travel and other things they couldn’t afford earlier in life.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
233) The inclusion of multiple language options in automated bank teller machines illustrates how some marketers are responding to
Answer: D
Explanation: 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 higher birthrates among ethnic minorities.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
234) 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)
Answer: E
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
235) ________ is a social influence that affects a person’s buying behavior.
Answer: B
Explanation: Social influences like the consumer’s family, social class, and reference groups influence the consumer decision process.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Ethics
Accessibility: Keyboard Navigation
236) Which of the following dimensions affects family spending?
Answer: E
Explanation: Marital status, age, and the age of any children in the family have an especially important effect on how families spend their income.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
237) Which of the following is NOT a stage in the traditional flow of the family life cycle?
Answer: C
Explanation: 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. See Exhibit 5–7.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
238) The traditional family flow, according to the family life cycle, does NOT include people who are
Answer: A
Explanation: 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. See Exhibit 5–7.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
239) Which of the following statements is true?
Answer: C
Explanation: Empty nesters are people whose children are grown and who are now able to spend their money in other ways.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Diversity
Accessibility: Keyboard Navigation
240) Of the following, which are the most receptive to new products and new brands?
Answer: E
Explanation: Singles and young couples seem to be more willing to try new products and brands.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
241) Of the following, which are the most receptive to new products and new brands?
Answer: A
Explanation: Singles and young couples seem to be more willing to try new products and brands.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
242) Regarding the family life cycle, singles and younger couples without children
Answer: A
Explanation: Singles and young couples seem to be more willing to try new products and brands and are careful, price-conscious shoppers.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
243) 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
Answer: B
Explanation: The younger families, especially those with no children, are still accumulating durable goods, such as automobiles and home furnishings.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
244) Which of the following statements is NOT true of the effect of marital status, age, and the age of any children in the family on how people spend their income.
Answer: B
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
245) Teenagers
Answer: C
Explanation: Teenagers eat more, want to wear expensive clothes, like music, and develop recreation and education needs. They are a target for many firms.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
246) American teenagers
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
247) U.S. teenagers spend about ________ per year.
Answer: C
Explanation: American teens currently spend almost $200 billion a year.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
248) Empty nesters
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
249) Empty nesters
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
250) 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
Answer: D
Explanation: 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.
Difficulty: 3 Hard
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
251) Current consumer research suggests that the family’s purchasing agent is now the
Answer: D
Explanation: Buying responsibility and influence vary greatly depending on the product and the family.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
252) Peter Janca noticed, during his 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
Answer: D
Explanation: 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 a social influence.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
253) Your social class level does NOT depend directly on your
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
254) The social class system in the United States
Answer: B
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
255) Social class in the U.S. is usually measured in terms of
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Diversity
Accessibility: Keyboard Navigation
256) In the United States, social class groupings are typically based on all of the following EXCEPT
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
257) Which of the following statements about social class is FALSE?
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
258) Which of the following statements concerning social class is FALSE?
Answer: A
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
259) Which of the following statements about social class is FALSE?
Answer: B
Explanation: In the United States, people with the same income level may be in different social classes.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
260) ________ refers to the people to whom an individual looks when forming attitudes about a particular topic.
Answer: E
Explanation: A reference group is the people to whom an individual looks when forming attitudes about a particular topic.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
261) Which of the following statements about reference groups is true?
Answer: D
Explanation: 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.
Difficulty: 3 Hard
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
262) A good marketing manager knows that
Answer: A
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
263) Which of the following observations about reference groups is FALSE?
Answer: B
Explanation: People normally have several reference groups for different topics.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
264) Reference group influence would be WEAKEST for determining which particular ________ a person buys.
Answer: D
Explanation: Reference group influence is stronger for products that others “see” and that relate to status in the group.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
265) Reference group influence is likely to have the strongest effect on the particular brand of ________ purchased.
Answer: D
Explanation: Reference group influence is stronger for products that others “see” and that relate to status in the group.
Difficulty: 3 Hard
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
266) 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
Answer: E
Explanation: A reference group is the people to whom an individual looks when forming attitudes about a particular topic.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
267) In the Jockey underwear ads showing 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.
Answer: D
Explanation: Reference group refers to the people to whom an individual looks when forming attitudes about a particular topic.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
268) 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.
Answer: C
Explanation: Reference group refers to the people to whom an individual looks when forming attitudes about a particular topic. Reference group influence is stronger for products that others “see” and that relate to status in the group.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
269) Opinion leaders are
Answer: C
Explanation: An opinion leader is a person who influences others.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
270) Which of the following statements about opinion leaders is true?
Answer: B
Explanation: Opinion leaders on one subject aren’t necessarily opinion leaders on another.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
271) Which of the following is true of the impact that social media has on the consumer decision process?
Answer: C
Explanation: Social media amplifies the voices of opinion leaders. Marketing managers are still trying to figure out how to manage this type of influence.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
272) Which of the following examples illustrates social media’s amplification of the voice of opinion leaders?
Answer: C
Explanation: 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 of a movie fan telling Facebook friends how much she disliked a new movie.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
273) 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
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
274) Websites use artificial intelligence to make recommendations by
Answer: A
Explanation: Websites use artificial intelligence to analyze customers’ online search and shopping behaviors to make more targeted product recommendations. It is estimated that about a third of Amazon’s sales follow from such recommendations.
Difficulty: 1 Easy
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
275) The whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous group of people is a(n)
Answer: A
Explanation: Culture is the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
276) The whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people is a(n)
Answer: D
Explanation: Culture is the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
277) The whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people is called a(n)
Answer: B
Explanation: Culture is the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
278) Which of the following statements about culture and consumer behavior is true?
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Understand
AACSB: Technology
Accessibility: Keyboard Navigation
279) People from different ethnic groups
Answer: C
Explanation: People from different ethnic groups may be influenced by very different cultural variables.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
280) Which of the following statements is true of culture and international markets?
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
281) U.S.-based Myva Foods Inc. is expanding its business to the Asian market. Which of the following will NOT be effective in the company’s efforts to expand to international markets?
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
282) Which of the following statements regarding ethnic shifts in the American market is true?
Answer: E
Explanation: The buying power of ethnic submarkets is increasing rapidly. Estimates indicate that the buying power of Hispanics, African Americans, and Asian Americans will each exceed 1 trillion dollars by 2019.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
283) Which of the following statements about ethnic dimensions of the U.S. market is true?
Answer: E
Explanation: 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.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
284) Ethnic markets are becoming more important to marketers because
Answer: C
Explanation: More marketers pay attention to ethnic groups now because the number of ethnic consumers is growing at a much faster rate than the rest of the United States.
Difficulty: 3 Hard
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
285) Which of the following statements by marketing managers is NOT logical and true?
Answer: E
Explanation: Many firms make the mistake of treating all consumers in a particular ethnic group as a single group.
Difficulty: 3 Hard
Topic: Social Influences Affect Consumer Behavior
Learning Objective: 05-03 understand how social influences affect an individual’s buying behavior.
Bloom’s: Understand
AACSB: Diversity
Accessibility: Keyboard Navigation
286) The largest ethnic minority group in the United States is composed of
Answer: E
Explanation: Hispanic Americans are the largest and fastest-growing ethnic group in the United States.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
287) Which of the followings statements about the Hispanic population is FALSE?
Answer: B
Explanation: The Hispanic market is large and growing. In 2015, Hispanics comprised 18 percent of the U.S. population and were the largest ethnic group in the nation. More than half of all U.S. Hispanics live in three states—California, Texas, and Florida.
Difficulty: 1 Easy
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
288) Compared to the other major ethnic groups in the United States, which of the following would an African American consumer be more likely to buy?
Answer: A
Explanation: As compared to the other major ethnic groups, African American consumers are more likely to purchase products tied to cultural traditions and family gatherings.
Difficulty: 2 Medium
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
289) Which of the following statements about Asian Americans is FALSE?
Answer: A
Explanation: While there are only 19 million Asian Americans (6 percent of the population), Asian Americans have the highest average household income ($77,166) of the major ethnic groups. One-third of Asian Americans live in California and, compared to other groups, they disproportionately purchase more fresh produce, organic foods, and electronic goods.
Difficulty: 3 Hard
Topic: Culture, Ethnicity, and Consumer Behavior
Learning Objective: 05-04 describe how culture and ethnicity influence consumer buying behavior.
Bloom’s: Remember
AACSB: Diversity
Accessibility: Keyboard Navigation
290) 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
Answer: C
Explanation: Consumer behavior varies in different situations. The urgency of the need is a time-related factor that influences buying behavior. This is an example of purchase situation.
Difficulty: 1 Easy
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
291) 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.
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
292) Which of the following illustrates time and surroundings as factors of the purchase situation that can greatly stimulate buying behavior?
Answer: C
Explanation: Black Friday (the day after U.S. Thanksgiving) is a unique once-a-year shopping event in which retailer discounts and mass selling displays stimulate frenzied buying.
Difficulty: 2 Medium
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
293) 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.
Answer: C
Explanation: 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 a purchase situation.
Difficulty: 1 Easy
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
294) ________ is a time-related factor.
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
295) When the need for a product or service is urgent, customers are
Answer: A
Explanation: 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.
Difficulty: 2 Medium
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
296) In which of the following situations is time influencing the purchase situation the most?
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
297) An on-site auction may stimulate a different response than an online auction. This is an example of ________ affecting the purchase decision.
Answer: C
Explanation: 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.
Difficulty: 3 Hard
Topic: Individuals are Affected by the Purchase Situation
Learning Objective: 05-05 explain how characteristics of the purchase situation influence consumer behavior.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
298) The consumer decision process begins with
Answer: B
Explanation: The consumer decision process begins when a consumer becomes aware of an unmet need.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
299) For a home-based purchase of a furnace, the consumer decision process typically begins when
Answer: D
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
300) Which of the following would have the LEAST influence on a consumer purchase of a 5-gallon waterproof sealant for wood decks and fences?
Answer: B
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
301) A consumer who seeks to purchase an HDTV for the first time for a home entertainment theater is likely to
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
302) Which of the following is an important problem-solving step for a consumer trying to satisfy a need?
Answer: E
Explanation: Problem solving involves the following steps: information search, identifying alternatives, setting criteria, and evaluating alternatives.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
303) When consumers use a problem-solving process to make purchase decisions, what is the next step after they become aware of a problem?
Answer: B
Explanation: Problem-solving involves the following steps: information search, identifying alternatives, setting criteria, and evaluating alternatives.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
304) Alejandro Allende needs a new computer. He is researching the different brands by talking to friends, discussing it with his company’s IT department, and looking at different computer-company websites. In terms of consumer problem solving, Alejandro is
Answer: A
Explanation: Alejandro is in the information search step of consumer problem solving. He is seeking information about specific brands and looking for information from other customers, experts, and company promotions.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
305) Which of the following is NOT one of the levels of consumer problem solving discussed in the text?
Answer: A
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Create
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
306) When a consumer puts much effort into deciding how to satisfy a need, the consumer engages in
Answer: A
Explanation: Extensive problem solving is when the consumer puts much effort into deciding how to satisfy a need.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
307) What is the likely level of involvement in a purchase decision for a new couch?
Answer: A
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
308) Extensive problem solving probably would be required by a recent college graduate in the purchase of
Answer: E
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
309) Extensive problem solving probably would NOT be required by young newlyweds in the purchase of a
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
310) 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
Answer: C
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
311) 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 has used
Answer: A
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
312) Limited problem solving is used
Answer: C
Explanation: Limited problem solving is used by consumers when some effort is required in deciding the best way to satisfy a need.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
313) Monica does not find her regular brand of shampoo at the store. She looks at the bottles of three other brands before deciding on the Shine-On brand. Monica has engaged in ________ problem solving.
Answer: A
Explanation: 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.
Difficulty: 3 Hard
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
314) What is the likely level of involvement in a purchase decision for a small kitchen appliance?
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
315) The purchase of which of the following items involves routinized response behavior?
Answer: E
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
316) Limited problem solving probably would be required by empty nesters in the purchase of
Answer: E
Explanation: 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 likely apply limited problem solving to all of the purchases given here.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
317) 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 one that is well-advertised. This case illustrates
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
318) Which type of problem solving is typical for a low-involvement purchase?
Answer: E
Explanation: Routinized response behavior is typical for low-involvement purchases—that is, purchases that have little importance or relevance for the customer.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
319) Routinized response behavior
Answer: C
Explanation: Routinized response is typical when a consumer has considerable experience in how to meet a specific need and requires no new information.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
320) More than 600,000 loyal customers signed up in advance to purchase the iPhone 8 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?
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
321) 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?
Answer: E
Explanation: Routinized response behavior is typical for low-involvement purchases—that is, purchases that have little importance or relevance for the customer.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
322) Which of the following is LEAST likely to be an example of routinized response behavior?
Answer: B
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
323) Routinized response behavior would probably be used by many consumers in the purchase of
Answer: E
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
324) Which of the following products would probably involve the lowest-involvement purchase for most consumers?
Answer: A
Explanation: Routinized response behavior is typical for low-involvement purchases—that is, purchases that have little importance or relevance for the customer.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
325) Dissonance is a
Answer: A
Explanation: Dissonance is a feeling of uncertainty about whether the correct decision was made.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
326) Which of the following is true of dissonance?
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
327) Laurie Michaels just bought a smartphone after spending several weeks considering all the possibilities. She likes the new phone, but she still wonders if another brand at a slightly higher price would have been better. This is an example of
Answer: B
Explanation: After making a purchase, buyers often have second thoughts and wonder if they made the right choice. The resulting tension is called dissonance.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
328) After buying an expensive new mobile phone, Kevin experiences ________ when he has second thoughts and wonders if he made the right choice.
Answer: D
Explanation: After making a purchase, buyers often have second thoughts and wonder if they made the right choice. The resulting tension is called dissonance.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
329) 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
Answer: E
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Diversity
Accessibility: Keyboard Navigation
330) A consumer who purchases a new computer but encounters frustration with set up and technical support may experience
Answer: C
Explanation: 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 choices given take place prior to a purchase.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
331) For a long time, Jessica felt disappointment over a new pair of jeans that never fit quite right. Jessica experienced
Answer: C
Explanation: When a post-purchase experience fails to live up to expectations, a customer will be disappointed.
Difficulty: 3 Hard
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
332) Which of the following refers to a marketer countering negative publicity to save a product’s image?
Answer: E
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
333) Damage control is important for marketers because
Answer: B
Explanation: 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 veterinarian.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
334) Many firms use ________ to evaluate data in an attempt to forecast unknown future events.
Answer: A
Explanation: Predictive analytics is a process that firms used to analyze data to make predictions about unknown future events.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
335) Which of the following is an example of the use of predictive analytics?
Answer: A
Explanation: Predictive analytics can be used to identify alternatives to customers. A recommendation by a music streaming service based on a listener’s past listening behavior is an example of the use of predictive analytics.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
336) Predictive analytics is used to
Answer: A
Explanation: Based on data about a customer and their behavior, predictive analysis is used to make predictions about unknown future events.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
337) The steps individuals go through in accepting or rejecting a new idea are known as
Answer: A
Explanation: Adoption process refers to the steps individuals go through on the way to accepting or rejecting a new idea.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
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
Answer: C
Explanation: 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.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
339) In the adoption process, an individual moves through six definite steps. These steps are
Answer: A
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
340) Which of the following gives the correct order of the steps in the adoption process?
Answer: B
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation.
Difficulty: 3 Hard
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
341) Consumers go through six steps when deciding to accept or reject a new idea. In this adoption process, the
Answer: A
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
342) With regard to the adoption process,
Answer: D
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
343) In the adoption process,
Answer: B
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Remember
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
344) The adoption process suggests that
Answer: B
Explanation: In the adoption process, an individual moves through some fairly definite steps: awareness, interest, evaluation, trial, decision, and confirmation.
Difficulty: 3 Hard
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
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
Answer: C
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
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.
Answer: E
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
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?
Answer: A
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Reflective Thinking
Accessibility: Keyboard Navigation
348) In the ________ stage of the adoption process, the consumer may buy the product to experiment with it in use.
Answer: D
Explanation: In the trial step of the adoption process, the consumer may buy the product to experiment with it in use.
Difficulty: 1 Easy
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
349) A potential customer for a new Audi 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.
Answer: E
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Apply
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
350) In which step of the adoption process does the adopter continues to rethink the decision and search for support for the decision?
Answer: D
Explanation: 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.
Difficulty: 2 Medium
Topic: The Consumer Decision Process
Learning Objective: 05-06 explain the process by which consumers make buying decisions.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
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.
