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85) The evoked set in a purchase decision consists of brands that have been purchased
previously.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
86) An evoked set consists of the inept set and the inert set.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
87) An inept set consists of brands that are not considered because they elicit negative feelings.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
88) An inert set is a series of brands that are viewed as being negative because of past buying
experiences.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
89) A person who considers only Pepsi or Mountain Dew when purchasing a soft drink employs
his or her evoked set in evaluating purchase alternatives.
Question Tag: Application
AACSB Category: Reflective thinking
Objective: 3-2
90) The multiattribute model of purchase evaluation is best suited to low involvement purchase
decisions.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
21
91) The multiattribute model of evaluating alternatives suggests that consumers consider both
product characteristics and the importance of those characteristics as they make purchase
decisions.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
92) The key to understanding the multiattribute model to evaluate alternatives is being aware that
consumers examine sets of product attributes across an array of brands.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
93) The evoked set model of evaluating alternatives suggests that consumers will buy products
they used and liked in the past.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
94) The affect referral model of evaluating alternatives best fits with high involvement purchase
situations.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
95) One reason consumers use the affect referral model of evaluating alternatives is that it saves
mental energy.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
22
96) One reason consumers may use the affect referral model of evaluating alternatives is that
they may have already used the multiattribute approach to evaluate the alternatives for a previous
purchase situation.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
97) What are the three components of the evoked set method of evaluating purchase alternatives?
Describe each.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-2
98) Despite being 52 years old, Claire likes to wear young-looking fashions, such as short skirts,
and drive her new red convertible sports car. This is an example of the consumer buyer behavior
trend of:
A) age complexity.
B) gender complexity.
C) active, busy lifestyles.
D) individualism.
Question Tag: Application
AACSB Category: Application of knowledge
Objective: 3-3
99) Although Mike is mechanic at a local auto repair shop, he does most of the cooking and
grocery shopping for his family. This is an example of the ________ buyer behavior trend.
A) age complexity
B) gender complexity
C) active, busy lifestyle
D) individualism
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-3
23
100) Advertisements for food products and cleaning supplies once directed exclusively to women
now must also be geared towards men. This is an example of the consumer behavior trend of:
A) age complexity.
B) gender complexity.
C) active, busy lifestyles.
D) individualism.
Question Tag: Application
AACSB Category: Application of knowledge
Objective: 3-3
101) The consumer demand for convenience and time-saving devices is the result of which
consumer buyer behavior trend?
A) Age complexity
B) Cocooning
C) Active, busy lifestyles
D) Pleasure pursuits
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-3
102) Gina uses Facebook and Instagram to post her thoughts and photos about brands she loves,
which is an example of which consumer buyer behavior trend?
A) Health emphasis
B) Communication revolution
C) Active, busy lifestyles
D) Pleasure pursuits
Question Tag: Application
AACSB Category: Reflective thinking
Objective: 3-3
103) Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?
A) Health emphasis
B) Cocooning
C) Active, busy lifestyles
D) Experience pursuits
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-3
24
104) Age complexity involves children growing up faster as well as older Americans wanting to
act and feel younger than they are.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-3
105) The consumer buying behavior trends related to busy, active lifestyles explain why Nike's
marketing team decided to personalize shoes by allowing customers to purchase them online and
to design the style and look each person wants.
Question Tag: Application
AACSB Category: Reflective thinking
Objective: 3-3
106) Divorcees, often called second-chancers, usually have a lower household income and are
between the ages of 40 and 59.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-3
107) Many people respond to stress and hectic lifestyles through exciting adventures and
personal pleasure pursuits.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-3
108) A greater emphasis on health is part of the new consumer buying environment.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-3
25
109) What new trends are affecting consumer buyer behavior?
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-3
110) The group of people who make a business-to-business purchasing decision on behalf of a
company is called the:
A) deciders.
B) marketing team.
C) institutional buyers.
D) buying center.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
111) The member of the buying center who actually uses items after they are purchased is the:
A) user.
B) influencer.
C) decider.
D) gatekeeper.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
26
112) In a buying center, the ________ would say, "Since I'm the one who actually has to use this
product, you should listen to me."
A) user
B) buyer
C) decider
D) gatekeeper
Question Tag: Application
AACSB Category: Application of knowledge
Objective: 3-4
113) In a buying center of a large company, the purchasing agent is normally the:
A) user.
B) buyer.
C) decider.
D) gatekeeper.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-4
114) The member of the buying center who is most likely to negotiate the price is the:
A) user.
B) influencer.
C) buyer.
D) gatekeeper.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-4
115) The members of the buying center who shape purchasing decisions by providing
information and criteria are called:
A) users.
B) influencers.
C) deciders.
D) buyers.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
27
116) In a buying center, the person who would be the most likely to say, "We need to limit our
choices to local vendors" is:
A) a user.
B) a buyer.
C) an influencer.
D) the gatekeeper.
Question Tag: Critical Thinking
Objective: 3-4
117) The members of the buying center who authorize purchasing decisions are called:
A) users.
B) influencers.
C) deciders.
D) buyers.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
118) The members of the buying center who control the flow of information and keep vendors in
or out of the process are called:
A) users.
B) influencers.
C) deciders.
D) gatekeepers.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
119) The member of the buying center who is most likely to let the group know that some
alternative companies have already been rejected is the:
A) user.
B) influencer.
C) decider.
D) gatekeeper.
Question Tag: Definition (Concept)
AACSB Category: Analytical thinking
Objective: 3-4
28
120) Julian, the owner of a small company asks his secretary to call some of the local office
supply stores and locate two that would offer a good deal on a new copy machine. In performing
this task, the secretary is assuming which initial roles within the buying center?
A) User and gatekeeper
B) User and buyer
C) User, decider, and influencer
D) Buyer and gatekeeper
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-4
121) Two of the factors that affect members of the buying center are individual factors and
________ factors.
A) perceptual
B) ideological
C) psychological
D) organizational
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
122) Decision rules that help employees make quick decisions regarding purchases are called:
A) heuristics.
B) satisficing.
C) methodologies.
D) role playing.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
123) When an acceptable purchasing alternative has been identified and is taken without an
effort to seek an optimal solution, the process is called:
A) decision maximization.
B) satisficing.
C) utilization.
D) standardization.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
29
124) An organizational factor that impacts the manner in which a purchase decision is made
includes the:
A) norms members of the buying center are expected to follow.
B) risk involved in switching vendors.
C) personalities of the sales staff and members of the buying center.
D) capital assets a firm has available.
Question Tag: Definition (Concept)
AACSB Category: Reflective thinking
Objective: 3-4
125) All of the following are individual factors that might influence a member of the buying
center except:
A) personality features.
B) roles and perceived roles.
C) levels of cognitive involvement.
D) capital assets a firm has available.
Question Tag: Definition (Concept)
AACSB Category: Application of knowledge
Objective: 3-4
126) In terms of personality, an extrovert is likely to display each of the following characteristics
within the buying center except:
A) spend more time talking within the buying center.
B) become more involved in the buying process.
C) not ask important questions.
D) not listen to others in the group.
Question Tag: Critical Thinking
AACSB Category: Reflective thinking
Objective: 3-4
30
