89) The traditional marketing strategy of selling umbrellas when it is raining is an example of
how ________ factors influence consumers’ decisions.
A) situational
B) psychological
C) shopping
D) interpersonal
E) economic
90) ________ factors override or at least influence psychological and social issues.
A) Situational
B) Extended habitual
C) Postpurchase dissonance
D) Interpersonal
E) Economic
91) Paula is about to open a new hardware store. She is making decisions regarding lighting,
colors, and layout of merchandise. Paula knows these ________ factors will influence
consumers’ purchase decisions.
A) interpersonal
B) extended habitual
C) postpurchase dissonance
D) atmospheric
E) social
92) Steve wasn’t sure what kind of salsa he wanted to get for his upcoming Super Bowl party. It
seemed like there were dozens of varieties to choose from. He noticed that he could sample a few
at a tasting station in the store. He tried four, rejected two, and bought several jars of the two he
really liked. He also ended up buying a different—and more expensive—kind of tortilla chip
after tasting it. Marketers identify this as a successful example of
A) learning.
B) decision rules.
C) social factors.
D) advertisements.
E) in-store demonstrations.
93) Brenda was planning a small dinner party, and had gone to a new specialty food store with
coupons she’d found in the food section of the paper. At the store she also found a “buy one, get
one free” deal, and a gift offered with the purchase of a particular dessert. She altered the menu
as a result of the ________ and ended up spending less than she’d planned.
A) in-store demonstrations
B) packaging
C) in-store promotion
D) product placement
E) store atmosphere
94) Many states have laws regulating the prices businesses charge during emergencies like
hurricanes. These laws are designed to protect consumers whose ________ state may impair
their ability to make sound purchase decisions.
A) cognitive
B) social
C) theoretical
D) temporal
E) physical
95) There is a saying “Never go to the grocery store hungry.” This saying suggests that a
consumer’s ________ state may adversely affect purchasing decisions.
A) shopping
B) social
C) theoretical
D) external
E) temporal
96) The consumer’s level of involvement can lead to two types of buying decisions: ________ or
________
A) extended problem solving; limited problem solving.
B) culturally influenced; autonomous.
C) economic; social.
D) physiological/safety; esteem/self-actualization.
E) habitual; extended.
97) A consumer’s buying decision depends on the consumer’s level of involvement or degree of
interest in the product or service. A(n) ________ consumer pays greater attention and engages in
deeper processing, which leads to strong attitudes and purchase intentions.
A) external-locus-of-control
B) high-involvement
C) low-involvement
D) differential content
E) internet advertising
98) Thanh has to decide which college to attend. This will be the most important, riskiest, and
expensive decision she will ever made. She will be engaged in
A) low-involvement decision making.
B) extended problem solving.
C) habitual decision making.
D) prepurchase dissonance.
E) limited problem solving.
99) Limited problem solving usually relies on
A) past experience more than on external information.
B) situational stimuli and attitudes.
C) external searches for information.
D) financial analysis of performance risk.
E) evaluation of the universal set.
100) Last semester, Henri bought his textbooks over the Internet and saved a considerable
amount of money. Classes start in a few days, and he needs to decide right away how and where
to purchase his books. Henri will most likely engage in a(n) ________ process.
A) impulse buying
B) limited problem-solving
C) extended problem-solving
D) ritual consumption
E) affective decision
101) Most big box retailers regularly move products from one aisle to another. They also put
personal care products in the pharmacy area, many aisles away from the grocery products. They
do this because consumers who spend more time walking through the store are likely to buy
things they hadn’t planned to buy, or make
A) impulse purchases.
B) limited problem-solving decisions.
C) extended problem-solving decisions.
D) ritual consumption purchases.
E) affective alternative decisions.
102) Marketers love consumers who engage in ________, buying their company’s product with
little thought or consideration of alternatives.
A) compensatory decisions
B) personal problem solving
C) extended problem solving
D) reference group consumption
E) habitual decision making
103) To attract and maintain habitual purchasers, marketers spend considerable effort
A) analyzing consumer data for postpurchase dissonance signals.
B) creating strong brands and store loyalty.
C) cultivating cultural decision making.
D) reducing financial risk and increasing psychological payout.
E) offering alternative brands.
104) Which of the following situations best exemplifies limited problem solving?
A) a tour package by a seasoned traveler
B) a used car by a new driver
C) a house by first-time homeowner
D) coffee to go by a regular coffee drinker
E) a location for a large wedding reception
105) The three components of an attitude are
A) cognitive, affective, and behavioral.
B) connected, applicable, and bearable.
C) confident, achievable, and believable.
D) consistent, affordable, and particular.
E) controlled, uncontrolled, and visible.
106) Alex decides to make a donation to the Autism Research Institute. Which component of
Alex’s attitude toward autism research does this represent?
A) behavioral component
B) affective component
C) cognitive component
D) affordable component
E) connected component
107) An online retailer needs to be able to measure how well its website converts purchase
intentions into actual purchases. This is known as the
A) conversion rate.
B) collection ratio.
C) consumer index.
D) customer total.
E) buyer quotient.
108) Zappos.com constantly reminds customers of recently viewed items and informs them when
stock is low in an effort to entice the customer to make a purchase. Zappos is trying to improve
its
A) conversion rate.
B) collection ratio.
C) consumer index.
D) customer total.
E) culture quotient.
109) Tomas, a bank employee, doesn’t feel that his coworkers accept him. He decides to dress
more casually, as they do, hoping to be accepted. Which level of Maslow’s hierarchy of needs is
Tomas trying to work on?
A) esteem
B) physiological
C) safety
D) love
E) self-actualization
110) There are five types of risks associated with purchase decisions. Which of the following
best describes a situation where your new car stalls in the middle of a busy intersection?
A) physiological risk
B) social risk
C) financial risk
D) functional risk
E) psychological risk
111) Barak is considering buying a hybrid car, but he‘s not sure that he believes the gas mileage
estimates. Barak is concerned about
A) physiological risk.
B) social risk.
C) financial risk.
D) safety risk.
E) performance risk.
112) A home security company will advertise the need for home surveillance products to appeal
to which level of Maslow’s Hierarchy of Needs?
A) safety
B) love
C) esteem
D) self-actualization
E) physiological
113) Joanna lives according to her own rules, unconcerned about designer labels, brand names,
and luxury items. Joanna is at which level in Maslow’s hierarchy of needs?
A) self-actualization
B) safety
C) love
D) esteem
E) physiological
114) Some websites allow consumers to shop while getting opinions from online friends. Which
of the influences on the consumer buying process does this represent?
A) psychological
B) social
C) situational
D) motives
E) perception
115) ________ are the three types of attribute sets.
A) Universal, retrieval, and evoked
B) University, relatives, and expression
C) United, relations, and exploration
D) Urban, random, and exchange
E) Unanimity, rule, and express
116) While on vacation, Martha had her camera stolen. Not wanting to waste vacation time
shopping for a new camera, Martha simply purchased another camera just like her old one. For
Martha, the ________ was low.
A) perceived benefit versus perceived cost of search
B) locus of control for this decision
C) determinant attribute for this decision
D) universal set of camera options
E) prepurchase dissonance factor