116) The crowded aisles in retail stores at holiday time may cause some shoppers to lose
patience and decide on their purchases with far less thought than they otherwise would due to
being harried or overwhelmed. This situation is most closely related to which of the following
situational influences?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) spatial surroundings
117) Temporal effects include
A) the purpose of the purchase.
B) the presence of other people.
C) the time of day of the purchase.
D) the crowding in retail stores.
E) the consumer’s mood while engaged in the purchase.
118) Tracy stopped by a vending machine at 10:00 a.m. Even though she wanted to get a soda,
she thought it was too early for that and chose a bottled juice instead. This purchase is an
example of which situational influence?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) antecedent states
119) Andres only has 30 minutes for lunch, so he typically goes somewhere within a block or
two of his building and is careful about what he orders. This is an example of which situational
influence in the purchase decision process?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) antecedent states
120) Consumers with credit cards
A) are less influenced by physical surrounding than those who pay by cash or check.
B) are influenced to a certain extent by a retailer’s physical surroundings to buy more with their
credit cards than with cash.
C) purchase more than those who purchase with cash or debit cards.
D) purchase less than those who purchase with cash or debit cards.
E) purchase less when accompanied by children than when in the company of other adults.
121) The American Floral Council used an ad that showed three flower arrangements varying in
size from a single rose to a very large elaborate arrangement. The caption simply read, “Just how
mad is she?” This ad relies on which of the following situational influences for its effectiveness?
A) purchase task
B) social surroundings
C) physical surroundings
D) psychological effects
E) antecedent states
122) Consumer ________ are a marketer’s product, service, or brand contacts with a consumer
from start-to-finish in the purchase decision process.
A) interactions
B) situations
C) touchpoints
D) integrations
E) metrics
123) Consumer touchpoints are
A) a shopper’s emotion-based motivations which if triggered will spur a purchase.
B) situations in which a consumer is physically in contact with a product, such as during trial in a
store or at home.
C) a marketer’s product, service, or brand contacts with a consumer from start-to-finish in the
purchase decision process.
D) a visual representation of a brand’s offerings and how they align with various target markets.
E) measures of a consumer’s attraction to a product or brand throughout the consumer decision
process.
124) A consumer journey map is a visual representation of
A) a shopper’s emotion-based motivations which if triggered will spur a purchase.
B) situations in which a consumer is physically in contact with a product, such as during trial in a
store or at home.
C) exchanges for a particular product or with a particular brand, including frequency and volume
in dollars or units.
D) a brand’s offerings and how they align with various target markets.
E) all of the touch points for a consumer who comes into contact with a company’s products,
services, or brands before, during, and after a purchase.
66
125) In Figure 5-5 above, A represents the ________ influences that can affect the consumer
purchase decision process.
A) economic
B) situational
C) psychological
D) sociocultural
E) marketing mix
67
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written consent of McGraw-Hill Education.
Answer: C
Explanation: Psychological influences, which include motivation and personality, perception,
learning, values, beliefs, attitudes, and lifestyle, affect the consumer purchase decision process.
See Figure 5-5.
Difficulty: 2 Medium
Topic: Psychological Influences
Learning Objective: 05-02 Distinguish among three variations of the consumer purchase
decision process: extended, limited, and routine problem solving.
Bloom’s: Understand
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
126) In Figure 5-5 above, B represents the ________ influences that can affect the consumer
purchase decision process.
A) economic
B) situational
C) environmental
D) marketing mix
E) market-dominated
127) In Figure 5-5 above, C represents the ________ influences that can affect the consumer
purchase decision process.
A) sociocultural
B) economic
C) environmental
D) situational
E) market-dominated
128) In Figure 5-5 above, D represents the ________ influences that can affect the consumer
purchase decision process.
A) economic
B) situational
C) psychological
D) sociocultural
E) marketing mix
129) In Figure 5-5 above, E represents the
A) consumer purchase decision process.
B) consumer communication model.
C) marketing research process.
D) marketing program.
E) consumption strategy model.
130) The ________ is influenced by situational, psychological, sociocultural, and marketing mix
influences.
A) consumer purchase decision process
B) organizational buying decision process
C) marketing research process
D) marketing program
E) consumer socialization process
131) Sociocultural influences that affect the consumer purchase decision process include all of
the following except which?
A) personal influence
B) reference groups
C) family
D) culture and subculture
E) values, beliefs, and attitudes
132) The energizing force that stimulates behavior to satisfy a need is referred to as a(n)
A) personality.
B) antecedent state.
C) motivation.
D) cognitive dissonance.
E) perception.
133) Motivation refers to
A) the stimulus required to cause a consumer to do something uncharacteristic of himself.
B) the energizing force that stimulates behavior to satisfy a consumer need.
C) a person’s consistent behaviors or responses to recurring situations.
D) the way people see themselves and the way they believe others see them.
E) a learned predisposition to respond to an object or class of objects in a consistently favorable
or unfavorable way.
134) Which list below presents the Maslow hierarchy of needs in its correct order, beginning
with the lowest level need and moving up to the highest level need?
A) personal, social, physiological, psychological, and safety
B) physiological, safety, social, personal, and self-actualization
C) safety, physiological, safety, self-actualization, and personal
D) self-actualization, social, safety, physiological, and personal
E) safety, personal, self-actualization, physiological, and social
135) In the Maslow hierarchy of needs, those needs that are basic to survival and must be
satisfied first are referred to as
A) physiological needs.
B) safety needs.
C) social needs.
D) personal needs.
E) self-actualization needs.
136) In the Maslow hierarchy of needs, water, food, shelter, and oxygen would be considered
________ needs.
A) psychological
B) safety
C) social
D) personal
E) physiological
137) In the Maslow hierarchy of needs, ________ needs involve self-preservation as well as
physical and financial well-being.
A) physiological
B) social
C) personal
D) safety
E) self-actualization
138) In the Maslow hierarchy of needs, a health insurance policy would satisfy a ________ need.
A) physiological
B) safety
C) social
D) personal
E) self-actualization
139) An ad for Brink’s Home Security shows a woman using her treadmill, unaware that would-
be robbers are just outside. They break down the front door, are startled by a loud alarm, and
then run away. The woman answers an immediate call from the security company, and a
representative reassures her that help is on the way. The ad is intended to appeal to which level
of Maslow’s hierarchy of needs?
A) physiological needs
B) safety needs
C) social needs
D) personal needs
E) self-actualization needs
140) In the Maslow hierarchy of needs, those needs that are concerned with love and friendship
are referred to as ________ needs.
A) physiological
B) safety
C) social
D) personal
E) self-actualization
141) eHarmony claims to be the world’s most trusted online dating website. Its appeal is to
satisfy consumers’ ________ needs in the Maslow hierarchy of needs.
A) physiological
B) personal
C) interaction
D) social
E) psychological
142) In the Maslow hierarchy of needs, those needs that are represented by the need for
achievement, status, prestige, and self-respect are referred to as ________ needs.
A) physiological
B) safety
C) personal
D) social
E) self-actualization
143) Carrying and using a high-end credit card like an American Express Centurion Card would
satisfy needs at what level in the Maslow hierarchy of needs?
A) physiological
B) personal
C) interaction
D) social
E) psychological
144) In the Maslow hierarchy of needs, those needs involving personal fulfillment are called
A) physiological.
B) safety.
C) social.
D) personal.
E) self-actualization.
145) In the Maslow hierarchy of needs, the most basic needs are physiological, followed by
safety, social, and personal. What category of needs is at the highest level?
A) intellectual needs
B) emotional needs
C) self-actualization needs
D) religious needs
E) psychological needs
146) An Acura automobile ad is headlined by a quote from Henry David Thoreau, “Go in the
Direction of Your Dreams.” This ad is most likely to appeal to consumers’ ________ needs in the
Maslow hierarchy of needs.
A) physiological
B) personal
C) psychological
D) social
E) self-actualization
147) The long-running U.S. Army recruiting advertisement that invited enlistees to “Be All You
Can Be” appeals to which level of Maslow’s hierarchy of needs?
A) physiological needs
B) self-actualization needs
C) safety needs
D) social needs
E) personal needs
148) Figure 5-6 above depicts the Maslow
A) motivation for preservation.
B) products pyramid.
C) hierarchy of needs.
D) ladder of effects.
E) psychosocial influences.
149) According to Figure 5-6 above, A defines what level in the Maslow hierarchy of needs?
A) self-actualization
B) safety
C) social
D) personal
E) physiological
150) According to Figure 5-6 above, B defines what level in the Maslow hierarchy of needs?
A) physiological
B) safety
C) social
D) personal
E) self-actualization
151) According to Figure 5-6 above, C defines what level in the Maslow hierarchy of needs?
A) physiological
B) safety
C) social
D) personal
E) self-actualization