50. __________ is the process by which decisions that directly or indirectly involve two or more family members
are made.
A. Household decision making
B. Consumer decision making
C. Family decision making
D. Joint decision making
E. Group decision making
51. A family purchase decision differs from an organizational decision in
A. the level of emotion involved.
B. the involvement of multiple people in the decision.
C. the absence of time pressure.
D. the fact that different people play different roles in the purchase.
E. All of these choices are correct.
52. Which of the following is a family purchase role?
A. initiator
B. information gatherer
C. user
D. purchaser
E. All of these choices are correct.
06-22
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent
of McGraw-Hill Education.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: Easy
Gradable: automatic
Learning Objective: 06-03 Understand the family decision process.
Topic: The Nature of Family Purchase Roles
53. The family member who first recognizes a need or starts the purchase process is known as the
A. initiator.
B. information gatherer.
C. influencer.
D. decision maker.
E. user.
54. Stan has noticed that his car is not working properly and that it is getting expensive to repair. Thus, he gathered
his family together to discuss the purchase of a new automobile. In terms of family purchase roles, which one best
describes Stan’s actions?
A. initiator
B. information gatherer
C. influencer
D. decision maker
E. user
55. While Katie and Matthew are the children in the family, they do influence the alternatives considered for their
family’s summer vacation. What role do Katie and Matthew play in this family decision?
A. initiators
B. information gatherers
C. influencers
D. decision makers
E. purchasers
56. Which family purchase role is played by the individual(s) who makes the final decision?
A. initiator
B. information gatherer
C. influencer
D. decision maker
E. user
57. Bob is in the 6th grade. His family does not own a computer, and he really needs one to do his homework. He
also wants one so he can play some of the games he hears his friends talking about. His parents realize that he needs
a computer, but they really have no need for one and probably will never use it. Since they don’t know much about
computers, they are letting Bob do all the research and asked him to find the options that will meet his needs.
However, his parents are the ones who will make the final decision on how much to spend and which computer to
purchase. In terms of the family purchase roles, which role do Bob’s parents play?
A. initiator
B. information gatherer
C. influencer
D. decision maker
E. user
58. What family purchase role is played by the individual who actually purchases the product the family has decided
upon?
A. initiator
B. information gatherer
C. influencer
D. decision maker
E. purchaser
59. While the entire family is usually involved in major purchase decisions, Lisa is the one who usually makes the
actual purchase. What family purchase role does Lisa play?
A. initiator
B. information gatherer
C. influencer
D. decision maker
E. purchaser
60. Carla and John are both children, but they use their family’s electronic equipment such as TVs, DVD players,
and stereo equipment. They did not play much of a role in the purchase decision on which brands to buy, but their
parents did consider their needs when deciding on which products and brands to purchase. In terms of family
purchase roles, what role do these children play?
A. initiator
B. information gatherer
C. influencer
D. user
E. influencer and user
61. Which of the following are ways to categorize family decision making?
A. husband-dominant
B. wife-dominant
C. individualized
D. child-dominant
E. All of these choices are correct.
06-26
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent
of McGraw-Hill Education.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: Easy
Gradable: automatic
Learning Objective: 06-03 Understand the family decision process.
Topic: The Nature of Family Purchase Roles
62. Hank and Carol have been married for over 20 years, and in that time they have purchased six automobiles.
Hank is the one who usually does all the research and decides what they can afford, while Carol just gets involved
when it’s time to decide among a few alternatives, and she really only cares about the comfort and styling. Which of
the following category of family decision making does this illustrate?
A. husband-dominant
B. wife-dominant
C. individualized
D. single role
E. dual role
63. Families considering the purchase of products such as a house, furniture, or a vacation, typically use which type
of family decision making?
A. husband-dominant
B. wife-dominant
C. individualized
D. joint
E. child-dominant
64. Which of the following statements is true regarding the nature of family purchases and the roles played by
various family members?
A. Individuals tend to play the same role for all decisions.
B. All family members tend to be involved in every stage of the decision process.
C. Over time, each spouse develops more specialized roles as a part of the family lifestyle and family
responsibilities.
D. Individual family members play only a single role in a given purchase decision.
E. The stage of the decision process does not influence decision roles.
65. Which of the following can influence how family members interact in a purchase decision?
A. culture or subculture in which the family exists
B. role specialization of different family members
C. degree of involvement each has in the product area of concern
D. personal characteristics of the family members
E. All of these choices are correct.
66. Hispanics who identify most strongly with their Hispanic subcultures are most likely to engage in
A. wife-dominated decisions.
B. husband-dominated decisions.
C. joint decisions.
D. child-dominated decisions.
E. None of these choices are correct.
06-28
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent
of McGraw-Hill Education.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: Moderate
Gradable: automatic
Learning Objective: 06-03 Understand the family decision process.
Topic: The Nature of Family Purchase Roles
67. Regarding the balance of family purchase roles, which of the following traditionally male-dominated categories
is/are tipping toward the wife?
A. TV remote control
B. household finances
C. family weekend activities
D. TV remote control and household finances
E. All of these choices are correct.
68. Which of the following is not a basic approach that individuals in a family use to resolve purchase conflicts after
they have arisen?
A. bargaining
B. use of authority
C. physical force
D. playing on emotion
E. reasoning
69. Karen and her kids were hungry and were trying to decide where to eat for dinner. After several minutes of
bickering, Karen decided where they were going to go. Her children balked at her decision and asked why she got to
decide, and she said, “Because I’m your mother and I said so!” Which approach did Karen use to resolve this family
conflict?
A. bargaining
B. use of authority
C. impression management
D. playing on emotion
E. reasoning
70. Which approach to conflict resolution misrepresents the facts in order to win?
A. bargaining
B. use of authority
C. impression management
D. playing on emotion
E. reasoning
71. Which of these categories is not part of the content of consumer learning?
A. consumer skills
B. learning skills
C. consumption-related preferences
D. consumption-related attitudes
E. All of these choices are part of the content of consumer learning.
06-30
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent
of McGraw-Hill Education.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Understand
Difficulty: Moderate
Gradable: automatic
Learning Objective: 06-04 Describe the role that households play in child socialization.
Topic: The Content of Consumer Socialization
72. The process in which young people acquire skills, knowledge, and attitudes relevant to their functioning as
consumers in the marketplaces is known as
A. consumer education.
B. consumer socialization.
C. consumer programming.
D. consumer research.
E. consumer acclimation.
73. Which of the following refers to what children learn with respect to consumption?
A. the process of consumer socialization
B. the rate of consumer socialization
C. the impact of consumer socialization
D. the content of consumer socialization
E. the influence of consumer socialization
74. Which of the following refers to how children learn with respect to consumption?
A. the process of consumer socialization
B. the rate of consumer socialization
C. the impact of consumer socialization
D. the content of consumer socialization
E. the influence of consumer socialization
75. A major basis for concern about marketing to children is their inability to fully process and understand
commercial messages. Much of the theory and research in this area is based on
A. Asche’s diffusion theory.
B. Weber’s intellect enhancement theory.
C. Piaget’s stages of cognitive development.
D. Pavlov’s process acquisition stages.
E. None of these choices are correct.
76. In children’s information processing, the period of concrete operations is characterized by
A. an absence of conceptual thought.
B. the development of language.
C. the development of the ability to apply logical thought to concrete problems.
D. the development of the ability to apply logic to all types of problems.
E. None of these choices are correct.
06-32
Copyright © 2019 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent
of McGraw-Hill Education.
AACSB: Analytical Thinking
Accessibility: Keyboard Navigation
Blooms: Remember
Difficulty: Moderate
Gradable: automatic
Learning Objective: 06-04 Describe the role that households play in child socialization.
Topic: The Ability of Children to Learn
77. In children’s information processing, the period of sensorimotor intelligence is characterized by
A. an absence of conceptual thought.
B. the development of language.
C. the development of the ability to apply logical thought to concrete problems.
D. the development of the ability to apply logic to all types of problems.
E. None of these choices are correct.
78. In children’s information processing, the period of preoperational thought is characterized by
A. an absence of conceptual thought.
B. the development of language.
C. the development of the ability to apply logical thought to concrete problems.
D. the development of the ability to apply logic to all types of problems.
E. None of these choices are correct.
79. In children’s information processing, the period of formal operations is characterized by
A. an absence of conceptual thought.
B. the development of language.
C. the development of the ability to apply logical thought to concrete problems.
D. the development of the ability to apply logic to all types of problems.
E. None of these choices are correct.
80. Those capabilities necessary for purchases to occur such as understanding money, budgeting, product evaluation,
and so forth are referred to as
A. buying skills.
B. consumption-related preferences.
C. consumption-related attitudes.
D. instrumental skills.
E. consumer skills.
81. Bob is teaching his son, Jack, how to handle money, count change, how to save for a desired purchase, and how
to choose an appropriate product. Bob is teaching his son
A. buying skills.
B. consumption-related preferences.
C. consumption-related attitudes.
D. economic skills.
E. consumer skills.