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1. A circadian cycle is the rhythm of seasons that varies with the time of the year.
a.
True
b.
False
ANSWER:
False
2. Outshopping is often motivated simply by the desire for the experience.
a.
True
b.
False
ANSWER:
True
3. Epistemic shopping includes activities oriented toward a specific, intended purchase or purchases.
a.
True
b.
False
ANSWER:
False
4. A fearful consumer tends to buy less and enjoy the experience less.
a.
True
b.
False
ANSWER:
True
5. Situational influences are enduring characteristics of either a particular consumer or a product or brand.
a.
True
b.
False
ANSWER:
False
6. Increasing the number and visibility of security personnel can induce fear in consumers because too many security
personnel make consumers nervous.
a.
True
b.
False
ANSWER:
False
7. Consumers who experience time pressure are able to recall more information about product choices than are consumers
in the same situation who are not under the situational influence of time pressure.
a.
True
b.
False
ANSWER:
False
8. Among all methods of payment, cash payments have a way of emphasizing the sacrifice required for purchase.
a.
True
b.
False
ANSWER:
True
9. Signs that emphasize price by using large numerals create the perception of an upscale store.
a.
True
b.
False
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ANSWER:
False
10. Temporal factors include situational influences related to economic resources, orientation, mood, and other emotional
perceptions such as fear.
a.
True
b.
False
ANSWER:
False
11. The presence of background music enhances service quality perceptions relative to an environment with no
background music.
a.
True
b.
False
ANSWER:
True
12. One result of mental budgeting is that a consumer who has recently splurged on spending in one category will tend to
make up for the exuberance through under-consumption in another category.
a.
True
b.
False
ANSWER:
True
13. Time pressure can switch a consumer’s orientation from hedonic to utilitarian.
a.
True
b.
False
ANSWER:
True
14. For task-oriented shoppers, aesthetics of a website are more important than ease of navigation.
a.
True
b.
False
ANSWER:
False
15. The impact of color and sound in the virtual shopping world is very different from that in bricks-and-mortar shopping
environments.
a.
True
b.
False
ANSWER:
False
16. When time is scarce, consumers process more information because of the adrenaline rush.
a.
True
b.
False
ANSWER:
False
17. Consumers’ value perceptions remain more or less the same during an entire year.
a.
True
b.
False
ANSWER:
False
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18. Images placed in the background of a website can produce active thoughts when consumer knowledge is low.
a.
True
b.
False
ANSWER:
True
19. Payday loans offer hedonic value to consumers.
a.
True
b.
False
ANSWER:
False
20. Consumers experiencing time pressure are more likely to rely on simple choice heuristics than are those in less-tense
situations.
a.
True
b.
False
ANSWER:
True
21. A consumer is less likely to make a purchase when he is outshopping.
a.
True
b.
False
ANSWER:
False
22. Consumers who perceive a product in a predominantly red and orange background tend to think the product is of
higher quality.
a.
True
b.
False
ANSWER:
False
23. Seasonality refers to regularly occurring conditions that vary with the time of the day.
a.
True
b.
False
ANSWER:
False
24. A high degree of crowding produces the most positive outcomes in terms of shopping affect, purchase behavior,
consumer satisfaction, and shopping value.
a.
True
b.
False
ANSWER:
False
25. Maintaining an uncrowded, open entrance can enhance value by making consumers feel safer.
a.
True
b.
False
ANSWER:
True
26. Contrary to common belief, images hardly play any role in shaping the virtual shopping experience.
a.
True
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b.
False
ANSWER:
False
27. E-gift cards are far less likely to be redeemed than physical gift cards.
a.
True
b.
False
ANSWER:
True
28. Consumers in good moods find more hedonic value in shopping.
a.
True
b.
False
ANSWER:
True
29. Incongruent music lowers consumers’ quality perceptions.
a.
True
b.
False
ANSWER:
True
30. In the context of consumer behavior, food items are susceptible to seasonal influence.
a.
True
b.
False
ANSWER:
True
31. Retailers with a high proportion of action-oriented consumers in their target market are more likely to thrive on
consumers’ impulse purchases.
a.
True
b.
False
ANSWER:
False
32. Time pressure shapes the value consumers perceive in products by influencing both quality and price perceptions.
a.
True
b.
False
ANSWER:
True
33. Simple unplanned purchases usually lack any real emotional involvement or significant amounts of self-gratification.
a.
True
b.
False
ANSWER:
True
34. In the context of consumer behavior, situational influences do not affect the value of things.
a.
True
b.
False
ANSWER:
False
35. Outshopping is a term used to refer to consumers who are shopping simply to increase an ever-growing body of
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knowledge about some product category of interest.
a.
True
b.
False
ANSWER:
False
36. Which of the following types of shopping is characterized by recreationally oriented activities designed to provide
interest, excitement, relaxation, fun, social interaction, or some other desired feeling?
a.
Epistemic shopping
b.
Impulsive shopping
c.
Experiential shopping
d.
Acquisitional shopping
ANSWER:
c
37. Every year, as soon as spring arrives, people start working in their yards. Home improvement stores and nurseries start
selling annuals for flower beds to cater to the demand of consumers. Such demands are most likely influenced by _____.
a.
seasonality
b.
the circadian cycle
c.
smart agent software
d.
epistemic orientation
ANSWER:
a
38. _____ is a personality trait that represents how sensitive a consumer is to immediate rewards.
a.
Affective quality
b.
Seasonality
c.
Neuroticism
d.
Impulsivity
ANSWER:
d
39. Which of the following will create a perception of a discount store?
a.
Playing music below the audible threshold
b.
Using predominantly blue background for displays
c.
Limiting the use of direct fluorescent (white) lighting
d.
Using signs that emphasize price by using large numerals
ANSWER:
d
40. _____ refers to a salesperson who is capable of conveying emotional information to shape a more valuable outcome
for consumers.
a.
Emotional ability
b.
Emotional contagion
c.
Emotional attractiveness
d.
Emotional dependability
ANSWER:
a
41. Impulsive shopping activities are associated with:
a.
a diminished regard for costs or consequences.
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b.
an insignificant amount of self-gratification.
c.
low emotional involvement.
d.
utilitarian rather than hedonic shopping value.
ANSWER:
a
42. _____ is the overall subjective worth of a shopping activity considering all associated costs and benefits.
a.
Affective quality
b.
Personal shopping value
c.
Atmospherics
d.
Retail personality
ANSWER:
b
43. Diane buys most of her day-to–day household provisions from a local supermarket. During one of her visits to the
store, she found it unusually crowded. She did not want to wait in the long checkout queue, so she decided to go to
another store. Diane’s decision is a result of a(n) _____.
a.
cultural influence
b.
situational influence
c.
ecological influence
d.
physiological influence
ANSWER:
b
44. Situational characteristics that a consumer brings to a particular information processing, purchase, or consumption
environment are referred to as _____.
a.
servicescape
b.
atmospherics
c.
retail personality
d.
antecedent conditions
ANSWER:
d
45. _____ refers to the retail positioning that emphasizes tangible things like a wide selection of goods, low prices,
guarantees, and knowledgeable employees.
a.
State orientation
b.
Affective quality
c.
Functional quality
d.
Action orientation
ANSWER:
c
46. _____ refers to ad buys that include a schedule that runs the advertisement primarily at times when customers will be
most receptive to the message.
a.
Crowding
b.
Advertiming
c.
Outshopping
d.
Seasonality
ANSWER:
b
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47. John is generally thrifty and believes in spending wisely. However, after a bad day at work, John went shopping and
ended up buying and spending much more than what he usually does. The antecedent condition that is most likely
accountable for John’s increased volume of purchase and spending is _____.
a.
buying power
b.
budgeting
c.
mood
d.
orientation
ANSWER:
c
48. Airing commercials for sleep medication during late night hours is an example of _____.
a.
advertiming
b.
atmospherics
c.
near-field communication
d.
crowding
ANSWER:
a
49. Which of the following types of shopping is characterized by activities oriented toward acquiring knowledge about
products?
a.
Epistemic shopping
b.
Acquisitional shopping
c.
Experiential shopping
d.
Impulsive shopping
ANSWER:
a
50. Which of the following retail approaches is aimed at encouraging impulse purchases?
a.
Merchandising complementary products together
b.
Creating a functional atmosphere
c.
Airing advertisements based on seasonal patterns
d.
Playing the latest pop song in the store
ANSWER:
a
51. In the context of atmospherics, _____ represents the emotional meaning of an environment, which results from the
sum effect of all ambient attributes that affect the way one feels in that place.
a.
functional quality
b.
an antecedent condition
c.
affective quality
d.
an ecological factor
ANSWER:
c
52. Betsy hates shopping for groceries. Therefore, after finishing grocery shopping every Saturday, she feels glad as she
does not have to shop for groceries anymore for the rest of the week. Betsy most likely receives _____ from grocery
shopping.
a.
compulsive shopping value
b.
hedonic shopping value
c.
impulsive shopping value
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d.
utilitarian shopping value
ANSWER:
d
53. The way a store is defined in the mind of a shopper based on the combination of functional and affective qualities is
known as _____.
a.
antecedent condition
b.
temporal factor
c.
retail personality
d.
ecological factor
ANSWER:
c
54. The management of Saga, a newly opened upscale clothing store, intends to position Saga as a premium and exclusive
store. Which of the following, when implemented, is most likely to convey the perception of an upscale store to
consumers?
a.
Using direct fluorescent lighting in all areas of the store
b.
Using pop music as the foreground music in the store
c.
Using a predominantly blue background for product display
d.
Using signage with large numerals to indicate product price clearly
ANSWER:
c
55. The products of Kyra, a retail chain store, are targeted toward working women. The store offers trendy clothing and
accessories. Every Kyra store is designed in a distinctive style to project a unique impression. Kyra’s goal is to create an
emotionally rewarding experience for women and to provide high hedonic shopping value. The positioning of Kyra stores
emphasizes the _____ of shopping.
a.
temporal factor
b.
ecological factor
c.
functional quality
d.
affective quality
ANSWER:
d
56. Lori prefers to purchase cosmetics at self-service drug stores. The saleswomen at cosmetic counters in department
stores intimidate her because she thinks they are prettier than her. This self-evaluation conducted by Lori is an example of
_____.
a.
action orientation
b.
social comparison
c.
consumer self-regulation
d.
congruity
ANSWER:
b
57. Which of the following represents the worth of an activity because the time spent doing the activity itself is personally
gratifying?
a.
Hedonic shopping value
b.
Acquisition shopping value
c.
Utilitarian shopping value
d.
Unplanned shopping value
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ANSWER:
a
58. We get used to waking up at the same time every day and feeling sleepy at the same time every night because of the
_____.
a.
cardiac rhythm
b.
circaseptan rhythm
c.
circadian cycle
d.
arrhythmic cycle
ANSWER:
c
59. Nevaeh, the owner of a luxury clothing store, keeps reed diffusers dipped in a mild citrus fragrance all across her
store. She feels that the subtle fragrance helps the shoppers relax, uplifts their mood, and improves their shopping
experience. In the given scenario, Nevaeh is trying to appeal to the _____ of the shoppers.
a.
circadian cycle
b.
emotional ability
c.
situational memory
d.
olfactory senses
ANSWER:
d
60. The term _____ refers to the retail positioning that emphasizes a unique environment, exciting décor, friendly
employees, and the feelings experienced in a retail place.
a.
temporal factor
b.
affective quality
c.
functional quality
d.
ecological factor
ANSWER:
b
61. Which of the following elements is most likely to influence the functional quality of a shopping environment?
a.
Crowded entrance
b.
Upbeat music
c.
Cool color
d.
Low price
ANSWER:
d
62. Which of the following statements is true in the context of the use of music in atmospherics?
a.
Congruent music lowers consumers’ quality perceptions.
b.
Pop music used in the background contributes to upscale store perceptions.
c.
The speed of the background music determines the speed at which consumers shop.
d.
Service quality perceptions are most enhanced in an environment with no background music.
ANSWER:
c
63. One of the influences of _____ is that women purchase more beauty-related products during certain phases and more
food-related products during other phases.
a.
action orientation
b.
functional orientation
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c.
the circadian cycle
d.
the menstrual cycle
ANSWER:
d
64. _____ represents the worth obtained because some shopping task or job is completed successfully.
a.
Utilitarian shopping value
b.
Hedonic shopping value
c.
Impulsive shopping value
d.
Compulsive shopping value
ANSWER:
a
65. _____ refers to a buyer’s inclination to obstruct external or circumstantial influences from interfering with his or her
shopping choices.
a.
Consumer self-regulation
b.
Consumer congruity
c.
Outshopping pattern
d.
Affective quality
ANSWER:
a
66. Marian is a single mother with two children. She is often busy during weekends, so she tries to squeeze in time for
grocery shopping during the week. She usually picks up staples such as bread, eggs, and milk on her way back from work.
Marian’s shopping for groceries and other staples is an example of _____.
a.
epistemic shopping
b.
acquisitional shopping
c.
experiential shopping
d.
impulsive shopping
ANSWER:
b
67. Eva usually makes a grocery list before going for grocery shopping. While shopping last weekend, she happened to
notice toothbrushes in the checkout display. The display reminded her that it was almost time to change her brush. She
decided to buy a toothbrush, though it was not on her shopping list. In the given scenario, the purchase of the toothbrush is
an example of _____.
a.
experiential shopping
b.
epistemic shopping
c.
unplanned shopping
d.
compulsive shopping
ANSWER:
c
68. Consumers with a low capacity to self-regulate their behavior are referred to as _____.
a.
experiential consumers
b.
compulsive consumers
c.
state-oriented consumers
d.
action-oriented consumers
ANSWER:
c
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69. Nancy went to a home store with the intention of purchasing a sprinkler system. However, she left the store without
buying the system because she felt that the salesperson did not give her proper attention and did not answer her questions
satisfactorily. This is an example of a _____ altering a consumer’s perception of value.
a.
product influence
b.
situational influence
c.
cultural influence
d.
brand influence
ANSWER:
b
70. Which of the following types of shopping involves spontaneous activities characterized by a diminished regard for
consequences, heightened emotional involvement, and a desire for immediate self-fulfillment?
a.
Acquisitional shopping
b.
Epistemic shopping
c.
Experiential shopping
d.
Impulsive shopping
ANSWER:
d
71. In consumer behavior (CB), the term _____ refers to the emotional nature of an environment or to the feelings created
by the total aura of physical attributes that comprise the physical environment.
a.
seasonality
b.
atmospherics
c.
antecedent condition
d.
temporal factor
ANSWER:
b
72. While coming out of a subway station, Melanie saw a sale on sunglasses in a subway store. Though she did not intend
to buy anything, she ended up buying a pair of sunglasses because the deal seemed too good to miss. Melanie’s purchase
best exemplifies an instance of _____.
a.
experiential shopping
b.
epistemic shopping
c.
impulsive shopping
d.
acquisitional shopping
ANSWER:
c
73. Janice spends her weekends with her friends at shopping malls. Her weekend shopping trips are driven by boredom
rather than by the intention of making a specific purchase. She finds these outings interesting and relaxing. Janice’s
weekend trips to shopping malls are an example of _____.
a.
acquisitional shopping
b.
experiential shopping
c.
compulsive shopping
d.
unplanned shopping
ANSWER:
b
74. When shopping, Timothy buys only those items that are on his shopping list. He does not let sales, promotional
events, or other tempting offers persuade him to deviate from his list. This way he ensures that he never exceeds his
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budget. In the context of the given scenario, Timothy is a(n) _____.
a.
experiential consumer
b.
compulsive consumer
c.
state-oriented consumer
d.
action-oriented consumer
ANSWER:
d
75. Jean often accompanies her friends on shopping trips. While shopping, she cannot resist the temptation to buy
products on sale and ends up spending a lot more than her planned budget. Based on the given information, we can
conclude that Jean is a(n) _____.
a.
utilitarian consumer
b.
acquisitional consumer
c.
state-oriented consumer
d.
action-oriented consumer
ANSWER:
c
76. In the context of consumer behavior, which of the following is true of situational influences?
a.
They directly affect consumer decision making.
b.
They are dependent on product characteristics.
c.
They do not directly represent the context in which the concerned act takes place.
d.
They do not affect the eventual product value experienced by a consumer.
ANSWER:
a
77. Unlike impulsive consumer behavior, compulsive consumer behavior:
a.
is characterized by situational memory.
b.
has a utilitarian orientation.
c.
is uncontrollable.
d.
has a rational explanation.
ANSWER:
c
78. In the context of atmospherics, the term _____ refers to how appropriate the elements of an environment are for a
given environment.
a.
fit
b.
congruity
c.
affect
d.
antecedence
ANSWER:
a
79. Which of the following represents an urgency to act based on some real or self-imposed deadline?
a.
Financial pressure
b.
Social pressure
c.
Time pressure
d.
Peer pressure
ANSWER:
c
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80. Which of the following is true of unplanned shopping?
a.
It is characterized by situational memory.
b.
It has a hedonic orientation.
c.
It is uncontrollable.
d.
It is driven by chronic depression.
ANSWER:
a
81. The term _____ refers to the rhythm (level of energy) of the human body that varies with the time of day.
a.
circadian cycle
b.
arrhythmic cycle
c.
lunar rhythm
d.
infradian rhythm
ANSWER:
a
82. Dina loves to splurge on clothes. However, when she was shopping the other day, she bought much less than what she
usually does as she had left her credit card at home. Which of the following antecedent conditions is most likely
accountable for Dina’s reduced volume of purchase?
a.
Buying power
b.
Mental budgeting
c.
Orientation
d.
Fearfulness
ANSWER:
a
83. Which of the following is most likely to be true of consumers who experience time pressure while deciding on a
purchasing activity?
a.
Their orientations are most likely to switch from utilitarian to hedonic.
b.
They are more likely to enjoy the shopping experience due to the adrenaline rush.
c.
They are most likely to shop with others than shop alone.
d.
They are more likely to believe that a seller-supplied reference price is indeed a fair price.
ANSWER:
d
84. Natasha has joined a gym. She has the option of choosing one of the two trainers, Mathew or Jody. She chooses Jody
because she feels that Jody is fitter and more agile than Mathew. Natasha thinks that Jody will be a better trainer even
though both Mathew and Jody have equally good records as trainers. Natasha’s decision to choose Jody as her trainer is
due to _____.
a.
source expertise
b.
source likeability
c.
source reliability
d.
source attractiveness
ANSWER:
d
85. Which of the following types of shopping depends on high utilitarian value to create satisfaction?
a.
Acquisitional shopping
b.
Epistemic shopping
c.
Unplanned shopping
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d.
Impulsive shopping
ANSWER:
a
86. Which of the following is a way to reduce fearfulness in consumers?
a.
Adding carry-out service
b.
Hiring sales staff with high emotional ability
c.
Installing bright fluorescent lights within the store
d.
Using blue background to calm the nerves of the consumers
ANSWER:
a
87. The term _____ refers to situational characteristics related to time.
a.
antecedent condition
b.
atmospherics
c.
temporal factor
d.
state orientation
ANSWER:
c
88. The term _____ refers to the physical environment in which consumer services are performed.
a.
servicescape
b.
touchpoint
c.
service encounter
d.
ecological factor
ANSWER:
a
89. Which of the following is true in the context of crowding?
a.
Crowding exerts a nonlinear effect on consumers.
b.
A high degree of crowding increases consumer satisfaction.
c.
A mild degree of crowding produces negative outcomes in terms of shopping affect.
d.
Crowding affects utilitarian shopping value rather than hedonic shopping value.
ANSWER:
a
90. Jaydon was casually browsing online for a pair of suede boots on the website of Millrock boots. For the next few days,
he noticed that there were banner ads for Millrock suede boots on almost every website that he visited. In the given
scenario, the website of Millrock boots is using _____.
a.
cyber surveillance
b.
phishing software
c.
malware
d.
smart agent software
ANSWER:
d
91. Explain the concept of advertiming and growth hacking.
ANSWER:
Answers will vary. Advertiming refers to ad buys that include a schedule that runs the advertisement
primarily at times when customers will be most receptive to the message. Advertisers traditionally practice
advertiming based on seasonal patterns and even on day-to-day changes in the weather. Advertisements for
gold purchases typically go up in times when the economy is uncertain. Social networking provides a twist
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