41. Claire will be traveling to London next month for an official conference. Therefore, she has decided to retire the old
college luggage for a more professional-looking version and has begun to evaluate various brands. Claire is most
likely facing _____ in this particular purchase.
a. enduring involvement
b. perceptual involvement
c. internal retention
d. situational involvement
e. selective retention
42. The three most widely recognized types of consumer decision making are:
a. limited decision making, extended decision making, and routinized response behavior.
b. extended decision making, enduring decision making, and situational decision making.
c. planned decision making, impulse buying, and limited decision making.
d. internal decision making, external decision making, situational behavior.
e. responsive behavior, planned behavior, and impulsive decision making.
Chapter 6 – Consumer Buying Behavior
43. While shopping at a local grocery store, Tim sees a display of his favorite brand of energy drink. He buys some to
take home for the weekend. This purchase process would be described as:
a. routinized response behavior.
b. extended decision making.
c. limited decision making.
d. situational awareness.
e. enduring involvement.
44. Which of the following consumer decision making processes will probably be used in purchasing toothpaste?
a. Extended decision making
b. Routinized response behavior
c. Enduring involvement
d. Limited decision making
e. Perceptual mapping
Chapter 6 – Consumer Buying Behavior
45. Evan has just shifted to a new apartment in the suburbs. Currently, he is making purchases for his new apartment.
His purchase of _____ would most likely be done through extended decision making behavior.
a. a new suit
b. bed sheets
c. bath towels
d. flat screen TV
e. groceries
46. Which of the following buying situations is most consistent with routinized response behavior?
a. Ian buying his first pair of basketball shoes
b. Molly buying a new set of tires for her car
c. Aaron buying a new fishing rod and reel
d. Stephanie buying bottled water
e. Bryan buying a new software program
Chapter 6 – Consumer Buying Behavior
47. Stacy is going to the store to buy milk and cereal. She will most likely use _____ in her consumer decision-making
process.
a. routinized response behavior
b. limited decision making
c. extended decision making
d. perceptual mapping
e. enduring involvement
48. Routinized response behavior is displayed by a consumer when:
a. purchasing an unfamiliar product.
b. buying frequently purchased, low-cost items that need little effort.
c. an information search is extensive and may involve consulting with friends and family.
d. buying products that require a moderate amount of time for information gathering and deliberation.
e. he or she enters the problem recognition stage of the consumer buying decision process.
Chapter 6 – Consumer Buying Behavior
49. Cole’ssmartphoneistwoyearsoldandhewouldliketohaveanewone.Heisnotagadgetfreak.However,this
time he wants to make sure that the phone he buys has a longer battery charge and better geographic coverage,
since he is travels three days a week for his new job. Cole is most likely to use _____ for this purchase.
a. routinized response behavior
b. limited decision making behavior
c. perceptual mapping
d. enduring involvement
e. extended decision making behavior
50. When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar
product category, he or she will most likely engage in:
a. perceptual mapping.
b. routinized response behavior.
c. extended decision making.
d. impulse searching.
e. limited decision making.
Chapter 6 – Consumer Buying Behavior
51. When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely engage
in _____ when deciding whether or not to purchase this new product.
a. extended decision making
b. limited decision making
c. perceptual mapping
d. routinized response behavior
e. impulse buying
52. Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year’s styles and thus will do
some comparison shopping before making a purchase decision. Jenny is engaging in:
a. routinized response behavior.
b. extended decision making behavior.
c. limited decision making behavior.
d. impulse buying.
e. intensive problem solving.
Chapter 6 – Consumer Buying Behavior
53. Kellogg’s is introducing a new bran waffle for toasters. Television commercials will be a key element in
communicatingthebenefitsassociatedwiththisproduct.BasedonthisapproachofKellogg’s,whichofthe
followingtypesofdecisionmakingprocesseswillKellogg’smostlikelyexpectfromitscustomers?
a. Routinized response behavior
b. Limited decision making behavior
c. Extended decision making
d. Impulse buying
e. Extensive response behavior
54. For which of the following products would a consumer most likely use limited decision making behavior?
a. Detergent
b. Toothpaste
c. Automobile
d. Hair dryer
e. Soft drinks
Chapter 6 – Consumer Buying Behavior
55. Extended decision making is the type of consumer decision making process that:
a. involves no conscious planning but rather a powerful and persistent urge to buy something.
b. comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products.
c. requires a moderate amount of time for information gathering and search from internal and external
resources.
d. is the creation and maintenance of a collection of products that satisfy a person’s needs and wants.
e. requires very little search-and-decision effort and is practiced when buying low-cost and frequently
purchased products.
56. Which of the following products would probably require extended decision making before a purchase?
a. Products purchased frequently
b. Low-involvement products
c. Products that are purchased routinely
d. Expensive products
e. Products purchased as a result of social influences
Chapter 6 – Consumer Buying Behavior
57. Jose and Teresa are searching for an apartment. Which of the following forms of decision-making processes will
best suit this purpose?
a. Extended decision making behavior
b. Limited decision making behavior
c. Impulse buying
d. Routinized response behavior
e. Intensive response behavior
58. TeriwenttoSam’sWholesaleClubtoshopforapartyshewashostingontheweekend.Sheknewthatshecould
buy larger quantities of food items than she normally did, and it would also be much less expensive. She checked
everything off her list and proceeded to the checkout lines. Passing a display of fresh flowers, she thought
“Wouldn’tthosebenicefortheparty?”Sheselectedoneofthebouquetsandplaceditinhercart.Whichofthe
following is most likely true in this scenario?
a. Teri is engaged in limited decision making when selecting the food for her party, and impulse buying when
selecting the flowers.
b. Teri is engaged in impulse buying when selecting the food for her party, and routinized response behavior
when selecting the flowers.
c. Teri is engaged in extended decision making when selecting the food for her party, and compulsive response
behavior when selecting the flowers.
d. Teri is engaged in limited decision making when selecting the food for her party, and cognitive dissonance
when selecting the flowers.
e. Teri is engaged in routinized response behavior when selecting the food for her party, and compulsive
response behavior when selecting the flowers.
Chapter 6 – Consumer Buying Behavior
59. Marissa goes to Target to purchase school supplies for her two children. As she is approaching the check-out
counter, she sees a vase she just has to have and buys it immediately. Marissa’s purchase of the vase is an example
of:
a. limited decision making.
b. impulse buying.
c. routinized response behavior.
d. addictive consumption.
e. extended decision making.
60. Beth Hines is buying furniture for her apartment for the first time. She is spending considerable time and effort
comparing the products that different stores offer. Which type of decision making process is she using?
a. Selective
b. Intensive
c. Extended
d. Impulsive
e. Routinized
Chapter 6 – Consumer Buying Behavior
61. Mark is shopping for a new suit to wear to an important interview. He really wants to impress his prospective
employer and is shopping at many stores to find the right outfit. Martin is using which type of consumer decision
making process?
a. Routinized response behavior
b. Habitual response
c. Impulse buying
d. Extended decision making
e. Perceptual mapping
62. The five categories of situational influences are:
a. product involvement level, physical surroundings, social surroundings, time perspective, and purchase reason.
b. antecedent states, physical surroundings, social surroundings, time perspective, and space dimensions.
c. social surroundings, physical surroundings, time pressures, purchase reason, and lifestyles.
d. purchase reason, time perspective, social surroundings, physical surroundings, and buyer’s momentary mood.
e. store atmosphere, location, aromas, sounds, and lighting.
Chapter 6 – Consumer Buying Behavior
63. Grant Turner makes an appointment to visit with a new dermatologist in town because of recent bad sunburn.
When he arrives at the dermatologist’s office, Grant notices a foul odor in the air, worn floor coverings, cluttered
rooms that have paint peeling from the walls, and poor lighting. However, the other patients in the waiting room
were talking about how much they liked the doctor. While Grant viewed the dermatologist as competent, Grant
decided not to visit him again even though the dermatologist recommended a follow-up. Which situational influences
are most likely to have affected Grant’s decision?
a. Social surroundings
b. Momentary mood
c. Antecedent states
d. Purchase reasons
e. Physical surroundings
64. Jessie was out with a group of friends this evening for dinner at a local restaurant and then a movie. While the
service at the restaurant was slow, and the food was not very good, Jessie still had a great time and left with a
positiveopinionoftherestaurantexperience.Jessie’spurchasedecisionwaslikelyinfluencedby_____.
a. Physical surroundings
b. Social surroundings
c. Purchase reasons
d. Buyer’s momentary mood and condition
e. Pressures created by time factors
Chapter 6 – Consumer Buying Behavior
65. The primary psychological influences on consumer behavior are:
a. perception, motives, learning, attitudes, personality, and lifestyles.
b. attitudes, perception, retention, exposure, roles, and lifestyles.
c. attitudes, perception, social class, culture, and learning.
d. perception, motives, reference groups, social class, and personality.
e. lifestyles, personality, perception, motives, attitudes, and culture.
66. Perception is a three-step process that involves:
a. motivation, personality, and attitudes.
b. classifying, recording, and eliminating information received through the senses.
c. collecting, eliminating, and organizing information inputs.
d. selecting, organizing, and interpreting information inputs.
e. anticipating, classifying, and discarding information inputs.
Chapter 6 – Consumer Buying Behavior
67. In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These
sensations are called:
a. selective inputs.
b. olfactory receptors.
c. information inputs.
d. perceptual motives.
e. psychological influences.
68. Selective exposure refers to:
a. targeting only certain parts of the total market.
b. admitting only certain inputs into consciousness.
c. the circumstances or conditions that exist when a consumer is making a purchase decision.
d. changing or twisting received information.
e. remembering inputs that support personal feelings and beliefs and forgetting those that do not.
Chapter 6 – Consumer Buying Behavior
69. As Brianna walks to classes, she selects, organizes, and interprets the sensations she is receiving through her sense
organs. Brianna is experiencing the process of:
a. exposure.
b. motivation.
c. learning.
d. attitude formation.
e. perception.
70. Mario and his friend have been talking about their love for Bose headphones and speakers. Mario’sfriendmentions
a consumer report that he read the week before that stated Bose products had higher prices but lower quality than
in previous years. Mario thought to himself that perhaps his friend had misread the report, because Bose had
always been the best. This perceptual process is known as selective:
a. exposure.
b. distortion.
c. retention.
d. information.
e. organization.
Chapter 6 – Consumer Buying Behavior
71. After certain inputs have been selected to reach an individual’s awareness, the next step in the perceptual process
is perceptual:
a. organization.
b. attention.
c. retention.
d. interpretation.
e. redefinition.
72. Monique reads through her emails containing advertisements for sweaters from H&M, purses from JC Penney, and
tennis shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the recent tear
in her own Reeboks. Monique has engaged in selective:
a. distortion.
b. exposure.
c. analysis.
d. retention.
e. organization.
Chapter 6 – Consumer Buying Behavior
73. When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement. This
principle is called:
a. interpretation.
b. retention.
c. distortion.
d. closure.
e. framing.
74. Assignment of meaning to organized information inputs is best defined as:
a. motivation.
b. redefinition.
c. framing.
d. interpretation.
e. selection.
Chapter 6 – Consumer Buying Behavior
75. A salesperson at Best Buy tells Donovan that the Sony Notebook is one of the most reliable computer notebooks
ever made. Donovan, however, has just heard about a second Sony recall for this model because of overheating. If
Donovan engages in selective distortion, his most likely response will be to:
a. buy the Sony Notebook without a second thought.
b. forget the information from the salesperson.
c. ignore the recall as a fluke.
d. focus on positive aspects of the Sony.
e. cease shopping for a computer notebook at this time.
76. Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not.
This is known as selective:
a. exposure.
b. distortion.
c. retention.
d. information.
e. framing.
Chapter 6 – Consumer Buying Behavior
77. Buyers’ actions are affected by one or more internal energizing forces geared toward satisfying needs, which are
called:
a. motives.
b. lifestyles.
c. perceptions.
d. attitudes.
e. traits.
78. Maslow’s hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least
important. These needs, in order from highest level to basic are:
a. psychological, physiological, safety, social, and esteem.
b. physiological, safety, esteem, social, and self-actualization.
c. physiological, psychological, safety, social, and esteem.
d. physiological, safety, social, esteem, and self-actualization.
e. physiological, esteem, safety, self-actualization, and psychological.
Chapter 6 – Consumer Buying Behavior
79. According to Maslow’s hierarchy of needs,:
a. individuals simultaneously try to satisfy all five levels of needs.
b. self-actualization needs are the most basic needs to be met, for most individuals.
c. safety needs include the need for food, clothing, and shelter.
d. levels of needs are different for everyone, and people try to satisfy them in a different order.
e. esteemneedsincludepeople’sdesirerespectandrecognitionfromothers.
80. Shortly after moving into their new home, Mark and Katherine Gould purchased and installed smoke detectors and
analarmsystem.WithrespecttoMaslow’shierarchyofneeds,theGouldsareconcernedaboutfulfillingtheirneed
for:
a. survival.
b. safety.
c. self-actualization.
d. esteem.
e. belonging.
Chapter 6 – Consumer Buying Behavior