44) The Brainchild is a store that specializes in educational toys for children. In order to increase
the probability of customers visiting the store, it has now introduced offers such as discounts, gift
wrapping, and free shipping. The Brainchild is looking to increase the chances of customer
purchases by
A) decreasing an importance weight.
B) increasing a performance belief.
C) decreasing the performance belief for a competitive retailer.
D) adding new benefits.
E) focusing on all benefits.
45) Offering a range of fair trade merchandise supports the idea of ________, which is used to
increase the chances of customers visiting the retailer after inclusion in the consideration set.
A) adding benefits
B) increasing beliefs about the store’s performance
C) increasing customers’ importance weights
D) market segmentation
E) composite segmentation
46) Eve’s is a retail store selling skincare products. It recently introduced fair trade products such
as handmade soaps, herbal skin creams, and shampoos made by rural workers. Eve’s also claimed
that a part of the sales proceeds of these products would be utilized for the workers’ welfare. The
store aims to attract customers who are interested in social causes. Therefore, including fair trade
merchandise involves
A) decreasing an importance weight.
B) increasing a performance belief.
C) decreasing the performance belief for competitive retailer.
D) adding a new benefit.
E) focusing on a single attribute.
47) Which of the following is a measure of retailers’ success at converting positive evaluations into
purchases?
A) The number of customers at the retailers’ stores
B) The number of visits to the store’s website
C) The number of catalogs on the website
D) The time spent at the retailers’ stores
E) The number of virtual abandoned carts on the store’s website
48) ________ is a postconsumption evaluation of how well a store or product meets or exceeds
customer expectations.
A) Attribution
B) Contemplation
C) Analysis
D) Satisfaction
E) Consideration set
49) A purchase decision process in which customers devote considerable time and effort for
analyzing alternatives is called
A) attribution.
B) consumerism.
C) extended problem solving.
D) habitual decision making.
E) limited problem solving.
50) Bella is about to be married in two months. When she shopped for the bridesmaids’ gowns, her
gown, and flowers for the ceremony, she spent a lot of time in deciding what to buy. She was not
sure whether her parents, in-laws, and fiancé would like her selections. Which form of purchase
decision process is Bella engaged in?
A) Composite segmentation
B) Extended problem solving
C) Consideration set
D) Habitual decision making
E) Limited problem solving
51) People engage in extended problem solving
A) to avoid too much time and effort in making the decision.
B) because they have little knowledge about the product.
C) to make an impulse purchase.
D) because retailers influence them by providing so much information.
E) because it is easier than making an inappropriate purchase.
52) Even though Miller loves bacon, he is worried about his cholesterol. He is concerned that
eating bacon may impact his cholesterol levels. Before deciding to buy the low-fat Oscar-Meyer
Bacon, he read the label information on all the various brands of bacon in the meat counter.
Therefore, Miller is engaged in ________, a purchase decision process.
A) complex decision making
B) extended problem solving
C) habitual decision making
D) limited problem solving
E) composite segmentation
53) ________ is a purchase decision process involving a moderate amount of effort and time.
A) Extended problem solving
B) Habitual decision making
C) Utilitarian shopping
D) Limited problem solving
E) Psychological problem solving
54) When customers have some prior experience with the product and their risk is moderate, like
the purchase of a new frying pan, they engage in
A) extended problem solving.
B) cross-shopping.
C) contemplation.
D) habitual decision making.
E) limited problem solving.
55) Retailers stimulate sales from customers engaged in extended problem solving by
A) offering deep coupon discounts.
B) using prominent point-of-purchase displays to attract customers.
C) providing the necessary information in an understandable manner.
D) offering exclusive private-label brands.
E) encouraging impulse purchasing.
56) During the limited problem-solving process, customers tend to rely on
A) personal knowledge.
B) reference groups.
C) promotional advertisements.
D) discount offers.
E) store advocates.
57) Veronica walks into a drugstore to buy a quick pain relief drug. In the past, she has used Advil,
an Ibuprofen product. Although there are several other brands containing Ibuprofen, she decides to
purchase Advil because it has worked for her in the past. What kind of decision-making process is
she using when choosing her pain relief?
A) Limited problem solving
B) Complex decision making
C) Extended problem solving
D) Attribution
E) Composite segmentation
58) Which of the following is true of limited problem solving?
A) The majority of customer purchase decisions involve limited problem solving.
B) It happens when customers become loyal to a store or brand.
C) It involves little or no conscious effort.
D) Customers have little knowledge on the product they intend to purchase.
E) It involves a high amount of risk and uncertainty.
59) Which type of consumer decision-making process will most likely result in an impulse buy?
A) Extended problem solving
B) Habitual decision making
C) Utilitarian shopping
D) Limited problem solving
E) Composite segmentation
60) While waiting in the checkout line at Essentials, Autumn spotted a nail care kit displayed
among the candy and batteries. She liked it and asked the cashier to add it to her bill. Which form
of limited problem solving did Autumn engage in?
A) Contemplation
B) Cross-shopping
C) Impulse buying
D) Planned purchasing
E) Psychological problem solving
61) Impulse buying is associated with
A) extended problem solving.
B) complex decision making.
C) limited problem solving.
D) habitual decision making.
E) composite segmentation.
62) Retailers encourage impulse-buying behavior by
A) readily providing information for making purchase decisions.
B) using prominent point-of-purchase displays.
C) improving their performance on all benefits.
D) concentrating on composite segmentation.
E) encouraging cross-shopping.
63) Geraldo went to the supermarket to buy a bottle of chocolate syrup. While there, he saw the
latest copy of National Enquirer at the checkout stand. He had not planned on buying the
magazine, but on the spur of the moment he bought himself a copy. This decision by Geraldo is an
example of
A) impulse buying.
B) a habitual solution.
C) expected behavior.
D) extended problem solving.
E) convenience buying.
64) Which of the following items would most likely be purchased as an impulse item?
A) A smartphone
B) A marketing textbook
C) A pair of Italian boots
D) A packet of chewing gum
E) A Waterford crystal vase
65) Habitual decision making occurs when
A) a decision process involves little or no conscious effort.
B) a decision requires assistance from sales associates.
C) the purchase decision involves a lot of risk and uncertainty.
D) retailers stimulate sales by suggesting complementary merchandise.
E) a decision requires extended problem solving.
66) When Terry fed her dog, she noticed that only one can of Alpo Beef Chunk Dinner remained.
Since it was the only kind her aging dog ate, she stopped at the supermarket and bought a case of
Alpo Beef Chunk Dinner dog food. What kind of purchase decision-making process did Terry use
to replenish her stock of canned dog food?
A) Attribution
B) Extended problem solving
C) Habitual decision making
D) Limited problem solving
E) Consideration set
67) When a customer has brand loyalty for a specific brand of hot dogs, each purchase decision to
buy that brand would be an example of
A) extended problem solving.
B) attribution.
C) limited problem solving.
D) habitual decision making.
E) contemplation.
68) Consumers engage in habitual decision making for all the following except
A) for purchases that aren’t important to the consumers.
B) for merchandise they have purchased in the past.
C) when they are loyal to a store.
D) when they haven’t developed brand loyalty.
E) when they use little or no conscious effort to make their decision.
69) How can brand loyalty become a problem for retailers?
A) Brand loyalty mostly has an adverse impact of retailer loyalty.
B) Retailers may develop problems with the suppliers of the brand.
C) Private-label brands generally cause problems for a retailer.
D) Retailers need to focus on all the performance benefits.
E) Brand loyalty impacts the extended problem-solving process.
70) To effectively sell merchandise that typically involves impulse purchases, what is the most
critical element in the retail mix?
A) Price
B) Prominent displays
C) Advertising
D) Customer service
E) Store location
71) Every morning, Peter goes to one of the nearby convenience stores and buys a carton of Levin’s
chocolate milk for breakfast. When the store is out of Levin’s, Peter goes without milk rather than
buying other popular brands of chocolate milk. Therefore, Peter has a high
A) brand loyalty.
B) extended decision-making capacity.
C) retailer loyalty.
D) impulse buying tendency.
E) conversion rate.
72) Marybeth usually shops for her wardrobe in various department stores. However, when
purchasing shoes, she shops only at Great Shoes. Marybeth’s allegiance to Great Shoes is an
example of
A) brand loyalty.
B) extended problem solving.
C) composite segmentation.
D) impulse buying.
E) retailer loyalty.
73) When serving brand loyal customers, which of the following factors is most important for a
retailer?
A) Encouraging cross-shopping
B) Offering only private-label brands
C) Offering only national brands
D) Offering suitable alternatives
E) Offering specific brands
74) Since it set up a free daycare center for its shoppers, Ingrid has developed great ________ for
the Raleigh County Kroger store. She wouldn’t consider going to another store and having to
contend with her two-year old while she is trying to decide what to buy.
A) store awareness
B) consumer attachment
C) retailer loyalty
D) brand recognition
E) brand awareness
75) What kind of consumer decision-making process is most closely associated with retailer
loyalty?
A) Extended problem solving
B) Habitual decision making
C) Impulsive problem solving
D) Limited problem solving
E) Contemplation
76) Retailer loyalty can be increased by
A) rewarding customers for frequent purchases.
B) offering only private-label brands.
C) decreasing customers’ importance weights.
D) encouraging cross-shopping.
E) offering alternatives for customers’ preferred brands.
77) Diego began his first job out of college with a consulting firm. He wanted to make a good
impression on his superiors. He noticed the attire of the associates when he attended the interview
and decided to dress in a similar manner. Which social factor has influenced Diego’s dressing
style?
A) Culture
B) Reference group
C) Consideration set
D) Peer group
E) Subculture
78) Many department stores have advisory teen boards to help the retailer understand the fashions
and fads of teens. This teen board acts as a(n) ________ for other teens to emulate.
A) consideration set
B) attribute mix
C) peer group
D) reference group
E) subculture
79) In the 1960s, bands like the Beatles and the Rolling Stones influenced culture. Students grew
their hair, wore beads, and became more socially conscious about war, segregation, and family.
The culture looked to bands like these for inspiration and encouragement. Therefore, the members
of these bands whose style was emulated by people are known as
A) social stereotypes.
B) ethnic groups.
C) reference groups.
D) peer groups.
E) private communities.
80) Reference groups can influence buying decisions by
A) encouraging impulse purchasing.
B) entering into a customer’s consideration set.
C) focusing on a specific customer.
D) enhancing a consumer’s image.
E) promoting lavish spending.
81) Both a weight-loss center and a health club would be pleased to learn that health and fitness,
along with individualism, mastery and control, and self-improvement are core values common in
the ________ of the U.S.
A) experiential base
B) environment
C) civilization
D) marketing mix
E) culture
82) ________ forms the basis of the social factors influencing people’s buying decisions.
A) Culture
B) Brand loyalty
C) Segmentation
D) Status
E) Religion
83) ________ are customers who like a store so much that they actively share their positive
experiences with friends and family.
A) Store advocates
B) Laggards
C) Brand ambassadors
D) Hedonic shoppers
E) Early birds