Chapter 7—Consumer Buying Behavior
ESSAY
1. Compare and contrast the three major types of consumer problem-solving processes.
2. How does the level of involvement affect the type of consumer problem-solving process that a person
uses?
3. What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an
expensive product?
4. Draw and label the consumer buying decision process and include the possible influences on the
process.
5. Why is it important for marketers to recognize the stages that a consumer goes through in making a
purchase decision?
6. Identify and describe the five major categories of situational influences.
7. In what ways can situational influences affect the consumer buying decision process?
8. Discuss how perceptual processes may influence the consumer buying decision process.
9. What is Maslow’s hierarchy of needs? How does it apply to the consumer buying decision process?
10. Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily
by marketers? Explain.
11. In what ways does an individual’s personality affect his or her buying behavior?
12. Discuss how reference groups and opinion leaders influence purchase behavior.
13. How does an individual’s social class influence the products he or she buys?
14. Why is it important for marketers to understand the cultural and subcultural influences that may affect
the consumer buying decision process?
15. Compare and contrast the three major ethnic subcultures in the United States.
16. How have subcultures changed in the United States since 1990? How are the expected to change in the
upcoming years?
MULTIPLE CHOICE
17. Abercrombie & Fitch is developing a program to get to know its customers. Which of the following is
not a reason why A&F needs to understand consumer buying behavior?
a.
customer’s reactions to marketing strategy can impact the firm’s success
b.
all customers are the same when it comes to buying behavior
c.
a firm should create a marketing mix that satisfies customers
d.
it helps the marketer predict how consumers will respond to marketing strategies
e.
the marketing concept stresses that a firm should know its customers
18. Purchasers who intend to use or benefit from the purchased product and do not buy products for
business purposes are called the
a.
ultimate consumers.
b.
end-use consumption group.
c.
business market.
d.
household purchasing group.
e.
organizational market.
19. Many aspects of consumer buying decisions are affected by the individual’s level of involvement.
Level of involvement is
a.
the importance and intensity of interest in a product in a particular situation.
b.
the buyer’s perception, motives, and abilities.
c.
the amount of external search that an individual puts into the decision-making process.
d.
the particular circumstance or environment in which consumers find themselves.
e.
a combination of an individual’s demographic factors.
20. Justin is purchasing his third car in the past five years. He has been a car enthusiast ever since he was a
young boy. Justin likes to spend his free time looking at car magazines, going to car shows, and
watching NASCAR. Justin’s interest in cars is referred to as
a.
situational involvement.
b.
dynamic involvement.
c.
enduring involvement.
d.
dynamic buying behavior.
e.
situational buying behavior.
21. A major determining factor in deciding which type of problem-solving process should be used depends
on the individual’s intensity of interest in a product and the importance of the product for that person.
This is known as an individual’s
a.
motivational structure.
b.
routinized response behavior.
c.
level of involvement.
d.
cognitive dissonance.
e.
evaluative criteria.
22. Chloe and Max are searching for a health club to join. This purchase will likely be affected by ____
involvement.
a.
low
b.
internal
c.
enduring
d.
evoked
e.
perceived
23. Claire is a market research analyst for a global consulting firm. She will be traveling to London next
month to present her research to a meeting of company executives from around the world. This
presentation could be instrumental in the company’s decision of whether she should be promoted at the
end of this year. Claire has been thinking about the trip, which will be the first time she has been out
of the country. 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 _____ for this particular
purchase.
a.
enduring involvement.
b.
perceptual involvement.
c.
internal retention.
d.
situational involvement.
e.
selective retention.
24. The three most widely recognized types of consumer problem solving are:
a.
limited problem solving, extended problem solving, and routinized response behavior.
b.
extended problem solving, enduring problem solving, and situational problem solving.
c.
planned problem solving, impulse buying, and limited problem solving.
d.
internal problem solving, external problem solving, situational behavior.
e.
responsive behavior, planned behavior, and impulsive problem solving.
25. While shopping at a local grocery store, Taylor 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 problem solving.
c.
limited problem solving.
d.
situational perception.
e.
enduring involvement.
26. Which of the following consumer problem-solving processes will probably be used in purchasing
toothpaste?
a.
Extended problem solving
b.
Routinized response behavior
c.
Intensive problem solving
d.
Limited problem solving
e.
Perceptual scanning
27. Evan has just been hired as a product manager for a major technology firm. Currently, he is making
purchases for his new apartment and upcoming job. His purchase of _____ would most likely be done
through extended response behavior, while his purchase of ____ would be purchased through limited
problem solving behavior.
a.
a new suit; a sofa
b.
a toaster; bed sheets
c.
coffee maker; flat screen TV
d.
flat screen TV; bath towels
e.
coffee maker; groceries
28. 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
29. 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 problem solving
c.
extended problem solving
d.
perceptual scanning
e.
evaluation of alternatives
30. Routinized response behavior is what a consumer does 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.
31. Cole’s smart phone is two years old and he would like to have a new one. This time, he wants to
make sure that it has a longer battery charge and better geographic coverage since he is traveling three
days a week for his new job. Cole is most likely to use _____ for this purchase.
a.
routinized response behavior.
b.
limited problem solving behavior.
c.
extended response behavior.
d.
intensive problem solving behavior.
e.
extended problem solving behavior.
32. 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.
enduring purchase behavior.
b.
routinized response behavior.
c.
extended problem solving.
d.
impulse searching.
e.
limited problem solving.
33. 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 problem solving
b.
limited problem solving
c.
situational solving behavior
d.
routinized response behavior
e.
automatic processing behavior
34. 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 problem solving.
c.
limited problem solving.
d.
impulse buying.
e.
intensive problem solving.
35. Kellogg’s is introducing a new bran waffle for toasters. Television commercials will be a key element
in communicating the benefits associated with this product. Based on that decision, Kellogg’s is
expecting consumers to engage in what form of problem solving?
a.
Routinized response behavior
b.
Limited problem solving
c.
Extended problem solving
d.
Impulse buying
e.
Extensive response behavior
36. For which of the following products would a consumer most likely use limited problem solving?
a.
Detergent
b.
Toothpaste
c.
Automobile
d.
Hair dryer
e.
Washing machine
37. Dave is an owner and manager of three apartment buildings in northern Minnesota. During an
exceptionally hot summer the temperatures soared and the toll on the window air conditioners was too
much. Seventeen of them have broken down already, and more are probably going to have to be
replaced. He has a total of seventy-five apartment units. Dave is now in the process of deciding how
to repair the air conditioning. Should he buy new window units for all the buildings, or should he
install central air conditioning? What type of decision is Dave facing?
a.
situational involvement and extended problem solving
b.
situational involvement and limited problem solving
c.
enduring involvement and extended problem solving
d.
enduring involvement and limited problem solving
e.
external involvement and limited problem solving
38. Extended problem solving is the type of consumer problem-solving process that
a.
involves no conscious planning but rather a powerful and persistent urge to buy
something.
b.
is the most complex problem-solving behavior, which 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.
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.
39. Which of the following products would probably require extended problem solving before a purchase?
a.
Products purchased frequently
b.
Products to be purchased in the future
c.
Products that are purchased routinely
d.
Expensive products
e.
Products purchased as a result of social influences
40. Jose and Teresa are searching for an apartment. They will most likely engage in which one of the
following forms of problem solving?
a.
Extended problem solving
b.
Limited problem solving
c.
Impulse buying
d.
Routinized response behavior
e.
Intensive response behavior
41. Tori went to Sam’s Wholesale Club to shop for a party she was hosting on the weekend. She knew that
she could buy larger quantities of food items than she normally did, and they 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’t those be nice for the party?” She selected one of the bouquets
and placed it in her cart. Tori has most likely engaged in ______ when selecting the food for her
party, and ____ when selecting the flowers.
a.
limited problem solving; impulse buying.
b.
routinized problem solving; impulse buying.
c.
extended problem solving; compulsive response behavior.
d.
limited problem solving; cognitive dissonance.
e.
routinized problem solving; compulsive response behavior.
42. 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 problem solving.
b.
impulse buying.
c.
routinized response behavior.
d.
addictive consumption.
e.
situational involvement.
43. 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 problem-solving process is
she using?
a.
Selective
b.
Intensive
c.
Extended
d.
Shopping
e.
Routinized
44. 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 problem-solving process?
a.
Routinized response behavior
b.
Habitual response
c.
Information search
d.
Extended problem solving
e.
Intensive problem solving
45. The five major stages of the consumer buying decision process, in order, are
a.
information search, establishment of product criteria, evaluation of alternatives, purchase,
and postpurchase evaluation
b.
problem recognition, information search, evaluation of alternatives, purchase, and
postpurchase evaluation.
c.
problem recognition, information search, evaluation of alternatives, postpurchase
evaluation and purchase.
d.
information search, evaluation of alternatives, purchase, trial adoption period, and
postpurchase evaluation.
e.
problem recognition, purchase, evaluation of alternatives, postpurchase evaluation, and
rebuy.
46. Which of the following statements about the consumer buying decision process is true?
a.
Consumers progress through the five stages of this process for all limited problem-solving
decisions.
b.
Although all of the steps in the process are used in all decision processes, the order tends
to depend on the customer’s level of involvement.
c.
The key element of the process that exists in all consumer buying decision processes is the
purchase of the product.
d.
Once the purchase of a product has been made, the consumer buying decision process is
complete.
e.
Consumers making limited problem-solving decisions may not go through all five steps of
the process.
47. Problem recognition occurs when a consumer
a.
searches for information to resolve a problem.
b.
becomes aware that there is a difference between a desired state and an actual condition.
c.
recognizes a need.
d.
evaluates her or his purchase.
e.
is exposed to a television advertisement.
48. When Julia goes to the first class of her Operations Management course, she finds out that in addition
to the textbook she already purchased, she also needs a copy of the book The Goal. At which stage of
the consumer buying decision process is Julia?
a.
Purchase
b.
Evaluation of alternatives
c.
Problem recognition
d.
Information search
e.
Prepurchase evaluation
49. Stefanie is shopping for groceries at her local supermarket. As she picks up laundry detergent, she
sees the display of bathroom cleaners and remembers that she is about to run out of it at home.
Stefanie tries to remember the specific brand that she used last time, because she thought that was the
best in terms of performance and value. In terms of the consumer buying decision process, Stefanie’s
remembering that she was almost of bathroom cleaner is the ____ phase of the buying decision
process, where trying to remember what brand she last used was an example of the _____ phase.
a.
problem recognition; internal information search.
b.
problem recognition; evaluation of alternatives.
c.
information search; postpurchase evaluation.
d.
information search; evaluation of alternatives
e.
problem recognition; postpurchase evaluation.
50. Within the information search step of the consumer buying decision process, what two primary aspects
exist?
a.
Consideration sets and evoked sets
b.
Personal information and non-personal information
c.
Selective retention and selective distortion
d.
Internal search and external search
e.
Company-produced information and internal information
51. Jeff needs to buy his textbooks for the coming semester of college. It is only two weeks before the
first day of class, and he still has not made a purchase. Jeff wants to buy them somewhere other than
the bookstore since he is still living at his parents’ home and won’t be on campus until the day before
class. Jeff goes online and looks for sites that sell the textbook. Then he remembers that one of his
friends had said something earlier about finding the book for a great price. Jeff then calls his friend to
get the name of the site. In terms of Jeff’s buying decision process, his going online to look for sites
was part of _______, and his calling a friend was ______.
a.
problem recognition; external search.
b.
information search; internal informational search.
c.
external information search; also external information search
d.
internal information search; external information search.
e.
external information search; internal information search.
52. When Trevor realizes his liquor cabinet supply was devastated by last weekend’s party, he first
retrieves information from his memory about what types of liquor he and his friends like most and then
asks the attractive clerk at the liquor store what she would recommend. Trevor started with a(n) ____
search and then progressed to a(n) ____ search.
a.
consideration; evaluative
b.
focused; broad
c.
internal; external
d.
routinized; extended
e.
self; inclusive
53. When, in their information search, consumers focus on communication with friends and relatives, they
are utilizing ____ sources.
a.
internal
b.
personal
c.
marketer-dominated
d.
direct
e.
organizational
54. In the consumer buying decision process, the information search stage
a.
yields a group of brands that a buyer views as possible alternatives.
b.
involves a buyer becoming aware of the need for a product.
c.
is not necessary when the buyer is involved in extensive decision making.
d.
occurs immediately after evaluation of alternatives.
e.
is lengthy for routine response buying behavior.
55. During which stage of the consumer buying decision process does a consumer decide from which
seller he or she will buy the product?
a.
Evaluation of alternatives
b.
Information search
c.
Source selection
d.
Purchase
e.
Problem recognition
56. When shopping for detergent, Josh looks at Tide, Fresh Start, Surf, and All and chooses the one that is
on sale. These four brands make up his ____ set.
a.
alternate
b.
purchase
c.
consideration
d.
problem
e.
imposed
57. In shopping for a new laptop computer for her masters degree program, Jocelyn has narrowed the
alternatives to four brands. She is considering Dell, Toshiba, Sony, and Hewlett-Packard. These four
brands make up Jocelyn’s
a.
awareness set.
b.
evoked set.
c.
framing set.
d.
external search.
e.
inert set.
58. A group of brands that a consumer views as alternatives for possible purchase is called a(n)
a.
evoked set.
b.
awareness set.
c.
inert set.
d.
evaluative group.
e.
evaluation criteria.
59. Evaluative criteria for brands within the consideration set are both
a.
selective and expansive.
b.
objective and subjective.
c.
internal and external.
d.
extended and routinized.
e.
perceptive and selective.
60. A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to
have several attributes. It must use plain paper, be able to make copies, be compatible with all other
fax machines, and not require a separate phone line. The buyer has expressed his or her
a.
framing characteristics.
b.
service characteristics.
c.
consideration set.
d.
evaluative criteria.
e.
information search criteria.
61. All of the following are marketer-dominated sources of information except
a.
salespeople.
b.
advertising.
c.
packaging.
d.
friends.
e.
displays.
62. During the evaluation of alternatives stage of the consumer buying decision process, framing most
likely influences the decision process of ____ buyers.
a.
younger
b.
older
c.
wealthier
d.
veteran
e.
inexperienced
63. After doing considerable shopping, Eric has just decided what brand and type of athletic shoes to buy
and where he’s going to buy them. In what stage of the consumer buying decision process is Eric?
a.
Problem recognition
b.
Information search
c.
Evaluation of alternatives
d.
Purchase
e.
Postpurchase evaluation
64. Claire is beginning to wonder if she has made the right decision about purchasing a new HP Laptop
after she sees a friend with a new Dell. Claire’s doubt whether she made the right decision occurs
during the ___________ of the buying decision process.
a.
cognitive dissonance phase.
b.
purchase phase.
c.
evaluation of alternatives phase.
d.
information search phase.
e.
postpurchase evaluation phase.
65. After purchasing a new Lexus, Brandon sees an Infinity pass by on the street and begins to wonder if
he made the right choice. Brandon is experiencing
a.
problem recognition.
b.
cognitive dissonance.
c.
internal search.
d.
alternative evaluation.
e.
framing.
66. After purchasing a product, postpurchase evaluation may result in cognitive dissonance. Cognitive
dissonance is
a.
the congruence between external and internal searches for product information.
b.
a function of the manner in which the manufacturer of the product describes its attributes.
c.
dissatisfaction with the purchase.
d.
the establishment of criteria for comparing products.
e.
doubts that occur because the buyer questions whether the decision to purchase the
product was right.
67. The three major categories of influences on the consumer buying decision process are:
a.
situational influences, demographic influences, and psychological influences.
b.
social influences, situational influences, and marketer-dominated influences.
c.
demographic influences, situational influences, and marketer-dominated influences.
d.
situational influences, social influences, and psychological influences.
e.
marketer-dominated influences, psychological influences, and person-specific influences.
68. 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.
69. Grant Turner makes an appointment to visit with a new dermatologist in town because of a 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
70. Jessie is 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 just ok, Jessie still had a great time and left
with a positive opinion of the restaurant experience. Jessie’s purchase decision was likely influenced
by ____.
a.
Physical surroundings
b.
Social surroundings
c.
Purchase reasons
d.
Buyer’s momentary mood and condition
e.
Pressures created by time factors
71. 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.
72. 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.
73. 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.
74. 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.
the process of selecting, organizing, and interpreting information inputs to produce
meaning.
e.
remembering inputs that support personal feelings and beliefs and forgetting those that do
not.
75. 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.
76. Antonio is in the market for a new car. He believes that lately there have been more car ads than usual
on TV. The need Antonio has is most likely driving which of the following phenomena?
a.
perception.
b.
selective exposure.
c.
selective distortion.
d.
cognitive dissonance.
e.
selective retention.
77. Mario and his friend have been talking about their love of Bose headphones and speakers. Mario’s
friend mentions 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.
78. 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.
79. 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.
80. When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or
statement. This principle is called
a.
interpretation.
b.
completion.
c.
distortion.
d.
closure.
e.
linking.
81. Assignment of meaning to organized information inputs is called
a.
motivation.
b.
redefinition.
c.
learning.
d.
interpretation.
e.
selection.
82. 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.
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.
83. 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.
organization.
84. Which of the following statements about how a consumer organizes inputs that reach awareness is
most accurate?
a.
Inputs are organized by individuals to produce meaning, and this organizational process is
usually a slow one.
b.
Organization of information inputs is not always needed to produce meaning.
c.
Inputs that reach awareness are organized and interpreted in much the same way by all
consumers.
d.
Because a person interprets information in terms of what is familiar, only one
interpretation of organized inputs is possible.
e.
Inputs that reach awareness are organized to produce meaning, and this meaning is
interpreted in light of what is familiar to the individual.
85. 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.
86. 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 most to least important 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, and esteem, self-actualization.
e.
physiological, esteem, safety, self-actualization, and psychological.
87. 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 important needs to be met for most individuals.
c.
individuals first address needs at the top of the pyramid and then move down to the lower
level needs.
d.
levels of needs are different for everyone, and we all try to satisfy them in a different
order.
e.
individuals first satisfy the most basic needs and then try to fulfill needs at the next level
up.
88. Shortly after moving into their new home, Mark and Katherine Gould purchase and install smoke
detectors and an alarm system. The Goulds are concerned about fulfilling their need for
a.
survival.
b.
safety.
c.
self-actualization.
d.
esteem.
e.
belonging.
89. Jana now feels that her teeth are not white enough after seeing advertisements for whitening
toothpaste. Marketers promote these brands based on ____ needs, appealing to sex appeal.
a.
physiological
b.
esteem
c.
self-actualization
d.
psychological
e.
social