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170. When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information
to bring it more in line with those beliefs.
a.
True
b.
False
171. Information inputs that reach perceptual awareness are received in an organized form.
a.
True
b.
False
172. Marketers can control the perception of potential buyers.
a.
True
b.
False
173. A consumer may receive a marketer's information and perceive it differently from the way the marketer intended.
a.
True
b.
False
174. A buyer's actions at any point in time are affected by one major motive.
a.
True
b.
False
175. Motives can affect the direction and intensity of behavior.
a.
True
b.
False
176. At a single point in time, a person's motives are all of equal strength.
a.
True
b.
False
177. In Maslow's hierarchy of needs, the most fundamental need is safety.
a.
True
b.
False
178. Maslow's hierarchy of needs is an explanation of how motives operate.
a.
True
b.
False
179. Motives include knowledge and positive or negative feelings about an object.
a.
True
b.
False
180. Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's social
needs.
a.
True
b.
False
181. Patronage motives influence where one purchases products on a regular basis.
a.
True
b.
False
182. Motives always operate at a conscious level.
a.
True
b.
False
183. Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.
a.
True
b.
False
184. Learning associated with purchase behavior is not particularly affected by reinforcement.
a.
True
b.
False
185. By giving out free samples, marketers help customers learn about their products by helping them gain experience
with them which makes customers feel more comfortable.
a.
True
b.
False
186. An attitude consists of one's evaluation feelings and behavioral tendencies toward an object or idea.
a.
True
b.
False
187. Just as attitudes are learned, they can be changed.
a.
True
b.
False
188. An attitude scale is useful in helping to measure the intensity of feelings toward an object.
a.
True
b.
False
189. Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of
consumers have strong negative attitudes toward it.
a.
True
b.
False
190. One's personality is a set of internal traits and distinct behavioral tendencies that result in consistent patterns of
behavior in certain situations.
a.
True
b.
False
191. There is strong research evidence that personality characteristics are major determinants of purchasing power.
a.
True
b.
False
192. A person's self-concept may affect whether the person buys a product in a particular product category, but it has little
impact on brand selection.
a.
True
b.
False
193. Consumers' buying decisions are not affected by other people.
a.
True
b.
False
194. A role consists of a set of actions and activities that a person in a particular position is expected to perform.
a.
True
b.
False
195. Family influences are not directly related to purchasing decisions.
a.
True
b.
False
196. Consumer socialization is the process through which a person acquires the knowledge and skills to function as a
consumer.
a.
True
b.
False
197. Consumers' purchasing decisions and brand decisions may be influenced strongly by reference groups.
a.
True
b.
False
198. A reference group acts as a point of comparison and as a source of information for an individual.
a.
True
b.
False
199. When a product is a conspicuous one, reference-group influence is more likely to affect the brand decision.
a.
True
b.
False
200. Jon's colleagues at work want to take a skiing trip. Jon grew up in Colorado and learned to ski as a young child so the
group consults him about the best slopes and ski gear needed for the trip. Jon's role is that of an opinion leader.
a.
True
b.
False
201. An opinion leader provides information and is viewed as an authority on many spheres of interest for reference-group
participants.
a.
True
b.
False
202. Income is the key factor in determining a person's social class.
a.
True
b.
False
203. A social class is a closed aggregate of individuals with similar social ranking.
a.
True
b.
False
204. Social classes are referred to as open aggregates of individuals because people can move into and out of them.
a.
True
b.
False
205. The criteria used to group people into classes are basically the same in all societies.
a.
True
b.
False
206. Expecting ethical business behavior reflects our culture.
a.
True
b.
False
207. The values, knowledge, beliefs, customs, objects, and concepts of a society affect how people make purchasing
decisions.
a.
True
b.
False
208. Changes in culture do not affect product development.
a.
True
b.
False
209. The values, needs, interests, shopping patterns, and buying habits of various subcultures must be considered if a
business wants to succeed.
a.
True
b.
False
210. A consumer belongs to only one subculture.
a.
True
b.
False
211. Not all the behavioral patterns and values attributed to specific subcultures apply to every member of that specific
subculture.
a.
True
b.
False
212. Marketers must consider the different nationalities represented within the Hispanic and Asian-American subcultures
because of the unique culture, history, and buying patterns of each ethnic group.
a.
True
b.
False
213. Asian Americans are the fastest growing and most affluent U.S. subculture, but with respect to buying behavior,
Asians are generally not willing to pay more for distinct, well-known brands.
a.
True
b.
False
214. The consumer buying decision process involves _______ stages. The first stage is ____________, and the last stage
is _____________.
a.
Five; Evaluation of alternatives; Post-purchase evaluation
b.
Five; Information search; Purchase
c.
Six; Problem recognition; Purchase
d.
Five; Problem recognition; Post-purchase evaluation
e.
Six; Evaluation of alternatives; Purchase
215. In your market research into the buying behavior of a target market, you have confirmed that members of the group
do in fact exhibit varying levels of involvement when buying certain products. For example, you confirmed the group has
a __________ level of involvement when they are purchasing cars and clothing. When they are shopping for groceries,
they exhibit a __________ level of involvement.
a.
High; Low
b.
Low; High
c.
High; Enduring
d.
Enduring; High
e.
Low; Enduring
216. Experience has shown you that your customers’ buying decisions can be significantly impacted by situational
influences. You are analyzing past sales activities to better understand how these factors translate into sales impacts.
Which of the following statements is true about situational influences on the consumer’s buying decision process?
a.
Situational influences are only relevant in the purchasing stage of the consumer buying decision process.
b.
Time is not a factor that contributes to situational influences on the consumer’s buying decision process.
c.
If the consumer is fatigued this could potentially be a situational influence on her buying decision process.
d.
The day of the week does not have a situational influence on the consumer’s buying decision process.
e.
Location is not a factor that contributes to situational influences on the consumer’s buying decision process.
217. Psychological influences are internal factors that impact a consumer’s buying decision process. More specifically,
___________ is one type of psychological influence wherein the consumer has a tendency to twist or change information
received to fit their own personal feelings or beliefs.
a.
Perceptive dissonance
b.
Selective retention
c.
Creative distortion
d.
Distorted reality
e.
Selective distortion
218. You have been invited to attend a meeting of a special interest group that a good friend is a part of. You accept the
invitation and agree to attend the group’s next meeting. After attending the meeting, you realize you are passionately
opposed to everything the group stands for. You tell your friend you never want to attend another meeting or associate
with anyone who is a part of that group. However, you will make a special allowance for your friend. In terms of social
influences, which of the following terms best describes the group as it relates to you?
a.
Aspiration reference group
b.
Negative subculture
c.
Extremist reference group
d.
Dissociative reference group
e.
Ideological reference group
219. Credit card companies maintain staffs of professionals whose primary responsibility is to monitor the activity on
cardholders’ accounts to spot potential fraudulent purchases or stolen cards. These staffs are employed to prevent which
of the following:
a.
Consumer purchase complaints
b.
Consumer misbehavior
c.
Consumer misinformation
d.
Consumer purchase remorse
e.
Consumer purchase excess
220. You commute a long distance to get to work every day, and the cost of gasoline is putting a strain on your personal
finances. You realize that you need to look at buying a new car that gets better gas mileage, or that doesn’t run on gasoline
at all. In terms of the traditional consumer buying decision process, you are currently in the ___________ stage, and you
are about to enter the ___________ stage.
a.
Problem recognition; Purchase
b.
Evaluation of alternatives; Information search
c.
Evaluation of alternatives; Purchase
d.
Problem recognition; Information search
e.
Information search; Purchase
221. High school seniors who are trying to decide which college to attend; and newlyweds looking to buy their first home
exhibit the same behavior with respect to their level of involvement in their buying process. Which of the following best
describes this common buying behavior?
a.
Impulse buying behavior
b.
Reasoned purchasing behavior
c.
Extended problem solving behavior
d.
Routinized response behavior
e.
Rationalized response behavior
222. There are a number of situational influences that impact the consumer’s buying decision process. Which of the
following is one of those influences?
a.
Price influences
b.
Brand influences
c.
Marketers’ information influences
d.
Consumer’s mood influences
e.
Distribution influences
223. According to Maslow’s hierarchy of needs, human beings have five levels of needs they are constantly seeking to
satisfy. The need for love and affection is an example of one of humans’ _________________ needs.
a.
Emotional
b.
Safety
c.
Social
d.
Familial
e.
Self-actualization
224. Marketers must understand a target group’s culture if they hope to be construct an effective marketing mix for the
target group. Culture is the accumulation of values, customs, beliefs and knowledge the target group possesses. Culture
includes tangible items such as _____________. Additionally, culture includes intangible items such as
________________.
a.
Education; Food
b.
Clothing; Laws
c.
Social Customs; Artwork
d.
Artwork; Food
e.
Education; Clothing
225. Which of the following is an example of consumer misbehavior?
a.
Giving a product a poor rating
b.
Filing a consumer complaint
c.
Failing to complete a customer survey form
d.
Returning purchases
e.
Shoplifting
