Chapter 5 Consumer Markets and Consumer Buyer Behavior
1)
The consumer market is made up of which of the following?
A)
individuals who acquire goods or services for personal consumption
B)
households that purchase goods or services for personal consumption
C)
businesses that purchase goods and services
D)
A and B
E)
all of the above
2)
Economic, technological, and cultural forces are all ________ in the
stimulus-response model of buyer behavior.
A)
buyer responses
B)
stimuli
C)
components of the buyer's decision process
D)
buyer characteristics
E)
buying attitudes
3)
The starting point of understanding a consumer's response to various marketing
efforts is the ________ of a buyer's behavior.
A)
belief
B)
subculture
C)
postpurchase feeling
D)
stimulus-response model
E)
postpurchase dissonance
4)
Marketing stimuli consist of the four Ps. Which is NOT one of these?
A)
product
B)
politics
C)
price
D)
promotion
E)
place
5)
The marketer wants to understand how the stimuli are changed into responses
inside the consumer's ________, which has two parts. First, the buyer's
characteristics influence how he or she perceives and reacts to the stimuli.
Second, the buyer's decision process itself affects the buyer's behavior.
A)
culture
B)
black box
C)
belief
D)
lifestyle
E)
social class
6)
In the model of buyer behavior, which of the following is NOT a major type of
force or event in the buyer's environment?
A)
economic
B)
technological
C)
political
D)
channel
E)
cultural
7)
________ is(are) the most basic cause of a person's wants and behavior.
A)
Culture
B)
Brand personality
C)
Cognitive dissonance
D)
Societal factors
E)
Selective perception
8)
Marketers are always trying to spot ________ in order to discover new products
that might be wanted.
A)
lifestyles
B)
cultural shifts
C)
groups
D)
dissonance
E)
attitudes
9)
Each culture contains smaller ________, or groups of people with shared value
systems based on common life experiences and situations.
A)
alternative evaluations
B)
cognitive dissonances
C)
subcultures
D)
motives
E)
attitudes
10)
________ are society's relatively permanent and ordered divisions whose members
share similar values, interests, and behaviors.
A)
Social classes
B)
Cultures
C)
Reference groups
D)
Attitudes
E)
Lifestyles
11)
What is one way that social class is NOT measured?
A)
occupation
B)
education
C)
income
D)
number of children in the family
E)
wealth
12)
Opinion leaders are sometimes referred to as ________.
A)
the influentials
B)
the upper uppers
C)
the middle class
D)
buzz marketers
E)
networkers
13)
The ________ is the most important consumer buying organization in society; the
roles and influences of different members have been researched extensively.
A)
family
B)
social class
C)
membership group
D)
subculture
E)
reference group
14)
A ________ consists of the activities people are expected to perform according
to the persons around them.
A)
motive
B)
role
C)
lifestyle
D)
life cycle
E)
tradition
15)
A buyer's decisions are influenced by ________ such as the buyer's age and
life-cycle stage, occupation, economic situation, lifestyle, and personality
and self-concept.
A)
personal characteristics
B)
reference groups
C)
perceptions
D)
attitudes
E)
psychographics
16)
People change the goods and services they buy over time because of the two
changing factors of ________.
A)
belief and attitude
B)
perception and personality
C)
age and life-cycle stage
D)
groups and learning
E)
family and tradition
17)
________ is a person's pattern of living as expressed in his or her
psychographics, including his or her activities, interests, and opinions.
A)
Personality
B)
Culture
C)
Lifestyle
D)
Motive
E)
Social class
18)
All of the following make up a person's lifestyle EXCEPT ________.
A)
AIO dimensions
B)
interests
C)
dissonance-reducing buying behavior
D)
opinions
E)
work
19)
________ refers to the unique psychological characteristics that lead to
relatively consistent and lasting responses to one's own environment. It is
usually described in traits such as self-confidence, dominance, sociability,
autonomy, defensiveness, adaptability, and aggressiveness.
A)
Alternative evaluation
B)
Belief
C)
Culture
D)
Personality
E)
Self-awareness
20)
A person's buying choices are influenced by four major psychological factors.
Which is NOT one of these factors?
A)
motivation
B)
perception
C)
alternative evaluation
D)
learning
E)
beliefs
21)
A ________ is a need that is
sufficiently pressing to direct a person to seek satisfaction.
A)
stimulus
B)
perception
C)
culture
D)
motive
E)
tradition
22)
Maslow's theory is that ________ can be arranged in a hierarchy.
A)
stimuli
B)
beliefs and attitudes
C)
perceptions
D)
human needs
E)
decisions
23)
Which of the following is NOT part of Maslow's Hierarchy of Needs?
A)
physiological needs
B)
safety needs
C)
stimulus needs
D)
self-actualization needs
E)
social needs
24)
What is the LEAST pressing in Maslow's Hierarchy of Needs?
A)
physiological needs
B)
social needs
C)
esteem needs
D)
self-actualization needs
E)
safety needs
25)
________ is the process by which people select, organize, and interpret
information to form a meaningful picture of the world.
A)
Personality
B)
Perception
C)
Selective grouping
D)
Learning
E)
Self-actualization
26)
People cannot focus on all of the stimuli that surround them each day. A
person's tendency to screen out most of the information to which he or she is
exposed is called ________.
A)
selective retention
B)
selective distortion
C)
selective attitude
D)
selective attention
E)
selective perception
27)
People forget much that they learn. They tend to retain information that
supports their attitudes and beliefs. This is called ________.
A)
selective attention
B)
selective retention
C)
selective attitude
D)
selective distortion
E)
perceptual vigilance
28)
A(n) ________ is a person's relatively consistent evaluations, feelings, and
tendencies toward an object or idea.
A)
lifestyle
B)
motive
C)
belief
D)
attitude
E)
perception
29)
When consumers are highly involved with the purchase of an expensive product
and they perceive significant differences among brands, they most likely will
undertake ________.
A)
habitual buying behavior
B)
complex buying behavior
C)
reflective buying behavior
D)
habitual buying behavior
E)
variety-seeking buying behavior
30)
Which of the following typically occurs with habitual buying behavior?
A)
There is high consumer involvement.
B)
There is strong brand loyalty.
C)
Consumers search extensively for information.
D)
Ad repetition creates brand conviction.
E)
none of the above
31)
When customers have a low involvement in a purchase but perceive significant
brand differences, they will most likely engage in ________.
A)
complex buying behavior
B)
dissonance-reducing buying behavior
C)
habitual buying behavior
D)
variety-seeking buying behavior
E)
brand conviction buying behavior
32)
The buyer decision process consists of five stages. Which of the following is
NOT one of these stages?
A)
need recognition
B)
information search
C)
variety-seeking buying behavior
D)
purchase decision
E)
postpurchase behavior
33)
The buying process starts with ________, in which the buyer recognizes a
problem.
A)
need recognition
B)
information search
C)
product awareness
D)
product interest
E)
alternative evaluation
34)
If the consumer's drive is strong and a satisfying product is near at hand, the
consumer is likely to buy it then. If not, the consumer may store the need in
memory or undertake a(n) ________.
A)
brand personality
B)
alternative evaluation
C)
postpurchase behavior
D)
information search
E)
product adoption
35)
The consumer can obtain information from any of several sources. Which of the
following is NOT one of these types of sources?
A)
personal
B)
commercial
C)
attitude
D)
public
E)
experiential
36)
The most effective sources from which consumers obtain information are ________
because they legitimize or evaluate products for the buyer.
A)
commercial
B)
public
C)
experimental
D)
personal
E)
experiential
37)
Marketers describe the way the consumer processes information to arrive at
brand choices as ________.
A)
alternative evaluation
B)
information search
C)
purchase decision
D)
situational factors
E)
post-purchase dissonance
38)
Generally, the consumer's purchase decision will be to buy the most preferred
brand, but two factors can come between the purchase intention and the purchase
decision. Which of the following is one of these factors?
A)
postpurchase behavior
B)
attitude of others
C)
cognitive dissonance
D)
alternative evaluation
E)
new product adoption
39)
After the purchase of a product, consumers will be either satisfied or
dissatisfied and engage in ________.
A)
need recognition
B)
alternative evaluation
C)
postpurchase behavior
D)
product expectations
E)
information searches
40)
The relationship between the consumer's expectations and the product's ________
determines whether the buyer is satisfied or dissatisfied with a purchase.
A)
perceived performance
B)
brand personality
C)
recognition
D)
consumer market
E)
service quality
41)
Almost all major purchases result in ________, or discomfort caused by
postpurchase conflict.
A)
need recognition
B)
cognitive dissonance
C)
purchase decisions
D)
legitimization
E)
dissatisfaction
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