Question 1

The people that an individual would not like to be like make up his or her
A)isolation reference group.
B)exclusive reference group.
C)aspirational reference group.
D)membership reference group.
E)dissociative reference group.

Accepted Answer

A dissociative reference group is a group that an individual does not want to be associated with or like. This group can be formed based on factors such as values, beliefs, behavior, or socioeconomic status. Therefore, the people that an individual does not want to be like make up his or her dissociative reference group.

Question 2

Individuals who exert an unequal amount of influence on the decisions of others because they are considered knowledgeable about particular products are called
A)company leaders.
B)reference group leaders.
C)marketing trailblazers.
D)opinion leaders.
E)product pushers.

Accepted Answer

Individuals who exert an unequal amount of influence on the decisions of others because they are considered knowledgeable about particular products are called opinion leaders. These people have expertise in certain areas and their opinions are highly valued by others. Their opinions can influence the decision-making process of others and help to shape consumer behavior.

Question 3

A person's typical way of life as expressed by his or her activities,interests,and opinions is referred to as
A)values.
B)culture.
C)motivation.
D)personality.
E)lifestylE.

Accepted Answer

A person's typical way of life is expressed by his or her activities, interests, and opinions, which is referred to as lifestyle. Therefore, the correct answer is E) lifestyle. Values, culture, motivation, and personality may all contribute to a person's lifestyle, but none of them fully define it.

Question 4

Sal has heard a lot about his town's country club.He heard it has a great golf course,tennis courts,and dining room.In addition,many of Sal's business partners belong to the club.Although he doesn't have the money to join the club now,Sal hopes to be able to in the future.What type of reference group would the country club be for Sal?
A)an unattainable reference group
B)a dissociative reference group
C)an aspirational reference group
D)an exclusive reference group

Accepted Answer

The country club is an aspirational reference group for Sal because he hopes to be able to join it in the future but currently cannot afford to do so.

Question 5

What are norms?
A)the positive or negative evaluations that occur without conscious awareness toward an attitude object
B)the psychological processes by which people select,organize,and interpret sensory information to form a meaningful picture of the world
C)the formal or informal societal rules that specify or prohibit certain behaviors in specific situations
D)the set of distinctive characteristics that lead an individual to respond in a consistent way to certain situations
E)the organized pattern of knowledge that an individual holds to be true about his or her world

Accepted Answer

Norms are the rules that society sets, either formally or informally, to dictate what behaviors are expected or prohibited in a given situation. They shape our actions and interactions within society and help us understand what is considered appropriate or inappropriate behavior in different contexts. A and B refer to attitudes and perception processes, respectively, whereas D and E describe personality traits and personal beliefs, but not societal rules.

Question 6

The set of distinctive characteristics that lead an individual to respond in a consistent way to certain situations is referred to as that individual's
A)values.
B)attitude.
C)lifestyle.
D)personality.

Accepted Answer

Personality refers to the unique set of characteristics, traits, behaviors, and patterns of thought that define an individual and influence their responses to various situations. Values, attitude, and lifestyle are also important aspects of an individual's identity, but they do not necessarily determine their consistent behavior patterns in the same way that personality does.

Question 7

You finally decided to purchase an e-reader and selected the Amazon Kindle.After returning home,you see an advertisement for the Barnes and Noble Nook and now are wondering if you made the right decision.This is an example of
A)cognitive dissonance.
B)postpurchase stress.
C)problem recognition.
D)an internal information search.
E)product indecisiveness.

Accepted Answer

This is a classic example of cognitive dissonance, which occurs when a consumer experiences discomfort or uncertainty after making a decision and then encounters new information that challenges that decision. In this case, the advertisement for the Barnes and Noble Nook has created cognitive dissonance for the consumer, who is now questioning whether they made the right choice.

Question 8

Which of the following is likely to be the final stage in an individual's family life cycle?
A)unmarried survivor
B)unmarried
C)married with no kids
D)married without dependent children
E)married with teens

Accepted Answer

The family life cycle typically includes stages such as leaving home, getting married, having children, raising teenagers, becoming empty nesters, and retiring. The final stage is often referred to as the "aging" or "survivorship" stage, which involves the individual living alone or with a partner/spouse with no children at home. Therefore, option A) unmarried survivor is the best choice for the final stage in an individual's family life cycle.

Question 9

A membership reference group is defined as
A)a group whose members a consumer would like to be like.
B)a group whose members a consumer would like to emulate.
C)a group that must charge its members a fee or dues in order to join.
D)a group to which a consumer actually belongs.

Accepted Answer

A membership reference group refers specifically to a group to which a consumer actually belongs, and for which they pay the necessary fees or dues to maintain their membership. This differs from an aspirational reference group, which is a group whose members a consumer would like to imitate or emulate.

Question 10

According to your text,which of the following is one of the greatest influences on consumer behavior?
A)family members
B)opinion leaders
C)knowledgeable salespeople
D)reference groups
E)advertising messages

Accepted Answer

Family members are often considered one of the greatest influences on consumer behavior as they play a significant role in shaping an individual's preferences, values, and purchasing decisions.

Question 11

Cognitive dissonance occurs during which stage of the consumer decision-making process?
A)postpurchase processes
B)problem recognition
C)alternative evaluation
D)outlet selection
E)information search

Accepted Answer

Cognitive dissonance is a post-purchase process, which occurs when a consumer experiences psychological discomfort after making a purchase decision. This discomfort arises from the perception of a mismatch between their expectations and the actual outcomes of the purchase. As a result, the consumer may feel uncertain or regretful about their decision and may seek reassurance or justification for their purchase.

Question 12

Which of the following is the best example of how one's personal value system influences his or her buying behavior?
A)Nick decided to buy a Mustang because it reflects his fast-paced way of living.
B)Christy decided to buy an electric vehicle because she is concerned about the harmful effects of carbon dioxide emissions produced by gasoline fuels.
C)Rick decided to buy a camper so the family could enjoy the outdoors together.
D)Sue heard that cars made in Germany have a reputation for being well built,so she decided to buy a BMW.
E)Kayla loves the outdoors,so she decided to buy a Jeep because it would portray her spirited personality to others.

Accepted Answer

Christy's decision to buy an electric vehicle is driven by her concern about the harmful effects of carbon dioxide emissions. This decision showcases her personal value system of being environmentally conscious, which influences her buying behavior.

Question 13

Warren opened a new computer store in town.When customers purchase a computer from his store,they automatically receive an extended warranty,free in-home installation,access to Warren's 24-hour technical support team,and in-store software training classes.By offering all these things,Warren is most likely trying to
A)encourage an internal information search.
B)increase a new customer's cognitive dissonance.
C)stimulate problem recognition.
D)reduce a new customer's cognitive dissonance.
E)discourage ritual consumption.

Accepted Answer

By providing extended warranty, in-home installation, technical support, and software training classes, Warren is trying to reduce a new customer's cognitive dissonance. Customers may experience doubts or concerns after making a purchase, and by offering these benefits, Warren is helping to reassure customers that they've made a good decision and reduce any post-purchase uncertainty.

Question 14

Country-of-origin effects are the
A)determinations used to classify a society as either individualistic or collectivist.
B)misplaced beliefs that members of one society are superior to another.
C)ways in which countries are ranked in terms of the number of goods they produce.
D)beliefs and associations people in one country have about goods and services produced in another country.

Accepted Answer

Country-of-origin effects refer to the beliefs and associations people in one country have about goods and services produced in another country. These can influence consumer behavior and impact the success of products in the global marketplace.

Question 15

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.
A)environmental
B)physiological
C)psychological
D)situational
E)sociocultural

Accepted Answer

Attitudes, perception, learning, and motivation are all psychological processes that occur internally in the consumer's mind and influence their behavior. Environmental and situational factors refer to external factors, while physiological factors refer to biological functions. Sociocultural factors refer to the influence of culture and social norms on consumer behavior.

Question 16

A person's belief that a specific behavior is socially or personally preferable to another behavior reflects that person's
A)personality.
B)values.
C)attitude.
D)lifestyle.

Accepted Answer

Values are principles or standards that a person considers important, and they often influence beliefs about what is right or wrong, good or bad, and desirable or undesirable. Therefore, a person who believes that a certain behavior is socially or personally preferable to another is likely to have underlying values that support that belief. Personality, attitudes, and lifestyle may also play a role in shaping beliefs and behaviors, but values are the most closely related to beliefs about what is preferable.

Question 17

The distinct family-related phases that an individual progresses through over the course of his or her life are called the
A)progression timeline.
B)family life cycle.
C)life stage continuum.
D)family growth chart.
E)life stage sequencE.

Accepted Answer

The term "family life cycle" specifically describes the distinct phases that individuals and families progress through over time, including stages such as marriage, parenthood, and retirement. The other answer choices do not accurately or specifically describe this phenomenon.

Question 18

The broad set of knowledge,beliefs,laws,morals,customs,and any other capabilities or habits acquired by humans as members of society is referred to as
A)perception.
B)norms.
C)consumer behavior.
D)culture.

Accepted Answer

Culture refers to a broad set of knowledge, beliefs, laws, morals, customs, and any other capabilities or habits acquired by humans as members of society. Perception refers to how individuals interpret and make sense of information they receive. Norms are shared expectations or rules about behavior that guide members of a group or society. Consumer behavior refers to how individuals make decisions about what products or services to buy.

Question 19

Which subculture self-selects on the basis of a shared commitment to a particular product class,brand,or consumption activity?
A)an ethnic subculture
B)a consumption subculture
C)a product subculture
D)a regional subculture
E)a collective subculture

Accepted Answer

A consumption subculture self-selects based on a shared commitment to a particular product class, brand, or consumption activity. Examples of consumption subcultures include coffee enthusiasts, craft beer aficionados, and luxury fashion connoisseurs. These subcultures can influence the consumption behaviors and preferences of their members, as well as create opportunities for targeted marketing strategies.

Question 20

At the national level,the most pervasive difference in culture relates to
A)how societies view and enforce norms.
B)whether a society focuses on individualism or collectivism.
C)how societies interpret the behavior of young consumers.
D)whether a society encourages or discourages consumer purchases.

Accepted Answer

The focus on individualism or collectivism is a fundamental cultural difference that permeates many aspects of a society, including consumer behavior. In individualistic cultures, people tend to prioritize individual needs and desires over those of the group, whereas in collectivist cultures, the group's needs and goals are given more weight than individual ones. This can impact buying decisions and marketing strategies, as well as the way people approach negotiations, conflict resolution, and other social interactions. The other options, relating to norms and behavior, are also influenced by culture, but not to the same extent or as universally across different societies.

Quiz 4: Consumer Behavior

The people that an individual would not like to be like make up his or her

Individuals who exert an unequal amount of influence on the decisions of others because they are considered knowledgeable about particular products are called

A person's typical way of life as expressed by his or her activities,interests,and opinions is referred to as

What are norms?

The set of distinctive characteristics that lead an individual to respond in a consistent way to certain situations is referred to as that individual's

You finally decided to purchase an e-reader and selected the Amazon Kindle.After returning home,you see an advertisement for the Barnes and Noble Nook and now are wondering if you made the right decision.This is an example of

Which of the following is likely to be the final stage in an individual's family life cycle?

A membership reference group is defined as

According to your text,which of the following is one of the greatest influences on consumer behavior?

Cognitive dissonance occurs during which stage of the consumer decision-making process?

Which of the following is the best example of how one's personal value system influences his or her buying behavior?

Country-of-origin effects are the

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.

A person's belief that a specific behavior is socially or personally preferable to another behavior reflects that person's

The distinct family-related phases that an individual progresses through over the course of his or her life are called the

The broad set of knowledge,beliefs,laws,morals,customs,and any other capabilities or habits acquired by humans as members of society is referred to as

Which subculture self-selects on the basis of a shared commitment to a particular product class,brand,or consumption activity?

At the national level,the most pervasive difference in culture relates to