Question 1

Almost all major purchases result in _ ,or discomfort caused by postpurchase conflict.

Accepted Answer

Cognitive dissonance is the discomfort or inner tension a consumer experiences after making a purchase decision. The consumer may doubt whether the purchase was the right choice, leading to feelings of dissatisfaction or regret. Other options such as need recognition and purchase decisions occur before the actual purchase, while legitimization occurs to justify a purchase to oneself or others after the decision has been made.

Question 2

After the purchase of a product,consumers will be either satisfied or dissatisfied and engage in .

Accepted Answer

Postpurchase behavior refers to what a consumer does after purchasing a product, which includes evaluating their satisfaction or dissatisfaction with the product. This includes actions such as leaving a review, contacting customer service, or returning the product.

Question 3

People change the goods and services they buy over time because of the two changing factors of .

Accepted Answer

Age and life-cycle stage are the two changing factors that affect people's buying behavior over time. As people age, their needs and wants change, and their life cycle stage (such as being single, getting married, having children, becoming empty nesters) also affects their buying behavior. For example, a single person in their 20s may prioritize experiences and entertainment, while a married couple with young children may prioritize safety and practicality.

Question 4

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?

Accepted Answer

The attitude of others can influence a consumer's purchase decision by affecting their perception of the brand or product, potentially altering their initial purchase intention.

Question 5

What is the LEAST pressing in Maslow's Hierarchy of Needs?

Accepted Answer

Self-actualization needs are at the top of Maslow's Hierarchy of Needs and are only achieved once all of the other needs (physiological, safety, social and esteem) have been met. Therefore, they are the least pressing in terms of immediate survival or basic functioning.

Question 6

When consumers are highly involved with the purchase of an expensive,infrequent,or risky purchase but see little difference among brands,they most likely will undertake _ .

Accepted Answer

When consumers are highly involved in a purchase but see little difference among brands, they are likely to experience dissonance-reducing buying behavior, as they want to avoid post-purchase regret and are trying to minimize dissonance.

Question 7

Refer to the scenario below to answer the following questions.
Selman & Saks,a maker of men's and women's razors and electric hair trimmers,had little reason to become involved in the global arena.But after acquiring Wellman Enterprises,whose largest division engages in a licensing agreement with a German firm to produce women's hosiery,managers at Selman & Saks wondered just whether a company- wide global focus would be more profitable after all.
Managers at Selman & Saks studied Wellman's licensing agreement in great detail.Though seeing first- hand the benefits Wellman found with the licensing agreement,managers decided that Selman & Saks would target the French market merely via exporting.
With the assistance of a domestic export department,the Selman & Saks razors and hair trimmers entered France.For six months,sales were mediocre.But after that,sales suffered.Opinions varied among numerous managers as to the cause of the failure."Who knows the local market better than people who live there?" was a comment heard throughout Selman & Saks."Maybe we needed an alliance with a French firm,or a licensing agreement,before racing to get there."
-Many families with children are now attracted to the shopping district in Forest Ridge.What characteristics about families as consumer groups might the owners of The Attic Trunk want to keep in mind?

Accepted Answer

Children have considerable amounts of disposable income and have a strong influence on family buying decisions, which is important for targeting families as consumer groups.

Question 8

Lexus works to keep customers happy after each sale,aiming to delight the customer in order to gain a customer for life.In this pursuit,Lexus is focused on which step of the buyer decision process?

Accepted Answer

Lexus is focusing on post-purchase behavior, which is the step in the buyer decision process where customers evaluate their purchase and decide whether or not they are satisfied with the product or service. By aiming to delight the customer and create a positive post-purchase experience, Lexus hopes to turn customers into repeat buyers and gain a customer for life.

Question 9

Rashmi Singh always knows about the trendiest fashions.She actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting- edge fashion at great deals,and her advice is often followed.Rashmi is an example of a(n).

Accepted Answer

Rashmi Singh is an opinion leader because she is actively sharing her knowledge and advice about fashion with a wide group of friends and colleagues, and they often follow her advice.

Question 10

In the model of buyer behavior,which of the following is NOT a major type of force or event in the buyer's environment?

Accepted Answer

The four major types of forces or events in the buyer's environment are technological, economic, political, and cultural. The channel is not considered a major type of force or event in the model of buyer behavior.

Question 11

Which of the following is NOT true of mature consumers?

Accepted Answer

Mature consumers actually place less importance on brand names and are less brand loyal than younger generations. They are more focused on the quality and value of a product or service.

Question 12

According to Freud's theories,people are many of the psychological forces shaping their behavior.

Accepted Answer

According to Freud's theories, many of the psychological forces that shape behavior are unconscious, and therefore people are unaware of them. This includes the influence of the id, which is the instinctual and primitive part of the psyche that operates beneath the conscious level. Freud believed that by bringing these unconscious forces to conscious awareness, individuals can better understand and control their behavior.

Question 13

All of the following make up a person's lifestyle EXCEPT .

Accepted Answer

Dissonance-reducing buying behavior is not a component of a person's lifestyle. AIO (activities, interests, opinions) dimensions, interests, work, and opinions all contribute to a person's lifestyle.

Question 14

Stephanie and Jamal attended a sales seminar.Both left the seminar with differing opinions about what was important to implement in their jobs.Both used the information in different ways,according to what each already believed was important.They have engaged in .

Accepted Answer

Stephanie and Jamal demonstrate selective distortion, as they each interpreted and used the information from the sales seminar in a way that reinforced their pre-existing beliefs and opinions.

Question 15

Cameron loves to know about and purchase the most up- to- date technological gadgets.Among his friends,he is almost always the first to own the newest electronic product.Often the products that Cameron buys become adopted by large groups of consumers,but occasionally Cameron will purchase a product that is adopted by only a small portion of the population.To which of the following adopter groups does Cameron belong?

Accepted Answer

Cameron is an innovator as he is someone who is an early adopter of new technology and is willing to take risks to try out new gadgets before they become widely popular. This is a characteristic of innovators in the adoption curve.

Question 16

are people within a reference group who,because of special skills,knowledge,personality,or other characteristics,exert influence on others.

Accepted Answer

Opinion leaders are people within a reference group who exert influence on others because of their special skills, knowledge, personality, or other characteristics. They are recognized as experts in a particular field or area of interest and their opinions are highly valued by others within the group.

Question 17

For the past 10 years Bill and Margaret Kennedy have saved money to go to the Super Bowl should their team,the Chicago Bears,ever win the NFC championship.This is the year,and several tour companies offer attractive,but very similar,packages to the game.They want to be certain to choose the best one.Bill and Margaret are most likely to exhibit .

Accepted Answer

The answer of For the past 10 years Bill and...

Question 18

The relationship between the consumer's expectations and the product's determines whether the buyer is satisfied or dissatisfied with a purchase.

Accepted Answer

Perceived performance is the consumer's evaluation of a product's ability to meet their expectations. If the perceived performance matches or exceeds the consumer's expectations, they are more likely to be satisfied with their purchase. However, if the perceived performance falls short of their expectations, they are more likely to be dissatisfied. Therefore, the relationship between the consumer's expectations and the product's perceived performance is crucial in determining customer satisfaction.

Question 19

are society's relatively permanent and ordered divisions whose members share similar values,interests,and behaviors.

Accepted Answer

Social classes are the relatively permanent and ordered divisions of society whose members share similar values, interests, and behaviors based on their economic position and occupation. This classification is based on factors like income, education, occupation, and social status. Social classes are important because they influence individual behavior, attitudes, and beliefs, and they also affect social mobility, access to resources, and power dynamics within society.

Question 20

Refer to the scenario below to answer the following questions.
Selman & Saks,a maker of men's and women's razors and electric hair trimmers,had little reason to become involved in the global arena.But after acquiring Wellman Enterprises,whose largest division engages in a licensing agreement with a German firm to produce women's hosiery,managers at Selman & Saks wondered just whether a company- wide global focus would be more profitable after all.
Managers at Selman & Saks studied Wellman's licensing agreement in great detail.Though seeing first- hand the benefits Wellman found with the licensing agreement,managers decided that Selman & Saks would target the French market merely via exporting.
With the assistance of a domestic export department,the Selman & Saks razors and hair trimmers entered France.For six months,sales were mediocre.But after that,sales suffered.Opinions varied among numerous managers as to the cause of the failure."Who knows the local market better than people who live there?" was a comment heard throughout Selman & Saks."Maybe we needed an alliance with a French firm,or a licensing agreement,before racing to get there."
-Which of the following is the strongest reason that the owners of The Attic Trunk might NOT want to completely discount the mature consumers as a still- viable target market?

Accepted Answer

The strongest reason that the owners of The Attic Trunk might NOT want to completely discount the mature consumers as a still- viable target market is that mature consumers account for almost half of all consumer spending in the United States. This indicates that the mature market segment still has significant buying power and cannot be ignored by businesses.

Quiz 5: Consumer Markets and Consumer Buyer Behavior