Question 1

Louie is selecting a bottle of wine and passes up his usual choice for a more expensive one since he is taking it to a dinner party later that day. This is an example of which situational influence?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) antecedent states

Accepted Answer

The purchase task is influencing Louie's decision because he is buying the wine for a specific occasion (a dinner party), which affects his choice to select a more expensive bottle than usual.

Question 2

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) antecedent states

Accepted Answer

The situation involves social interaction and influence, as the girls are asking each other for opinions on how the outfits look, which relates to social surroundings.

Question 3

Consumers accompanied by children
A) purchase twice as much as they normally would if shopping with other adults.
B) purchase about 40 percent more than when shopping alone.
C) purchase less than half of what they would have if shopping with their spouses.
D) are usually unable to complete nonessential shopping tasks.
E) avoid purchases of household and entertainment offerings.

Accepted Answer

Studies have shown that consumers accompanied by children tend to purchase about 40 percent more than when shopping alone, likely due to children's influence on buying decisions.

Question 4

Which of the following is a strategy for a market leader (rather than a market challenger) when marketing a low-involvement product?
A) Use sales promotion such as free samples, coupons, and rebates to encourage trial of the brand.
B) Link the brand attributes with high-involvement issues.
C) Use Internet search engines such as Google to assist buyers.
D) Use advertising messages that focus on getting the brand into a consumer's consideration set.
E) Use repetitive advertising messages that reinforce a consumer's knowledge or assure buyers they made the right choice.

Accepted Answer

Market leaders in low-involvement products often use repetitive advertising to reinforce brand recognition and assure consumers of their purchase decision, rather than focusing on trial or high-involvement issues.

Question 5

Situational influences refer to
A) the five aspects of the purchase situation that impact the consumer purchase decision process: purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states.
B) the temporary impediments to a consumer's purchase decision.
C) psychological concepts that are useful for interpreting buying processes and directing marketing efforts.
D) the feelings of postpurchase anxiety that can arise from a number of different factors including social surroundings, physical surroundings, psychological effects, and precedent states.
E) both the objective and subjective attributes a consumer uses to compare different products and brands.

Accepted Answer

Situational influences are the five aspects of the purchase situation that impact the consumer purchase decision process: purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states.

Question 6

Figure 5-3
-In Figure 5-3 above, column B represents which of the following in terms of consumer involvement and product knowledge?
A) intermediate problem solving
B) routine problem solving
C) limited problem solving
D) extended problem solving
E) integrated problem solving

Accepted Answer

Limited problem solving involves moderate consumer involvement and product knowledge, which is typically represented by column B in such contexts.

Question 7

Five situational influences have an impact on a consumer's purchase decision process. One of these is
A) competitive offerings.
B) core values.
C) perception.
D) consumer socialization.
E) physical surroundings.

Accepted Answer

Physical surroundings are one of the situational influences that can impact a consumer's purchase decision process, such as the store environment or location.

Question 8

Tracy stopped by a vending machine at 10:00 a.m. Even though she wanted to get a soda, she thought it was too early for that and chose a bottled juice instead. This purchase is an example of which situational influence?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) antecedent states

Accepted Answer

Temporal effects refer to the influence of time on consumer behavior, such as the time of day affecting Tracy's decision to choose juice over soda.

Question 9

Consumers with credit cards
A) are less influenced by physical surrounding than those who pay by cash or check.
B) are influenced to a certain extent by a retailer's physical surroundings to buy more with their credit cards than with cash.
C) purchase more than those who purchase with cash or debit cards.
D) purchase less because statistically these shoppers have higher time constraints.
E) purchase less when accompanied by children than when in the company of other adults.

Accepted Answer

The answer of Consumers with credit cards
A) are less influenced...

Question 10

All of the following are situational influences that can have an impact on a consumer's purchase decision process except which?
A) physical surroundings
B) purchase task
C) temporal effects
D) consumer involvement
E) antecedent states

Accepted Answer

Consumer involvement is not a situational influence; it refers to the level of interest and personal relevance a consumer perceives in a product or service, which is more of a personal factor.

Question 11

The purchase of bottled sparkling water is a low-involvement purchase. How can a market leader such as Perrier keep people buying its brand instead of one of the numerous other brands displayed on retailers' shelves?
A) Avoid Perrier brand stockouts on retailers' shelves.
B) Make the purchase decision a high-involvement one.
C) Offer coupons for Perrier bottled water.
D) Convince retailers to offer only Perrier water.
E) Denigrate its competition.

Accepted Answer

Perrier is a low-involvement purchase, so making the purchase decision a high-involvement one (B) or denigrating its competition (E) would not be effective. Offering coupons (C) might help in the short term, but it is not a sustainable strategy. Convincing retailers to offer only Perrier water (D) is not feasible. Avoiding stockouts (A) is a key factor in maintaining market share for a low-involvement product.

Question 12

The crowded aisles in retail stores at holiday time may cause some shoppers to lose patience and decide on their purchases with far less thought than they otherwise would. This situation is most closely related to which of the following situational influences?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) spatial surroundings

Accepted Answer

Physical surroundings refer to the environment in which a purchase decision is made, including factors like store layout and crowding, which can influence shopper behavior.

Question 13

All of the following are part of the physical surroundings of a retail store that can influence how purchase decisions except which?
A) decor
B) crowding
C) lighting
D) music
E) time of day

Accepted Answer

Time of day is not a physical aspect of the store's environment; it is a temporal factor that can influence shopping behavior but is not part of the store's physical surroundings.

Question 14

Which of the following is more essential as a strategy for a low-involvement offering than a high-involvement one?
A) Use personal selling to provide consumers with information.
B) Use social media to create online experiences for the brand.
C) Avoid stockout situations so that buyers don't substitute a competing brand.
D) Optimize Internet search engines such as Google to assist buyers during information search.
E) Run ads to provide consumers with information.

Accepted Answer

Avoiding stockout situations is crucial for low-involvement offerings because consumers are less likely to be brand loyal and may easily switch to a competing brand if their preferred product is unavailable.

Question 15

Andres only has 30 minutes for lunch, so he typically goes somewhere within a block or two of his building and is careful about what he orders. This is an example of which situational influence in the purchase decision process?
A) purchase task
B) social surroundings
C) physical surroundings
D) temporal effects
E) antecedent states

Accepted Answer

Temporal effects refer to the time available for a decision or action, such as Andres having only 30 minutes for lunch, which influences his choice of location and what he orders.

Question 16

Temporal effects include
A) the purpose of the purchase.
B) the presence of other people.
C) the amount of time available for the purchase.
D) the crowding in retail stores.
E) the consumer's mood while engaged in the purchase.

Accepted Answer

Temporal effects relate to the timing of the purchase, such as the amount of time available for the purchase.

Question 17

Purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states can have an impact on a consumer's purchase decision process. These are referred to as
A) marketing mix influences.
B) situational influences.
C) psychological influences.
D) sociocultural influences.
E) evaluative criteria.

Accepted Answer

Situational influences refer to the factors like purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states that can affect a consumer's decision-making process.

Question 18

The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large and elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness?
A) purchase task
B) social surroundings
C) physical surroundings
D) psychological effects
E) antecedent states

Accepted Answer

Antecedent states are the internal factors that influence a consumer's behavior, such as their mood, emotions, and past experiences. In this case, the ad is relying on the consumer's anger to make them more likely to purchase flowers.

Question 19

Figure 5-3
-In Figure 5-3 above, column C represents which of the following in terms of consumer involvement and product knowledge?
A) routine problem solving
B) limited problem solving
C) nominal problem solving
D) restricted problem solving
E) integrated problem solving

Accepted Answer

Routine problem solving involves low consumer involvement and low product knowledge, which is represented by column C in Figure 5-3.

Question 20

Consumer ________ are a marketer's product, service, or brand contacts with a consumer from start-to-finish in the purchase decision process.
A) interactions
B) situations
C) touchpoints
D) integrations
E) metrics

Accepted Answer

Touchpoints refer to the various points of interaction or contact between a consumer and a brand throughout the consumer's purchase decision process.

Quiz 5: Understanding Consumer Behavior

Louie is selecting a bottle of wine and passes up his usual choice for a more expensive one since he is taking it to a dinner party later that day. This is an example of which situational influence?

Three teenage girls spent an hour at a store trying on various outfits, looking at possible combinations, and asking each other, "How do you think this looks on me?" This situation is most closely related to which of the following situational influences?

Consumers accompanied by children

Which of the following is a strategy for a market leader (rather than a market challenger) when marketing a low-involvement product?

Situational influences refer to

Figure 5-3 -In Figure 5-3 above, column B represents which of the following in terms of consumer involvement and product knowledge?

Five situational influences have an impact on a consumer's purchase decision process. One of these is

Tracy stopped by a vending machine at 10:00 a.m. Even though she wanted to get a soda, she thought it was too early for that and chose a bottled juice instead. This purchase is an example of which situational influence?

Consumers with credit cards

All of the following are situational influences that can have an impact on a consumer's purchase decision process except which?

The purchase of bottled sparkling water is a low-involvement purchase. How can a market leader such as Perrier keep people buying its brand instead of one of the numerous other brands displayed on retailers' shelves?

The crowded aisles in retail stores at holiday time may cause some shoppers to lose patience and decide on their purchases with far less thought than they otherwise would. This situation is most closely related to which of the following situational influences?

All of the following are part of the physical surroundings of a retail store that can influence how purchase decisions except which?

Which of the following is more essential as a strategy for a low-involvement offering than a high-involvement one?

Andres only has 30 minutes for lunch, so he typically goes somewhere within a block or two of his building and is careful about what he orders. This is an example of which situational influence in the purchase decision process?

Temporal effects include

Purchase task, social surroundings, physical surroundings, temporal effects, and antecedent states can have an impact on a consumer's purchase decision process. These are referred to as

The American Floral Council used an ad that showed three flower arrangements varying in size from a single rose to a very large and elaborate arrangement. The caption simply read, "Just how mad is she?" This ad relies on which of the following situational influences for its effectiveness?

Figure 5-3 -In Figure 5-3 above, column C represents which of the following in terms of consumer involvement and product knowledge?

Consumer ________ are a marketer's product, service, or brand contacts with a consumer from start-to-finish in the purchase decision process.