Quiz 3: Consumer Behavior: How People Make Buying Decisions

Atmospherics are the physical aspects of the selling environment that are out of the retailer's control.

Researchers have discovered that whether someone is a "morning person" or "evening person" affects shopping patterns.

Situational influences are permanent conditions that affect how buyers behave.

Physical factors include social situation,time situation,and the reason for purchase.

The reason a consumer is shopping can affect the consumer's time situation.

Market researchers believe people buy products to enhance how they feel about themselves.

A person's chronological age is how old he/she "feels" himself to be.

Consumer lifestyles include what they do,how they spend their time,what their priorities and values are,and how they see the world.

Agreeableness refers to how you are to get along with.

Seeing oneself positively or negatively refers to one's ideal self.

Cognitive age is a significant predictor of consumer behaviors.

Maslow theorized that people have to fulfill higher-level needs before they can begin fulfilling their basic needs.

Companies often resort to repetition to be sure their advertising messages get through to you.

Motivation is the process by which consumers change their behavior after they gain information about a product.

Attitudes are typically difficult to change.

Shock advertising has been found to increase consumer attention and positively influence behavior.

One's culture prescribes the way in which one should live.

A subculture consists of a group of people who share the culture's beliefs and values.

Consumers in the same social class exhibit similar purchasing behavior to some degree.

Orgnet.com has developed software to identify key consumer motivators.

Most market researchers consider a person's family to be one of the biggest determinants of buying behavior.

_____ are the physical aspects of the selling environment retailers try to control. A)Openness B)Extraversion C)Atmospherics D)Lifestyles E)Perceptions

_____ are temporary conditions that affect how buyers behave. A)Situational influences B)Subliminal advertisements C)Mental positions D)Operant conditioning E)Opinions

Al manages a grocery store.He decided to put the bread on aisle 1 and the milk next to aisle 10.He is controlling his store's _____ to increase the time his customers spend in the store,which will hopefully result in more sales per customer. A)perception B)motivation C)mood D)atmospherics E)time poor situation

A situational factor that affects people's buying behavior is the consumer's _____. A)social class B)perception C)time situation D)self-concept E)gender

Situational factors that affect people's buying behavior include all of the following EXCEPT: A)the consumer's lifestyle. B)the consumer's mood. C)the reason for the consumer's purchase. D)the consumer's social situation. E)the consumer's physical situation.

An individual's disposition as other people see it is known as _____. A)personality B)self-concept C)ideal self D)psychographics E)motivation

How a person sees himself/herself is known as _____. A)personality B)self-concept C)ideal self D)psychographics E)motivation

How a person would like to view himself/herself is known as _____. A)personality B)self-concept C)ideal self D)psychographics E)motivation

Which of the following refers to personality? A)An individual's motivation B)How a person would like to view himself C)How a person sees himself D)An individual's disposition as other people see it E)An individual's psychological expression

Which of the following refers to a person's self-concept? A)An individual's motivation B)How a person would like to view himself C)How a person sees himself D)An individual's disposition as other people see it E)An individual's psychological expression

Which of the following refers to a person's ideal self? A)An individual's motivation B)How a person would like to view himself C)How a person sees himself D)An individual's disposition as other people see it E)An individual's psychological expression

Neuroticism refers to: A)how diligent you are. B)how outgoing or shy you are. C)how open you are to new experiences. D)how you are to get along with. E)how prone you are to negative mental states.

_____ combines the lifestyle traits of consumers and their personality styles with an analysis of their attitudes,activities,and values to determine groups of consumers with similar characteristics. A)Target market analysis B)Psychographics C)Market penetration D)Motivational studies E)Segmentation analysis

A consumer's _____ involves how one spends his/her time. A)motivation B)personality C)lifestyle D)self-concept E)personal goals

_____ is how you interpret the world around you and make sense of it in your brain. A)Learning B)Operant conditioning C)Motivation D)Perception E)Behavior

Motivation refers to: A)the inward drive we have to get what we need. B)how you interpret the world around you. C)the mental position a consumer has about a product. D)how a person filters information. E)expertise in certain areas.

According to Maslow's hierarchy of needs,: A)a person starts off in life feeling that they have become the person they were meant to be. B)a person first wants to satisfy the need to get a date. C)higher level needs are met after basic needs are fulfilled. D)the need for esteem is met before the need safety. E)the need for shelter is met after social needs.

Marketers use different types of stimuli to: A)make consumers believe they have reached self-actualization. B)try to make consumers more perceptive to their products. C)provide consumers with a sense of safety. D)try to make consumers learn new behaviors. E)provide consumers with positive reinforcement.

Selective perception is the process of: A)subliminal messaging. B)segmenting the market and then positioning based on the target market. C)filtering out information based on how relevant it is to you. D)forgetting information that is relevant to you. E)using surprise stimuli.

_____ refers to when people forget information,even if it is relevant to them. A)Selective absorption B) perception C) retention D)Selective perception E)Selective retention

Advertising meant to startle people to get their attention is _____,while advertising that is not apparent to consumers is _____. A)selective advertising; selective retention B)selective retention; selective advertising C)subliminal advertising; shock advertising D)shock advertising; subliminal advertising E)overt advertising; subdued advertising

Prizes and toys in a cereal box are examples of _____. A)target market appeal B)subliminal advertising C)selective retention D)predictive attitudes E)operant conditioning

The Worthington National Bank utilized an advertising campaign that played to consumers' _____ in relation to banks. A)attitudes B)memory C)conservatism D)cautious nature E)shock

The shared beliefs,customs,behaviors,and attitudes of a society are known as _____. A)culture B)subculture C)social class D)reference group E)motivators

A group of people who have the same economic or educational status in society are known as a _____. A)culture B)subculture C)social class D)reference group E)motivators

_____ are groups a consumer identifies with and wants to join. A)Cliques B)Opinion leaders C)Social classes D)Reference groups E)Interest groups

Consumers respect _____ and often ask for their input before they buy goods and services. A)interest groups B)opinion leaders C)cultural leaders D)subcultures E)cliques

Jeff manages sales dealership of high-end luxury brand of automobile.His target market is limited to a specific social class,which restricts his customer base.If his company creates cars for middle class consumers he risks: A)cheapening his brand. B)saturating the market. C)building brand market share. D)increasing sales. E)market penetration.

_____ are the physical aspects of the selling environment retailers try to control.

Physical factors,social factors,and time factors are all types of _____,which affect how buyers behave.

Compulsive spenders who get a temporary "high" from spending are said to be affected by the situational factor known as the _____.

To change the situational factor known as the _____,Neiman Marcus began introducing more mid-priced brands.

When someone is influenced by their peers to buy products at a Tupperware party,he/she is said to be influenced by the situational factor known as the _____.

An individual's disposition as other people see it is _____.

How a person sees himself or herself is known as one's _____.

How a person would like to view himself or herself is known as one's _____.

_____ refers to how diligent you are.

_____ is the act of measuring the attitudes,values,lifestyles,and opinions of consumers using demographics.

_____ is the inward drive people have to get what they need.

_____ refers to how people interpret the world around them.

Selective perception is the process whereby a person _____ information based on how relevant it is to them.

_____ is the process whereby a person retains information based on how well it matches their values and beliefs.

Shock advertising is designed to _____.

Advertising that is not apparent to consumers but is thought to be perceived _____ by them is subliminal advertising.

_____ is the process by which consumers change their behavior after they gain information or experience with a product.

_____ is a type of behavior that's repeated when it's rewarded.

Attitudes are _____ people have about products,services,companies,ideas,issues,or institutions.

A society's _____ encompasses the shared beliefs,customs,behaviors,and attitudes.

A _____ consists of the group of people who have the same economic or educational status in society.

Opinion leaders are people with ____ in certain areas.

Celebrity endorsers try to appeal to consumers by being a part of their _____.

Market researchers tend to consider a person's _____ to be one of the biggest determinants of buying behavior.

Describe the situational factors that affect what consumers buy and when.

Explain what marketing professionals can do to make situational factors work to their advantage.

Explain how a person's self-concept and ideal self affects what he or she buys.

Describe how companies market products to people based on their genders,life stages,and ages.

Define personality,then list and describe the "big five" personality traits.

Explain how Maslow's hierarchy of needs works.

Why do culture,subculture,social class,and family affect buying behavior?

Eight out of ten new consumer products fail.

Understanding consumer trends enables marketers to reach people most likely to buy their products in an effective manner.

The consumer purchasing process begins with the search for information.

Consumers go through each stage of the buying process for every purchase made.

A deliberate effort by companies to make their products obsolete,or unusable,after a period of time is known as post-purchase dissonance.

Consumers engage in limited problem solving when they already have some information about a good or service but continue to search for a bit more information.

Brands add value because they can save the consumer "search time" in addition to providing piece of mind for high-involvement products.

When a consumer realizes there is a difference between their current state and their desired state,he/she has entered the _____ stage of the buying process. A)need recognition B)search for information C)product evaluation D)product purchase E)postpurchase evaluation

Magazines like Consumer Reports and Web sites like Epinions.com aid consumers engaged in which step of the buying process? A)Need recognition B)Search for information C)Product evaluation D)Product purchase E)Postpurchase evaluation

Buyer's remorse is known as _____. A)unfulfilled need recognition B)product purchase neglect C)postpurchase dissonance D)purchase condolences E)consumer regret

Roger offers a money back guarantee on his new salsa flavor to try to prevent _____. A)extended problem solving B)impulse buying C)buyer's remorse D)postpurchase pleasure E)habitual decision making

Characteristics that are important to a consumer and often aid in making a purchase decision are known as _____. A)extended problem solving features B)impulse buying C)high-involvement products D)physiological factors E)evaluative criteria

Purchasing a product with no planning or forethought is called _____. A)extended problem solving B)impulse buying C)high-involvement purchasing D)evaluation implementation E)postpurchase dissonance

Consumers engage in _____,which are automatic purchase decisions based on limited information or previously gathered information. A)extended problem solving B)high-involvement purchasing C)routine response behavior D)habitual purchase behavior E)high-end purchasing

A car,a house,and a boat are examples of what type of product? A)Routinely purchased B)Habitually purchased C)High-impact D)Low-involvement E)High-involvement

A consumer who has spent a lot of time comparing product features,prices,and warranties has engaged in _____. A)low-involvement purchasing B)extended problem solving C)limited problem solving D)high-risk problem solving E)high-involvement purchasing

_____ is the study of when,where,and how people buy things and then dispose of them.

Advertising that appears on the Web pages pulled up when online searches are conducted is known as _____.

_____ consists of certain characteristics of products consumers consider when they are making buying decisions.

Consumers are engaged in _____ when they rethink their purchase decisions to determine if they made a good choice.

A cell phone manufacturer deliberately changed the design of its phones so that chargers from the 2009 models could not be used on the 2010 models.This is known as _____.

_____ involves purchases that occur with no planning or forethought.

Products that carry a low risk of failure and/or have a low price tag for a specific individual who is making the decision are known as _____.

Products that carry a high level of risk and/or have a high price tag for a specific individual who is making the decision are known as _____.

Consumers engage in _____ for purchases that require a significant amount of information to be gathered prior to making a decision.

Consumers engage in _____ when they already have some information about a good or service but continue to search for a little more information.

List and describe the six stages of the buying process.

Distinguish between low-involvement and high-involvement buying decisions.