Question 1

Between classes,many college students stop at conveniently located vending machines for their favorite candy bars and soft drinks.Their choices are generally made quickly and with little or no effort to consider alternative product offerings.These college students are most likely involved in ________ problem solving purchase situations.
A)limited
B)routine
C)extensive
D)intensive
E)unlimited

Accepted Answer

Routine purchase decisions involve low-priced,frequently purchased products.Consumers typically spend very little effort or time seeking or evaluating alternatives.Purchase decisions resemble habitual responses and are typical of low-involvement decisions.

Question 2

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 include the time of day when a purchase is made and the time available for a purchase,the second of which is most important here.

Question 3

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

When a market leader sells a low-involvement product,its marketing attention must be placed on (1)maintaining product quality,(2)avoiding stockout situations,and (3)developing advertising messages that reinforce consumers' knowledge about the brand or assure them that they made the right choice.Here,Perrier is defined as a market leader,so avoiding stockouts on retailers' shelves is crucial.

Question 4

All of the following are strategies used by marketers of high-involvement offerings except which?
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)Use Internet search engines such as Google to assist buyers.
E)Run ads to provide consumers with information.

Accepted Answer

Avoiding stockout situations is a marketing strategy used by a market leader for a low-involvement product.Market leaders of high-involvement products offer product information through advertising and personal selling and use social media to create online experiences.Market challengers use comparative advertising that focuses on existing product attributes and often introduce novel evaluative criteria for judging competing brands.Challengers also benefit from Internet search engines such as Google that assist buyers of high-involvement products.

Question 5

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 include the time of day when a purchase is made,such as buying something from a vending machine at 10:00 a.m.

Question 6

When a man picks up a bottle of wine and tells the salesclerk,"I'm taking this to a dinner party tonight," which situational influence is being demonstrated?
A)purchase task
B)social surroundings
C)physical surroundings
D)temporal effects
E)antecedent states

Accepted Answer

The factor prompting the purchase in this case is the man's need for a dinner party gift.This reason for engaging in the decision process is called the purchase task.

Question 7

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

If a company markets a low-involvement product and its brand is a market leader,attention is placed on (l)maintaining product quality,(2)avoiding stockout situations so that buyers don't substitute a competing brand,and (3)repetitive advertising messages that reinforce a consumer's knowledge or assure buyers they made the right choice.

Question 8

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

Physical surroundings such as decor,music,and crowding in retail stores may alter how purchase decisions are made.Temporal effects such as time of day or the amount of time available will influence when a purchase may be made.

Question 9

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 40 percent less than they normally would if shopping with their spouses.
D)spend 40 percent less than when shopping alone.
E)spend exactly the same amount as when shopping alone.

Accepted Answer

Social surroundings include the other people present when a purchase decision is made.Consumers accompanied by children buy about 40 percent more items than those shopping by themselves.

Question 10

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

Accepted Answer

Extended problem solving makes use of each of the five stages of the consumer purchase decision process.Considerable time and effort are devoted to the search for external information and the identification and evaluation of alternatives.Several brands are in the consideration set and are evaluated on many attributes.

Question 11

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 due to being harried or overwhelmed.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 such as decor,music,and crowding in retail stores may alter how purchase decisions are made.

Question 12

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 makes use of each of the five stages of the consumer purchase decision process.Consumers typically seek some information or rely on a friend to help them evaluate alternatives.Several sellers and their brands might be evaluated using a moderate number of attributes.

Question 13

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)temporal effects.

Accepted Answer

Five situational influences have an impact on a consumer's purchase decision process: purchase task,social surroundings,physical surroundings,temporal effects,and antecedent states.

Question 14

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 than those who purchase with cash or debit cards.
E)purchase less when accompanied by children than when in the company of other adults.

Accepted Answer

Antecedent states include the consumer's mood or amount of cash on hand,which can influence purchase behavior and choice.Consumers with credit cards purchase more than those with cash or debit cards.

Question 15

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

Accepted Answer

Temporal effects include the time of day or the amount of time available for the purchase.

Question 16

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

Five situational influences have an impact on a consumer's purchase decision process: purchase task,social surroundings,physical surroundings,temporal effects,and antecedent states.

Question 17

Figure 5-5
 
-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

Key term definition-situational influences.

Question 18

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

Key term definition-situational influences.

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)extended problem solving
D)restricted problem solving
E)integrated problem solving

Accepted Answer

Consumers recognize a problem,make a decision,and spend little effort seeking external information and evaluating alternatives.The purchase process for such items is virtually a habit and typifies low-involvement decision making.

Question 20

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

Social surroundings include the other people present when a purchase decision is made.

Quiz 5: Understanding Consumer Behavior

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?

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?

All of the following are strategies used by marketers of high-involvement offerings except which?

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?

When a man picks up a bottle of wine and tells the salesclerk,"I'm taking this to a dinner party tonight," which situational influence is being demonstrated?

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

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

Consumers accompanied by children

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

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 due to being harried or overwhelmed.This situation is most closely related to which of the following situational influences?

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

Consumers with credit cards

Temporal effects include

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

Figure 5-5 -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

Situational influences refer to

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

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?