question_key_6Dec_3rd

61. All of the following are marketer-dominated sources of information except
a) salespeople.
b) advertising.
c) packaging.
d) friends.
e) displays.
62. During the evaluation of alternatives stage of the consumer buying decision process, framing
most likely influences the decision process of ___________ buyers.
a) younger
b) older
c) wealthier
d) veteran
e) inexperienced
63. After doing considerable shopping, Eric has just decided what brand and type of athletic
shoes to buy and where he's going to buy them. In what stage of the consumer buying decision
process is Eric?
a) Problem recognition
b) Information search
c) Evaluation of alternatives
d) Purchase
e) Postpurchase evaluation
64. Doubts in a buyer's mind about whether the purchase decision made was the right one may
occur during the
a) cognitive dissonance.
b) purchase.
c) evaluation of alternatives.
d) internal search.
e) postpurchase evaluation.
65. After purchasing a new Lexus, Pablo sees an Infinity pass by on the street and begins to
wonder if he made the right choice. Pablo is experiencing
a) problem recognition.
b) cognitive dissonance.
c) internal search.
d) alternative evaluation.
e) framing.
66. After purchasing a product, postpurchase evaluation may result in cognitive dissonance.
Cognitive dissonance is
a) the congruence between external and internal searches for product information.
b) a function of the manner in which the manufacturer of the product describes its attributes.
c) satisfaction with the purchase.
d) the establishment of criteria for comparing products.
e) doubts that occur because the buyer questions whether the decision to purchase the
product was right.
67. The three major categories of influences on the consumer buying decision process are:
a) situational influences, demographic influences, and psychological influences.
b) social influences, situational influences, and marketer-dominated influences.
c) demographic influences, situational influences, and marketer-dominated influences.
d) situational influences, social influences, and psychological influences.
e) marketer-dominated influences, psychological influences, and person-specific influences.
68. The five categories of situational influences are:
a) product involvement level, physical surroundings, social surroundings, time perspective, and
purchase reason.
b) antecedent states, physical surroundings, social surroundings, time perspective, and space
dimensions.
c) social surroundings, physical surroundings, time pressures, purchase reason, and lifestyles.
d) purchase reason, time perspective, social surroundings, physical surroundings, and buyer's
momentary mood.
e) store atmosphere, location, aromas, sounds, and lighting.
69. Bob Turner makes an appointment to visit with a new dermatologist in town to determine
whether he should have several moles on his neck removed. When he arrives at the dermatologist's
office, Bob notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint
peeling from the walls, and poor lighting. While Bob viewed the dermatologist as competent, Bob
decided not to have the moles removed even though the dermatologist recommended removal.
Which situational influences are most likely to have affected Bob's decision?
a) Social surroundings
b) Customer's momentary mood and condition
c) Time pressures
d) Purchase reasons
e) Physical surroundings
70. ___________ are situational influences that include the characteristics and interactions of
others who are present when a purchase decision is being made, such as friends, relatives, and
salespeople.
a) Physical surroundings
b) Social surroundings
c) Purchase reasons
d) Buyer's momentary mood and condition
e) Pressures created by time factors
71. The primary psychological influences on consumer behavior are:
a) perception, motives, learning, attitudes, personality, and lifestyles.
b) attitudes, perception, retention, exposure, roles, and lifestyles.
c) attitudes, perception, social class, culture, and learning.
d) perception, motives, reference groups, social class, and personality.
e) lifestyles, personality, perception, motives, attitudes, and culture.
72. Perception is a three-step process that involves
a) motivation, personality, and attitudes.
b) classifying, recording, and eliminating information received through the senses.
c) collecting, eliminating, and organizing information inputs.
d) selecting, organizing, and interpreting information inputs.
e) anticipating, classifying, and discarding information inputs.
73. In the process of perception, individuals receive sensations through sight, sound, taste,
smell, and hearing. These sensations are called
a) selective inputs.
b) olfactory receptors.
c) information inputs.
d) perceptual motives.
e) psychological influences.
74. Selective exposure refers to
a) targeting only certain parts of the total market.
b) admitting only certain inputs into consciousness.
c) the circumstances or conditions that exist when a consumer is making a purchase decision.
d) the process of selecting, organizing, and interpreting information inputs to produce meaning.
e) remembering inputs that support personal feelings and beliefs and forgetting those that do
not.
75. As Brianna walks to classes, she selects, organizes, and interprets the sensations she is
receiving through her sense organs. Brianna is experiencing the process of
a) exposure.
b) motivation.
c) learning.
d) attitude formation.
e) perception.
76. You are in the market for a new car and believe there are more car ads than usual on TV.
Perhaps the need you have is driving which of the following phenomena?
a) perception.
b) selective exposure.
c) selective distortion.
d) cognitive dissonance.
e) selective retention.
77. If a consumer receives information that is inconsistent with her or his beliefs, the consumer
may alter this information. This perceptual process is known as selective
a) exposure.
b) distortion.
c) retention.
d) information.
e) organization.
78. After certain inputs have been selected to reach an individual's awareness, the next step in
the perceptual process is perceptual
a) organization.
b) attention.
c) retention.
d) interpretation.
e) redefinition.
79. Maria reads through the newspaper fashion flyers containing advertisements for sweaters
from Polo, purses from JC Penney, and tennis shoes from Foot Locker. She remembers only the shoe
ad, thanks to the recent tear in her own Reeboks. Maria has engaged in selective
a) distortion.
b) decision making.
c) analysis.
d) retention.
e) reading.
80. When organizing perceptual inputs, people tend to mentally fill in missing elements in a
pattern or statement. This principle is called
a) interpretation.
b) completion.
c) distortion.
d) closure.
e) linking.
81. Assignment of meaning to organized information inputs is called
a) motivation.
b) redefinition.
c) learning.
d) interpretation.
e) selection.
82. A salesperson at Best Buy tells Patrick Dunnavan that the Sony Notebook is one of the most
reliable computer notebooks ever made. Patrick, however, has just heard about a second Sony recall
for this model because of overheating. His most likely response will be to
a) buy the Sony.
b) forget the information from the salesperson.
c) ignore the recall as a fluke.
d) focus on positive aspects of the Sony.
e) cease shopping for a computer notebook at this time.
83. Consumers tend to remember information inputs that support their feelings and beliefs and
forget inputs that do not. This is known as selective
a) exposure.
b) distortion.
c) retention.
d) information.
e) organization.
84. Which of the following statements about how a consumer organizes inputs that reach
awareness is most accurate?
a) Inputs are organized by individuals to produce meaning, and this organizational process is
usually a slow one.
b) Organization of information inputs is not always needed to produce meaning.
c) Inputs that reach awareness are organized and interpreted in much the same way by all
consumers.
d) Because a person interprets information in terms of what is familiar, only one interpretation
of organized inputs is possible.
e) Inputs that reach awareness are organized to produce meaning, and this meaning is
interpreted in light of what is familiar to the individual.
85. Buyers' actions are affected by one or more internal energizing forces geared toward
satisfying needs, which are called
a) motives.
b) lifestyles.
c) perceptions.
d) attitudes.
e) traits.
86. Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy,
from most to least important. These needs, in order from most to least important are
a) psychological, physiological, safety, social, and esteem.
b) physiological, safety, esteem, social, and self-actualization.
c) physiological, psychological, safety, social, and esteem.
d) physiological, safety, social, and esteem, self-actualization.
e) physiological, esteem, safety, self-actualization, and psychological.
87. According to Maslow's hierarchy of needs,
a) individuals simultaneously try to satisfy all five levels of needs.
b) self-actualization needs are the most important needs to be met for most individuals.
c) individuals first address needs at the top of the pyramid and then move down to the lower
level needs.
d) levels of needs are different for everyone, and we all try to satisfy them in a different order.
e) individuals first satisfy the most basic needs and then try to fulfill needs at the next level up.
88. Shortly after moving into their new home, Mark and Katherine Gould purchase and install
smoke detectors and an alarm system. The Goulds are concerned about fulfilling their need for
a) survival.
b) safety.
c) self-actualization.
d) esteem.
e) belonging.
89. Jana now feels that her teeth are not white enough after seeing advertisements for
whitening toothpaste. Marketers promote these brands based on ___________ needs, appealing to
sex appeal.
a) physiological
b) esteem
c) self-actualization
d) psychological
e) social
90. People's needs to grow, develop, and achieve their full potential are referred to by Maslow
as ______ needs.
a) ego
b) esteem
c) self-actualization
d) social
e) safety