Foundations of Marketing 6th Edition Pride Test Bank 1

Chapter 6 - Consumer Buying
Solution Manual for

Behavior Foundations of Marketing 6th Edition by Pride
Ferrell ISBN 128542977X 9781285429779
Full download link at:
Solution manual: https://testbankpack.com/p/solution-manual-for-foundations-of-marketing-6th-edition-by-pride-
ferrell-isbn-128542977x-9781285429779/
Test bank: https://testbankpack.com/p/test-bank-for-foundations-of-marketing-6th-edition-by-pride-ferrell-isbn-
128542977x-9781285429779/
1. What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an
expensive product?
ANSWER: Cognitive dissonance is the doubts in the buyer’s mind about whether
purchasing the product was the right decision. Marketers sometimes attempt to
reduce cognitive dissonance by having salespeople call or e-mail recent
customers to make sure they are satisfied with their new purchases. Salespeople
may send recent buyers results of studies demonstrating that other consumers
are very satisfied with the brand.
POINTS: 1
DIFFICULTY: Difficulty: Easy
LEARNING OBJECTIVES: FOM.PRID.15.06.01
NATIONAL STANDARDS: United States - BUSPROG: Analytic
CORPORATE STANDARDS: DISC: Strategy
TOPICS: A-Head: Consumer Buying Decision Process
KEYWORDS: Bloom's: Knowledge
2. List the five stages of the consumer buying decision process and mention the numerous influences that can
affect this process.
ANSWER: The consumer buying decision process includes five stages: problem
recognition, information search, evaluation of alternatives, purchase, and post
purchase evaluation. This process can be affected by numerous influences,
which are categorized as situational, psychological, and social.
POINTS: 1
Powered by Cognero Page 1

© 2015 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Behavior
3. Why is it important for marketers to understand the consumer buying behavior?
ANSWER: It is important for marketers to understand the buying behavior of consumer’s
for several reasons. First, customers’ overall opinions and attitudes toward a
firm’s products have a great impact on the firm’s success. Second, the
marketing concept stresses that a firm should create a marketing mix that
meets customers’ needs. To find out what satisfies consumers, marketers must
examine the main influences on what, where, when, and how they buy. Third,
by gaining a deeper understanding of the factors that affect buying behavior,
marketers are better positioned to predict how consumers will respond to
marketing strategies.
POINTS: 1
CORPORATE STANDARDS: DISC: Customer
KEYWORDS: Bloom's: Comprehension
4. How does the level of involvement affect the type of consumer problem-solving process that a person uses?
ANSWER: A major determinant of the type of decision making process employed depends on
the customer’s level of involvement. High-importance issues, such as health
care, are also associated with high levels of involvement. Low-involvement
products are much less expensive and have less associated social risk, such as
grocery or
drugstore items. A person’s interest in a product or product category that is
ongoing and long-term is referred to as enduring involvement. Most
consumers have an enduring involvement with only a very few activities or
items—these are the
product categories in which they have the most interest. Many consumers, for
instance, have an enduring involvement with Apple products, a brand that
inspires
loyalty and trust. In contrast, situational involvement is temporary and dynamic
and results from a particular set of circumstances, such as the sudden need to
buy a new bathroom faucet after the current one starts leaking and will not stop.
POINTS: 1
TOPICS: A-Head: Types of Consumer Decision Making and the Level of Involvement

Behavior
5. Identify and describe the five major categories of situational
influences.
ANSWER: Situational factors can be classified into five categories: physical
surroundings, social surroundings, time perspective, reason for purchase,
and the buyer’s momentary mood and condition. Physical surroundings
include location, store atmosphere, scents, sounds, lighting, weather, and
other factors in the physical
environment in which the decision making process occurs. Social surroundings
include characteristics and interactions of others who are present during a
purchase decision, such as friends, relatives, salespeople, and other customers.
The time dimension influences the buying decision process in several ways. It
takes varying
amounts of time to progress through the steps of the buying decision process,
including learning about, searching for, purchasing, and using a product. Time
also plays a role when consumers consider the frequency of product use, the
length of time required to use it, and the overall product life. The reason for
purchase
involves what the product purchase should accomplish and for whom. The
buyer’s moods like anger, anxiety, or contentment or conditions like fatigue,
illness, or having cash on hand may also affect the consumer buying decision
process. Such moods or conditions are momentary and occur immediately before
the situation where a buying decision will be made.
POINTS: 1
TOPICS: A-Head: Situational Influences on the Buying Decision Process
6. In what ways can the buyer’s moods or conditions affect the consumer buying decision
process?
ANSWER: The buyer’s moods like anger, anxiety, or contentment; or conditions like
fatigue, illness, or having cash on hand can affect the consumer buying decision
process. Such moods or conditions are momentary and occur immediately
before the situation where a buying decision will be made. They can affect a
person’s ability and desire to search for or receive information, or seek and
evaluate alternatives. Moods can also significantly influence a consumer’s post
purchase evaluation. If a person is happy immediately after purchase, he may
be more likely to attribute the mood to the product and will judge it favorably.
POINTS: 1
Behavior

Behavior
7. Discuss how perceptual processes may influence the consumer buying decision process.
ANSWER: A consumer’s perceptual process may influence the consumer buying decision
process in many ways. First, a consumer’s perceptual process may operate
such that a seller’s information never reaches the target. For example, a buyer
may entirely block out and not notice an advertisement in a magazine. Second,
a buyer may receive information but perceive it differently than was intended,
as occurs in selective distortion. For instance, when a toothpaste producer
advertises that
“35 percent of the people who use this toothpaste have fewer cavities,” a
customer could infer that 65 percent of users have more cavities. Third, a buyer
who perceives information inputs to be inconsistent with prior beliefs is likely to
forget the information quickly, as is the case with selective retention.
POINTS: 1
TOPICS: A-Head: Psychological Influences on the Buying Decision Process
8. What is Maslow's hierarchy of needs? List the five levels in Maslow’s hierarchy of needs.
ANSWER: Abraham Maslow, an American psychologist, conceived a theory of motivation
based on a hierarchy of needs. According to Maslow, humans seek to satisfy
five levels of needs, from most to least basic to survival. This pyramid is known
as Maslow’s hierarchy of needs. The five levels in Maslow’s hierarchy of needs
are physiological needs, safety needs, social needs, esteem needs, and self-
actualization needs.
POINTS: 1

Behavior
9. Describe a few methods that help marketers gauge consumer
attitudes.
ANSWER: Several methods help marketers gauge consumer attitudes. One of the simplest
ways is to question people directly. The Internet and social networking sites are
useful tools for marketers seeking to garner information on attitudes directly
from consumers. Using sites like Facebook, companies can ask consumers for
feedback and product reviews. Marketers also evaluate attitudes through
attitude scales. An attitude scale usually consists of a series of adjectives,
phrases, or sentences about an object. Respondents indicate the intensity of
their feelings toward the object by reacting to the adjectives, phrases, or
sentences.
POINTS: 1
10. Describe personality and mention a possible reason for the weak association between personality and
consumer buying behavior.
ANSWER: Personality is a set of internal traits and distinct behavioral tendencies that result
in consistent patterns of behavior in certain situations. An individual’s personality
is a unique combination of hereditary characteristics and personal experiences.
Personalities typically are described as having one or more characteristics, such
as compulsiveness, ambition, gregariousness, dogmatism, authoritarianism,
introversion,
extroversion, and competitiveness. The weak association between personality
and buying behavior can be the result of unreliable measures to study the link
between the two, rather than a true lack of a relationship.
POINTS: 1

Behavior
11. Discuss how reference groups and opinion leaders influence purchase behavior.
ANSWER: A reference group is a group, either large or small, with which a person identifies
so strongly that he or she adopts the values, attitudes, and behavior of group
members. Reference groups can affect whether a person does or does not buy a
product at
all, buys a type of product within a product category, or buys a specific brand.
The extent to which a reference group affects a purchase decision depends on
the product’s conspicuousness and on the individual’s susceptibility to
reference group influence.
An opinion leader is a member of an informal group who provides information
about a specific topic, such as smartphones, to other group members seeking
information. An opinion leader is likely to be most influential when consumers
have high product involvement but low product knowledge, when they share the
opinion leader’s
values and attitudes, and when the product details are numerous or complicated.
POINTS: 1
TOPICS: A-Head: Social Influences on the Buying Decision Process
12. How does an individual's social class influence the products he or she buys?
ANSWER: A social class is an open aggregate of people with similar social rank. To some
degree, individuals within social classes develop and assume common behavioral
patterns. They may have similar attitudes, values, language patterns, and
possessions. Because people most frequently interact with others within their
own social class, people are more likely to be influenced by others within their
own class
than by those in other classes. Social class also influences people’s spending,
saving, and credit practices. It can determine the type, quality, and quantity of
products a person buys and uses. Behaviors within a social class can
influence others as well. Most common is the “trickledown” effect, in
which members of lower classes attempt to emulate members of higher
social classes, such as purchasing desirable automobiles, large homes, even
selecting certain names for
their children. Social class also affects an individual’s shopping patterns and types
of stores patronized.
POINTS: 1
Behavior

Behavior
13. Why is it important for marketers to understand the cultural and subcultural influences that may
affect the consumer buying decision process?
ANSWER: Culture is the accumulation of values, knowledge, beliefs, customs, objects,

and concepts that a society uses to cope with its environment and passes on to
future generations. Culture permeates most things that a person does and the
objects he interacts with, from the style of buildings in his town, to the
education he receives,
to the laws governing his country. Culture also includes society-specific core
values and the degree of acceptability of a wide range of behaviors. Culture
influences buying behavior because it saturates our daily lives. Our culture
determines what
we wear and eat and where we reside and travel. Culture also influences how
we buy and use products and the satisfaction we derive from them. A
subculture is a group of individuals whose characteristics, values, and
behavioral patterns are similar within the group and different from those of
people in the surrounding culture. Within subcultures, greater similarities exist
in people’s attitudes, values,
and actions than within the broader culture. Relative to other subcultures,
individuals in one subculture may have stronger preferences for specific types of
clothing, furniture, food, or consumer electronics. Subcultures can play a
significant role in how people respond to advertisements, particularly when
pressured to make a snap judgment.
POINTS: 1
14. List the three major ethnic subcultures in the United States that the U.S. marketers focus
on.
ANSWER: U.S. marketers focus on three major ethnic subcultures: African

American, Hispanic, and Asian American.
POINTS: 1
NATIONAL STANDARDS: United States - BUSPROG: Diversity - DISC: Cultural imperatives

Behavior
15. Marketers attempt to understand because customers’ overall opinions and attitudes toward a
firm’s products have a great impact on the firm’s success.
a. buying motive
b. buying behavior
c. consumer
socialization d. response
behavior
e. consumer perception
ANSWER: b
POINTS: 1
16. People who purchase products for personal or household use and do not buy products for business
purposes are called the:
a. ultimate
consumers. b.
initiators.
c. organizational buyers.
d. commercial
consumers. e.
gatekeepers.
ANSWER: a
POINTS: 1

Behavior
17. The five major stages of the consumer buying decision process, in order, are
a. information search, establishment of product criteria, evaluation of alternatives, purchase, and post
purchase evaluation.
b. problem recognition, information search, evaluation of alternatives, purchase, and post purchase
evaluation. c. problem recognition, information search, evaluation of alternatives, pre purchase
evaluation and purchase. d. information search, evaluation of alternatives, purchase, trial adoption period,
and post purchase evaluation. e. problem recognition, purchase, evaluation of alternatives, post purchase
evaluation, and rebuy.
ANSWER: b
POINTS: 1
18. Which of the following statements about the consumer buying decision process is true?
a. Consumers progress through the five stages of this process for all limited problem-solving decisions.
b. Although all of the steps in the process are used in all decision processes, the order tends to depend
on the customer's level of involvement.
c. The key element of the process that exists in all consumer buying decision processes is the purchase
of the product.
d. Once the purchase of a product has been made, the consumer buying decision process is
complete. e. The buying decision process can be affected by situational, social, and psychological
influences.
ANSWER: e
POINTS: 1

Behavior
19. Problem recognition occurs when a
consumer:
a. searches for information to resolve a problem.
b. becomes aware that there is a difference between a desired state and an actual
condition. c. recognizes a need.
d. evaluates her or his purchase.
e. is exposed to a television advertisement.
ANSWER: b
POINTS: 1
20. When Julia goes for the first class of her Operations Management course, she finds out that in addition to
the textbook she already purchased, she also needs a copy of the book The Goal. Julia is in the
stage of the consumer buying decision process.
a. purchase
b. evaluation of
alternatives c. problem
recognition
d. information search
e. pre purchase evaluation
ANSWER: c
POINTS: 1
DIFFICULTY: Difficulty: Moderate
KEYWORDS: Bloom's: Application

Behavior
21. Stefanie is shopping for groceries at her local supermarket. As she picks up laundry detergent, she sees the
display of bathroom cleaners and remembers that she is about to run out of it at home. Stefanie tries to
remember the specific brand that she used last time, because she thought that was the best in terms of
performance and value. In terms of the consumer buying decision process, Stefanie’s trying to remember
what brand she last used is an example of .
a. internal information
search b. evaluation of
alternatives
c. post purchase evaluation
d. evaluation of
alternatives e. post
purchase evaluation
ANSWER: a
POINTS: 1
LEARNING OBJECTIVES:
FOM.PRID.15.06.01
NATIONAL STANDARDS: United States - BUSPROG:
Analytic
CORPORATE STANDARDS: DISC:
Strategy
22. Within the information search step of the consumer buying decision process, the two primary aspects that exist
are:
a. consideration and evoked
sets.
b. personal information and non-personal
information. c. selective retention and selective
distortion.
d. internal search and external
search.
e. company-produced information and internal
information.
ANSWER: d
POINTS: 1
FOM.PRID.15.06.01
Analytic
Behavior
Strategy

Behavior
23. Jeff needs to buy his textbooks for the coming semester of college. It is only two weeks before the first day of
class, and he still has not made a purchase. Jeff wants to buy them somewhere other than the bookstore since
he is still living at his parents’ home and won’t be on campus until the day before class. Jeff goes online and
looks for sites that sell the textbook. Then he remembers that one of his friends had said something earlier
about finding the book for a great price. Jeff then calls his friend to get the name of the site. In terms of Jeff’s
buying decision process, his calling a friend was .
a. problem recognition
b. internal informational
search c. external information
search d. cognitive dissonance
e. evaluation of alternatives
ANSWER: c
POINTS: 1
DIFFICULTY: Difficulty: Challenging
KEYWORDS: Bloom's: Analysis
24. When Trevor realizes his liquor cabinet supply is exhausted due to last weekend's party, he thinks about all
the types of liquor he would like and also seeks suggestion from the clerk at the store. Trevor then considers
each possible alternative. In doing so, Trevor has placed the types of liquor in a(n):
a. evaluative set.
b. alternative
set. c. evoked
set.
d. routinized
set. e. internal
set.
ANSWER: c
POINTS: 1

Behavior
25. When, in their information search, consumers focus on communication with friends and relatives, they are utilizing
_____
sources. a.
internal
b. personal
c. marketer-
dominated d. direct
e. organizational
ANSWER: b
POINTS: 1
26. In the consumer buying decision process, the information search

stage: a. yields a group of brands that a buyer views as possible
alternatives. b. involves a buyer becoming aware of the need for a
product.
c. is not necessary when the buyer is involved in extensive decision
making. d. occurs immediately after evaluation of alternatives.
e. is lengthy for routine response buying behavior.
ANSWER: a
POINTS: 1

Behavior
27. During which stage of the consumer buying decision process does a consumer finally decide the seller from
whom he will buy the product?
a. Internal search
b. External
search
c. Post purchase
evaluation d. Purchase
e. Problem recognition
ANSWER: d
POINTS: 1
CORPORATE STANDARDS: DISC: Marketing Plan
28. When shopping for a detergent, Josh looks at Tide, Fresh Start, Surf, and All; and chooses the one that is on sale.
These four brands make up his
set. a. alternate
b. purchase
c.
consideration
d. problem
e. imposed
ANSWER: c
POINTS: 1

Behavior
29. In shopping for a new laptop computer for her master’s degree program, Jocelyn has narrowed the
alternatives to four brands. She is considering Dell, Toshiba, Sony, and Hewlett-Packard. These four brands
make up Jocelyn's: a. awareness set.
b. evoked set.
c. framing
set.
d. external
search. e. inert
set.
ANSWER: b
POINTS: 1
30. A group of brands that a consumer views as alternatives for possible purchase is called a(n):
a. evoked set.
b. awareness
set. c. inert set.
d. external source.
e. evaluation criteria.
ANSWER: a
POINTS: 1

Behavior
31. Evaluative criteria for brands within the consideration set are both:
a. selective and expansive.
b. objective and subjective.
c. internal and external.
d. extended and
routinized. e. perceptive
and selective.
ANSWER: b
POINTS: 1
FOM.PRID.15.06.01
Analytic
CORPORATE STANDARDS: DISC: Marketing
Plan
32. A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to have
several attributes. It must use plain paper, be able to make copies, be compatible with all other fax machines,
and not require a separate phone line. The buyer has expressed his or her:
a. cognitive
dissonance.
b. service
characteristics. c.
consideration set.
d. evaluative
criteria.
e. information search
criteria.
ANSWER: d
POINTS: 1
FOM.PRID.15.06.01
Analytic
CORPORATE STANDARDS: DISC: Marketing
Plan
Behavior
33. 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. Post purchase evaluation
ANSWER: d
POINTS: 1
34. Claire is beginning to wonder if she has made the right decision about purchasing a new HP Laptop after she
sees
a friend with a new Dell. Claire’s doubt whether she made the right decision occurs during the of the
buying
decision process.
a. cognitive dissonance
phase b. purchase phase
c. evaluation of alternatives
phase d. information search
phase
e. post purchase evaluation phase
ANSWER: e
POINTS: 1

Behavior
35. After purchasing a new Lexus, Brandon sees an Infinity pass by on the street and begins to wonder if he
made the right choice. Brandon is experiencing:
a. routinized response
behavior. b. cognitive
dissonance.
c. situational
involvement. d.
alternative evaluation. e.
enduring involvement.
ANSWER: b
POINTS: 1
36. After purchasing a product, post purchase evaluation may result in cognitive dissonance. Cognitive dissonance is:
a. the congruence between external and internal searches for available primary and secondary
product information.
b. a function of the manner in which the manufacturer of the product describes its
attributes. c. a person’s interest in a high-cost product or product category that is ongoing
and long-term. d. the establishment of criteria for comparing purchase products.
e. doubts that occur because the buyer questions whether the decision to purchase the product was right.
ANSWER: e
POINTS: 1

Behavior
37. 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.
ANSWER: d
POINTS: 1
38. Many aspects of consumer buying decisions are affected by the individual's level of involvement.
Level of involvement is:
a. the importance and intensity of interest in a product in a particular
situation. b. the buyer's perception, motives, and abilities.
c. the circumstances, time, and location that affect the consumer buying process.
d. the particular circumstance or environment in which consumers find
themselves. e. a combination of an individual's demographic factors.
ANSWER: a
POINTS: 1
TOPICS: A-Head: Types of Consumer Decision Making and Level of Involvement

Behavior
39. Justin is purchasing his third car in the past five years. He has been a car enthusiast ever since he was a
young boy. Justin likes to spend his free time looking at car magazines, going to car shows, and watching
NASCAR. Justin's interest in cars is referred to as:
a. situational
involvement. b. dynamic
involvement.
c. enduring
involvement. d.
tapering involvement.
e. routinized involvement.
ANSWER: c
POINTS: 1
40. A major determining factor in deciding which type of problem-solving process should be used depends on the
individual's intensity of interest in a product and the importance of the product for that person. This is known
as an individual's:
a. motivational structure.
b. routinized response
behavior. c. level of
involvement.
d. cognitive
dissonance. e. criteria
of evaluation.
ANSWER: c
POINTS: 1

Behavior
41. Claire will be traveling to London next month for an official conference. Therefore, she has decided to retire
the old college luggage for a more professional-looking version and has begun to evaluate various brands.
Claire is most likely facing in this particular purchase.
a. enduring
involvement
b. perceptual
involvement c. internal
retention
d. situational
involvement e. selective
retention
ANSWER: d
POINTS: 1
FOM.PRID.15.06.02
Analytic
Customer
42. The three most widely recognized types of consumer decision making
are:
a. limited decision making, extended decision making, and routinized response
behavior. b. extended decision making, enduring decision making, and situational
decision making. c. planned decision making, impulse buying, and limited decision
making.
d. internal decision making, external decision making, situational
behavior. e. responsive behavior, planned behavior, and impulsive
decision making.
ANSWER: a
POINTS: 1
FOM.PRID.15.06.02
Analytic
Strategy

Behavior

Behavior
43. While shopping at a local grocery store, Tim sees a display of his favorite brand of energy drink. He buys
some to take home for the weekend. This purchase process would be described as:
behavior. b. extended decision
making.
c. limited decision
making. d. situational
awareness.
e. enduring involvement.
ANSWER: a
POINTS: 1
44. Which of the following consumer decision making processes will probably be used in purchasing
toothpaste?
a. Extended decision making
b. Routinized response
behavior c. Enduring
involvement
d. Limited decision
making e. Perceptual
mapping
ANSWER: b
POINTS: 1

Behavior
45. Evan has just shifted to a new apartment in the suburbs. Currently, he is making purchases for his new
apartment.
His purchase of would most likely be done through extended decision making
behavior. a. a new suit
b. bed sheets
c. bath
towels
d. flat screen TV
e. groceries
ANSWER: d
POINTS: 1
FOM.PRID.15.06.02
Analytic
Customer
46. Which of the following buying situations is most consistent with routinized response behavior?
a. Ian buying his first pair of basketball
shoes b. Molly buying a new set of tires for
her car c. Aaron buying a new fishing rod
and reel
d. Stephanie buying bottled
water
e. Bryan buying a new software
program
ANSWER: d
POINTS: 1
FOM.PRID.15.06.02
Analytic
Customer

Behavior
47. Stacy is going to the store to buy milk and cereal. She will most likely use in her consumer decision-
making process.
behavior b. limited decision
making
c. extended decision
making d. perceptual
mapping
e. enduring involvement
ANSWER: a
POINTS: 1
48. Routinized response behavior is displayed by a consumer when:

a. purchasing an unfamiliar product.
b. buying frequently purchased, low-cost items that need little effort.
c. an information search is extensive and may involve consulting with friends and family.
d. buying products that require a moderate amount of time for information gathering and
deliberation. e. he or she enters the problem recognition stage of the consumer buying decision
process.
ANSWER: b
POINTS: 1

Behavior
49. Cole’s smartphone is two years old and he would like to have a new one. He is not a gadget freak. However,
this time he wants to make sure that the phone he buys has a longer battery charge and better geographic
coverage, since he is travels three days a week for his new job. Cole is most likely to use for this
purchase.
a. routinized response behavior
b. limited decision making
behavior c. perceptual mapping
d. enduring involvement
e. extended decision making behavior
ANSWER: b
POINTS: 1
50. When a consumer purchases products occasionally or needs information about an unfamiliar brand in a
familiar product category, he or she will most likely engage in:
a. perceptual mapping.
b. routinized response
behavior. c. extended decision
making.
d. impulse searching.
e. limited decision making.
ANSWER: e
POINTS: 1

Behavior
51. When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely
engage in when deciding whether or not to purchase this new product.
a. extended decision
making b. limited decision
making
c. perceptual mapping
d. routinized response
behavior e. impulse buying
ANSWER: b
POINTS: 1
52. Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and thus
will do some comparison shopping before making a purchase decision. Jenny is engaging in:
a. routinized response behavior.
b. extended decision making
behavior. c. limited decision making
behavior.
d. impulse buying.
e. intensive problem solving.
ANSWER: c
POINTS: 1

Behavior
53. Kellogg's is introducing a new bran waffle for toasters. Television commercials will be a key element in
communicating the benefits associated with this product. Based on this approach of Kellogg’s, which of
the following types of decision making processes will Kellogg’s most likely expect from its customers?
a. Routinized response behavior
b. Limited decision making
behavior c. Extended decision
making
d. Impulse buying
e. Extensive response behavior
ANSWER: b
POINTS: 1
54. For which of the following products would a consumer most likely use limited decision making behavior?
a. Detergent
b. Toothpaste
c.
Automobile
d. Hair dryer
e. Soft drinks
ANSWER: d
POINTS: 1

Behavior
55. Extended decision making is the type of consumer decision making process that:
a. involves no conscious planning but rather a powerful and persistent urge to buy something.
b. comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products.
c. requires a moderate amount of time for information gathering and search from internal and
external resources.
d. is the creation and maintenance of a collection of products that satisfy a person's needs and
wants. e. requires very little search-and-decision effort and is practiced when buying low-cost and
frequently
purchased products.
ANSWER: b
POINTS: 1
56. Which of the following products would probably require extended decision making before a purchase?
a. Products purchased
frequently b. Low-involvement
products
c. Products that are purchased
routinely d. Expensive products
e. Products purchased as a result of social influences
ANSWER: d
POINTS: 1

Behavior
57. Jose and Teresa are searching for an apartment. Which of the following forms of decision-making processes
will best suit this purpose?
a. Extended decision making
behavior b. Limited decision making
behavior
c. Impulse buying
d. Routinized response
behavior e. Intensive response
behavior
ANSWER: a
POINTS: 1
58. Teri went to Sam’s Wholesale Club to shop for a party she was hosting on the weekend. She knew that she
could buy larger quantities of food items than she normally did, and it would also be much less expensive. She
checked everything off her list and proceeded to the checkout lines. Passing a display of fresh flowers, she
thought “Wouldn’t those be nice for the party?” She selected one of the bouquets and placed it in her cart.
Which of the following is most likely true in this scenario?
a. Teri is engaged in limited decision making when selecting the food for her party, and impulse buying
when selecting the flowers.
b. Teri is engaged in impulse buying when selecting the food for her party, and routinized response
behavior when selecting the flowers.
c. Teri is engaged in extended decision making when selecting the food for her party, and compulsive
response behavior when selecting the flowers.
d. Teri is engaged in limited decision making when selecting the food for her party, and cognitive
dissonance when selecting the flowers.
e. Teri is engaged in routinized response behavior when selecting the food for her party, and
compulsive response behavior when selecting the flowers.
ANSWER: a
POINTS: 1
Behavior
59. Marissa goes to Target to purchase school supplies for her two children. As she is approaching the check-out
counter, she sees a vase she just has to have and buys it immediately. Marissa's purchase of the vase is an
example of:
a. limited decision
making. b. impulse
buying.
c. routinized response
behavior. d. addictive
consumption.
e. extended decision
making.
ANSWER: b
POINTS: 1
FOM.PRID.15.06.02
Analytic
Strategy
60. Beth Hines is buying furniture for her apartment for the first time. She is spending considerable time and
effort comparing the products that different stores offer. Which type of decision making process is she
using?
a. Selective
b. Intensive
c. Extended
d. Impulsive
e. Routinized
ANSWER: c
POINTS: 1
FOM.PRID.15.06.02
Analytic
Strategy
Behavior
61. Mark is shopping for a new suit to wear to an important interview. He really wants to impress his
prospective employer and is shopping at many stores to find the right outfit. Martin is using which type of
consumer decision making process?
a. Routinized response
behavior b. Habitual response
c. Impulse buying
d. Extended decision
making e. Perceptual
mapping
ANSWER: d
POINTS: 1
62. 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.
ANSWER: d
POINTS: 1

Behavior
63. Grant Turner makes an appointment to visit with a new dermatologist in town because of recent bad sunburn.
When he arrives at the dermatologist's office, Grant notices a foul odor in the air, worn floor coverings,
cluttered rooms that have paint peeling from the walls, and poor lighting. However, the other patients in the
waiting room were talking about how much they liked the doctor. While Grant viewed the dermatologist as
competent, Grant
decided not to visit him again even though the dermatologist recommended a follow-up. Which situational
influences are most likely to have affected Grant's decision?
a. Social
surroundings b.
Momentary mood
c. Antecedent
states d. Purchase
reasons
e. Physical surroundings
ANSWER: e
POINTS: 1
64. Jessie was out with a group of friends this evening for dinner at a local restaurant and then a movie. While
the service at the restaurant was slow, and the food was not very good, Jessie still had a great time and left
with a positive opinion of the restaurant experience. Jessie’s purchase decision was likely influenced by
.
a. Physical
surroundings b. Social
surroundings
c. Purchase reasons
d. Buyer's momentary mood and
condition e. Pressures created by time
factors
ANSWER: b
POINTS: 1
Behavior

Behavior
65. 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.
ANSWER: a
POINTS: 1
66. 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.
ANSWER: d
POINTS: 1

Behavior
67. 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.
ANSWER: c
POINTS: 1
68. 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. changing or twisting received information.
e. remembering inputs that support personal feelings and beliefs and forgetting those that do not.
ANSWER: b
POINTS: 1

Behavior
69. 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.
ANSWER: e
POINTS: 1
70. Mario and his friend have been talking about their love for Bose headphones and speakers. Mario’s friend
mentions a consumer report that he read the week before that stated Bose products had higher prices but
lower quality than in previous years. Mario thought to himself that perhaps his friend had misread the report,
because Bose had
always been the best. This perceptual process is known as selective:
a. exposure.
b. distortion.
c. retention.
d. information.
e.
organization.
ANSWER: b
POINTS: 1

Behavior
71. 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.
ANSWER: a
POINTS: 1
72. Monique reads through her emails containing advertisements for sweaters from H&M, purses from JC Penney,
and tennis shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the
recent tear
in her own Reeboks. Monique has engaged in selective:
a.
distortion.
b.
exposure. c.
analysis. d.
retention.
e. organization.
ANSWER: d
POINTS: 1

Behavior
73. When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement.
This principle is called:
a.
interpretation.
b. retention.
c.
distortion.
d. closure.
e. framing.
ANSWER: d
POINTS: 1
74. Assignment of meaning to organized information inputs is best defined

as:
a. motivation.
b.
redefinition.
c. framing.
d.
interpretation.
e. selection.
ANSWER: d
POINTS: 1

Behavior
75. A salesperson at Best Buy tells Donovan that the Sony Notebook is one of the most reliable computer
notebooks ever made. Donovan, however, has just heard about a second Sony recall for this model because of
overheating. If Donovan engages in selective distortion, his most likely response will be to:
a. buy the Sony Notebook without a second
thought. 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.
ANSWER: b
POINTS: 1
DIFFICULTY: Difficulty: Challenging
FOM.PRID.15.06.04
Analytic
Strategy
TOPICS: A-Head: Psychological Influences on the Buying Decision
Process
KEYWORDS: Bloom's: Analysis
76. 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. framing.
ANSWER: c
POINTS: 1
FOM.PRID.15.06.04
Analytic

Behavior
Customer
Process

Behavior
77. 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.
ANSWER: a
POINTS: 1
78. 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 highest level to basic 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, esteem, and self-actualization.
e. physiological, esteem, safety, self-actualization, and psychological.
ANSWER: d
POINTS: 1

Behavior
79. 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 basic needs to be met, for most
individuals. c. safety needs include the need for food, clothing, and shelter.
d. levels of needs are different for everyone, and people try to satisfy them in a different
order. e. esteem needs include people’s desire respect and recognition from others.
ANSWER: e
POINTS: 1
80. Shortly after moving into their new home, Mark and Katherine Gould purchased and installed smoke detectors
and an alarm system. With respect to Maslow’s hierarchy of needs, the Goulds are concerned about fulfilling
their need for:
a. survival.
b. safety.
c. self-
actualization. d.
esteem.
e. belonging.
ANSWER: b
POINTS: 1

Behavior
81. People's needs to grow, develop, and achieve their full potential are referred to by Maslow as
needs. a. self-realization
b. esteem
c. self-
actualization d.
social
e. safety
ANSWER: c
POINTS: 1
82. The U.S. Army recruits soldiers based on the slogan, "An army of one," implying that people can reach their
full
personal potential in the U.S. Army. In accordance with Maslow’s hierarchy of needs, this is an appeal to the
_____
needs. a.
safety
b. esteem
c. self-
actualization d.
physiological
e. social
ANSWER: c
POINTS: 1

Behavior
83. Psychological influences that determine where a person purchases products on a regular basis are called:
a. convenience
responses. b. patronage
motives.
c. shopping motives.
d. pattern
responses. e.
routine decisions.
ANSWER: b
POINTS: 1
FOM.PRID.15.06.04
Analytic
Customer
Process
84. Luis likes shopping at Stein Mart, a discount department store, because he likes the prices, products, and
services the store provides. His selection of this store as a regular stop when shopping is influenced by
motives.
a. self-
concept b.
self-image
c.
projective
d. depth
e. patronage
ANSWER: e
POINTS: 1
FOM.PRID.15.06.04
Analytic
Customer

Behavior
Process

Behavior
85. Salina is shopping for low-calorie frozen dinners to take to work for lunch. Salina has always been mindful of
the total calories and the number of fat grams in these dinners. However, after reading an article about the high
sodium counts in frozen meals and the maximum grams of sodium a woman should eat daily, she now pays
attention to the sodium as well. The changes in Salina’s thought processes and behavior caused by this
information is called:
a. learning.
b. attitude formation.
c. patronage
motives.
d. self-actualization
needs. e. selective
distortion.
ANSWER: a
POINTS: 1
86. Marketers often provide consumers with information of their products, including free samples and trial
offers, to facilitate consumer:
a. patronage
motives. b. attitudes.
c. self-
concept. d.
distortion.
e. learning.
ANSWER: e
POINTS: 1

Behavior
87. Which of the following best defines
attitude?
a. The objective and subjective product characteristics that are important to a
buyer. b. A set of actions that a person in a particular position is supposed to
perform.
c. A competence in performing activities.
d. A sensation received through sight, taste, hearing, smell, and touch.
e. One's evaluation, feelings, and behavioral tendencies toward an object or idea.
ANSWER: e
POINTS: 1
88. Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that
best meets her needs. She has formed a(n) about Secret.
a. impression
b. consideration
set c. cognition
d. attitude
e. self-concept
ANSWER: d
POINTS: 1

Behavior
89. Cognitive, affective, and behavioral are the three major components
of:
a. self-
concept. b.
motives.
c. selective
retention.
d. consumer
socialization. e. attitudes.
ANSWER: e
POINTS: 1
FOM.PRID.15.06.04
Analytic
Customer
Process
90. Which of the following consumer research methods consists of a series of adjectives, phrases, or sentences
regarding an object, with subjects indicating the intensity of their feelings toward this object by reacting to
these adjectives, phrases, or sentences?
a. Projective
specification b.
Patronage clarification c.
Group interview
d. Attitude scale
e. Depth
interview
ANSWER: d
POINTS: 1
FOM.PRID.15.06.04
Analytic
Strategy

Behavior
Process

Behavior
91. Melanie prefers to shop at Target for most of her household needs even though the same products and brands
are available at Kmart. She prefers the service, location, and friendliness of the employees at Target. Melanie's
reasons that influence her decision to shop at Target are called:
a. self-actualization
needs. b. learning
processes.
c. patronage
motives. d. product
attitudes.
e. retailer attitudes.
ANSWER: c
POINTS: 1
92. An attitude scale measures the:

a. strength of a buyer's need for a product.
b. buyer's level of information about a product.
c. amount of experience the buyer has had with the
product. d. intensity of a buyer's feelings toward a certain
object.
e. intensity of a buyer's desire for the product.
ANSWER: d
POINTS: 1

Behavior
93. Changing people's attitudes toward a firm and its marketing program
is:
a. simple when advertisements are used.
b. impossible, even if the firm uses advertisements.
c. a long, expensive, and difficult task that may require extensive advertising
campaigns. d. unnecessary, since consumer attitudes are of little importance.
e. rarely attempted through the use of marketing practice.
ANSWER: c
POINTS: 1
94. Hereditary characteristics combined with personal experiences that together make an individual unique, form
one’s:
a. self-concept.
b. patronage motive.
c. physiological
need. d. personality.
e. lifestyle.
ANSWER: d
POINTS: 1

Behavior
95. Shane spends most of his free time participating in extreme sports and traveling to exotic locations with a
group of close friends who share his interests and opinions about most things. This is a description of Shane's:
a. self-
concept. b.
lifestyle.
c. physiological
need. d. patronage
motive. e. role.
ANSWER: b
POINTS: 1
96. A consumer's buying decisions are affected in part by the people around him or her. Such people and the
forces they exert on an individual buyer are called:
a. patronage
motives. b. social
influences.
c. physiological needs.
d. personality influences.
e. self-actualization needs.
ANSWER: b
POINTS: 1

Behavior
97. Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local
parent/teacher organization and a coach for her daughter’s soccer team. The actions and activities associated
with each of these positions constitute Carla’s:
a. physiological
needs. b. role.
c. patronage
motives. d. beliefs.
e. safety needs.
ANSWER: b
POINTS: 1
98. Shaun is shopping with his dad to buy his first baseball glove for Little League. He listens to his dad talk to the
salesperson at the sporting goods store, watches him examine the stitching in the glove and then rub his finger
over the leather palm. Shaun's observations are part of his:
a. patronage motives.
b. attitude development.
c. purchasing evaluation.
d. consumer
socialization. e.
consumer attitude.
ANSWER: d
POINTS: 1

Behavior
99. Children often achieve by observing parents and older siblings in purchase situations and then through
their own purchase experiences.
a. consumer
socialization b.
patronage motives
c. role conflict
d. cognitive
dissonance e. selective
distortion
ANSWER: a
POINTS: 1
100. Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where
the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have
new cars. In these instances, Jennifer is influenced by:
a. a patronage
motive. b. a
reference group. c. a
consideration set. d. a
knowledge base. e. a
role conflict.
ANSWER: b
POINTS: 1

Behavior
101. The three major types of reference groups
are:
a. membership, aspirational, and
advocacy. b. advocacy, avoidance, and
approach.
c. aspirational, disassociative, and
membership. d. actual, implied, and desired.
e. autonomic, syncretic, and disassociative.
ANSWER: c
POINTS: 1
102. Stuart’s little brother Kyle joined the Boy Scouts recently. Stuart notices that in addition to wearing the Boy
Scout uniform, Kyle has been better about keeping his everyday clothes neat and clean, has been searching
online for camping gear, and has become interested in “green” products. Stuart believes that the Boy Scouts
are now a reference group for Kyle because he:
a. has taken on many of the values, attitudes, or behaviors of group
members. b. became a formal member of the group.
c. became familiar with the group's activities.
d. looked for information from members of the group regarding buying
decisions. e. cannot control his involvement with the group.
ANSWER: a
POINTS: 1

Behavior
103. Which of the following statements regarding social class is true?
a. Within a social class, income remains the same among all members.
b. The criteria used to group people into social classes’ remains the same in all societies.
c. A social class is an open aggregate of people with similar social
ranking. d. A social class has no influence on people’s saving and credit
practices.
e. Within a social class, spending habits remain the same among all members.
ANSWER: c
POINTS: 1
Scenario 6.1
Use the following to answer the questions.
Consumers use information from many sources when making purchasing decisions, including information from
friends and family members. One of the most dissatisfying consumer experiences is with auto repair. Aware of
this, Kate has asked several of her friends and family members where they have their cars repaired, since she
has experienced a problem starting her car when the weather is cold. Kate has heard that Skola's Auto Repair
has reasonable prices, but it can be difficult to get an appointment. Steve, one of Kate’s friends, had a very
poor experience with Skola's. However, once he complained to them, they fixed the situation and now he
prefers their auto repair shop over others.
104. Refer to Scenario 6.1. The type of decision making behavior that Kate is expressing to select an auto repair
shop would be:
a. enduring involvement.
b. extended decision making.
c. routinized response
behavior. d. perceptual
mapping.
e. limited decision making.
ANSWER: e
POINTS: 1
Behavior

Behavior
105. Refer to Scenario 6.1. One of the dissatisfied customers of Skola's Auto Repair told his friend about his
experience.
The friend has been a long-time Skola's customer and the next day, didn't remember what he told her. This
is an example of:
a. perceptive
perception. b. selective
exposure.
c. selective distortion.
d. receptive
exposure. e. selective
retention.
ANSWER: e
POINTS: 1
FOM.PRID.15.06.04
Analytic
Customer
Process
106. Refer to Scenario 6.1. The change in Steve's behavior toward Skola's Auto Repair, caused by the
company's response to his complaint, is a function of:
a. perception.
b. motivation.
c. attitudes.
d. learning.
e.
influence.
ANSWER: d
POINTS: 1
FOM.PRID.15.06.04
Analytic
Customer

Behavior
Process

Behavior
107. Refer to Scenario 6.1. Positive feelings generated by satisfaction with Skola's response will become part of
Steve's:
a. consideration
set. b. motives.
c. selective
retention. d.
response.
e. attitude.
ANSWER: e
POINTS: 1

Behavior
Scenario 6.2
Use the following to answer the questions.
Both the Racer and the Strider were very popular choices for family vans. Racer noticed that the majority of
its customers were families with 3 or more children, and so they developed commercials that featured larger
families. They also produced commercials that featured Hispanic-looking actors and for some markets, in
Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened
to an advertisement on the television about the Strider, she noticed that the Strider cost about $27,000 and had
gas mileage of about 17 mpg. She recalled an earlier ad for the Racer, which also cost about $27,000, but had
gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Racer ad, showing the
children in the back seats having plenty of room, watching the DVD players, and having their own sound
controls. When she spoke to Carlos, her husband, about how much she liked the Racer van, he replied that it
had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine
ad that supported his claim of the 16 mpg for the Racer. Alicia couldn't believe that she had made such an
error in hearing what the gas mileage was for the Racer and the Strider.
108. Refer to Scenario 6.2. Since Alicia and Carlos were using gas mileage as one of their assessment criteria,
they are most likely in the phase of the consumer buying process.
a. problem
recognition b.
external search
c. evaluation of
alternatives d. purchase
e. post-purchase
ANSWER: c
POINTS: 1

Behavior
109. Refer to Scenario 6.2. The fact that Alicia had remembered the gas mileage of the Racer incorrectly is most
likely
an example of:
a. selective
expression. b.
selective retention.
c. perceptual
extension. d.
perceptual bias.
e. selective distortion.
ANSWER: e
POINTS: 1
110. Refer to Scenario 6.2. Carlos' knowledge of the correct gas mileage is an example of the
component(s) of his attitude toward the Racer.
a. cognitive
b.
behavioral c.
affective
d. affective and cognitive
e. behavioral and
affective
ANSWER: a
POINTS: 1

Behavior
111. Refer to Scenario 6.2. Racer’s production of commercials that featured Hispanic actors and the Spanish
language
is an example of marketing to:
a. cultural self-
concepts. b. social
classes.
c.
subcultures.
d. roles.
e. social strata.
ANSWER: c
POINTS: 1
DISC: Strategy
112. A consumer market consists of buyers intending to use the product with the main purpose of making a
profit. a. True
b. False
ANSWER: False
POINTS: 1
113. Buying behavior refers to the decision processes and acts of people involved in buying and using
products. a. True
b. False
ANSWER: True
POINTS: 1
Behavior

Behavior
114. The actual act of purchase is the second stage of the consumer buying decision
process. a. True
b. False
ANSWER: False
POINTS: 1
115. Once initiated, the consumer buying decision process always leads to a
purchase. a. True
b. False
ANSWER: False
POINTS: 1
116. Problem recognition speed can vary from rapid to

slow. a. True
b. False
ANSWER: True
POINTS: 1

Behavior
117. An information search, once completed, should identify for the buyer the one brand that he or she views as the
best alternative.
a. True
b. False
ANSWER: False
POINTS: 1
118. When evaluating the alternatives, the buyer rates and eventually ranks the brands in the consideration
set. a. True
b. False
ANSWER: True
POINTS: 1
119. The evaluative criteria are objective but not subjective product characteristics that are important to a specific
buyer when purchasing a product.
a. True
b. False
ANSWER: False
POINTS: 1

Behavior
120. A marketer's use of framing can make a product characteristic seem more important to a consumer and
can facilitate its recall from memory.
a. True
b. False
ANSWER: True
POINTS: 1
121. During the evaluation of alternatives stage of the consumer buying decision process, the buyer selects the
seller from whom he or she will purchase the product.
a. True
b. False
ANSWER: False
POINTS: 1
122. The terms of sale are negotiated during the evaluation of alternatives stage of the consumer decision-
making process.
a. True
b. False
ANSWER: False
POINTS: 1

Behavior
123. Some of the criteria used in the evaluation of alternatives stage of the consumer buying decision process are
also used during the postpurchase evaluation stage.
a. True
b. False
ANSWER: True
POINTS: 1
124. Product availability plays a major role in the purchase stage. If the highest-ranked product is
unavailable, the consumer will most likely purchase the brand ranked second.
a. True
b. False
ANSWER: True
POINTS: 1
125. The choice of a seller may actually affect the final product selection during the purchase stage of the
consumer buying decision process.
a. True
b. False
ANSWER: True
POINTS: 1

Behavior
126. Dissatisfaction may occur shortly after a purchase; this is called cognitive
dissatisfaction. a. True
b. False
ANSWER: False
POINTS: 1
127. If a person's interest in the product category is ongoing and long term, it is referred to as situational
involvement. a. True
b. False
ANSWER: False
POINTS: 1
128. Involvement that is temporary and results from a specific set of circumstances is called situational
involvement. a. True
b. False
ANSWER: True
POINTS: 1

Behavior
129. Involvement level is one factor that affects a consumer's selection of a type of problem-solving
process. a. True
b. False
ANSWER: True
POINTS: 1
130. High involvement products tend to be those that are expensive and visible to
others. a. True
b. False
ANSWER: True
POINTS: 1
CORPORATE STANDARDS: DISC: Product
131. Buyers are engaged in limited decision making behavior when purchasing frequently bought, low-cost items
needing very little decision effort.
a. True
b. False
ANSWER: False
POINTS: 1

Behavior
132. Buyers engage in extended decision making behavior when unfamiliar, expensive, or infrequently
purchased products are bought.
a. True
b. False
ANSWER: True
POINTS: 1
133. When making habitual purchases, a consumer engages in extended decision making
behavior. a. True
b. False
ANSWER: False
POINTS: 1
134. Situational influences generally have the greatest influence during the problem recognition of the consumer
buying decision process.
a. True
b. False
ANSWER: False
POINTS: 1

Behavior
135. There are situational influences that cannot be
controlled. a. True
b. False
ANSWER: True
POINTS: 1
136. Situational influences can be classified into five different categories including physical surroundings,
social surroundings, personality, purchase reason, and time perspective.
a. True
b. False
ANSWER: False
POINTS: 1
137. Situational influences would likely not affect a high school senior searching for a college or university to
attend. a. True
b. False
ANSWER: False
POINTS: 1

Behavior
138. An electronics store puts a large screen TV, wired for surround sound, in a quiet corner of the store with
couches and a rug, and plays a recently released movie. These actions give the display the look of a family
room or den. The store is using the physical surroundings as a way to influence purchase decisions.
a. True
b. False
ANSWER: True
POINTS: 1
139. Social surroundings during the purchase decision do not include the presence of a
salesperson. a. True
b. False
ANSWER: False
POINTS: 1
140. Time dimensions on the buying decision include how long it may take to become knowledgeable about a
product. a. True
b. False
ANSWER: True
POINTS: 1

Behavior
141. The time that a buyer has to make a purchase decision is a situational
influence. a. True
b. False
ANSWER: True
POINTS: 1
142. Psychological influences operate within individuals to determine, in part, their behavior as
consumers. a. True
b. False
ANSWER: True
POINTS: 1
143. Perception is a process in which an individual selects, organizes, and interprets information received
through the sense organs.
a. True
b. False
ANSWER: True
POINTS: 1

Behavior
144. A person receives information inputs through the
senses. a. True
b. False
ANSWER: True
POINTS: 1
145. The phenomenon of selective exposure is associated with

perception. a. True
b. False
ANSWER: True
POINTS: 1
146. An information input is less likely to reach awareness if it is related to an event that the person is
anticipating. a. True
b. False
ANSWER: False
POINTS: 1

Behavior
147. If an information input is useful in satisfying a person's current needs, it is more likely to reach
awareness. a. True
b. False
ANSWER: True
POINTS: 1
148. When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the
information to bring it more in line with those beliefs.
a. True
b. False
ANSWER: True
POINTS: 1
149. Information inputs that reach awareness are received in an organized

form. a. True
b. False
ANSWER: False
POINTS: 1

Behavior
150. Marketers can control the perception of potential
buyers. a. True
b. False
ANSWER: False
POINTS: 1
151. A consumer may receive a marketer's information and perceive it differently from the way the marketer
intended. a. True
b. False
ANSWER: True
POINTS: 1
152. A buyer's actions at any point in time are affected by one major
motive. a. True
b. False
ANSWER: False
POINTS: 1

Behavior
153. Motives can affect the direction and intensity of
behavior. a. True
b. False
ANSWER: True
POINTS: 1
154. In Maslow's hierarchy of needs, the most fundamental need is

safety. a. True
b. False
ANSWER: False
POINTS: 1
155. Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's
social needs.
a. True
b. False
ANSWER: True
POINTS: 1

Behavior
156. Patronage motives influence where one purchases products on a regular
basis. a. True
b. False
ANSWER: True
POINTS: 1
157. By giving out free samples, a marketer is trying to influence the direct experiences of consumers even before
they purchase products.
a. True
b. False
ANSWER: True
POINTS: 1
158. An attitude consists of one's evaluation feelings and behavioral tendencies toward an object or
idea. a. True
b. False
ANSWER: True
POINTS: 1

Behavior
159. Just as attitudes are learned, they can be
changed. a. True
b. False
ANSWER: True
POINTS: 1
160. An attitude scale is useful in helping to measure the intensity of

feelings. a. True
b. False
ANSWER: True
POINTS: 1
161. Marketers may try to change consumers' attitudes toward a product if they feel that a significant
number of consumers have strong negative attitudes toward it.
a. True
b. False
ANSWER: True
POINTS: 1

Behavior
162. One's personality is a set of internal traits and distinct behavioral tendencies that result in consistent
patterns of behavior in certain situations.
a. True
b. False
ANSWER: True
POINTS: 1
163. A person's self-concept may affect whether the person buys a product in a particular product category, but
it has little impact on brand selection.
a. True
b. False
ANSWER: False
POINTS: 1
164. Consumers' buying decisions are not affected by other

people. a. True
b. False
ANSWER: False
POINTS: 1

Behavior
165. A role consists of a set of actions and activities that a person in a particular position is expected to
perform. a. True
b. False
ANSWER: True
POINTS: 1
166. Family influences are not directly related to purchasing

decisions. a. True
b. False
ANSWER: False
POINTS: 1
167. Consumer socialization is the process through which a person acquires the knowledge and skills to function
as a consumer.
a. True
b. False
ANSWER: True
POINTS: 1

Behavior
168. Consumers' purchasing decisions and brand decisions may be influenced strongly by reference
groups. a. True
b. False
ANSWER: True
POINTS: 1
169. A reference group acts as a point of comparison and as a source of information for an
individual. a. True
b. False
ANSWER: True
POINTS: 1
170. When a product is a conspicuous one, reference-group influence is more likely to affect the brand
decision. a. True
b. False
ANSWER: True
POINTS: 1

Behavior
171. Jon's colleagues at work want to take a skiing trip. Jon grew up in Colorado and learned to ski as a young
child so the group consults him about the best slopes and ski gear needed for the trip. Jon's role is that of an
opinion leader. a. True
b. False
ANSWER: True
POINTS: 1
172. An opinion leader provides information and is viewed as an authority on all spheres of interest for reference-
group participants.
a. True
b. False
ANSWER: False
POINTS: 1
173. Income is the key factor in determining a person's social

class. a. True
b. False
ANSWER: False
POINTS: 1

Behavior
174. A social class is a closed aggregate of individuals with similar social
ranking. a. True
b. False
ANSWER: False
POINTS: 1
175. Social classes are referred to as open aggregates of individuals because people can move into and out of
them. a. True
b. False
ANSWER: True
POINTS: 1
176. The criteria used to group people into classes are basically the same in all
societies. a. True
b. False
ANSWER: False
POINTS: 1

Behavior
177. Expecting ethical business behavior reflects our
culture. a. True
b. False
ANSWER: True
POINTS: 1
NATIONAL STANDARDS: United States - BUSPROG: Ethics
178. The values, knowledge, beliefs, customs, objects, and concepts of a society affect how people make
purchasing decisions.
a. True
b. False
ANSWER: True
POINTS: 1
179. Changes in culture do not affect product

development. a. True
b. False
ANSWER: False
POINTS: 1
CORPORATE STANDARDS: DISC: Product

Behavior
180. The values, needs, interests, shopping patterns, and buying habits of various subcultures must be
considered if a business wants to succeed.
a. True
b. False
ANSWER: True
POINTS: 1
181. A person can be a member of only one

subculture. a. True
b. False
ANSWER: False
POINTS: 1
182. Not all the behavioral patterns and values attributed to specific subcultures apply to every member of that
specific subculture.
a. True
b. False
ANSWER: True
POINTS: 1

Behavior
183. Marketers must consider the different nationalities represented within the Hispanic and Asian-
American subcultures because of the unique culture, history, and buying patterns of each ethnic
group.
a. True
b. False
ANSWER: True
POINTS: 1


Foundations of Marketing 6th Edition Pride Test Bank 1

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Foundations of Marketing 6th Edition Pride Test Bank 1

Uploaded by

Copyright:

Available Formats

Chapter 6 - Consumer Buying

Solution Manual for

Powered by Cognero Page 1

Powered by Cognero Page 2

Powered by Cognero Page 4

Powered by Cognero Page 5

Powered by Cognero Page 6

Powered by Cognero Page 8

ANSWER: Culture is the accumulation of values, knowledge, beliefs, customs, objects,

ANSWER: U.S. marketers focus on three major ethnic subcultures: African

Powered by Cognero Page 9

Powered by Cognero Page 10

Powered by Cognero Page 11

Powered by Cognero Page 12

Powered by Cognero Page 14

Powered by Cognero Page 15

26. In the consumer buying decision process, the information search

Powered by Cognero Page 16

Powered by Cognero Page 17

Powered by Cognero Page 18

Powered by Cognero Page 20

Powered by Cognero Page 21

Powered by Cognero Page 22

Powered by Cognero Page 23

Powered by Cognero Page 24

Powered by Cognero Page 25

Powered by Cognero Page 26

Powered by Cognero Page 27

48. Routinized response behavior is displayed by a consumer when:

Powered by Cognero Page 28

Powered by Cognero Page 29

Powered by Cognero Page 30

Powered by Cognero Page 31

Powered by Cognero Page 32

62. The five categories of situational influences are:

Powered by Cognero Page 35

Powered by Cognero Page 37

66. Perception is a three-step process that involves:

Powered by Cognero Page 38

68. Selective exposure refers to:

Powered by Cognero Page 39

Powered by Cognero Page 40

Powered by Cognero Page 41

74. Assignment of meaning to organized information inputs is best defined

Powered by Cognero Page 42

Powered by Cognero Page 43

Powered by Cognero Page 44

Powered by Cognero Page 45

Powered by Cognero Page 46

Powered by Cognero Page 47

Powered by Cognero Page 48

Powered by Cognero Page 49

Powered by Cognero Page 50

Powered by Cognero Page 51

Powered by Cognero Page 52

Powered by Cognero Page 53

92. An attitude scale measures the:

Powered by Cognero Page 54

Powered by Cognero Page 55

Powered by Cognero Page 56

Powered by Cognero Page 57

Powered by Cognero Page 58

Powered by Cognero Page 59

Powered by Cognero Page 61