Marketing Core Concepts 2e; Pride

Chapter 6 - Consumer buying behaviour

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1.
According to consumer behaviour analysts, when a person's interest in a particular product category is ongoing and long-term it is described as
A.
situational involvement.
B.
routinised response behaviour.
C.
enduring involvement.
D.
limited problem solving.
E.
low involvement.
 


2.
While shopping at a Coles grocery store, Tom sees a display of his favourite brand of diet cola. He buys a six-pack to take home for the weekend. This purchase process would be described as
A.
routinised response behaviour.
B.
extended problem solving.
C.
limited problem solving.
D.
situational perception.
E.
enduring involvement.
 


3.
Melanie is going to the store to buy a litre of milk. She will most likely use ____________ in her consumer decision-making process.
A.
routinised response behaviour
B.
limited problem solving
C.
extended problem solving
D.
perceptual scanning
E.
evaluation of alternatives
 


4.
Routinised response behaviour is what a consumer does 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.
 


5.
Bran Cereals Corp is introducing a new bran based breakfast cereal to compete against Kellogg's. Television commercials will be a key element in communicating the benefits associated with this product. Bran Cereals Corp is expecting consumers to engage in what form of problem solving?
A.
Routinised response behaviour
B.
Limited problem solving
C.
Extended problem solving
D.
Impulse buying
E.
Extensive response behaviour
 


6.
Extended problem solving is the type of consumer problem-solving process that
A.
involves no conscious planning but rather a powerful and persistent urge to buy something.
B.
is the most complex problem-solving behaviour, which 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.
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.
 


7.
Simon and Nicole are buying furniture for their apartment for the first time. They are spending considerable time and effort comparing the products that different stores offer. Which type of problem-solving process are they using?
A.
Selective
B.
Intensive
C.
Extended
D.
Shopping
E.
Routinised
 


8.
Which of the following would a marketer not consider in studying the psychological influences of a consumer purchase decision?
A.
Attitudes toward a product
B.
learning challenges of using a new product
C.
family influences on purchase behaviour
D.
lifestyles that influence consumption,
E.
purchase motives
 


9.
As Jeff runs out of shaving cream, he immediately tries to remember what he did the last time this happened. He is engaging in
A.
external search.
B.
consideration set development.
C.
internal search.
D.
cognitive dissonance.
E.
alternative evaluation.
 


10.
All of the following are marketer-dominated sources of information except
A.
salespeople.
B.
advertising.
C.
packaging.
D.
friends.
E.
displays.
 


11.
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, be attractive looking and not require a separate phone line. The buyer has expressed his or her
A.
framing characteristics.
B.
service characteristics.
C.
consideration set.
D.
evaluative criteria.
E.
information search criteria.
 


12.
After purchasing a new Lexus, Chris sees a Jaguar pass by on the street and begins to wonder if he made the right choice. Chris is experiencing
A.
problem recognition.
B.
cognitive dissonance.
C.
internal search.
D.
alternative evaluation.
E.
framing.
 


13.
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.
 


14.
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.
 


15.
Maria reads through the newspaper fashion flyers containing advertisements for sweaters from Polo, purses from JC Penney, and sports 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.
 


16.
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.
 


17.
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, esteem.
B.
physiological, safety, esteem, social, self-actualisation.
C.
physiological, psychological, safety, social, esteem.
D.
physiological, safety, social, esteem, self-actualisation.
E.
physiological, esteem, safety, self-actualisation, psychological.
 


18.
In Maslow's hierarchy of needs, clothing is a ________________ appeal.
A.
physiological
B.
esteem
C.
self-actualisation
D.
psychological
E.
social
 


19.
The component of an attitude that comprises a consumer's feeling toward a product is the _____________ component.
A.
affective
B.
information
C.
knowledge
D.
behavioural
E.
cognitive
 


20.
The results of many studies have been inconclusive regarding the association between buyer behaviour and
A.
personality.
B.
perception.
C.
motives.
D.
social class.
E.
learning.
 


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