Archive for November 2017

Kathy has naturally curly hair and has often been disappointed with the haircuts she has received. When she moved to a new town, she approached her new office mates and several strangers with curly hair and asked them where they had their hair cut. She chose to spend considerable effort finding a new hair stylist based on the __________ associated with her purchase decision.

Kathy has naturally curly hair and has often been disappointed with the haircuts she has received. When she moved to a new town, she approached her new office mates and several strangers with curly hair and asked them where they had their hair cut. She chose to spend considerable effort finding a new hair stylist based on the __________ associated with her purchase decision.



a. physiological risk
b. financial risk
c. performance risk
d. reference group
e. evoked set



Answer: C

Andrea and Karl got married a year ago and are ready to move out of their apartment and into a new home. After looking at several houses, they have developed a list of features that are important to them and that are different among the homes they have visited. The features on their list are called

Andrea and Karl got married a year ago and are ready to move out of their apartment and into a new home. After looking at several houses, they have developed a list of features that are important to them and that are different among the homes they have visited. The features on their list are called



a. perceived risk factors.
b. trade-off elements.
c. short lists.
d. an evoked set.
e. determinant attributes.




Answer: E

Though he has never owned a Jaguar, Jerry thinks they are poorly made and have many mechanical problems. For Jaguar to sell Jerry a car, the company would need to change the __________ component of Jerry's attitude.

Though he has never owned a Jaguar, Jerry thinks they are poorly made and have many mechanical problems. For Jaguar to sell Jerry a car, the company would need to change the __________ component of Jerry's attitude.



a. social
b. cognitive
c. functional
d. affective
e. physiological





Answer: B

Jordana is buying a laptop computer to take on trips. Although she has looked at several brands, she refuses to buy a computer that weighs more than five pounds. Jordana is basing her decision on

Jordana is buying a laptop computer to take on trips. Although she has looked at several brands, she refuses to buy a computer that weighs more than five pounds. Jordana is basing her decision on



a. temporal factors.
b. a noncompensatory decision rule.
c. social factors.
d. a compensatory decision rule.
e. habitual decision making.



Answer: B

Postpurchase cognitive dissonance is especially likely for products that are

Postpurchase cognitive dissonance is especially likely for products that are



a. cheap, poorly made, and made of plastic.
b. simple, easily copied, and new.
c. psychologically soothing, purchased impulsively, and part of a consumer's evoked set.
d. expensive, infrequently purchased, and associated with high levels of risk.
e. personally valuable, antique, or foreign-made.



Answer: D

Black Friday, as the day after Thanksgiving has come to be known in the U.S., is a day marked by many special deals in most retail stores, including deep-discounted products available in limited quantities, called doorbusters, and designed to get shoppers into the store. But one danger of running out of the doorbuster deals is that a shopper may become angry or discouraged at failing to get the special item, and decide not to do any more shopping. This is an example of the impact of __________ on the consumer decision process.

Black Friday, as the day after Thanksgiving has come to be known in the U.S., is a day marked by many special deals in most retail stores, including deep-discounted products available in limited quantities, called doorbusters, and designed to get shoppers into the store. But one danger of running out of the doorbuster deals is that a shopper may become angry or discouraged at failing to get the special item, and decide not to do any more shopping. This is an example of the impact of __________ on the consumer decision process.



a. setting high expectations
b. perception
c. learning
d. lifestyle
e. the purchase situation





Answer: A

Generally, people buy one product or service instead of another because they

Generally, people buy one product or service instead of another because they



a. are unaware of key determinant attributes.
b. want to get the lowest price possible.
c. prefer to avoid doing extended problem solving.
d. have conducted a thorough internal search for information.
e. perceive it to be the better value for them.




Answer: E

Laura has a nearly new economy car, but she wants a Ford Mustang because she thinks it would be exciting to own one. If she decides to purchase a sports car such as the Mustang, she will be primarily fulfilling a __________ need.

Laura has a nearly new economy car, but she wants a Ford Mustang because she thinks it would be exciting to own one. If she decides to purchase a sports car such as the Mustang, she will be primarily fulfilling a __________ need.



a. postpurchase
b. safety
c. functional and psychological
d. functional
e. psychological




Answer: E

Beverage firms sometimes hire attractive young people to sit at fashionable bars, sipping the company's latest product offering. The firms hope these models will serve as a __________ and influence consumers.

Beverage firms sometimes hire attractive young people to sit at fashionable bars, sipping the company's latest product offering. The firms hope these models will serve as a __________ and influence consumers.



a. cognitive learning experiment
b. reference group
c. cultural determinant
d. risk avoider
e. evoked set




Answer: B

Brenda was planning a small dinner party and had gone to a new specialty food store with coupons she'd found in the food section of the paper. At the store, she also found a buy one, get one free deal and a gift offered with the purchase of a particular dessert. She altered the menu as a result of the __________ and ended up spending less than she'd planned.

Brenda was planning a small dinner party and had gone to a new specialty food store with coupons she'd found in the food section of the paper. At the store, she also found a buy one, get one free deal and a gift offered with the purchase of a particular dessert. She altered the menu as a result of the __________ and ended up spending less than she'd planned.



a. store atmosphere
b. in-store demonstrations
c. product placement
d. packaging
e. in-store promotion




Answer: E

Many teenagers, both male and female, have clothes they purchased in the past that they would not be caught dead in today. When they occasionally see those clothes hanging in the back of their closet, these teenagers probably feel

Many teenagers, both male and female, have clothes they purchased in the past that they would not be caught dead in today. When they occasionally see those clothes hanging in the back of their closet, these teenagers probably feel



a. postpurchase cognitive dissonance.
b. need recognition.
c. physiological risk.
d. psychological risk.
e. cognitive bias.




Answer: A

Before going on his first business trip to China, Brad asked his Chinese-American friend to advise him on customs and values common among the Chinese businesspeople he will likely encounter. Brad is trying to avoid __________ business blunders.

Before going on his first business trip to China, Brad asked his Chinese-American friend to advise him on customs and values common among the Chinese businesspeople he will likely encounter. Brad is trying to avoid __________ business blunders.



a. evoked
b. cultural
c. situational
d. cognitive
e. reference group



Answer: B

Last semester, Henri bought his textbooks over the Internet and saved a considerable amount of money. Classes start in a few days, and he needs to decide right away how and where to purchase his books. Henri will most likely engage in a __________ process.

Last semester, Henri bought his textbooks over the Internet and saved a considerable amount of money. Classes start in a few days, and he needs to decide right away how and where to purchase his books. Henri will most likely engage in a __________ process.



a. ritual consumption
b. affective decision
c. limited problem solving
d. impulse buying
e. extended problem solving




Answer: C

There are five types of risks associated with purchase decisions. Which of the following best describes a situation where your new car stalls in the middle of a busy intersection?

There are five types of risks associated with purchase decisions. Which of the following best describes a situation where your new car stalls in the middle of a busy intersection?



a. social risk
b. psychological risk
c. functional risk Incorrect
d. financial risk
e. physiological risk




Answer: B

Zappo's online shoe and clothing store has a unique way of dealing with abandoned shopping carts. If a site visitor places items into the shopping cart and then leaves the site without making a purchase, several days later Zappo's sends a humorous email saying, "Let us show you what your shopping cart did while you were gone," along with a photo of a cute dog intended to represent the shopping cart. This attention-getting device is designed to improve the site's

Zappo's online shoe and clothing store has a unique way of dealing with abandoned shopping carts. If a site visitor places items into the shopping cart and then leaves the site without making a purchase, several days later Zappo's sends a humorous email saying, "Let us show you what your shopping cart did while you were gone," along with a photo of a cute dog intended to represent the shopping cart. This attention-getting device is designed to improve the site's



a. selective perception.
b. conversion rate.
c. postpurchase dissonance.
d. position in the evoked set.
e. reference group influence.




Answer: B

Limited problem solving usually relies on

Limited problem solving usually relies on



a. situational stimuli and attitudes.
b. external search for information.
c. past experience more than on external information.
d. financial analysis of performance risk.
e. evaluation of the universal set.





Answer: C

The consumer buying process begins when

The consumer buying process begins when



a. consumers' functional needs are greater than their psychological needs.
b. a consumer enters a store.
c. learning follows perception.
d. a consumer recognizes an unsatisfied need.
e. a consumer's performance risk is minimized.




Answer: D

When the floor rusted through on her old car, Kelly knew she had a problem. Logically, Kelly's next step in the consumer decision process would be to

When the floor rusted through on her old car, Kelly knew she had a problem. Logically, Kelly's next step in the consumer decision process would be to



a. evaluate alternatives.
b. assess her satisfaction with the car she purchased.
c. identify her need.
d. search for information about cars.
e. purchase a new car.



Answer: D

Americans often equate bigger with better, and prefer larger cars, TV screens, homes, even meals. Researchers suspect that in doing so, we are trying to reduce __________ risk in the consumer decision process.

Americans often equate bigger with better, and prefer larger cars, TV screens, homes, even meals. Researchers suspect that in doing so, we are trying to reduce __________ risk in the consumer decision process.



a. psychological
b. performance
c. physiological
d. financial
e. social



Answer: A

Where Caroline grew up, everyone knew everyone else, no one locked the doors on their house, and a person's word could be trusted. When she went to work in another part of the country, she was surprised by how few people had similar values and beliefs. Caroline had to adjust to __________ differences.

Where Caroline grew up, everyone knew everyone else, no one locked the doors on their house, and a person's word could be trusted. When she went to work in another part of the country, she was surprised by how few people had similar values and beliefs. Caroline had to adjust to __________ differences.



a. cultural
b. situational
c. cognitive
d. evoked
e. reference group



Answer: A
Subscribe to: Posts (Atom)