Chapter 5

Question 1

Which of the following correctly defines the consumer​ market?

Answer 1

Individuals and households that buy goods and services for personal consumption

Question 2

Which of the following statements is correct regarding consumer buying​ decisions?

Answer 2

Consumers are often unaware of what influences their purchases.

Question 3

According to the simple model of buyer​ behavior, what is in a​ buyer’s black​ box?

Answer 3

The​ buyer’s characteristics and the​ buyer’s decision process

Question 4

What are the three cultural factors that influence consumer buyer​ behavior?

Answer 4

​Culture, subculture, and social class

Question 5

According to the​ text, what is the most basic cause of a​ person’s wants and​ behaviors?

Answer 5

Culture

Question 6

Which of the following statements regarding American subcultural groups is​ correct?

Answer 6

Asian Americans are the most affluent U.S. demographic segment.

Question 7

Which of the following correctly identifies the social factors that influence consumer buyer​ behavior?

Answer 7

Small groups​, social​ networks, ​family, and social roles and status

Question 8

What are the four general characteristics that influence consumer​ purchases?

Answer 8

Cultural​ characteristics, social​ characteristics, personal​ characteristics, and psychological characteristics

Question 9

A purse​ company’s ads feature the cast of a popular reality show. Product sales increase significantly among the fans. From the​ fans’ viewpoint, the cast is​ a(n) __________.

Answer 9

opinion leader

Question 10

Which of the following is a personal factor that influences a​ consumer’s buying​ behavior?

Answer 10

Occupation

Question 11

Which of the following statements is correct regarding the influence of personal factors on buyer​ behavior?

Answer 11

Consumers tend to buy brands whose personality matches their own.

Question 12

What are the four major psychological factors that influence consumer buyer​ behavior?

Answer 12

​Motivation, perception,​ learning, and beliefs and attitudes

Question 13

When consumers engage in​ __________ buying behavior they go through a learning​ process, so it is most important that marketers understand information gathering and evaluation behavior.

Answer 13

complex

Question 14

​Dissonance-reducing buying behavior would result from which of the following​ conditions?

Answer 14

High involvement and few differences between brands

Question 15

Which of the following statements regarding habitual buying behavior is​ correct?

Answer 15

In these types of purchases, marketers often use price and sales promotion as incentives for purchase

Question 16

What is the correct order of the five stages in the buyer decision​ process?

Answer 16

Need recognition​, information search​, evaluation of alternatives​, the purchase decision​, and postpurchase behavior

Question 17

What tends to be the most effective source of information when consumers make a buying​ decision?

Answer 17

personal