Ch 4

Question 1

Laith is an avid mountain biker. Lately he’s had trouble with his bike’s gear shift and brakes, which he has had repaired several times over the years—perhaps it is time to start looking for a new bike. Laith is in what stage of the consumer decision-making process?

Answer 1

problem recognition

Question 2

Dissonance is less likely to occur in important decisions where the consumer must choose among close alternatives.

Answer 2

false

Question 3

Behavioral learning theories are based on internal psychological processes such as motivation and thinking.

Answer 3

false

Question 4

Which of the following statements is true of the consideration set?

Answer 4

It is the exact number of the evoked set.

Question 5

Which of the following statements about the psychoanalytical theory is true?

Answer 5

It is used to determine the consumer’s purchase motivations.

Question 6

A consumer always makes his or her purchase decisions in isolation. No external factor influences a consumer’s decision-making process.

Answer 6

false

Question 7

Daphne cannot find the laundry detergent to which she is loyal, which disrupted her routine purchase behavior. Which source of problem recognition is Daphne experiencing?

Answer 7

out of stock

Question 8

Behavioral learning theories are based on the stimulus-response orientation.

Answer 8

true

Question 9

In the selective perception process, which stage occurs after selective attention?

Answer 9

selective comprehension

Question 10

Laith follows an Olympic mountain biker on Instagram. The Olympian has been riding the same brand of mountain bike for many years. Every time Laith reviews his research on this big purchase, he pushes aside the research for brands other than the bike he sees posted on Instagram. Laith is demonstrating behavior following

Answer 10

an affect-referral decision rule.

Question 11

Laura had a new baby and is shopping for a minivan to accommodate her larger family. Which of the following sources of problem recognition is Laura experiencing?

Answer 11

new needs/wants

Question 12

Bliss Automobiles is a Texas-based luxury car manufacturer. Typically, it is never affected by economic downturns because its customers are highly image conscious. Which level of the hierarchy of needs are Bliss’s customers illustrating?

Answer 12

esteem

Question 13

At the age of 55, Ron feels lonely and wishes he had more friends. Ron is experiencing a need at which level of the hierarchy of needs?

Answer 13

social need

Question 14

According to the family decision-making process, a mother who decides that she needs a new car is referred to as the

Answer 14

initiator.

Question 15

Laith has been looking at all the options for purchasing a new or used mountain bike. Now he cannot remember all the information he has read, seen, and reviewed, although he understood it clearly. What stage is Laith experiencing in the selective perception process?

Answer 15

selective retention

Question 16

Consumer behavior can be defined as the process and activities people engage in when searching for, selecting, purchasing, using, evaluating, and disposing of products and services so as to satisfy their needs and desires.

Answer 16

true

Question 17

Operant conditioning is also called

Answer 17

instrumental conditioning.

Question 18

Innovation Marketers is helping Blueberry Designs launch a new line into a different consumer market. They will use techniques including gathering information on the social, cultural, and environmental influences on consumer behavior. Information collection using individual interviews is a

Answer 18

qualitative methodology.

Question 19

Plum, a manufacturer of baby products, came up with an attractive jingle for its advertisement. The jingle gained popularity among its audience due to its catchy tune and simple lyrics. Which of the following helps viewers remember and recognize Plum’s ad?

Answer 19

mnemonics

Question 20

Gilbert is dissatisfied with his phone because it has a very short battery life. He realizes that he needs a phone that has a longer battery life. Gilbert is in the ________ stage of the consumer decision-making process.

Answer 20

problem recognition

Question 21

According to classical conditioning, which of the following factors is considered important for learning to occur through the associative process?

Answer 21

repetition