Chapter 5

Question 1

When you are shopping at the grocery store, you may choose a particular brand of orange juice because that is what you grew up drinking. Choosing that brand of juice is an example of satisfying a Blank______.

Answer 1

want

Question 2

_____ are the basic forces that motivate a person to do something.

Answer 2

needs

Question 3

Needs that are learned during a person’s life are called ______.

Answer 3

wants

Question 4

the general behavioral principles that marketing managers can use to better understand a specific target market are called _____.

Answer 4

frameworks

Question 5

the basic forces that motivate people to do something are called ______, while those that are “learned” during a person’s life are called _____.

Answer 5

needs, wants

Question 6

What internal force influences a person to make a purchase in order to take care of a need?

Answer 6

Drive

Question 7

needs related to protection and physical well-being are called ______ needs.

Answer 7

safety

Question 8

list some examples of social needs

Answer 8

love, friendship, esteem

Question 9

societal needs are concerned with

Answer 9

a person’s desire to see the needs of others fulfilled, and a person’s desire to see the needs of the natural world fulfilled.

Question 10

a ______ is a strong stimulus that encourages action to reduce a need.

Answer 10

drive

Question 11

when we notice only information that interests us we are using which selective process?

Answer 11

selective exposure

Question 12

which of the following is an example of a personal need? the need to eat, the need to feel loved, the need to feel safe, or the need for accomplishment.

Answer 12

the need for accomplishment

Question 13

needs related to protection and physical well-being are called ______ needs.

Answer 13

safety

Question 14

Connor is interested in buying a new car. During a recent road trip, he notices billboards that have car advertisements, but ignores all other billboard ads. He is using a process known as _________ _________.

Answer 14

selective exposure

Question 15

______ is a change in a person’s thought process caused by prior experience.

Answer 15

learning

Question 16

When people accept only information that agrees with their previously learned attitudes and beliefs, they are using a process known as _______.

Answer 16

selective perception

Question 17

consumer behavior is usually ________.

Answer 17

learned

Question 18

When we notice only information that interests us we are using which selective process?

Answer 18

selective exposure

Question 19

Which stage of the learning process can lead to the development of a habit?

Answer 19

Reinforcement

Question 20

a person’s views towards things that reflect a like or dislike are called _______.

Answer 20

attitudes

Question 21

consumer _______ may result from things marketers do or from other stimuli.

Answer 21

consumer learning

Question 22

individuals choose a specific response based on ________.

Answer 22

cues

Question 23

during the learning process, when a response leads to satisfaction or a reduction in drive, _______ is said to be taking place.

Answer 23

reinforcement

Question 24

When a person has a first experience riding a roller coaster and becomes ill, a decision to ride a roller coaster in the future is not likely. This is an example of ________.

Answer 24

learning

Question 25

a television ad portraying an inanimate doll dancing on its own, leading children to expect the doll to be able to dance, could be a ______ ______.

Answer 25

ethical issue

Question 26

a person’s opinion that is not necessarily action-oriented is called a(n) _______.

Answer 26

belief

Question 27

the level of confidence consumers have in a brand is known as ______.

Answer 27

trust

Question 28

firms have an advantage when consumers trust the ______.

Answer 28

brand

Question 29

Inaccurate customer beliefs that arise from a marketer’s efforts raise questions about the marketer’s _____.

Answer 29

ethics

Question 30

psychographics is the study of _______.

Answer 30

a person’s day-to-day pattern of living

Question 31

the correct order and steps in the consumer decision process are ______.

Answer 31

need awareness, problem solving purchase decision, and experience after the purchase.

Question 32

the consumer decision process starts with ______.

Answer 32

recognizing an unmet need

Question 33

what are the source basic problem-solving steps a consumer may go through to satisfy a need?

Answer 33

set criteria, identify alternatives, information search, and evaluate alternatives.

Question 34

Psychographics analyze a person’s day-to-day patterns of living expressed in terms of AIOs, which stands for ________.

Answer 34

activities, interests, and opinions.

Question 35

the four steps of consumer decision process in order are

Answer 35

needs awareness, problem solving, purchase decision, experience after purchase

Question 36

the level of confidence consumers have in a brand is known as _______.

Answer 36

trust

Question 37

Jon wants to buy a new vacuum cleaner. He has talked to his sister about which model she uses and has gone online to compare different brands. He visited his local home center to test different vacuums before deciding which one he would purchase. Jon is using Blank______ problem solving as he makes this purchase.

Answer 37

extensive

Question 38

psychographics is the study of ________

Answer 38

a person’s day to day pattern of living.

Question 39

When consumers have some previous experience with a product and are willing to put some effort into the purchase, they are like to use _______ problem solving to make a buying decision.

Answer 39

limited

Question 40

which of the following can have an impact on how much effort is put into the buying decisions? 1. experience after the purchase, 2. social influences, 3. psychological variables, 4. purchase situation, 5. economic need

Answer 40

all except the experience after the purchase

Question 41

routinized response behavior is employed when a consumer ________.

Answer 41

regularly purchases the product.

Question 42

extensive problem solving would likely be used to purchase a product _______.

Answer 42

that is completely new

Question 43

routinized response behavior happens with _____ involvement purchases.

Answer 43

low

Question 44

Greg is the first in line whenever the new smartphone is introduced because he always buys the newest phone on the market. This is an example of _______.

Answer 44

routinized response behavior

Question 45

When consumers have some previous experience with a product and are willing to put some effort into the purchase, they are likely to use ________ problem solving to make a buying decision.

Answer 45

limited

Question 46

Organizational buying processes include a straight rebuy, a modified rebuy, and a ______ ________ buy.

Answer 46

new task buy