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Exam 4: Consumer Buying Behaviour

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Question 1

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A consumer's buying decisions are affected in part by the people around him or her. Such people and the forces they exert on an individual buyer are called ______

A) motivational influences.
B) social influences.
C) roles.
D) personality influences.
E) cultural influences.

F) C) and E)
G) None of the above

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B

Question 2

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Show how marketers can influence the evaluation of alternatives.

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When evaluating the products in the evok...

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Question 3

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The three major categories of influences on the consumer buying decision process are:

Motives include knowledge and positive or negative feelings about an object.

High involvement products tend to be those that are expensive and visible to others.

An unplanned buying behavior resulting from a powerful urge to buy something immediately is called _______

A buyer's actions at any point in time are affected by one major motive.

Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily by marketers? Explain.

Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective.

A reference group acts as a point of comparison and as a source of information for an individual.

Which of the following consumer problem-solving processes will probably be used in purchasing toothpaste?

Marketers may try to change consumers' attitudes toward a product if they feel that a significant number of consumers have strong negative attitudes toward it.

In what ways can situational influences affect the consumer buying decision process?

Within the information search step of the consumer buying decision process, what two primary aspects exist?

Although marketers may attempt to influence what a consumer learns, their attempts are seldom fully successful.

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

If a consumer receives information that is inconsistent with her or his beliefs, the consumer may alter this information. This perceptual process is known as selective _______

Give example of how an individual's personal factors affect his or her buying behavior?

Marketers should view customers as problem solvers.

Explore the differences between In-depth and focus groups as a means of exploring attitudes and perceptions.