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Exam 6: Consumer Buying Behavior

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Question 91

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Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's social needs.

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Question 92

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According to Maslow's hierarchy of needs,

A) individuals simultaneously try to satisfy all five levels of needs.
B) self-actualization needs are the most important needs to be met for most individuals.
C) individuals first address needs at the top of the pyramid and then move down to the lower level needs.
D) levels of needs are different for everyone, and we all try to satisfy them in a different order.
E) individuals first satisfy the most basic needs and then try to fulfill needs at the next level up.

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Question 93

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Psychological influences operate within individuals to determine, in part, their behavior as consumers.

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

Family influences are not directly related to purchasing decisions.

Changes in culture do not affect product development.

Define consumer misbehavior and discuss three types of consumer misbehavior described in the text.

Mark is shopping for a new suit to wear to an important interview. He really wants to impress his prospective employer and is shopping at many stores to find the right outfit. Martin is using which type of consumer decision-making process?

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

The forces that other people exert on one's buying behavior are called social influences. These come from reference groups and opinion leaders, social classes, culture and subcultures, roles, and

Tiffany was surprised at work today with a cash bonus. As the account executives were preparing to leave the office, their district manager distributed $100 bills and thanked everyone for their efforts. Tiffany was incredibly surprised -she had no idea the company would hand out cash as an incentive or reward. She's wanted a certain pair of shoes she saw at the store but couldn't really justify the purchase. However, since she's received this unexpected cash bonus, Tiffany decides to stop by the shoe store after work to purchase the shoes. Tiffany's purchasing decision is influenced by which category of situational factors?

Involvement level is one factor that affects a consumer's selection of a type of decision-making process.

Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ____ about Secret.

Changing people's attitudes toward a firm and its marketing program is

In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called

Which of the following statements regarding social class is true ?

Scenario 6.2 Use the following to answer the questions. Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan. Refer to Scenario 6.2. Since Alicia and Carlos were using gas mileage as one of their evaluative criteria, they are most likely in the ____ phase of the consumer buying process.

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ____ needs.

Maggie has been a loyal customer of Apple for years and likes to own the latest products and looks forward to announcements about product releases. She owns an Apple phone, iPad, and MacBook and hopes to purchase the new model phone when it's released in the Fall. Maggie was talking to one of her friends about Apple and was surprised to learn that Apple was involved in some workforce-related issues at their overseas plant. Her friend was telling her that Apple paid very low wages and people were required to work long hours. Maggie reasoned that this issue must be related to a third-party manufacturer since Apple would never treat their employees this way. She dismisses the incidence and explained to her friend that it must have been an honest mistake. What type of process is Jeremy utilizing with regard to the information about Apple?

An attitude consists of one's evaluation feelings and behavioral tendencies toward an object or idea.