Question 61. All of the following are marketer-dominated sources of information except

61. All of the following are marketer-dominated sources of information except
a) salespeople.
b) advertising.
c) packaging.
d) friends.
e) displays.
62. During the evaluation of alternatives stage of the consumer buying decision process, framing
most likely influences the decision process of ___________ buyers.
a) younger
b) older
c) wealthier
d) veteran
e) inexperienced
63. After doing considerable shopping, Eric has just decided what brand and type of athletic
shoes to buy and where he’s going to buy them. In what stage of the consumer buying decision
process is Eric?
a) Problem recognition
b) Information search
c) Evaluation of alternatives
d) Purchase
e) Postpurchase evaluation
64. Doubts in a buyer’s mind about whether the purchase decision made was the right one may
occur during the
a) cognitive dissonance.
b) purchase.
c) evaluation of alternatives.
d) internal search.
e) postpurchase evaluation.
65. After purchasing a new Lexus, Pablo sees an Infinity pass by on the street and begins to
wonder if he made the right choice. Pablo is experiencing
a) problem recognition.
b) cognitive dissonance.
c) internal search.
d) alternative evaluation.
e) framing.
66. After purchasing a product, postpurchase evaluation may result in cognitive dissonance.
Cognitive dissonance is
a) the congruence between external and internal searches for product information.
b) a function of the manner in which the manufacturer of the product describes its attributes.
c) satisfaction with the purchase.
d) the establishment of criteria for comparing products.
e) doubts that occur because the buyer questions whether the decision to purchase the
product was right.
67. The three major categories of influences on the consumer buying decision process are:
a) situational influences, demographic influences, and psychological influences.
b) social influences, situational influences, and marketer-dominated influences.
c) demographic influences, situational influences, and marketer-dominated influences.
d) situational influences, social influences, and psychological influences.
e) marketer-dominated influences, psychological influences, and person-specific influences.
68. The five categories of situational influences are:
a) product involvement level, physical surroundings, social surroundings, time perspective, and
purchase reason.
b) antecedent states, physical surroundings, social surroundings, time perspective, and space
dimensions.
c) social surroundings, physical surroundings, time pressures, purchase reason, and lifestyles.
d) purchase reason, time perspective, social surroundings, physical surroundings, and buyer’s
momentary mood.
e) store atmosphere, location, aromas, sounds, and lighting.
69. Bob Turner makes an appointment to visit with a new dermatologist in town to determine
whether he should have several moles on his neck removed. When he arrives at the dermatologist’s
office, Bob notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint
peeling from the walls, and poor lighting. While Bob viewed the dermatologist as competent, Bob
decided not to have the moles removed even though the dermatologist recommended removal.
Which situational influences are most likely to have affected Bob’s decision?
a) Social surroundings
b) Customer’s momentary mood and condition
c) Time pressures
d) Purchase reasons
e) Physical surroundings
70. ___________ are situational influences that include the characteristics and interactions of
others who are present when a purchase decision is being made, such as friends, relatives, and
salespeople.
a) Physical surroundings
b) Social surroundings
c) Purchase reasons
d) Buyer’s momentary mood and condition
e) Pressures created by time factors
71. The primary psychological influences on consumer behavior are:
a) perception, motives, learning, attitudes, personality, and lifestyles.
b) attitudes, perception, retention, exposure, roles, and lifestyles.
c) attitudes, perception, social class, culture, and learning.
d) perception, motives, reference groups, social class, and personality.
e) lifestyles, personality, perception, motives, attitudes, and culture.
72. Perception is a three-step process that involves
a) motivation, personality, and attitudes.
b) classifying, recording, and eliminating information received through the senses.
c) collecting, eliminating, and organizing information inputs.
d) selecting, organizing, and interpreting information inputs.
e) anticipating, classifying, and discarding information inputs.
73. In the process of perception, individuals receive sensations through sight, sound, taste,
smell, and hearing. These sensations are called
a) selective inputs.
b) olfactory receptors.
c) information inputs.
d) perceptual motives.
e) psychological influences.
74. Selective exposure refers to
a) targeting only certain parts of the total market.
b) admitting only certain inputs into consciousness.
c) the circumstances or conditions that exist when a consumer is making a purchase decision.
d) the process of selecting, organizing, and interpreting information inputs to produce meaning.
e) remembering inputs that support personal feelings and beliefs and forgetting those that do
not.

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