1. Situational influences that have considerable effect on product and brand choice are ----
--------- , social features, time, task features and current conditions.
Correct : A. physical features .
2. Product knowledge refers to the amount of information a consumer has stored in
memory about particular product classes, product forms, _________, models, and ways to purchase them.
Correct : B. brands .
3. Product involvement refers to ____________ or personal relevance of an item.
Correct : A. a consumer’s perception of the importance .
4. If the purchase is for a high-involvement product, consumers are likely to develop a
high degree of ________________ so that they can be confident that the item they purchase is just right for them.
Correct : C. product knowledge .
5. ___________________ constitutes moderate consumer behaviour, but still involves
time and effort searching for and comparing alternatives.
Correct : A. limited decision making .
6. Experimental sources of information for consumers refer to ____________.
Correct : B. handling, examining, and trying the product while shopping .
7. A purchase involves many decisions, which include product type, brand, model,
________________ among other factors.
Correct : C. dealer selection and method of payment .
8. Group, marketing and ______________ determine the initial level of product
knowledge as well as change in it.
Correct : B. situational influences
9. ______________ refers to the tendency for consumers to try to reduce risk in their
decision making.
Correct : C. perceived risk .
10. _________________ is the most common type or consumer decision process and the
way consumers purchase most packaged goods.
Correct : C. routine decision making .
11. The occurrence of post decision anxiety is related to the concept of __________.
Correct : B. cognitive dissonance .
12. The disconfirmation paradigm is used to study _____________.
Correct : D. post purchase dissonance
13. What does cognitive dissonance state?
Correct : A. the individual often has doubts and second thoughts about the choice made .
14. One implication of the ______________ view for marketers is that care must be taken
not to raise prepurchase expectations to such a level that the product cannot possibly meet them.
Correct : A. post purchase evaluation .
15. All those factors particular to a time and place that do not follow from knowledge of
the stable attributes of the consumer and the stimulus and that have an effect on current behaviour are known as _____.
Correct : A. situational influence
16. Which of the following also includes a situation-specific component?
Correct : C. involvement
17. Which of the following is a situation in which consumer behavior occurs?
Correct : D. all of the above
18. Which of the following is NOT a situation in which consumer behaviour occurs?
Correct : D. all of the above are situations in which consumer behaviour occurs . 127. which of the following is a situation characteristic?
19. Neethu has to purchase a gift for her mother and only has this afternoon to do so
because her birthday party is that evening. She's wondering how she will be able get to the mall in time to pick out the perfect gift. This is an illustration of which situation characteristic?
Correct : C. temporal perspective
20. Which of the following is NOT an individual characteristic influencing consumer
behaviour?
Correct : C. task definition
21. Which of the following is NOT a consumption response?
Correct : A. task definition
22. The situation interacts with the marketing activity and the individual to determine
behaviour. Which of the following is a marketing activity?
Correct : C. package
23. ----------- consumer research is also known as positivism
Correct : B. quantitative .
24. ---------------- Consumer research is also known as ‘interpretivism’.
Correct : A. qualitative .
25. How does music influence consumer behaviour?
Correct : D. influences mood
26. Some consumers are highly susceptible to interpersonal influence, which is a _____.
Correct : D. personality trait
27. Which of the following is a negative emotion influenced by both the product (e.g.,
hearing aids, feminine hygiene products) and the situation?
Correct : A. embarrassment
28. Which of the following is a reason consumer give gifts?
Correct : D. all of the above
29. --------- (consumer role) is the individual who determines that some need or want is not
being fulfilled and authorises a purchase to rectify the situation.
Correct : A. initiator .
30. Among various consumer roles ------------- has the greatest expertise in acquiring and
evaluating the information.
Correct : B. gate keeper .
31. ----------- is a person who, by some intentional or unintentional word or action,
influences the buying decision, actual purchase and/or the use of product or service.
Correct : C. influencer .
32. ----------- is the person or persons who actually determine which product or service will
be chosen.
Correct : D. decider .
33. ------------- is an individual who actually makes the purchase transaction.
Correct : D. buyer .
34. ----------- is a person most directly involved in the use or consumption of the
Correct : B. user
35. Marginal utility theory of buyer behaviour is developed by
Correct : A. alphred marshall .
36. Stimulus response theory of buyer behaviour developed by
Correct : D. all of these .
37. Cognitive theory of buyer behaviour was developed by
Correct : B. festinger .
38. Psycho- Analytical theory of consumer behaviour was developed by
Correct : D. sigmund freud .
39. Socio cultural theory of buyer behaviour is formulated by
Correct : A. veblen .
40. Socio cultural theory of buyer behaviour is also known as
Correct : C. group theory .
41. The concept of market segmentation was introduced by
Correct : D. w r smith .
42. ---------------- is the act of dividing a market into distinct groups of buyer who might
require separate products.
Correct : A. market segmentation .
43. Which of the following is not a market segmentation strategy?
Correct : D. retail marketing .
44. ---------------- Segmentation is based on product features, occasion, benefit of the
products etc.
Correct : C. behavioural .
45. ------------- is a social movement to increase the right and powers of consumer
Correct : B. consumerism .
46. The extreme state of consumer satisfaction is called
Correct : B. consumer delight .
47. The process by which individuals select, use, or dispose of products to satisfy their
needs and wants is known as:
Correct : C. consumer behaviour .
48. The person who uses a product is:
Correct : B. always the same person who selects it
49. The process by which an individual selects, organises and interprets the information he
or she receives from the environment is:
Correct : A. perception .
50. Which of the following best describes involvement?
Correct : B. the relationship users develop with selected products and services .
51. Lifestyles are NOT determined by:
Correct : A. consumers' values .
52. Learned predispositions to respond to an object or class of objects in a consistently
favourable or unfavourable way is the definition of:
Correct : D. attitudes .
53. Attitudes in general:
Correct : D. are useful in predicting behaviour .
54. A consumer feeling that the brand they have already purchased may not have been the
right purchase is experiencing what?
Correct : D. cognitive dissonance .
55. the steps in the consumer decision making process flow as:
Correct : A. problem recognition, information search, alternative evaluation, purchase, postpurchase experience .
56. Social class can be determined by:
Correct : D. all of the above .
57. Which of the following is NOT part of group influence?
Correct : C. personality. .
58. Problem recognition is part of:
Correct : A. the decision process. .
59. Post-purchase evaluation means:
Correct : A. comparing the purchase outcome with previous expectations. .
60. Routine problem-solving is:
Correct : C. a regularly-experienced purchase situation. .
61. A purchase situation which occurs infrequently, and which requires some research, is
called:
Correct : C. limited problem-solving. .
62. Which of the following is NOT a component of personality?
Correct : B. family. .
63. Selective attention is a component of:
Correct : C. perception. .
64. Which of the following is NOT part of Maslow's Hierarchy of Needs?
Correct : C. customer needs. .
65. Obtaining satisfaction through fulfilling one's potential is called:
Correct : B. self-actualisation. .
66. The component of attitude relating to beliefs and disbeliefs is called:
Correct : A. conative. .
67. The component of attitude relating to emotion is called:
Correct : A. affective. .
68. A set of shared values, attitudes, beliefs, artefacts and other symbols is called:
Correct : B. culture. .
69. A group one wants to join is called:
Correct : A. aspirant group. .
70. Which of the following is NOT part of the family decision-making unit?
Correct : A. solitary survivor. .
71. A group which one does not want to join is called:
Correct : C. a dissociative group. .
72. Disappointment because the purchase did not match up to expectations is called:
Correct : B. cognitive dissonance. .
73. Maslow has a list of human needs from the most pressing to the least pressing. They
include all of the following except _____.
Correct : C. need recognition .
74. _____ is the process by which people select, organize, and interpret information to
form a meaningful picture of the world.
Correct : B. perception .
75. People can form different perceptions of the same stimulus because of three
perceptual processes. All of the following name these processes except _____.
Correct : C. selective attitude .
76. People will forget much that they learn. They tend to retain information that supports
their attitudes and beliefs. This is called _____.
Correct : A. selective retention .
77. _____ advertising is when consumers are affected by marketing messages without even
knowing it.
Correct : B. subliminal .
78. _____ describes changes in an individual’s behaviour arising from experience.
Correct : B. learning .
79. Learning occurs through the interplay of all of the following except _____.
Correct : D. dissonance behaviour . 189. _____ are subtle stimuli that determine where, when, and how a person responds to
80. The practical significance of _____ for marketers is that they can build up demand for
a product by associating it with strong drives, using motivating cues, and providing positive reinforcement.
Correct : C. the learning theory .
81. A _____ is a descriptive thought that a person has about something.
Correct : C. belief .
82. _____ describes a person’s relatively consistent evaluations, feelings, and tendencies
toward an object or idea.
Correct : D. attitude .
83. A person’s attitudes fit into a pattern, and to change one attitude may require difficult
adjustments in many others. Thus, a company should _____ try to fit its products into existing attitudes rather than attempt to change attitudes.
Correct : A. usually .
84. All of the following are part of habitual buying behaviour except which one?
Correct : B. a repetition creates brand familiarity rather than brand conviction. .
85. In one way or another, most large companies sell to _____.
Correct : B. other organizations .
86. What can we say about the size of the business market compared to consumer markets?
Correct : C. it is huge. .
87. The buyer decision process consists of five stages. Which of the following is not one of these
stages?
Correct : C. variety-seeking buying behaviour. .
88. The buying process starts with _____the buyer recognizes a problem or need.
Correct : A. need recognition .
89. The consumer can obtain information from any of several sources. Which is not one of these
sources?
Correct : C. attitude. .
90. The most effective source that consumers obtain information from is _____ because it
legitimizes or evaluates products for the buyer.
Correct : D. personal . 201. the marketer needs to know about ---------- that is, how the consumer processes information
91. Generally, the consumer’s purchase decision will be to buy the most preferred brand, but two
factors can come between the purchase intention and the purchase decision. What is one of these factors?
Correct : B. attitude of others. .
92. The marketer’s job does not end when the product is bought. After purchasing the product, the
consumer will be satisfied or dissatisfied and will engage in _____.
Correct : C. post purchase behaviour .
93. What determines whether the buyer is satisfied or dissatisfied with a purchase? The answer
lies in the relationship between the consumer’s expectations and the product’s _____.
Correct : A. perceived performance .
94. Almost all major purchases result in _____, or discomfort caused by post purchase conflict.
Correct : B. cognitive dissonance
95. _____ is a key to building lasting relationships with consumers.
Correct : D. customer satisfaction .
96. Companies should set up systems that _____ customers to complain.
Correct : B. encourage .
97. A new product is a good, service, or idea that is perceived by some potential customers as
new. Our interest is in how consumers learn about products for the first time and make the decision to buy them. This is called the _____.
Correct : B. adoption process .
98. Which is not one of the stages that customers go through in the process of adopting a new
product?
Correct : D. culture. .
99. Relative advantage, compatibility, complexity, divisibility, and communicability are characteristics of _____.
Correct : C. influence of product on rate of adoption .
100. Family is one of the _____ factors that influence consumer behavior.