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Marketing International17th Edition by Hult – Test Bank

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Marketing International17th Edition by Hult – Test Bank

Chapter 6—Consumer Behavior

ESSAY

1. Compare and contrast the three major types of consumer problem-solving processes.

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-01
NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

2. How does the level of involvement affect the type of consumer problem-solving process that a person uses?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-02
NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Comprehension

3. What can marketers do to reduce cognitive dissonance in a consumer who has just purchased an expensive product?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Easy OBJ: LO: 06-01
NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

4. Draw and label the consumer buying decision process and include the possible influences on the process.

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-01
NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

5. Why is it important for marketers to recognize the stages that a consumer goes through in making a purchase decision?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-01
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

6. Identify and describe the five major categories of situational influences.

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Easy OBJ: LO: 06-03
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Knowledge

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

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-03
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

8. Discuss how perceptual processes may influence the consumer buying decision process.

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-04
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

9. What is Maslow’s hierarchy of needs? How does it apply to the consumer buying decision process?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-04
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Knowledge

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

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-04
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

11. In what ways does an individual’s personality affect his or her buying behavior?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-04
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

12. Discuss how reference groups and opinion leaders influence purchase behavior.

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-05
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

13. How does an individual’s social class influence the products he or she buys?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-05
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

14. Why is it important for marketers to understand the cultural and subcultural influences that may affect the consumer buying decision process?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-05
NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

15. Compare and contrast the three major ethnic subcultures in the United States.

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-05
NAT: BUSPROG: Analytic | BUSPROG: Diversity STA: DISC: Customer
KEY: Bloom’s: Comprehension

16. How have subcultures changed in the United States since 1990? How are the expected to change in the upcoming years?

ANS:
Answer not provided.

PTS: 1 DIF: Difficulty: Moderate OBJ: LO: 06-05
NAT: BUSPROG: Analytic | BUSPROG: Diversity STA: DISC: Customer
KEY: Bloom’s: Knowledge | Bloom’s: Comprehension

MULTIPLE CHOICE

17. Abercrombie & Fitch is developing a program to get to know its customers. Which of the following is not a reason why A&F needs to understand consumer buying behavior?
a. customer’s reactions to marketing strategy can impact the firm’s success
b. all customers are the same when it comes to buying behavior
c. a firm should create a marketing mix that satisfies customers
d. it helps the marketer predict how consumers will respond to marketing strategies
e. the marketing concept stresses that a firm should know its customers

ANS: B PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

18. Purchasers who intend to use or benefit from the purchased product and do not buy products for business purposes are called the
a. ultimate consumers.
b. end-use consumption group.
c. business market.
d. household purchasing group.
e. organizational market.

ANS: A PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Knowledge

19. Many aspects of consumer buying decisions are affected by the individual’s level of involvement. Level of involvement is
a. the importance and intensity of interest in a product in a particular situation.
b. the buyer’s perception, motives, and abilities.
c. the amount of external search that an individual puts into the decision-making process.
d. the particular circumstance or environment in which consumers find themselves.
e. a combination of an individual’s demographic factors.

ANS: A PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

20. Justin is purchasing his third car in the past five years. He has been a car enthusiast ever since he was a young boy. Justin likes to spend his free time looking at car magazines, going to car shows, and watching NASCAR. Justin’s interest in cars is referred to as
a. situational involvement.
b. dynamic involvement.
c. enduring involvement.
d. dynamic buying behavior.
e. situational buying behavior.

ANS: C PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

21. A major determining factor in deciding which type of problem-solving process should be used depends on the individual’s intensity of interest in a product and the importance of the product for that person. This is known as an individual’s
a. motivational structure.
b. routinized response behavior.
c. level of involvement.
d. cognitive dissonance.
e. evaluative criteria.

ANS: C PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

22. Chloe and Max are searching for a health club to join. This purchase will likely be affected by ____ involvement.
a. low
b. internal
c. enduring
d. evoked
e. perceived

ANS: C PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

23. Claire is a market research analyst for a global consulting firm. She will be traveling to London next month to present her research to a meeting of company executives from around the world. This presentation could be instrumental in the company’s decision of whether she should be promoted at the end of this year. Claire has been thinking about the trip, which will be the first time she has been out of the country. She has decided to retire the old college luggage for a more professional-looking version and has begun to evaluate various brands. Claire is most likely facing _____ for this particular purchase.
a. enduring involvement.
b. perceptual involvement.
c. internal retention.
d. situational involvement.
e. selective retention.

ANS: D PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

24. The three most widely recognized types of consumer problem solving are:
a. limited problem solving, extended problem solving, and routinized response behavior.
b. extended problem solving, enduring problem solving, and situational problem solving.
c. planned problem solving, impulse buying, and limited problem solving.
d. internal problem solving, external problem solving, situational behavior.
e. responsive behavior, planned behavior, and impulsive problem solving.

ANS: A PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

25. While shopping at a local grocery store, Taylor sees a display of his favorite brand of energy drink. He buys some to take home for the weekend. This purchase process would be described as
a. routinized response behavior.
b. extended problem solving.
c. limited problem solving.
d. situational perception.
e. enduring involvement.

ANS: A PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

26. Which of the following consumer problem-solving processes will probably be used in purchasing toothpaste?
a. Extended problem solving
b. Routinized response behavior
c. Intensive problem solving
d. Limited problem solving
e. Perceptual scanning

ANS: B PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Comprehension

27. Evan has just been hired as a product manager for a major technology firm. Currently, he is making purchases for his new apartment and upcoming job. His purchase of _____ would most likely be done through extended response behavior, while his purchase of ____ would be purchased through limited problem solving behavior.
a. a new suit; a sofa
b. a toaster; bed sheets
c. coffee maker; flat screen TV
d. flat screen TV; bath towels
e. coffee maker; groceries

ANS: D PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

28. Which of the following buying situations is most consistent with routinized response behavior?
a. Ian buying his first pair of basketball shoes
b. Molly buying a new set of tires for her car
c. Aaron buying a new fishing rod and reel
d. Stephanie buying bottled water
e. Bryan buying a new software program

ANS: D PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

29. Stacy is going to the store to buy milk and cereal. She will most likely use ____ in her consumer decision-making process.
a. routinized response behavior
b. limited problem solving
c. extended problem solving
d. perceptual scanning
e. evaluation of alternatives

ANS: A PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

30. Routinized response behavior is what a consumer does when
a. purchasing an unfamiliar product.
b. buying frequently purchased, low-cost items that need little effort.
c. an information search is extensive and may involve consulting with friends and family.
d. buying products that require a moderate amount of time for information gathering and deliberation.
e. he or she enters the problem recognition stage of the consumer buying decision process.

ANS: B PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-02 NAT: BUSPROG: Communication STA: DISC: Customer
KEY: Bloom’s: Knowledge

31. Cole’s smart phone is two years old and he would like to have a new one. This time, he wants to make sure that it has a longer battery charge and better geographic coverage since he is traveling three days a week for his new job. Cole is most likely to use _____ for this purchase.
a. routinized response behavior.
b. limited problem solving behavior.
c. extended response behavior.
d. intensive problem solving behavior.
e. extended problem solving behavior.

ANS: B PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

32. When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category, he or she will most likely engage in
a. enduring purchase behavior.
b. routinized response behavior.
c. extended problem solving.
d. impulse searching.
e. limited problem solving.

ANS: E PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

33. When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely engage in ____ when deciding whether or not to purchase this new product.
a. extended problem solving
b. limited problem solving
c. situational solving behavior
d. routinized response behavior
e. automatic processing behavior

ANS: B PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

34. Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year’s styles and thus will do some comparison shopping before making a purchase decision. Jenny is engaging in
a. routinized response behavior.
b. extended problem solving.
c. limited problem solving.
d. impulse buying.
e. intensive problem solving.

ANS: C PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

35. Kellogg’s is introducing a new bran waffle for toasters. Television commercials will be a key element in communicating the benefits associated with this product. Based on that decision, Kellogg’s is expecting consumers to engage in what form of problem solving?
a. Routinized response behavior
b. Limited problem solving
c. Extended problem solving
d. Impulse buying
e. Extensive response behavior

ANS: B PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

36. For which of the following products would a consumer most likely use limited problem solving?
a. Detergent
b. Toothpaste
c. Automobile
d. Hair dryer
e. Washing machine

ANS: D PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Customer
KEY: Bloom’s: Application

37. Dave is an owner and manager of three apartment buildings in northern Minnesota. During an exceptionally hot summer the temperatures soared and the toll on the window air conditioners was too much. Seventeen of them have broken down already, and more are probably going to have to be replaced. He has a total of seventy-five apartment units. Dave is now in the process of deciding how to repair the air conditioning. Should he buy new window units for all the buildings, or should he install central air conditioning? What type of decision is Dave facing?
a. situational involvement and extended problem solving
b. situational involvement and limited problem solving
c. enduring involvement and extended problem solving
d. enduring involvement and limited problem solving
e. external involvement and limited problem solving

ANS: A PTS: 1 DIF: Difficulty: Challenging
OBJ: LO: 06-02 NAT: BUSPROG: Reflective Thinking STA: DISC: Strategy
KEY: Bloom’s: Application

38. Extended problem solving is the type of consumer problem-solving process that
a. involves no conscious planning but rather a powerful and persistent urge to buy something.
b. is the most complex problem-solving behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products.
c. requires a moderate amount of time for information gathering and search.
d. is the creation and maintenance of a collection of products that satisfy a person’s needs and wants.
e. requires very little search-and-decision effort and is practiced when buying low-cost and frequently purchased products.

ANS: B PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

39. Which of the following products would probably require extended problem solving before a purchase?
a. Products purchased frequently
b. Products to be purchased in the future
c. Products that are purchased routinely
d. Expensive products
e. Products purchased as a result of social influences

ANS: D PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Comprehension

40. Jose and Teresa are searching for an apartment. They will most likely engage in which one of the following forms of problem solving?
a. Extended problem solving
b. Limited problem solving
c. Impulse buying
d. Routinized response behavior
e. Intensive response behavior

ANS: A PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

41. Tori went to Sam’s Wholesale Club to shop for a party she was hosting on the weekend. She knew that she could buy larger quantities of food items than she normally did, and they would also be much less expensive. She checked everything off her list and proceeded to the checkout lines. Passing a display of fresh flowers, she thought “Wouldn’t those be nice for the party?” She selected one of the bouquets and placed it in her cart. Tori has most likely engaged in ______ when selecting the food for her party, and ____ when selecting the flowers.
a. limited problem solving; impulse buying.
b. routinized problem solving; impulse buying.
c. extended problem solving; compulsive response behavior.
d. limited problem solving; cognitive dissonance.
e. routinized problem solving; compulsive response behavior.

ANS: A PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

42. Marissa goes to Target to purchase school supplies for her two children. As she is approaching the check-out counter, she sees a vase she just has to have and buys it immediately. Marissa’s purchase of the vase is an example of
a. limited problem solving.
b. impulse buying.
c. routinized response behavior.
d. addictive consumption.
e. situational involvement.

ANS: B PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

43. Beth Hines is buying furniture for her apartment for the first time. She is spending considerable time and effort comparing the products that different stores offer. Which type of problem-solving process is she using?
a. Selective
b. Intensive
c. Extended
d. Shopping
e. Routinized

ANS: C PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

44. 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 problem-solving process?
a. Routinized response behavior
b. Habitual response
c. Information search
d. Extended problem solving
e. Intensive problem solving

ANS: D PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

45. The five major stages of the consumer buying decision process, in order, are
a. information search, establishment of product criteria, evaluation of alternatives, purchase, and postpurchase evaluation
b. problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation.
c. problem recognition, information search, evaluation of alternatives, postpurchase evaluation and purchase.
d. information search, evaluation of alternatives, purchase, trial adoption period, and postpurchase evaluation.
e. problem recognition, purchase, evaluation of alternatives, postpurchase evaluation, and rebuy.

ANS: B PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

46. Which of the following statements about the consumer buying decision process is true?
a. Consumers progress through the five stages of this process for all limited problem-solving decisions.
b. Although all of the steps in the process are used in all decision processes, the order tends to depend on the customer’s level of involvement.
c. The key element of the process that exists in all consumer buying decision processes is the purchase of the product.
d. Once the purchase of a product has been made, the consumer buying decision process is complete.
e. Consumers making limited problem-solving decisions may not go through all five steps of the process.

ANS: E PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Comprehension

47. Problem recognition occurs when a consumer
a. searches for information to resolve a problem.
b. becomes aware that there is a difference between a desired state and an actual condition.
c. recognizes a need.
d. evaluates her or his purchase.
e. is exposed to a television advertisement.

ANS: B PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

48. When Julia goes to the first class of her Operations Management course, she finds out that in addition to the textbook she already purchased, she also needs a copy of the book The Goal. At which stage of the consumer buying decision process is Julia?
a. Purchase
b. Evaluation of alternatives
c. Problem recognition
d. Information search
e. Prepurchase evaluation

ANS: C PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

49. Stefanie is shopping for groceries at her local supermarket. As she picks up laundry detergent, she sees the display of bathroom cleaners and remembers that she is about to run out of it at home. Stefanie tries to remember the specific brand that she used last time, because she thought that was the best in terms of performance and value. In terms of the consumer buying decision process, Stefanie’s remembering that she was almost of bathroom cleaner is the ____ phase of the buying decision process, where trying to remember what brand she last used was an example of the _____ phase.
a. problem recognition; internal information search.
b. problem recognition; evaluation of alternatives.
c. information search; postpurchase evaluation.
d. information search; evaluation of alternatives
e. problem recognition; postpurchase evaluation.

ANS: A PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

50. Within the information search step of the consumer buying decision process, what two primary aspects exist?
a. Consideration sets and evoked sets
b. Personal information and non-personal information
c. Selective retention and selective distortion
d. Internal search and external search
e. Company-produced information and internal information

ANS: D PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

51. Jeff needs to buy his textbooks for the coming semester of college. It is only two weeks before the first day of class, and he still has not made a purchase. Jeff wants to buy them somewhere other than the bookstore since he is still living at his parents’ home and won’t be on campus until the day before class. Jeff goes online and looks for sites that sell the textbook. Then he remembers that one of his friends had said something earlier about finding the book for a great price. Jeff then calls his friend to get the name of the site. In terms of Jeff’s buying decision process, his going online to look for sites was part of _______, and his calling a friend was ______.
a. problem recognition; external search.
b. information search; internal informational search.
c. external information search; also external information search
d. internal information search; external information search.
e. external information search; internal information search.

ANS: C PTS: 1 DIF: Difficulty: Challenging
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

52. When Trevor realizes his liquor cabinet supply was devastated by last weekend’s party, he first retrieves information from his memory about what types of liquor he and his friends like most and then asks the attractive clerk at the liquor store what she would recommend. Trevor started with a(n) ____ search and then progressed to a(n) ____ search.
a. consideration; evaluative
b. focused; broad
c. internal; external
d. routinized; extended
e. self; inclusive

ANS: C PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-02 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Application

53. When, in their information search, consumers focus on communication with friends and relatives, they are utilizing ____ sources.
a. internal
b. personal
c. marketer-dominated
d. direct
e. organizational

ANS: B PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

54. In the consumer buying decision process, the information search stage
a. yields a group of brands that a buyer views as possible alternatives.
b. involves a buyer becoming aware of the need for a product.
c. is not necessary when the buyer is involved in extensive decision making.
d. occurs immediately after evaluation of alternatives.
e. is lengthy for routine response buying behavior.

ANS: A PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Strategy
KEY: Bloom’s: Knowledge

55. During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product?
a. Evaluation of alternatives
b. Information search
c. Source selection
d. Purchase
e. Problem recognition

ANS: D PTS: 1 DIF: Difficulty: Easy
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Marketing Plan
KEY: Bloom’s: Knowledge

56. When shopping for detergent, Josh looks at Tide, Fresh Start, Surf, and All and chooses the one that is on sale. These four brands make up his ____ set.
a. alternate
b. purchase
c. consideration
d. problem
e. imposed

ANS: C PTS: 1 DIF: Difficulty: Moderate
OBJ: LO: 06-01 NAT: BUSPROG: Analytic STA: DISC: Marketing Plan
KEY: Bloom’s: Application

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