Buyer Behavior Review Questions
Course Introduction
Buyer Behavior explores the psychological, social, and cultural factors that influence consumers purchasing decisions. The course examines how individuals and organizations make buying choices, considering motivations, perceptions, attitudes, and decision-making processes. Students will analyze consumer research methods, segment markets based on behavioral insights, and study the impact of external factors such as family, reference groups, and social media. By understanding buyer behavior, students will gain practical skills to develop effective marketing strategies tailored to diverse consumer needs and preferences.
Recommended Textbook
CB 5 5th Edition by Barry J. Babin
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Page 2
Chapter 1: What Is Cb and Why Should I Care
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127 Verified Questions
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Sample Questions
Q1) Refer to Restaurant Research Scenario.Which of the following can be a criticism of the research approach used by Insight Research?
A)It does not providing useful information to the restaurant.
B)The results are objective.
C)The results are researcher dependent.
D)The presence of the researcher could have influenced the actions of consumers.
E)Interpretive research is not an acceptable approach for understanding consumer behavior.
Answer: C
Q2) The physical parts of a product are known as _____.
A)benefits
B)elements
C)attributes
D)resources
E)components
Answer: C
Q3) Two common interpretative orientations are psychology and sociology.
A)True
B)False
Answer: False
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Chapter 2: Value and the Consumer Behavior Value Framework
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Sample Questions
Q1) Refer to Fast Food Scenario.Daniel conceptualized a place that will offer a quick bite as a healthy alternative,so consumers would not have to suffer from guilt.In doing so,Daniel is offering _____ value to his customers.
A)augmented
B)utilitarian
C)hedonic
D)temporal
E)tangential
Answer: B
Q2) Rather than being viewed as opposites,utilitarian and hedonic values are not mutually exclusive.
A)True
B)False
Answer: True
Q3) The marketing mix is the combination of product,pricing,promotion,and distribution strategies used to position some product offering or brand in the marketplace.
A)True
B)False
Answer: True
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Chapter 3: Consumer Learning Starts Here: Perception
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Sample Questions
Q1) _____ refers to the personal relevance a consumer feels towards a particular product.
A)Involvement
B)Commitment
C)Reliability
D)Relativity
E)Compatibility
Answer: A
Q2) To be effective,the conditioned stimuli should be presented before the unconditioned stimuli,and the pairing of the two should be done consistently and with repetition.
A)True
B)False
Answer: True
Q3) According to the behaviorist approach to learning,the human mind acts much like a computer.
A)True
B)False
Answer: False
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Page 5
Chapter 4: Comprehension,memory,and Cognitive Learning
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Sample Questions
Q1) The amount of information available for a consumer to process within a given environment is known as information _____.
A)assurance
B)bias
C)retrieval
D)intensity
E)hoarding
Q2) Echoic storage is the storage of:
A)visual information as an exact representation of a scene.
B)auditory information as an exact representation of a sound.
C)olfactory information as an exact representation of a smell.
D)gustatory information as an exact representation of a taste.
E)tactile information as an exact representation of a touch.
Q3) A memory trace is a mental path by which some thought becomes dormant.
A)True
B)False
Q4) Consumers derive expectations for service encounters from scripts.
A)True
B)False
6
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Chapter 5: Motivation and Emotion: Driving Consumer Behavior
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Sample Questions
Q1) When a nostalgic ad evokes or recaptures a childhood mood,consumers become lost in their memories and are distracted,so they become less willing to indulge in any kind of purchasing activity.
A)True
B)False
Q2) Susan,a single-parent,is very close to her friends and relatives and she feels the need to be connected with them.She visits her grandparents every week,as doing so makes her feel as a part of the extended family.According to Maslow's hierarchy of needs,Susan is most concerned with:
A)the need for self-actualization.
B)the need for self-esteem.
C)physiological need.
D)the need for safety and security.
E)the need for belongingness and love.
Q3) Emotions create visceral responses,meaning that certain feeling states are tied to behavior in a very direct way.
A)True
B)False
Q4) Explain the regulatory focus theory.
Page 7
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Chapter 6: Personality,lifestyles,and the Self-Concept
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137 Verified Questions
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Sample Questions
Q1) A trait is a product symbol that a consumer identifies with strongly.
A)True
B)False
Q2) Cindy,an overweight teenager,feels pressurized as all her friends at school are slim.So she binges on fast-food and then throws up after her meals.Unhappy with her body image,she often ends up being rude to her classmates.These negative behaviors indicate that Cindy has low body esteem.
A)True
B)False
Q3) All consumers have a single self-concept. A)True
B)False
Q4) Consumers with a high degree of innovativeness tend to engage in effortful cognitive information processing;they also tend to think carefully about products,problems,and even marketing messages.
A)True
B)False
Q5) Explain self-congruency theory and its relevance to consumer behavior.
Q6) Define brand personality and explain its significance.
Page 8
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Chapter 7: Attitudes and Attitude Change
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Sample Questions
Q1) Refer to the Attitude Scenario.Which of the following is true about Serena's overall attitude following the implementation of the attitude-toward-the-object model?
A)Serena has a more favorable attitude toward Philips Model A.
B)Serena has a negative attitude toward Braun Model B.
C)Serena has no significant attitude toward any model.
D)Serena has a more favorable attitude toward Braun Model B.
E)Serena has the same overall attitude toward Philips Model A and Braun Model B.
Q2) Balance theory is based on the _____,which states that human beings prefer consistency among their beliefs,attitudes,and behaviors.
A)reality principle
B)pleasure principle
C)congruency principle
D)consistency principle
E)hedonic principle
Q3) Impulse purchases are never motivated by feelings.
A)True
B)False
Q4) What is the hierarchy of effects? Briefly describe the different hierarchies.
Q5) Name and describe the four functions of attitudes.
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Chapter 8: Group and Interpersonal Influence
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Sample Questions
Q1) Consumers who have great influence on other consumers' behaviors relating to product adoption and purchase are known as _____.
A)conspicuous consumers
B)surrogate consumers
C)product innovators
D)market leaders
E)opinion leaders
Q2) Group influence refers to the ways in which group members influence attitudes,opinions,and behaviors of others within the group.
A)True
B)False
Q3) Which of the following generation consists of consumers who must take care of both their own children and their aging parents?
A)The sandwich generation
B)The boomerang kids generation
C)The Baby Boomers generation
D)Generation Z
E)Generation Jones
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10
Chapter 9: Consumer Culture
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Sample Questions
Q1) Countries with relatively high cultural distance scores are more similar and tend to value the same types of consumption experiences.
A)True
B)False
Q2) Jane lives in a place where an individual is primarily identified as belonging to a "particular family." Jane lives in a highly individualistic society.
A)True
B)False
Q3) Which of the following constitutes popular culture?
A)A retail employee treating customers promptly and courteously.
B)A teen using Twitter or Facebook to inform her friends about an upcoming concert.
C)A motorcycle driver following the same driving rules as an automobile driver.
D)A hotel clerk being expected to speak multiple languages.
E)An individual doing a good deed with the expectation that the other person will return the good deed.
Q4) Long-term orientation prioritizes short-term benefits over long-term rewards.
A)True
B)False
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Chapter 10: Microcultures
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Sample Questions
Q1) Carl turned 55-years old in 2012.He retired early from his job as he had enough savings for a good life.Carl belongs to the _____ group.
A)greatest generation
B)silent generation
C)Generation X
D)Millennials
E)Baby Boomers
Q2) Richard was born in 1976.His parents divorced when he was five years old.Since then he has been a cynicist,but now he is a strong believer of traditional family values.The generational microculture Richard belongs to is _____.
A)Generation X
B)Millennials
C)Baby Boomers
D)greatest generation
E)Generation Y
Q3) People who age in the same generation belong to the same cohort.
A)True
B)False
Q4) Define demographics.Discuss its importance with respect to microcultures.
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Chapter 11: Consumers in Situations
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Sample Questions
Q1) Marian is a working mother with two sons.On weekdays,Marian is hard pressed for time and squeezes just enough time to grab some groceries on her way back from work.This is an example of _____ shopping.
A)acquisitional
B)epistemic
C)experiential
D)impulsive
E)hedonic
Q2) An environment with a favorable functional quality tends to be associated with some degree of positive affect.
A)True
B)False
Q3) The practice of running advertisements primarily at times when customers will be most receptive to the messages is known as _____.
A)advertiming
B)conquesting
C)meta-advertising
D)cool hunting
E)shockvertising
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Page 13
Chapter 12: Decision Making I: Need Recognition and Search
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Sample Questions
Q1) List the five activities in the consumer decision-making process with examples for each.
Q2) The rational decision-making perspective centers on the assumption that human beings are rational creatures who carefully consider their decisions and that they can identify the expected value associated with a purchase.
A)True
B)False
Q3) The decision-making approach that is used depends heavily on the amount of involvement a consumer has with a product purchase and the amount of perceived risk involved with the decision.
A)True
B)False
Q4) A consumer's perceived current state is also known as his or her _____ state.
A)desired
B)ideal
C)actual
D)social
E)compatible
Page 14
Q5) Discuss five factors that influence the amount of search performed by consumers.
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Chapter 13: Decision Making Ii: Alternative Evaluation and Choice
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Sample Questions
Q1) While deciding between two alternatives,if information about some attributes is not available,consumers tend to weigh the criteria that are common to both alternatives quite heavily in the evaluation.
A)True
B)False
Q2) When James and his wife were looking for a new house,they acknowledged the fact that they would each consult their parents and then decide on the house to buy.Which of the following factors contribute to their evaluation of alternatives?
A)Marketing communications
B)Product knowledge
C)Expert opinions
D)Social influences
E)Online sources
Q3) The size of a dress is an underlying attribute of the dress.
A)True
B)False
Q4) Underlying attributes are visually apparent and easily recognizable. A)True
B)False
Page 15
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Chapter 14: Consumption to Satisfaction
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Sample Questions
Q1) Authenticity means something (including an experience)is real,genuine,and unique,and has a history or tradition.
A)True
B)False
Q2) When Lori moved into a new house,the phone company was supposed to provide her a phone connection in a month's time.However,a hurricane struck on the day the serviceman was supposed to hook it up.Lori did not get the connection until after several months because of the devastation wrecked by the hurricane.Lori was not mad as she realized that neither did the phone company regulate the weather nor the extent of the destruction caused by the hurricane.Which of the following elements in the attribution theory corresponds best with Lori's realization?
A)Authority
B)Stability
C)Consistency
D)Control
E)Locus
Q3) Define expectations.Describe the four types of consumer expectations with an example for each.
Q4) List out some possible postconsumption reactions.
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Chapter 15: Consumer Relationships
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Sample Questions
Q1) Antiloyal consumers are those who will do everything possible to avoid doing business with a particular marketer.
A)True
B)False
Q2) Which of the following occurs when consumers spread information from one to another about positive consumption experiences?
A)Confirmation
B)Switching behavior
C)Positive disconfirmation
D)Positive attribution
E)Positive word-of-mouth
Q3) Switching costs are the costs associated with changing from one choice to another.
A)True
B)False
Q4) A healthy relationship between a consumer and a marketer enhances value both for the consumer and the marketer.
A)True
B)False
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Page 17
Chapter 16: Consumer and Marketing Misbehavior
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Sample Questions
Q1) Carbonated drinks loaded with sugar and having little nutritional value are examples of _____ products.
A)deficient
B)specialty
C)salutary
D)pleasing
E)desirable
Q2) Punitive damages are intended to cover costs incurred by a consumer due to an injury and compensatory damages are intended to punish a company for injuries.
A)True
B)False
Q3) A physiological dependency on the consumption of a product is also known as
A)commodity fetishism
B)commodity narcissism
C)impulsive consumption
D)compulsive consumption
E)addictive consumption
Q4) What role does value play in consumer misbehavior?
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