1. Kotler / Armstrong 11e, Chapter 5
Consumer behavior refers to the buying behavior of final customers.
True
False

2. Kotler / Armstrong 11e, Chapter 5
Consumer behavior refers to the buying behavior of final customers.
True
False

3. Kotler / Armstrong 11e, Chapter 5
According to the textbook, consumer purchases are strongly influenced by cultural, social, personal and _____ characteristics.
psychological
emotional
physical
economic

4. Kotler / Armstrong 11e, Chapter 5
According to the textbook, consumer purchases are strongly influenced by cultural, social, personal and _____ characteristics.
psychological
emotional
physical
economic

5. Kotler / Armstrong 11e, Chapter 5
_____ is the most basic cause of a person’s wants and behavior.
Greed
Fear
Culture
Materialism

6. Kotler / Armstrong 11e, Chapter 5
_____ is the most basic cause of a person’s wants and behavior.
Greed
Fear
Culture
Materialism

7. Kotler / Armstrong 11e, Chapter 5
Which of the following is not a value normally presented in the U.S. culture?
achievement
progress
material comfort
collectivism

8. Kotler / Armstrong 11e, Chapter 5
Which of the following is not a value normally presented in the U.S. culture?
achievement
progress
material comfort
collectivism

9. Kotler / Armstrong 11e, Chapter 5
Groups of people with shared value systems based on common life experiences are called _____.
cohorts
generations
subcultures
affiliate groups

10. Kotler / Armstrong 11e, Chapter 5
Groups of people with shared value systems based on common life experiences are called _____.
cohorts
generations
subcultures
affiliate groups

11. Kotler / Armstrong 11e, Chapter 5
The fastest-growing and most affluent subculture in the U.S. is the _____ population.
Hispanic
African American
Asian American
mature

12. Kotler / Armstrong 11e, Chapter 5
The fastest-growing and most affluent subculture in the U.S. is the _____ population.
Hispanic
African American
Asian American
mature

13. Kotler / Armstrong 11e, Chapter 5
Social class is determined only by an individual’s income.
True
False

14. Kotler / Armstrong 11e, Chapter 5
Social class is determined only by an individual’s income.
True
False (Income is only one of several factors used to determine a person’s social class. Other factors include one’s occupation, education, wealth and type of residence.)

15. Kotler / Armstrong 11e, Chapter 5
The _____ is the most important consumer buying organization in society.
school
family
government
business

16. Kotler / Armstrong 11e, Chapter 5
The _____ is the most important consumer buying organization in society.
school
family
government
business

17. Kotler / Armstrong 11e, Chapter 5
Which of the following is not a personal factor that influences a buyer’s decision?
beliefs
age
lifestyle
personality

18. Kotler / Armstrong 11e, Chapter 5
Which of the following is not a personal factor that influences a buyer’s decision?
beliefs
age
lifestyle
personality

19. Kotler / Armstrong 11e, Chapter 5
The VALS classification system measures a person’s _____.
income
occupation
lifestyle
personality

20. Kotler / Armstrong 11e, Chapter 5
The VALS classification system measures a person’s _____.
income
occupation
lifestyle
personality

21. Kotler / Armstrong 11e, Chapter 5
A person’s _____ is his/her unique set of psychological characteristics that are relatively consistent and lasting.
self esteem
self concept
lifestyle
personality

22. Kotler / Armstrong 11e, Chapter 5
A person’s _____ is his/her unique set of psychological characteristics that are relatively consistent and lasting.
self esteem
self concept
lifestyle
personality

23. Kotler / Armstrong 11e, Chapter 5
According to _____, people are largely unconscious about the real psychological forces shaping their behavior.
Abraham Maslow
Bill Gates
Alfred Skinner
Sigmund Freud

24. Kotler / Armstrong 11e, Chapter 5
According to _____, people are largely unconscious about the real psychological forces shaping their behavior.
Abraham Maslow
Bill Gates
Alfred Skinner
Sigmund Freud

25. Kotler / Armstrong 11e, Chapter 5
The process of selecting, organizing and interpreting information to form a meaningful picture of the world is referred to as _____.
perception
sensation
subliminal imprinting
rationalization

26. Kotler / Armstrong 11e, Chapter 5
The process of selecting, organizing and interpreting information to form a meaningful picture of the world is referred to as _____.
perception
sensation
subliminal imprinting
rationalization

27. Kotler / Armstrong 11e, Chapter 5
When a person changes his/her behavior as a result of an experience, we say that _____ has occurred.
motivation
sensation
learning
perception

28. Kotler / Armstrong 11e, Chapter 5
When a person changes his/her behavior as a result of an experience, we say that _____ has occurred.
motivation
sensation
learning
perception

29. Kotler / Armstrong 11e, Chapter 5
If a person’s attitude reflects one of his/her core values, then the attitude is easy to change.
True
False

30. Kotler / Armstrong 11e, Chapter 5
If a person’s attitude reflects one of his/her core values, then the attitude is easy to change.
True
False (Attitudes are difficult to change because they fit into a pattern, and changing one attitude may require difficult adjustments in many others.)

31. Kotler / Armstrong 11e, Chapter 5
A consumer purchasing fine furniture (which is expensive and for which a brand’s name matters) would probably result in _____ buying behavior.
dissonance-reducing
variety-seeking
complex
habitual

32. Kotler / Armstrong 11e, Chapter 5
A consumer purchasing fine furniture (which is expensive and for which a brand’s name matters) would probably result in _____ buying behavior.
dissonance-reducing
variety-seeking
complex
habitual

33. Kotler / Armstrong 11e, Chapter 5
_____ buying behavior is characterized by low consumer involvement but significant perceived brand differences.
Dissonance-reducing
Variety-seeking
Complex
Habitual

34. Kotler / Armstrong 11e, Chapter 5
_____ buying behavior is characterized by low consumer involvement but significant perceived brand differences.
Dissonance-reducing
Variety-seeking
Complex
Habitual

35. Kotler / Armstrong 11e, Chapter 5
The final step in the buying decision process is _____.
the purchase itself
postpurchase behavior
choosing the product
getting the rebate

36. Kotler / Armstrong 11e, Chapter 5
The final step in the buying decision process is _____.
the purchase itself
postpurchase behavior
choosing the product
getting the rebate

37. Kotler / Armstrong 11e, Chapter 5
What two factors come between the purchase intention and the purchase decision?
attitudes of others and unexpected situational factors
attitudes of others and lack of resources
unexpected situational factors and lack of resources
shortages and lack of resources

38. Kotler / Armstrong 11e, Chapter 5
What two factors come between the purchase intention and the purchase decision?
attitudes of others and unexpected situational factors
attitudes of others and lack of resources
unexpected situational factors and lack of resources
shortages and lack of resources
(Note: lack of resources and shortages are examples of unexpected situational factors)

39. Kotler / Armstrong 11e, Chapter 5
What are the two largest populations in the adoption process?
innovators and early majority
early adopters and early majority
early majority and late majority
innovators and laggards

40. Kotler / Armstrong 11e, Chapter 5
What are the two largest populations in the adoption process?
innovators and early majority
early adopters and early majority
early majority and late majority
innovators and laggards

41. Kotler / Armstrong 11e, Chapter 5
Which of the following does not influence a product’s rate of adoption?
relative advantage
compatibility
divisibility
perceptibility

42. Kotler / Armstrong 11e, Chapter 5
Which of the following does not influence a product’s rate of adoption?
relative advantage
compatibility
divisibility
perceptibility