PSTL 1234
QUESTIONS
, 5
Student: ___________________________________________________________________________
1. The economic-buyer theory assumes that consumers know all the facts and logically compare
choices.
True False
2. Most economists assume that consumers are "economic buyers" who logically evaluate choices to get the
greatest satisfaction from spending their time and money.
True False
3. Economic needs include such things as self-respect, accomplishment, fun, freedom and relaxation.
True False
4. The "economic buyer" view of consumers says that individuals will only buy the cheapest goods and
services available—regardless of quality.
True False
5. Economic needs are concerned only with getting the best quality at the lowest price.
True False
6. The median income of U.S. families in 2010 was about $49,445.
True False
7. In 2010, half of all American households earned more than $75,442.
True False
8. By 2010, after taking inflation into account, the median income in the U.S. declined by 7 percent in the
previous decade.
True False
9. In 2010, 50 percent of U.S. families received less than $49,445 in income.
True False
10. Discretionary income is what is left after paying taxes.
True False
11. Discretionary income is the income from investments.
True False
12. Discretionary income is the income adjusted to take out the effects of inflation.
True False
13. Discretionary income is an elusive concept because the definition of necessities varies from family to
family and over time.
True False
14. Most marketing managers think that the economic-buyer theory explains buyer behavior very well.
True False
15. According to the text, consumer buying decisions are influenced by economic needs, psychological
variables, social influences, and the purchase situation.
True False
16. Motivation, perception, learning, attitudes, trust, and lifestyle are psychological variables which affect
consumer buying.
True False
,17. Family, social class, reference groups, and culture are the psychological variables that affect a consumer's
buying decisions.
True False
18. Wants are the basic forces that motivate a person to do something.
True False
19. Wants are needs which are learned during a person's life.
True False
20. A drive is a strong stimulus that encourages action to reduce a need.
True False
21. Food, liquid, sex, and rest are examples of physiological needs.
True False
22. Examples of personal needs include self-esteem, accomplishment, fun, freedom, and relaxation.
True False
23. The "hierarchy of needs" model suggests that most products must fill more than one need at the same
time.
True False
24. According to the Hierarchy of Needs, consumers are motivated to first satisfy their higher-order needs,
then they will focus on their lower-level needs.
True False
25. Motivation theory suggests that a consumer would not try to satisfy physiological and safety needs until
social and personal needs have been completely satisfied.
True False
26. Motivation theory suggests that only one need can be satisfied at a time.
True False
27. Consumers do not usually see or hear all the stimuli that come their way.
True False
28. In selective exposure we screen out or modify ideas, messages, and information that conflict with
previously learned attitudes and beliefs.
True False
29. "Selective exposure" refers to a person's ability to screen out or modify ideas, messages, and information
that conflict with previously learned attitudes and beliefs.
True False
30. Learning is a change in a person's thought processes caused by prior experience.
True False
31. According to learning theory, a cue is likely to result in a consumer response only if there is a drive to
satisfy.
True False
32. Reinforcement of a response decreases the likelihood of the same response the next time the drive
occurs.
True False
33. Reinforcement strengthens the relationship between the cue and the response.
True False
34. Adding lemon scent to Pledge furniture polish is an example of using a positive cue.
True False
, 35. A perfume ad that suggests that people who use the product have more appeal to the opposite sex is an
example of a positive cue.
True False
36. That "new car" smell that includes an aroma of leather and wood is an example of using a positive
cue.
True False
37. Many needs are culturally (or socially) learned.
True False
38. Americans' preoccupation with deodorants is an example of a culturally learned need.
True False
39. An attitude is a person's point of view about something, and usually involves liking or disliking.
True False
40. The main difference between attitudes and beliefs is that beliefs always involve liking or disliking, but
attitudes don't necessarily involve liking or disliking.
True False
41. Beliefs are not as action-oriented as attitudes.
True False
42. Beliefs are more action-oriented than attitudes.
True False
43. Beliefs may help shape a consumer's attitudes but don't necessarily involve any liking or disliking.
True False
44. A consumer's belief about a product may have a positive or negative effect on his or her attitude about the
product.
True False
45. Attitudes are very good predictors of intention to buy.
True False
46. It is easier for a marketer to work with existing attitudes than to try to change them.
True False
47. It is possible for marketing managers to change or create new attitudes about goods and services—but
overcoming negative attitudes is a really tough job.
True False
48. An expectation is an outcome or event that a person anticipates or looks forward to.
True False
49. Consumers may evaluate a product not just on how well it performs but on how it performs relative to
their expectations.
True False
50. In light of the relationships between consumer expectations and satisfaction, it's usually best for
promotion to slightly "over promise" what the firm can actually deliver.
True False
51. Trust is the confidence a person has in the promises or actions of another person, brand, or company.
True False
52. Highly trusted people, brands, and companies have many disadvantages in the marketplace.
True False
QUESTIONS
, 5
Student: ___________________________________________________________________________
1. The economic-buyer theory assumes that consumers know all the facts and logically compare
choices.
True False
2. Most economists assume that consumers are "economic buyers" who logically evaluate choices to get the
greatest satisfaction from spending their time and money.
True False
3. Economic needs include such things as self-respect, accomplishment, fun, freedom and relaxation.
True False
4. The "economic buyer" view of consumers says that individuals will only buy the cheapest goods and
services available—regardless of quality.
True False
5. Economic needs are concerned only with getting the best quality at the lowest price.
True False
6. The median income of U.S. families in 2010 was about $49,445.
True False
7. In 2010, half of all American households earned more than $75,442.
True False
8. By 2010, after taking inflation into account, the median income in the U.S. declined by 7 percent in the
previous decade.
True False
9. In 2010, 50 percent of U.S. families received less than $49,445 in income.
True False
10. Discretionary income is what is left after paying taxes.
True False
11. Discretionary income is the income from investments.
True False
12. Discretionary income is the income adjusted to take out the effects of inflation.
True False
13. Discretionary income is an elusive concept because the definition of necessities varies from family to
family and over time.
True False
14. Most marketing managers think that the economic-buyer theory explains buyer behavior very well.
True False
15. According to the text, consumer buying decisions are influenced by economic needs, psychological
variables, social influences, and the purchase situation.
True False
16. Motivation, perception, learning, attitudes, trust, and lifestyle are psychological variables which affect
consumer buying.
True False
,17. Family, social class, reference groups, and culture are the psychological variables that affect a consumer's
buying decisions.
True False
18. Wants are the basic forces that motivate a person to do something.
True False
19. Wants are needs which are learned during a person's life.
True False
20. A drive is a strong stimulus that encourages action to reduce a need.
True False
21. Food, liquid, sex, and rest are examples of physiological needs.
True False
22. Examples of personal needs include self-esteem, accomplishment, fun, freedom, and relaxation.
True False
23. The "hierarchy of needs" model suggests that most products must fill more than one need at the same
time.
True False
24. According to the Hierarchy of Needs, consumers are motivated to first satisfy their higher-order needs,
then they will focus on their lower-level needs.
True False
25. Motivation theory suggests that a consumer would not try to satisfy physiological and safety needs until
social and personal needs have been completely satisfied.
True False
26. Motivation theory suggests that only one need can be satisfied at a time.
True False
27. Consumers do not usually see or hear all the stimuli that come their way.
True False
28. In selective exposure we screen out or modify ideas, messages, and information that conflict with
previously learned attitudes and beliefs.
True False
29. "Selective exposure" refers to a person's ability to screen out or modify ideas, messages, and information
that conflict with previously learned attitudes and beliefs.
True False
30. Learning is a change in a person's thought processes caused by prior experience.
True False
31. According to learning theory, a cue is likely to result in a consumer response only if there is a drive to
satisfy.
True False
32. Reinforcement of a response decreases the likelihood of the same response the next time the drive
occurs.
True False
33. Reinforcement strengthens the relationship between the cue and the response.
True False
34. Adding lemon scent to Pledge furniture polish is an example of using a positive cue.
True False
, 35. A perfume ad that suggests that people who use the product have more appeal to the opposite sex is an
example of a positive cue.
True False
36. That "new car" smell that includes an aroma of leather and wood is an example of using a positive
cue.
True False
37. Many needs are culturally (or socially) learned.
True False
38. Americans' preoccupation with deodorants is an example of a culturally learned need.
True False
39. An attitude is a person's point of view about something, and usually involves liking or disliking.
True False
40. The main difference between attitudes and beliefs is that beliefs always involve liking or disliking, but
attitudes don't necessarily involve liking or disliking.
True False
41. Beliefs are not as action-oriented as attitudes.
True False
42. Beliefs are more action-oriented than attitudes.
True False
43. Beliefs may help shape a consumer's attitudes but don't necessarily involve any liking or disliking.
True False
44. A consumer's belief about a product may have a positive or negative effect on his or her attitude about the
product.
True False
45. Attitudes are very good predictors of intention to buy.
True False
46. It is easier for a marketer to work with existing attitudes than to try to change them.
True False
47. It is possible for marketing managers to change or create new attitudes about goods and services—but
overcoming negative attitudes is a really tough job.
True False
48. An expectation is an outcome or event that a person anticipates or looks forward to.
True False
49. Consumers may evaluate a product not just on how well it performs but on how it performs relative to
their expectations.
True False
50. In light of the relationships between consumer expectations and satisfaction, it's usually best for
promotion to slightly "over promise" what the firm can actually deliver.
True False
51. Trust is the confidence a person has in the promises or actions of another person, brand, or company.
True False
52. Highly trusted people, brands, and companies have many disadvantages in the marketplace.
True False
