Name:

Tutorial Chapter 3

1. ________ is the most basic cause of a person's wants and behavior.

A) Culture
B) Brand personality
C) Cognitive dissonance
D) Social class

2. Marketing stimuli consist of the four Ps. Which is NOT one of these?
A) product
B) politics
D) promotion
E) place

3. What is one way that social class is NOT measured?

A) occupation
B) education
C) income
D) number of children in the family

4. The buying process starts with ________, in which the buyer recognizes a problem.
A) need recognition
B) information search
C) product awareness
D) product interest

5. Jason wants to buy a new computer. During the ________ stage of his purchase
process, he will ask his friends to recommend a store and/or a model of computer. He will
search the newspaper for computer sales, and he will visit nearby stores to see what is
available in his price range.
A. product evaluation
B. alternative evaluation
C. need recognition
D. information search

6. Lexus works to keep customers happy after each sale, aiming to delight the customer
in order to gain a customer for life. In this pursuit, Lexus is focused on which step of
the buyer decision process?
A) need recognition
B) information search
C) evaluation of alternatives
D) purchase decision
E) post-purchase behavior
 7. Each culture contains smaller ________, or groups of people with shared value
systems based on common life experiences and situations.
A) aspirational groups
B) reference groups
C) subcultures
D) membership groups

8. Family is one of the ________ factors that influence consumer behavior.

A) cultural
B) social
C) personal
D) psychological

9. A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle
stage, occupation, economic situation, lifestyle, and personality and self-concept.
A) personal characteristics
B) reference groups
C) perceptions
D) attitudes

10. ________ is a person's pattern of living as expressed in her psychographics, including

her activities, interests, and opinions.
A) Personality
B) Culture
C) Lifestyle
D) Motive

List any FOUR (4) factors that influence in buying decision process.

1. ______
2. ______
3. ______
4. ______
Complete the consumer buying decision making process below:

Need recognitiion

Purchase choice