Which factor is NOT classified as a main influence on consumer behavior according to Kotler?
A) Cultural
B) Social
C) Legal
D) Personal
Answer: C

Culture influences consumer behavior by:
A) Setting basic values, perceptions, wants, and behaviors
B) Determining product pricing
C) Regulating advertising content
D) Establishing market segmentation
Answer: A

The smallest unit of culture is:
A) Social class
B) Family
C) Subculture
D) Reference group
Answer: C

Reference groups influence consumer behavior by:
A) Enforcing legal requirements
B) Acting as direct or indirect points of comparison
C) Setting retail prices
D) Determining supply chain policies
Answer: B

A person’s position in society is known as:
A) Social class
B) Subculture
C) Family
D) Culture
Answer: A

Which of the following is a social factor affecting consumer behavior?
A) Personality
B) Occupation
C) Family
D) Perception
Answer: C

Marketers focus on family roles because:
A) They influence buying decisions
B) They are easy to change
C) They are unrelated to consumer behavior
D) They only affect business markets
Answer: A

Personal factors that influence consumer behavior include all EXCEPT:
A) Age and life cycle stage
B) Occupation
C) Economic situation
D) Advertising regulation
Answer: D

Lifestyle, as a personal factor, is best described as:
A) The way a person lives and spends money
B) The products a person buys
C) Cultural background
D) Group membership
Answer: A

The psychological process by which people select, organize, and interpret information is:
A) Motivation
B) Perception
C) Attitude
D) Personality
Answer: B

Motivation as per Kotler is most closely explained by:
A) Maslow’s Hierarchy of Needs
B) Porter’s Five Forces
C) Herzberg’s Two-Factor Theory
D) Vroom’s Expectancy Theory
Answer: A

According to Kotler, beliefs are:
A) Enduring evaluations
B) Descriptive thoughts held by consumers
C) Directly linked to product loyalty
D) Irrelevant in consumer behavior
Answer: B

The learned predisposition to respond to an object in a consistently favorable or unfavorable way is:
A) Personality
B) Motivation
C) Attitude
D) Role
Answer: C

Which of the following is NOT a psychological influence on consumer behavior?
A) Perception
B) Learning
C) Culture
D) Attitude
Answer: C

Consumer behavior is influenced by word-of-mouth most directly through:
A) Reference groups
B) Social class
C) Economic status
D) Age
Answer: A

Social class in consumer behavior is typically measured by:
A) Brand preferences
B) Income, occupation, and education
C) Reference group affiliation
D) Age
Answer: B

Personality influences consumer behavior by:
A) Affecting product choices
B) Setting market regulations
C) Determining price
D) Deciding store locations
Answer: A

Learning affects consumer behavior because:
A) It changes attitudes and subsequent behavior
B) It’s unrelated to product selection
C) It sets product prices
D) It determines advertising budgets
Answer: A

A consumer’s occupation influences:
A) Only cultural factors
B) The types of goods and services purchased
C) Product manufacturing
D) Legal frameworks
Answer: B

Marketers analyze consumer motivation to:
A) Increase short-term sales only
B) Understand what drives consumers to act
C) Comply with government policy
D) Limit product variety
Answer: B

According to Kotler, a family’s influence on buying behavior is:
A) Minimal
B) Significant and long-lasting
C) Only relevant for luxury products
D) Solely financial
Answer: B

Consumers who set trends and influence others are known as:
A) Followers
B) Opinion leaders
C) Laggards
D) Gatekeepers
Answer: B

Which stage of the family life cycle is likely to buy the most furniture?
A) Young single
B) Married with children
C) Retired
D) Empty nest
Answer: B

Social factors influencing consumer behavior do NOT include:
A) Family
B) Reference groups
C) Personality
D) Roles and status
Answer: C

The way consumers process information and make decisions is called:
A) Cognitive dissonance
B) Consumer decision process
C) Market segmentation
D) Product positioning
Answer: B

Perception can differ among consumers because:
A) All consumers have the same background
B) Interpretation of information varies
C) All advertising is the same
D) Only price matters
Answer: B

The learning process most often associated with brand loyalty is:
A) Classical conditioning
B) Motivation
C) Culture
D) Social class
Answer: A

According to Kotler, social roles influence consumer behavior by:
A) Setting expectations for appropriate behavior
B) Determining market size
C) Fixing prices
D) Increasing advertising budgets
Answer: A

When a consumer’s experience with a product leads to a change in behavior, this is called:
A) Learning
B) Motivation
C) Personality
D) Perception
Answer: A

Which of the following is an example of a situational influence on consumer behavior?
A) Mood at time of purchase
B) Cultural background
C) Economic status
D) Personality traits
Answer: A