Exam 7: Consumer Buying Behavior

Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Jennifer is influenced by

After purchasing a product, postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is

Our society uses many factors, including occupation, educational level, income, wealth, religion, race, ethnic group, and possessions, to group people into

Scenario 7.2 Use the following to answer the questions. Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, which also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that its gas mileage was too low at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan. Refer to Scenario 7.2. Since Alicia and Carlos were using gas mileage as one of their evaluative criteria, they are most likely in the ____ phase of the consumer buying process.

Hereditary characteristics combined with personal experiences that together make an individual unique form one's

The consumer buying decision process involves _______ stages. The first stage is ____________, and the last stage is _____________.

If an information input is useful in satisfying a person's current needs, it is more likely to reach perceptual awareness.

In shopping for a new laptop computer for her master's degree program, Jocelyn has narrowed the alternatives to four brands. She is considering Dell, Toshiba, Sony, and Hewlett-Packard. These four brands make up Jocelyn's

The actual act of purchase is the second stage of the consumer buying decision process.

When evaluating the alternatives, the buyer rates and eventually ranks the brands in the consideration set.

Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ____ about Secret.

Within the information search step of the consumer buying decision process, what two primary aspects exist?

What consumer research method is a means of measuring consumer attitudes by gauging the intensity of individuals' reactions to adjectives, phrases, or sentences about an object?

Involvement level is one factor that affects a consumer's selection of a type of decision-making process.

Psychological influences operate within individuals to determine, in part, their behavior as consumers.

Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate?

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

Tiffany is a purchasing manager of computer and software equipment for her company, which employs about 350 individuals. She subscribes to PC Magazine and several other trade publications that review computer hardware and software. In addition, Tiffany is an active user of online forums and often reads reviews that other purchasing managers post about different computer models. Tiffany spends about 1-2 hours each week reviewing information through these sources before making purchasing decisions. What stage of the consumer decision process is Tiffany most likely in?

How does the level of involvement affect the type of consumer decision-making process that a person uses?

When a product is a conspicuous one, reference-group influence is more likely to affect the brand decision.