Exam 6: Consumer Behavior

Vladimir decided not to purchase the iPod shuffle because he didn't think it would hold all of his songs. Vladimir was using his assessment of the iPod shuffle's financial risk in making his decision.

Once consumers have recognized a need, they begin to search for ways to satisfy that need. The internal search is characterized by

When mountain climbers purchase clothing for scaling Mount Everest, their purchases are primarily addressing __________ needs.

What is the difference between a functional need and a psychological need? How can getting a college education fulfill both types of needs?

Pam didn't go see the movie Gravity because her friends all said she wouldn't be able to handle it. When she found out how good it was, she blamed her friends. Pam is demonstrating an internal locus of control.

Fred's Heating and Air Conditioning Service is considering using the slogan, "We fix it the first time, every time." Why might this slogan be a bad idea if Fred wants to maximize postpurchase satisfaction? Create a better slogan for Fred.

When Brandon decided he needed a new car, he immediately called his old college roommate, who owns a BMW dealership, to ask questions about options and financing. Brandon was searching for information from

Assume you are the manager of a resort property that is close to the mountains, to several recreational sites, and to a few luxury restaurants and stores. How would you manage customer expectations to enhance postpurchase satisfaction? Be specific.

Using examples, describe the difference between impulse buying and habitual decision making.

The text lists five psychological factors that can influence purchase decisions. List and give an example of each.

The consumer decision process begins with a comparison of available alternatives.

The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers' decisions.

The shared meanings, beliefs, morals, values, and customs of a group of people constitute its

A consumer's external social environment includes

When Roger decides which airline to use to fly from Baltimore to San Diego, he considers the price, number of stops, and frequent flyer miles he will earn. However, earning frequent flyer miles is the most important factor for him. Is Roger using a compensatory or noncompensatory decision rule? Explain your reasoning.

Customers are more likely to talk about service that exceeded their expectation than about service that did not meet their expectation.

Negative attitudes are typically difficult for marketers to change because

Jordana is buying a laptop computer to take on trips. Although she has looked at several brands, she refuses to buy a computer that weighs more than five pounds. Jordana is basing her decision on

Marketers frequently design customer relationship management programs to

Brenda was planning a small dinner party and had gone to a new specialty food store with coupons she'd found in the food section of the paper. At the store, she also found a buy one, get one free deal and a gift offered with the purchase of a particular dessert. She altered the menu as a result of the __________ and ended up spending less than she'd planned.