Exam 6: Consumer Behavior

Sometimes consumers have second thoughts after buying goods that are expensive, infrequently purchased, or associated with a high level of risk. This is an especially critical time for marketers, as their customers are dealing with

Elena is in the process of buying a new car. There are many possible cars to choose from, but she is focused on a few she would actually consider buying. These make up her __________ set.

For years Mark sold new cars, but he and his wife recently grew tired of city life and moved to a beach town. Now he sells costume jewelry (made by his wife) at an open-air market near the ocean. To be successful, what will Mark have to recognize about the difference between consumers' problem solving processes for cars and costume jewelry?

Alex decides to make a donation to the Autism Research Institute. Which component of Alex's attitude toward autism research does this represent?

Frazier is out of milk and bread and needs to decide what is for dinner. He will be stopping at the grocery store on the way home. Frazier will likely engage in limited problem solving.

Among the factors affecting the consumer decision-making process is / are __________, the way consumers spend their time and money to live.

Demonstrate your understanding of the terms internal locus of control and external locus of control by giving an example of each.

There are five types of risks associated with purchase decisions. Which of the following best describes a situation where your new car stalls in the middle of a busy intersection?

Upscale men's and women's clothing stores like Nordstrom's, Neiman-Marcus, or Saks Fifth Avenue are more likely to appeal to consumers' __________ needs.

Marketers often use the principles and theories from other disciplines to understand consumer actions and develop marketing strategies. According to the text, what disciplines are most useful to marketers trying to understand consumer behavior?

Generally, people buy one product or service instead of another because they perceive it to be a better value.

There is a saying, "Never go to the grocery store hungry." This saying suggests that a consumer's __________ state may adversely affect purchasing decisions.

Consumers involved in habitual decision making engage in little conscious decision making.

When Hakim asked Marta where she wanted to go for lunch, she said Chili's because she went there at least once a week and always liked it. Marta conducted an internal search for information.

Generally, people buy one product or service instead of another because they

The greater the difference between a consumer's unsatisfied need and the desired state, the greater the need recognition will be.

After purchasing an expensive pair of shoes, you may question whether the shoes are any better than the less expensive shoes you could have purchased instead. This is an example of postpurchase cognitive dissonance.

Setting high customer expectations is a good strategy that will help to avoid customer dissatisfaction in the long run.

Using automobiles as an example, explain the differences among universal, retrieval, and evoked sets, and identify the one that is most important to marketers.

Consumers use and process different aspects of advertising or messages. __________ yields greater attention and deeper processing, and leads to strong attitudes and purchase intentions.