Exam 6: Consumer Behavior

When making an important purchase,consumers often consult friends and family.This is considered an external search for information.

When Glen is thirsty,he always buys a Coke.Like many consumers,Glen engages in considerable alternative evaluation when buying habitual products like his Coke.

__________ are the three types of attribute sets.

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

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

Larry operates a fishing resort in the Galapagos Islands.Few guests visit his remote island more than once,but Larry has his assistant e-mail recent customers each month to see how satisfied they were with their stay at his resort.Why would Larry spend effort on past customers if few guests come more than once?

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

Marketers love consumers who engage in __________,buying their company's product with little thought or consideration of alternatives.

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.

Zappos online shoe and clothing store has a unique way of dealing with abandoned shopping carts.If a site visitor places items into the shopping cart and then leaves the site without making a purchase,several days later Zappos sends a humorous e-mail saying,"Let us show you what your shopping cart did while you were gone," along with a photo of a cute dog intended to represent the shopping cart.This attention-getting device is designed to improve the site's

Harley-Davidson knows that many of its customers today are professional people who want the pride of owning a Harley.Harley-Davidson also appeals to its more traditional market: cyclists who want a smooth,powerful ride.To be successful,Harley-Davidson needs to appeal to which type(s)of needs?

Tomas,a bank employee,doesn't feel that his coworkers accept him.He decides to dress more casually,as they do,hoping to be accepted.Which level of Maslow's hierarchy of needs is Tomas trying to work on?

Budweiser is well known for the use of humor in its ad campaigns for Bud Light beer.Based on the use of humor in advertising for beer,does Budweiser believe that beer is a high-involvement or low-involvement purchase for most consumers? Explain your answer using the elaboration likelihood model.

When Kelly began searching for a new car to replace her old,rusty one,she probably relied on __________ sources of information.

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

"Black Friday," as the day after Thanksgiving has come to be known in the United States,is a day marked by many special deals in most retail stores,including deep-discounted products available in limited quantities,called "doorbusters," and designed to get shoppers into the store.But one danger of running out of the doorbuster deals is that a shopper may become angry or discouraged at failing to get the special item,and decide not to do any more shopping.This is an example of the impact of __________ on the consumer decision process.

__________ attributes are product or service features that are important to buyers and that are used to differentiate among choices.

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

What evaluative criteria would consumers be likely to use in choosing a family physician?

__________ refer(s)to the process by which consumers select,organize,and interpret information to form a meaningful picture of the world.