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

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

For many American consumers,the purchase of a personal computer has shifted from an extended problem-solving decision to a limited problem-solving decision.How does this change the way retail stores should display and sell computers?

Among the factors affecting the consumer decision-making process is the way consumers spend their time and money to live,otherwise known as

After purchasing an expensive pair of shoes,you may question whether or not the shoes are any better than the less expensive shoes you could have purchased instead.This is an example of postpurchase cognitive dissonance.

Zappos.com constantly reminds customers of recently viewed items and informs them when stock is low in an effort to entice the customer to make a purchase.Zappos is trying to improve its

Determinant attributes are product or service features that are important to the buyer and on which competing brands or stores are perceived to differ.

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

Describe Nike's advertising strategies on the Weather Channel app.Why does the company advertise on the app? What insights did Nike gain with its advertising campaigns?

Reginald greets his regular customers by name every morning when they come in for coffee.He offers them a taste of anything special he is cooking that day.He has a database with their birthdays,and offers them free meals on their birthdays.Reginald hopes that this attention to his "regulars" will encourage them to

Brenda wants a new car that will be dependable transportation and look good.She wants to satisfy both functional and psychological needs.

The consumer decision process model represents

The greater the discrepancy between a consumer's __________,the greater the consumer's need recognition will be.

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

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

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

Peter wanted an unbiased source of information to help him decide what brand of appliances to buy for his new condominium.Peter would most likely search for information from

Natalie and her fiancé Dow are planning their wedding.She knows her mother wants her to have a traditional church wedding with a Roman Catholic priest officiating.Natalie would like to have an informal ceremony on the beach,since that type of wedding has become popular with her friends.Furthermore,Dow is from Thailand and would like to have a monk officiate.Natalie and Dow's wedding decisions are most influenced by

Most firms maintain customer complaint services online,in the store,or over the telephone.Firms attempt to respond quickly to complaints,hoping to

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