Exam 6: Consumer Behavior

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

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

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

Which of the following is NOT one of the four factors affecting consumers' search processes?

For specialty goods like Rolex watches or Ferrari automobiles,marketers often use __________ to influence consumers' purchase decisions.

The consumer's level of involvement can lead to two types of decision-making processes: __________ and __________.

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions and

Situational factors sometimes override psychological and social factors in the consumer decision process.

Maslow's Hierarchy of Needs is an interesting concept for psychology,but it has little relevance for marketing.

Ryan believes he is responsible for his actions,and he will conduct extensive searches before making a purchase.Michael's favorite phrase,when confronted by the need to make a decision,is,"Whatever." In marketing terms,Ryan is said to have a(n)__________ and Michael,a(n)__________.

"Black Friday," as the day after Thanksgiving has come to be known in the U.S.,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.

Why are attitudes important in consumer decision making?

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

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

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

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?

Paula is about to open a new hardware store.She is making decisions regarding lighting,colors,and layout of merchandise.Paula knows these __________ factors will influence consumers' purchase decisions.

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

Whenever major golf professionals use a new piece of golf equipment,sales of that equipment jump rapidly.What type of social influence do PGA and LPGA professionals represent for average golfers?

Jordana is a travel agent.Whenever she sells an expensive vacation package,she encourages the customer to buy travel insurance,which provides reimbursement in case of trip cancellation due to illness or another emergency.Jordana is trying to reduce her customers' __________ risk.