Exam 8: Decision-Making and Involvement

An advertisement reading "Limited time offer!" is an example of which type of heuristic?

What is an information search?

Consumers use _______ heuristics to forecast a future outcome.

An unplanned purchase that has been made because of a sudden, powerful urge to buy the product with little regard to the consequences is called

An internal search for information comes from

The _______ heuristic occurs when consumers judge something based on how similar it is to some stereotypical case.

_______ involvement occurs when consumers perceive products or brands as relevant to their personal interests.

Define compliance heuristics. What are the two types of compliance heuristics listed in the text? Define them and provide an example of how a marketing manager can use them.

_______ information needs are fulfilled when a consumer is educated about a product's utility and attributes.

Service businesses use mystery shoppers

What are the four sets used to categorize the results of information searches? Identify and define each one. How does knowing the content of a consumer's sets help marketers?

_______ involvement is the preexisting relationship between the consumer and the product.

_______ involvement reflects the consumer's interest in marketing communications.

The _______ impulse occurs when consumers purchase items as a reward for themselves for a success, or as a "pick me up" for a failure.

_______ information needs are fulfilled when consumers acquire information that is new or different.

The _______ heuristic refers to a situation in which consumers judge the likelihood or frequency of something happening based on how easy it is to remember similar events.

The acquisition of knowledge without active learning is called _______ learning.

The _______ model suggests that consumers start with a large number of brands, which gradually decrease as consumers move toward their final choice.

Why do marketers use celebrities as a way to increase brand involvement? What are the advantages of using celebrities to promote a brand? How does a brand choose a celebrity to work with? What role does social media play in this relationship?

What are the two key points about how attribution connects to consumer decision making? Provide an example of both. How does knowing how consumers make attributions provide important insights to marketers?