Exam 7: Consumer Buying Behavior

Stuart's little brother Kyle joined the boy scouts recently.Stuart notices that in addition to wearing the boy scout uniform,Kyle has been better about keeping his everyday clothes neat and clean,has been searching online for camping gear,and has become interested in "green" products.Stuart believes that the boy scouts are now a reference group for Kyle because he

When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category,he or she will most likely engage in

In shopping for a new laptop computer for her masters degree program,Jocelyn has narrowed the alternatives to four brands.She is considering Dell,Toshiba,Sony,and Hewlett-Packard.These four brands make up Jocelyn's

Perception is a process in which an individual selects,organizes,and interprets information received through the sense organs.

During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product?

When Trevor realizes his liquor cabinet supply was devastated by last weekend's party,he first retrieves information from his memory about what types of liquor he and his friends like most and then asks the attractive clerk at the liquor store what she would recommend.Trevor started with a(n)____ search and then progressed to a(n)____ search.

A culture can be divided into subcultures according to

An electronics store puts a large screen TV,wired for surround sound,in a quiet corner of the store with couches and a rug,and plays a recently released movie.These actions give the display the look of a family room or den.The store is using the physical surroundings as a way to influence purchase decisions.

When Julia goes to the first class of her Operations Management course,she finds out that in addition to the textbook she already purchased,she also needs a copy of the book The Goal.At which stage of the consumer buying decision process is Julia?

Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

Tori went to Sam's Wholesale Club to shop for a party she was hosting on the weekend.She knew that she could buy larger quantities of food items than she normally did,and they would also be much less expensive.She checked everything off her list and proceeded to the checkout lines.Passing a display of fresh flowers,she thought "Wouldn't those be nice for the party?" She selected one of the bouquets and placed it in her cart.Tori has most likely engaged in ______ when selecting the food for her party,and ____ when selecting the flowers.

Why are consumer attitudes an important issue for marketers to study? Can attitudes be changed easily by marketers? Explain.

Mark is shopping for a new suit to wear to an important interview.He really wants to impress his prospective employer and is shopping at many stores to find the right outfit.Martin is using which type of consumer problem-solving process?

The terms of sale (price,delivery,credit arrangements)are negotiated during the evaluation of alternatives stage of the consumer decision-making process.

Once initiated,the consumer buying decision process always leads to a purchase.

The five major stages of the consumer buying decision process,in order,are

High involvement products tend to be those that are expensive and visible to others.

Scenario 7.2 Use the following to answer the questions. Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans.Toyota noticed that the majority of its customers were families with 3 or more children,and so they developed commercials that featured larger families.They also produced commercials that featured Hispanic-looking actors and for some markets,in Spanish.Alicia Desario and her husband were currently shopping for a van for their family.As Alicia listened to an advertisement on the television about the Nissan Quest,she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg.She recalled an earlier ad for the Toyota Sienna,that also cost about $27,000,but had gas mileage of about 21 mpg.She also liked the way the family was portrayed in the Toyota ad,showing the children in the back seats having plenty of room,watching the DVD players,and having their own sound controls.When she spoke to Carlos,her husband,about how much she liked the Toyota van,he replied that it had too low of gas mileage at only 16 mpg.Since Alicia didn't agree with that number,he produced a magazine ad that supported his claim of the 16 mpg for the Toyota.Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan. -Refer to Scenario 7.2.Toyota's production of commercials that featured Hispanic actors and the Spanish language is an example of marketing to

Compare and contrast the three major ethnic subcultures in the United States.

All of the following are marketer-dominated sources of information except