Exam 15: Consumer Decision Making and Beyond

In a(n)________,the consumer ranks a product's attributes in terms of perceived relevance or importance,then compares the various alternatives in terms of the single attribute that is considered most important.When two or more alternatives are comparable for the most important attribute,the consumer rates those alternatives on the basis of the second most important attribute.

Barry buys a necklace as a gift for his girlfriend.This is an example of ________.

A no-choice decision is commonly referred to as a ________.

Impulsive and irrational purchasers are basically adhering to the ________.

COLLEGE MINI CASE: Evelyn is a high-school senior from Philadelphia looking to apply to colleges.She has decided to apply to the University of Pennsylvania, Cornell, and Princeton.She chose not to apply to Brown, Dartmouth, or Yale because she considers them to be too far away from home.A college counselor had suggested to her that Columbia has a comparable reputation to the schools Evelyn was considering, but Evelyn didn't perceive Columbia as having any particular advantage over the schools to which she had already decided to apply.She is eventually accepted to, and decides to attend Cornell University.Upon arriving on campus, Evelyn immediately notices a deliberate effort on the part of the college to make new students not only feel at home, but that they have absolutely made the right decision in attending Cornell. -In the COLLEGE MINI CASE,Yale is part of Evelyn's ________.

In cases of ________,the consumer needs a great deal of information to establish a set of criteria on which to judge specific brands and a correspondingly large amount of information concerning each of the brands to be considered.

Consumers often develop shortcut decision rules called heuristics to facilitate the decision making process and to cope with ________.

Research indicates that consumers today are less loyal than in the past.Identify the six major forces at work in this trend.

________ begins when a consumer perceives a need that might be satisfied by the purchase and consumption of a product.

Within the context of the model of consumer decision making,a firm's ________ activities are a direct attempt to reach,inform,and persuade consumers to buy and use its products.

Negative disconfirmation of expectations involves the performance of a product exceeding the consumer's expectations,leading to consumer satisfaction.

The economic model of consumer decision making is often rejected as ________.

Helen enjoys Jack's Links beef jerky.By contrast,she is indifferent to Oberto beef jerky,and dislikes Pemmican beef jerky.Oberto beef jerky is part of Helen's ________.

A consumer is most likely to use ________ when buying an expensive,important,or technically complicated product or service for the first time.

In cases of ________,consumers have experience with the product category and a well-established set of criteria with which to evaluate the brands they are considering.

Newspaper or magazine articles,direct-mail brochures,and web sites are considered ________ prepurchase information sources.

COLLEGE MINI CASE: Evelyn is a high-school senior from Philadelphia looking to apply to colleges.She has decided to apply to the University of Pennsylvania, Cornell, and Princeton.She chose not to apply to Brown, Dartmouth, or Yale because she considers them to be too far away from home.A college counselor had suggested to her that Columbia has a comparable reputation to the schools Evelyn was considering, but Evelyn didn't perceive Columbia as having any particular advantage over the schools to which she had already decided to apply.She is eventually accepted to, and decides to attend Cornell University.Upon arriving on campus, Evelyn immediately notices a deliberate effort on the part of the college to make new students not only feel at home, but that they have absolutely made the right decision in attending Cornell. -In the COLLEGE MINI CASE,Columbia is part of Evelyn's ________.

The ________ refers to the specific brands a consumer considers in making a purchase within a particular product category.

________ behavior is closely related to the concept of brand loyalty,which most firms try to encourage because it contributes to greater stability in the marketplace.

The ________ component of the consumer decision-making model draws on external influences as sources of information about a particular product that influence a consumer's product-related values,attitudes,and behavior.